Driving Revenues Throughout Your Funnel: Best Practices & Case Studies

Here’s a one hour presentation that I gave recently to marketing executives from the insurance industry sharing some valuable lessons I’ve learned in B2B tech marketing.  The presentation offers a framework for determining which marketing methods should be...
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What are the top things 3 things that buyers should know about marketing automation?

1) Content – more often than not, development of high quality content becomes your critical path item once you’ve committed to doing marketing automation. Content creation can be time consuming. Don’t commit to marketing automation unless...
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The Role of Marketing Automation in Revenue Generation

Here’s a 20 minute presentation I gave on Marketing Automation at Salesforce.com’s Dreamforce. Content includes blueprint for creating a demand generation funnel and key dashboard metrics. This was originally a link to Salesforce.com’s YouTube video....
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Anatomy of An Ad: Google

Here’s an effective display ad that is intended to capture relevant suspects. Why ‘suspect’ and not ‘prospect’? This campaign attracts people that demonstrate certain behavioral attributes yet there is no indication that these people will...

How Much is an Idea Worth?

Whenever I’ve chatted with founders of “stealth start-ups”, I’ve noticed that they tend to be very guarded about their business. “What do you do?” I ask. “I can’t tell you,” they respond. “Well what problem...