What’s Missing in Lead Nurture Campaigns: Decision Makers

Posted on September 16, 2016

It's a challenge virtually every marketer will admit privately but no one wants to talk about. If we take a hard look at the job "Title" field in most B2B CRM systems we find a small percentage of them containing VP or C-level executives. What's worse, for the few executives found in the CRM database only a handful have opted into email lead nurture tracks. Access to Executive Decision Makers Why does it matter? Because in most B2B organizat...

Read More

VIP Experiences are Key to Closing B2B Sales

Posted on March 11, 2016

One of the unique aspects of being a contract CMO is the diverse range of B2B brand challenges that I encounter. While a Tech marketer by trade, my experience racing sports cars led to an engagement with Aston Martin Racing North America in 2015 to help them construct VIP experiences for B2B brand sponsors/partners to drive sales revenue. This weekend marked the first round of the 2016 Pirelli World Challenge race season at the Circuit of ...

Read More

Why Experiences are the New Content Currency

Posted on September 14, 2015

The gold rush for content to engage B2B buyers has been raging for several years. Despite massive investments by brands in writing/editing staff, content management tools, syndication and metrics -- the impact on revenue is unclear. Content is the Secret Sauce for Engagement -- Or Is It? MarketingProf's recently published a 2015 study by The Economist Group and peppercom that cites that while 85% of global business executives say the primary ...

Read More