Lead Generation

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• Personalizing Your B2B Marketing to Supercharge Lead Gen: Adobe's Drew Burns on Marketing Smarts [Podcast]
  Drew Burns, principal product marketing manager for Adobe Target, shares tips for using personalization to enhance B2B lead generation and improve marketing results.
• The 300th Episode of Marketing Smarts: Inaugural Guest Lou Imbriano Returns [Podcast]
  Marketing Smarts celebrates a major milestone: the 300th episode of the show! To mark the occasion, we bring back our very first guest, Lou Imbriano—strategist, author, and former vice-president and ...
• What's Old Is New Again... Account-Based Marketing: Nipul Chokshi of Lattice Engines on Marketing Smarts [Podcast]
  Nipul Chokshi of predictive analytics company Lattice Engines explains how account-based marketing can be scaled to work for companies with a large volume of target accounts, and offers advice for ...
• Embrace Revenue Responsibility With 'Full-Funnel Marketing': Author Matt Heinz on Marketing Smarts [Podcast]
  Full-Funnel Marketing author Matt Heinz explains why (and how) marketers should embrace revenue-based metrics to demonstrate Marketing's impact on the organization.
• Revenue and the CMO: Author Glenn Gow Talks to Marketing Smarts [Podcast]
  Helping your company to embrace social selling doesn't have to be an all-or-nothing proposition: You can implement a pilot program to demonstrate how social media can have a positive impact ...
• Mastering the Invisible Sale: Tom Martin Talks to Marketing Smarts [Podcast]
  Tom Martin—founder of Converse Digital and author of The Invisible Sale—discusses his secrets for using content and social networking to drive business growth without cold calls, advertising, or pitching.
• Moving From Attribution to Prediction: Jim Lenskold Talks ROI Metrics on Marketing Smarts [Podcast]
  Demonstrating value is certainly a fine reason to measure our actions and their results. But discussing marketing measurement with Jim Lenskold during this week's Marketing Smarts podcast got me thinking ...
• The Tension Between Marketing and Sales Exposed! Silverpop's Ellen Valentine on Marketing Smarts [Podcast]
  Ellen Valentine, product evangelist at Silverpop and my guest this week on Marketing Smarts, has an interesting perspective on the perennial tension between Marketing and Sales: Technology is to blame! ...
• Educate, Entertain, and Inform: Kipp Bodnar Talks Social Media Strategy on Marketing Smarts [Podcast]
  HubSpot's Kipp Bodnar discusses why so few B2B companies blog, how to develop a social media strategy, and what roadblocks companies encounter when trying to implement their strategy (if they ...
• Getting Content Strategy Right: Michael Brenner on Marketing Smarts [Podcast]
  The "S" word can be intimidating, but failure to articulate a clear strategy (and goals!) for your content marketing will undermine its effectiveness. Here, Michael Brenner discusses how SAP defines—and ...
• You Are Getting Lead Qualification Wrong: Dan McDade on Marketing Smarts [podcast]
  "Most companies are either under-qualifying or over-qualifying leads," says PointClear's Dan McDade in this episode of the Marketing Smarts podcast. He goes on to explain what he means and offers ...