Skip to content

Recent Articles


3 Ways to Tell if you Need “Big Kid” Marketing Automation

After personally using 4 different email management systems over the past 7 years to create, launch, and track over 650 email campaigns in both the B2C and B2B worlds, I can assuredly tell you, there are differences between them. There are differences between the little guys that charge nominal fees, and the marketing automation systems that will cost you thousands of dollars per month and pick up your dry-cleaning. Read moreRead more


Why IBM Supports Social Media for B2B Tech Sales

Big Blue Fosters “Personal Online Branding” for Sales Reps 

It’s my pleasure to catch up with Ed Linde II, one of IBM’s successful inside sales managers and leading advocate of marketing and selling via social media. Ed was a client of mine in a past life – about 20 years past – and I was impressed when LinkedIn revealed to me that Ed was still enjoying his tenure at IBM to this day. When it comes to B2B tech sales via social media, Ed is certainly a “person to know”. Read moreRead more


Shattering the 5 Myths of Effective Sales Follow-up

Watch a great video clip from one of Judy’s training seminars

Perhaps the most misunderstood and debilitating part of the average sales process is…the follow-up. This is where your intelligence, your ego, and your empathy can absolutely be your worst enemies to converting prospects. I recently ran into a very talented corporate sales speaker/trainer, Judy Garmaise, who brings a unique focus to the practice of sales follow-up. Read moreRead more


6 Small Town Sensibilities to Boost B2B Social Media

What are the methods behind the followers?

As more of our B2B colleagues jump into the social media pool, we quickly begin to see who is making a splash, while others tread water or stay on dry land. Some participants develop a supportive online community with apparent ease. They converse with their growing online network as easily as if they were bumping into friends at the local diner. Read moreRead more


12 Ways to Cultivate a B2B Event that Rocks!

Judith Rothrock, founder and president of JRocket Marketing originated an event she holds annually for technology vendors and the analyst community. Called “The Grape Escape”, the event is typically sold out months in advance. We are asking Judith to explain what makes vendors and analysts enthusiastically put this gathering on their calendars year after year. Read moreRead more


5 Factors Behind the Great Sales & Marketing Talent Shortage of 2011

As one of the founders of Woodlyn Partners, Lee Hoffstein has his finger on the pulse of the job market for sales and marketing talent in the Greater Boston area. A diligent publisher of his market observations, Lee has recently drawn attention to what can be termed a “candidate shortage”, for the first time in years. Lee shares what this means for employers and for job candidates – and what he expects is the root cause. Read moreRead more


Why Telemarketing Remains the Unsung Hero of Lead Generation

Denise Clancey is a true luminary in the field of telesales and telemarketing. She is the former Vice President of Telesales & Customer Service at Lotus Development, a subsidiary of IBM. In this position, her organization delivered $151 million in sales from corporate customers in addition to managing one million plus Customer Service inquiries. Read moreRead more


Eloqua Customer Success Tour: Boston, March 9

Please note that this event is only open to Eloqua customers and partners.
Not a customer or partner, but still want to attend? Email us.

  Event Details

Location: The Charles Hotel
Date: March 9, 2011
Time: 2:00-5:00 pm ET
followed by networking happy hour!
Address: Harvard Square
One Bennett Street
Cambridge, MA 02138
map & directions
Room Name: to be announced
Parking: Self-parking: $25
Valet parking: $30
Bring: Your nametag from 2010 (if you attended) – special prizes will be awarded!




New England Sales & Marketing Tapped to Write FOCUS Expert Briefing

How to Optimize your Website for SEO, as featured in FOCUS

Every day too many business leaders, in the B2B technology space in particular, are pushing inbound leads to their competition by ignoring Search Engine Optimization, or “free /organic” search. Read moreRead more


Can Marketing Automation be the Great Humanizer?

Part II of our interview with Jill Rowley of Eloqua

Where is she now? Since this article was first published in 2010, Jill has gone on to maintain her status as top salesperson and in 2011 was awarded “Employee of the Year” at Eloqua. She continues to practice what she preaches and remains a leading resource in her field via social media. On August 2, 2012, Eloqua went public on NASDAQ to raise $92 million. Jill was among the team to visit the stock exchange for the event. Read moreRead more