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Posts from the ‘Online Lead Generation’ Category


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


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


7 Ways Marketing Automation Enhances B2B Relationships

Part I of our interview with Jill Rowley of Eloqua

Jill Rowley, Director of Strategic Accounts for marketing automation pioneer, Eloqua is amped up! Her dedication to helping organizations pro-actively manage revenue opportunities landed her “Top Eloqua Salesperson” 2006-2008. We caught up with this software maven, and mother of four, to talk about the marketing automation journey she’s been on since the summer of 2002. Read moreRead more


Marketing Automation: A Catalyst for B2B Tech Sales Alignment

Jeff Ernst, Principal Analyst at Forrester Research, explains that Marketing Automation can help move your lead development process from the bunny slopes to the black diamond zone. It’s our pleasure to interview Jeff about this hot topic in B2B marketing at technology companies.           Read moreRead more


Developing Your Role as Strategic Advisor: How to Earn Credibility Fast

Christine Crandell actually does what so many high-tech sales and marketing professionals, MBAs, and consultants aspire to do. She has a track record for advising the C-suite on strategic direction. Having extensive experience on the vendor side as well as heading up a consultancy, we thought we’d ask Christine a few questions about how she approaches marketing, especially in situations where organizations need to reap the rewards of strategy, seemingly overnight.  Read moreRead more


New Marketing Automation Report Released by FOCUS

New England Sales & Marketing was pleased to receive a gracious notification from the team at We are humbled by their reaction to our contribution to their expert forum.

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Achieving Award-winning Sales & Marketing Alignment

Joanne DeLangie was recently-awarded the 2010 President’s Award for exceptional collaboration with Sales, Product Management, Channels and Operations in the development and implementation of successful field marketing programs for Stratus Technologies. It is our pleasure to interview Joanne about what makes her marketing programs so exceptional. Read moreRead more