Thought leadership

12 Ways to Use Buyer Intent Signals as Your Sales Advantage – B2B Marketing Article

By Brian Giese, CEO of True Influence. Verified buyer intent data from a reliable resource can be invaluable across many facets of an organization. Intent is well known for its ability to help B2B marketers spot in-market buyers, but sales teams should get just as excited about how intent data fires up the pipeline with ready prospects. Try some of these twelve ways to help Sales win with intent: 1 – Flesh Out the Buying Group Especially exciting is the…

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Sales Pipeline Radio, Episode 209: Q & A with Corey McCarthy @testarossaMktg – B2B Marketing Article

By Matt Heinz, President of Heinz Marketing If you’re not already subscribed to Sales Pipeline Radio, or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning.  The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities. You…

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5 Back-to-Business Tips for B2B Sales Survival – B2B Marketing Article

By Brian Giese, CEO of True Influence. For almost anyone in B2B sales today, COVID-19 is your biggest competitor. The pandemic changed everything, and the daily life of B2B Sales is no exception. It will be at least a year before the old go-to’s of trade shows, business dinners and constant travel re-emerge as the standard – if they ever do. Sales is about relationships, while COVID is about social distancing. Buyers like to meet the people they do business…

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Nine Requirements of Powerful Thought Leadership – B2B Marketing Article

During this period of business uncertainty due to the COVID pandemic, I have spoken and written about the need to do the tough but valuable work to help you and your company come out of the other side stronger and in a better position vs your competition. You can listen to the replay of my Sales Expert Channel presentation on this, How to Grow Your B2B Business in Challenging Times. This is definitely a great time to embark on a…

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First Teams, Daily Wows and Yellow Scorecard Bans: What CMOs Talked About Last Week – Marketing Article

One of my favorite aspects of our weekly CMO Coffee Talk series is the diversity of the discussion.  And even though we weekly designate two peer-voted topics to help guide the discussion, we cover a TON of ground in 60 minutes and both versions (we do separate Eastern time zone and Pacific time zone meetings) are always a little different. That’s why we try to summarize highlights from both sessions in these recap posts.  In addition to Matt Abrahams’s virtual…

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3 Phases of Digital Transformation: Mindset, Skillset, Toolset – B2B Marketing Article

Digital transformation is not something new to any sales or marketing organization. In fact, prior to the virus that shall not be named, many companies were already pushing the envelope on creative digital communication. In our seventh episode of “The Globalization of Social Media,” Colin Day, Managing Director EMEA of Oktopost hosts Lee Hackett, professional footballer with Wigan Athletic FC turned CEO of BluprintX, a B2B marketing and sales management consultancy helping CMOs, CROs and CEOs grow revenue by using…

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How to Lead During COVID-19: Two Fears and Three Questions – B2B Marketing Article

By Brian Giese, CEO of True Influence. Today employees are focused on two fears: 1. Will I or someone I love get the virus? 2. Am I going to have a job tomorrow? This is a global reality, not for just our team here at True Influence. Like it or not, we’re all in this together. As business leaders, it’s our job to manage fear and encourage employees so our work can go on. That’s the best thing you can…

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Tomatoes don’t grow in winter: How sales leaders are building value and getting creative right now – Marketing Article

Although the weather is warmer and sunsets are later as spring marches on, it sure feels like winter almost everywhere else. If your prospects and best customers are hibernating (pausing new spending, preserving cash, waiting for clarity), you’re not alone. Of course, in the right conditions, plenty of crops still grow and flourish in winter. Which of your prospects and customers still need to buy? Find them, be proactive at engaging with them, sell with compassionate empathy. For the rest?…

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5 Tips For Being a Data-driven B2B Marketing Genius – B2B Marketing Article

B2B demand generation guru, Ruth Stevens, author of “B2B Data-Driven Marketing,” was a recent guest on The True Influence Accelerating Revenue Podcast. In “How to Think Like a B2B Data-Driven Marketing Genius,” we cover a lot of ground, including what it takes to navigate the data-driven world of digital marketing. One tip we came away with — Don’t underestimate the importance of data, especially with all the types now available and actionable. But even marketers who are into data have…

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