There is a dangerous dogma that has infiltrated digital sales and marketing thought. One that if left unchecked, will cause numerous content marketing and lead generation programs to fail. Yet, as you read posts penned by lead generation agencies and lead generation thought leaders, listen to popular podcasts or attend demand gen conference sessions, you …
Prince wasn’t just a great singer, he was also a great sales prospecting philosopher. Don’t believe me? Let’s look at two of his songs and how he contrasts the painful traditional ad agency business development process vs a painless prospecting process preferred by agencies like Converse Digital. Traditional RFP Based Business Development Are you familiar …
WARNING: If you are of the mindset that all prospects are leads, you’ll probably disagree with what I’m about to say.  I’m a huge fan of online product demos and webinars because they let me easily self-educate about a product or service I’m considering. And as a business, you should love these tools as …
Today I had the honor of presenting at ContentTech. To a packed room of senior level marketers and a few sales people, we talked about the gulf between Marketing and Sales. Specifically, what causes it and how to fix it. For most marketing teams today, their role in the sales prospecting process is all about …
Over the last 10 years, content marketing has emerged as a powerful driver for effective social selling and inbound sales lead generation programs. And while largely heralded as a way to drive inbound leads there is another, even more powerful reason that ad and PR agencies should develop a consistent content marketing program. Let’s talk about …
The biggest hurdle to an effective B2B content marketing program is convincing the sales force to utilize the content in their lead nurturing process. Most B2B marketing departments incorrectly diagnose the situation as a lack of willingness, support, or desire to engage in social selling on the part of the sales team. But I would …