BUILDING

Most outbound emails are terrible.

In theory, that should make it easy to stand out. I mean, if everyone else is sending lazy AI personalization, generic compliments, and emails that somehow manage to say “I researched you” without demonstrating...

Slow-Growth PortCos Hurt Performance but Could Be Fixable.

The New York Times recently put an extraordinary number on the private equity exit problem: 33,575 companies were sitting unsold in PE portfolios as of June 30, 2026, more than double the...

Somewhere along the way, B2B marketing got embarrassed by the word “lead.”

We rebranded ourselves as “demand gen,” “growth marketing,” “revenue marketing,” and “pipeline architects.” We invented new metrics—MQLs, MQAs, influence, intent...

Welcome back! In Part I of this series, we tackled the quick fixes for Google PPC and LinkedIn while hunting for inefficiencies. Now, let’s level up. 

There has never been a good fit between the lead generation “discipline” and the enterprise sale. 

Have you ever thought twice about giving your contact information to a company for a white paper?Your prospective buyer has. Especially when they’re just researching and not ready for your sales call. Buyers have figured out this game and...

In theory, the process of converting inbound leads into customers seems pretty simple. When someone downloads something they liked it’s an indication of interest. So if you can generate more leads, all you have to do is hire low-cost business...

Your waterfall will look more robust after reading and acting on this post.

It’s a shame when I come across websites that are obviously the result of a lot of effort in developing content for lead generation, and then quickly realize that their...

Nearly every B2B CMO is under pressure to generate leads, especially when new in the role.

A seminal Forrester report found that less than one percent of B2B leads ever convert into customers. That means that 99 percent of our efforts are...

It’s the rare SaaS CMO who builds a brand while driving revenues. Are they the true unicorns?

Speaking with SaaS CMOs can make you wonder if there really are two different titles that should be awarded these folks: Chief Lead Generation Officer or...