Join myself and Brian Carroll (author of Lead Generation for the Complex Sale) for a LIVE (free) teleconference this Thursday, May 15th at 3pm Pacific.

Brian is a lead generation guru and, well, you know me :).

The Cool Part…

Brian and I will be taking your questions LIVE (yes we have a moderated operator).

AND, I plan on asking Brian some tough questions about lead generation.

You won’t want to miss this…

BTW, once we get 1000 signups, I will be taking the registration link down, so if it doesn’t work, you know why…

DID YOU MISS THE CALL??:  Click here to listen to the recording.

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If you market your business, you need to check out this video.

It shows how to generate mass interest in your business.

• Prospects literally line up, ready to purchase after experiencing this.

• Following the strategy, businesses are becoming the thought leaders of their industries.

• Once set in motion, the strategy keeps generating quality leads literally for years.

Watch the video now.

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Chances are you’ve made a few mistakes along your path to creating and marketing white papers.

So here’s the question:

What is the biggest mistake you made when creating and/or marketing your white paper?

Let’s hear from you (and learn from you!).

P.S. As an extra incentive, I will be rewarding an autographed copy of my book to the most insightful commentator.

Do you find it hard to engage with prospects or customers? If so, keep reading…

I was recently on the phone with Jill Konrath, author of Selling to Big Companies.

I explained a project I am working on and she said, with great excitement, “You MUST read this article I wrote.”

What follows is perhaps one of the best lessons on why we fail to engage.

It is simply a letter from a customer.

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Things are slowing down.

At least all the signs seem to present this reality.

If you are a marketing professional, it’s time to sit up straight. Your job just became much more important.

“As large corporations redouble their efforts to find more profitable paths to growth, they’re looking for strategic and operational leadership from the marketing organization more than ever before,” stated a Strategy+Business article.

Whether you are a big or small business, chances are you are feeling the pinch.

My friend, Brian Carroll had this to say:

If you want to flourish regardless of the economic conditions, you need to look for ways to help your sales team execute and improve performance.

Much like a savvy investor who buys when the market is down, smart marketers can capitalize on this opportunity (and beat competitors), by bringing focus and attention to their lead generation efforts.

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If you write white papers, you most likely are creating PDF files as the final product.

As you may already know, search engines like Google will treat the content within your PDF file as if it were a web page.

This means that a properly formatted PDF file can actually come up very high on search engine results.

That translates into more exposure for your white paper.

What follows are some tips on how to improve your PDF file’s placement on search engines. (more…)

I am looking to collect a repository of ads that leverage white papers in any capacity.

These can be online or print ads.

I am also looking for well-done landing pages specifically related to white papers.

Would you please respond to this post with links the ad or landing page.

If you see something on a site and you want to send me a screen capture or image, please send it to mike at writingwhitepapers dot com.

Thanks in advance!

The white paper has pushed brochures and other marketing tools to the side over the last few decades.

My friend Bob Bly wrote an interesting piece for Target Marketing Magazine recently.

He takes a look at B2B marketing over the last 30 years.

One of the key things Bob explains is this: (more…)

Marketing information is sales gold.  However, often a disconnect exists between sales and marketing.

For example, if someone reads a white paper, especially a big prospect, how does sales know this event has occurred.

Cisco has recently implemented a very interesting program. According to the January edition of Target Marketing magazine, “at Cisco, a dramatic shift is underway within the organization as it ventures into the a new world of web strategy, challenging its traditional tactics.”

Cisco introduced a marketing to sales linkage program. Here’s what they are doing: (more…)

I have a question for you: What questions do you have about white papers?

What are you struggling with when it comes to writing or marketing white papers?

Any question is a good one. Is there something about the process of creating white papers, how to sell them and so on that you find difficult. No question is too simple or too grand.

I greatly value your comments. They will directly impact future posts on this blog.

Please write you comment below.