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Lead(er) Generation on Tenlo Radio
25 minutes | 6 days ago
How Does The Death Of Third-Party Cookies Impact Digital Marketing?
The eventual death of third-party cookies and the impact on lead generation has been a hot topic in our industry for quite some time. But now the end is here. Digital Marketers are already seeing disruptions in campaigns running on third-party websites and social media properties. Not to mention, in the data we’re accustomed to receiving from Google. So what’s next? How do we deliver quality targeting, experience, leads and results back to clients and leadership? Our guest Tony Mastri will cover that all—and more—in this episode. About Tony Mastri: Tony Mastri is an experienced Digital Strategist & Tech Lead at Tenlo. He has a proven background in content strategy, technical SEO and performance marketing. With natural curiosity and a strong drive for continuous improvement, Tony leverages data to make informed decisions that drive client growth.
34 minutes | a month ago
How To Increase Customer Retention With Video Streaming
B2B companies have 42%-82% customer churn. As our world begins to return to “normal,” we can take tactics used to sustain customers during the worst of the pandemic and leverage them for growth. The cancelation of live in-person events—including trade shows, sales demos, and conferences—spurred a new era of live-streaming. This episode explores how B2B companies can use that technology to build client relationships that are stronger than ever before. Brian Lee, from live-streaming platform BoxCast, joins us to discuss how B2B companies can build community and retain clients through live video experiences. About Brian Lee: Brian has 10+ years of experience in the SaaS industry. As the VP of Sales & Customer Success at BoxCast, Brian leads the teams responsible for all aspects of user acquisition, expansion, retention, and customer support. Over the past 4 years, Brian has seen the BoxCast user base more than double and the staff triple thanks to two acquisitions and $20M funding in late 2020. In the past year, Brian helped implement product-led growth and digital marketing strategies. This enabled BoxCast to create a more efficient sales pipeline while maintaining successful onboarding and retention metrics during rapid growth.
31 minutes | 2 months ago
How B2B Companies Can Measure The Value Of Content Marketing
From thought leadership to engagement, there are many benefits of content marketing. But does the value justify the cost of creation and distribution for your B2B company? Tessa Burg shares how to measure your content’s contribution to lead generation. What metrics and KPIs you should look at. Technology and tools that can help you gather data. And most importantly, how to use the data to prove the value of your content marketing. Measuring content’s worth in B2B is definitely more challenging than B2C or ecommerce. But it’s possible. Listen to learn how. About Tessa Burg: Tessa Burg is the VP of UX and Technology Strategy at Tenlo. She has 20+ years of digital marketing experience. Tessa combines her marketing and technical skills with software product management experience and agile principles. She identifies target audience needs as well as where and how they find information to make buying decisions. Tessa guides how to best execute on-page, off-page and technical SEO. This generates high-quality website traffic that converts into ecommerce purchases and sales-ready leads. Tessa is the regular host of the “Lead(er) Generation” podcast series. Plus, she’s published numerous articles and white papers. Read her article The Intersection of Content Strategy & SEO to learn how to increase your marketing team’s value with SEO-optimized content.
28 minutes | 3 months ago
Should You Host A Live Virtual Event?
Early in 2021, our quest is to provide sales teams with new opportunities to meaningfully engage with prospects and customers. Is hosting your own live virtual event the best way to do that? Our guest, Fred Andersky, will share how his company transformed traditional in-person demos into virtual events. The remote experiences attracted two years-worth of attendees and engaged both customers and prospects through live, interactive demonstrations. ----more---- About Fred Andersky: Fred Andersky is the Director of Demos, Sales & Service Training (DSST) at Bendix Commercial Vehicle Systems LLC. He’s a visionary leader with diverse hands-on experience in all facets of marketing. Fred is a regular presenter, comfortable with all levels of management and media in global business settings. He’s a test and demonstration driver with an Ohio Class A Commercial Driver’s License, delivering technology demos and training sessions across North America. Fred has also published numerous articles and white papers. Plus, he’s a regular contributor to the “Truck Talk with Bendix” podcast series. B2B businesses must be more agile and adaptable than ever. Read Digital Self-Service: Priority #1 in 2021 to learn how to embrace a new way of doing business. Early in 2021, our quest is to provide sales teams with new opportunities to meaningfully engage with prospects and customers. Is hosting your own live virtual event the best way to do that?
22 minutes | 4 months ago
How Innovative Marketing Leaders Benefit From Marketing Technology
Scott Brinker is back with Tessa and talks more about the tech emerging right inside our existing marketing technology stacks. Learn how it empowers marketers to start testing data and putting it to work in new ways. Plus, hear how you can use martech to generate leads, bring joy to prospects, and fuel B2B growth in 2021. In our last episode of the Lead(er) Generation, guest Scott Brinker got us all excited about the future of the augmented marketer. In this episode he'll cover where to start and how to unlock our marketing leadership superpowers in 2021. Bonus you'll learn: What’s the secret to generate leads and align our sales and marketing teams? Download 5 Data Exchanges Between Sales & Marketing To Increase Win Rates for our step-by-step process we use with clients to start and scale end-to-end lead generation programs. About Scott Brinker:Scott Brinker is fascinated by the intersection of technology platforms and ecosystems as well as marketing strategy and operations. He has extensive experience and holds several titles in these areas.First, Scott serves as the VP of Platform Ecosystem at HubSpot. In this role, he helps grow and nurture the community of technology partners building on the HubSpot platform. Since 2008, he’s also run the Chief Marketing Technologist blog (chiefmartec.com), which has more than 50,000 readers. One of his well-known projects is a map of the Marketing Technology Landscape.In 2014, Scott launched the MarTech Conference. As the event's Program Chair, he brings together a community of senior marketing operations and technology professionals.Scott also wrote the best-selling book "Hacking Marketing," published by Wiley in 2016. Plus, he’s a frequent keynote speaker at conferences around the world on topics of marketing technology and agile marketing.
28 minutes | 5 months ago
Apps & Platforms That Matter For Lead Generation In 2021
If 2020 felt like drinking from a firehose, then this episode is the zen you need to recenter on your purpose as a marketer. Guest Scott Brinker joins us to discuss how B2B marketing leaders can evaluate and select the best tech to complement existing CRM, CMS and marketing automation systems to elevate their brain space out of execution. We’ll need marketers’ experience and passion for data in 2021 to think creatively and strategically about how we connect, engage, and with prospective customers and generate business value in 2021—a year that is sure to see more economic, technology, and competitive landscape changes. Learn about the evolution of the martech landscape and what the trends behind it tell us about 2021 and beyondLearn where you can find the most effective apps and technologies for automating tasks within your CRM, CMS and other core marketing technologyHear the benefits of “no code” platforms and how they’re giving marketers more control while “playing nice” with IT teamsGet some actionable tips on which digital transformation projects to prioritize in 2021 to help your team scale and take advantage of new opportunities About Scott Brinker:Scott Brinker is fascinated by the intersection of technology platforms and ecosystems as well as marketing strategy and operations. He has extensive experience and holds several titles in these areas. First, Scott serves as the VP of Platform Ecosystem at HubSpot. In this role, he helps grow and nurture the community of technology partners building on the HubSpot platform.Since 2008, he’s also run the Chief Marketing Technologist blog (chiefmartec.com), which has more than 50,000 readers. One of his well-known projects is a map of the Marketing Technology Landscape. In 2014, Scott launched the MarTech Conference. As the event's Program Chair, he brings together a community of senior marketing operations and technology professionals.Scott also wrote the best-selling book "Hacking Marketing," published by Wiley in 2016. Plus, he’s a frequent keynote speaker at conferences around the world on topics of marketing technology and agile marketing.
28 minutes | 6 months ago
Virtual Trade Shows: Are They Worth Sponsoring?
Lead generation is one of the most critical components of B2B growth. Historically, B2B marketers have captured leads at trade shows for their customer relationship management (CRM) systems.Due to the pandemic, in-person trade shows are no longer a lead generation option. That’s why many B2B marketers have begun to explore virtual trade shows and events—with mixed results.Guest Nicole Mahoney is a marketing expert in travel and tourism, one of the industries hit hardest by the pandemic. Nicole shares how she’s had to think creatively about lead generation, and answers the question “Is it worth it to sponsor a virtual trade show?”
24 minutes | 7 months ago
Digital Marketing: Test Local, Scale Global
Nicole Fidler is a Digital Marketing Specialist at Hyland Software, which sells enterprise software around the world. In this episode, Nicole shares how she takes winning user experience and digital marketing tactics and customizes them for different markets. Hear what works, what’s changing and the trends that impact how today’s digital marketers promote products and services globally. About Nicole Fidler:Nicole has nearly 10 years of B2B marketing experience, with a focus on international markets. As a Digital Marketing Specialist at Hyland Software, Nicole evaluates a company’s digital marketing against competitors and industry benchmarks. She also uses analytics tools to identify trends and opportunities for website optimization. Nicole supports the business in digital campaign planning and execution for verticals and regions across the digital mix. She has been involved with major platform migrations as well as rebranding, translation, and website optimization projects.
36 minutes | 8 months ago
The Power of B2B Social Media in a Remote World
As B2B marketers, lead generation is always our top priority. We want to get in front of the right people with high-value information that engages prospects and motivates them to learn more about our brand and services. We have quite a few effective digital marketing tools at our disposal—SEO, paid search, content marketing, email, programmatic display, and ABM campaigns—to name a few. Plus, the advanced targeting you can do on LinkedIn and Facebook has made social media marketing another really effective tool in the B2B marketer toolbox.Organic social media, however, is typically used for branding. It’s a way that many B2B companies show off their culture, values, partnerships, people and hiring opportunities. But maybe B2B marketers have been selling organic social short.How can organic social media improve lead generation for B2B companies? Listen to this episode, featuring guest speaker Brittany Mayti, to find out. About Brittany Mayti: Brittany Mayti is a native of Cleveland, Ohio. She knew she wanted to be an actress from a very young age. However, her mother insisted that she complete her post-secondary education prior to making the big move to "Hollywood".In the midst of acting classes and workshops, Brittany obtained her MBA with a concentration in Marketing. She’s also learned the business from behind the camera as a Production Assistant, Production Coordinator, Production Manager, and Co-Producer.Today, Brittany utilizes her educational experience to market herself as a social media influencer and content creator. Although the performer isn’t keen on the term, she believes “branding yourself” is a necessary evil in the entertainment industry. Brittany also owns a consulting business that helps brands grow their online presence.
26 minutes | 9 months ago
The Role of Personalization in the Digital Customer Experience
Personalizing the customer experience has been a growing trend for both B2C and B2B businesses.In fact, 80% of consumers say they’re more likely to do business with brands that provide personalized service. While 67% of B2B buyers want the ability to research, compare products, place orders, and access their order history on their own versus contacting a salesperson.The global pandemic in 2020 has isolated most shoppers and professionals at home. This has quickly escalated the personalization trend, especially when it comes to the online digital experience.----more----In this episode, we explore the intersection of B2C consumers and B2B decision-makers. We share the most critical areas to personalize in the digital customer experience to build brand equity that translates to sustainable growth.About Tessa's Guest:Fae Harris specializes in bringing high-performance beauty products—that inspire consumer love and loyalty—to life. Over the past 15 years, she has launched innovative hair care products with beauty industry players such as L’Oréal, Kao Brands, and Conair Professional Products.Today, Fae is the CEO and founder of Outtasight Enterprises. Her business mantra is based on the quote “It's beauty that captures your attention; personality which captures your heart.”. This philosophy centers on the premise that true brand loyalty stems from speaking to the heart of the consumer.
23 minutes | 10 months ago
Innovation and Thought Leadership In The Physical Branding Space
Guest speaker, Vinessa Lullo, has more than 15 years of marketing and product development experience. Her team prides itself on customizing products and services to meet the demands of customers. However, a recent merger and the COVID-19 outbreak drastically changed their business. Vinessa shares how her company became extremely nimble and changed processes to customize products, marketing, and sales to meet new customer needs and safety requirements.----more----About Tessa's guest:As the Marketing Director for MC Group | Icon, Vinessa manages and executes multi-platform marketing campaigns for Fortune 100 to 500 companies in three divisions: Signage, Maintenance, and Construction. Vinessa is best known for strategically launching comprehensive marketing programs, internal and external branding, streamlining processes, rejuvenating company cultures, and implementing cost-saving measures to increase revenue.
25 minutes | a year ago
3 Critical Things Your Sales Team Needs From Marketing
Paul Pirozzola has been a sales and marketing leader in the B2B manufacturing space for more than 20 years. Traditional routes to market have been disrupted by digital media, e-commerce, and the pandemic. Today’s sales teams and marketers are looking for more effective and efficient ways to collaborate. In this episode, Paul talks about three key elements that marketers can share with the sales team to generate higher quality leads and increase win rates. Be ready to take notes, they are big, attainable, and highly effective.----more----About Tessa's guest:Paul provides general management and strategic guidance for the NSRC team. He is a seasoned commercial veteran of B2B and has held many sales and marketing leadership roles, most recently as the VP of Marketing for Bettcher Industries. Paul brings a consultative approach and practical “client-side” knowledge to the team. He holds an MBA from Indiana University and a BS in Chemistry from the University of Pittsburgh.
37 minutes | a year ago
How Has the Pandemic Impacted BioScience Innovation & Companies
During this episode, Matt McBride will share how physical distancing and shelter in place orders have impacted strategic partnership and innovation management in bioscience. What is the effect on product teams? What trends and activities can we track to prioritize our own product initiatives? And what does this ultimately mean for collaboration and go-to-market strategies? ----more----About Tessa's Guest:As the VP of Strategic Partnerships at BioEnterprise, Matt McBride oversees the continued development, promotion, and execution of the Global Center for Health Innovation and its mission of promoting healthcare innovation and growing the biomedical sector in Northeast Ohio. Prior to joining BioEnterprise, Matt spent seven years with Cleveland Clinic Innovations (CCI), translating medical breakthroughs into patient-benefiting products for the commercial market. As the Director of Inventor Services, Matt established and implemented a process that was used to evaluate early-stage technologies and usher them toward a commercial outcome. Matt received a B.S. in political science with a focus on engineering, math, and science from the United States Naval Academy and an M.B.A. from Case Western Reserve University.RapidTesting.ai on Tenlo Radio is brought to you by Tenlo. Tenlo is a pipeline marketing agency that focuses on quickly identifying and converting high-value leads. Visit Tenlo.com to learn how you can use digital marketing to get more out of your trade shows, website, and sales support programs.
24 minutes | a year ago
What Sales Teams Can Focus On During The Pandemic
The Coronavirus has disrupted businesses worldwide. Sales leader, David Kreiger, shares what he believes sales teams should focus on as they shift to remote work. Hear his ideas on how to best support clients, protect business and maintain personal health during the COVID-19 crisis.----more----ABOUT DAVID KREIGER:David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation, and SDR outsourcing company. Under David’s leadership, SalesRoads has grown significantly and consulted some of the largest, fastest-growing companies to help accelerate their sales through proactive prospecting. SalesRoads has also been a 100% remote work-from-home organization for the past 13 years.David is considered a leading authority on building highly effective remote work environments and was named one of The Most Influential Leaders in Sales & Lead Management by the SLMA. He’s also been featured in Fortune Magazine, Wharton Magazine, The Christian Science Monitor and CNN/Money Magazine.
34 minutes | a year ago
Rock & Roll Hall of Fame: Using Data to Connect with “Super Fans”
How does the Rock & Roll Hall of Fame persuade people to add a trip to Cleveland, Ohio, to their bucket list of must-have experiences? In this episode, guest Ellie Ovsenik tells you how.Hear how the Rock Hall uses data and digital marketing to engage music enthusiasts and increase visits to the museum.----more----About Ellie Ovsenik:As the Director of Digital Marketing and Advertising at the Rock & Roll Hall of Fame museum and nonprofit, Ellie combines her storytelling background with the museum’s mission statement – to engage, teach and inspire through the power of rock & roll. Exploring new ways to bring the Rock Hall closer to fans, Ellie helped launch and produce the museum’s first-ever Induction Ceremony red carpet live stream show as well as the 2020 Fan Vote partnership with Google. She continues to create new content and engagement-driven opportunities with artist and entertainment partnerships. RapidTesting.ai on Tenlo Radio is brought to you by Tenlo. Tenlo is a pipeline marketing agency that focuses on quickly identifying and converting high-value leads. Visit Tenlo.com to learn how you can use digital marketing to get more out of your trade shows, website, and sales support programs.
18 minutes | a year ago
How Can Rapid Testing Validate New Products Manufacturing?
Learn the do's - and some don'ts - of launching a new product. Brandon Cornuke has been an inventor, retail buyer, corporate innovation leader and now shares his expertise with start-up founders. In this episode, you'll learn what you need and what to avoid as you seek to validate new products before market launch.----more----About Brandon Cornuke:Brandon Cornuke has dedicated his career to helping innovators turn their ideas into growing businesses. He is a speaker, writer, educator, and entrepreneur. He has co-founded a consumer products company, consulted with hundreds of startups, and led innovation efforts inside global organizations like Target, American Greetings, and Hitachi. Brandon is the Vice President of Startup Services at MAGNET, Northeast Ohio’s premier non-profit provider of manufacturing expertise, and teaches as an Adjunct Professor of Design and Innovation at Case Western Reserve University’s Weatherhead School of Management. He received his MBA from Northwestern University’s Kellogg School of Management and lives with his wife and daughters in Shaker Heights, Ohio.
16 minutes | a year ago
Why & How to Use Rapid Testing in Marketing
In today’s episode, we’ll learn the “whys” and “hows” of rapid testing. Today’s guest, Tom Madrilejos, has been executing Rapid Testing at Tenlo for the past year across a variety of marketing tactics. Marketers will hear examples of how to launch a new product or test a new marketing tactic and get rich customer insights and predictable results without overspending.----more----About Tessa's Guest:Tom’s vast knowledge of creative immersive technology and UX/UI guides his creative thinking. His knowledge-hungry attitude drives him to apply the most advanced ideas and solutions to creative strategies. Currently, Tom is a staple of the Planning & Strategy team for Tenlo Marketing. Using his past experience in UX, Tom is able to combine creative and strategy to create unique solutions to client’s marketing challenges.
28 minutes | a year ago
Making the Leap to Digital Marketing That Corporate Executives & Sales Teams Love.
Our inaugural episode was streamed live, Thursday, 12/12 at 12 pm PT. Tessa's guest is Linda Owens, Digital & Ecommerce Marketing Manager at Nestlé Professional.----more----About Linda Owens:Linda is experienced in global digital and eCommerce marketing and has a passion to drive change and deliver results. She has worked across many different industries, building b2b and b2c digital strategies, and teams to engage with customers and increase sales. Her expertise is in managing projects ranging from content development, search, SEO, SEM, paid media, email marketing automation, website development, social media strategies, CRM systems, eCommerce campaigns, retention programs, and new technology implementation. Linda has been with Nestle Professional as the Digital and eCommerce Marketing Manager where she oversees all digital marketing strategies for Nestle Professional Food & Beverage.Our host:Tessa Burg is vice president of user experience and technology strategy at Tenlo, a pipeline marketing company that focuses on engaging high-value prospects with relevant buyer experiences that get results. Tessa has been leading data-driven marketing and technology product teams for 15 years and has successfully executed the Rapid Testing process across hundreds of experiments, new product launches, and omni-channel campaigns.Our show:Rapid Testing is a process that generates customer insights and revenue forecasts from small, iterative tests. In weeks (rather than months), marketers learn which messages, channels, and experiences work and can quickly pause underperforming tactics and scale successful ones. The show will discuss how Rapid Testing is used to test new marketing channels, create accurate revenue forecasts, validate new products, build attribution models, and align sales and marketing teams more effectively.
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