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Resources

Below you will find a list of all our resources in chronological order. 

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PRESENTATION
White paper“2017 B2B Demand Generation Predictions and Best-Practices that need to be Part of your Planning”
Featuring: Scot McRae (McRae&Co)

If 2016 was anything to go by, 2017 is set to be another exciting year for growth orientated scale-up companies. Marketing Automation maturity, multi-channel pipeline marketing, customer centricity and Account Based Marketing are all important initiatives coming your way.
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PRESENTATION
White paper“How Spartan Solutions transformed their sales pipeline in 6 months”
Featuring: John Glen (Spartan Solutions)

Implementing a new strategic marketing approach to generating demand within a high growth organisation is a challenge on many fronts, but it really paid off for Spartan Solutions. John Glen will explain how Spartan has adapted to how customers want to buy in traditional industry sectors and transformed their sales pipeline in 6 months.
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PRESENTATION
White paper“Overhauling traditional sales and marketing to turnaround business growth”
Featuring: Stuart Rowell (Superglass)

Among many others, there are 2 key questions that CEOs ask their sales & marketing director year on year (i) how do I make the sales force more efficient? And (ii) why aren't we winning more business? The answers to these questions often result in everybody "running harder".
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PRESENTATION
White paper“Brand relevance throughout the customer journey”
Featuring: Claire Kinloch (Genoa Black)

Being clear on your brand proposition is fundamental, however understanding how this should be presented and aligned to each stage in your customers' journey with you is critical.
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PRESENTATION
White paper“Sales 2.0 in today’s Age of the Buyer”
Featuring: Iain Swanston (Klozers)

Given that investment in lead generation it is now incumbent on Sales to be much more successful at progressing those leads all the way through the pipeline. This session discusses the different skills, mindset and strategies of Sales 2.0 that are essential to maximising sales conversion ratios.
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PRESENTATION
White paper“Building your Pipeline with Social Media”
Featuring: Adam Gordon (SocialMediaSearch)

Everyone knows social media is useful but are you creating regular sales leads through LinkedIn, Twitter, Facebook or other sites? If you don't have a sustainable social media sales plan, you need to understand what's possible and how to implement daily, weekly and monthly activities that will guarantee you more sales opportunities.
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WEBINAR
White paperAligning Sales and Marketing to Optimise Conversion and Growth
Featuring: Scot McRae (McRae&Co) & Daniel Gad (ClickDimensions)

Scot McRae is joined by industry expert Daniel Gad of ClickDimensions to look at the convergence of CRM and marketing automation, and aligning sales and marketing to optimise conversion and growth.


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WEBINAR
White paperBest Practice Website Design for B2B Lead Generation
Featuring: Scot McRae (McRae&Co) & Scott Armstrong (Brainrider)

Scot McRae (McRae&Co) and Scott Armstrong (Brainrider) present this 50 minute webinar on best practice website design for B2B lead generation. Discover how you can get more from website and use it as one of your strongest tools for attracting high quality leads.


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WHITE PAPER
White paperThe Content King is Dead but the Infrastructure Queen is Alive
Authored by: McRae&Co

Content has taken over, but that's not always a good thing. This paper outlines why the Content King's reign of terror is over.

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WEBINAR
White paperBuilding Sales and Marketing Capabilities Essential to Beat the Market
Featuring: Scot McRae/Neil Armstrong/Mark Woodbridge/Steve Whitmarsh

Industry experts assess the changes in B2B marketing for a variety of different angles. Also features two user case studies of marketing automation software.

Watch now
WHITE PAPER
White paperThe New Era of Sales & Marketing
Featuring: McRae&Co
A four page guide to the new opportunities that await sales and marketing.

Download now
HOW TO GUIDE
White paperGuide to Effective Lead Scoring
Featuring: McRae&Co
Everything you need to know about scoring leads with marketing automation.

Download now
E-BOOK
White paperEight Demand Generation Promises to Make in 2015
Featuring: McRae&Co
2015 is the year to make the changes to a buyer-centric sales and marketing model. Find out the steps you need to take to do this.

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HOW TO GUIDE
White paperGenerate More Leads at Lower Cost
Featuring: McRae&Co
A two-page guide looking at the lead generation techniques of winning businesses.

Download now
HOW TO GUIDE
White paper10 Essential Components of Demand Generation
Featuring: McRae&Co

The essential components you need to construct an effective demand generation strategy.
Download now
HOW TO GUIDE
White paperBuilding Your Demand Funnel 
Featuring: McRae&Co

Find out how we define a demand funnel and what you need to construct one.

Download now
HOW TO GUIDE
White paperHow to Make Demand Generation Work Harder for You
Featuring: McRae&Co

A short How To guide looking at the benefits of demand generation.
Download now
WEBINAR
White paperHow to Get Sales Back into the Game
Featuring: McRae&Co

Scot McRae is joined by Kevin Miller (Salesfusion) to explore how marketing automation technology is enabling businesses to engage self-educating buyers and shorten sales cycles. 


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WEBINAR
White paperMarketing and Selling in Today's Era Of The Empowered Buyer
Featuring: McRae&Co

Scot McRae assesses how marketing automation allows marketers and salespeople to respond to the latest B2B challenges.

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WHITE PAPER
White paperSolution Guide to High Quality Lead Generation 
Authored by: McRae&Co

McRae&Co assesses the challenges and opportunities that face businesses trying to generate high quality leads in the era of the empowered buyer.

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WHITE PAPER
White paperSolution Guide to New Trends in Buyer Behaviour
Authored by: McRae&Co

McRae&Co identifies the latest B2B buying trends that should influence the way your organisation operates.

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WHITE PAPER
White paperMarketing Automation for SMEs: The First Steps
Authored by: McRae&Co

We look at the steps all SMEs should take ahead of implementing marketing automation.

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WHITE PAPER
White paperHow Best-in-Class Companies Are Taking Sales & Marketing to the Next Level 
Authored by: McRae&Co

A breakdown of the marketing automation features companies are using to raise the bar on their sales and marketing efforts.

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WHITE PAPER
White paperSolution Guide to Engaging Hard to Reach Buyers
Authored by: McRae&Co

Nine out of ten business buyers say that when they're ready to buy, they'll find you - so what's the solution?

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WHITE PAPER
White paperMarketing & Selling to Crazy Busy Prospects
Authored by: McRae&Co

B2B buyers are now busier and more elusive than ever. That doesn't mean you can't reach them - but it does mean you must change your approach.

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WHITE PAPER
White paperHow Small & Mid-Size Companies Are Using Marketing Automation to Crush Bigger Competition
Authored by: McRae&Co

Discover how marketing automation can supercharge the marketing efforts of SMEs to help them compete with - and often beat - more high-profile competitors.

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WHITE PAPER
White paperIntegrating Sales & Marketing into a Smarter, Joined-Up Approach
Authored by: McRae&Co

Alignment between Sales & Marketing is a necessity for success and bottom line growth. In this paper we assess the best practices for achieving this.

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WHITE PAPER
White paperWhere Modern Marketing Meets Modern Selling - It's Not What You Think
Authored by: McRae&Co

An assessment of the new expectations of sales teams and marketers in the era of the empowered B2B buyer.

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WHITE PAPER
White paperFive Marketing Habits of Today's Successful SMEs
Authored by: McRae&Co

While there is no one-size-fits-all approach to marketing automation, we look at five habits some of our most successful clients have adopted to achieve sensational results.

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WHITE PAPER
White paperFive Marketing Automation Statistics Every Salesperson Should Know
Authored by: McRae&Co

Think marketing automation is merely about automating marketing? Think again. These statistics show precisely why the techology is far more concerned with sales enablement than anything else.

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WEBINAR
White paperTake Marketing from the Backroom to the Boardroom
Featuring: McRae&Co/Clevertouch

Scot McRae is joined by Adam Sharp of Clevertouch to discuss the importance of strategy over tactics in modern marketing.

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WEBINAR
White paperOne Funnel to Rule Them All
Authored by: McRae&Co/Bluebird Strategies (USA)

Scot McRae is joined by Cari Baldwin of Bluebird Strategies (Oregon, USA) to look at the best practices for truly aligning sales and marketing.

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WHITE PAPER
White paperContent Is Not King - New Generation of Marketing Intelligence Is
Authored by: McRae&Co

"Content is king" is the mantra of many marketers. Do we agree? Not quite - and here's why.

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WHITE PAPER
White paperEight Reasons to Invest in Marketing Automation Ahead of CRM
Authored by: McRae&Co

McRae&Co looks at the reasons why marketing automation should be prioritised in forthcoming budgets.

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WHITE PAPER
White paperWhy Marketing Automation Must Be in Your 2014 Budget
Authored by: McRae&Co

Discover what marketing automation can offer your company.

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CASE STUDY
White paperIRT Surveys

Since installing Pardot and working with McRae&Co, IRT has attracted £50,000 of directly-attributable new business in just six months.

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WEBINAR
White paperDeveloping Customer-Centric Content
Featuring: McRae&Co/Brainrider (Canada)

Managing Director Scot McRae is joined by content marketing specialist Scott Armstrong of Brainrider. They offer some fantastic insights into creating sparkling customer-centric content that drives business growth.

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WEBINAR
White paperWhy Winning Companies Are Using Marketing Automation
Featuring: McRae&Co/Mathew Sweezey (Pardot)

Managing Director Scot McRae is joined by marketing automation evangelist Mathew Sweezey of Pardot for this special broadcast. They detail the ways in which marketing automation is transforming B2B marketing.

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WHITE PAPER
White paperWhy Marketing Automation is Needed for Context Marketing
Authored by: McRae&Co

Discover how context marketing works, what it can do for your company, and how marketing automation helps.

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WHITE PAPER
White paperEights Things You Should Know Before Implementing Marketing Automation
Authored by: McRae&Co

While marketing automation technology is highly intuitive, we identify eight areas you should address in order to prepare your organisation for success.

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WHITE PAPER
White paperWhy Business Marketing Now Has to Deliver
Authored by: McRae&Co

For too long, marketing's role has been poorly defined and hard to measure. This paper assesses why that must change and how to do it.

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VIDEO
White paperMarketing Automation Guide: The Changing Role of B2B Marketing
Featuring: McRae&Co

Part one of a five-part series with McRae&Co's Managing Director, Scot McRae.

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VIDEO
White paperMarketing Automation Guide: Industry Statistics
Featuring: McRae&Co

Part two of a five-part series with McRae&Co's Managing Director, Scot McRae.

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VIDEO
White paperMarketing Automation Guide: What is Marketing Automation?
Featuring: McRae&Co

Part three of a five-part series with McRae&Co's Managing Director, Scot McRae.

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VIDEO
White paperMarketing Automation Guide: Reasons for Implementation
Featuring: McRae&Co

Part four of a five-part series with McRae&Co's Managing Director, Scot McRae.

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VIDEO
White paperMarketing Automation Guide: Challenges to Implementation
Featuring: McRae&Co

Part five of a five-part series with McRae&Co's Managing Director, Scot McRae.

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VIDEO
White paperTransforming B2B Sales and Marketing: B2B Marketing Changes
Featuring: Scot McRae (McRae&Co)

One of five videos from McRae&Co's event dedicated to discussing the essential strategies and technologies in today's B2B marketing world. 

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VIDEO
White paperTransforming B2B Sales and Marketing: Why Traditional CRM is Failing Your Sales Team
Featuring: Neil Armstrong (Space Solutions)

The second of five videos from McRae&Co's event dedicated to discussing the essential strategies and technologies in today's B2B marketing world. 

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VIDEO

White paperTransforming B2B Sales and Marketing: The Value of Lead Generation
Featuring: Mark Woodbridge (Salesfusion)/Neil Armstrong (Space Solutions)

The third of five videos from McRae&Co's event dedicated to discussing the essential strategies and technologies in today's B2B marketing world.  

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VIDEO
White paperTransforming B2B Sales and Marketing: Making the Middle of the Funnel Sing
Featuring: Cari Baldwin (Bluebird Strategies)

The fourth of four videos from McRae&Co's event dedicated to discussing the essential strategies and technologies in today's B2B marketing world. 

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VIDEO
White paperTransforming B2B Sales and Marketing: Questions and Answers
Featuring: Neil Armstrong, Mark Woodbridge, and Cari Baldwin

The final instalment of five videos from McRae&Co's event dedicated to discussing the essential strategies and technologies in today's B2B marketing world. 

Watch now | Watch more from this event | See all videos

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