2016

B2B Lead Blog

Trending Sources

How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

Writers note – This as a primer for my session at Dreamforce 2016 next week. We have more marketing channels and more content than ever before, but it’s become harder to actually connect with customers. Today’s crazy-busy customers are weary of pitches, cold emails, hype, and manipulative messages, and as a result, they tune them out. Our customers aren’t saying, “We need solutions.”

How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

I had coffee with a potential partner, and our conversation ebbed to us talking about business philosophy, marketing, and lead generation. talked about freely sharing ideas and helping people. He replied something like,  “I think companies [like yours] give away too many of their trade secrets on their website and blogs. They provide too much information freely. ” My response.

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The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. Oracle. Marketo. HubSpot. Salesforce.com.  Just to name a few. Improved sales productivity. Guess what? 

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Have you ever wondered about how can you use LinkedIn for better lead generation and business. development? In this post, I interview Susan Tatum, Partner at The Conversion Company. I met Susan through following her writing on her blog and her work in the LinkedIn community. Brian: What inspired you to do your work with LinkedIn? Psychology and persuasion were a significant part of the curriculum.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

What are the five ways you can immediately improve your account based marketing (ABM) and selling? recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. Here’s a transcript of that discussion: Paul:   Welcome once again to another episode of CRM Radio Today; the voice of CRM today and tomorrow. Jim:   Empathy, huh? Brian?

3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Generation Blog

Have you intentionally linked your sales, b2b marketing, and strategy? . If not, you’re in good company. We had a memorable time sharing ideas, and research. thought Frank had a practical approach to aligning sales and marketing. Writers Note: I edited this interview for length and grammar only. Brian: What inspired you to write about Aligning Strategy and Sales? Frank Cespedes. Question 1.

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding. We’re dealing with an explosion of touchpoints, channels and marketing technology. We need to navigate creating more content, generating more leads and achieving more results. Even our customer buying process has changed. And, there’s more change inside our companies too. Be more reflective.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune. That’s because it’s my personal blog again. After a stint at MECLABS (resulting from the acquisition of InTouch ) I’ve been given a great opportunity to do something new. Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale.

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B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

People aren’t ready to buy when we want to sell. Think about it. . This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help  . CEB discovered that a typical for B2B customer is 57% into their purchase process before they directly engage a sales rep or talk to a supplier. Conclusion.

4 Ways to Humanize Marketing to Fit Your Buyer’s Journey

B2B Lead Generation Blog

We need to stop treating our customers like objects and treat them like people. So how do you humanize marketing to fit your buyer’s journey? It starts with us being human first by recognizing their humanity. I don’t know about you, but I’ve become weary of all the “personalized” emails that I’m receiving lately. Would you do a better job connecting and a building a relationship? Think about it.

5 Things You Can Do To Improve B2B Lead Generation

B2B Lead Generation Blog

B2B Lead generation is rapidly changing process for companies with the advent of MarTech. . Join me Thursday, July 28 at 10 am PST for an exclusive webinar. I’ll be sharing where B2B marketers can focus and what on the “best few” things they can do to improve their b2b lead generation efforts immediately. Register for “5 Things You Can Do Immediately to Improve your B2B Lead Generation.” ” In this session you’ll learn what you can do to improve the following: How to get sales and marketing collaborating with these questions. Nurture leads more effectively.

B2B Lead Blog Starts a New chapter

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune. That’s because it’s my personal blog again. After a stint at MECLABS (resulting from the acquisition of InTouch ) I’ve been given a great opportunity to do something new. Over the next few months, I’ll launch my new company and while I work on my next book, a sequel to  Lead Generation for the Complex Sale.

Better Social Selling, an Interview with Jill Rowley

B2B Lead Generation Blog

Have you ever wondered about how you can leverage social selling for better lead generation and business development? In this post, I interview Jill Rowley Chief Evangelist and startup advisor for #SocialSelling on how to do just that. I’ve known Jill for years, and she’s made a huge impact in the marketing automation community. images/2016/11/Jill-Rowley-Social-Selling.mp3. Yeah, absolutely.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

6 Metrics That Will Get You an Edge and Your CEO Clarity

B2B Lead Generation Blog

Do you know what CEOs want most from B2B marketers? They want clarity about marketing results. CEOs lament, “Why can’t I see clear measures and ROI from our marketing?” They expect their marketing leaders to provide clear metrics and be accountable to meeting their numbers just like their sales leaders. The State of B2B Marketing Metrics. She sheds light on why this is such an issue. Ardath

5 Simple Steps To Turn Readers Into Buyers – Content Marketing That Sells

Webbiquity

Guest post by Tom Hunt. So you have set up a blog and social media profiles…. You are pumping out multiple articles per week and sharing them furiously…. And yes you see some small traffic spikes (though they quickly drop off when you stop posting right?). Trust me, I know, I have been there… multiple times. Understand Your Customer’s Desired Outcome. What does your customer truly want?

Three Things Smart B2B Marketers Will be Doing in 2016

Webbiquity

What will successful B2B marketers to be doing more of, or differently, in 2016? That question was recently posed to the expert contributors at the B2B Marketing Zone , and two dozen responded with a range of insights about content marketing, measuring results, employee advocacy, customer experience and other topics. Here are three key takeaways plus some additional musings.

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20 Tremendous Digital Marketing Stats and Facts

Webbiquity

Digital marketing budgets continue to rise, often at the expense of offline advertising spend. But digital marketers must continue to evolve practices as they strive to make their content an asset, rather than an annoyance, to prospective buyers. Image credit: MarketingProfs. combined. Spending on digital marketing is projected to increase by 12% to 15% on average. Measurement remains problematic.

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8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

The 9 Circles of B2B Marketing Hell

bizible

B2B marketing and sales is a drawn out process that takes months, or longer, to convert leads to customers. That extended timeframe means tons of touchpoints, multiple leads from single accounts, lots of nurturing, and too many opportunities to fall into marketing hell. But, if you know what to avoid, it’s much easier to navigate the marketing landscape and steer clear of traps. Think about it.

Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

by Juan Pablo Bravo. Sometimes more is truly less.  When it comes to the state of B2B content marketing and engagement, this proverb is on the mark.   According to a recent study by Track Maven , one among a few on this topic, shows both B2B and B2C marketers have increased their publishing of content in 2015 by as much as 35 to 40%. From my perspective, I think you can.  One is causing the other.

10 Digital Trends to Inspire Your 2017 B2B Content Marketing Strategy

KoMarketing Associates

With the holiday season right around the corner, we all have family, friends, and good food on our minds. However, the forward thinking should not stop there. With 2017 less than two months away, it’s time to start thinking about your 2017 B2B content marketing strategy and how to get the most out of your efforts. Video Is Leading to ROI. Video Is Being Thoroughly Consumed. Final Thoughts.

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Rating the Crowd-Sourced Marketing Software Review Sites

Customer Experience Matrix

What began as a whimsical “ landscape of landscapes ” led me to realize crowd-sourced review sites are the most common type of vendor directory, accounting for 15 of the 23 sources listed in my original graphic. The first question was which sites draw a big enough crowd to be useful. used Alexa traffic rankings, which are far from perfect but good enough for this sort of project.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

10 Digital Marketing Trends That Should Influence Your 2016 Content Strategy

KoMarketing Associates

I wrote a post six months ago highlighting ten marketing trends that should influence your content strategy. While it feels like that was published yesterday, we all know today’s digital marketing trends change with the blink of an eye, whether it’s due to a new channel, updates to search algorithms, or any other factors. Data Management. Source ). Digital is Where the Money Is. Source ). Source ).

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33 Thought-Provoking B2B Social Media and Marketing Stats

Webbiquity

As noted in the 2016 B2B Marketing Trends report , B2B marketing strategies and practices are in the midst of significant change, driven by new technologies and evolving buyer expectations for more “consumer-like” experiences. These changes are affecting tactics, budgets, messaging, and metrics as illustrated in the compilation of B2B marketing facts and statistics below. MediaPost ).

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What Microsoft's Acquisition Of LinkedIn Could Mean For B2B Marketers

bizible

Microsoft’s acquisition of LinkedIn holds enormous potential for helping B2B marketers reach their audiences and improve revenue generation. Announcing the reinvention of productivity and business processes, Satya Nadella, CEO of Microsoft, explains : As these experiences get more intelligent and delightful, the LinkedIn and Office 365 engagement will grow. But what about Outlook? B2B Marketing

IoT 2016: Top 100 Influencers and Brands

Onalytica B2B

The Internet of Things (IoT) is the term used to describe the networking of physical objects, such as consumer electronic devices, vehicles, buildings, air conditioners, heating systems and other items. These objects or “things” are embedded with software, sensors, electronics, and network connectivity, enabling them to complete tasks and communicate with each other, with no user input.

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Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.

Account Based Marketing and its Growing Interest Among B2B CMOs

It's All About Revenue

In his Forbes piece published last month, contributor Daniel Newman shared a quote from Megan Heuer, Vice President and Group Director, Data-Driven Marketing, at SiriusDecisions: “Companies of all sizes are trying out ABM, from expanded efforts in very large global companies to laser-focused go-to-market models in lean startups. Not all that impressive. CMO Corner

8 Key Google Changes B2B Marketers Need To Know In The New Year

KoMarketing Associates

In early December, Google dropped the “followers on Google+” social annotation for AdWords advertisers, as uncovered in an article from The SEM Post. This is announcement was just another indicator that B2B marketers can focus less on activity directly associated with Google+ in the new year. The Demise of Google+. Image Source. Smart Goals For AdWords Advertisers. Mobilegeddon.

Note to the Nearly Half of US Small Businesses Still Not Mobile Optimized: Get Crackin'

Synecore

Believe me, I get it. An inveterate slacker who tends to view any sort of change with a wary eye, I understand how difficult it can be to embrace new technologies, especially as a small business with limited resources. But we’re halfway through 2016 and the world has clearly gone mobile, yet almost half of U.S. small businesses still have not. Web Development and Design

How Your Startup Can Overcome Content Marketing Challenges

KoMarketing Associates

Beginnings are hard. We procrastinate the projects and tasks we perceive tough, complicated, or otherwise messy. Starting a content marketing program from scratch is right up there on the list. Neck-tightening tension separates things we intend to do from the things we actually do. Left unresolved, tension quickly escalates to anxiety, stress, and self-doubt. Mistakes Are Amplified For Startups.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.

How B2B Marketers are Handling the Digital Content Overload [Accenture Interview]

KoMarketing Associates

When Accenture published its “Content: The H2O of Marketing” report in February 2016, its statistics showed that the majority of marketers have more digital content at their fingertips than they did two years ago. Additionally, 83 percent of respondents said that they expected this amount to increase within the next two years. HOW HAS THE LARGE VOLUME OF CONTENT IMPACTED B2B MARKETERS?

[Infographic] The Periodic Table of Elements for B2B Marketing Attribution

bizible

As the scientific community recognizes four new elements on the scientific periodic table, it seemed fitting for revenue-focused B2B marketers to join the club with our own chart. The Periodic Table of Marketing Attribution displays the key components necessary for a fully functional, data-driven attribution strategy. click to view larger). click to view larger). SECTION #1: ATTRIBUTION MODELING.

5 Things Spotify Can Teach You about Content Curation

ScribbleLive

With a business model that allows customers to start and stop service at their leisure, Spotify is doing an amazing job of keeping them around. It has similar pricing and a nearly identical music catalog to the other streaming music services, so how does Spotify set itself apart? And what the heck does it have to do with your content strategy? Lesson #2: Customize Content for Individual Users.

Social Selling 2016: Top 100 Influencers and Brands

Onalytica B2B

Social selling is the process of developing relationships as part of the sales process, this mostly takes place on social networks such as LinkedIn, Twitter and Facebook but can also take place offline at networking events and conferences. In addition, socially savvy reps beat their quotas 23% more often. WHAT ARE THE EXPERTS SAYING? Tim Hughes  – UK Business Development Director at Oracle.

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B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.