2010

Earnest about B2B

Trending Sources

Vital statistics for every B2B marketer

Earnest about B2B

Use and abuse at your leisure… where possible we’ve tried to accurately cite the source and provide a link to the site where we came across the research. B2B companies are ahead of their B2C rivals when it comes to social media adoption. 81% of B2B companies maintain company-related accounts or profiles on social media sites versus 67% of B2C. 75% of B2Bers participate in microblogging (eg. Twitter) versus 49% of B2Cers. Source: Business.com – 2009 B2B Social Media Benchmarking Study ( [link] ). And the FTSE 100 are just plain running scared of Twitter. Source: DemandGen Report. Versus.

Vital Statistics for B2B Marketers – the video

Earnest about B2B

Every week new statistics are emerging with sometimes contradictory views on the trends impacting B2B marketing. Back in March, we published a blog post: Vital Statistics for B2B Marketers – with the aim of trying to make some sense of what’s going on – and the fundamental changes that are underway. Following considerable interest in the post, we decided to bring the story to life further producing the Vital Statistics video. Join the movement. Whether you choose to agree or disagree – we hope this is the start of some hearty debates. Finally enjoy the video!

Chasing out the humdrum: The story so far…

Earnest about B2B

In September 2009, we set out to create a B2B Marketing Agency with a difference: …Driven by a desire to work our way into the consciousness of B2B marketers globally. …Recognising and supporting the fundamental changes impacting our industry – marrying old world and new world marketing techniques to get the very best results for our clients. And 14 months later, guess what?

Infographic of the day: Stairway to Brand Heaven and Hell

Earnest about B2B

Check out David Armando’s visual thinking archive for plenty more great infographics or visit his Logic & Emotion blog.

The Rise of the Customer Marketer

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

Trending in B2B: Earnest’s Top Tweets in August

Earnest about B2B

Top Tweeting. Would you believe it? Another month has flown by and even in the holiday season of August the world of B2B online has continued to churn out a flurry of facts, stats and information to wet your knowledge whistle. – [link]. Many creative advertisers and marketers often find ‘inspiration’ on the web for their ideas. But how do you ensure your hard work reaches the right audience?

Why too many clicks make you thick

Earnest about B2B

That bloke Nicholas Carr is at it again. Back in 2004, he penned the Earnest favourite ‘ Does IT Matter ?’ A fine piece of business writing, it stoked the ire of the tech world at the time. The overriding theme was simple: IT can no longer be a source of competitive advantage. In short, IT should be viewed as a utility. No surprise Bill Gates almost choked on his Multi-Cheerios. Take Twitter.

Top Infographics for b2b marketers

Earnest about B2B

Infographics are all the rage: visual representations of data that are both beautiful and enlightening. From a marketer’s perspective, they’re a welcome addition to the communications arsenal – helping bring to life complicated and potentially dry content in a highly engaging way.        . Web trend map: plots the Internet’s leading names and domains onto the Tokyo metro map        .

Just how connected are the world’s top 5 IT services companies?

Earnest about B2B

It was a simple idea. Take the top 5 IT services companies globally - and see how they’re managing their brands on the social web. So the top 5 under scrutiny (as defined by Services Top 100 ) . 1. IBM. 2. HP. 3. Fujitsu. 4. CSC. 5. Accenture. Then more specifically, how are these brands using Twitter, Facebook, LinkedIn, YouTube and blogs to engage with their audiences online? 370 tweets.

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.

Causing offence: The pain and anguish of customer loyalty

Earnest about B2B

Last week I received an apparently inoffensive letter generously offering me two month’s free broadband. Let’s just say, it was the straw that broke the camel’s back. I’ve been acquainted with my friendly neighbourhood broadband provider for 5 plus years – taking their broadband, phone and digital TV services. In fact, I’d also consider myself pretty loyal. Yes, all of it. Kind of. Am I happy?

Campaign watch: Oracle. Ironman. Machine. Embarassment.

Earnest about B2B

Reading The Week on the tube this morning I stumbled across a double page ad for the new Ironman 2 film – or then again was it an advert for Oracle? Nope, it’s an ad for both in what seems like one of the most bizarre b2b campaigns to date. . Get it? Yep, here at Earnest, we’re all for campaigns that bang to a different drum, but this one seems – dare we say – a little wayward.

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B2B Marketing Awards campaign – pt 1

Earnest about B2B

THIS YEAR IT’S PERSONAL… As reported in B2B Marketing, the 2010 awards campaign has kicked off. link]. We developed the creative for the awards campaign last year, which not only went down well in the industry, but had some great results. So this year, when we were asked to get involved again, we knew we had a tough task on our hands. B2B awards - forest shot.

The Joy Of Pitching And Where It Can All Go Wrong

Earnest about B2B

The pitch process: it separates the wheat from the chaff; the winners from the also rans; the successful from the just plain shambolic. It’s both the bane and the boon of agency life – and undoubtedly no walk in the park for our friends on client-side. As David Kean comments in his fine tome Pitching to Win : “Pitching for business is the last bastion of amateurism in an otherwise wholly professionalised business economy.” The truth is – he’s not wrong. To put this into context, most good agencies win one in three pitches. Okay, sounds good. So where do we all go wrong? Well it depends.

A lesson in global brand management for b2b marketers

Earnest about B2B

Last night Earnest had the pleasure of dropping in on the Mandrake Club  to hear Amanda Mackenzie , Chief Marketing Officer of Aviva plc speak.  . And Amanda has some roll call. First-ever female member of Global Insurer Aviva’s Exec Board (bear in mind that’s in the company’s 300 year history). First board member to have responsibility for brand, marketing and comms globally. Think 45 million customers in 28 markets worldwide. And all importantly, the lady who oversaw the global rebranding of the company as Aviva – kissing goodbye to the, dare we say, treasured Norwich Union brand.

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.

When familiarity breeds intent: 5 tips to building brand awareness

Earnest about B2B

Sit down. Brace yourself. According to a recent DemandGen report, 9 out of 10 business buyers say that when they’re ready to buy, they’ll find you. Now ask yourself, in all honesty, will they? The fact is the b2b buy cycle is changing fundamentally – and vendors are on the back foot. The Internet has empowered buyers of business services and products with the ability to research, scope, specify, shortlist vendors, and even purchase, without us even getting a sniff of what they’re up to. It means that old chestnut, brand awareness is now firmly back on the agenda. Or if it’s not, it should be.

Trending in B2B: Earnest’s Top Tweets in July

Earnest about B2B

A good while ago, Earnest embarked on a quest: to feed the good b2b marketing folk of this land – a regular diet of news, analysis and occasional randomness from the world of b2b via the monster that is Twitter. And now, for those of you who missed them first time round, we thought we’d bring you a monthly top 10 of our most popular Tweets. 1. Vital statistics for b2b marketers: Earnest’s new video – from social media adoption to the changing b2b buy cycle – [link]. At the start of June, Earnest’s own Vital Stats video went live and remains our most popular Tweet to date.

Brand loss, no one’s gain: The misery and anguish of M&A activity

Earnest about B2B

Within the heady world of business, mergers and acquisitions are two a penny today. The story’s a common one: big behemoth snaps up rival or smaller fare to…  a) see off the competition. b) allow it to flog more stuff to its customers. c) leap into new, more promising markets. d) make up for massive strategic oversights in not seeing the next big thing coming. e) all of the aforementioned. While many M&As may seem like astute moves at the time, most simply fail to live up to expectations. Yes customers too – undoubtedly why Oracle has retained the Sun name post-acquisition ].

This could be the start of a beautiful relationship

Earnest about B2B

Ideas to improve your customer marketing. We spot a hot new prospect across the crowded marketplace. We flatter them with niceties and promise them the world. We finally convince them, we’re a match made in heaven. And then, as soon as they’ve thrown caution to the wind and committed to us, we’ve lost interest and are looking over their shoulder at our next potential conquest. It’s a tough life being a customer to a b2b organisations (okay, our b2c counterparts aren’t any better) - and us marketing folk are partly to blame. Rationale. Food for thought. No brainer.

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.

Unloved and overlooked: Getting your customer marketing back on track

Earnest about B2B

According to the folk at Harvard Business Review, it costs up to seven times as much to find a new customer, than to get more business from an existing one. It’s no surprise then, where once b2b organisations were going all out to acquire new customers, there’s a growing realisation that existing customers could well offer a wealth of opportunity. But let’s clear something up. And to be honest, a customer mag or e-newsletter banging on about your company’s latest greatest products and services, coupled with some overpriced Arsenal FC tickets, do not a loyalty strategy make. What, really?

How do you get a 60% response rate from FTSE250 Finance Directors?

Earnest about B2B

Finance Directors and CFOs have got to be the pinnacle of ‘hard to reach audiences’ (with maybe the exception of the untouchable CEO). They’re busy. Senior. Cynical. And have an army of gatekeepers. And of course they hold the purse strings. The challenge we were given by PensionsFirst Analytics was straightforward, but far from a walk in the park. “We need to get meetings with CFOs of FTSE 250 companies. And we want to get in front of a quarter of them.&#. No easy task. But, we had a few things going for us. First off, an absolutely jaw-dropping proposition.

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Election watch: IT’s new battle for hearts and minds

Earnest about B2B

With a £178bn budget deficit to contend with, the public sector is going to fall prey to a severe nip and tuck, regardless of which party comes to power. While sympathies must first and foremost go to the keyworkers who will bear the brunt, with pay caps, new vacancies disappearing into the ether and relentless pressure to count every paperclip, spare a thought (okay perhaps not sympathy) for the other whipping boy in all this – Information Technology. And you’ve got to say, some of it worked. Licensing a car with the DVLA is now a breeze. So what went wrong? So there we have it.

Buyer personas – under-used, but over-abused?

Earnest about B2B

There’s been some interesting discussions on buyer personas recently.  To get up to speed quick, try these: [link]  and [link]. Personas are still woefully under-used – which suggests either: a) people simply don’t know what they are but still have good insight/understanding of their target audiences; or b) that too  many conduct marketing programmes without having a critical foundation of customer insight. If you’re not crystal clear about WHO you’re talking to (individual’s buy, businesses don’t…) then do some research. Quick. ‘job title).

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.

The Best Email Subject Line For Teleprospecting I've Seen Yet.

Sales Prospecting Perspectives

The best email subject line I've seen in my career came through my Inbox this week. Brad G, one of our inside sales reps shared an email he had received from a prospect praising his persistence in prospecting him. We call it "polite persistence" here at AG and I was very proud that the prospect not only responded to Brad, but took the time to compliment his approach and work ethic. Love to see that. As I was closing out the email I glanced at the subject line that Brad had sent to the prospect. It read " Attention: Jim - Final Follow up". or "do I know Pete"? Next he uses Jim's name.

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Want a Bigger Marketing Budget? Send Less Leads to Sales

B2B Lead Generation Blog

If your 2011 marketing budget is tighter than you want it to be, trying giving sales less leads. According to Marketing Sherpa’s just-released 2011 B2B Marketing Benchmark Report , a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. That’s a costly mistake. Let me explain why: For every 100 raw leads, only 4 to 7 are ready to buy.

A Simple B2B Marketing Framework

Everything Technology Marketing

We often discuss in this blog how B2B marketing is becoming more complex, and how to manage this complexity. Marketing is getting involved in many more areas that touch the customer along the buying process, multiplied by a dizzying variety of new tactics, online communications and engagement platforms. But that's content for another blog post. Let me know your thoughts about this framework.

11 B2B Marketing Predictions for 2011

Buzz Marketing for Technology

Around this time last year I wrote about the 10 B2B Marketing Predictions for 2010 and while I would say 7 out of 10 have already materialized and the others are on their way. So that begs the question – what’s on the horizon specifically for B2B Marketers next year? Here are 11 concrete ways I think the environment in which B2B Marketers operate will evolve in 2011. Enjoy! Email this to a friend?

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.

Cartoon: Who is creating content for your company?

Digital Body Language

Today's my first attempt at cartooning (okay, not really, all the hard work was done by gifted cartoonist Brady Bonus ). hope you enjoy it! First posted this morning on It's All About Revenue : Tags: Social media Content

7 Mistakes To Avoid In Your Next Webinar Invitation

The Point

I’ve written a number of times in this space about how to maximize response from email Webinar invitations. The campaign below from Parallels , a Swiss-based software company, provides a handy illustration of those techniques by displaying what key mistakes to avoid. For example: 1. Sell the offer, not the product. Lead with compelling benefits, not just facts. Use images wisely. See #1 above.

SAL is the Glue that Binds Sales and Marketing in Lead Generation

Industrial Marketing Today

A lead is a lead, right? Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). No, I am not splitting hairs nor am I indulging in semantics. Clearly defining and understanding the implications of MQL, SAL and SQL are critical to the success of B2B lead generation. Defining qualified leads.

The 4 C’s of B2B Marketing

Buzz Marketing for Technology

We’ve all heard about the four P’s of marketing. Product. Price. Placement. Promotion. The four P’s were created mainly to describe the ideal “marketing mix&#. The term “marketing mix&# became popularized after Neil H. Borden published his 1964 article, Concept of the Marketing Mix. Connection – connecting with the audience you wish to attract. Digg this!

The B2B Marketer's Field Guide To Customer Engagement

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

How PR and Social Media Can Work Together

Webbiquity

Social media and PR would seem to be natural allies. Both are primarily focused on brand awareness, credibility building and image enhancement. Both are critical tools for dealing with bad news or crisis situations. Both require relationships with influential people in one’s industry to be effective. And both rely on the ability to tell an interesting story. Since many (most?) Share this on Bebo.

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Is Traditional B2B Marketing Dead?

Everything Technology Marketing

Earlier this week, I was on a panel at the WIT event "The Intersection of Marketing & Technology" in McLean, VA. One of the discussions was about the dramatic changes happening in B2B marketing today and what the future will hold. The question "Is traditional B2B marketing dead?" ignited a lively discussion. think we are experiencing nothing short of a major disruption in marketing today.

Seven Ways to Use Social Media for Business

Webbiquity

Though business use of social media is rapidly increasing, many executives remain skeptical of its value. more recent study reported by Forbes stated that while “60% (of small businesses surveyed) credit social media with positively impacting their businesses…(only) 36% have attracted new business as a result of their social media efforts.&#. Share content (your own and others’).

Facebook Advertising Tricks for B2B Marketers

Buzz Marketing for Technology

If I could offer you a billboard in the middle of Times Square for little to no cost for you to advertise your company would you do it? One of the great things about the Facebook is that it provides you access to a large audience of over 550 Million people worldwide at a very low cost so why not take advantage of it. Trick 1) Place specific Job Titles into the Likes and Interest field. Tweet This!

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.