Great B2B Marketing

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Asking “Why” Makes Your Marketing Content More Effective

Great B2B Marketing

This post is short and sweet, but it also highly important to your success as a B2B marketer. As someone […]. Marketing Content marketing message

The Evolving Journey of the B2B Buyer

Great B2B Marketing

Daniel Heimlich posted the following photo on his LinkedIn page. Not sure who the conference speaker was, but the five […]. The post The Evolving Journey of the B2B Buyer appeared first on Great B2B Marketing. B2B Buyer Buying Journey

Crisp Sales and Marketing Execution – A Key to B2B Success

Great B2B Marketing

Planning is great, and having the right marketing and sales strategies in place is imperative, but it can be for […]. Marketing Strategy Sales and Marketing Marketing Execution

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What Types of Content Propels B2B Buyers

Great B2B Marketing

I recently enjoyed an article titled, “Which Types of Content do B2B Tech Buyers Respond to Most?” The article is […]. B2B Buyer Content

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The Rise of the Customer Marketer

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

B2B Marketing: Know the Trends, Pick the Right Strategy

Great B2B Marketing

What key tactics best fit our Marketing Strategy? What B2B marketing tactics are working now for others, and how well? Where should we emphasize or deemphasize our marketing focus? In working with leading global B2B companies, our Fusion Marketing team is extremely familiar with the cost/benefits of various lead generation programs. But what tactics yield the best results?

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The Marketing and Sales Gap of Disappointment

Great B2B Marketing

The leads and customers you get this month may not come from something you did this month, but rather something […]. Marketing and Sales

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The B2B Marketing Valley of Death

Great B2B Marketing

As an entrepreneur who has been both the recipient and provider of angel investment funds, I really enjoyed a recent […]. B2B Marketing

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B2B Sales and Marketing Trends for 2015

Great B2B Marketing

At the beginning of each year, my team and I publish a report on significant trends in B2B sales and marketing. This report is based on our experience with our B2B clients as well as relevant industry research. The purpose or the report is to provide information that is timely and actionable. You can read the full report here. Trend 1:  Metrics are a major priority.

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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.

Attracting More B2B Buyers by Focusing on Their Interests

Great B2B Marketing

What problems are your buyers looking to solve? Like you, I’m frequently bombarded by online ads and self-promoting emails […]. The post Attracting More B2B Buyers by Focusing on Their Interests appeared first on Great B2B Marketing. B2B Buyer Demand Generation Marketing Focus

B2B Sales and Marketing Trends for 2016

Great B2B Marketing

At the end of each year, my team and I publish a report on the major B2B marketing and sales […]. The post B2B Sales and Marketing Trends for 2016 appeared first on Great B2B Marketing. Marketing Trends B2B Marketing B2B Sales

Can You Really Use Marketing to Shrink the B2B Sales Cycle?

Great B2B Marketing

It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? appeared first on Great B2B Marketing. B2B Sales Sales Cycle Sales Model B2B sales cycle

How Do Potential B2B Buyers Find You?

Great B2B Marketing

There are hundreds of articles, blogs and papers on the subject of finding B2B prospects. The conversation goes something like […]. The post How Do Potential B2B Buyers Find You? appeared first on Great B2B Marketing. B2B Buyer B2B Marketing Pull Marketing

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Entrepreneur or Not – You Need to Read This

Great B2B Marketing

If you are a corporate wage earner — as I was for much of my working life — you may […]. The post Entrepreneur or Not – You Need to Read This appeared first on Great B2B Marketing. Entrepreneur

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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.

How CEOs Can Improve the Value of Sales and Marketing Efforts

Great B2B Marketing

CEOs have likely already conferred with their leadership teams about how they will deliver sales- and marketing-fueled growth for this […]. Marketing Sales Sales and Marketing

How to Rejuvenate a Troubled B2B Brand

Great B2B Marketing

Two months ago, I wrote an article titled The Economic Value of Your Company Brand. The theme of the post: No matter the size and scope of your company, the brand position you hold with your prospects and customers has monetary value in terms of sales, stock prices and even employee retention. There are two major types of branding rejuvenation projects we can talk about (and several sub-types).

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Nine Critical Criteria For Selecting Lead-to-Revenue Technology

Great B2B Marketing

My team and I write lots of content for our B2B clients. We also keep our own content stream flowing […]. CRM Lead-to-Revenue Marketing Automation lead-to-revenue

The Tao of B2B Buying Behavior – Why Emotion Trumps Logic

Great B2B Marketing

I’ve always wanted to use the word “Tao” in a blog post because the term has such profound (albeit esoteric) […]. The post The Tao of B2B Buying Behavior – Why Emotion Trumps Logic appeared first on Great B2B Marketing. B2B Buying B2B Marketing B2B Buyer

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.

How to Validate Your B2B Go-to-Market Plan

Great B2B Marketing

My team and I are often asked to comment on – or do a more formal evaluation of – a […]. The post How to Validate Your B2B Go-to-Market Plan appeared first on Great B2B Marketing. Marketing Plan Sales Model b2b Go-to-Market Market Plan

Marketing Technology – Your Best Friend or Nightmare?

Great B2B Marketing

One of the most important enablers of an effective lead-to-revenue framework is marketing technology, which, combined with CRM and a […]. The post Marketing Technology – Your Best Friend or Nightmare? appeared first on Great B2B Marketing. Lead-to-Revenue Marketing Technology lead-to marketing technology

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Fast Lead Response Keeps B2B Leads from Going Stale

Great B2B Marketing

Last month, I spoke about lead metrics and ROI at the B2B Leads Conference in New York. Several smart speakers brought up the issue of why the time to respond to inbound leads is a key success metric. Most had case studies or industry data to support their claim that lead response time is a key B2B leads metric. Likewise, I have lots of data to show the impact of fast versus slow lead response.

B2B Content Marketing That Drives Results

Great B2B Marketing

There is a lot of buzz in the air about content marketing. Businesses that need to increase their brand awareness, credibility, and preference with their target audiences are turning to content marketing in greater numbers as a proven pull marketing strategy that aligns well with important business metrics. Whether The Payoff Earned from Effective B2B Content. Converts visitors to leads.

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.

Six Fast Ways to Improve Your B2B Copy

Great B2B Marketing

Every few months I get the urge to focus my blog post on the subject of copywriting – specifically, how to write B2B copy that achieve the intended results. I do this not only to help the readers of my blog, but also because I need the useful reminders myself on how to communicate in the most effective manner. Assume everyone is as busy as you and get to the point quickly. Don’t show off your Ph.D.

How to Achieve Expert Status in B2B Marketing and Sales

Great B2B Marketing

On my last post, I talked about the huge difference between companies and individuals who are considered experts, versus those […]. B2B Marketing Expert Status B2B Sales

Showcase Your Expertise – Increase Your Market Value

Great B2B Marketing

Meg Rye, head of Design Recruitment at Facebook in the U.K., posted the following letter on LinkedIn. The letter was […]. B2B Marketing market value

Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person.  Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. For example: The average tenure of a salesperson from the time they start a job to the time they leave is less than two years (Sales Readiness Group). The average tenure of a sales manager is 19 months. 47% of companies say it takes 10 or more months for new sales people to become fully productive (67% are 7 or more months)(CSO Insights).

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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.

The Economic Value of Your Company Brand

Great B2B Marketing

I was a guest speaker for The Center for Business Modeling at a video/podcast on a subject near and dear to my heart: the economic value of a brand. Following is a summary of what I said on the podcast. When people talk about a company brand, it is often expressed as sort of an abstract concept – we feel good about our brand — or perhaps not so good. Actually, a strong brand has a monetary value.

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How to Beat Larger Competitors at B2B Marketing and Sales

Great B2B Marketing

Let’s face it – there is only one leader in every business category: Apple in smartphones, Wal-Mart in retail, Cargill in food processing, Microsoft in computer software and Wells Fargo in banking. This is equally true in smaller market segments. Certainly there are some disadvantages. For example, the big dog company has more marketplace awareness. politics or personnel decisions).

11 Rules You Must Follow to Be a LinkedIn Marketing Master

Great B2B Marketing

At my company, Fusion Marketing Partners, we have a policy of not spending money on marketing or sales. We are “pull” (inbound) marketers to the core and this philosophy has served us well. Of course, we do lots of “push” (outbound) marketing for clients, but we try to move them in the direction of pull marketing in order to drive awareness and leads up and drive new customer acquisition costs down. As a B2B marketer, one of the best social media tools you can use is LinkedIn. But to be successful with LinkedIn marketing, you need to follow some important rules, like: Get started now.

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Are You Marketing to Gain or Pain?

Great B2B Marketing

As a marketing or sales professional, you have a choice in how you message your company and its offerings, with […]. Marketing Content

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The B2B Marketer's Field Guide To Customer Engagement

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

Marketing Specialist or Generalist – Which do You Need?

Great B2B Marketing

One of my favorite business writers, Bob Bly, published an intriguing article in an October, 2015 newsletter on the topic […]. The post Marketing Specialist or Generalist – Which do You Need? appeared first on Great B2B Marketing. B2B Marketing Marketing Strategy

How B2B Marketing Supports Sales Enablement

Great B2B Marketing

There is a lot of industry buzz around the term “sales enablement.” This is terrific because the marketing department should […]. B2B Marketing Sales Effectivness Sales Enablement Sales Growth Sales effectiveness

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The Danger of B2B Marketing and Sales Statistics

Great B2B Marketing

Mark Twain made the following observation, which he attributed to Benjamin Disraeli, “There are three kinds of lies: lies, damned […]. Marketing Analytics

How to Sell More by Selling Less

Great B2B Marketing

My friend (and very smart marketer) Debbie Breemeersch recently shared a great article on LinkedIn: The Secret To Sales Success: […]. B2B Sales b2b sale

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.