2010

The Content Factor

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What did Don Draper know that we may have forgotten? (Part 1)

The Content Factor

Most of you know Don Draper as the iconic, chain smoking, hard driving, client schmoozing ad man on the show "Mad Men." Being in marketing, I’m always amazed that in every pitch to a client, Don always hinges a million-dollar contract on one or two simple things, such as a tag line or a visual. read more.

B2B 17

Dig Deep with B2B Buyer Personas

The Content Factor

Every B2B marketer I talk to is on board with the concept of user personas to guide their web content strategy. Now our team is working with several clients to really drive this concept home, and apply personas more aggressively to the content they are creating. The results are paying off in content that truly speaks to the buyer. read more.

How to Shine: a B2B Personas Case Study

The Content Factor

Last week I met a B2B solopreneur who performs visual facilitation. She leads meetings and synthesizes group-think by illustrating discussions on a large mural, in real time. Julie's recent blog post is a perfect case study for B2B personas. read more.

It's Time for Alacrity

The Content Factor

a·lac·ri·ty [uh-lak-ri-tee] –noun 1. cheerful readiness, promptness, or willingness. read more. B2B Lead Nurturing Business to Business (B2B

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

Thought Leadership: The Currency of B2B Content Marketing

The Content Factor

Dana Van Heuvel blogs about thought leadership in marketing. read more.

What's in a Lead Source?

The Content Factor

In the corporate marketing departments where I've worked, a bone of contention has been, "What's the Lead Source?" For any given suspect/prospect/lead/opportunity in the funnel, what or who gets credit for bringing it in? read more.

How to Attract Readers: Turn the Solution Around

The Content Factor

Want to increase your email open rate, white paper download rate, or registrations at your next speaking gig? Create a catchy title by turning the problem you solve on its head. read more.

B2B Marketing: The Fine Line Between Doing It Right and DIY

The Content Factor

The title of this blog post by Dianna Huff caught my attention: " DIY Marketing No Longer Cuts the Mustard. " (DIY=do it yourself.) She makes a convincing case that the tools and techniques of marketing, like the computer-enhanced motors of cars, are no longer the domain of the shade tree mechanic. read more.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

Fulfilling a Content Strategy for the Enterprise: It's Much More than Writing

The Content Factor

I'm frequently approached by writers looking for work, and the first thing they want me to see is a sample of their writing. In ten seconds, I can tell whether a writer can put a decent paragraph together. But writing is only the first of many skills needed to produce content for an enterprise. read more.

Avoid Paralysis of the B2B Buyer

The Content Factor

I need a new laptop. also know that I won't be happy until I have done exhaustive research to assure myself that I have purchased the perfect machine for me: the right compromise of weight and power, the best video for my needs, the right-sized keyboard, and so on. read more.

Create More Content--With Less

The Content Factor

The toughest part of a B2B marketer's job? 73% say: doing more with less. A new survey from Genius.com and BtoB Magazine is quoted in MarketingProfs (" B2B Marketers Struggle with Changing Roles "). read more.

Craft Content to the Buying Cycle: Stage 1, the Unaware Buyer

The Content Factor

Does your prospect need a whack on the head? If he is an Unaware Buyer, he doesn’t care about your product, even if he needs it. And he certainly doesn’t care about your webinar or your trade show booth. The challenge with the Unaware Buyer is that he goes out of his way to avoid any sales pitch, because he doesn’t think he needs to buy anything. read more.

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

Remedy for the Overworked B2B Marketing Director

The Content Factor

B2B Marketing Directors are particularly busy these days. While the economy shows signs of improving, they are skeptical and cautious. They will believe there's an upturn when their budgets and headcounts go back up. Until then, they are running as fast as they can on the tightest resources. read more.

Whose Marketing Plan Is It, Anyway?

The Content Factor

There’s a chronic disconnect between the motivations of B2B marketers and their prospects. Until marketers fix it, they will contending with their prospects instead of influencing them. Does your marketing organization suffer from this disconnect? To find out, take a look at your marketing plan for the upcoming quarter. If it is like many, it is driven by internal events like these: read more.

Are You Interesting To Me?

The Content Factor

Once tweeting and checking-in have become mainstream, the next trend in communications will be "passive conversation discovery," blogs Eloqua's Steve Woods. read more.

Edit Twice, Measure Once

The Content Factor

There are people who think with numbers, and people who think with words. Numbers people—I will call them the Quantifiers—come off as business focused because they have their eyes on the bottom line: a number. They are the results managers. Words people—you guessed it, the Qualifiers—look for the substance, the meaning, and the integrity behind what is being said. read more.

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

New Rules of B2B Engagement

The Content Factor

Mark W. Schafer does an excellent job on his {grow} blog in engaging his readers in discussions in the comments of his posts. participated on the post, “ Wait a minute. read more.

Branding Outside-In

The Content Factor

Most marketing is all about communicating externally. I'm working with a client who needs internal branding. In fact, I suspect that her customers hold a deeper impression of her brand by coming into her brick-and-mortar store than do her employees, who are inured to the environment. read more.

Great Content, But Does It Have Legs?

The Content Factor

Found an interesting post on the MLT Creative blog titled, " Why Top-of-Mind Matters in B2B Marketing. Being memorable, through a consistent message and integrated marketing channels, certainly does help a B2B marketer be "top-of-mind" when it's time for the buyer to buy. But the post got me thinking about one of the most powerful channels: positive word-of-mouth, particularly personal endorsement. read more.

Great Content, But Will it Stick?

The Content Factor

Found an interesting post on the MLT Creative blog titled, " Why Top-of-Mind Matters in B2B Marketing. Being memorable, through a consistent message and integrated marketing channels, certainly does help a B2B marketer be "top-of-mind" when it's time for the buyer to buy. But the post got me thinking about one of the most powerful channels: positive word-of-mouth, particularly personal endorsement. read more.

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

Don Draper Wins with Emotion (Part 3 of a series)

The Content Factor

In Part 2 , I started my list of ways B2B marketers can charge our campaigns with emotional engagement. It’s a technique that Don Draper uses in every pitch ( as in this clip on YouTube ), and that we can learn from in today’s world of analytical marketing techniques. Here are some additional techniques for content marketers. read more.

B2B 2

Your Great Content Isn't Great Enough

The Content Factor

Please retweet: You can get more retweets now. Ask me how. The following headline on today's SmartBrief on Social Media caught my eye--which it was carefully designed to do: Why great content is never enough As one who works for an outfit called "The Content Factor," my interest was piqued. Dan Zarrella has researched the characteristics that make content retweetable, and quality isn’t one of them. read more.

Don Draper Wins with Emotion (Part 2 of a series)

The Content Factor

In Part 1 , I described the contrast between 2010 and Don Draper’s 1964 in B2B marketing. Today, marketing is largely a numbers game. But Don Draper understood the “delicate, yet potent” value of emotional engagement with the buyer. How can we marry emotional engagement with today's analytical tools that help us manage our efforts? read more.

B2B 2

Building Trust in the Digital Age of B2B Marketing

The Content Factor

According to this short piece on MarketingProfs last week , B2B marketers should get ready to move their entire sales process to the mobile phone. At least, that's what the synopsis at the end seems to say. Fortunately, the original post by Robert Lesser goes more in-depth. read more.

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

Multimedia Content on the Web: No Longer "New" Media

The Content Factor

A popular video about social media quotes the statistic that YouTube is the #2 search engine after Google. read more.

Why Outsource B2B Content Marketing? Reasons Abound.

The Content Factor

Our friend Junta Joe blogged recently about the reasons to outsource, not in-source, your content marketing. The thrust of Joe’s post is that marketing managers need to focus their energy elsewhere. He plugs an upcoming report, but I’d like to elaborate some thoughts in the meantime. read more.

On Toys, Tenure, and the Comfort Zone of B2B Marketers

The Content Factor

Seth’s recent post titled “Senior Management” got me thinking about how experience can backfire when it gets us in a rut. As a “free agent,” I find myself on either side of the experience paradox, depending on the gig. read more.

One-Purpose Email Marketing: The Golden Rule

The Content Factor

A simple but important principle of email marketing has emerged from recommendations we are developing with a client. This principle is one of those fundamental techniques that everybody knows but few put into practice. That principle is: Don’t boil the ocean. Allow each element to have one, and only one, purpose. read more.

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

Crusaders and Shepherds: Lessons for B2B Marketers

The Content Factor

I'm enjoying Steve Woods's post today on Digital Body Language , on the ways Marketing departments can and should be "doing" social media. read more.