ViewPoint

FEBRUARY 2, 2011

Wiley, 2011). So at the start of 2011, here are a few bigger trends I see shaping the way B2B marketers will do business in the coming year. Content is one way that you can meet the needs of your customers—by delivering information that's timely, needed, on-brand, and helpful to your customers (as we talked about in #2, above).

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. Trish Bertuzzi and Laurie Page start the new year off with some surprising predictions.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 10, 2013

Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. With the plethora of scientific data available, salespeople can research potential clients and arm themselves with valuable information. Sales is Getting Scientific.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

MARCH 27, 2014

More information and links in the blog. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. A blog accompanying the podcast provides a link to this data. LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

MARCH 26, 2013

Do the marketing managers buy tools, but fail to extract the information that can be gleaned from them? Ten Universal Principles, A Brief Philosophy of Life Issues, Ignatius Press,San Francisco,CA, 2011, page 9. “Spend money on things that work and let competitors spend money on everything else.”. A little leadership also helps.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

MARCH 6, 2012

This means gaining insight into everything from the ideal buyer’s challenges, aspirations, attitudes, influencers, and motivators to their content and information preferences. Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011. i Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

FEBRUARY 26, 2013

Hat tip to Anja Langbein Park, who spoke at ITSMA’s Annual Conference in 2011 on Marketing Across Cultures: Building Relationships and Improving Performance." Before coming to ITMSA, Dan moderated conferences for Information Week on behalf of sponsors including IBM, Dell, HP, and Silanis. Click here to see a clip of her presentation.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120