Biznology

JULY 23, 2014

These buyers trust their peers more than any other information source, across the spectrum from awareness, to researching product details, to the buying decision. They still rely on trade shows and events for product information–second only to peers and colleagues. Here are the nuggets that were most revealing to me.

SMB 80

SMB Peer-to-peer B to B Paid Search Agency 80

Conversica

MAY 9, 2022

Martindale-Hubbell has been helping lawyers find clients for over 150 years. Lawyers.com markets to consumers and Martindale.com is a B to B website marketing to corporate counsel. Our websites help people decide on which attorney to hire. Upselling new products to the attorneys is a major part of what my team does.

Conversion 52

Conversion Ideal Customer Profiles B to B Bandwidth 52

ViewPoint

JANUARY 26, 2012

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail.

B to B 120

B to B netFactor Media SEM 120

Biznology

FEBRUARY 28, 2014

So, over time, I have come up with a 9-point assessment strategy to help marketers determine the likely legitimacy of a potential vendor, using approaches that can be replicated by anyone, at arm’s length. Of course a lot of these emails are simply fraudulent. I got some ideas from two colleagues who have written helpfully on this problem.

B to B 80

B to B Data Hygiene Marketing Management B2B Sales 80

Top Rank Marketing

JULY 12, 2023

While some AI tools can certainly help B2B marketers better realize their creative efforts, the power of the human touch is undeniable, and it is serving as a growing differentiator between mediocre marketing efforts and those five-star creative efforts that sparkle and delight brand audiences.

B2B Marketing 52

B2B Marketing Advertising Agencies B2B Paid Search Agency 52

Biznology

DECEMBER 31, 2014

American Express’s foreign exchange software division identified “opened an office in a foreign country” suggests a need for foreign exchange help. Then there’s 6Sense, which identifies prospective accounts that are likely to be in the market for particular products, based on the online behavior of their employees, anonymous or identifiable.

Marketing Automation Services 80

Marketing Automation Services Lead Ranking Tools B to B 80

Bound360

APRIL 25, 2018

Digital Transformation: What Does It Mean, And What Must B-to-B Leaders Do To Make It Successful with Gil Canare and Marisa Kopec. The new track structure dedicates more focus within sales, product, brand, and customer engagement functions. The State of B-to-B Content: The Good, the Bad, the Ugly.

B to B 49

B to B Work Management Marketing Management Account Based Marketing 49

Biznology

NOVEMBER 27, 2013

Technology usage “intensity” score, by product (HG Data). Imagine what marketers could do with a treasure trove of data elements like these to help identify high-potential prospects. B2B Marketing Market Research Offline Marketing Slider B-to-B B2B Data data modeling database marketing lead generation marketing lists propspecting'

Lead Ranking 80

Lead Ranking Marketing Management B to B Lead Scoring 80

Seismic

MARCH 29, 2019

To help you improve your organization’s sales enablement strategy, we’ve compiled some training and learning opportunities. Join an upcoming stop on the Sales Enablement City Tour for help guiding you through building a framework for implementing and optimizing the best sales enablement approach for a successful 2019. TOPO Summit.

Training 53

Training B to B Gartner Work Management 53

Cintell

MARCH 10, 2016

Instills shared understanding between marketing, sales and product. Improves sales productivity. New product launches: Ex: $1B+ Global Workforce Management Software saw 28% higher campaign response rate (SiriusDecisions). Using personas to help sales: Using personas drove a 3X increase in closed sales deals (MarketingSherpa).

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

Televerde

MAY 17, 2018

This event provided insight into the broad spectrum of sales and marketing through lunch-and-learns, product showcases, case studies, keynotes, and yes, even over many plates of hors d’oeurves and seemingly endless cocktails. This year, SiriusDecisions set the lens on nurture: “Ditch the Watering Can: It’s Time to Rethink B-to-B Lead Nurture.”

Demand 69

Demand B to B Case Study Case Studies 69

ViewPoint

FEBRUARY 24, 2016

In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". Measure engagement and sales productivity. I whole-heartedly agree with Julie! Supports pipeline creation.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

The ROI Guy

FEBRUARY 19, 2018

For the Winners, it all came down to better discovery and proper alignment: Investigating, understanding and documenting the buyer challenges and aligning specific products, services and features that deliver to solve these needs. The tools can help provide the guidance they need to evolve and excel at collaboration with prospects.

B to B 53

B to B Aggregators Sample Click Rate 53

Stevens & Tate

JUNE 20, 2019

Gartlan and Wagner join the speaker line-up with decades of marketing experience in manufacturing and B-to-B marketing at North America’s Largest Metal Forming, Fabricating, Welding and Finishing Event. The national event is being held from November 11-14, 2019 at the McCormick Place in Chicago, IL.

Peer-to-peer 40

Peer-to-peer Advertising Agencies Features B to B 40

Marketing Insider Group

MAY 19, 2015

And since I believe one of the best content marketing hacks is to turn your most frequently asked questions into helpful pieces of information for your audience, I am going to try and demonstrate that approach in this next series of posts. I hope this helps answer one of yours, or your bosses. Is content marketing for everyone?

Advertising Agencies 100

Advertising Agencies Paid Search Agency Planning Content Marketing 100

Paul Gillin

MAY 13, 2010

People usually call me for help setting up and optimizing their social marketing programs. Messages are often focused on selling a solution rather than solving a problem, but people don’t care about your product; they care about what’s troubling them right now. Tags: B-to-B marketing website. Do you humanize your company?

B to B 50

B to B Marketing Websites Work Management Webcast 50

Biznology

JULY 2, 2018

Develop content that helps them do their jobs and solve their business problems, and that they are likely to be searching for online. A broker can introduce you to the most productive prospecting data sources and lists. Attract them with killer content. Use Google display ads. Partner with a reliable data broker.

Ad brokers 190

Ad brokers B2B Lead Ranking Best Practices 190

The ROI Guy

JULY 18, 2016

The importance of sales content remains strong, with 79 % of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another. Many lack the right content to help guide discovery and discuss challenges / needs.

Research 40

Research B to B Webcast Content 40

markempa

OCTOBER 31, 2006

Mac McInTosh wrote a helpful article on, " Targeting Your B2B Lead Generation ," that I think provides some good tips and reminders. Mac writes, "When searching for leads for selling your products or services, you want to find those companies who have a problem for which you have the solution.

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

B2B Marketing Directions

MAY 24, 2015

And Walker Information recently wrote that by 2020, customer experience is expected to surpass product and pricing as the key business differentiator. Customers 2020: The Future of B-to-B Customer Experience , Walker Information, Inc., Customers 2020: The Future of B-to-B Customer Experience , Walker Information, Inc.,

B2B Marketing 53

B2B Marketing Marketing Management Planning B to B 53

DemandBase

OCTOBER 2, 2018

While b-to-b marketing leaders have evolved, many of the teams and roles in their organizations creating areas of specialization and centers of excellence for areas such as content, portfolio marketing and communications have overlooked field marketing.

Account Based Marketing 40

Account Based Marketing DemandBase Planning Paid Search Agency 40

Webbiquity

APRIL 14, 2010

Lee Munroe offers a helpful to-do list before launching a new website, taking care of tasks such as optimizing titles and meta tags, proofreading, checking the site in different browsers, double-checking all links and installing analytics. 10 Great B-to-B Sites by BtoB Magazine. 10 Great B-to-B Sites by BtoB Magazine.

Landing Pages 100

Landing Pages Design Microsite Tips 100

Engagio

MAY 14, 2019

In today’s day and age, organizations must join forces to help leaders and their businesses develop a customer-obsessed strategy to drive growth. In fact, that was the theme this year at SiriusDecisions Summit 2019 – TOGETHER: Achieving High Performance by Aligning the B-to-B Revenue Engine.

Account Based Marketing 54

Account Based Marketing ABM Ideal Customer Profiles Top of Funnel 54

Webbiquity

JUNE 17, 2014

Information proliferation means buyers are better-informed than ever about potential approaches to solving problems, and the related product and service alternatives. ” B2B marketers need to become more adept at presenting the professional, social, emotional, and personal value of their products and services.

Sales Management 100

Sales Management Work Management Marketing Management B2B Marketing 100

B2B Marketing Directions

NOVEMBER 8, 2015

From then on, Howard received a monthly phone call from the salesperson, who would leave a voicemail saying something like, "I was just wondering if you have any needs currently where we could help." In his post, Howard argues that these kinds of calls "are the worst possible use of a sales rep's time."

Lead Nurturing 40

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 40

Vidyard

MAY 18, 2017

So let’s look at how video can help you in each one of these stages of the lead generation life cycle, to generate better results for your demand gen programs. There are lots of different ways in which video can help you drive more inbound traffic to your website. Turning Viewers into Prospects.

Sales Qualified Leads 63

Sales Qualified Leads Lead Scoring Lead Ranking Video Marketing 63

B2B Digital Marketer

SEPTEMBER 29, 2020

And, uh, and w we know I’ve a lot of, uh, governmental projects and it’s, uh, like a, the last one that’s B to B to C. And then when they start doing the advertising, then it’s mostly pushing products like the short cycle thinking and they, they want to push the product and they think too small, really.

Planning 52

Planning Paid Search Agency Advertising Agencies Work Management 52

Webbiquity

DECEMBER 11, 2013

Writing that “A sound strategic planning process is based on consistently applied business objectives that flow through functional areas and support each other,” John Gregory Olson presents a helpful model for planning, and makes a case for the one element that’s more important than strategy.

Marketing Strategy 100

Marketing Strategy Marketing & Strategy Content Marketing Planning 100

Online Marketing Institute

FEBRUARY 22, 2011

However a drastic decrease in price, an increase in memory and more productivity enhancing applications will be necessary to make this equipment more realistic and justifiable for B-to-B business use. So there you have it – Emerging Marketing’s top B to B predictions for 2011. b2bmarketing

B2B Marketing 40

B2B Marketing Paid Search Agency Advertising Agencies B to B 40

MLT Creative

JANUARY 10, 2012

By focusing on the buying characteristics of your top customers, you will see patterns that help divide them into logical groups. Customize the most helpful information you can provide each segment. So never stop improving your customer relationship management; the more you know about your customers, the more you can help them.

B2B Marketing 40

B2B Marketing B to B Planning Advertising Agencies 40

The ROI Guy

OCTOBER 1, 2013

New ValueStory Calculators help executives benchmark current spending and improve key performance metrics. These free ROI calculators help business executives benchmark their current spending and management practices, and understand how various initiatives might improve performance.

ROI 40

ROI Marketing Management Advertising Agencies Advertising Benchmark 40

MLT Creative

MAY 27, 2011

Here’s a quick B2B case study outlines how we helped our client turn another trip to a trade show into an opportunity to generate leads by integrating outbound tactics with their inbound marketing program. Patrick Maness is Director of Marketing Strategy with B-to-B marketing agency MLT Creative and heads their Rhode Island office.

Trade Show 40

Trade Show B to B Advertising Agencies B2B 40

MLT Creative

SEPTEMBER 22, 2011

This is when it is absolutely critical to nurture these leads: converse with them, share more information, keep them engaged and interested in your product or service. Patrick Maness is Director of Marketing Strategy with B-to-B marketing agency MLT Creative and heads their Rhode Island office.

Top of Funnel 40

Top of Funnel Marketing Funnels Inbound Marketing Advertising Agencies 40

Kapost

NOVEMBER 22, 2016

A solid content operation tames this chaos by establishing the processes that make up the planning, production, distribution, and analysis of content for those teams, tools, and channels. Teams can also use the charter to prioritize their work and decision-making by considering: Will this help us achieve our vision?

Ad Building 48

Ad Building Work Management Lead Ranking Content 48

Paul Gillin

JULY 8, 2010

Perhaps it will help you in formulating your own policy. Your personal blogs that contain postings about Oracle’s business, products, employees, customers, partners, or competitors. Your postings about Oracle’s business, products, employees, customers, partners, or competitors on external blogs, wikis, discussion forums, micro-blogs .

Social Media 50

Social Media Media Copyright B to B 50

Paul Gillin

JUNE 29, 2011

I wrote in B-to-B magazine early this year about a Make magazine-like video series they started last fall that appeals to engineers’ passion for tinkering as well as for fun. RoadTests – Allowing members to actually try out the latest new products for free and share their reviews with other engineers.

Social Marketing 50

Social Marketing B2B Marketing B2B B to B 50

Adobe Experience Cloud Blog

JANUARY 24, 2012

For b-to-b organizations, thought leadership is a critical component for driving awareness, sparking excitement, and creating engagement within a very skeptical market. This monthly exercise really helped us articulate value, but it also gave us insight into how to improve. Measuring thought-leadership-with-marketing-automation.

Thought Leadership 48

Thought Leadership Lead Scoring Lead Ranking B2B Thought Leadership 48