Great B2B Marketing

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The Evolving Journey of the B2B Buyer

Great B2B Marketing

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

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?” B2B Buyer ContentThe article is […].

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For B2B Companies, Selling Better is Not the Answer

Great B2B Marketing

The post For B2B Companies, Selling Better is Not the Answer appeared first on Great B2B Marketing. B2B B2B Buyer Prospect b2bWhen challenged, we humans have a tendency to resort to the known and familiar path (not taking “the road less […].

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

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

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. We see many B2B companies adopting an end-to-end marketing and sales framework that: Attributes new revenue to specific lead sources. You can read the full report here.

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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

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 post How Do Potential B2B Buyers Find You? appeared first on Great B2B Marketing. B2B Buyer B2B Marketing Pull MarketingThe conversation goes something like […].

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B2B Marketing: Know the Trends, Pick the Right Strategy

Great B2B Marketing

What B2B marketing tactics are working now for others, and how well? In working with leading global B2B companies, our Fusion Marketing team is extremely familiar with the cost/benefits of various lead generation programs. While the right B2B marketing strategy will vary by type of product and industry, we do see distinct trends. But what tactics yield the best results?

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B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

Attracting More B2B Buyers by Focusing on Their Interests

Great B2B Marketing

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

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

The Tao of B2B Buying Behavior – Why Emotion Trumps Logic

Great B2B Marketing

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

How to Rejuvenate a Troubled B2B Brand

Great B2B Marketing

Category two is where you keep the name but change all the messaging.  My suggestions will work for both types of B2B brand rejuvenation, but category one is more difficult, of course. Interestingly, according to the intensive Millard Brown BrandZ Top 100 Most Valuable Global Brands Study , 20 B2B brands make the list of the 100 most valuable brands. B2B Brand Brand Branding

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B2B Content Marketing That Drives Results

Great B2B Marketing

The Payoff Earned from Effective B2B Content. Effective B2B content attracts visitors to your website, provides value for your social media outreach, converts website visitors to leads, and much more. High-quality B2B content delivers on a specific purpose: Attracts organic search traffic. B2B Content Marketing Content Marketing b2b content Content marketing

The B2B Marketer's Field Guide To Customer Engagement

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

How to Achieve Expert Status in B2B Marketing and Sales

Great B2B Marketing

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

Entrepreneur or Not – You Need to Read This

Great B2B Marketing

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

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How to Validate Your B2B Go-to-Market Plan

Great B2B Marketing

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 PlanMy team and I are often asked to comment on – or do a more formal evaluation of – a […].

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. Most had case studies or industry data to support their claim that lead response time is a key B2B leads metric. If these statistics aren’t sobering enough, consider the following: 51.4% of B2B leads are never called. Technorati Tags: B2B Leads , Lead Response , Sales Development.

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B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

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. B2B Copy Copywriting communications Write to be understood, not to impress.

Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

Given the enormous cost of recruiting, training, managing and retaining sales talent, this should represent a red flag for many companies. I get a chance to work with many B2B sales executives, and from a marketer’s standpoint, I believe four major problems contribute to a high cost/low performing sales organization: Poor alignment between the marketing and sales functions. B2B Sales Marketing and Sales lead-to-revenue Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person. 

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B2B Sales and Marketing Transformation

Great B2B Marketing

B2B Marketing B2B SalesI just viewed a great online video that deserves its own blog post. The speaker is Barry Trailer, Chief Research […].

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How to Beat Larger Competitors at B2B Marketing and Sales

Great B2B Marketing

The same is true in B2B marketing. This is true in both B2C and B2B. Regardless of the market you operate in, I hope these ideas show you how to consistently beat your larger competitors in B2B marketing and sales. Competitors B2B Marketing Marketing and Sales This is equally true in smaller market segments. Certainly there are some disadvantages. Go where they aren’t!

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

How B2B Marketing Supports Sales Enablement

Great B2B Marketing

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

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Improve Your B2B Marketing in 30 Minutes or Less

Great B2B Marketing

B2B MarketingYou are overwhelmed, I am overwhelmed – the whole darned world is overwhelmed. It It seems there is so much required of […].

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Use Digital Content to Shorten the B2B Sales Cycle

Great B2B Marketing

It seems like everyone is talking about B2C and B2B content marketing. What types of digital content shorten the B2B sales cycle?  When it comes to shortening the B2B sales cycle, there is no right or wrong when it comes to content length.  Technorati Tags: B2B content marketing , B2B sales cycle , Digital content. Company and Product Reviews. Case Studies.

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

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

Why Timing is a Critical Factor in B2B Marketing Success

Great B2B Marketing

The post Why Timing is a Critical Factor in B2B Marketing Success appeared first on Great B2B Marketing. B2B Marketing Marketing Timing Market TimingEarlier this year, Bill Gross, founder of Idealab, spoke at TED on the topic of top factors in startup success.  […].

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

Showcase Your Expertise – Increase Your Market Value

Great B2B Marketing

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

Assumptions are the Enemy of Good B2B Marketing

Great B2B Marketing

Even those of us who have been in the B2B marketing field a long time can be surprised in both positive and negative ways. B2B Marketing Marketing Assumptions Social Media Human nature causes us to assume that others share our interests, fears and motivations. We tell ourselves: I am an intelligent and logical person – so why shouldn’t others feel and think like me? And if this is the case, I simply have to create promotions that reflect my personal preferences and the orders will flood in. That marketing media/technique doesn’t work. Nobody reads long emails.

B2B Marketing: The Importance of Blocking and Tackling

Great B2B Marketing

By marketing machine, I mean a systematized process for creating awareness, generating B2B leads, qualifying prospects, and converting them into sales opportunities. There is both an art and science to creating an effective B2B marketing machine. More often than not, the B2B companies we talk to can benefit from a better-performing website. Build the database.

How to Find Elusive B2B Buyers

Great B2B Marketing

Few people appreciate overly aggressive marketers and sales people, and because of this fact, B2B prospects are becoming quite good at hiding from persistent marketers. Noted B2B marketer Christine Crandell wrote an interesting article  on this subject in Forbes Magazine. But the fact is, B2B prospects are bombarded with hundreds of unwanted promotions every day. B2B buyers are not just elusive because you don’t know who they are, but also because even though you know who they are, they make themselves unavailable to you. Okay, it’s time for a little honesty.

Marketing Technology – Your Best Friend or Nightmare?

Great B2B Marketing

appeared first on 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? Lead-to-Revenue Marketing Technology lead-to marketing technology

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How to be a Great B2B Marketing Coach

Great B2B Marketing

In honor of Super Bowl week, I thought I would explore just what it takes to be a great B2B marketing coach. But regardless if you are solely responsible for your B2B marketing efforts, or manage one or more people, you need to accept the responsibility for moving the ball forward. B2B Marketing Hopefully you won’t have to deal with issues like injuries and deflated footballs.

How to Sell More by Selling Less

Great B2B Marketing

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