FEARLESS COMPETITOR | THURSDAY, MARCH 13, 2014
[B2B, Companies] “There is no aspect of marketing that quality buyer personas cannot improve!”
Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Buyer Personas , Content marketing , Customer personas , Demand Generation , Remarkable content , sales challenges. 'That comment came from Adele Revella of the Buyer Persona Institute.
IT'S ALL ABOUT REVENUE | WEDNESDAY, MARCH 12, 2014
[B2B, Companies] 4 Dimensions of Effective B2B Marketing Plans
'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Liz Pate , the marketing communications manager at Bulldog Solutions , a marketing technology company that provides software and agency services to BtoB enterprises. Demand Modeling. Think of the demand model as the intelligence behind marketing plans.
ANNUITAS GROUP | TUESDAY, MARCH 11, 2014
[B2B, Companies] The Rise of the Marketing Technologist Part 2: Who Owns The Marketing Technology Stack?
In their recent white paper called The Marketing Technologist – A New Role For The Modern B2B Marketing Organization marketing technology personalization platform Demandbase makes a good case as to why the marketing technology stack needs to be owned by marketers. Should the marketing technology stack be led across the business?
INBOUND SALES NETWORK | TUESDAY, MARCH 11, 2014
[B2B, Companies] Enough with the Crap
In the most recent marketing profs survey, nine out of ten B2B marketers are planning on producing more content next year than they did last year. The problem for most companies is that means producing even more crap that is not delivery measureable sales results. The Executives'' Guide to Building a Lead Generation Engine.
FEARLESS COMPETITOR | MONDAY, MARCH 10, 2014
[B2B, Companies] My BIG Keynote Speech on Marketing at Foxwoods next month
'I was hired to deliver a keynote speech on Marketing at a big company event next month.at What’s most remarkable is that this company went looking for a great keynote speaker – and found and hired me! Filed under: B2B demand generation , B2B lead generation , Keynote Speaker , Leadership , Management best practices.
KOMARKETING ASSOCIATES | MONDAY, MARCH 10, 2014
[B2B, Companies] Announcing The Inaugural B2B Web Usability Report
What elements of the B2B vendor site were most valuable? Our goal was to validate what B2B marketers were doing right, what they needed to improve, and hopefully help guide the B2B online marketing experience moving forward. The B2B buyer expects to qualify a vendor in a straight-forward process. Want to learn more?
FEARLESS COMPETITOR | SUNDAY, MARCH 9, 2014
[B2B, Companies] It’s officially over – my dispute with a former employer
Jeff Ogden of Find New Customers is an award-winning marketing expert as well as President of the nicest company in B2B marketing today, Find New Customers. Jeff’s also the Creator and Host of the popular syndicated TV on the Web show Marketing Made Simple TV Filed under: Demand Generation , Marketing Made Simple TV.
HUBSPOT | THURSDAY, MARCH 6, 2014
[B2B, Companies] Oracle Adopts an Inbound Approach With New Focus on Social Sales
CMOs and industry leaders have started to talk about “Customer Obsessed Marketing,” “Modern Marketing,” and “Demand Generation.” Our eyes will be on Oracle to see how the social selling initiative takes hold in a more traditional B2B enterprise. Now this was interesting -- this is inbound.
KOMARKETING ASSOCIATES | THURSDAY, MARCH 6, 2014
[B2B, Companies] Who Is Your B2B Customer & How Do They Find You?
'C-level executives need to stay informed about their target audiences, and the best B2B marketers find ways to make sure that understanding scales across the organization. The following is a list of ideas B2B organizations can use to identify and reach their target audiences: Create A Description of Your Ideal Buyer. Image Credit.
FEARLESS COMPETITOR | WEDNESDAY, MARCH 5, 2014
[B2B, Companies] Check out all the great content at Find New Customers
Find New Customers is not only the nicest company in the b2b marketing space , but it is also filled with great content to help you improve your business results. Filed under: B2B demand generation , B2B lead generation , Demand Generation , Find New Customers , Management best practices.
CUSTOMER EXPERIENCE MATRIX | TUESDAY, MARCH 4, 2014
[B2B, Companies] Vendemore Moves B2B Display Ad Targeting Towards the Bottom of the Funnel
Like the other firms, Vendemore uses IP address to identify the company of Web site visitors, spots visitors of interest to its clients, and sends targeted ads to those visitors. This allows marketers to send different contents to companies as the marketing automation system tracks them through different stages of the buying process.
ANNUITAS GROUP | TUESDAY, MARCH 4, 2014
[B2B, Companies] The Rise of the Marketing Technologist – Part 1
It shouldn’t be surprising when a by-the-numbers deployment hits some bumps when applied to your company, because every company’s needs and buyers are unique. Author: Jason Stewart @jstewart_1 Vice President, Demand Generation, ANNUITAS. By 2017 the CMO will spend more on technology than the CIO. ”.
FEARLESS COMPETITOR | MONDAY, MARCH 3, 2014
[B2B, Companies] 2+2 = 5: Madison Logic + Marketing Made Simple TV
That’s an unbeatable combination for B2B companies today. Sprinkle on the power of the largest B2B lead generation company in the USA. The best of a PR firm combined with a roll-up-the-sleeves lead generation company. Filed under: Demand Generation. Demand Generation
KOMARKETING ASSOCIATES | MONDAY, MARCH 3, 2014
[B2B, Companies] The LinkedIn Publishing Platform Puts Power in the Hands of the B2B Buyer
These type of metrics, combined with the fact that LinkedIn already is one of the top platforms for publishing B2B content, lead to a potentially tremendous content development opportunity for B2B marketers and the organizations they represent. The B2B buyer controls the marketing message. Final Thoughts.
HUBSPOT | MONDAY, MARCH 3, 2014
[B2B, Companies] Why Marketing Automation Fails: 3 Common Reasons
Note: One of the most common reasons marketing automation fails is a company isn''t actually solving for their entire funnel -- in other words, they''re not using top-of-the-funnel channels to drive traffic to their website they can convert into leads. 'Human-to-human connections are the heart and soul of marketing. But it’s not.
MARKETING ACTION | MONDAY, MARCH 3, 2014
[B2B, Companies] Digital Marketing Glossary, Part 3
ANNUITAS GROUP | THURSDAY, FEBRUARY 27, 2014
[B2B, Companies] Three Things a Demand Strategy is NOT
And based on what I see today, most companies are not building a true Demand Strategy. So let’s be clear on what a Demand Strategy is not…. Demand Strategy does not start with a marketing technology solution. Demand Strategy is not a list of tactics or a “drip campaign”. Demand Strategy is not internally focused.
MARKETING ACTION | TUESDAY, FEBRUARY 25, 2014
[B2B, Companies] An Act-On Conversation: Jay Hidalgo and Atri Chatterjee Talk Demand Generation, Part 1
'Recently I had the opportunity to moderate an Act-On Conversation on demand generation. The Conversationalists, Jay Hidalgo and Atri Chatterjee, defined demand generation and talked about how personas, sales and marketing alignment, and content marketing are a trifecta for successful demand generation.
KOMARKETING ASSOCIATES | MONDAY, FEBRUARY 24, 2014
[B2B, Companies] Survey Says: Slow Web Page Load Time Hurting B2B Vendors
This is exactly what we found when we conducted research for our 2014 B2B Web Usability Report (Stay tuned! Of the total B2B buyers surveyed, 66% said a slow site would cause them to leave the site immediately. B2B buyers do no have time for hourglasses.”. I wouldn’t wait for a company site I’m not familiar with.”.
MARKETING ACTION | MONDAY, FEBRUARY 24, 2014
[B2B, Companies] Digital Marketing Glossary, Part 2
'In the first installment of this series, I commented that I’d gotten “lead gen” and “demand gen” mixed up. Seems I am not alone, so before we leap off into the next group of definitions, a few more words are in order about “demand generation vs. lead generation.”. Lead generation is one tactic, used to obtain contacts.”.
FEARLESS COMPETITOR | FRIDAY, FEBRUARY 21, 2014
[B2B, Companies] SCORE with your customers. Introducing the SCORE Demand Generation program from Find New Customers
SCORE is the idea behind this service from Find New Customers – to help companies create best-practices demand generation programs. SCORE is a three phase, step by step program any company can follow. Just click the link below to download the SCORE demand generation program.
THE POINT | TUESDAY, FEBRUARY 18, 2014
[B2B, Companies] How the Answer to One Question Can Tell You How to Market Your Technology
How a company answers this question tells me a great deal about two things: 1. Whether a company should predominantly use inbound or outbound marketing; 2. The type of content most likely to work best for demand generation. Technology companies in nascent product categories have an entirely different challenge.
FEARLESS COMPETITOR | TUESDAY, FEBRUARY 18, 2014
[B2B, Companies] How to Find New Customers – the Definitive Guide to B2B Demand Generation
It’s the kind of meaty, thorough guide to B2B demand generation you really need. Jeff Ogden, the award-winning marketing expert, is founder and President of Find New Customers , the nicest company in B2B marketing today. If you’re looking for B2B lead generation companies , check out Find New Customers.
FEARLESS COMPETITOR | MONDAY, FEBRUARY 17, 2014
[B2B, Companies] This is the blog of the nicest company in B2B marketing today, Find New Customers
'We look forward to sharing insights regarding B2B marketing and sales with you. Filed under: Demand Generation. Demand Generation
DIGITAL B2B MARKETING | MONDAY, FEBRUARY 17, 2014
[B2B, Companies] The Lie of B2B Brand Advertising
This will provide air cover and soften the market for our demand generation campaign.” This approach is common in B2B marketing, particularly for mid-sized marketers. You were never really focused on demand generation, your real focus was lead generation. It fails, consistently, for two reasons.
MARKETING ACTION | MONDAY, FEBRUARY 17, 2014
[B2B, Companies] Digital Marketing Glossary, Part 1
read not long ago that a lot of folks confuse or conflate “lead generation” with “demand generation.” B2B marketing : Business-to-business marketing. The phrase is also used to refer to all aspects of interaction that a company has with its customers, whether sales or service-related. 'Guilty as charged.
CUSTOMER EXPERIENCE MATRIX | THURSDAY, FEBRUARY 13, 2014
[B2B, Companies] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
ANNUITAS GROUP | THURSDAY, FEBRUARY 13, 2014
[B2B, Companies] Demand Generation: Why Marketing Gets it Wrong and Sales Doesn’t Get It At All
'A new report called The Reinvention of B2B Marketing , from eConsultancy shows there is still quite a disparity between B2B marketing and sales organizations. There is no cold calling in a holistic, buyer-centric Demand Generation Strategy. Blog B2B Marketing buyer''s journey.
SALES PROSPECTING PERSPECTIVES | THURSDAY, FEBRUARY 13, 2014
[B2B, Companies] How to Use Three Types of Data to Drive B2B Sales
According to NetProspex, more than 60% of B2B companies rely on “unreliable” data to fuel demand generation. We want to show your company how you can prevent wasting money and use data to your advantage. Analytic data can predict when and what companies are more likely to buy your service or product.
THE POINT | TUESDAY, FEBRUARY 11, 2014
[B2B, Companies] Accelerating the Pace of Inbound Leads: An Interview with Paul Albright of Captora
'Paul Albright boasts a 30-year track record of success in Silicon Valley, including executive roles at companies such as Marketo, SuccessFactors, NetApp, and Informatica. sat down with Paul recently to talk about his new company and where Captora fits into the ever-expanding landscape of marketing technology. HS] Thanks Paul!
LEADERSHIP | MONDAY, FEBRUARY 10, 2014
[B2B, Companies] B2B Leads—5 Tips to (Super) Bowl Them Over with Social Media
While phenomena like Twitter, YouTube and Facebook have quite literally, taken our personal world by storm, there is still not enough quantifiable evidence to prove their bottom line impact on the B2B world. What can we as B2B marketers do to ‘Super Bowl’ our top quality leads and convert them into happy, loyal customers? Right? Wrong!
CRIMSON MARKETING | THURSDAY, FEBRUARY 6, 2014
[B2B, Companies] Why The Perfect Marketing Department Needs To Evolve [Infographic]
Lead Generation. Inbound Marketing: Accounted for 34% of all leads generated in 2013. Savvy Demand Generation is Driving Change. “Marketing agencies that aren’t restructuring to meet the demands of 2020 today will be left by the wayside.” 83% of respondent companies are using social technology.
CUSTOMER EXPERIENCE MATRIX | TUESDAY, FEBRUARY 4, 2014
[B2B, Companies] New Raab VEST Report: B2B Marketing Automation Will Reach $1.2 Billion in 2014
'I’ve just published the latest edition of our B2B Marketing Automation Vendor Selection Tool (VEST), with updated entries on all your favorites and several new entries to boot. My data are a little less comprehensive than previously because several of the big vendors are now part of public companies and don’t share detailed information.
CRIMSON MARKETING | TUESDAY, FEBRUARY 4, 2014
[B2B, Companies] Jon Miller, Marketo Co-Founder and VP Marketing : How To Make Data Analytics a Natural Marketing Outcome [Podcast]
'An extremely small minority of companies understand how to tweak their demand generation funnel to account for real time activities inside their organization. As B2B companies embrace the omni-channel buyer, marketing analytics tools will move toward auto-engaging people with the right content at the right time.
ANNUITAS GROUP | TUESDAY, FEBRUARY 4, 2014
[B2B, Companies] Why Organizations Should Stop Focusing on Lead Nurturing Campaigns
'The stats, guides and tips to effective lead nurturing abound in the B2B marketplace and yet with all of this information, still only a fraction of B2B companies are using or effective in the use of lead nurturing according to MarketingSherpa. Figure 2: Nurturing as part of a Strategic Demand Generation Program.
KOMARKETING ASSOCIATES | MONDAY, FEBRUARY 3, 2014
[B2B, Companies] Getting the Most Out of Google Shopping as a B2B E-Commerce Vendor
'Google Shopping is one of the more underutilized PPC strategies for B2B companies, especially those that have an e-commerce component to their online marketing strategy. The Shopping Campaigns mainly surround a company’s online store as a whole, instead of a concentration on specific products, like the PLAs. Shopping Campaigns.
CUSTOMER EXPERIENCE MATRIX | FRIDAY, JANUARY 31, 2014
[B2B, Companies] More New Systems Challenge the Marketing Automation Status Quo
Other advantages include Google Adword integration; tagging leads by search term and Facebook ad; integration with Webex and GoToWebinar for event management; and a partnership with ZoomInfo to add contact names from companies that visit the client’s Web site. Although this approach is popular, there are others. Here are a few options. to $9.99
IT'S ALL ABOUT REVENUE | THURSDAY, JANUARY 30, 2014
[B2B, Companies] How Marketers Are Managing The Buyer Journey [Infographic]
There’s no denying it—today’s B2B marketers have their work cut out for them. Branding does indeed matter in the B2B buying process. Sure, the B2B buyer may be in the driver’s seat when it comes to the buying process. Follow Jen on Twitter @leadjen. But what can marketers do to actually overcome this challenge?
LEADERSHIP | TUESDAY, JANUARY 28, 2014
[B2B, Companies] Thought Leadership: Let’s Talk Less and Practice More!
'We have been discussing thought leadership on my blog recently and I have received a number of emails and questions from B2B marketers about this subject. How can my small company budget allow me to build thought leadership?”. Debunking the Top 10 Myths About B2B Thought Leadership. No, you don’t. No, you don’t. No, you don’t.
MARKETING ACTION | TUESDAY, JANUARY 28, 2014
[B2B, Companies] Important Considerations Before You Invest in Marketing Automation
We saw multiple IPOs, acquisitions galore, demand for new positions with titles like “VP of Demand Generation” and “Marketing Technologist.” But as past success seeds future adoption, more and more companies run the risk of rushing the implementation without sufficiently preparing to use marketing automation appropriately.
LEADERSHIP | FRIDAY, JANUARY 24, 2014
[B2B, Companies] The Shocking Truth About Gaps In Digital Marketing Skills
'Now that you have a solid B2B lead generation strategy, you need to implement and execute with excellence. According to an infographic by the Online Marketing Institute , new survey results show that international agencies – plus Fortune 500 companies – lack crucial skills for building effective digital marketing campaigns.
KOMARKETING ASSOCIATES | TUESDAY, JANUARY 21, 2014
[B2B, Companies] Beyond Facebook: Five Social Media Ad Platforms for B2B Marketers
As companies look more towards social media to engage new and existing customers, it is important to understand what options are available for social advertising. In this post, we will discuss five alternative social media advertising platforms for B2B marketers (other than Facebook) to look out for in 2014: Twitter. LinkedIn.
SALES PROSPECTING PERSPECTIVES | THURSDAY, JANUARY 16, 2014
[B2B, Companies] How to Develop a Comprehensive B2B Marketing Strategy
'Editor''s Note: This blog post is an excerpt from the eBook Marketers Making a Difference: Volume 3 about creating a comprehensive B2B marketing strategy. It was written by AG Salesworks'' Senior Vice President of Marketing and Sales Richard April. It''s time to dive into developing a comprehensive marketing strategy. Enjoy this excerpt?
HUBSPOT | TUESDAY, JANUARY 14, 2014
[B2B, Companies] Is My Company Ready for Marketing Automation?
And that was on top of a two-year journey to build demand generation. How do you educate them beyond the problem you solve, into how you might be a fit for their company? number of surveys of B2B buyers confirm that about 6 0% of the B2B buying process is now entirely online and without the need for a sales rep.
HUBSPOT | TUESDAY, JANUARY 7, 2014
[B2B, Companies] 20 LinkedIn Groups Every Marketer Should Join
5) B2B Technology Marketing Community. The B2B Technology Marketing Community is a highly engaged group of tech-focused marketers who love Q&A and actively participate in group discussions. 6) B2B Marketing. If you’re a marketer who focuses primarily on B2B, this is an excellent group to join. Who knows? Sales.
THE POINT | MONDAY, JANUARY 6, 2014
[B2B, Companies] Top 10 Demand Generation Resolutions for 2014
'It’s a new year, so what better time to get your demand generation strategy “in shape” for improved performance? This year, take your reporting up a notch and make a commitment to show the true impact that your programs have on the company’s bottom line. Improve campaign measurement. Test more. Make your blog count.
MODERN B2B MARKETING | THURSDAY, JANUARY 2, 2014
[B2B, Companies] How Should I Structure My Marketing Automation Team?
As head of our Customer Success/Account Management team here at Marketo, one question I hear frequently from new CMOs, VPs of Marketing and Directors of Marketing/Lead Generation is: “How can I build my marketing automation team?”. One demand generation manager (lifecycle strategy/content/campaigns). Basically, Ms.
MODERN B2B MARKETING | THURSDAY, JANUARY 2, 2014
[B2B, Companies] How Should I Structure My Marketing Automation Team?
As head of our Customer Success/Account Management team here at Marketo, one question I hear frequently from new CMOs, VPs of Marketing and Directors of Marketing/Lead Generation is: “How can I build my marketing automation team?”. One Demand Generation Manager (Lifecycle Strategy/Content/Campaigns). 1 full-time employee).
MARKETING ACTION | MONDAY, DECEMBER 30, 2013
[B2B, Companies] 4 Tips for Maximizing Advocacy
Additionally, the right plan helps ensure that your users find success with your company and can ultimately shape your offerings in lasting, meaningful ways. Alan Horowitz of the B2B Marketing Mentor writes about the ALUV program , and has these pointers to offer: 1. You need to be willing to enable, engage, and communicate.
B2B LEAD GENERATION BLOG | MONDAY, DECEMBER 30, 2013
[B2B, Companies] 2013 Year in Review: Top 6 focus areas for B2B marketers this year
'Tweet As the holiday season quickly approaches an end, and marketers prepare to make 2014 their best year yet, we pulled together the top blog posts on the B2B Lead Roundtable Blog to share the most popular topics, chosen by marketers just like you. In 2012, the top focus for B2B marketers was understanding and leveraging social media.
LEADERSHIP | FRIDAY, DECEMBER 20, 2013
[B2B, Companies] Interesting Infographics: How B2B Marketers are Using Social Media
'Although this is not a recent Infographic, I still found the takeaways for B2B marketers relevant for today and a good reminder. This infographic was released by Eloqua , which highlights survey results among 548 B2B marketers on their social media usage for branding, customer engagement and heightening sales. Facebook. Twitter.
DIGITAL B2B MARKETING | THURSDAY, DECEMBER 19, 2013
[B2B, Companies] The Real Reasons Programmatic Ad Buys Fail in B2B Marketing
But it isn’t ready yet for today’s B2B marketer. Time and time again, B2B marketers fall prey to a wonderful sounding sales pitch for their demand generation plan that goes something like this: “We use 100′s of data points and sophisticated technology that optimizes every single impression in your campaign.
WEBBIQUITY | TUESDAY, DECEMBER 17, 2013
[B2B, Companies] 14 of the Best Content Marketing Tips, Tactics and Techniques of 2013
” Probably more useful in consumer than B2B marketing, but worth considering regardless. You bring your car in for regular maintenance checkups (hopefully), so why not do the same for your company blog? So it is with Content Marketing Week. Where do you find ideas and inspiration for content marketing topics? How I.T. Amanda F.
HUBSPOT | MONDAY, DECEMBER 16, 2013
[B2B, Companies] 6 Content Challenges Facing Enterprise Marketers (Plus Some Helpful Solutions)
The power of content marketing might be why, according to Marketing Charts , 72% of B2C marketers and 73% of B2B marketers plan to produce more content next year. Extra Resources and Examples: 16 Companies from "Boring" Industries Creating Remarkable Content. Email, Social, Demand Generation, etc.) This is called context.
THE POINT | MONDAY, DECEMBER 16, 2013
[B2B, Companies] Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.
The point being made by the article’s author, Jill Stanek, was that Marketo’s acquisition enables that company to extend dynamic, personalized marketing conversations from their current domain (email campaigns) all the way to the Website. To be clear, I’m not saying that a B2B Website shouldn’t be optimized for demand generation.
LEADERSHIP | FRIDAY, DECEMBER 13, 2013
[B2B, Companies] Interesting Infographics: The Go-To Guide For The Best B2B Marketing Blogs
'As a B2B leader and marketer, I am certain you are aware of the importance (and impact) of continuous learning. DNN has broken down key marketing blogs in their infographic, “Top 10 Blogs Every B2B Marketer Should Read.” Seth brings new ideas to B2B marketers in their branding and business strategies.
MARKETING ACTION | THURSDAY, DECEMBER 12, 2013
[B2B, Companies] 7 Tips for Using Buyer Personas in Lead Nurturing
'Sam Boush is the president of Lead Lizard , a B2B marketing agency that helps enterprise clients get the most out of their demand generation tools. The focus is on the buyer, not on your company’s sales funnel. Some companies think sales and marketing can’t be on the field at the same time, rather like hockey.
LEADERSHIP | TUESDAY, DECEMBER 10, 2013
[B2B, Companies] 4 Key Steps to Socialize Data in the REAL B2B World
'My piece last week generated some valuable feedback about Big Data and how it is, for many B2B marketers, a scary beast. It’s the quality over quantity principle again—building meaningless numbers is of no use unless you can create a real impact on the people and companies that share, follow and like you in the social networks.
B2B MARKETING MENTOR | THURSDAY, DECEMBER 5, 2013
[B2B, Companies] How Act-On Used Brand Advocates to Generate Over 200 Referral Leads and $60,000 in Sales in Six Months
This article highlights specific tactics B2B marketers can put to use, based on the success of Act-On’s program. Satisfied customers who sing your company’s praises to their peers are undoubtedly a valuable asset to your organization. Savvy companies can take this a step further. ” Sincerely, Act-On. Featured
B2B MARKETING MENTOR | THURSDAY, DECEMBER 5, 2013
[B2B, Companies] How Act-On Used Brand Advocates to Generate Over 200 Referral Leads and $60,000 in Sales in Six Months
This article highlights specific tactics B2B marketers can put to use, based on the success of Act-On’s program. Satisfied customers who sing your company’s praises to their peers are undoubtedly a valuable asset to your organization. Savvy companies can take this a step further. ” Sincerely, Act-On.
MARKETING ACTION | THURSDAY, DECEMBER 5, 2013
[B2B, Companies] Nurturing Relationships In A Long Sales Cycle
Demand created, pizza handed over, cash taken, deal done, almost in the snap of a finger. With expertise in event marketing, demand generation, and digital marketing, its client roster is a who’s-who of global B2B companies, including Intuit, Sonepar, and Dell. You come to a small town. You sign up. license.
SOCIAL MEDIA B2B | WEDNESDAY, DECEMBER 4, 2013
[B2B, Companies] B2B Experts: Content Marketing Will Not Replace Social Media
'After asking the B2B experts the difference between social media and content marketing , I asked them if they thought content marketing would ever replace social media. As more B2B marketers talk about content marketing instead of social media, it causes their social activities to be less siloed, less special. Blog: annhandley.com.
THE POINT | TUESDAY, DECEMBER 3, 2013
[B2B, Companies] Email Critique: Oracle/Eloqua Webcast Invite Needs Help
'The impact that Oracle’s acquisition of Eloqua will have on that company’s ability to compete effectively in the marketing automation space is fodder for debate. What is more clear, based on the Webcast invitation I received this week (below), is that it hasn’t done much for Eloqua’s own email marketing. Let me count the ways: 1. Here: nada.
MARKETING INTERACTIONS | TUESDAY, DECEMBER 3, 2013
[B2B, Companies] Take a Collective Approach to B2B Personas
'My friend and colleague, Carlos Hidalgo's blog post, Why Buyer Personas are a Potential Obstacle to Demand Generation Success , got me going this morning. So, for a C-level persona, consider that the more aware of your company and your expertise, the better for when the conversation is brought to them. See more at: [link].
WWW.BRAINSHARK.COM | TUESDAY, DECEMBER 3, 2013
[B2B, Companies] 4 Types of Videos Every Content Marketing Strategy Should Have
'Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. While the data shows that more B2B content marketers than ever are now using online video, the numbers don’t say a lot about how they’re using it. The Company Intro Video. Demand Generation. Search.
LEADERSHIP | TUESDAY, DECEMBER 3, 2013
[B2B, Companies] 5 Ways BIG Data Can Be A BIG Deal for B2B
Data provides opportunities to be smart, flexible, and proactive BUT, many companies do not need big data as it is described in the above definition. The problem is, we cannot even manage the B2B data we have today! Click here to download a free eBooklet: 13 B2B Lead Generation Mistakes You’ve Made. Source: Wikipedia ).
DIGITAL B2B MARKETING | TUESDAY, DECEMBER 3, 2013
[B2B, Companies] 9 Crippling Mistakes B2B Search Marketers Make
'“Paid search is slowly failing B2B marketers.” For years paid search has been one of the most cost-effective media channels for B2B lead generation. But over the last year, I have seen or heard case after case of B2B marketers struggling to make paid search, and Google AdWords in particular, cost-effective.
DIGITAL B2B MARKETING | MONDAY, DECEMBER 2, 2013
[B2B, Companies] 5 Steps To Improve B2B Lead Generation Program Results
'You are easily spending thousands on lead generation media programs each month. From content to process to branding, here are five steps you can take to improve the results from your publisher lead generation programs. The content you should use depends on how the lead generation program is structured. Sponsored Content.
SOCIAL MEDIA B2B | MONDAY, DECEMBER 2, 2013
[B2B, Companies] B2B Experts: The Difference Between Social Media and Content Marketing
'Many B2B marketing conversations have been focused on content marketing lately, rather than social media and I wanted to understand if this was a real trend and what it might mean. Social media is used by customers and prospects to communicate among themselves, and occasionally with companies. Blog: B2B Marketing Insider.
IT'S ALL ABOUT REVENUE | SUNDAY, DECEMBER 1, 2013
[B2B, Companies] How to Generate More Opt-ins With Your Email Marketing Campaign
'by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Candyce Edelen , CEO of PropelGrowth , a B2B financial services marketing firm in Princeton, NJ. Not only does this overwhelm recipients, but it also makes them more discerning about which companies they allow to send them communications. Clean Up.
LEADERSHIP | TUESDAY, NOVEMBER 26, 2013
[B2B, Companies] 5 Signs to Qualify Your Demand Generation Play
Despite all the research, trends analyses and best practice sharing, a majority of B2B marketers struggle to determine what the most effective demand generation plays are. FOUNDATION IS SHAKY : For demand generation strategy to work seamlessly, you need a strong foundation. Is your content killing your B2B sales ?
B2B MARKETING INSIDER | MONDAY, NOVEMBER 25, 2013
[B2B, Companies] Who Is Responsible For Demand Generation? Marketing or Sales
Effective Marketing drives demand. So to keep my finger on the pulse of demand generation, I love to get the insights from my former colleague and demand generation partner Rob Krekstein. Rob is the Senior Director of Global Lead Generation at enterprise technology company Ventyx. Demand Generation
B2B MARKETING UNPLUGGED | TUESDAY, NOVEMBER 19, 2013
[B2B, Companies] Just Because It’s Content, Doesn’t Mean It’s Good
“Do you know a good B2B writer?”, It would appear that the demand for content has finally outstripped the supply of designers and writers required to produce it. Which brings me to the third reason I think most B2B content is never used by sales : it sucks. Helpful Hints for The Clydesdales of B2B Content.
DIGITAL B2B MARKETING | TUESDAY, NOVEMBER 19, 2013
[B2B, Companies] 4 Metrics You Need To Track In B2B Lead Generation Programs
'Enterprise B2B marketers face a conundrum. Businesses needs to drive growth and lead generation is a key way the business expects marketing to contribute. It can take months, even years, before marketing is able to prove the value of lead generation efforts with revenue. Measuring B2B Publisher Lead Generation Programs.
DIGITAL B2B MARKETING | TUESDAY, NOVEMBER 12, 2013
[B2B, Companies] B2B Lead Generation: Publisher Programs
Over a series of three articles on B2B lead generation, we will look at types of programs or providers, how to measure the success of programs and things you can do to improve the results from your programs. Part 1: Lead Generation Alternatives to a Content Syndication Network. 'Need leads? It will cost you. Level of seniority?
WWW.BRAINSHARK.COM | FRIDAY, NOVEMBER 8, 2013
[B2B, Companies] 3 REALLY Simple Ways to Use Video for Social Selling
'Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. Yet I get the sense that many salespeople are either A) intimidated by the concept of social selling, or B) under the impression that it’s the key to breaking their company sales records. Demand Generation.
DIGITAL B2B MARKETING | THURSDAY, NOVEMBER 7, 2013
[B2B, Companies] 12 Surprising B2B Marketing Spammers on Twitter
Or at least that’s the approach of these B2B marketers. The Dirty Dozen: Twitter’s B2B Marketing Spammers. Here are a dozen of the B2B marketing accounts I identified using Twitter favorites as a spam tactic to increase followers. Big data analytics company. 'Collecting followers is so last decade. Reachforce.
B2B LEAD GENERATION BLOG | MONDAY, NOVEMBER 4, 2013
[B2B, Companies] Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects
'Tweet At MarketingSherpa Lead Gen Summit 2013 , I had the privilege of sitting in on a session with Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP , as they discussed how they use a business model called “social business” to help their teams across the globe engage local audiences. Tip #1.
KOMARKETING ASSOCIATES | THURSDAY, OCTOBER 31, 2013
[B2B, Companies] 10 Content Marketing Resources for the B2B Marketer
Because statistics show 93% of B2B marketers create content from scratch, we’ve compiled a list of 10 online destinations to help B2B marketers find (and discuss) the latest in B2B content marketing. The Content Marketing Institute blog offers B2B content marketers a comprehensive cast of talented authors.
WWW.BRAINSHARK.COM | THURSDAY, OCTOBER 31, 2013
[B2B, Companies] How to Make Content Marketing Magic with PowerPoint and Video
'Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. According to the 2013 B2B Content Marketing Research Report , the number one challenge for content marketers is producing enough content, while video is among the most widely used tactics. Demand Generation. Company.
THE POINT | WEDNESDAY, OCTOBER 30, 2013
[B2B, Companies] 5 Reasons to Gate Lead Nurturing Content
Progressive profiling is an ideal method for capturing both additional demographic data (company size, industry) to drive campaign segmentation, and behavioral data that can help identify hot leads. 'A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign.
DIGITAL B2B MARKETING | TUESDAY, OCTOBER 29, 2013
[B2B, Companies] The Trick to Seeing Through Marketing Statistics
One of the challenges with relying on research, particularly research companies use in their own marketing, is that the statistics used have been tortured. was in a recent meeting where a sales person claimed 46% of B2B buyers have purchased a product because of a video they watched. Lead generation. Turn Stats Upside Down.
THE POINT | TUESDAY, OCTOBER 22, 2013
[B2B, Companies] 3 Tips for Getting Prospects to Say “Yes” to a Meeting
'In the long run, it pays to extend the reach of your demand generation campaign to include not only those prospects ready to buy, but also anyone else that might be facing the specific issue or problem that your product or service can solve. Occasionally, however, other factors demand a more targeted, aggressive approach.
LEADERSHIP | TUESDAY, OCTOBER 22, 2013
[B2B, Companies] What Does Data Analytics Have to do with F1 Racing? —How 0.1 Seconds Can Be the Difference Between Success and Failure!
Lesson for B2B Marketers: Use Analytics to Improve Process. There is a message for B2B marketers in what Lotus F1 is doing—and this is an organization that exists to win at world-class racing—so they should know! Best-in-class companies consider big data and predictive analytics central to their marketing strategy. How 0.1
CUSTOMER EXPERIENCE MATRIX | TUESDAY, OCTOBER 15, 2013
[B2B, Companies] Marketing Automation's Unhappy Users: Trouble in Paradise?
First we’ll start with the paradise itself: B2B marketing automation has indeed been growing quickly, at about 50% per year over the past few years according to my estimates. do expect that to slow somewhat in 2014 as the core market of tech companies approaches saturation and adoption in other industries remains spotty.
B2B MARKETING INSIDER | TUESDAY, OCTOBER 15, 2013
[B2B, Companies] How Marketing Can Impact Revenue Through Big Data And Social Selling
Because of this, many companies are discovering their sales forces are less effective than in the past. These factors make it harder than ever for sales reps to win business for the company, and the trend is unlikely to reverse itself. 'A Guest Post by CEO and Author Glenn Gow. As a result, they don’t rely on sales reps as heavily.
IT'S ALL ABOUT REVENUE | MONDAY, OCTOBER 14, 2013
[B2B, Companies] 4 Captured Moments From the MarketingProfs B2B Marketing Forum
'by Sarah Mena-Sturla | Tweet this Last week I had the opportunity to attend the MarketingProfs B2B Marketing Forum. Social Media is what’s powering conversations today,” said Leslie Lau from Cisco Systems, during her Social CRM for the B2B Enterprise session. Hundreds of opportunities to share. Eloqua user, spotted!
WWW.BRAINSHARK.COM | MONDAY, OCTOBER 14, 2013
[B2B, Companies] Video Still Rising with B2B Content Marketers [Report]
'Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. Home Ideas Blog Video Still Rising with B2B Content Marketers [Report]. Video Still Rising with B2B Content Marketers [Report]. Demand Generation. Company Store. Company. Demand generation.
IT'S ALL ABOUT REVENUE | SUNDAY, OCTOBER 13, 2013
[B2B, Companies] What An Advocate-Centric Marketing Organization Looks Like
At most B2B companies, the marketing teams just keep growing and growing. Keep in mind shifting buyer behavior is creating the demand for these new roles. And yet, they have the potential to make a far greater impact on a company’s bottom line. It’s easy to forget that, not too long ago, none of these jobs even existed.
THE POINT | THURSDAY, OCTOBER 10, 2013
[B2B, Companies] Marketing to the Person, Not the Business: The Critical Importance of Personal Value
Based on a survey of 3,000 B2B buyers, the researchers conclude that those who perceive personal value in doing business with a supplier are more than 3x more likely to make a purchase from that supplier, and about 8x more likely to pay a premium for the product or service. What does this mean for the demand generation marketer?
IT'S ALL ABOUT REVENUE | TUESDAY, OCTOBER 8, 2013
[B2B, Companies] To YouTube and Beyond! 5 Places Where Including a Video Will Boost Results
As Meagen Eisenberg, VP of Demand Generation at DocuSign revealed in a recent talk, in three rounds of partner-sponsored LinkedIn InMails they released, leads always gravitated to the video play button (unsurprisingly it was the most clicked on item within the email). Use video assets in email campaigns. Spice up a blog post.
LEADERSHIP | TUESDAY, OCTOBER 8, 2013
[B2B, Companies] “Change Before You Have To”…Think Conversion NOW
It’s still like that for a majority of companies even in the B2B space where demand generation is a completely different beast than it is in B2C. Effective and long-term B2B lead generation success, however, can only come from consistently adding value to your target audience. It just won’t work anymore.
BRN.SK | FRIDAY, OCTOBER 4, 2013
[B2B, Companies] Google Hummingbird, Online Video, and Why Content Marketers Should Have No Fear - See more at: [link]
'Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. Demand Generation. Company Store. Company. Brainshark enables companies to improve productivity with cloud-based business presentation software solutions for sales, marketing and training. Ideas Blog.
THE POINT | MONDAY, SEPTEMBER 30, 2013
[B2B, Companies] Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
'A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Can a regularly scheduled calendar of batch campaigns serve to maintain brand awareness and keep your company top of mind? Do I need it in order to do lead nurturing?”. Certainly.
BIZNOLOGY | THURSDAY, SEPTEMBER 26, 2013
[B2B, Companies] Lead Qualification: The Secret Sauce of B2B Lead Generation Marketing
The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. Because they’ll hate you in the morning… But seriously, if the role of B2B marketing is to provide leverage to sales, then burdening a sales rep with a prospect who is not a realistic potential buyer is no help. Parent company.
LEADERSHIP | THURSDAY, SEPTEMBER 26, 2013
[B2B, Companies] Part 2: Essential Questions to Ask Your B2B Lead Generation Partner
In these days of tight budgets and tough competition, even large corporations with more resources than their smaller counterparts will make the mistake of choosing a B2B lead generation vendor based on price. To complete the list, here are 3 more key questions to ask your B2B lead generation service provider.
LEADERSHIP | TUESDAY, SEPTEMBER 24, 2013
[B2B, Companies] 4 Questions You Need to Ask Your B2B Lead Generation Partner
Take the same logic and apply it to a B2B lead generation company. the basic tools and techniques required to run your lead generation campaign. And what will help you decide whether or not the company you choose has the ability to deliver extraordinary results and lead generation ROI? Asks Bobby Flay.
LEADERSHIP | THURSDAY, SEPTEMBER 19, 2013
[B2B, Companies] “…Squeeze Water Even from A Dry Towel”: Continuous Improvement
'Part 2 – The Definitive B2B Lead Generation Checklist. How do we do that in our lead generation and B2B marketing efforts? Automation is meant to simplify lead generation but it is common to see organizations get carried away with meaningless metrics and reporting systems. AVOID THE ‘POINT OF CHURN’.
MARKETING ACTION | TUESDAY, SEPTEMBER 17, 2013
[B2B, Companies] What to Do With Mid-Funnel Prospects?
'Okay, your demand generation campaign delivered a lead, and the demographic data checks out: Good industry? For most B2B companies, this means educational content. Validate your company’s brand. You may have a powerhouse product, but if your company or people look flaky, leads will be scared off. Check.
LEADERSHIP | TUESDAY, SEPTEMBER 17, 2013
[B2B, Companies] A Winning Business Philosophy: “Everything We Do Is Impossible”
'The Definitive B2B Lead Generation Checklist: Part 1. Make sure you have the essential ingredients for a successful lead generation recipe. Here is a quick rundown of what I have seen to work as the definitive B2B lead generation checklist. And I don’t mean your company’s website.