• ANNUITAS  |  THURSDAY, JULY 28, 2016
    [B2B, Companies] Why Demand Generation Requires More Than Marketing
    I had a conversation with a prospect today about their demand generation challenges. My prospective customer, who is an executive on the marketing side of the organization, wanted to know how he could get sales to appropriately respond to the leads that would be generated from a perpetual demand generation program.
  • INFER  |  THURSDAY, JULY 28, 2016
    [B2B, Companies] Predictive Analytics: Why They Make Your Content More Impactful
    The stats are sobering: a recent study found that 50% of content gets eight shares or less; another uncovered that 60-70% of B2B content goes unused; and Forrester discovered that 90% of content is ignored by B2B sales teams. It lets you look at the quality of your lead sources in real-time as new leads are generated.
  • THE POINT  |  WEDNESDAY, JULY 27, 2016
    [B2B, Companies] How Do We Find People Who Are Ready to Buy Our Product?
    A prospective client asks: “What are the best demand generation strategies for finding people who are ready to buy our product?”. My response: Finding highly-qualified, late-stage prospects has less to do with demand generation channels or tactics, and much more to do with content. No it doesn’t.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [B2B, Companies] 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.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [B2B, Companies] 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.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [B2B, Companies] 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.
  • SALES ENGINE  |  THURSDAY, JULY 21, 2016
    [B2B, Companies] What are the building blocks of a lead generation strategy?
    Where most B2B companies are investing in content marketing , less than a quarter are satisfied with their return. Many factors contribute to this dissatisfaction, but the primary reason that I’ve run across in discussions with companies is that they’ve approached the situation backwards. How do you get people to engage?
  • ANNUITAS  |  TUESDAY, JULY 19, 2016
    [B2B, Companies] The (Almost) Lost Art of Listening in Demand Generation
    But some of the best, most successful marketers I’ve known listened a lot more than they talked. I’m guessing it has something to do with the fact that 76% of B2B enterprise marketers have a content strategy but only 50% say their content aligns to buyer pain points and challenges via ANNUITAS B2B Enterprise Demand Generation Study.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JULY 19, 2016
    [B2B, Companies] B2B Lead Blog Starts a New chapter
    You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll launch my new company and while I work on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find resources and practical ideas related to lead generation for complex sale.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JULY 19, 2016
    [B2B, Companies] New Chapter for the B2B Lead Blog
    You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale.
  • MODERN B2B MARKETING  |  MONDAY, JULY 18, 2016
    [B2B, Companies] Breaking Down the Fundamentals of Account-Based Marketing
    Author: Heidi Bullock Okay, so maybe account-based marketing (ABM) isn’t quite as viral as Pokémon Go, but I would say that ABM is a close second in the B2B marketing world! In demand generation, it ultimately boils down to two key strategies: Traditional B2B marketing is often done through broad-reaching campaigns.
  • BIZIBLE  |  THURSDAY, JULY 14, 2016
    [B2B, Companies] How To Create A Winning Demo Video For Your B2B Website
    So for B2B marketers it's an important creative asset, especially from a product marketing perspective. So when companies evolve, so too should the message on their front door. This isn’t easy with a complex product like B2B software or technology. demand generation product marketingThere’s a specific reason.
  • ANNUITAS  |  THURSDAY, JULY 14, 2016
    [B2B, Companies] No I Do Not Want To See Your Demo
    A few weeks ago I had the privilege and opportunity to deliver the closing keynote for the B2B Summit in London.  The event, hosted by B2B Marketing , was a one-day event that delivered multiple sessions focused on best practices on everything from content, measurement, demand generation and Account-Based Marketing (ABM) strategies.
  • ETRIGUE  |  WEDNESDAY, JULY 13, 2016
    [B2B, Companies] Is Marketing Automation Right For You?
    Joint planning, close cooperation and constant communication between sales and marketing are the key to effective demand generation. Generating and following up with leads should be a shared responsibility between sales and marketing. Lead Generation Marketing Automation B2B education evaluating automation
  • VIDYARD  |  TUESDAY, JULY 12, 2016
    [B2B, Companies] How to Create a Video Marketing Strategy You Can Be Proud of
    Nearly every marketer I speak with these days is using video in their web, social media, demand, content marketing, or sales enablement programs. Webinar: How B2B Marketers Use Video to Boost Engagement & Generate Demand. Are you proud of your video marketing strategy? I bet the answer comes pretty quickly.
  • WEBBIQUITY  |  TUESDAY, JULY 12, 2016
    [B2B, Companies] The 14 Best Marketing Automation Tools
    Recent research shows that 63% of B2B companies that are growing faster than their competitors use marketing automation. Options range from fairly simple, moderately priced systems targeted at midmarket companies to sophisticated suites for enterprise users. Marketing can’t be automated.) Google Review Count: 93,900.
  • LEADERSHIP  |  FRIDAY, JULY 8, 2016
    [B2B, Companies] Learn From 6 Apps That Are Nailing Personalized Push
    I’ve talked before in this blog about the power of personalization in B2B lead generation. If your company doesn’t have an app, many of these can also be offered via automated emails. Personalizing your lead generation can offer some great payoff, accelerate your sales funnel and gain you some customer loyalty.
  • SALES ENGINE  |  THURSDAY, JULY 7, 2016
    [B2B, Companies] How Content Marketing Has Changed the Economics of Selling
    In the not-so-distant past, scaling a B2B company meant hiring more sales people that were responsible for all their own business development. Prospecting at the top and middle of the funnel has changed, and it requires marketing to produce a bulk of the interest in the company through content. Sales Enablement
  • VIDYARD  |  THURSDAY, JULY 7, 2016
    [B2B, Companies] You’re Building The Airplane as You’re Flying It — Wise Words from Brian Hansford
    ChiefMartech’s famous “Marketing Technology Landscape Supergraphic” featured a hefty 947 companies in 2014 , and now struggles to contain 3,500 companies in its 2016 iteration. To discover how companies are using marketing tech — especially marketing automation — we turned to the experts at Heinz Marketing. was a thing.”. Right?
  • SALESPREDICT  |  TUESDAY, JULY 5, 2016
    [B2B, Companies] How to Increase Conversions with Lead Progression Tracking
    Did you know that 42% of B2B marketing professionals say converting leads into customers is their biggest challenge? That’s why increasing the quality of leads is a top priority for a majority of B2B professionals. Thankfully, 58% of marketers say their lead generation budgets will increase. The p roblem with l ead c onversion.
  • WRITTENT  |  TUESDAY, JULY 5, 2016
    [B2B, Companies] 25 Experts Share Top 3 Content Marketing Trends for 2017
    It won’t be possible for smaller companies to compete on broader topics (which are getting saturated anyhow), and so people will direct their focus towards narrower niches, personalised content, more targeted channels, where they’ll get lower volume but higher quality engagement. Research shows upwards of 60-70% of B2B content goes unused.
  • ANNUITAS  |  TUESDAY, JULY 5, 2016
    [B2B, Companies] BANT Criteria in a Buyer-Centric World? No More
    If we are a buyer-centric organization, we know there is generally a buying committee for B2B organizations, not a single buyer. With strategic demand generation, sales and marketing work together to help educate our buyers as they proceed through this buying process. Is BANT still meaningful in 2016? Not so much.
  • SALES ENGINE  |  TUESDAY, JULY 5, 2016
    [B2B, Companies] Breaking the Sales Growth Plateau May Require A New Approach
    For companies struggling to reach sales goals, doing more of the same (more cold-calls, adding more salespeople) won’t break through growth plateaus. How can companies adapt to this change in buyer behavior? When a company is starting out, most sales usually come from executives’ professional connections. It’s that they had to.
  • MODERN B2B MARKETING  |  TUESDAY, JULY 5, 2016
    [B2B, Companies] More is Not Always More: Be Wary of the Volume Game in B2B Demand Generation
    Historically in B2B demand generation, more has been better too. This is a very important concept to understand in marketing, especially for demand generation. More is not more, and here are three reasons why you should be wary of focusing solely on volume in demand generation: 1. More leads? You bet!
  • ACT-ON  |  TUESDAY, JUNE 28, 2016
    [B2B, Companies] From Mealy to Meaty: How to Create Better Content
    Even this year, 76% of B2B content marketers say they will create more content. Prodigious production despite the facts: Only 30% of B2B marketers and 38% of B2Cers say their content marketing is effective. It is the fuel that drives the demand generation engine. So We think more is always better. So what to do?  .
  • MODERN B2B MARKETING  |  MONDAY, JUNE 27, 2016
    [B2B, Companies] Marketers, Are You a Shark or Whale in the Marketing Ecosystem?
    This is evocative of the traditional demand generation approach , with broad-reaching techniques that focus on generating and engaging a large number of qualified leads based on their attributes to move them further down the funnel and eventually close them. Targeting and Personalization b2bInbound vs. Outbound.
  • ACT-ON  |  MONDAY, JUNE 27, 2016
    [B2B, Companies] How to Harness the Power of a Referral Marketing Business
    Given that the customer is interacting with three completely different internal company groups, it’s easy for messaging to get out of sync and be inconsistent. What can referral marketing do for your company? If 83% of satisfied customers are more than willing to refer your company, but only 29% actually do – where’s the disconnect?
  • SALESPREDICT  |  TUESDAY, JUNE 21, 2016
    [B2B, Companies] Deliver More Sales Qualified Leads Using Predictive Intelligence
    One of the biggest challenges today’s B2B marketers face is generating sales qualified leads (SQLs). While marketers might not have such a hard a time generating a large volume of leads (quantity), they are having an increasingly tough time attracting leads that convert into sales opportunities and eventually into customers (quality).
  • PUREB2B  |  MONDAY, JUNE 20, 2016
    [B2B, Companies] Check out the New PureB2B Website
    About three years ago, we realized that it was time to spin the B2B tech and business side of our firm out into its own company – and that’s when PureB2B was born. During the past three years, the amount that’s changed in the online demand gen space is remarkable. Well, I probably would have laughed at you. But here we are.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 20, 2016
    [B2B, Companies] Get Your Blog On: 4 Steps to Blogging Success
    Fueling demand generation. B2B or consumer? Blogs are a great way for individuals to establish themselves as thought leaders, build their portfolio, grow their network, and gain visibility as they help accomplish your company’s goals. Content Marketing b2b ConsumerDarn it, Google  you win again. Topic. Blog title.
  • SALES ENGINE  |  MONDAY, JUNE 20, 2016
    [B2B, Companies] Can the value of lead nurturing be quantified?
    For one company, we found that nurtured leads were three times more likely to convert to sales-accepted leads than traditional marketing-qualified leads. But as most marketing and sales leaders in modern B2B companies know (or have figured out really fast), customers have taken a lot more ownership over their own buying process.
  • THE POINT  |  FRIDAY, JUNE 17, 2016
    [B2B, Companies] Bad Copy is Your Campaign’s Weakest Link
    With rare exceptions, “big idea” marketing is regarded as a quaint anachronism, especially in the B2B world. And I say that not only because I work for a marketing agency , but because I see a steady stream of incredibly bad emails and other online creative every day, from companies that should know better. Who has the time, anyway?
  • 6SENSE  |  THURSDAY, JUNE 16, 2016
    [B2B, Companies] Forbes and 6sense: The Publisher – Predictive Intelligence Solution
    Demand Generation Is a Game of Diminishing Returns  . With experience in B2B marketing comes the knowledge that finding the right audience is more than half the battle. Pivotal purchasing decisions in companies are made over the span of many months and include large buying committees. The missing ingredient was scale.
  • BIZIBLE  |  TUESDAY, JUNE 14, 2016
    [B2B, Companies] What Microsoft's Acquisition Of LinkedIn Could Mean For B2B Marketers
    Microsoft’s acquisition of LinkedIn holds enormous potential for helping B2B marketers reach their audiences and improve revenue generation. Gmail Sponsored Promotions work well for B2B marketers given the ability to target specific domains and target business audiences that are constantly on email. B2B Marketing
  • SALESPREDICT  |  TUESDAY, JUNE 14, 2016
    [B2B, Companies] How Predictive Intelligence Helps B2B Marketers with Buyer Targeting
    Improve demand gen results by targeting in-market buyers. Despite the game-changing impact marketing automation has had on B2B marketing engagement strategies, there is still a lot of room for improvement when it comes to achieving measurable results and sales revenue from demand generation efforts. How bad is it?
  • PUREB2B  |  SUNDAY, JUNE 12, 2016
    [B2B, Companies] Differences Between Demand Generation and Lead Generation
    Demand generation is the process of creating and/or boosting awareness of a particular company or product with the intention of increasing leads. Lead generation is the process of collecting actual leads directly from consumers or client prospects and using those leads to boost revenue.”. Lead Generation.
  • VIEWPOINT  |  FRIDAY, JUNE 10, 2016
    [B2B, Companies] The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
    Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals. CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment.
  • THE POINT  |  WEDNESDAY, JUNE 8, 2016
    [B2B, Companies] 5 Ways to Expand Lead Nurturing Beyond the Inbox
    Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. That’s not because email is going away any time soon.
  • BIZIBLE  |  TUESDAY, JUNE 7, 2016
    [B2B, Companies] Optimizing Marketing Channel Mix For Revenue And ROI
    Finding the ideal marketing channel mix is a continuous challenge for demand generation directors. According to the 2015 State of Pipeline Marketing Report , most B2B marketing organizations use more than 10 different channels. How much revenue is Social generating? Where should you invest? For us, this was Paid Search.
  • RADIUS  |  TUESDAY, JUNE 7, 2016
    [B2B, Companies] Top 25 B2B Influencers Share Revenue Driving Tips
    There is one common goal that all B2B marketers share: the need to drive revenue. To kick it off we compiled a list of the top B2B marketing industry influencers and asked them to tweet out their revenue driving tips. RevenueDriver tip: There is no more "B2B" / "B2C" We are all C2B. radius. Make customers shine.
  • NETLINE B2B MARKETING  |  MONDAY, JUNE 6, 2016
    [B2B, Companies] Before You Go “All In” with Account-Based Marketing
    A Quick Guide to Taking a Balanced Approach (Job Security PSA) : It has become quite clear that hordes of b2b marketers are running to catch the ABM train, all bags packed, leaving their worries behind. THE NEGATIVE: Narrowed Pool & Slowed Funnel: Best practices in quality lead generation include professional filters (ie. Go Fish.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 6, 2016
    [B2B, Companies] The Serious Takeaways from Sirius Decisions
    Marketing automation will enable marketers to extend beyond classic demand models—applying it for ABM, channel marketing, and more. Some companies have already started doing this. There was a lot of discussion around account-based marketing (ABM) as a powerful marketing strategy that companies should evaluate. The answer?
  • ACT-ON  |  MONDAY, JUNE 6, 2016
    [B2B, Companies] How Account-Based Marketing is Changing the Role of B2B Marketers, and Why It Should
    Not long ago there was a media drumbeat of “B2C and B2B marketing techniques are merging.” Or you might have read that “B2B and B2C are passé, marketing today has to be P2P” (person to person). This all made a certain kind of sense, as marketers of every stripe were heavily focused on lead generation. That’s changing.
  • NUSPARK  |  THURSDAY, JUNE 2, 2016
    [B2B, Companies] Why Your B2B Buyer Personas Are Not Helping to Increase Lead Conversions
    To create content that boosts lead and demand generation, you need to construct B2B buyer personas that give you a clear picture of your customer, mapping their journey from when they decide to solve a problem to their purchase decision. Many companies create personas, and not one itsy-bitsy thing changes. The result?
  • ANNUITAS  |  TUESDAY, MAY 31, 2016
    [B2B, Companies] The Danger In Managing To The Funnel
    B2B marketers have a love affair with the funnel. In a recent post on his B2B Digital Marketing Blog , Eric Wittlake frames the problem perfectly when he states, “It is called a complex sale for a reason, but B2B marketers keep trying to fit it into a simplistic measurement framework.” We are obsessed!
  • SALES ENGINE  |  TUESDAY, MAY 31, 2016
    [B2B, Companies] Overcoming the Two Biggest Resource Constraints of B2B Demand Generation
    Demand generation is about creating a presence in the minds of your prospective buyers, connecting them with your brand as a solution for specific problems, and ultimately about being on their short list when they’re ready to purchase. This perpetual nature that demand generation requires is what makes it so difficult.
  • CHIEFMARTECH  |  FRIDAY, MAY 27, 2016
    [B2B, Companies] The radical NoMQL movement in content marketing
    with lead generation forms has been a staple of certainly B2B digital marketing over the past decade. For many companies, this is a primary feeder of marketing qualified leads (MQLs). So the circumstances for Drift make this more feasible for them than it might be for other kinds of companies. Say what? Really! Um, no.
  • PWB MARKETING BLOG  |  FRIDAY, MAY 27, 2016
    [B2B, Companies] Does Your Content Have Superpowers?
    According to a study by DDB Worldwide and Opinionway , 84% of a company’s fans are already customers. Successful content marketers generate content for use across multiple channels. A LinkedIn B2B Marketing blogging Demand Generation Facebook LinkedIn Marketing social media Twitter YouTubePowerful Stickiness.
  • ANNUITAS  |  THURSDAY, MAY 26, 2016
    [B2B, Companies] 3 Mistakes B2B Sales Leaders Make That Hurt Performance
    Much is written about how the role of the B2B marketers changed over the years due to the shift in the buying process. And while this is true, and has been mentioned more than several times here on the ANNUITAS blog, I see very little being written or spoken about the role of B2B sales and how their roles have changed. WHAT?!?
  • HUBSPOT  |  WEDNESDAY, MAY 25, 2016
    [B2B, Companies] A Simple Guide to Mastering the Basics of Effective Social Media Advertising
    Most marketers are presented with a chunk of their company’s marketing budget one day and told to “run some ads.” If your goal is to drive traffic and leads, top of the funnel content such as blog posts, free tools, or meatier content gated behind a lead generation form should be used. If you have, you’re one of the lucky few. Twitter.
  • ANNUITAS  |  TUESDAY, MAY 24, 2016
    [B2B, Companies] Avoiding The Predictive Analytics #Fail In Demand Generation
    *This post first ran in Demand Gen Report , April 19, 2016. We’re all running at the shiny object but not really thinking through what it means to really build and leverage predictive analytics as a component of outcome-based demand generation. Buyers buy, not companies. Everybody’s doing it, right? Probably not.
  • ACT-ON  |  TUESDAY, MAY 24, 2016
    [B2B, Companies] Demand Generation 101: 7 Tactics For Generating High Quality Leads
    Demand generation, aka “demand gen,” isn’t just about leads. Demand gen is about creating high quality leads that engage with your brand – and eventually turn into revenue. That’s where demand gen comes in. Successful demand generation programs aren’t just about the sheer volume of leads.
  • BULLDOG SOLUTIONS  |  MONDAY, MAY 23, 2016
    [B2B, Companies] Polly Allen: Unleashed
    Polly definitely knows her way around the B2B marketing world. For more than 15 years, she has executed major integrated demand generation plans for a multitude of high-tech clients. We facilitated the design and execution of the company’s first e-newsletter to its database. You’re not alone! Read on to find out why!
  • KAPOST  |  MONDAY, MAY 23, 2016
    [B2B, Companies] 8 #SDSummit Case Study Sessions to Attend
    Whether you’re attending to discover new research, unveil new B2B innovations, or just to network with some of the best and brightest in B2B, this year’s summit is guaranteed to give you the insights you need to operationalize and grow your company strategy. Manager, Demand Generation, SolidFire (now NetApp).
  • VIEWPOINT  |  FRIDAY, MAY 20, 2016
    [B2B, Companies] Marketing Needs to Put Skin in the Game
    The mix should consist mostly of sales enablement, then demand generation, with less focus on awareness. Demand generation is typically the primary activity in the marketing mix, followed by enablement and then awareness. B2B Marketing Marketing & Sales Alignment B2B SalesTier 2: Inside Commercial Accounts.
  • SALES ENGINE  |  THURSDAY, MAY 19, 2016
    [B2B, Companies] B2B Content Marketing Strategy Should Focus on Developing Lead Intelligence
    In the context of digital marketing and demand generation, lead intelligence is the sales rep’s ability to predict high probability pain points that a prospect may have before trying to establish contact so that they may have a more fruitful consultative conversation. And then he went on to visit three more related pages on the site.
  • BIZIBLE  |  TUESDAY, MAY 17, 2016
    [B2B, Companies] The Data-Driven Marketer's Guide to SiriusDecisions Summit 2016
    Over 2,500 B2B marketing leaders are headed to Nashville for “SiriusDecisions 2016 Summit: The Art & Science of Intelligent Growth.” The “Art & Science” of B2B Marketing Attribution. To keep pipelines full and maximize close rates, organizations must rely on inbound and outbound demand strategies. Wednesday, 1:30-2:10pm.
  • MI6 MARKETING AGENCY  |  SATURDAY, MAY 14, 2016
    [B2B, Companies] Mi6 Agency’s Top Charts for May 2016
    This blog series is updated every week with charts that focus on: B2B sales and marketing, industrial technologies (no consumer stuff) and areas that we play in! didn’t buy the report so I can’t tell you what the B2B vs B2C split is nor whether they had the recipients identify their ROI measurement methodology. Week of May 2nd.
  • LEADERSHIP  |  FRIDAY, MAY 13, 2016
    [B2B, Companies] Interesting Infographics: When and How to Update Your Social Media
    Like everyone else, I follow a number of companies through my social networking accounts like LinkedIn. For B2B brands, posting during the work week leads to 14% higher engagement. LinkedIn: 94% of B2B marketers rate LinkedIn the top B2B social media lead generation source. Try not to post after 8pm.
  • SALES ENGINE  |  THURSDAY, MAY 12, 2016
    [B2B, Companies] Why Perfect Branding Isn’t Enough to Connect with Buyers
    Once upon a time, branding was an indispensable part of a company’s success in B2B sales. company with strong branding could distinguish itself from competitors in the mind of a buyer long before the sales pitch. Strong branding, which would announce a company as a player, is what made this partnership possible.
  • SALES ENGINE  |  WEDNESDAY, MAY 11, 2016
    [B2B, Companies] We know you don’t want to talk to sales people, so don’t.
    As most B2B sales people can attest to, the problem is that prospects will most likely misdiagnose their own problems and prescribe themselves the wrong solutions. B2B lead generation is all about conversions. Mike Vannoy, co-founder and COO of Sales Engine talks about how this has happened in the marketing automation industry.
  • AKOONU  |  WEDNESDAY, MAY 11, 2016
    [B2B, Companies] Akoonu’s New Content Inventory Feature and Expanded MA & CRM Integrations Help Fuel Effective Account-Based Marketing and Selling
    people are involved in today’s B2B purchase decisions. Whether you’re responsible for content marketing, demand generation, product marketing, or digital marketing, as a marketer you need to successfully understand and engage all the people involved in making a buying decision in an account. Company
  • ANNUITAS  |  THURSDAY, MAY 5, 2016
    [B2B, Companies] 3 Common Mistakes in Demand Generation
    Marketers are often eager to get started on the road to Demand Process Transformation℠. Three common mistakes can wreak havoc on demand generation planning, no matter how ready you think you are to move forward. Indeed, any company moving toward transforming demand generation must take all of these elements into account.
  • KAPOST  |  THURSDAY, MAY 5, 2016
    [B2B, Companies] Why B2B Content Marketers Are in Trouble: An Interview Carlos Hidalgo
    Last week, Carlos Hidalgo, author and CEO at ANNUITAS, self-published an open letter  on LinkedIn  pleading B2B content marketers to STOP creating content: Dear B2B Content Marketer: First let me say that I am one of you. Companies are creating content for content sakes. B2B marketers can and should do better. Wait, what?
  • THE POINT  |  TUESDAY, MAY 3, 2016
    [B2B, Companies] Salesforce “State of Marketing” Report: Better Happy Than Good
    There’s much useful information to be gleaned from the report, but my one major quibble comes from the term “high-performing.” In Salesforce’s defense, there’s little practical way to define high-performing marketing teams short of every company in the survey being able to report on the same metrics, preferably ROI.
  • KAPOST  |  TUESDAY, MAY 3, 2016
    [B2B, Companies] The Lead Gen Mistakes Marketers Are Making
    When it comes to lead generation, you may be unknowingly sabotaging your sales pipeline with these seven common lead generation mistakes. Pressed for time, better tools, and a focus on keeping up with the competition, organizations often fall back on a“checklist” of B2B tactics to keep skin in the game.
  • PUREB2B  |  MONDAY, MAY 2, 2016
    [B2B, Companies] Pure Incubation Ranked #29 Among Fastest Growing Companies in Massachusetts
    All of the companies on the list have posted a three-year revenue growth of at least 125%. These companies represent the best examples of the Boston economy’s strength and vibrancy,” Boston Business Journal Publisher and Market President Carolyn M. The company ranked #23 on Inc. We could not achieve this success without them.”.
  • PUREB2B  |  MONDAY, MAY 2, 2016
    [B2B, Companies] Pure Incubation Ranked #29 Among Fastest Growing Companies in Massachusetts
    All of the companies on the list have posted a three-year revenue growth of at least 125%. These companies represent the best examples of the Boston economy’s strength and vibrancy,” Boston Business Journal Publisher and Market President Carolyn M. The company ranked #23 on Inc. We could not achieve this success without them.”.
  • BIZIBLE  |  THURSDAY, APRIL 28, 2016
    [B2B, Companies] Account-Based Marketing Measurement: Here's What You Need To Know
    And if you’re one of the 58% of B2B organizations who are already dipping their toes in ABM ( 2016 State of ABM ), you’re at least a little bit familiar with the growing ABM landscape and the challenges that come with it. Account-based marketing measurement is vastly different from demand generation measurement.
  • BIZIBLE  |  TUESDAY, APRIL 26, 2016
    [B2B, Companies] How Companies With More Than 100 Employees Measure Account-Based Marketing [DATA]
    Earlier this month we released the ABM Metrics Report , an analysis of how B2B marketers view their account-based marketing efforts -- the challenges, plans, and metrics they use to measure success. Today, we’ll break down the survey data to see specifically how companies with more than 100 employees measure ABM. ABM vs. Demand Gen.
  • BIZIBLE  |  MONDAY, APRIL 25, 2016
    [B2B, Companies] Bizible Joins The Account-Based Marketing Leadership Alliance
    The goal of this group is to demystify ABM technology and provide B2B marketers with education on how to create the right technology stack to scale and measure their efforts, something we care deeply about. Over the last year, interest ABM has soared. Just take a look at this Google Trends report from January 2012 to today.
  • ACT-ON  |  MONDAY, APRIL 25, 2016
    [B2B, Companies] 10 Very Smart People Weigh In on How to Rethink Marketing
    Companies rethinking their efforts to transform the customer experience should focus on linking the customer’s digital buying journey to outcomes that create business value. News Editor, Demand Gen Report & Marketing ID, @G3Brian. In b-to-b demand creation, I would banish the word “lead.” It wasn’t exactly a random survey.
  • ACT-ON  |  MONDAY, APRIL 25, 2016
    [B2B, Companies] 10 Very Smart People Weigh In on How to Rethink Marketing
    Companies rethinking their efforts to transform the customer experience should focus on linking the customer’s digital buying journey to outcomes that create business value. News Editor, Demand Gen Report & Marketing ID, @G3Brian. In b-to-b demand creation, I would banish the word “lead.” It wasn’t exactly a random survey.
  • BIZIBLE  |  WEDNESDAY, APRIL 20, 2016
    [B2B, Companies] Optimize Account Based Marketing for Revenue with Latest Bizible Release
    No matter where you look, account-based marketing (ABM) is the hottest topic for B2B marketers in 2016. SiriusDecisions recently discovered that while “92% of companies recognize the value in ABM, going as far as calling it a B2B marketing must-have, only 20% have had full programs in place for more than a year.”.
  • KAPOST  |  WEDNESDAY, APRIL 20, 2016
    [B2B, Companies] Want to Generate More Leads? Try These 6 Tips
    As we continue to see improvements in marketing automation, demand generation, and analytics, marketers are being held more and more accountable for generating leads. If you need to generate more leads in a true and tested way, here are a few tips on what you might be missing (or could be optimizing): 1. go crazy!
  • KOMARKETING ASSOCIATES  |  TUESDAY, APRIL 19, 2016
    [B2B, Companies] How to Match Your Content Strategy with the Buyer’s Journey
    Whether you’re writing about your imaginary friend in first grade or about a B2B product or service, it is critical to define the audience and then deliver the right content to that audience. The B2B content consumption stats are out there. However, creating content that satisfies B2B buyers’ appetites is no walk in the park.
  • SNAPAPP  |  MONDAY, APRIL 18, 2016
    [B2B, Companies] 15 Stats You Should Know About Marketing Technology Stacks
    As the tools within the stack work both together and individually, they help identify tactics that are driving new customers, converting leads, and helping companies overall bottom lines. The marketing tech industry has seen an average annual growth of 170%, increasing from 100 companies in 2011, to nearly 2000 in 2015. Conductor. 3.
  • KAPOST  |  MONDAY, APRIL 18, 2016
    [B2B, Companies] The Easiest Ways to Measure Marketing ROI
    Say what?  “ 17% of marketers in a Demand Metric study said they have no content effectiveness measurements in place, while 49% are using only basic metrics such as clicks or downloads.”. With B2B organizations struggling to manage value-add tracking and consistent processes, marketing becomes more of a gamble than a strategic investment.
  • INFER  |  FRIDAY, APRIL 15, 2016
    [B2B, Companies] Infer Partners with Terminus to Introduce Predictive Ad Targeting that Drives Advertising ROI through Top-of-the-Funnel Engagement
    Through this and other partnerships, Infer’s open platform delivers predictive advertising solutions that increase a company’s marketing return-on-investment by leveraging data science to optimize campaigns, targeting and budgets. Infer goes beyond just adding predictive scores into the mix of bidding signals for ad targeting. About Infer.
  • LEANDATA  |  WEDNESDAY, APRIL 13, 2016
    [B2B, Companies] ABM Is the Greatest Thing Since Sliced Bread!
    Consider it the B2B version of “low fat.”. Julia Stead , director of demand generation at ABM-pioneer Invoca , said the “trendiness” of the account-based movement has been spurred by all of those emerging tech tools. For most companies, it still shouldn’t be 100 percent of your marketing strategy,” she added. Bandwagon.
  • SALES ENGINE  |  WEDNESDAY, APRIL 13, 2016
    [B2B, Companies] 6 Reasons Your Content Marketing Isn’t Really Working
    Just because B2B companies are investing heavily in content marketing doesn’t mean that they’re successful at generating the leads they need for business growth. Additionally, 85% of the companies surveyed indicate that lead generation and sales growth was their primary objective for greater investments.
  • HUBSPOT  |  TUESDAY, APRIL 12, 2016
    [B2B, Companies] Should You Pay for Content Distribution?
    But, after vehement denial, mini breakdowns and tearful calls to our moms, we content creators have had to accept a difficult truth: Our talent alone isn’t always enough to generate leads. So millions of companies gave up and deleted their Facebook accounts. By selecting the right demand generation channels. What’s Next?
  • KOMARKETING ASSOCIATES  |  TUESDAY, APRIL 12, 2016
    [B2B, Companies] B2B Marketing Integration: 5 Ways to Work Better With Sales Departments
    When I worked in-house for a large client-facing B2B company, we often were frustrated at missteps and the lack of communication between the sales department and our department, which created marketing campaigns for clients. While I eventually left that company to work on my own, hindsight is, as always, 20/20. Set Expectations.
  • CHIEFMARTECH  |  MONDAY, APRIL 11, 2016
    [B2B, Companies] The buzz around account-based marketing at MarTech
    Predictive analytics vendors, which use machine learning to determine a company’s “ideal customer profile,” are surfacing best-fit accounts in addition to contacts. Further down the pipeline, when you are targeting specific accounts, you need to find the contacts at those accounts — because companies don’t buy, people buy.”.
  • MI6 MARKETING AGENCY  |  SUNDAY, APRIL 10, 2016
    [B2B, Companies] Mi6 Agency’s Top Charts for April 2016
    This blog series is updated every week with charts that focus on: B2B sales and marketing, industrial technologies (no consumer stuff) and areas that we play in! SEE ALSO: Check out our February top charts post and look for: “B2B Marketers’ Top Demand Generation Priorities” and “Why B2B Buyers Report Stronger Relationships With Vendors”.
  • LATTICE  |  THURSDAY, APRIL 7, 2016
    [B2B, Companies] One Size Does Not Fit All
    Predictive vendors can seduce you with the promise of needing only one model to optimize your demand generation process. Outbound leads should be modeled using intent data and company fit, as they do not have any behavioral information to include in a model. *Image via CastABiggerNet. What’s not to like? Right? Wrong!
  • ANNUITAS  |  THURSDAY, APRIL 7, 2016
    [B2B, Companies] Walking the B2B Tightrope
    Every B2B marketer walks a lead qualification tightrope, and to fall to either side imperils the reputation and success of their entire department. Many companies over-correct lead qualification issues by trying to fix the problem with looser lead scoring in their marketing automation system, when the real issue is unappealing content.
  • THE POINT  |  WEDNESDAY, APRIL 6, 2016
    [B2B, Companies] Report: Targeting & Predictive Analytics Driving Changes in B2B Email
    The folks at Demand Generation Report just released a compelling new paper on the impact that new technologies are having on the use, and effectiveness, of email marketing. The post Report: Targeting & Predictive Analytics Driving Changes in B2B Email appeared first on The Point. Why? (HS) It has to be segmentation.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 31, 2016
    [B2B, Companies] 15 Key Visualizations & Diagrams From #MarTech 2016
    The Internet of Things, mobile device adoption, and the demands of a more educated and enabled buyer will consistently put pressure on, as well as create opportunity for, marketers to improve customer experience through technology. B2B Online Marketing Blog Events & Updates Marketing MeasurementMarTech Innovation Still To Come.
  • 6SENSE  |  TUESDAY, MARCH 29, 2016
    [B2B, Companies] The Case for Predictive Marketing Automation: Account-Based Marketing
    To take a deeper look at how Marketing Automation and Predictive Intelligence are changing B2B marketing check out our Making Account-Based Marketing Work webinar. . Marketing automation has transformed how B2B companies target buyers, run campaigns and measure marketing outcomes. Build data-driven campaigns. Latest
  • SALESPREDICT  |  MONDAY, MARCH 28, 2016
    [B2B, Companies] The Three Pillars of Predictive Marketing
    This puts more science—and less iterative guesswork—into marketing methods, making predictive marketing increasingly attractive to B2B marketers. According to a recent survey, more than two-thirds of the senior B2B marketing professionals in the U.S. Predictive marketing is all about data. Marketing Automation System.
  • SALES ENGINE  |  MONDAY, MARCH 28, 2016
    [B2B, Companies] Finding the Hidden Money in Your Content Strategy
    Many companies have focused on increasing their inbound traffic for new leads to combat tighter spam regulations and more concentrated email filters. B2B Content Enterprise: How does Conversion Sciences work with clients to optimize landing pages? From your viewpoint, where are companies getting stuck with this process?
  • LEANDATA  |  MONDAY, MARCH 28, 2016
    [B2B, Companies] Report from the Front Lines: Invoca and ABM
    It became obvious that they could help grow the company faster by concentrating their efforts on key accounts rather than wasting budget just accumulating random leads. B2B marketing is so complex these days. ABM forces us to focus everything we do on engaging the companies that are most likely to allow us to hit our goals.”.
  • ANNUITAS  |  THURSDAY, MARCH 24, 2016
    [B2B, Companies] Shiny Objects, Demand Generation and ABM
    With #FlipMyFunnel , the San Francisco event only a few weeks behind us, it seems as if Account-Based Marketing (ABM) is now the “shiny new object” that has captivated the attention of B2B marketers. There is no doubt that within the world of B2B we are living in a consensus buying era. The Chief Marketing Technologist?
  • CHIEFMARTECH  |  THURSDAY, MARCH 24, 2016
    [B2B, Companies] 41 marketing technology stacks from the 2016 Stackies Awards
    And since the only thing that really matters for a marketing stack is how effective it is for the company running it, any other “judging” of them should be taken with a grain of salt. So many projects converged for me at the MarTech conference this week in San Francisco. The release of the 2016 marketing technology landscape.
  • ACT-ON  |  WEDNESDAY, MARCH 23, 2016
    [B2B, Companies] New Research on How B2B Marketers Get More Leads
    Lead generation, also commonly referred to as lead gen, continues to be one of B2B marketers’ top goals. It’s so important that if you distilled an average B2B marketer’s job description down to two words, they might well be “get leads”. Most marketers’ lead generation efforts are not generating the results they want.
  • 3D2B  |  TUESDAY, MARCH 22, 2016
    [B2B, Companies] 6 Changes You Can Make to Optimize B2B Demand Generation
    What can you change today in your business that will help you with demand generation and ROI? If you’re selling complex, high-value B2B products or solutions, each of your top clients and hot prospects is a mini-market all by itself. Each of these tactics can make a substantial difference in your demand generation program.
  • BIZIBLE  |  MONDAY, MARCH 21, 2016
    [B2B, Companies] B2B Marketing and Sales Won't Exist (As We Know Them) in 5 Years
    By the end of 2020, the B2B marketing and sales departments will become one and the same team -- collectively responsible for the entire pipeline and the revenue that flows from it. demand gen environment changes in progressively small steps. What’s the next challenge that tenacious B2B demand generators will face?
  • AMPLIFINITY  |  FRIDAY, MARCH 18, 2016
    [B2B, Companies] How to grow a software startup without marketing
    When the company takes off, by all means get some Marketers in to help scale. Vendors would have you believe that you need marketing automation as soon as you start generating leads. Demand Generation b2b Insights B2B Referral Marketing CX demand generation SaaSBuild a website.
  • SALES ENGINE  |  THURSDAY, MARCH 17, 2016
    [B2B, Companies] Content Marketing is More than a Branding Exercise
    We did all of that because our salespeople needed a foot in the door. “I just want them to have heard of us when I call them,” retorted one salesperson I worked with at an enterprise software company in the late 90’s. Even though companies are increasing their expenditures on content marketing, they’re still unhappy with the results.
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