'Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. Home Ideas Blog Brainshark Articles 10 Quotes on Why the iPad Works as a B2B Selling Tool. 10 Quotes on Why the iPad Works as a B2B Selling Tool. So why has the iPad become the B2B salesperson’s best friend ?

Apart from the obvious argument that the “CMO should not put all their eggs in one basket”, there are real benefits to exploiting all options when developing marketing plans to deliver the demand generation needs of the business. Modern B2B Marketing This is clearly not the case.  Diversify Your Efforts. Complete Strategy.

Now your one white paper turned into 7 or 8 pieces of quality marketing content, which will fuel your sales lead generation program and populate your lead nurturing and sales enablement programs too. Thanks too, @buyerzone Fearless Competitor named top B2B Blog of 2012 ! Ask YOUR questions during the show. What do you think?

'Did you know there were rules about lead generation? All these years I’ve been stumbling around generating leads with no idea that I was supposed to be following the rules. The New Rules of Lead Generation by David Scott is an ambitious, comprehensive tour of the dark art and darker science of making the phone ring or the mouse click.

'10 Things Your CEO Needs to Know Now about B2B Demand Generation. But to help you, you have to help me set proper expectations with your company’s leaders. This man badly needs the help of a marketing leader well versed in B2B demand generation, who can  create a program to fill sales funnels with warm leads.

True lead generation is more than just a one-email touch and with the expectation to get measureable performance. That’s because most B2B sales are a complex, involving two or more people in the purchase decision. So sending one email on one day is not going to truly generate leads for your company. Read on….

Landing page and web form optimization for B2B isn’t just about conversions, it’s about speeding up marketing nurture and generating more revenue. SmartForms appends a survey’s worth of B2B data to leads at the moment of acquisition. To schedule a SmartForms overview for your company, please contact ReachForce.

'Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. In fact, our new Sales Enablement eBook states that according to Sirius Decisions, today 70% of the buying cycle is already complete before B2B customers ever engage with a sales rep. Demand Generation. Company Store.

Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. Click to start video at this point — Michael sees one of the biggest challenges companies are currently facing is the “battle for customer attention.” Stay Tuned

'Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. After all, with so much time spent in the air and on the road, salespeople are typically the most mobile members of a B2B company. Demand Generation. Company Store. Company. Demand generation.

'If you only read 10 B2B Research Papers this year make it these, and in turn your marketing campaigns will be better-rounded, direct and thoughtful, helping you to capture the ‘Holy Grail’ of marketing – more sales opportunities and more closed deals at a lower cost! The Digital Marketing Evolution in B2B Marketing. B2B Marketing.

'Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. In fact, Sirius Decisions recently reported that you could ask 10 B2B sales leaders to define sales enablement, and you’d likely get 10 different answers. Demand Generation. Company Store. Company.

Everyone knows that how people and companies buy has changed. The problem is, many companies have not changed the way the sell. That disconnect is costing these companies billions. They are searching the web for companies such as yours and doing their own homework. you never hear them say, “I want to be a salesman.”

Pierce leads Demand Generation at 360pi and runs a blog called Epic Marketing Fails. Executives are demanding that marketers prove ROI from their investments. But it’s also an exciting time for marketers, as now more than ever before we can show how we are contributing to the overall success of the company.

'Last month, Content Marketing Institute (CMI) released its report , “B2B Software Content Marketing: 2013 Benchmarks, Budgets, and Trends – North America,” sponsored by the International Data Group (IDG).  The report, which highlights responses from more than 1400 B2B software marketers across the U.S. Percentage of the Pie.

This was one of many central takeaways from Demand Gen Report’s B2B Content2Conversion Conference this week at the Times Center in New York. 'by Amanda Batista | Tweet this Who’s down with OPC? We’re not talking about the celebration song of early 90s hip-hop. You’re content marketing whether you know it or not. Rob Yoegel @RobYoegel.

You get immersed in an endless series of tasks to feed an insatiable engine of awareness and demand generation: Where’s the white paper? Social media and demand gen specialists start calling out for powerful content that simply is not forthcoming. You incorporate it into your demand gen and sales enablement initiatives.

One, a white paper offer from sales tax automation company Avalara , is a plodding recitation of facts that does little to grab the reader. For more tips on email creative, download a copy of the white paper: “ Top 10 B2B Email Marketing Mistakes.”. Unfortunately, the main body copy lets down the side completely.

'Sam Sims, Director of Public Relations and Marketing for US Fleet Tracking, made the move to marketing automation to capture actionable data for targeted lead generation. Watching clients act in real time lets the company respond quickly. From this single campaign, US Fleet Tracking realized $30,000. With Act-On we’re more nimble.”.

'Andrew Gaffney is the Editorial Director of Demand Gen Report, a publication focused on demand generation best practices for B2B marketing professionals. Janelle Johnson, Director of Demand Gen for Act-On, has a solid track history of using content to create successful campaigns. Understand the buyer’s journey.

'When hiring a B2B demand generation manager, don’t just hire a person. see lots of listings on LinkedIn looking for BtoB demand generation managers. But these companies are missing THE critical element – the plan and process to be used. The post Hiring a Person to Head B2B Demand Generation?

'Guest Blogging is an ideal content marketing strategy and a key element in your sales lead generation programs. Why Sales Leaders Should Champion B2B Demand Generation. Guest posting is a key content marketing strategy at the sales lead generation company Find New Customers now. What do you think?

'Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. For businesses, the value of quality content stretches far beyond inbound marketing and lead generation. For example, different content resources can: Highlight the needs and uses cases for different company types and industries.

'It’s a great week for marketers in Australia with the kick-off of the RETHINK B2B 2013 events in Sydney April 9 and Melbourne April 11. This is starting to happen but there is still a huge demand for experienced marketers in Australia. Q: Biggest demand generation challenge? Q: Which courses are in high demand?

The company still offers traditional marketing services at its 10-person shop, everything from wrapping a car in collateral to creating a brochure. An 85-person agency, Digital Relevance (formerly Slingshot SEO) was named the fastest growing private company in central Indiana by the Indianapolis Business Journal in 2012. We know.

'Buffer B2B Demand Generation strategy called SCORE uses Innovative Methodology to Improve Qualified Sales Opportunities, Increase Conversion Rates and Win More Sales. Editor’s Note: We’re pleased to announce that a large software firm on the East Coast purchased the SCORE demand generation program.

It is called a complex sale for a reason, but B2B marketers keep trying to fit it into a simplistic measurement framework: where did we get that lead? In most B2B organizations, Salesforce.com or a similar solution is the system of record. It is a complex sale, but most B2B companies will continue to use their simple measurement.

The large tech company needs marketing specialists while small tech requires generalists with expertise in customer acquisition. It’s the size of company that dictates the scope of the marketer. Small companies need a Full-Stack Marketer out of necessity: this executive  is the marketing department.

Have Marketers Killed This B2B Golden Goose? The original purpose of white papers as a B2B marketing tactic was to produce objective information, packaged as quasi-academic research, that might validate a company’s or product’s value proposition. Increasingly, registration barriers lose more leads than they generate.

After Siebel I spent 2 years running sales and marketing for a relatively small ERP and BI system integration firm but soon realized that I enjoyed the dynamic environment of a large company. And please follow along on  Twitter ,  LinkedIn ,  Facebook  and   Google+   or   Subscribe  to the   B2B Marketing Insider  Blog for regular updates.

Although aggressive sales practices, overpromising and not helping marketers to fully use their marketing automation tools to generate value, do play a role. True, content marketing is important and even underestimated in lead generation but it’s not just about that. Pre-purchase, during the buy and after it. And what’s the key?

That means that brands need more than just advertising to survive…they need to develop valuable, relevant and compelling information on a consistent basis to get and keep attention (just like a media company does). Sadly, more companies don’t succeed at content marketing because they lack a true content strategy. link].

Encore: Join guest host  Jeff Ogden  of Find New Customers with special guest Paul Dunay, CMO of Maxymizer  and author of Facebook Marketing for Dummies , as they discuss: Recent changes in B2B marketing. New social media tools for B2B marketers. Social data and what it means to B2B marketers. 'Buffer.

And we shot a live Marketing Made Simple TV show with Scott Monty of the Ford Motor Company too. BlueBird Strategies  - Demand Generation expert (5/24/2012). Doug Kessler ,  Velocity Partners, UK  - B2B Content Marketing  (6/21/2012). Scott Monty, Ford Motor Company – special LIVE show) (3/7/2013). I can.

They attributed the disproportionate growth to three key factors: The Great Recession made the lower average cost of employing an inside rep more enticing, Cloud-based CRM and online lead generation tools made remote selling more feasible, and a younger generation is increasingly comfortable doing business over the Web and phone.

am talking about generating truly sales qualified leads. This is where many demand generation programs suck. The #1 one job of any B2B company’s marketing department is to produce sales qualified leads. The question is “How do you know if your company’s methods and messages are performing as well as they could?”.

Customers often ask what different types of services agencies offer that can help with their lead generation efforts. When clients ask me what some of the hurdles are to quickly executing a demand generation effort, I quickly point to data quality.  B2B Marketing Modern B2B MarketingMarketing Strategy.

If Si Robertson , one of the the “Duck Commanders” on A&E’s hit show “Duck Dynasty” , were to assess today’s B2B Marketer on how well they know their buyer, I can imagine he’s sum it up by saying, “Hey! In case you think your company or sales team knows the answer to this question, think again. You don’t know the buyer JACK”!

Rapid, lemming-like adoption of social media tools by small and medium-sized B2B firms – fueled by an army of self-proclaimed social media experts – has resulted in wasted dollars, missed opportunities and heightened distrust of the marketing function in the C-suite. company blog is the most effective way to leverage social media.

Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. Home Ideas Blog Brainshark Articles Video and the B2B Sales Funnel [Infographic]. Video and the B2B Sales Funnel [Infographic]. Demand Generation. Company Store. Company. Demand generation.

We met marketing interns and CEOs and all levels in between; spoke to marketers from every industry; and networked with marketers from large companies with 10,000+ employees and small companies with fewer than 10. Generate social lift. How do you generate a social lift that goes beyond a Facebook “Like”? Friday freebies!

When B2B marketers are successful in getting to the Inbox, the percentages of conversion increase and that means more revenue. Bounces (Hard and Soft). -  Use caution with list append and acquisition companies. Industry News B2B Marketing demand Demand Generation Demand Process Transformation Email Deliverability

Business to business marketing is not about how pretty your company looks, or even how great your brand is (Read more: Your Marketing Ain’t Pretty…It Just Looks That Way ). It’s about the amount of revenue you help your company generate. Demand generation spending is the easiest investment to tie to ROI.

'Buffer Need to craft a best-practices sales lead generation program? Check out the Definitive Guide to BtoB Demand Generation : How to Find New Customers. ” Our’s is The Definitive Guide to BtoB Demand Generation : How to Find New Customers. How to Find New Customers.

However, most marketers don’t think about email deliverability and what that means to the ROI of their demand generation programs when creating them. What does deliverability mean for a B2B marketers? Did you know that typically B2B marketers only have a deliverability rate of 78 – 86 percent? Complaints. Bounces.

Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. Adapting popular blog posts for on-demand videos can help marketers generate fresh content while getting more value from their most powerful topics. 2) generate new content by recycling popular topics. Company Store.

Finally, the new 2013 B2B Lead Generation Report is available! Download it here: [link] ) The B2B Technology Marketing Community on LinkedIn conducted the 2013 lead generation survey to better understand how B2B marketers are adjusting to new challenges, and to identify new trends and best practices.

Developing a personal rapport with businesses has been an enduring characteristic of successful B2B marketing, so it seem counterintuitive to rely on automated emails and social media platforms. Once an unproven strategy , marketing automation has emerged as a vital B2B tactic. Guest post by Gene Morris. What is Marketing Automation?

'Buffer I’m honored and flattered to be an award-winning B2B sales and marketing expert in sales and sales lead generation. Top B2B Blog of the Year (Buyerzone). With all three of those, they cover sales, marketing, demand generation and blogging. Please forgive me for beating my chest. Very cool.

An investment in marketing automation is really about pushing the company in a new direction that is focused on managing and optimizing the customer life cycle. Instead, identify the most pressing sales and marketing challenges at your company, and speak to those specific issues. B2B Marketing Marketing Automation

Every company needs to invest in digital marketing and build an awesome B2B demand generation program that delivers those high quality sales leads. few companies might. Marketing Self Education Digital Marketing Find New Customers lead-generation management-best-practices Digital Marketing). ?  Peter F.

Content is critical in B2B sales lead generation. Our CEO (of a revenue marketing company) and my boss (at the time) wrote out a content map. Author : Buffer, Inc Website : [link] --> The post How to Create Truly Useful Content Maps in BtoB demand generation appeared first on Fearless Competitor. Evaluation.

'Buffer I’m often asked “ Where do we start with our B2B digital marketing programs ?” Your company leadership just gave you a quota of qualified sales leads. Great B2B digital marketing starts with Buyer Personas. ”  Good question. So you went to work on it. You bought Adwords. You sponsored some events.

Cameleon is a 25-year-old European-born public company providing multichannel and multi-device solutions for product configuration, quotes and proposals (CPQ). Cameleon first partnered with demand generation agency BlueBird Strategies, who recommended Act-On as the best marketing automation tool to meet the requirements.

Marketing is increasingly ROI-driven, and marketing automation can be not only the platform to provide that measurement, but the engine that drives company revenue. Technology that was only recently regarded as “email software” is now becoming a vital component of a company’s sales and marketing infrastructure. Finance, ERP).

Let me start by saying that the 50% revenue increase I’m projecting for B2B marketing automation in 2013 is a very healthy one. The most notable is Eloqua, which as a public company has to report its results. companies with $5 million or more revenue.** Of these, about 300,00 fall into B2B categories. million vs. 39.6

While many organizations are taking some needed steps to improve their demand generation and value to the organization, these steps are incremental, not transformational. If marketing is going to earn 2013 as our year, this has to change and organizations need to begin thinking in terms of a transformational demand process.

You should check out their highly-respected  company blog   and follow Todd on Twitter @ toddwheatland. year ago a lot of companies had never even thought of advertising their content; now it’s booming and you can see that with the product innovation going on at places like Taboola, Outbrain, and now Disqus. How is it changing?

In 2011, she became President and CEO of Full Circle CRM , a company dedicated to helping VPs of Marketing use Salesforce.com to get accurate and useful performance data about marketing campaigns. sat down with her recently to find out more about her company and what makes their solution different. HS: Thanks Bonnie!

I’ve just finished the latest update of our B2B Marketing Automation Vendor Selection Tool (VEST), available on the raabguide.com Web site. The VEST is our evaluation of industry vendors, aimed primarily at companies choosing a marketing automation system. ll get to the 2013 estimate in a bit. We use two methods: Vendor revenues.

You see a lot of so-called “benchmark reports” in B2B marketing circles, and most of them are, well: complete rubbish. The metrics reported by B2B benchmark reports can also be grossly misleading. All of this is one reason why I find the “ 2012 B2B Marketing Benchmark Report ,” recently published by Optify , so credible and useful.

Today’s marketers face unprecedented challenges in adjusting to the changing buying process of the modern B2B customer. With the increase in the use of such tools as Marketing automation, now, more than ever, the success of your digital demand generation programs depends on the quality of your prospect data. What is Bad Data?

Over the years, the marketing organization within enterprise companies has become sprawling and fragmented. In my work with clients, the group I work with is often labeled demand generation and is usually responsible for an industry vertical or for driving demand for a specific product division. marketing misalignment.

The B2B buyer’s journey has changed. Gone are the days of buyers contacting companies directly to learn about a product or service. It’s in the creation and distribution of this buyer-centric content that B2B marketers have the opportunity to influence the purchase decisions of their target buyers. Enter content marketing. .

Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. Recently I wrote post about whether video marketing on Pinterest makes sense for B2B companies. So, what types of B2B content fit this bill? Demand Generation. Company Store. Company. Tweet.

by Christina Pappas | Tweet this What’s a top priority among B2B demand generation marketers? That’s one of the findings in the B2B Demand Generation Benchmark Survey , a recent Software Advice research report conducted in partnership with Eloqua. Cost per lead. Check it out. was really puzzled.

Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. The criteria to make the list was that the videos had to exemplify the above principles, couldn’t be well-known commercials, and could be put into practice by companies of any size. Demand Generation. Company.

Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. Home Ideas Blog Brainshark Articles Does Video Marketing on Pinterest Make Sense for B2B Companies? Does Video Marketing on Pinterest Make Sense for B2B Companies? Demand Generation. Company Store.

Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. While video marketing has become one of the most popular content tactics for B2B companies, creating enough content to keep those strategies humming is still an uphill battle for many. Demand Generation. Search.

Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. It’s no secret that online video has become an increasingly popular tool for B2B organizations. In fact, more companies these days have realized that video can also be a powerful sales enablement tool for their reps.

Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. had read a couple of marketing-related prediction pieces already, but none had mentioned the one trend that seemed most obvious to me: that online video is ready to explode with B2B marketers in 2013. Demand Generation.

What we found is that Financial Services and LIfe Sciences companies are showing some of the strongest results, especially in the best in class group. Many financial services companies, particularly those in  Asset Management , have a focus on increasing loyalty amongst their network of financial advisors to whom they are already known. 

Who are the top B2B Marketing influencers on twitter? To answer this question, I looked at a variety of factors including twitter followers, profiles that included “B2B marketing,” the focus of their tweets including the hashtag # B2BMarketing , as well as a variety of social scoring tools using the keyword. Powerful.

With all the hype around content marketing and with the development of great new tools like marketing automation, many companies have lost track of some of the basics that drive revenue growth. Compare that attractiveness of an offer for “ The Executives Guide to Building a Lead Generation Engine ” vs. a free iPad). Split Personality.

Last week, I had the privilege to serve as one of the presenters at the inaugural Interact13 event, a conference focusing on content marketing, social media, and other interactive marketing media for the B2B and B2C marketer. Anecdotally, it seemed that many of the attendees represented companies outside the technology vertical.

But what is the impact of the new graph search mean to B2B businesses, many of whom are already skeptical about Facebook as a viable tool in their marketing arsenal? According to the Marketing Automation Alert , the key lies in the power of advertising, and the difference between demand generation and demand fulfillment.

Analysts expect the consolidation to continue as companies like IBM, Teradata and others rush to acquire some form of marketing automation to augment their existing solutions. Consolidation, which will undoubtedly make lots of money for Fortune 500 software companies, is unlikely to benefit most customers. Why is that?

Don’t get me wrong: lead nurturing is a worthy investment for most companies, but making lead nurturing a goal for the new year is akin to saying you want to do more marketing. Generate 10 deals per quarter from contacts already in our CRM database. Aim for a broader mix of demand generation content. And so on.

As the former Managing Editor of DemandGen Report, Amanda covered the latest technology, trends and development in the marketing automation technology space, as well as the sales and marketing strategies central to demand generation. by Jesse Noyes | Tweet this Today’s guest post was written by  Amanda F. Evernote Business. InTooch.

Promotion is the key to success of your content campaigns because if others do not read what you have created, it will not help your company’s bottom line. Download Creating Content that Sells: Content Marketing for Demand Generation. B2B Marketing Event MarketingNow what? Write a press release.

As the former Managing Editor of DemandGen Report, Amanda covered the latest technology, trends and development in the marketing automation technology space, as well as the sales and marketing strategies central to demand generation. Tap the wisdom of your company’s own crowd. Download the Grande Guide to B2B Content Marketing.

An email that focuses on the product, or the company behind it, or the brand, will simply read like a product brochure. Along the way you may convince people that your product/company/brand is wonderful, but precious few will do anything about it. Here are the 5 biggest mistakes that Lavi made: 1. But so what?

of presentations that tell the story of the company, its products, its technologies, its ideas, its customers, and its. the data that’s generated every time a viewer interacts with the material. That said, you can’t argue with the reach and simplicity of the SlideShare upload -- especially for some demand- generation applications.

We spend a lot of money on demand generation programs that give us very little return.  His company manufactured its own sulfuric acid for the purification process.  Rockefeller was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. by Kelly Waffle When people hear the name, John D. He hated waste. 

by Dayna Rothman Relevance is the key to creating content for demand generation that impacts lead generation , lead nurturing and lead scoring. Not all prospects are ready for this content or trust your company’s information. 49% say content targeted to their company size is more valuable. Buying Role.

History of Disruptions in B2B Marketing Speaking of infographics, our collaboration with JESS3 on the biggest disruptions to the B2B marketing world caught the attention of many. 13 Questions Marketing Should Ask the Sales Reps Enabling sales, particularly in B2B marketing, is one of the chief responsibilities of a marketer.

Oracle announced today that it has agreed to purchase B2B marketing automation leader Eloqua for $23.50 It suggests that neither Oracle nor Eloqua management felt the company was substantially undervalued. Oracle does have an existing B2B marketing automation product, based on the technology it acquired from Market2Lead in 2010.

Here’s a picture of me at my desk at Lattice Engines , a Big Data software company.  Traders can no longer keep up with all that is knowable about a company or market.  He also served as CMO at Reed Business Information, the largest B2B publisher in the world. By Brian Kardon - CMO, Lattice Engines. Any edge. Including me!

Ask a group of B2B marketers whether their Websites’ lead generation content (white papers, archived Webinars, case studies, videos, etc.) Here are 3 models to consider when making the decision on how to serve up lead generation content on your Website: The “Free for All” Model. So the question is: To gate or not to gate?

As the former Managing Editor of DemandGen Report, Amanda covered the latest technology, trends and development in the marketing automation technology space, as well as the sales and marketing strategies central to demand generation.  . B2B Content2Conversion Conference. New Media Expo (NMX AKA BlogWorld). Las Vegas, NV. 18-22.

One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. The fact that B2B marketers are even asking this question shows how far demand generation thinking has progressed. In short: no.

In today’s day and age of Business-to-Business digital demand generation, it takes more than just one or two weapons to get the job done. Successful demand generation includes a broad range of tactics. To develop an effective demand generation war chest you need to include the following: Top of the Funnel (ToFu) tactics.

ReachForce, the leader in B2B Data Solutions, has been named a finalist in the 2012-2013 Cloud Awards Program in the category Data Innovation of the Year for its SmartForms solution for marketing automation web form real-time data enrichment. Database Marketing Marketing and Sales Funnel Online Marketing b2b data Marketing Automation

The launch of our new firm, ANNUITAS , enables us to deliver immense value to our clients through our Demand Process Transformation? Our unique approach will enable our clients to address the complexity that exists in needs of B2B marketing and sales organizations and operate from a buyer-centric viewpoint. services. Crazy? Maybe.

It has changed the dynamic of selling, especially in B2B. Despite being a business critical tool, many B2B companies still haven’t optimised their websites for easy viewing. B2B buyers are also consumers in the real world, and the bar has been set high. '1.          Thou shalt not spam. 2.          Thou shalt not lie.

B2B: Business Media. Lead Generation. ADVERTISEMENT. ); ); ); Home » Blogs » B2B. Business-to-business marketers are underutilizing social media and its potential, according to new data from Eloqua , a marketing automation company. 32 percent use social media as an outbound marketing channel for demand generation.

These companies thrive, in large part, not just on the quality of their products but upon their image, and the general, emotional view that their customers have about the company, and how those customers believe the company aligns with their own personal beliefs or preferences or aspirations, or however else you care to define a brand.

No one buys from a company they distrust or pays a premium for a solution they see as a low cost provider. However, in B2B, the value of perceptions have been set aside, in favor of the new holy grail of B2B marketing: lead generation. In a recent logistics magazine, 60% of the full page ads are lead generation focused.

With all the buzz around social media marketing and the use of platforms like Facebook, Twitter and LinkedIn, so many companies are worried about how big their following is. This is where I would say 99% of companies that do inbound or social media marketing are missing the boat. Company size. Who to Target. Topics of interest.

If you’ve ever wondered how to turn a boring corporate blog into a vibrant, engaging lead generation machine, here’s your opportunity. How to use links and tags to generate better search rankings and more leads …. Find out how your blog can be the centerpiece of your demand generation strategy.