• MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, MAY 22, 2015
    [B2B, Companies] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    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.
  • LEADERSHIP  |  WEDNESDAY, MAY 20, 2015
    [B2B, Companies] High Performance B2B Lead Generation Engine —A 10-Point Checklist
    That is a very important lesson for us marketers, especially in the world of B2B lead generation. We are completely overwhelmed with factors such as the evolution of the B2B buyer, the fast-paced advancements in marketing automation, the plethora of social marketing channels, and all the glitz and glamour of digital marketing.
  • VIDYARD  |  WEDNESDAY, MAY 20, 2015
    [B2B, Companies] From Marketing Tech to Organizational Alignment: Pocket these Lessons from Sirius Decisions 2015
    If you’re a modern marketer that’s using the demand waterfall, lead scoring or lead nurturing, then you’ve probably heard of Sirius Decisions. The goal of the summit is to provide a forum for sharing the latest insights, data, models and frameworks as well as the technology and services powering B2B sales and marketing.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 18, 2015
    [B2B, Companies] The 4 Sprints in a Race To Outperform - SiriusDecisions Summit
    There is a renewed emphasis on the importance of sales in the B2B buying process and the subsequent alignment. Companies that effectively align across the organization realize one-third more growth or 19 percent greater than peers or 25 percent profit increase. He is the record holder in assists and steals. King's blues club.
  • THE POINT  |  SATURDAY, MAY 16, 2015
    [B2B, Companies] 4 Key Takeaways from the 2015 SiriusDecisions Summit
    Amongst the usual parade of waterfalls, models, and frameworks (all SiriusDecisions’ stock in trade) were some consistent themes highlighting the direction that B2B demand generation – or demand creation, as our hosts would have it – is evolving in 2015: 1. Outbound is the New Inbound.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 15, 2015
    [B2B, Companies] SiriusDecisions Summit 2015: Honky-tonk, Paul Bunyan, and Magic Johnson to (Cowboy) Boot
    What a week for B2B marketers! This is a must-attend event for B2B marketing leaders who are eagerly awaiting the release of new frameworks, demand waterfalls, and best practices to implement in their businesses. Investment to Pipeline: Average cost of demand creation of overall sales pipeline: aim for 1%-4%.
  • CMO ESSENTIALS  |  FRIDAY, MAY 15, 2015
    [B2B, Companies] 4 Marketing Roadblocks to Customer Obsession
    B2B marketing used to be a simpler proposition—conduct market research, agree on a creative and compelling message, and execute campaigns around that message. If you’re a B2B marketer with a sales cycle of 6 months +, measurement in these areas becomes even harder. Limited access to our “characters”. And let’s be honest.
  • ANNUITAS  |  THURSDAY, MAY 14, 2015
    [B2B, Companies] Sirius Decisions Summit 2015: It’s All About Alignment
    Site of the 2015 Sirius Decisions Summit , and ground zero for some of the most influential marketers and sales executives in B2B. If, for example, your demand generation team is getting rewarded for ‘net new’ leads regardless of quality then they are not going to worry about quality when they are generating net new leads.
  • ANNUITAS  |  WEDNESDAY, MAY 13, 2015
    [B2B, Companies] Enterprise B2B Marketers – How Did We Do In 2015?
    Last year, ANNUITAS launched a new kind of Demand Generation Survey.  Unlike many surveys that are conducted each year, this survey focused solely on the Demand Generation practices at B2B enterprise companies ($250m+ in Annual Revenue). effectiveness at achieving their Demand Generation goals.
  • ANNUITAS  |  TUESDAY, MAY 12, 2015
    [B2B, Companies] “Marketing is Dead” and Other Thought-Provoking Statements from B2BCamp Atlanta
    For Kevin O’Malley and Nate Kristy, the founders of B2BCamp, their goal is to create an “unconference” environment, where the B2B community can gather to network and collaborate on current business trends and challenges. True, we are all business people focused on making our company (and ourselves) successful.
  • ANNUITAS  |  THURSDAY, MAY 7, 2015
    [B2B, Companies] What B2B Sales Does Not Get That B2B Marketing Does, or Do They?
    The report was based on data survey from 372 sales 75% of which were B2B sales people. Numerous studies have shown that today’s B2B buying process is somewhere between 50-70% complete before a buyer initiates contact with a vendor or sales rep from the vendor. Blog B2B Marketing Buyer 2.0 59% stated “gaining appointments”.
  • VIEWPOINT  |  TUESDAY, MAY 5, 2015
    [B2B, Companies] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
    It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program. They provided us approximately 50% of their leads generated that year, about 1,500.
  • CMO ESSENTIALS  |  TUESDAY, APRIL 28, 2015
    [B2B, Companies] The Marketing Ménage à Trois: A Mutually Beneficial B2B2C Triad
    Marketers, however, have known for years that sexy (in the innovative sense) sells, yet they remain monogamous with their own B2B or B2C strategies. These traditional terms confine any business that sells primarily to the end consumer (B2C) or to another business (B2B) to think only in these lines. Demand Generation Trending
  • VIDYARD  |  MONDAY, APRIL 27, 2015
    [B2B, Companies] 3 Questions Every Modern Marketer Needs to be Asking about their Video Strategy
    As someone who has invested countless hours and hundreds of thousands of dollars creating videos for both consumer and B2B products, I too have found myself asking, “How can I show an ROI on this huge investment?”. As a marketer, I’ve always believed in the power of video. Finally, our cries for help have been answered! Great! Well it is.
  • BIZNOLOGY  |  FRIDAY, APRIL 24, 2015
    [B2B, Companies] Case study in data-driven B2B customer acquisition marketing
    My new book, B2B Data-Driven Marketing: Sources, Uses, Results , is launching in a few weeks. While preparing case studies for book, I had the fun of interviewing a bunch of very smart B2B marketers to learn how they were applying data and analytics to their marketing objectives. First, we target the right accounts. Like this post?
  • CRIMSON MARKETING  |  THURSDAY, APRIL 23, 2015
    [B2B, Companies] B2B Marketing Rock Stars: Data Is Driving Modern Buyer Personas
    Traditionally, B2B marketers have created buyer personas from customer hunches, not factual customer data. “As a result,  a vast majority (83%) of B2B marketers say that their buyer personas are only ‘somewhat’ effective, according to a study from the ITSMA. Source: Demand Gen Report. Click To Tweet.
  • LEADERSHIP  |  TUESDAY, APRIL 21, 2015
    [B2B, Companies] Marketing: What Has Not Changed —7 Tactics to Drive Better B2B Lead Generation
    With the increasing realization that marketing is now B2P (business to person) rather than B2B or B2C, there is much discussion about how to craft the perfect, blended strategy. There is less and less predictability in buyer behaviour because unlike in the past, today, it is hard to draw the line between B2B buyer and B2C buyer.
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 20, 2015
    [B2B, Companies] Hey Marketing: An Inquiry Is Not A Lead
    spent about half my career in marketing creating, tweaking and optimizing the demand generation process, most recently for the world’s largest software company. ” These are inquiries.These are names and email addresses, and if you are lucky, phone numbers and company names and titles. Demand Generation
  • CMO ESSENTIALS  |  THURSDAY, APRIL 9, 2015
    [B2B, Companies] Influencer, Affiliate And Advocate Marketing: What’s The Difference?
    Many B2B marketers are calling upon those outside their four walls to influence their target markets. This type of marketing is often categorized as performance-based marketing that rewards affiliates for the site visitors or customers they generate. Demand Generation Trending Influencer marketing: Short-term buzz.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, APRIL 7, 2015
    [B2B, Companies] 7 Modern Marketing Experience Takeaways
    Today’s post comes courtesy of Jon Russo , founder of B2B Fusion , an agency that focuses exclusively on modernizing old demand generation practices to new to drive more revenue for clients like Thomson Reuters, Level(3) Communications, and Blackboard, among others. Ecosystem & Partner Integration rises in importance.
  • ANNUITAS  |  TUESDAY, APRIL 7, 2015
    [B2B, Companies] Content Creation- It’s Not All The Same
    Let’s assume we have a solid Demand Generation Strategy, fully vetted by sales and marketing, built on well-researched Buyer Insights and written to fully Engage, Nurture and Convert our prospects into our pipeline. How, when and where to brand a content asset is something that B2B marketers often miss the mark on. Design.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 6, 2015
    [B2B, Companies] How to get start with Marketing – Step 1 – Buyer Personas
    We now call Find New Customers the most Likeable company in BtoB marketing today, thanks to our partnership with Likeable Local  – which is Social Media Marketing software to make YOU more successful. almost 1/2 of companies (44%) but almost 9 out of 10 say they are not using them effectively. What Star Wars Character are You ?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 6, 2015
    [B2B, Companies] Social selling and the social enterprise: From fantasy to reality
    ” On paper, the prospects seem so tantalizing, but when it comes to execution, very few companies have been able to make it work. Jones , Dell’s  VP – North America Commercial Marketing, and  one of the forces behind his company’s social transformation. They don’t buy from a company. Bryan :  It is.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 3, 2015
    [B2B, Companies] Marketing Mathematics: Why You Need to Invest in Website Engagement
    The understanding of the role and importance content has in creating demand and educating buyers has also increased the marketers’ understanding of the web channel. Targeting and Personalization b2b Consumer This often stems from the uncertainty they have about how to predict their web investment’s impact on their marketing objectives.
  • FEARLESS COMPETITOR  |  THURSDAY, APRIL 2, 2015
    [B2B, Companies] Things I miss every single day
    Just search for Find New Customers on your favorite mapping software to find this company. contact-form] Filed under: B2B demand generation , Find New Customers. B2B demand generation Find New Customers The business avatar of Jeffrey L. Ogden of Find New Customers. Hope it is fixed today! Jeffrey L.
  • LEADERSHIP  |  TUESDAY, MARCH 31, 2015
    [B2B, Companies] If You Dream About Going Rogue, Do It!
    It’s Friday evening and I’m driving home after an “entertaining” meeting with Sam, a client who is the CMO of an IT security solutions company. seemingly rational strategy for a fairly large company in an aggressively competitive market. He also knows that the B2B buyer is increasingly trending towards going rogue. Not quite.
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 31, 2015
    [B2B, Companies] 6 Key Steps to Global (Marketing) Domination
    Localizing your company’s marketing, product, and sales content can have a hugely positive impact on demand generation , company growth, brand recognition, and revenue creation. By tapping into multilingual markets and engaging new groups of consumers, you’re on the cutting edge of demand generation.
  • NUSPARK  |  SUNDAY, MARCH 29, 2015
    [B2B, Companies] Don’t be Fooled by LinkedIn’s Leads Accelerator, and a LinkedIn Advertising Wish List
    For a robust B2B social network, LinkedIn is missing the boat on a number of opportunities. LinkedIn Lead Accelerator. love the fancy name, but folks, it’s retargeting!  Nothing new here.  Here’s a link to the product sheet. Here are some examples: Retarget white paper A (top funnel content) for visitors of landing page B who did not convert.
  • CMO ESSENTIALS  |  FRIDAY, MARCH 27, 2015
    [B2B, Companies] Are Your B2B eCommerce Efforts Ready for B2C Best Practices?
    A recent Aberdeen study on B2B ecommerce highlighted a vital trend companies must address: the convergence of B2B and B2C ecommerce. Despite the unique nature of their activities, the roadblocks impacting ecommerce activities of B2B and B2C firms are now similar. Demand Generation Trending
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 26, 2015
    [B2B, Companies] Understanding Your Ideal Customer Profile Can Drive Personalized Web Experiences
    Editor’s Note: Today’s post comes courtesy of Tony Yang, Director of Demand Generation at Mintigo. As a data-driven marketer with deep experience in the B2B, SaaS, and enterprise 2.0 This is opposed to the sites that got ripped apart because they tend to be more company-centric and peddling what they sell.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 25, 2015
    [B2B, Companies] How To Use Dark Posts on Facebook and LinkedIn to Increase Relevance
    Author: Divya Dutt As a social marketer you are often asked to support many different initiatives going on in your company or organization. Some initiatives could involve brand awareness; others could revolve around demand generation or promoting an event , and so on. Social Media b2b Consumer My solution—dark posts!
  • THE POINT  |  TUESDAY, MARCH 24, 2015
    [B2B, Companies] Infographic: Top 10 Reasons to Hire a Full-Service Demand Generation Agency
    Like any “build or buy” decision, whether or not a full-service agency makes sense for your company depends on a myriad of variables – notably budget, of course – but also how the scale of your objectives balances against the breadth of available in-house resources and expertise. Agencies aren’t for everyone.
  • LEADERSHIP  |  TUESDAY, MARCH 24, 2015
    [B2B, Companies] Transform Your B2B Lead Generation with Storytelling
    Particularly in the world of B2B marketing, it is all too common to find rambling, repetitive, dull, long-winded, overly technical content that is just too boring to read, let alone share. And that, is the essential first step of an effective lead generation process. Dozen Tips for B2B Content Creation and Storytelling      .
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 19, 2015
    [B2B, Companies] Pithy sayings by Seth Godin in a great book
    ” which has been a slogan of Find New Customers , the most Likeable company in Marketing, since I founded it way back in 2009. ServPro “Like it Never Happened” is the company that sponsors FoxNews once hired me to deliver a keynote speech at their meeting in Connecticut last April, but I fell and never delivered it.
  • THE POINT  |  TUESDAY, MARCH 17, 2015
    [B2B, Companies] Programmatic Ad Buying: What Does It Mean for B2B Marketers?
    You could make the case, as I will, that of all the new technologies to enter the marketing technology landscape of late, the two with the potential to have the biggest short-term impact for B2B marketers are Predictive Analytics and Programmatic Ad Buying. Let’s start with a definition. audience creation leveraging third party data sources.
  • LEADERSHIP  |  TUESDAY, MARCH 17, 2015
    [B2B, Companies] Stimulate Your B2B Lead Generation with Innovation All It Takes to Get Started Is A Change of Mindset
    In my interactions with B2B companies and their C-Suite, a fixed mindset is one of the most common issues I come across. The CMOs are all for wanting their B2B lead generation to be more effective and re-energized. This measure of full transparency into their lead generation process was unheard of!
  • ANNUITAS  |  THURSDAY, MARCH 12, 2015
    [B2B, Companies] Identifying Hidden Talent – Part One
    With only 7.5% of the B2B Enterprise Marketing workforce rated as highly skilled, this will continue to be a challenge for CMOs over the next year and beyond. For example, there is an enormously large amount of data and research involved in developing Buyer Centric Demand Generation programs for our clients at ANNUITAS. link].
  • LEADERSHIP  |  TUESDAY, MARCH 10, 2015
    [B2B, Companies] CMO Spotlight: Jeremy Burton, President Products and Marketing at EMC Corp.
    “…We are all consumers at heart” – and that is the Highest Common Factor in B2B and B2C. We have been talking about the overlap between B2B and B2C marketing, the common challenges, the best practices that both types of companies can follow, etc. Steps to Refine Your B2B Marketing Approach in a Digital World. 1.
  • MODERN B2B MARKETING  |  MONDAY, MARCH 9, 2015
    [B2B, Companies] Make Your Events Program A Star: How to Plan a Multi-Channel Event the Right Way
    However, most companies let their event programs live on an island, far away from the realm of their company initiatives. Demand Generation:  Stand out! Your demand generation efforts go beyond just email programs; make sure to involve your customer team. Event Marketing b2b B2C
  • LEADERSHIP  |  TUESDAY, MARCH 3, 2015
    [B2B, Companies] What’s Holding Back Your B2B Lead Generation?
    He wanted to see me about getting his B2B lead generation moving with some new ideas. Their lead generation had frozen over, he said, and need a big push. Here are the top 5 issues I found with Peter’s current process—and these are common B2B lead generation challenges: 1. FROZEN. told him they needed a meltdown.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 26, 2015
    [B2B, Companies] The Power of B2B Lead Nurturing
    This is why you need to share great content (focused on them and not you) with them over time – gently earning their trust till they begin to trust your company. Unfortunately, few companies do lead nurturing at all, and those who do tend to do it poorly. Lead Scoring ). This is a story about Jeffrey L. What do you think? Ogden.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 26, 2015
    [B2B, Companies] [Infographic] From Cost Center to Revenue Generator: SMB Marketers Predict The Future
    The research revealed that in the next three to five years, SMB marketers will be increasingly responsible for customer engagement and revenue generation. This was closely followed by skills in digital engagement (37%) and marketing operation and demand generation (35%). Engagement Marketing Infographic b2b Consumer
  • LEADERSHIP  |  TUESDAY, FEBRUARY 24, 2015
    [B2B, Companies] The 4 Stages of the B2B Lead Generation Lifecycle
    The point I’m getting at is, the more we are evolving our tools and processes to “simplify” lead generation and marketing, the more complicated it will become—that’s inevitable. In my opinion, it requires going back to the basic 4 stages of a B2B lead generation lifecycle. Nurturing through Every Stage Until the Magic Happens.
  • FEARLESS COMPETITOR  |  SATURDAY, FEBRUARY 21, 2015
    [B2B, Companies] Some facts about Jeff Ogden
    After getting a BBA in Marketing from the University of Notre Dame, I went to Peoria, Illinois to work for the Caterpillar Tractor Company. assume that was the way all companies worked. Next I got a job with business intelligence software company Business Objects in New York City. Hope you like it. and it has won lots of races.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 17, 2015
    [B2B, Companies] Infographics are great for Content Marketing
    Jeff Ogden  (follow me on Twitter at @fearesscomp ) of Find New Customers , the most likeable company in B2B marketing today is partnered with Likeable Local , who uses Hubspot and they have a very popular blog. Filed under: B2B demand generation , b2b lead generation companies , Chief Content Officer.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 16, 2015
    [B2B, Companies] The 5 Insights that help put the rules to work for you
    Please note that this is the blog of Find New Customers , the most likeable company in B2B marketing today. We work on that website almost every day to make it better and better, so please visit us if your company needs better sales leads. Something occurred at these companies to trigger their search for a solution like yours.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 10, 2015
    [B2B, Companies] Conducting the buyer interview in buyer personas
    This blog is also on the Marketo Big List of B2B Marketing blogs , which is a great honor. There’s no cost at all, till we talk about this service for your company. contact-form] Filed under: B2B demand generation , Buyer Personas , Content marketing , Demand Generation. Amen!).
  • LEADERSHIP  |  TUESDAY, FEBRUARY 10, 2015
    [B2B, Companies] CMO Spotlight: Alan See, Forbes “Most Influential CMO on Social Media”
    7 Frequently Overlooked, Back-to-Basics Tips for  B2B Marketers. While some have revolutionary ideas that bring us to the edge of our seats, others make us sink back into our seats and think, “Gosh, we totally forgot about that!” In today’s piece, I’m happy to present these back-to-basics tips for B2B marketers from Alan See.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, FEBRUARY 6, 2015
    [B2B, Companies] Q&A with Ardath Albee: Driving Smart Marketing with Digital Relevance
    " In her role as CEO of consulting firm Marketing Interactions , Albee works directly with companies facing this and other challenges. AB: In the book you call attention to the way companies approach “see also” content presentation on their web sites. Why is this and how do you advise companies to remedy this?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, FEBRUARY 6, 2015
    [B2B, Companies] Q&A with Ardath Albee: Driving Smart Marketing with Digital Relevance
    " In her role as CEO of consulting firm Marketing Interactions , Albee works directly with companies facing this and other challenges. AB: In the book you call attention to the way companies approach “see also” content presentation on their web sites. Why is this and how do you advise companies to remedy this?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 5, 2015
    [B2B, Companies] VEST Report: Latest Trends in Marketing Automation, and Where's My Hoverboard?
    I just finished the latest release of the B2B Marketing Automation Vendor Selection Tool , a.k.a. If this happens, the reason will be that agencies provide the missing skills that have prevented so many companies from taking full advantage of marketing automation systems by themselves. VEST Report. Less is more, I suppose. social data.
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 4, 2015
    [B2B, Companies] “A Promise Made is a Promise Kept” – a Motto of Find New Customers
    Keeping promises is one of the key mottoes of the Tampa-based marketing company Find New Customers , the most Likeable company in B2B marketing. How does one run a company – without keeping promises? good example of how Find New Customers keeps promises is our client, Mintigo , a software company in San Francisco.
  • MARKETING ACTION  |  WEDNESDAY, FEBRUARY 4, 2015
    [B2B, Companies] The ROI of Influencer Marketing
    What does it mean to be an influencer marketing company ? DemandGen study that shows 72% of B2B buyers use social media to research a purchase and 53% rely on trusted recommendations to make a purchase. Forrester Research report that 85% of B2B decision-makers rely on trusted online communities when researching business technologies.
  • ANNUITAS  |  TUESDAY, FEBRUARY 3, 2015
    [B2B, Companies] ANNUITAS Names Jennifer L. Harmel EVP and Principal
    B2B demand-generation strategist leads firm’s strategic client programs  . 03, 2015 – ANNUITAS , a Demand Generation Strategy and Change Management firm, has named Jennifer L. Harmel as Principal and EVP, Demand Process Strategy Practice. Known for its Demand Process? ANNUITAS Names Jennifer L.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 2, 2015
    [B2B, Companies] In Content Marketing, every word matters. Thus Buyer Personas matter!
    In order to use the right words in Content Marketing, Buyer Personas are essential in B2B marketing today, plain and simple.They’re the difference between mediocre content and great results. jj Filed under: B2B demand generation , B2B lead generation , Buyer Personas , Content marketing , Demand Generation , Find New Customers.
  • THE POINT  |  THURSDAY, JANUARY 29, 2015
    [B2B, Companies] Key B2B Demand Generation Strategies for 2015
    We discussed what’s new, what’s working, and what’s on the horizon in B2B Demand Generation. What is the first B2B marketing strategy that marketers must consider for 2015? (HS) Content is everything these days. In our business, demand generation and content marketing are nearly synonymous. Or both?
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 28, 2015
    [B2B, Companies] The Top 10 Best of Everything in 2015
    Since Fearless Competitor is the blog of the company Find New Customers , we hope you’ill visit that site too. Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Find New Customers , Florida. Let’s have some fun here. The best airline.
  • LEADERSHIP  |  TUESDAY, JANUARY 27, 2015
    [B2B, Companies] The New Paradigm in B2B Lead Nurturing —Perhaps It’s Time to Cleanse Your Sins!
    The river that has nurtured and cradled in its lap, generation after generation since 1900 BC, is still today, an extremely powerful physical and spiritual force. We’re dealing with people, not companies. Can you generate eBooks, reports, Infographics, case studies, etc. That’s good reason. Not working?
  • FEARLESS COMPETITOR  |  FRIDAY, JANUARY 23, 2015
    [B2B, Companies] 5 Tips for Developing Strong Buyer Personas
    Buyer Personas are the foundation of great B2B marketing plain and simple and there was a big discussion on Linkedin about personas recently. To create great lead generation campaigns , you start with buyer personas. Without deep buyer(People) personas, you simply cannot be great at demand generation or lead generation at all.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 22, 2015
    [B2B, Companies] The State of Marketing Technology in Asia
    TV advertising is still dominant in Asia, but marketers are increasingly trying to attribute lead generation and sales to customer personas and behaviours, rather than simply to response rates in specific media. Use real time feedback to generate insights and facilitate true dialogue with customers. Follow David on Twitter @ketchum.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 21, 2015
    [B2B, Companies] Right Time, Real Time Selling
    Jeff Ogden , an award-winning marketing expert and President of Find New Customers , the nicest company in B2B marketing, wants to bring back this post from years ago, because it has good information for you. This blog is also included in the Marketo Big List of B2B Marketing Blogs , which is the source of the Top B2B Blog logo.
  • ANNUITAS  |  TUESDAY, JANUARY 20, 2015
    [B2B, Companies] Essentials of Perpetual Revenue
    Several days ago I had dinner with a long-time friend who is a self-employed B2B entrepreneur. You may have the right content marketing strategy to fuel your Demand Generation program, however, you may need to take a step back and evaluate if you truly have a Demand Process that will drive perpetual revenue.
  • FEARLESS COMPETITOR  |  FRIDAY, JANUARY 16, 2015
    [B2B, Companies] Marketing without buyer personas is like taking a roadtrip without a map
    According to a recent post at The Buyer Persona Institute, 4 4% of companies say they have buyer personas, but almost 9 out of 10 don’t use them effectively. Filed under: B2B demand generation , B2B lead generation , Buyer Personas. moveo 3:06pm via Hootsuite. You must know whom to talk too.
  • CRIMSON MARKETING  |  THURSDAY, JANUARY 15, 2015
    [B2B, Companies] Atri Chatterjee, Act-On Software CMO: The Top Challenges Facing Integrated Demand Generation Marketers and How to Overcome Them [Podcast]
    Your own website should be the cornerstone of your demand generation program, he adds—50% of your potential customers start there. Building blocks: Atri offers the example of Lego Education, the famous toymaker’s educational B2B division, and shares a glimpse at Lego’s sophisticated, holistic multi-channel demand generation strategy.
  • THE POINT  |  TUESDAY, JANUARY 13, 2015
    [B2B, Companies] How to Measure Email Success in 2015: A Call to ROI
    Since email continues to be a dominant channel for most B2B marketers, let me suggest that a good candidate for #1 on your “to do” list for 2015 is to improve the way you measure email campaigns. The only way to really gauge email success is to measure the impact that leads generated by a campaign have on pipeline and revenue.
  • LEADERSHIP  |  TUESDAY, JANUARY 13, 2015
    [B2B, Companies] CMO Spotlight: 5 Questions B2B Marketers Should Ask
    Based on Jon Iwata’s approach to marketing, here are 5 important questions your B2B organization needs to ask: 1. Jon emphasizes the need for effective demand generation when selling to businesses. Does Your Company Have A Strong Character? CMO Spotlight: Jon Iwata, SVP, Marketing & Communications, IBM.
  • ANNUITAS  |  TUESDAY, JANUARY 13, 2015
    [B2B, Companies] Enterprise B2B Marketers: Focus on Connecting with Your Buyers for Impact in 2015
    In October of 2014, ANNUITAS published a Benchmark Study regarding B2B Enterprise Demand Generation. So, with a finite amount of resources where should B2B Enterprise marketers focus their efforts for the most impact? Understand Your Buyer and Think Strategically About Demand Generation Programs.
  • FEARLESS COMPETITOR  |  MONDAY, JANUARY 12, 2015
    [B2B, Companies] Top 10 Reasons NOT to talk to Find New Customers
    The B2B lead generation consultancy, Find New Customers is not for everyone. Prospective customers are beating down your doors to buy your company offering. 9. Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. We tried to think up some reasons why it’s not for you.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 12, 2015
    [B2B, Companies] 15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)
    Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. find that connecting the marketing and sales funnels together is really a big challenge and that is a big stopgap for most demand generation programs. Most new leads go nowhere. Here’s how. Business need.
  • THE POINT  |  FRIDAY, JANUARY 9, 2015
    [B2B, Companies] Steal This Technique for Your Next Sales Email
    As the saying goes, he who hesitates is lost. I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency. We’ll pass on partnering with [Company Name] for the time being, thanks for the offer! 2. Thanks!
  • LEADERSHIP  |  FRIDAY, JANUARY 9, 2015
    [B2B, Companies] Interesting Infographics: 10 Ways to Convert More Customers Using Psychology
    Some of the examples are from a traditional B2C environment but I can see how we can apply it to our B2B lead generation strategies and tactics. She concluded that buyers are okay with companies admitting to faults from time to time, as they show the company is actively looking to fix the problem. Research by Prof.
  • FEARLESS COMPETITOR  |  THURSDAY, JANUARY 8, 2015
    [B2B, Companies] The Top 10 Best of Everything in 2015
    There are fine companies out there like Bulldog Solutions and BlueBird Strategies and they do a nice job, but I have to say good things about two firms, Heinz Marketing which is run by my good friend, Matt Heinz, and my own company Find New Customers , which has the very best company name.  No dog or person in our name.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 7, 2015
    [B2B, Companies] 3 Steps to Stellar List Building
    Gathering valuable information enables you to build targeted niche lists, track emerging companies in specific markets, and segment larger sectors or lists. Good B2B list building affects all aspects of business, including the funnel and pipeline. Improve demand generation response rates. Understand Your Audience.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 6, 2015
    [B2B, Companies] 5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions
    We asked 5 B2B sales thought leaders to take a step back and analyze last year in terms of sales trends and this year in terms of sales predictions. Specifically, we asked them this question: What were the major trends in B2B inside sales in 2014, and how do these trends influence your predictions for 2015? It’s January 6. Kyle Porter.
  • ANNUITAS  |  TUESDAY, JANUARY 6, 2015
    [B2B, Companies] Five 2015 B2B Demand Generation and Content Marketing Resolutions
    As we start 2015, the one thing that B2B marketers can be assured of is that our market and the approach our buyers take to purchase will continue to change and become all the more sophisticated.  In the ANNUITAS B2B Enterprise Demand Generation study, more than 60% of respondents stated that they ran over 15+ campaigns on an annual basis.
  • MARKETING ACTION  |  MONDAY, JANUARY 5, 2015
    [B2B, Companies] 87 New (Really) Marketing Automation Stats
    Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Here’s another popular one: “Companies that blog have 55% more website visitors, 97% more inbound links, and 434% more indexed pages.”. 25% of Fortune 500 B2B companies have adopted marketing automation.
  • NUSPARK  |  SATURDAY, JANUARY 3, 2015
    [B2B, Companies] 17 Lead Generation- Demand Generation 2015 New Year’s Resolutions
    have an RSS reader with 150 or so blogs to stay up to speed on the ever changing world of demand and lead generation. This year look for one on Marketing Analytics and an update on social media lead generation. White papers and eBooks are excellent lead generators. Our focus at NuSpark Marketing is lead generation
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 2, 2015
    [B2B, Companies] The Evolution of Demand Generation In 2015
    Author: Heidi Bullock Demand generation is a vital aspect of any marketing organization. With the New Year, I’d like to share the big trends I see for 2015—starting with a growing and continual focus on demand generation. Demand Generation b2b Consumer Marketing organizations will change.
  • ANNUITAS  |  TUESDAY, DECEMBER 23, 2014
    [B2B, Companies] How Living in the 57 Percent Will Impact Your Content Marketing Strategy in 2015
    In their 2012 study End of Solution Sales , the Corporate Executive Board (CEB) revealed that 57 percent of a typical B2B purchase decision is made before a customer even talks to a supplier. But now, owing to increasingly sophisticated procurement teams with troves of data, companies can readily define solutions themselves.”  .
  • MARKETING ACTION  |  FRIDAY, DECEMBER 19, 2014
    [B2B, Companies] Video Marketing Works for B2B, Too: Insights from the Software Benchmark Report
    That’s because for today’s B2B marketers, video has become a must-have demand generation tool. In the survey, respondents were asked to rank the demand- and lead-generation effectiveness of various types of content, offers and calls-to-action (CTAs). Here’s what they found out about video marketing. Moving Images.
  • B2B MARKETING INSIDER  |  WEDNESDAY, DECEMBER 17, 2014
    [B2B, Companies] 21 Questions To Help You Define Your Content Marketing Strategy
    Content should be an asset inside your company. What demand generation programs do you use? And please follow along on  Twitter ,  LinkedIn ,  Facebook  and  Google+  or  Subscribe  to the  B2B Marketing Insider  Blog for regular updates. And that’s OK. And that’s OK too. Content is not a cost. Strategy
  • ANNUITAS  |  TUESDAY, DECEMBER 16, 2014
    [B2B, Companies] Three 2015 Marketing Predictions I Hope Are Terribly Wrong
    As 2014 comes to a close, we get to turn our sights to 2015 and prognosticate on what may be in store for those in B2B Marketing in the coming year. Only 2.8% of those in B2B Enterprises who are responsible for Demand Generation state they are highly effective in reaching their goals – ANNUITAS.
  • LEADERSHIP  |  MONDAY, DECEMBER 15, 2014
    [B2B, Companies] CMO Leadership and B2B Lead Generation Lessons in 2014
    We featured inspiring leaders from global companies and gathered valuable lessons for B2B marketers. Read Beth Comstock’s “ 5 Tips for B2B Marketers to Get in the Driving Seat ”. Don’t limit your B2B marketing mission to Earth—that’s the advice Elon Musk, CEO of Tesla Motors has for us. Are Your CMO and CIO Married?
  • THE POINT  |  FRIDAY, DECEMBER 12, 2014
    [B2B, Companies] 5 Simple PPC Landing Page Changes that May Improve Your Quality Score
    So, for example, in that earlier post I wrote: “Be cautious with customer logos, award icons, and gushing quotes of praise for your company or product. Testimonials of this type can detract from the primary offer and create the aura of a sales pitch for your company that runs counter to the information of value the reader is searching for.”.
  • MARKETING ACTION  |  FRIDAY, DECEMBER 12, 2014
    [B2B, Companies] Hiring a Marketer: What Skill Set Should You Look For?
    If your company has grown to the point where you’re hiring a marketer for the first time, congratulations! New technologies have made possible many new strategies, and changing consumer habits are changing the game for B2B as well as B2C businesses. And now we’ve added: Lead generation. Demand generation.
  • ANNUITAS  |  THURSDAY, DECEMBER 11, 2014
    [B2B, Companies] Four Keys Areas Where the CMO Must Lead
    have written many times about the need for change management in marketing organizations in order to adapt to the rapid shifts that are occurring with B2B buyers. I have been to many conferences and read many marketing articles about having marketing get a seat at the table. Alignment With Their Peers. Skill Training. Investing Wisely.
  • MARKETING ACTION  |  THURSDAY, DECEMBER 11, 2014
    [B2B, Companies] Tradeshows and Events Drive Highest Quality Leads
    Companies creating a presence at these events have the extra costs of designing, creating, and shipping booths and signage as well. In fact, 77% of marketers said they generated a “somewhat high” or “very high” quantity of leads, and 82% said they generated leads of “good” or “excellent” quality. Quality, Quantity, and Cost.
  • VIDYARD  |  THURSDAY, DECEMBER 11, 2014
    [B2B, Companies] How to Use Video Content to Drive and Support Other Content Marketing Activities
    According to the  Content Marketing Institute  (CMI), video is the sixth most commonly used content marketing format, but the third most effective type for B2B brands. Let’s take a look at how video can create and support your demand generation, blogging, and social media efforts: Demand Generation.
  • FEARLESS COMPETITOR  |  TUESDAY, DECEMBER 9, 2014
    [B2B, Companies] How Jeff Ogden of Find New Customers evaluates business investments
    Only two organizations to date have measured up to these tough criteria to protect limited funds: Likeable Local – Social Media Marketing company in New Your CityI know very well. What do you think of our tough business criteria for company investments? B2B demand generation Business relationships Find New Customers Florida
  • B2B MARKETING INSIDER  |  MONDAY, DECEMBER 8, 2014
    [B2B, Companies] What Is The Cost Of A Lead?
    published their research from last year as well because I think this information is really helpful for brands to benchmark themselves in their demand generation efforts. There is enormous disparity among B2B companies when it comes to lead generation practices. appeared first on B2B Marketing Insider.
  • MARKETING ACTION  |  SATURDAY, DECEMBER 6, 2014
    [B2B, Companies] Which Marketing Software Applications Matter to B2B Marketers?
    Successful B2B marketers understand that the right technology tools can deliver a significant competitive advantage. So, just how many pieces of software does it take to generate a lead? Clearly, B2B marketers are keeping busy! It’s not too surprising that so many marketers depend on email to generate leads.
  • CMO ESSENTIALS  |  WEDNESDAY, DECEMBER 3, 2014
    [B2B, Companies] 8 Free Research Reports to Guide your 2015 Marketing Plan
    If you joined us today for our webinar, “ What Best-in-Class Marketers are Planning for 2015 ” (the on-demand version is available at that link) you’ll find all reports mentioned today in the list below. What does it take to use marketing automation like Best-in-Class companies? Brand & Content Demand Generation
  • LEADERSHIP  |  TUESDAY, DECEMBER 2, 2014
    [B2B, Companies] 10 Tips to Plan B2B Content Marketing and Maximize Lead Generation
    So here is a fairly obvious statistic from the B2B 2015 Content Marketing Benchmarks, Budgets and Trends Study by Content Marketing Institute and MarketingProfs: 70% of B2B marketers are producing more content this year than last year. 100% increase in leads generated through the site in the past year. Now that’s ROI!
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 1, 2014
    [B2B, Companies] Marketing Automation: Lessons from 4 case studies
    Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Case Study #1 – Marketing Automation: 200% increase in lead volume for software company after implementation. Case Study #4 – Marketing Automation: IT company boosts leads 59%, generates $1.5
  • LEADERSHIP  |  TUESDAY, NOVEMBER 25, 2014
    [B2B, Companies] The Evolution of B2B Marketing—Brain to Brain
    Interesting evolutionary spin on B2B marketing! The lines are definitely blurring between B2C and B2B with Brain to Brain being the marriage of the two disciplines. Every company does some things well and other things poorly, but they spend way too much time convincing themselves why their industry (and company) is unique.
  • CMO ESSENTIALS  |  TUESDAY, NOVEMBER 25, 2014
    [B2B, Companies] I’m Thankful I’m Not Thankful For…
    Earlier this week, thinking back on how much I have to be thankful for this past year, I also realized there are a few things that I’m actually thankful that I’m not thankful for in the world of B2B marketing. I’m sure you’ve got a few annoyances as well. Which content generates the most conversions that lead to closed deals?
  • FEARLESS COMPETITOR  |  MONDAY, NOVEMBER 24, 2014
    [B2B, Companies] My Review of the book, Enchantment, by Guy Kawasaki
    Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers and is always on the hunt for great ideas from top authors. Find New Customers helps companies (with between 50 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs.
  • ANNUITAS  |  THURSDAY, NOVEMBER 20, 2014
    [B2B, Companies] Why Don’t We Market To Our Customers?
    They should always play a part in your Demand Generation Strategy. I was recently onsite with a prospect and was told that if this company could simply add $10,000 to every customer renewal each year they would add $400,000,000 in incremental revenue to the bottom line.  Lack of Demand Generation Focus.
  • MARKETING ACTION  |  THURSDAY, NOVEMBER 20, 2014
    [B2B, Companies] Lead Scoring Strategies for Agencies: Best Practices
    skilled demand generation agency can make sure that the marketing automation (which is the system marketing usually uses for lead qualification) and CRM (the system of record for sales) are properly integrated and configured to execute on the strategy both teams have agreed to. They also have a great logo.) Settling the Score.
  • KOMARKETING ASSOCIATES  |  TUESDAY, NOVEMBER 18, 2014
    [B2B, Companies] B2B Budgeting for 2015: 10 Key Marketing Research Reports & Guides
    Software Advice’s recently released 2014 B2B Demand Generation Benchmark report  revealed that the vast majority of B2B marketers (79 percent) use at least 11 different marketing software applications. Plans for 2015 Demand Generation Spending, by Channel. Forrester’s New B2B Buyer.
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