• AGGREGAGE B2B WHITE PAPERS  |  THURSDAY, SEPTEMBER 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  |  THURSDAY, SEPTEMBER 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  |  THURSDAY, SEPTEMBER 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.
  • ANNUITAS  |  THURSDAY, SEPTEMBER 29, 2016
    [B2B, Companies] The Real Truth About B2B Marketing And The Social Media Platforms You Need
    I’ve read a few articles about social media and B2B Marketing lately that have blown my mind. However, I read an article recently that got me thinking as it raised some interesting points about social and B2B. In answer to the age-old question of which platform is the best one for B2B marketing? Like And this is not a listicle.
  • ACT-ON  |  THURSDAY, SEPTEMBER 29, 2016
    [B2B, Companies] The Rethink Podcast Episode #3: Unlocking Your Video Marketing Strategy
    More and more B2B companies are adopting video into their marketing mix. But But as Tyler explains, there are still opportunities to unlock the potential of video for your company. That’s everything from demand generation and lead generation in digital, to creative and content, product marketing and so on.
  • BIZIBLE  |  WEDNESDAY, SEPTEMBER 28, 2016
    [B2B, Companies] What is Account-Based Marketing? Everything You Need to Know
    Is Account-Based Marketing Right For My Company? Implementation of the strategy is clearly on the rise, but evaluating if it’s right for your company comes down to sales cycle, deal size and purchasing base. ABM helps you target and reach the key decision makers within those companies. How much is the company’s annual revenue?
  • BIZIBLE  |  TUESDAY, SEPTEMBER 27, 2016
    [B2B, Companies] How To Decide Whether Marketo RCA Is Right For You
    The technology journey for B2B marketers includes the implementation of an advanced marketing automation system and a CRM. Marketo RCA reporting uses data generated from Marketo’s Javascript tracking technology, called Munchkin. And at some point an advanced marketing attribution solution is also implemented. Marketo RCA)? Conclusion.
  • KEO MARKETING  |  MONDAY, SEPTEMBER 26, 2016
    [B2B, Companies] Selecting a Budget-Savvy Marketing Agency
    Having a clear picture of your company vision will help them recommend particular marketing strategies to help you get there. This is ideal for companies that want to maintain their market position and do not have ambitious growth goals. This is best for companies that have moderate growth goals or plan to solidify their customer base.
  • SCRIBBLELIVE  |  MONDAY, SEPTEMBER 26, 2016
    [B2B, Companies] Come Talk Content + Have a Drink on Us [In San Francisco]
    Demandbase is the leading B2B account-based marketing platform, and Nanneke works closely with Corporate Marketing, Sales and Marketing Operations to create/execute effective programs. Elliot drives content development at Gusto, a company that is transforming how benefits and payroll are managed, to capture and nurture customers.
  • THE POINT  |  FRIDAY, SEPTEMBER 23, 2016
    [B2B, Companies] Winning B2B Email Campaign Keeps it Simple
    In B2B email marketing , does short copy always win over long? You won’t see or find many shorter B2B emails than the one below from BounceX , a New York-based developer of “behavioral automation tools for digital marketers.” The post Winning B2B Email Campaign Keeps it Simple appeared first on The Point. Not necessarily.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 21, 2016
    [B2B, Companies] The Need to Focus on the Buyer
    hope this post is helpful to you all.  I love comments and those who share it on social media.  It would also be nice if top companies linked to me. Filed under: B2B demand generation , BtoB Marketing , Business relationships , Business Strategy , CEO Action Items. The world is changing fast.  million to $6.8 million.
  • MODERN B2B MARKETING  |  WEDNESDAY, SEPTEMBER 21, 2016
    [B2B, Companies] 3 Steps Towards Becoming a Data-Driven B2B Marketer [Ebook]
    Clean and accurate data is always top-of-mind for B2B marketers because without it, your demand generation team can’t send relevant content to leads and your sales team can’t tailor their conversations with leads during each step of the buyer’s journey. Here Marketing Metrics b2b
  • THE POINT  |  TUESDAY, SEPTEMBER 20, 2016
    [B2B, Companies] When & Where Should B2B Companies Outsource Marketing?
    How is working with a B2B agency different/more complex than that? (HS) I don’t believe hiring an agency should be a decision of whether or not you want to outsource your marketing. have no problem with our firm being an “on demand” resource for if and when people need us. Where will content appear? Are leads shared or re-sold?
  • PUREB2B  |  TUESDAY, SEPTEMBER 20, 2016
    [B2B, Companies] Pure Incubation Makes Inc. Magazine’s 5000 List for the Third Straight Year
    Magazine as one of the fastest growing privately held companies in the U.S. 5000 list, an elite ranking of the country’s fastest-growing private companies. Melissa Chang, CEO of Pure Incubation attributes the company’s success to two things: “First are our employees who are the heart and soul of the company. million.
  • ANNUITAS  |  TUESDAY, SEPTEMBER 20, 2016
    [B2B, Companies] 3 Ways To Create Content That Converts
    The pressures to build a solid Demand Generation Strategy that is perpetual with content marketing that converts is high. It’s just not that simple to buy most B2B solutions. Blog content marketing conversions Demand Generation StrategyDo you recognize any of the following content marketing misses? Engage? Check.
  • BIZIBLE  |  MONDAY, SEPTEMBER 19, 2016
    [B2B, Companies] 4 Mistakes Paid Media Marketers Make When Calculating ROI.And How To Fix Them
    multi-touch attribution solution will tell you how much revenue is generated by paid media overall, as well as by specifics, like by campaigns, keywords, ads, etc. We like to think of B2B marketing like a relay race. In the B2B buying process, it can take many months for a prospect to go from first touch to closed-won.
  • KAPOST  |  MONDAY, SEPTEMBER 19, 2016
    [B2B, Companies] Want to Sell More? Boost the Relationship Between Sales and Marketing
    The relationship between sales and marketing in B2B organizations is a powerful dynamic to manage. When the every team for itself mindset is at play, organizations lose out on the essential momentum needed in the long game to win over B2B customers. The Combined Power of Sales and Marketing Generates More Intelligent Content.
  • LEADERSHIP  |  FRIDAY, SEPTEMBER 16, 2016
    [B2B, Companies] The Cost of Online v. Offline Lead Generation
    What’s the difference between online and offline lead generation? Offline lead generation can cost between $300-$500 per contact, including field staff salary and travel. Online lead generation will cost about $25-$30 per contact for an inside salesperson (My note: for a more indepth look at the cost of a B2B lead, click here ).
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 16, 2016
    [B2B, Companies] Top 5 Marketing Must-Haves for Asset Managers and More
    Not a sophisticated strategy, but referrals were obviously effective and this was a time before the demand generation marketer even existed (at least under that moniker). Lead Generation Forms. If you have a website, use it for lead generation. Marketing Automation b2bSound familiar? You’re Engaging Content.
  • NETLINE B2B MARKETING  |  TUESDAY, SEPTEMBER 13, 2016
    [B2B, Companies] Insights for B2B Marketers from Content Marketing World
    This year, as an event sponsor, we had the pleasure of meeting with an exceptional list of B2B content marketers, demand generation strategists, and executives looking to power forward into 2017 with new tools, solutions, and approaches — and we were ready for them! Tim, of Corporate Visions Inc.,
  • BIZIBLE  |  TUESDAY, SEPTEMBER 13, 2016
    [B2B, Companies] Get the Most Out of Your B2B Demand Generation Efforts with These Nine Resources
    Although we’ve stated in the past that leads goals are dead , that doesn’t mean that we think demand generation isn’t an important function of every B2B marketing team. Here are nine articles to help your marketing team drive revenue and get the most out of its demand generation efforts. Read More. Read More.
  • KOMARKETING ASSOCIATES  |  MONDAY, SEPTEMBER 12, 2016
    [B2B, Companies] 4 Ways to Find Marketing Qualified Leads on Twitter
    When do you know there’s a good chance of generating interaction, winning a new customer and increasing your sales? A few telltale signs and characteristics will help you navigate the vast world of online discussion and find those qualified leads that you want. Let’s take a look at using Twitter for B2B marketing leads: 1.
  • 6SENSE  |  THURSDAY, SEPTEMBER 8, 2016
    [B2B, Companies] The 4 Use Cases of Predictive Intelligence, Part 1
    Marketing and sales teams are increasingly using predictive intelligence to uncover insights into their customers and prospects from the data generated by their campaigns, captured by their marketing technology stack and created by their prospects across the broader B2B web. Account-Based Lead Generation. Latest
  • 6SENSE  |  THURSDAY, SEPTEMBER 8, 2016
    [B2B, Companies] Part 1: The 4 Business Use Cases of Predictive Intelligence
    Marketing and sales teams are increasingly using predictive intelligence to uncover insights into their customers and prospects from the data generated by their campaigns, captured by their marketing technology stack and created by their prospects across the broader B2B web. Account-Based Lead Generation. Latest
  • NUSPARK  |  THURSDAY, SEPTEMBER 8, 2016
    [B2B, Companies] Utilizing Webinars in Your B2B Demand Generation Strategy
    Webinars have seen a surge in popularity in recent years with all the savviest B2B marketers—why? Because they excel at high quality lead generation. For business lead generation, authority matters immensely. There’s also something of a trade involved in lead generation via webinar. Produce superior leads. Content
  • LEANDATA  |  WEDNESDAY, SEPTEMBER 7, 2016
    [B2B, Companies] Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management
    Unique Combination of Technologies Will Increase Conversion Rates for B2B Marketers. Leadspace and LeanData today announced a partnership to provide lead routing, matching and predictive enrichment of both individual and company contact data. Inbound lead-to-account matching is crucial for B2B marketing — especially for ABM.
  • KEO MARKETING  |  TUESDAY, SEPTEMBER 6, 2016
    [B2B, Companies] Is Your 2017 Marketing Budget Ready?
    KEO Marketing has put together a new Marketer’s Guide, “ 5 Critical Steps for Planning Your 2017 Marketing Budget ” that will help companies like yours to create a budget that can accommodate addressing new marketing challenges. First, align your marketing goals with your company’s strategic goals and vision for growth.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 6, 2016
    [B2B, Companies] How to Use Surveys for B2B Lead Generation
    Demand generation and…surveys? For example, let’s say you do demand gen for a tech company. Innovative B2B marketers are using surveys as the perfect complement to lead forms. What’s in a first name, last name, company name, business email, and/or phone number? Demand generation and surveys.
  • ACT-ON  |  MONDAY, SEPTEMBER 5, 2016
    [B2B, Companies] Marketing Jobs: The Outlook is (Still) Bright
    According to  Jane Creaner Glen, Head of Recruitment and HR at the Digital Marketing Institute , “A lot of companies are still looking for broad digital marketing skills at Manager and Executive level. company’s size and industry play a part in the types of marketers it hires, also. Statistics and references have been updated. The U.S.
  • NETLINE B2B MARKETING  |  FRIDAY, SEPTEMBER 2, 2016
    [B2B, Companies] Q&A with Sales and Marketing Thought Leaders Headed to Content Marketing World
    Company Size: $1 billion+ annual revenues. What does your target audience look like: MH: Job Function: Demand Generation, Revenue Marketing, Sales Enablement. Company Size: mid-market, usually between $10M and $250MM/year. Your welcome and enjoy…. JP: I built a perfect replica of the CMI logo with my two sons. Have a CTA!
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 25, 2016
    [B2B, Companies] The Top Skills In-Demand for Today’s Hybrid Content Marketer
    These are t he top skills in-demand for content marketers today: Experience vs. Education: Settling the Debate. Since experience and on-the-job skills go hand in hand, it’s important to understand what the top in-demand skills are so you can identify which areas you already excel in and which skills you may need to improve.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 24, 2016
    [B2B, Companies] 6 Steps for a Successful B2B Cross-Sell and Upsell Strategy
    In fact, data from Forbes reveals 90% of the customer value for B2B businesses is actually obtained after the initial sale. Follow these six steps to build an effective customer demand generation strategy for cross-sell and upsell: 1. Start Lifecycle Marketing b2bBut how can you get started? Start With Your Goals.
  • ANNUITAS  |  TUESDAY, AUGUST 23, 2016
    [B2B, Companies] Use Marketing Automation The Right Way
    Additionally, many who take this approach fail in that they do not take a multi-channel approach to demand generation. will spare the statistics that prove the buying process in B2B has drastically changed and if you are one of those who still refuse to accept and recognize that, I respectfully urge you to find a new profession.
  • KAPOST  |  TUESDAY, AUGUST 23, 2016
    [B2B, Companies] Why Product Marketing is Essential to Your B2B Organization
    Despite this comment, some companies still struggle to understanding the value of product marketing. The Value of Product Marketing in the Early Stages of a Company. Earlier this year, a startup founder asked me if an early stage company should prioritize hiring a demand generation leader or a product marketing leader.
  • BIZIBLE  |  THURSDAY, AUGUST 18, 2016
    [B2B, Companies] [INFOGRAPHIC] The Periodic Table of ABM Elements
    That’s why we’ve been working hard to create more of them -- like this B2B marketing sophistication framework and this ABM orchestration template. There are tons of elements, from lists and demand channels to content and measurement. DEMAND CHANNELS. Key metrics from demand generation marketing still exist.
  • SALES ENGINE  |  TUESDAY, AUGUST 16, 2016
    [B2B, Companies] Selling With Content: What’s Repeatable and What’s Not?
    What does a perfect world B2B sales process look like? For me, that looks like marketing generating enough qualified leads so that most of my time is spent having productive sales conversations. In fact, Red Bull’s CEO Dietrich Mateschitz comments in a Fast Company article about brands becoming full-blown media companies.
  • THE POINT  |  TUESDAY, AUGUST 16, 2016
    [B2B, Companies] Origami Logic Scores Gold with “Brand Olympics” Campaign
    Origami Logic is a marketing analytics company and a global leader in marketing performance measurement. The company’s technology helps large brands master their marketing performance by unifying and refining their vast array of marketing data, across every channel and platform, so they can see what’s working and what’s not.
  • INFER  |  TUESDAY, AUGUST 16, 2016
    [B2B, Companies] Infer Launches Industry’s First Predictive Account-Based Behavior Scoring
    Press Release:  Innovative Companies like AppDynamics, Druva and PayScale Use Infer’s Game-Changing Account Engagement Insights to Bolster ABM Programs. Our research shows that while ABM adoption has grown explosively in recent months, companies are struggling to understand which of their top accounts are in the market at any given time.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 16, 2016
    [B2B, Companies] 5 Ways to Immediately Boost Account Based Marketing (ABM)
    He is an evangelist, speaker, author who wrote the best-selling book – Lead Generation for the Complex Sale.  I’ve got a dog-eared copy, and he’s got a very, very well-known B2B lead blog with 20,000 people on his LinkedIn group. Some companies are doing lead focused operating and they are making the transition account based marketing.
  • BIZIBLE  |  MONDAY, AUGUST 15, 2016
    [B2B, Companies] How To Adopt ABM Predictive Analytics at Your B2B Organization
    B2B marketing orgs that are launching their companies into account-based marketing are forward-thinking marketing enthusiasts who care a lot about targeting. Two foundational martech capabilities are helpful when a company seeks to move toward predictive ABM analytics. What are the steps to adopting a predictive ABM strategy ?
  • RADIUS  |  WEDNESDAY, AUGUST 10, 2016
    [B2B, Companies] 5 Direct Mail Mistakes Marketers Should Avoid
    In the modern B2B world where the spotlight is on drip campaigns, social media, and other digital channels, direct mail marketing can seem out of place and maybe even irrelevant. Many B2B companies are finding that direct mail consistently outperforms other media when it comes to demand generation. Click to tweet.
  • BIZIBLE  |  MONDAY, AUGUST 8, 2016
    [B2B, Companies] Announcing: The CMO’s Guide to ABM Orchestration
    For B2B marketing leaders, the ABM strategy is top of mind. Just because it has been effective for many companies, doesn’t necessarily mean it’s a smart strategy for your organization. Even if you’re not currently implementing ABM as some portion of your total marketing initiatives, chances are you’ve spent some time thinking about it.
  • KAPOST  |  MONDAY, AUGUST 8, 2016
    [B2B, Companies] Marketing and Technology: Lessons from Salesforce’s Marketing Technology Director
    Historically this was accomplished by outbound/push marketing—whether you liked it or not, companies sent you email, snail mail, brochures, etc. What technologies are foundational for a B2B company, and what value do they add? In the B2B world, this level of engagement is yet to mature. for optimal ROI.
  • ACT-ON  |  MONDAY, AUGUST 8, 2016
    [B2B, Companies] 10 Things You Need to Know About Account-Based Marketing
    ABM not only helps companies generate more revenue, it ties marketing directly to closed deals and revenue. In fact, companies using ABM generate 200% more revenue for their marketing efforts. 3. While large companies are currently the heaviest users of ABM, small companies are the most aggressive testers. 6.
  • VIDYARD  |  WEDNESDAY, AUGUST 3, 2016
    [B2B, Companies] No One Wants Buzzwords: Wise Words from Tara Robertson
    As the Inbound Marketing Manager at Uberflip, she works hard to create compelling email campaigns and demand generation programs that appeal to anyone using content in their marketing mix. decided that wasn’t for me, and moved into a digital marketing role, working on demand generation.” Nobody said marketing was easy.
  • JUNTA 42  |  WEDNESDAY, AUGUST 3, 2016
    [B2B, Companies] The Biggest Content Marketing Trends in 2017
    Although we have a number of sessions that discuss Facebook, I’m curious about the benefits of leveraging Facebook as a way to drive your content for lead generation. Brian Carter is putting on both a workshop and a session that will help you use Facebook as a demand-generation tool. Note: These are not in any particular order.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 2, 2016
    [B2B, Companies] What B2B Marketers Need To Know About Video
    Meanwhile, 72 percent of B2B buyers now watch video content throughout their entire path to purchase with nearly half of those viewing 30 minutes or more while researching a company. Step #4 – Finding the balance between generating awareness and generating leads. Using video is a great way to generate leads.
  • VIDYARD  |  TUESDAY, AUGUST 2, 2016
    [B2B, Companies] How 100+ Brands Use Video with Oracle Eloqua to Connect with More Buyers
    Companies like Lenovo, MongoDB, LinkedIn, GroupOn, Adaptive Insights and Cengage Learning are using video content to build more meaningful customer relationships, and video analytics to better understand their audiences. Blog Demand Generation Marketing CommunicationsFrom Inspiration to Education: Choose Your Content Wisely.
  • ACT-ON  |  MONDAY, AUGUST 1, 2016
    [B2B, Companies] Metrics to Help You Track Brand, Demand, and Expand
    So let’s examine what this may look like for your company. 1. The post below generated over 800 likes and helped to build more brand awareness. The company set out to create thought leadership, and they generated enough exposure to win the “Killer Content Award” for Best Influencer Campaign from Demand Gen Report.
  • PUREB2B  |  SUNDAY, JULY 31, 2016
    [B2B, Companies] Top 10 B2B Marketers to Follow for Expert Insights
    What does it take to climb the ranks of high-profile B2B marketing experts? B2B marketing experts earn their titles as influencers by sharing valuable insight with others within the industry. The fact is, all of the most prominent B2B marketing influencers have a significant amount of experience to back up their opinions.
  • MODERN B2B MARKETING  |  FRIDAY, JULY 29, 2016
    [B2B, Companies] 4 Ways All Marketers Can Use Facebook’s Offline Conversions API to Optimize Campaigns
    Author: Mike Stocker Facebook’s recent announcement of their new Offline Conversions API generated a lot of buzz and excitement among marketers and for good reason. Let’s say that you’re a B2B marketer on the demand generation team for a SaaS company. Digital Marketing b2b ConsumerSQL (sales qualified lead).
  • VIDYARD  |  THURSDAY, JULY 28, 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. Watch Now!
  • 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.
  • 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.
  • 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.
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