BIZIBLE | TUESDAY, NOVEMBER 24, 2015
[B2B, Companies] The Best B2B Marketers Invest In Attribution For These 3 Reasons
Consumer purchasing stories in the B2B market have become complex and unpredictable. The marketing landscape has morphed into a rugged wilderness of jagged, undefined terrain, and B2B marketers are all looking for the most creative way to make the trek. Dumping Money on Your Marketing Roulette Wheel? But more isn’t always better.
ORACLE B2B WHITE PAPERS | TUESDAY, NOVEMBER 24, 2015
[B2B, Companies] Marketing Automation Simplified
Manage & Optimize Demand Generation. Successful email marketing, demand generation, and lead management processes hinge on a modern. Buyers demand and deserve value-based interactions across all points of engagement. that the number of B2B organizations using marketing. generation and brand building.
ORACLE B2B WHITE PAPERS | TUESDAY, NOVEMBER 24, 2015
[B2B, Companies] Grande Guide to Lead Scoring
EARNING COMPANIES BEST-IN-CLASS STATUS. Best-in- class companies are those that reported, on average, the highest increases in. Consider the demand generated by your marketing. Forward-thinking companies. companies today how they score their leads, 99 of them. interacts with your company and content.
ORACLE B2B WHITE PAPERS | TUESDAY, NOVEMBER 24, 2015
[B2B, Companies] The Ultimate Guide: Getting started with Social Selling
Source: DemandGen 2013 B2B. company’s brand will. 1,500 B2B Decision Makers and. Research shows the average B2B opportunity. company. how the company operates. case studies show what can happen when a company truly. the prospect company • Maintain momentum through a lengthy. what to want.
MADISONLOGIC B2B WHITE PAPERS | TUESDAY, NOVEMBER 24, 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.
BIZIBLE | THURSDAY, NOVEMBER 19, 2015
[B2B, Companies] 52 MarTech and Marketing Ops Champions You Need to Follow
Brand Integration | Demand Generation | Marketing Ops | Critical components for sustainable pipeline progress in B2B. Chief Disruption Officer | #startups | #prodmgmt | #growthhacking | #devops | #martech | #adtech | #contentmarketing | #analytics | #b2b | #marketing | #sales | #vc | #leadership. Gary Katz, @garymkatz.
KOMARKETING ASSOCIATES | THURSDAY, NOVEMBER 19, 2015
[B2B, Companies] What B2B Marketers Can Learn About Buyers Without Trying Too Hard
If southern California has traditionally been a hotbed of software startups your company targets, a little research will tell you about a bonfire building in the midwest. Those folks are a treasure trove of information about the inner workings of the biggest companies in their respective fields (engineering, legal, biomedical, etc.).
VIDYARD | WEDNESDAY, NOVEMBER 18, 2015
[B2B, Companies] Live Streaming: How to Extend the Moment Beyond Now
But as business becomes more global and travel costs continue to rise, it becomes challenging to put boots on the ground at every trade show, bring employees together for in-person training and conduct in-person company wide town hall meetings. But consumer live streaming solutions just aren’t suited to B2B businesses. Physiology.
IT'S ALL ABOUT REVENUE | WEDNESDAY, NOVEMBER 18, 2015
[B2B, Companies] Oracle Marketing Cloud Launch: Align Sales and Marketing and Create Consistent Cross-Channel.
Demand Generation Marketer: Empower Your Sales Team with Better Profile Data and the Right Messaging. Second, the Profiler sales tool can be accessed as a Google Chrome Extension, allowing salespeople to access relevant profile information as they visit a contact’s LinkedIn or company website. increase in revenue.
AMPLIFINITY | TUESDAY, NOVEMBER 17, 2015
[B2B, Companies] 3 growth hacks for the cost of a lunch
But here are three internal partnerships that you may not have thought much about that can truly provide growth for your company. 1. Lunch with Demand Gen Marketing + Customer Success. What this means, is that they are starting to be measured on their ability to bring in revenue for the company. Demand Gen can help with that.
KOMARKETING ASSOCIATES | TUESDAY, NOVEMBER 17, 2015
[B2B, Companies] 5 Lessons B2B Marketers Can Learn from Successful E-Commerce Programs
There are many companies with a B2B focus that don’t have an e-commerce presence. That doesn’t mean B2B marketers can’t learn and adapt tactics from those organizations that are, regardless of the intended audience. Below are some of the areas where all B2B companies could learn from e-commerce businesses.
BIZIBLE | FRIDAY, NOVEMBER 13, 2015
[B2B, Companies] 10 B2B Marketing Experts Weigh in on The State of Pipeline Marketing
We recently surveyed over 350 B2B marketers in The State of Pipeline Marketing Report on topics ranging from how they measure success and metrics with the greatest impact on revenue, to marketing priorities and 2016 budget expectations. It’s also interesting there are so many different types of attribution models in place for B2B companies.
CMO ESSENTIALS | FRIDAY, NOVEMBER 13, 2015
[B2B, Companies] Getting Demand Generation Right: 5 Things You Need to Change
During the conversation we discussed the ways that B2B marketing has changed due to the new approach buyers take to purchasing. While the way B2B buyers buy has changed significantly, many marketing and sales departments are struggling to keep up. Unfortunately, my friend is right. Change the Culture of the Organization.
ANNUITAS | THURSDAY, NOVEMBER 12, 2015
[B2B, Companies] Making the Case for Account-Based Marketing: Doing the Math
Many of our clients have been very interested in Account-Based Marketing, and understanding the implications of adjusting their strategies to focus more on targeted accounts rather a demand strategy focused on volume. Say that it takes 100 leads to generate 10 MQLs. Is sales not involved in that decision string? The math is simple.
SALES ENGINE | THURSDAY, NOVEMBER 12, 2015
[B2B, Companies] Redefining sales prospecting in an era where no one wants to talk to you
Companies still need to sell to generate more revenue, right? Demand More From Today's B2B Marketer. B2B Marketing Content Creation Demand Generation Sales StrategyThat means cold calls. That means deleting email pitches. The Internet is crushing a sales rep’s ability to get in front of prospects.
BIZIBLE | WEDNESDAY, NOVEMBER 11, 2015
[B2B, Companies] B2B Marketers Who Achieve Higher Marketing ROI Do These 5 Things Differently
In creating the State of Pipeline Marketing report we wanted to understand the goals and priorities of B2B marketers who enjoy the highest return on ad spend. The Priorities And Goals Of High Achieving B2B Marketers. First, let’s look at what B2B marketers’ goals are for next year. pipeline marketing demand generation
IT'S ALL ABOUT REVENUE | WEDNESDAY, NOVEMBER 11, 2015
[B2B, Companies] 4 Most Important Traits of Modern Marketers
” The idea was to communicate that B2B marketers were operating in a new age that involved knowledge at warp speed, change in the buying process, a more informed and sophisticated buyer and a need to modernize marketing of the past. stated they were highly effective in accomplishing their demand generation goals.
MODERN B2B MARKETING | WEDNESDAY, NOVEMBER 11, 2015
[B2B, Companies] It’s Time to Charge Up Your Laser Guns for Digital ABM!
Author: Mike Telem Account-based marketing (ABM) may be the latest buzzword on every B2B marketer’s mind – but that doesn’t make it a new concept by any standard. At that point, companies often had to hope prospects would approach them independently. Targeting and Personalization b2bSo, what’s changed? The Evolution of ABM.
VIDYARD | TUESDAY, NOVEMBER 10, 2015
[B2B, Companies] 6 Key Lessons that Will Change How You Market in 2016
Do you always try to start with great writing in your content and demand programs? Cutting Through the Noise with Creative Storytelling in B2B – Bhaji Illuminati. 2. Video Last month I had the amazing opportunity to go to Space Camp! The Space Camp video marketing summit, that is. Yes, that’s a 16x multiplier. Fascinating.
ANNUITAS | TUESDAY, NOVEMBER 10, 2015
[B2B, Companies] 3 Steps to Improve Marketing and Sales Alignment
Lead management frameworks define how and when leads are qualified, scored, and managed throughout the sales process. If you find yourself in need of some clarity between marketing and sales, review these steps to make sure you’ve built the right foundation for your demand generation program: Step 1: Talk the Talk.
CINTELL | MONDAY, NOVEMBER 9, 2015
[B2B, Companies] Habits of Customer-Centric Marketers: Q&A with Erika Goldwater
In fact, the #1 priority of B2B marketers in 2016 will be “understanding buyers,” according to a recent survey from the IT Sales and Marketing Association. In today’s world of empowered buyers, the marketers who are getting it done are those who understand their buyers best. Customer-centricity is a competitive advantage! Assume nothing.
SALES ENGINE | MONDAY, NOVEMBER 9, 2015
[B2B, Companies] Want more qualified sales conversations? Give marketing a quota…and some writers
It’s hard to say—we did grow the company, but not by a factor that justified the marketing expenditure. The first key to making this work is hiring a marketing leader that has his/her effectiveness ratings tied to lead generation and revenue growth— similar to a commissioned sales person. What happens when you make this shift?
SALES ENGINE | FRIDAY, NOVEMBER 6, 2015
[B2B, Companies] How to gain a competitive advantage through your content
But B2B companies have found success in content marketing , and they’re upping the ante. For example, companies create content on their blogs and websites, and then use social media to distribute that content—but all they’re really getting out of that is branding and awareness, which is what we did as marketers in the 90s.
BIZIBLE | FRIDAY, OCTOBER 30, 2015
[B2B, Companies] Here's What B2B CMOs Are Saying About 2016 Budgets And Marketing Channels To Invest In
In this post we explore the findings that are most relevant to B2B CMOs. How are companies planning their marketing budgets for 2016? Depending on company size, as measured by employee count, marketing budgets may increase or decrease in the coming year. The smaller the company the more likely budgets will increase.
MODERN B2B MARKETING | FRIDAY, OCTOBER 30, 2015
[B2B, Companies] 3 Creative Ways to Boost Lead Generation with Video
Author: Kimbe MacMaster B2B marketers, listen up. You’re focused on generating leads. But, let me ask—are you utilizing videos to boost your lead generation efforts ? How has video worked for your team’s lead generation efforts? Demand Generation b2bIt’s your M.O. It’s what you live and breathe.
BIZIBLE | THURSDAY, OCTOBER 29, 2015
[B2B, Companies] Drive More Revenue With AdWords: Everything B2B Marketers Need To Know
(Finally, a past-due update for our AdWords For Lead Gen guide -- everything you need to know about AdWords to successfully generate leads AND drive more revenue.). When it comes to marketing for B2B companies with a sales team, search engine marketing (SEM) is particularly important. CLICK TO TWEET.
AMPLIFINITY | THURSDAY, OCTOBER 29, 2015
[B2B, Companies] Why sales isn’t off the hook for generating referral leads
Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. Before marketing can generate qualified referral leads, they need to know how your team defines “qualified.”. Yet, while most formal lead-generation efforts are now owned and managed by marketing, only 51.3
SALES ENGINE | TUESDAY, OCTOBER 27, 2015
[B2B, Companies] I noticed you read my blog, do you want to buy from me?
More Related Posts from Sales Engine: Demand More from today's B2B Marketer Feeding Sales is a Process, Not a Project Content Marketing Requires the Mindset of a Publisher. B2B Marketing Content Creation Demand Generation Development strategy Lead Nurturing Sales StrategyNurture, nurture, nurture. That’s nurturing.
BIZIBLE | FRIDAY, OCTOBER 23, 2015
[B2B, Companies] Here’s An Industry Analysis Of The Most Effective B2B Marketing Channels
We recently published the 2015 State of Pipeline Marketing report and shared our findings on how pipeline marketers track and grow demand. The marketers surveyed are all investing in online marketing and are part of fast growing companies. Content Marketing And Events/Conferences Generate Business For Tech Companies.
SALES ENGINE | FRIDAY, OCTOBER 23, 2015
[B2B, Companies] How often should you post to your blog and social media?
Both of these companies manipulated their publishing frequencies (both increasing and decreasing the total number of posts) with some interesting findings. They based their findings on overall number of page views, leads generated through form conversions, and new subscribers to their blog. percent) in the overall sessions.
B2B MARKETING INSIDER | FRIDAY, OCTOBER 23, 2015
[B2B, Companies] Carlos Hidalgo On His New Book Driving Demand
This week my good friend Carlos Hidalgo released his first book called Driving Demand. According to Carlos: The book is a guide for B2B marketing organizations that want to transform, but simply are perplexed by how to change. The biggest challenge was effective demand generation programs. Demand Process.
BIZIBLE | WEDNESDAY, OCTOBER 14, 2015
[B2B, Companies] 5 Stages of a Pipeline Marketer on the Road to Marketing Heroism
Becoming an expert B2B marketer doesn’t happen overnight. Rather, there’s always improvements to be made, optimizations to test, and tips to learn from our fellow marketers as we relentlessly work toward developing productive B2B marketing methods. Lead Generation. Metrics lead generators measure: website traffic.
MODERN B2B MARKETING | WEDNESDAY, OCTOBER 14, 2015
[B2B, Companies] 9 Quick Tips for B2B Lead Generation to Implement Today
Author: Sesame Mish B2B lead generation is a huge topic. Previously, we combed through a host of data and concluded that content marketing, in-person connections, and referrals are the big B2B lead generation tactics that are worth most of your time. Demand Generation b2bHere they are! 1.
LEAD LIAISON | TUESDAY, OCTOBER 13, 2015
[B2B, Companies] Benefits of Website Visitor Tracking
Okay, so you put a chunk of code on your website that spits out a list of IPs and companies visiting your website. Keep in mind that visitor tracking technology is only a very preliminary step in the demand generation process and should be viewed as a complementary tool to your overall B2B sales process. Yeah, what next?
VISUALLY | MONDAY, OCTOBER 12, 2015
[B2B, Companies] 10 Marketing Reports Everyone Working Online Should Read
Companies and organizations work every year to bring a bit more clarity to the field by diving deep and asking the bigger questions. B2B Content Marketing 2016 Benchmarks, Budgets, and Trends — North America | CMI and Marketing Profs. Demand Generation Benchmarks | Hubspot. 2015 State of Marketing | Salesforce.
B2B MARKETING INSIDER | MONDAY, OCTOBER 12, 2015
[B2B, Companies] My Top Content Marketing Predictions For 2016
This would require marketing organizations to move away from silos based on channel or functional ownership and see Branding, Advertising, PR, Demand Generation all begin to dissolve into three areas: data, technology, and content. The post My Top Content Marketing Predictions For 2016 appeared first on B2B Marketing Insider.
VIDYARD | FRIDAY, OCTOBER 9, 2015
[B2B, Companies] Space Snacks, Real Astronauts, and Video Marketing: My 48 Hours at Space Camp
Michael talked about how live events are playing a pivotal role in today’s B2B marketing strategies, and how marketers are looking for new ways to share those experiences beyond the limitations imposed by space and time. There’s something about the idea of going to space that sparks our imaginations and stirs our emotions.
SALES ENGINE | FRIDAY, OCTOBER 9, 2015
[B2B, Companies] Demand more from today’s B2B marketer
When it comes to B2B marketing—whether it be social media, email marketing, blogs, white papers or attending trade shows—it has to be about lead generation. If you’re B2B, there’s only one place they can buy—and that’s from you. Not that there isn’t branding and awareness value in these projects. What’s your strategy?
SALES ENGINE | THURSDAY, OCTOBER 8, 2015
[B2B, Companies] Feeding Sales Is a Process, Not a Project.
For decades, the B2B marketer has been a manager of projects. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution. B2B Marketing Demand Generation
ANNUITAS | THURSDAY, OCTOBER 8, 2015
[B2B, Companies] Why Demand Generation Should Be Perpetual
This is the second year that ANNUITAS has conducted its Enterprise B2B Demand Generation Survey with the goal of gaining better insights into the approach that enterprise organizations take to demand generation. Look to educate and not just qualify: Demand generation is about more than just qualifying leads.
VIDYARD | WEDNESDAY, OCTOBER 7, 2015
[B2B, Companies] Say Hello to Personalized Video!
Today’s marketers have demonstrated a deep understanding of what today’s consumers are looking for: in the age of the Internet, engaging digital content, mainly in the form of video, is in high demand. More than just a party trick, personalization is critical for B2B marketing and sales. Say hello to Personalized Video! Stand out.
SALES ENGINE | TUESDAY, OCTOBER 6, 2015
[B2B, Companies] Why Should Your Content Live Inside a Blog?
Company blogs serve as the cornerstone of most successful content marketing programs , and they are a great place to get started if you’re making the shift to marketing as a lead generator for sales. They know that the content that’s generated there is much more organic. But that’s not even the most important reason.
BIZIBLE | TUESDAY, OCTOBER 6, 2015
[B2B, Companies] 8 B2B Email Marketing Tactics Your Competitors Don’t Want You To Know About
Use Web Data For Dynamically Generated Email Content. Companies like AirB2B use it to say, “Hey you were looking at X and it costs Y right now. The links in the body are generated based on the pages or offers the user was looking at. Email marketers have 3 seconds to capture attention. With email you only get a handful of words.
VIEWPOINT | TUESDAY, OCTOBER 6, 2015
[B2B, Companies] Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]
I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? It doesn’t have to.
AUTOPILOT | MONDAY, OCTOBER 5, 2015
[B2B, Companies] Lessons Learned From Spending $25 Million Dollars On AdWords
Whether you are an AdWords pro or just getting started, chew on these lessons from my interview with Jake Meltzer, a demand generation guru who’s spent over $25 million dollars on AdWords (yes, really) working at companies like Google, Symantec , Zendesk , and currently, PagerDuty. 1. Marketing b2bNot your homepage.
SALES ENGINE | FRIDAY, OCTOBER 2, 2015
[B2B, Companies] It’s Q4—do you know where your 2016 revenue will come from?
For many companies, the pressure to hit Q4 numbers is so high they aren't even thinking about 2016 quotas yet. But what about the B2B marketer? If you haven’t restructured your marketing into lead generators for sales, you’re behind. Marketing’s new role is to generate leads for salespeople. When does their quota start?
MODERN B2B MARKETING | FRIDAY, OCTOBER 2, 2015
[B2B, Companies] 2016 Marketing Events That Will Shine as Bright as Gold
In recent times, our industry has seen more and more events pop up right and left—it seems like every company and organization is putting on a show now. But with this volume, how do you weed through the haystack and pinpoint the ones that your company should actually have a presence at? B2B Online Conference 2016 – May 9 th - 11 th.
VIEWPOINT | THURSDAY, OCTOBER 1, 2015
[B2B, Companies] Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]
That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. You have to bear hug sales.
SALES ENGINE | THURSDAY, OCTOBER 1, 2015
[B2B, Companies] The B2B Content Marketing ROI You Should Care About.
Measuring content marketing’s return on investment in B2B companies can be a complex calculation, especially if your solution is expensive, requires committee-based decisions, and has long and unpredictable sales cycles. From all of the leads that marketing generated, how many are you able to convert into conversations?
CRIMSON MARKETING | TUESDAY, SEPTEMBER 29, 2015
[B2B, Companies] Why It’s Important To Be Data-Driven in B2B Marketing [Infographic]
Companies are facing buyers who are more knowledgeable than ever before. To keep pace, B2B marketers needs to be connected across channels and devices to create an optimal customer experience. . The post Why It’s Important To Be Data-Driven in B2B Marketing [Infographic] appeared first on.
AMPLIFINITY | TUESDAY, SEPTEMBER 29, 2015
[B2B, Companies] Customers: A new sales and marketing channel
More and more companies are starting to implement strategies and systems to leverage customers, customers and 3 rd party influencers to become sales and marketing channels. Generate the highest quality leads – leads that drive new customer acquisition. Create higher levels of customer enthusiasm and loyalty to your company.
SALES ENGINE | FRIDAY, SEPTEMBER 25, 2015
[B2B, Companies] Congratulations on your deal! Didn’t you tell me you were going to close that months ago?
The differences are being caused by significant changes in the way a customer finds solutions to their problems, and most companies haven’t changed their internal sales and marketing processes to deal with them. But now, the internet is crushing a sales reps ability to generate their own leads. They reduce the scope. Congratulations!
SALES ENGINE | WEDNESDAY, SEPTEMBER 23, 2015
[B2B, Companies] When Should You Put Content Behind a Form?
If you’re just starting out with content marketing and need to generate traffic to your site, it probably makes sense to have most of your content un-gated so you can build some following and brand awareness. We need them to generate leads for salespeople —and conversion mechanisms are the only way.
THE POINT | WEDNESDAY, SEPTEMBER 23, 2015
[B2B, Companies] 10 Ways to Generate More Leads from Your Business Blog
If you’re not generating leads – as in: a lot of leads – from your company’s blog, you’re missing out on what is perhaps not only your best opportunity to convert organic Web traffic into actionable, measurable sales inquiries, but also the best way to actually show real ROI from your social media investment. Subscribe Now!”). 4.
B2B MARKETING INSIDER | WEDNESDAY, SEPTEMBER 23, 2015
[B2B, Companies] The 32 Top Consumer Content Marketing Brands
93% – that’s how many organizations said they rely on content marketing for brand building and demand generation this year according to the Content Marketing Institute. Denny’s blog is a downright hilarious collection of user-generated content, upbeat notes of encouragement, and silly food humor. So who’s doing it really well?
MODERN B2B MARKETING | TUESDAY, SEPTEMBER 22, 2015
[B2B, Companies] Planning Templates for Everyone! Plan Your 2016 Marketing Programs Now
This blog will give you some planning help with our program plan templates for both B2B Marketers and Consumer Marketers and walk you through some important questions to consider. But it could also signify important company objectives such as increasing brand awareness to a certain segment about your new product. Now look at you!
LEADERSHIP | TUESDAY, SEPTEMBER 22, 2015
[B2B, Companies] 7 Habits of a Rock Star CMO
As the CMO of a successful B2B marketing company, he absolutely rocks his role. While lead generation and ROI are at the top of his radar, he is also highly creative and his business sense is dead on. Scott also talked about this being a problem and how he has successfully introduced changes in his company.
GROW - PRACTICAL MARKETING SOLUTIONS | WEDNESDAY, SEPTEMBER 16, 2015
[B2B, Companies] 5 Big tips to make LinkedIn ads work for you
LinkedIn is today’s B2B media powerhouse. If you are a B2B marketer, in nearly any sector, chances are you are paying attention to LinkedIn, as well you should. LinkedIn brings three things that make it stand out from other B2B media companies. LinkedIn is today's B2B media powerhouse. Scale. Use negatives.
ANNUITAS | TUESDAY, SEPTEMBER 15, 2015
[B2B, Companies] 5 Simple Steps to Ruin Marketing Automation
According to the SiriusDecisions B-to-B Marketing Automation Study from 2014, there are nearly 11 times more B2B organizations using marketing automation now than in 2011. Your marketing automation platform needs to be a tool to enable your Demand Generation Strategy. Things couldn’t be better. How do you know?
THE POINT | TUESDAY, SEPTEMBER 15, 2015
[B2B, Companies] Which Content, Tactics & Technologies Are Driving Demand Generation ROI?
A recent survey by content automation company TechValidate and B2B agency Spear Marketing Group provides useful insight into the content, tactics, and technologies proving most valuable for today’s B2B marketers. The post Which Content, Tactics & Technologies Are Driving Demand Generation ROI?
LEADERSHIP | FRIDAY, SEPTEMBER 11, 2015
[B2B, Companies] A 10-Point SLA for Sales and Marketing
They don’t follow up on the leads we generate – they lose time and don’t convert. Sales complains that Marketing does not generate enough volume of leads and many of the leads they are given are not properly qualified; hence they cannot close. Companies that align #Sales and #Marketing benefit from 20% annual revenue growth.
KOMARKETING ASSOCIATES | FRIDAY, SEPTEMBER 11, 2015
[B2B, Companies] 5 Essential Disciplines For The B2B Marketing Professional
No matter what your specific industry is, if you’re in B2B, there are a several very useful disciplines and points of action that can help you implement campaigns successfully. Social media can work for almost any company, provided that they are using the right platform(s). Idea Generation. Website Analytics. SEO Audit Tools.
ANNUITAS | TUESDAY, SEPTEMBER 1, 2015
[B2B, Companies] Today’s Buyers Are Not Mono-Channel
If this is how we operate in our personal lives, why is it that B2B vendors lose this concept when marketing to their buyers? According to recent articles and blogs the best approach to a B2B demand generation program is mono-channel. Email teams, web teams, social teams, content teams, event teams, etc.
SALES ENGINE | TUESDAY, SEPTEMBER 1, 2015
[B2B, Companies] Content Marketing Is No Longer a Choice
Many companies that have embraced content marketing are still using it as a branding and positioning function of their marketing department. It’s not that this approach is wrong, but it’s not the main reason that most successful companies have embraced content marketing. They won’t help your sales people meet quota.
B2B MARKETING INSIDER | TUESDAY, SEPTEMBER 1, 2015
[B2B, Companies] The Old Demand Generation Model Versus The New
Many Companies still feel that the optimal approach for generating revenue is to have the Account Executive be responsible for managing the data, hunting for prospects, qualifying the prospect, presenting and closing. The main reason companies are hiring account executives is to close business. So what are companies to do?
B2B MARKETING INSIDER | MONDAY, AUGUST 31, 2015
[B2B, Companies] 3 Steps To Email Marketing That Nurtures Leads And Closes Sales
Because of this widespread contempt for email marketing, some companies are reluctant to fully embrace the power and effectiveness of email marketing. Priority Initiatives – What causes certain buyers to buy from a company like yours, and how are they different from buyers who remain attached to the status quo? Demand Generation
IT'S ALL ABOUT REVENUE | MONDAY, AUGUST 31, 2015
[B2B, Companies] Avoid these 10 Marketing Automation Rookie Mistakes
If your company is considering marketing automation or you have recently implemented it, you are not alone. That’s why I’m sharing 10 rookie mistakes you need to avoid if you want to have any shot at implementing marketing automation properly for your company. 1. Clearly, a lot of marketers are going to be very new to this.
LEADERSHIP | FRIDAY, AUGUST 28, 2015
[B2B, Companies] Interesting Infographics: It’s All About The Leads
Much like how the Nature vs. Nurture argument in scientific circles has evolved into an acceptance that both sides play a role, both quality and quantity are important when it comes to lead generation and management. Lead generation, we all know, isn’t a straightforward process guaranteed to lead to sales. If only it were that easy!
SALES ENGINE | TUESDAY, AUGUST 25, 2015
[B2B, Companies] Using Video to Collect Subject Matter Expertise
In most companies, the expertise comes from an executive, such as the CEO or President, senior level sales and product managers, and customer service. The project is most likely dead on arrival because of the time it takes, even in the companies that have executives with the skills and desire to write. junior person can’t get it done.
LEADERSHIP | TUESDAY, AUGUST 25, 2015
[B2B, Companies] 7 Challenges Facing B2B Lead Generation and Ways to Optimize Them
Some of my golf buddies happened to be CMOs at organizations that depend heavily on channel partners for their B2B marketing. As we cursed and sweated over a bad shot or cheered on when we got lucky, the conversation drifted towards the common challenges that channel marketers struggle with in their demand generation efforts.
THE POINT | TUESDAY, AUGUST 25, 2015
[B2B, Companies] A Follow-Up Strategy for Content Syndication Leads
Furthermore, that individual hasn’t downloaded that content from your Website, and may not even be familiar with your brand or even remember your company’s name from the white paper they downloaded mere days ago. It’s important to recognize that content syndication leads are not like most sales leads. references the specific content asset. 2.
MARKETING ACTION | TUESDAY, AUGUST 25, 2015
[B2B, Companies] 5 Keys to Revenue-Boosting Demand Generation
“Silo” has become the dirtiest of dirty words in business and leadership these days. “ To Build Your Business Smash Your Silos ,” urges Fast Company Magazine. In its place, these silo slayers have created a new revenue beast — the demand generation department. But demand generation is complicated. Nurture Leads.
SALES ENGINE | MONDAY, AUGUST 24, 2015
[B2B, Companies] Content is the new currency—and your invitation to the dance.
Everyone’s talking about content marketing , and companies are investing big dollars to jump on the bandwagon—but most are still thinking about it from yesterday’s marketing perspective where marketing’s primary role is branding and positioning. B2B Marketing Content Creation Demand Generation Development strategy Sales Strategy
B2B MARKETING INSIDER | MONDAY, AUGUST 24, 2015
[B2B, Companies] Why Email Marketing Trumps Social Media
And social media companies like Facebook, Google and Twitter garner a lot of media attention. They want to hear from their friends before they want to hear from your company. So when you encourage referrals from existing leads, it helps you generate new ones. 3. Email Demand GenerationAnd with good reason.
MODERN B2B MARKETING | MONDAY, AUGUST 24, 2015
[B2B, Companies] Data Talks! 2 Proven Lead Generation Tactics to Jump on Now
In fact, 61% of B2B marketers cite generating high-quality leads as their No. Part of the problem is that everywhere you look, someone is telling you about new-and-better ways to generate leads. According to Forbes: 71% of B2B marketers use content marketing to generate leads. Company Blog. They work, too.
THE POINT | THURSDAY, AUGUST 20, 2015
[B2B, Companies] Is B2B Lead Generation Really This Difficult?
Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. Marketing automation has helped increase lead generation effectiveness by leaps and bounds, but campaign reporting is still a weak link.
ANNUITAS | THURSDAY, AUGUST 20, 2015
[B2B, Companies] Marketing Enablement and The Technology Stack
asked Scott Brinker , President, CTO and Co-founder of ion interactive, and the creator of the amazing and daunting Marketing Technology Landscape supergraphic (1,876 companies as of January 2015) approximately how many technologies does the average marketer use on a daily basis in a mid-sized organization? It was a lot more than two.
VIEWPOINT | THURSDAY, AUGUST 20, 2015
[B2B, Companies] The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How
These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Gather the revenue influencers in your company—CEO, marketing, sales, operations, IT—to gain insight into the way your internal teams work together. Step 2 – Data Gathering.
SALES ENGINE | WEDNESDAY, AUGUST 19, 2015
[B2B, Companies] What Is an MQL? Your Definition Will Determine Your Direction
Chitnis says that most marketing organizations will commit to generating a number of MQLs, but they are essentially useless beyond the marketing department, and that if the sales team doesn’t believe that they have the right targets, they won’t follow up. Salespeople need leads, and it’s marketing’s job to generate them. Yes it does.
B2B MARKETING INSIDER | WEDNESDAY, AUGUST 19, 2015
[B2B, Companies] 3 Steps To Waltz Your Way To Lead Generation Success
Are you overwhelmed with all the elaborate moves in the lead generation buyer-seller dance? Generating leads on your website can seem as mysterious as waltzing. But like the waltz, there are three basic steps that, when executed consistently, can make the lead generation process seem as smooth and effortless as a well-performed waltz.
ANNUITAS | TUESDAY, AUGUST 18, 2015
[B2B, Companies] 3 Mistakes to Avoid When Developing a Demand Generation Strategy
Marketing automation has forever changed the way B2B marketing is conceived and executed. Developing a comprehensive Demand Generation Strategy is not a simple task. The three biggest mistakes a company can make in the development of their strategy are some of the most fundamental. Product-centric planning-.
VIEWPOINT | TUESDAY, AUGUST 18, 2015
[B2B, Companies] The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What
In today’s B2B companies, marketing and sales alignment is critical to success. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Increased spending on lead generation. Invested in content generation. Hired a social media marketer.
B2B MARKETING INSIDER | MONDAY, AUGUST 17, 2015
[B2B, Companies] 4 Tricks To Master The Magic Of Modern Lead Generation
Do you want to generate more leads from buyers shopping only on price –OR– from prospects looking for your help? It’s no secret that the nature of lead generation and sales is changing. For a long time, salespeople could generate a lot of their own leads and then guide prospects through the buyer’s journey before closing the sale.
SALES ENGINE | FRIDAY, AUGUST 14, 2015
[B2B, Companies] Has the Demand Gen Dilemma Got You Down?
But that hasn’t stopped them from tasking you to create a demand generation engine—and on a limited budget, of course. This is the demand generation dilemma , and it’s far too common in today’s B2B company. B2B Marketing Content Creation Development strategy Video StrategySo what are your options?
SALES ENGINE | THURSDAY, AUGUST 13, 2015
[B2B, Companies] Sales Vikings vs. Marketing Baby Birds
In this episode Paul went over modern marketing, lead generation, and how important storytelling is for the buyer's journey. In the past, marketing was responsible for branding and awareness — not l ead generation , not demand generation. Eighty-five percent of B2B phone calls go to voicemail and are never returned.
THE ROI GUY | WEDNESDAY, AUGUST 12, 2015
[B2B, Companies] End Death by PowerPoint and a 1,000 White Paper Cuts
Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. This means that a typical company is wasting $1 out of every $7 spent on marketing each year.
B2B MARKETING INSIDER | WEDNESDAY, AUGUST 12, 2015
[B2B, Companies] Why Landing Pages Are To Leads As Phone Numbers Are To First Dates
Do you want to generate more leads on your website? Sadly, many companies who want to generate leads on their websites are making the same mistake I did when I forgot to ask for Miss Right’s phone number when I first met her. Many companies are doing content marketing to attract more of the right kind of traffic to their sites.
B2B MARKETING INSIDER | FRIDAY, AUGUST 7, 2015
[B2B, Companies] Goal-Directed Decision Making Drives B2B Buying And Selling
These goal-directed behaviors and activities are powerful influences on decision-making in the world of B2B buying and selling. So powerful, in fact, B2B decision makers often select strategies, short-term plans, and long-term plans based upon the personalized goals they may be striving for. B2B Is Too Fixated On Process And Journey.
ANNUITAS | THURSDAY, AUGUST 6, 2015
[B2B, Companies] What Being Agile Means for Today’s Marketers
If you’re unable to track what channels, content offers and messages are generating inbound engagement and outbound response you’ll be at a loss for knowing what is resonating with your audience. Take a look at last year’s B2B Enterprise Demand Generation Study by ANNUITAS to get a general idea about what KPIs and areas to focus on.
MODERN B2B MARKETING | THURSDAY, AUGUST 6, 2015
[B2B, Companies] On the Road Again! 4 Reasons Why Roadshows Are Your New Best Friend
The purpose of roadshows is to take your company’s message and brand—you guessed it—on the road. Many companies do roadshows for a variety of reasons. Roadshows can be crucial to your company’s bottom line for various other reasons, too. They Jumpstart Your Demand Generation Efforts. Event Marketing b2b
B2B MARKETING INSIDER | WEDNESDAY, AUGUST 5, 2015
[B2B, Companies] How To Create B2B Website Content That Sells
For B2B Internet marketing and websites, the axiom is “content is king.”. Here are the nine things to keep in mind for killer B2B website content. 1. apologize for the torture you’re about to endure – next-generation, cutting-edge, groundbreaking, best-of-breed, mission-critical , etc. 5. Demand Generation
CRIMSON MARKETING | TUESDAY, AUGUST 4, 2015
[B2B, Companies] 5 Ways to Boost Your B2B Marketing into Overdrive
B2B companies have recently had to confront an awkward truth. B2B buyers do not make purchasing decisions lightly; they weigh choices carefully. However, in today’s B2B climate, buyers choose when and where to engage. Below are five ways to boost your B2B Marketing into overdrive: Step 1 – Take a “Full Funnel” Approach.
B2B MARKETING INSIDER | MONDAY, AUGUST 3, 2015
[B2B, Companies] The 2 Things You Must Nail For Lead-Generating B2B Content
Are you overwhelmed with the complexity of creating B2B marketing content that generates leads? Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ). Companies can communicate directly with their audiences. Demand Generation
AMPLIFINITY | MONDAY, AUGUST 3, 2015
[B2B, Companies] Leverage your Net Promoter Score
Net Promoter Score is a method used by many companies for measuring customer experience by asking one simple question, “How likely is it that you would recommend this company to a friend or colleague?” In the NPS eco-system, customers that respond to this question with a 9 or 10 (1-10 scale) are labeled Promoters. Make the Ask.
MODERN B2B MARKETING | MONDAY, AUGUST 3, 2015
[B2B, Companies] Marketo Data Tells Us: What Is the Top Conversion Rate by Channel?
It’s a metric that lead generation marketers—from practitioners all the way up to CMOs—are measured on. The conversion rate, in terms of demand generation , is the percent of “contacts” that successfully go from one stage of the funnel to the next. Marketing Metrics b2bAuthor: Johnny Cheng I’m baaaack! Takeaway?
B2B MARKETING INSIDER | FRIDAY, JULY 31, 2015
[B2B, Companies] The Importance Of Goal-Directed Behaviors To Buyer Personas
For instance, should we purchase software package A from Company A or software package B from Company B? The intent on isolating and influencing decisions based upon Company A or Company B being the better option. The post The Importance Of Goal-Directed Behaviors To Buyer Personas appeared first on B2B Marketing Insider.
MARKETING ACTION | THURSDAY, JULY 30, 2015
[B2B, Companies] Marketing Automation for the New Buyer’s Journey
Just a few short years ago, the average B2B buyer still responded well to the classic marketing and sales tag-team approach, with marketing providing high-quantity product exposure and sales moving in to close the deal. Companies that use marketing automation see big returns. And then the buyer broke the mold. Start with your buyer.
IT'S ALL ABOUT REVENUE | WEDNESDAY, JULY 29, 2015
[B2B, Companies] 8 Tips to Jump Start Your Account-based Marketing
Analyze your customer database to identify common traits, and think about accounts with a history of buying from companies like yours. 2. Once you have created a list of target accounts and understand the nuances of each, develop a strategy and outline the tactics you’ll use to engage key stakeholders within those companies. 6.
B2B MARKETING INSIDER | WEDNESDAY, JULY 29, 2015
[B2B, Companies] 5 Signs You Don’t Know Your B2B Customer
Here are 5 warning signs you maybe don’t know your B2B customer as well as you should. 1. The post 5 Signs You Don’t Know Your B2B Customer appeared first on B2B Marketing Insider. Demand GenerationDo you remember the board game Guess Who? For a board game, this strategy works well. But take a close look.
LEADERSHIP | TUESDAY, JULY 28, 2015
[B2B, Companies] The Key to B2B Marketing Transformation: Integrate People, Processes and Technology
Each week, I get some very interesting questions from members of our exclusive, invitation-only B2B LinkedIn Group. We exchange notes with thought leaders in the industry on a range of topics and challenges faced by B2B organizations. Is your company plagued by organizational inefficiencies? Is there one? You’re not alone!