Create a list of the attributes that best describe your customers: size of organization, industry, geography, decision-maker’s department and seniority, structured buying process (e.g. In earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing. Segmentation requires an in-depth understanding of customers generated through analysis and research.   Many large organizations either buy research from consultants and analysts or commission their own research. Win / Loss Report – compile a list of all lost customers. MORE >>

The third climb was the best. Given the dynamic nature of business, you are probably facing a dizzying array of business challenges every day. Have you faced a new business problem that you tried to solve with a legacy perspective? Maybe you found that old rules don’t solve new problems. Existing frames of reference may hinder not help. would like to tell you about a new experience. couple of weeks ago, Southern Ontario plunged into a deep freeze. While the North East USA got hammered with a couple feet of snow, Toronto got away with a foot. It was a frosty cold day but beautiful. MORE >>

Create a list of the attributes that best describe your customers: size of organization, industry, geography, decision-maker’s department and seniority, structured buying process (e.g. In earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing. Segmentation requires an in-depth understanding of customers generated through analysis and research.   Many large organizations either buy research from consultants and analysts or commission their own research. Win / Loss Report – compile a list of all lost customers. MORE >>

In my first post, I described five buyer types that are best reached through outbound sales and marketing. This is the third in a series of posts discussing the role of outbound lead generation in the marketing mix. Then I reviewed the benefits that accrue to marketing from outbound marketing: ROI, market insight and a robust database. With [.]. MORE >>

However, there are many organizations who have demonstrated that these two goals are compatible by building their business through social media while adhering to best practices (but more on that shortly). You can almost see the collective hand wringing and hear the teeth gnashing as angst-ridden B2B marketers are being pressed by their organizations for proof on the value of social media. It's clear that B2B organizations, being metrics driven beasts, are looking for more 'beef' beyond the measurement of engagement. But wait one minute! The discourse on social media or Web 2.0 MORE >>