Lenny's Newsletter

SEPTEMBER 12, 2023

Each week I tackle reader questions about building product, driving growth, and accelerating your career. Additional takeaways and surprises from the insights below If you build it, they will come—if you have strong product-market fit. From a working product to feeling PMF typically took 9-18 months.

CPO 145

CPO Product Work Management Enterprise Management 145

Seismic

MAY 3, 2022

As business evolves, two things remain the same: sellers want to bemore productive and B2B buyers want purchase experiences that help them solve their business challenges. Sales has become increasingly digital-focused over the past few years with buyers and sellers adapting to digital-first sales models. Prospecting.

Sales Cycle 52

Sales Cycle Work Management Marketing Management Sales Qualified Leads 52

nDash

JUNE 28, 2022

According to Hubspot, 83% of marketers report shifting away from traditional SEO tactics in favor of creating in-depth content. Quality data sets, thoughtful experimentation, and tried-and-true success stories are staged perfectly as demands shift toward deeper-level content. Your audience can spot cherry-picking when they see it.

Work Management 52

Work Management Marketing Management Lead Scoring Lead Ranking 52

nDash

JUNE 28, 2022

There’s an art when you want to create content that resonates with the right audiences, draws traffic, and drives conversions. The focus falls on finding the right keywords when it should fall on finding the right value proposition. Your audience is smart enough to recognize cherry-picking when they see it.

Work Management 52

Work Management Marketing Management Lead Scoring Lead Ranking 52

Zoominfo

JANUARY 23, 2019

Building A Sales Lead List 1. Understand Your Buyer This next point seems just as obvious as the previous, but bear with us! Just as you need to understand your product and the role it plays in the market, you also need to understand your buyers and the factors that drive them to make purchases. Senior managers?

Ad Building 100

Ad Building Peer-to-peer Ideal Customer Profiles Work Management 100

Outreach

JANUARY 17, 2019

They know the terrain and readily adapt to changes in the market or sudden shifts in their industry. They understand the behavior of prospects and relentlessly track them across the buyer's journey. They are patient but not passive, prowling every channel to find prospects and actively build their own pipeline. Keep reps hungry.

Ideal Customer Profiles 58

Ideal Customer Profiles Ad Building Buyer Personas Buyer's Journey 58

markempa

MAY 20, 2012

She says marketers need to create a process to evaluate and execute new efforts to produce consistently strong results. Humphrey recalls when a budget reduction forced her to end cable television advertising. This disappointed the company’s salespeople because they loved when customers mentioned the ads. Shifting Sales’ POV.

Marketing & Strategy 120

Marketing & Strategy Tactics Television marketing Marketing Strategy 120

Golden Spiral

MARCH 21, 2019

Suddenly a conceptual idea transforms into a feast for the taste buds and makes the benefits seem much more real. Of course, just as headlines are only one part of a news story, appealing subject lines are just the tip of the iceberg when it comes to building a comprehensive content database. Social Media. Lead Nurturing.

Marketing Automation Services 89

Marketing Automation Services Marketing Automation Automation B2B Marketing 89

Engagio

APRIL 2, 2020

Operations managers are often the unsung heroes when it comes to sales and marketing alignment. Bloomreach is a digital experience platform, and we sell to enterprise companies — our buyers are a lot of IT, ecommerce, and merchandising teams. It’s time that Revenue Operations gets the recognition it deserves!

Top of Funnel 62

Top of Funnel Enterprise Management Merchandising Marketing Qualified Leads 62

Engagio

APRIL 2, 2020

Operations managers are often the unsung heroes when it comes to sales and marketing alignment. Bloomreach is a digital experience platform, and we sell to enterprise companies — our buyers are a lot of IT, ecommerce, and merchandising teams. It’s time that Revenue Operations gets the recognition it deserves!

Top of Funnel 62

Top of Funnel Enterprise Management Merchandising Marketing Qualified Leads 62

Engagio

APRIL 2, 2020

Operations managers are often the unsung heroes when it comes to sales and marketing alignment. Bloomreach is a digital experience platform, and we sell to enterprise companies — our buyers are a lot of IT, ecommerce, and merchandising teams. It’s time that Revenue Operations gets the recognition it deserves!

Top of Funnel 62

Top of Funnel Enterprise Management Merchandising Marketing Qualified Leads 62

Launch Marketing

MARCH 25, 2020

The buyer personas that most have developed never accounted for things like social distancing and shelter-in-place. Is your audience experiencing new needs and pain points that you can help with or speak to? How are their existing wants, needs and pain points likely to be affected?

Planning 54

Planning Terms and Conditions Paid Search Agency Bandwidth 54

B2B Digital Marketer

OCTOBER 13, 2020

In this episode of the B2B Digital Marketer Podcast, Joey Knecht , CEO of Proteus, shares that B2B digital marketing is about building relationships and trust with your customers. Today as CEO of midwest-based Proteus, Knecht’s focus is on leveraging technology to empower and engage buyers in complex B2B sales cycles. Thank Joey.

Trust Marketing 52

Trust Marketing Sales Management B2B Marketing Planning 52

Heinz Marketing

JULY 20, 2020

The real perception of value is being able to understand their current situation, and the change they need to make, and what that impact will be. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. How do you differentiate and still win. Thank you very much for tuning in.

Sales Management 115

Sales Management Top of Funnel Work Management Peer-to-peer 115

Content Standard

MAY 22, 2016

Learn how an evolution in the way we create, discover, and share information has fundamentally shifted the way enterprise marketing teams operate. For advertisers, the world that once felt balanced and fair has suddenly fallen apart. The Backstory. Somehow, the nation had climbed out of what felt like the pits of hell.

Enterprise Management 62

Enterprise Management Banner Ads Television marketing Banners 62

Content Standard

MAY 22, 2016

Learn how an evolution in the way we create, discover, and share information has fundamentally shifted enterprise marketing strategies. For advertisers, the world that once felt balanced and fair has suddenly fallen apart. The Backstory. Somehow, the nation had climbed out of what felt like the pits of hell.

Enterprise Management 42

Enterprise Management Marketing Strategy Marketing & Strategy Paid Search Agency 42

SmartBug Media

FEBRUARY 15, 2023

There’s a delight in never quite mastering your craft, especially for those who love having an endless wellspring of things to tinker and experiment with—but it’s also frustrating, particularly in times of economic downturn, when you’re looking to recession-proof your marketing. The same applies to content strategy. Let’s dive in.

Webinar Metrics 98

Webinar Metrics Marketing & Strategy Ad Building Buyer Personas 98

Engagio

APRIL 2, 2020

Operations managers are often the unsung heroes when it comes to sales and marketing alignment. Bloomreach is a digital experience platform, and we sell to enterprise companies — our buyers are a lot of IT, ecommerce, and merchandising teams. It’s time that Revenue Operations gets the recognition it deserves!

Top of Funnel 12

Top of Funnel Enterprise Management Merchandising Marketing Qualified Leads 12

Strategic-IC

NOVEMBER 16, 2023

But for full effect, you need to go beyond a singular channel. You need to approach your target accounts from all angles – you can’t risk slipping under the radar. Whatever your ABM experience, you need to learn to prioritize to get the most out of your budget – however big or small. You need to be different.

Account Based Marketing 62

Account Based Marketing ABM Budget Programs Tips 62

Zoominfo

JANUARY 23, 2019

Step Two: Understand Your Buyer. Just as you need to understand your product and the role it plays in the market, you also need to understand your buyers and the factors that drive them to make purchases. Job title: Are your buyers typically managers? Step One: Understand Your Offering. Senior managers?

Ad Building 182

Ad Building Peer-to-peer Ideal Customer Profiles Work Management 182

CoSchedule

FEBRUARY 21, 2023

It’s similar to how you need to have a location in mind before deciding to embark on a road trip. To make your content work, you need to lay a strong foundation – that is, know who you’re writing for. You want to ensure your content resonates with this reader, speaks to their pains and challenges, and offers the help they need.

Marketing Websites 89

Marketing Websites Content Buyer Personas Rules 89

Brandpoint

JUNE 19, 2023

2023 Notes: Building upon our findings from the 2022 survey, it is evident that the challenges highlighted continue to dominate the thoughts of manufacturing marketers today. Customer-Centric Approach: Prioritize a customer-centric approach by deeply understanding and anticipating the needs of the target audience.

Work Management 62

Work Management Paid Search Agency Marketing Management Planning 62

Heinz Marketing

SEPTEMBER 6, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities. You can even ask Alexa!

Enterprise Management 110

Enterprise Management Work Management Marketing Management Paid Search Agency 110

Lenny's Newsletter

AUGUST 8, 2023

Each week I tackle reader questions about building product, driving growth, and accelerating your career. In addition to these juggernauts, I’ve also pulled in a handful of my favorite up-and-coming B2B startups, including Linear, Vanta, Stytch, Zip, Census, Persona, and Hex. About 20% were solo founders.

Startups 52

Startups Work Management CPO Enterprise Management 52

Metadata

FEBRUARY 22, 2021

I’ve spent my life building software for big companies. Usermind, I’ve been at building my company now. I would say one of our biggest challenges was figuring out who the buyer was. When we started our company we thought that customer experience teams would be the people thinking about journey’s end to end.

B2B 52

B2B Enterprise Management Work Management Marketing Management 52

Adobe Experience Cloud Blog

OCTOBER 3, 2016

There are times when generating demand is as simple as ramping up campaign spend, but sooner or later, almost every campaign or channel will run dry without fresh ideas. To prevent recurring demand droughts, you need to systematize marketing innovation. But this shift must not be at the expense of new idea innovation.

Planning 134

Planning Work Management B2B Marketing Tips 134

Hubspot

MAY 10, 2018

That ultimately, no matter how much effort goes into building and refining your marketing strategy, something else will always have a bigger impact on buyers. These changes have translated to a sharp shift in power from business to customer, and resulted in dramatically higher customer expectations.

Top of Funnel 78

Top of Funnel Allocation Paid Search Agency Advertising Funnels 78

PureB2B

JUNE 26, 2017

According to the Harvard Business Review, the four Ps of traditional marketing (price, placement, promotion, and product) needs to be shaken up and contextualized according to the particular needs, wants, and circumstances of your customers. It’s about the customer and their needs. Targeted Traffic. Targeted Traffic.

Planning 62

Planning Paid Search Agency Buyer Personas Sales Qualified Leads 62

PureB2B

JUNE 26, 2017

According to the Harvard Business Review, the four Ps of traditional marketing (price, placement, promotion, and product) needs to be shaken up and contextualized according to the particular needs, wants, and circumstances of your customers. It’s about the customer and their needs. Targeted Traffic. Targeted Traffic.

Planning 48

Planning Paid Search Agency Buyer Personas Sales Qualified Leads 48

Outgrow

AUGUST 18, 2022

Like when you take the person-to-person aspects out of relationship building, which is part of marketing’s job, how do you still make it personal? We had some amazing insightful conversations with Sydney and here’s what we discussed about – . The biggest challenge that CMOs of this decade are facing. The Rapid Fire Round!

Lead Ranking 52

Lead Ranking Enterprise Management Work Management Planning 52

Inbox Insight

APRIL 5, 2019

For example, have you ever experienced success building strong engagement with a prospect that suddenly and quite unexpectedly drops off or never progresses? Not producing enough content that directly addresses the needs and priorities of all the key stakeholders in the buying process could derail your efforts later down the line.

Work Management 61

Work Management Peer-to-peer Marketing Management B2B Thought Leadership 61

Hubspot

MARCH 10, 2014

When the Christensen team arrived, they decided to ask a different question: What job does the milkshake perform? With this information, the fast food company was suddenly able to focus on improvements that made the milkshake better at the job it was hired for. Your homepage is probably under-performing and you have work to do.

CMS Development 28

CMS Development Buyer Personas Lead Gen Hubspot 28

SnapApp

DECEMBER 14, 2016

The B2B industry is constantly shifting, and is projected to grow at an annual compounded growth rate of 12.9%. Buyers are tuning out (or blocking completely) self-serving promotion and ads. As 2016 draws to a close, it's time to look forward and see what B2B marketing trends will shape the road into 2017. Personalization.

Paid Content 62

Paid Content B2B Marketing Trends Sales Management 62

ClearVoice

MARCH 3, 2020

There’s never enough when it comes to content production and distribution. And how in the world do you scale all this to meet the growing and evolving needs of your customer base? You wouldn’t suddenly decide to climb a mountain and hope for the best experience while gazing at the summit from the parking lot.

Marketing Budget Creation 114

Marketing Budget Creation Process Top of Funnel Marketing Budget 114

Metadata

MARCH 18, 2021

What were you trying to do when you failed for two years? We said, “Professor Morris, what do you think we should build?” Why don’t we build our own analytics tool?” It turns out, people didn’t want that and didn’t need that. We’re a 600 person company now based in San Francisco.

Marketing Automation Services 52

Marketing Automation Services Budget Programs B2B Work Management 52

Webbiquity

NOVEMBER 26, 2013

by completely filling out profiles on Yelp, Bing Places, Yahoo Local, and Google+ Local) and posting frequently (“The more you post, the better chance you have for link building, sharing, and engagement opportunities—all important when it comes to SEO”). Google Panda And SEO: Updated Tips For Online Marketers by MediaPost.

Resources 100

Resources SEO Best Practices Burn Rate 100

Webbiquity

NOVEMBER 26, 2013

by completely filling out profiles on Yelp, Bing Places, Yahoo Local, and Google+ Local) and posting frequently (“The more you post, the better chance you have for link building, sharing, and engagement opportunities—all important when it comes to SEO”). Google Panda And SEO: Updated Tips For Online Marketers by MediaPost.

Resources 100

Resources SEO Best Practices Burn Rate 100