Marketing Craftmanship

AUGUST 18, 2017

For decades, the ONLY way to produce any type of printed material – ranging from sales & marketing brochures, to annual reports and informational flyers – involved a multi-step, time / people-intensive, costly process requiring a copywriter, graphic designer, a typesetter and a printing press. And that created a different problem.

Marketing Automation Services 100

Marketing Automation Services Sales Qualified Leads Marketing Automation High Quality Lead 100

Marketing Craftmanship

MAY 11, 2016

There are two major reasons why marketing is failing at your small- or medium-sized B2B firm: You view marketing as business triage. Your company applies a collection of tactics (often labeled as a “marketing campaign”) only in response to a problem; typically involving the loss of a key client, or decline in revenue.

B2B Marketing 100

B2B Marketing Planning B2B Thought Leadership B2B 100

Marketing Craftmanship

JANUARY 20, 2017

The marketing profession has a reputation for sometimes using less than reliable market research to promote a point of view. And this marketer has been guilty of that sin. Years ago, our insurance company client was introducing a new Directors & Officers liability insurance policy, and asked us to raise market awareness.

Paid Search Agency 100

Paid Search Agency High Quality Lead Content Press 100

Marketing Craftmanship

JANUARY 25, 2016

In manager selection, most investors will look beyond your fund’s track record and give weight to organizational factors that provide them with confidence that the business is well-managed and likely to succeed long-term. Taylor claims leaders who think differently about their business invariably talk about it differently as well.

Work Management 100

Work Management Enterprise Management Marketing & Strategy Marketing Strategy 100

Marketing Craftmanship

SEPTEMBER 8, 2023

The generation of attorneys who still consider any type of “marketing” to be unprofessional is diminishing, concurrent with the increase of “Emeritus” partners listed on law firm websites. That evolution notwithstanding, most law firms and younger practitioners remain stuck in neutral, in terms of marketing sophistication.

Marketing Management 26

Marketing Management Planning Sales Cycle Advertising Agencies 26

Marketing Craftmanship

JUNE 6, 2011

Can Journalists Survive the Internet Age? Do mainstream journalists – trained to present both sides of an issue they’re reporting – contribute to the public’s interest in and acceptance of information that’s known to be wrong?

Business 100

Business Case Studies Curation Validation 100

Marketing Craftmanship

OCTOBER 25, 2023

Despite the erosion of public trust in “fake news” (mostly related to political and world news reporting), business and industry trade media sources continue to have a high degree of credibility and influence. They don’t appreciate the power of earned media.

Public Relations 130

Public Relations Paid Search Agency Companies Media 130

Marketing Craftmanship

NOVEMBER 22, 2023

In a perfect world, the most experienced and qualified B2B firms always win the business. To address career risk, and to win clients, your top marketing priority is to position your B2B firm as a safe choice. But in our real world, prospects apply a very different selection factor. Qualifications are far less important.

B2B 130

B2B Webinar Metrics Marketing Management Pricing 130

Marketing Craftmanship

AUGUST 14, 2015

Business owners across all industries and professions start companies because they have a specific expertise or interest – whether it involves trading currency futures or replacing car mufflers – and eventually discover that selling their product or service is neither in their wheelhouse, nor something they enjoy doing.

Paid Search Agency 100

Paid Search Agency Advertising Agencies Planning B2B Thought Leadership 100

Marketing Craftmanship

MARCH 1, 2015

Inconsistency Kills Most B2B Marketing Strategies. There are two major reasons why marketing is ineffective at B2B firms, regardless of size or industry: Marketing is viewed as triage. When business is good, little or no time is invested in marketing. Marketing is expected to deliver immediate results.

B2B Marketing 100

B2B Marketing B2B Thought Leadership Planning B2B 100

Marketing Craftmanship

OCTOBER 9, 2016

The first question we ask prospective clients is, “Do you have a Marketing Plan?”. Most prospects sheepishly acknowledge that they don’t have a formal Marketing Plan. There are several good and bad reasons why companies (of all sizes) don’t create a Marketing Plan. We call this process the “Easy-Bake Marketing Cake Recipe.”.

Planning 100

Planning Marketing Plans Work Management Marketing Management 100

Marketing Craftmanship

JUNE 11, 2015

Many companies view marketing simply as a checklist of items they believe to be essential: Website…check. But marketing strategy is not akin to packing for a trip. To wean our B2B clients off their shoe fetish, we apply a “Marketing Diagnostic” planning tool, consisting of 10 simple questions. White Paper…check.

Planning 100

Planning Trade Show Paper Marketing & Strategy 100

Marketing Craftmanship

APRIL 16, 2015

In its report, 2015 Professional Services Marketing Priorities , Hinge examined current business challenges and approaches to implementing marketing initiatives at small and medium-sized firms, with annual revenues ranging from less than $5 million to more than $100 million. Create content marketing programs (47.2%).

Marketing Management 100

Marketing Management Service Planning Advertising Agencies 100

Marketing Craftmanship

JULY 10, 2023

Providing all employees with basic marketing and sales skills can help your B2B firm to grow and succeed. Many B2B firms – in legal, accounting, technology, financial services and consulting disciplines – employ at least one rainmaker, typically a founding member, who brings in the lion’s share of new business.

B2B Sales 130

B2B Sales Cross-Selling Work Management B2B 130

Marketing Craftmanship

NOVEMBER 22, 2023

PR (or “earned media”) is the most powerful form of content marketing, because of its potential market reach, online visibility, and inherent 3rd party endorsement. For example: one-off quotes in news stories, pay-to-play articles in any type of publication, and pickup from most press releases are worthless.

PR 130

PR B2B Marketing & Strategy Sales Cycle 130

Marketing Craftmanship

JUNE 28, 2016

In the dark ages of B2B marketing communications, circa 1980, the goal was to get your snail-mailed communications past the office gatekeepers (a/k/a “executive assistants”), and onto the desks of your targeted decision-makers. No marketing communications program is truly integrated without high quality print collateral.

B2B Marketing 100

B2B Marketing B2B Paper Work Management 100

Marketing Craftmanship

JANUARY 10, 2015

This past September, the well-respected marketing firm, Peppercom, conducted in-depth research involving nearly 300 of the hedge fund industry’s largest firms, to measure how those funds are currently applying standard marketing tools & tactics including websites, social media, the financial press and advertising, one year after the JOBS Act.

Practices 100

Practices Planning Enterprise Management Transparency 100

Marketing Craftmanship

AUGUST 14, 2015

. “You cannot connect the dots looking forward; you can only connect them looking backwards… For B2B marketers, this “rear view mirror” approach to connecting the dots in your tactical tool kit makes great sense. The dots have no assigned numbers to follow. – Steve Jobs. – Steve Jobs.

B2B Thought Leadership 100

B2B Thought Leadership Thought Leadership CMO Marketing & Strategy 100

Marketing Craftmanship

SEPTEMBER 2, 2014

Many B2B companies, and professional services firms in particular, do not succeed at marketing for two major reasons: Failure to understand that the vendor selection process has fundamentally changed.

B2B Thought Leadership 100

B2B Thought Leadership WOM B2B Marketing Thought Leadership 100

Marketing Craftmanship

FEBRUARY 21, 2023

This somewhat contrarian approach to thought leadership…delivered in an editorial format that we call Branded Interviews …is the most effective way for B2B companies of all types to build brand stature, and to connect the dots between marketing and sales. Hands down.

Thought Leadership 130

Thought Leadership B2B Thought Leadership Brand Identity Branding 130

Marketing Craftmanship

JANUARY 16, 2013

Is Your B2B Marketing a Tactical Hodge Podge? B2B firms invest significant dollars and hours maintaining a broad range of marketing tactics that may or may not demonstrate economic value. When this situation exists, a B2B firm is not marketing; it’s simply making Tactical Soup. Put every marketing tactic under the microscope.

Tactics 100

Tactics B2B Marketing CPA Cost per Acquisition 100

Marketing Craftmanship

JANUARY 27, 2015

The marketing profession has a reputation for sometimes using less than reliable market research to promote a point of view. And this marketer has been guilty of that sin. Years ago, our insurance company client was introducing a new Directors & Officers liability insurance policy, and asked us to raise market awareness.

Research 100

Research Content Marketing Work Management Paid Search Agency 100

Marketing Craftmanship

APRIL 2, 2015

But the conference sponsor is typically not at fault for the lack of return on this marketing investment. Here are three issues you should address, in advance of investing in a conference of any kind: Do I understand the inherent marketing value of conferences? If you’re not on the podium, you’ll need to be more creative.

Conference 100

Conference Tactics B2B Marketing Planning 100

Marketing Craftmanship

FEBRUARY 6, 2016

Over the course of my business career, I’ve run into several grown-up “Marketing Cry-Babies.” Whenever they start to whine about marketing-related challenges, I’m always tempted to begin singing the “babies on the bus” verse, but career risk and loss of client revenue serves to made me think twice. I want it NOW!”

Marketing Management 100

Marketing Management Paid Search Agency Marketing & Strategy Paper 100

Marketing Craftmanship

AUGUST 14, 2015

For Chief Marketing Officers, the outcome of this juicy scandal might provide some hope that hard work and determination can help them to legitimize the often maligned marketing function, and perhaps increase their stature and length of tenure at the senior management table. may be: “Whatever your employer (or client) needs it to be.”

Paid Search Agency 100

Paid Search Agency Enterprise Management Lead Ranking Work Management 100

Marketing Craftmanship

FEBRUARY 13, 2015

Ideally, those plans will also avoid many of the non-productive tactics that marketers are known to promote. Here’s a marketing roadmap designed to achieve that objective: Build your brand strategy first. No plan = lots of wheel-spinning + no tangible business outcomes. Harness the market reach of LinkedIn.

Transparency 100

Transparency Thought Leadership Planning Enterprise Management 100

Marketing Craftmanship

JULY 1, 2014

For B2B marketers who are too busy to keep up-to-date on every marketing trend and buzzword, here are a few thoughts on all the current noise about the Attention Web : Attention as a marketing asset is not a new concept: Top-of-mind awareness has always served as a cornerstone of effective B2B marketing.

B2B Marketing 100

B2B Marketing B2B Thought Leadership B2B Marketing Management 100

Marketing Craftmanship

DECEMBER 19, 2012

In a pre-pixilated world in the not too distant past, Ink on Paper ruled the world of marketing. In the days of Ink on Paper, marketers reviewed press proofs; they hand-delivered advance copies of newly printed materials to their CEOs, and measured ROI based on Business Reply Card volume.

Paper 100

Paper Press Sample Paid Search Agency 100

Marketing Craftmanship

JANUARY 5, 2020

The hard reality is that — regardless of your firm’s ability to add value — decision-makers at every level are unwilling to risk their career or reputation on selection of an outside advisor or firm may fail to meet expectations, or even harm their business. rarely succeeds.

RFP 165

RFP Thought Leadership Opinions Validation 165

Marketing Craftmanship

MARCH 21, 2014

Most Client Newsletters Deliver No Tangible Business Value. Client newsletters are the most widely used, often abused and hotly debated B2B marketing tactic for professional services firms of any size. Marketers want you to believe that your firm needs a client newsletter. MYTH #1: Your Firm Needs a Client Newsletter.

Newsletter 100

Newsletter Marketing Mix Word of Mouth B2B Thought Leadership 100

Marketing Craftmanship

APRIL 21, 2011

Co-sponsored by the Financial Times and Doremus, this survey of more than 500 senior-level business executives suggests that if you’re attempting to reach corporate decision-makers, you may want to want to re-consider Twitter as a marketing tactic. Fewer than 10% use Twitter at work, and only about 20% use Twitter at home. .

Tactics 100

Tactics Webcast B2B Marketing Twitter 100

Marketing Craftmanship

FEBRUARY 5, 2013

B2B companies – professional service firms in particular – can benefit by creating a culture similar to the Marine Corps; training all employees with basic marketing & sales skills that can help the firm to grow and succeed. Semper Fi.

B2B Sales 100

B2B Sales Cross-Selling Work Management B2B Marketing 100

Marketing Craftmanship

FEBRUARY 16, 2012

But what impressed us more than the quality of their service, was the no-cost, cornball guerilla (included in photo) marketing tactic that eReleases applied to thank us for our business. eReleases’ results were as good as, or better than, any of its larger, better-known competitors.

Cost 100

Cost Guerilla Marketing B2B Marketing Paid Search Agency 100

Marketing Craftmanship

APRIL 8, 2011

The standard marketing approach – particularly among B2B firms – is to create a brochureware-esque “Who We Are / What We Do / Why You Should Select Us” web presence, which forever serves as a handy repository for press releases, case studies, white papers and other expressions of thought leadership.

B2B Thought Leadership 100

B2B Thought Leadership Content Case Study Case Studies 100

Marketing Craftmanship

DECEMBER 11, 2014

In 1958, Gilbert Morris – an account executive at the Fuller Smith & Ross ad agency – created the, “I don’t know who you are,” business-to-business advertisement for McGraw-Hill Publishing Co. ” What may have been a revolutionary B2B marketing concept in 1958 is now well understood by B2B marketers.

Advertising Agencies 100

Advertising Agencies Advertisements Advertising B2B Thought Leadership 100

Marketing Craftmanship

OCTOBER 22, 2019

Regardless of whether your professional field is medicine, law, technology or finance, that same ranking applies to how you will be valued by clients, particularly in B2B businesses. But the intrinsic marketing value of any opinion survey – regardless of the questions or response rates – is that it lets clients know you care about them.

Ad brokers 127

Ad brokers Opinions Marketing Management Loyalty 127

Marketing Craftmanship

MAY 13, 2020

This will likely have a lasting impact on our global society, on how people communicate with each other and on how marketers will reach and influence people in the future. But marketers who know how to craft an enticing subject line, and who can write effective copy, can break through the clutter. Direct Communication. Industry Events.

Blast Campaigns 130

Blast Campaigns Webinar Metrics Lead Scoring Lead Ranking 130