B2B Marketing Traction

FEBRUARY 6, 2013

What is marketing’s role before it hands off a lead to sales? These are things that marketing needed to identify before they could qualify a lead. Buyers find your company, you don’t have to try to find them. Today marketers need to BAT, not BANT. BANT stands for Budget, Authority, Need and Timeframe.

B2B Marketing 100

B2B Marketing Lead Qualification B2B Sales Qualified Leads 100

B2B Marketing Traction

APRIL 1, 2015

A few days ago I got an email from a company announcing their name change. I didn’t recognize the company, and I didn’t recognize the sender. I scanned the email subject line, introduction, body content and signature line, and I still had no idea what the company did. Wow, this company missed a big opportunity.

Email Marketing 100

Email Marketing B2B Marketing Planning B2B 100

B2B Marketing Traction

MARCH 29, 2012

Integrated marketing leads to response compression. One day Joe sees the print ad of a software company in a trade journal. The ad grabs Joe and he thinks, “I’ll check that company’s website.” He thinks, “There might be some value in this company’s software application for my business.”

B2B Marketing 100

B2B Marketing Trade Show Planning Paid Search Agency 100

B2B Marketing Traction

APRIL 17, 2013

The survey, the 2012 B2B Marketing Benchmark Report by Optify, analyzed over 62 million visits and more than 350,000 leads from 600+ small and medium-sized B2B websites. According to the Optify survey, Twitter leads have a higher conversion rate than organic search. Contact New Incite today.

Customer Surveys 100

Customer Surveys Twitter Email Marketing Paid Search Agency 100

B2B Marketing Traction

JANUARY 11, 2012

Lead, follow or get out of the way. In Good to Great , Jim Collins writes that great company leaders never talked about competitive strategy. One way to lead in your marketplace is to know your customers need that they can’t get now. They don’t know what they don’t know. It’s up to you to tell them.

B2B Marketing 100

B2B Marketing Marketing & Strategy B2B Paid Search Agency 100

B2B Marketing Traction

SEPTEMBER 24, 2012

Some of my colleagues recently asked me to describe why a company or organization might want to hire a part-time Chief Marketing Officer. The company or organization is, as I often describe it, is “selling in spite of themselves.” A marketing executive or other staff is leaving the company.

CMO 100

CMO Budget Programs Trigger Marketing Work Management 100

B2B Marketing Traction

APRIL 22, 2013

Micromanagement leads to poor morale. The answer is that micromanagement often leads to poor morale. It can even lead to a not great design, because too many people are involved and the design loses its cohesion and original intent. They know what colors are best, they critique the wording, they react to photos and images.

Planning 100

Planning Work Management Marketing Management Guidelines 100

B2B Marketing Traction

SEPTEMBER 20, 2013

It leads to increased business, since people buy from people they know, like and trust. In 2009 Domino’s employees videotaped extremely bad behavior, damaging the company’s reputation. Kerpen points to the BP Gulf oil spill as an example of what a company should not to do when something bad happens.

Transparency 100

Transparency Trust Marketing B2B Marketing Ad Building 100

B2B Marketing Traction

APRIL 28, 2014

B2B companies are getting traction on social media. On LinkedIn you should set up a complete personal profile as well as a branded LinkedIn Company Page. Post updates about your business on your Company, including links to blog posts, press releases, product launches and releases, events, awards and other news. SlideShare.

Social Media 100

Social Media Social Marketing B2B Marketing Marketing Strategy 100

B2B Marketing Traction

MAY 20, 2010

According the Aberdeen Group , 78% of best practice companies track and measure their marketing results, compared to just 42% of companies that perform at industry average and 37% of companies defined as laggards. One piece of data that some of you know is cost per lead. But it’s not enough on its own.

ROI 100

ROI Cost per Lead Trade Show Paid Search Agency 100

B2B Marketing Traction

SEPTEMBER 18, 2015

Positioning is one of the basic marketing principles that leads to success. If you understand your competitors’ strengths and weaknesses, you can position your company’s value-add to create a competitive advantage. The two stand-outs were not necessarily the biggest companies. Be careful here.

Social Media 100

Social Media Positioning Social Marketing Media 100

B2B Marketing Traction

APRIL 26, 2013

The days of marketing handing off leads to sales and retreating to their creative, lead gen marketing silo are over. According to a Harte-Hanks survey of 300 North American companies, 42% reported that IT owned the CRM system, 31% sales and only 9% marketing. Buying cycle, you say?

CRM 100

CRM Buying Cycle CMO Lead Gen 100

B2B Marketing Traction

MARCH 7, 2014

The old static models of full-time marketing employees may not be serving your company anymore. Inbound marketing specialists optimize content to attract the right leads and convert leads to customers. With new marketing tactics and the rise of marketing technologies, there is a growing need to be flexible in marketing staffing.

Paid Search Agency 100

Paid Search Agency Advertising Agencies Marketing Management SMB 100

B2B Marketing Traction

MAY 6, 2013

How one company used partnerships, guerrilla tactics to get the word out , inspired this blog post. The article is about Brickstream, a company that has in-store devices that analyze and reduce customer wait-time. Why Spending More on Your Trade Show Increases ROI (maybe this will redeem me with the show management companies!).

Trade Show 100

Trade Show B2B Marketing B2B Paid Search Agency 100

B2B Marketing Traction

OCTOBER 24, 2014

The campaigns we’ve done for clients generated leads and revenue, but they also generated energy with the business owners, employees, suppliers and their community. They want others to know the company where they put in so many hours. Great creative campaigns “raise all boats,” meaning they uplift us all.

B2B Marketing 100

B2B Marketing Campaigns Planning B2B 100

B2B Marketing Traction

OCTOBER 17, 2011

“ Your marketing budget does depend on a variety of factors, including your lead generation return rates and lead-to-buyer conversion rates. Then, knowing your average sale and conversion rate, figure out the number of leads it will take to generate the science.

Marketing Budget Creation 100

Marketing Budget Creation Marketing Budget Spending Planning 100

B2B Marketing Traction

AUGUST 2, 2013

It’s up to us B2B marketers to lead the way to un-boring B2B campaigns. What is so unique about them that if you speak to that uniqueness they will say, “Wow, that company really gets me!” ” A great example of understanding and speaking to customers is a regional insurance company called Pemco.

B2B Marketing 100

B2B Marketing B2B Psychographics Ideal Customer Profiles 100

B2B Marketing Traction

JUNE 17, 2014

Since 1998 we’ve developed many successful business-to-business websites that generate leads and revenues for our clients, and we’ve also seen how B2B websites can go terribly wrong. There are some great deals in web hosting, now that that industry has consolidated into a few big companies that rely on volume.

Marketing Websites 100

Marketing Websites Paid Search Agency B2B Guidelines 100

B2B Marketing Traction

NOVEMBER 21, 2014

Before we were able to track behavior on the Internet with websites and social media platforms, it was more difficult to track how prospective customers heard about your company, product or services. Now we have dashboards for just about every marketing software we use.

Enterprise Management 100

Enterprise Management Paid Search Agency B2B Marketing Marketing Management 100

B2B Marketing Traction

JANUARY 21, 2010

The process of creating and producing crafty subliminal ads that got our attention and “made us” buy in the 60s, 70s and 80s isn’t as relevant to today’s buyers who are suspicious of hidden messages, who value transparency , and who want to know and like the people in the company that is selling what they want or need.

Advertising Agencies 100

Advertising Agencies Advertisements Advertising Paid Search Agency 100

B2B Marketing Traction

MAY 17, 2012

” It is six to seven times more expensive to acquire a new customer than it is to retain an existing customer (Bain & Company Study). Bain & Company’s study also showed that a 5% increase in customer retention can lead to profit increase of 25-100%. How can you increase your customer wallet share?

Customer Satisfaction 100

Customer Satisfaction Touchpoints Correlation Marketing Management 100

B2B Marketing Traction

OCTOBER 27, 2011

Many companies want to market to a broad audience or the wrong audience. One of our clients decided to position themselves in a big marketplace, when in fact they were the leading experts in a niche market within that big marketplace. In B2B marketing, quality of the leads is more important than quantity. Bad strategy.

B2B Marketing 100

B2B Marketing Planning B2B Marketing & Strategy 100

B2B Marketing Traction

FEBRUARY 5, 2016

Do we need to generate new leads, create awareness, better support existing customers, build a user community? How many leads, how much awareness, what satisfaction level, how many users, what level of engagement? What are the critical success factors, and how will we measure them? How will we accomplish these goals and objectives?

Planning 100

Planning Work Management Budget Programs Marketing Management 100

B2B Marketing Traction

FEBRUARY 15, 2013

It’s sad for someone who has to follow and not lead. Opportunistic companies can copy your connections on social networks like Twitter and your Facebook company page, because both allow people to follow or like you without your permission (unlike LinkedIn or a Facebook personal profile).

Ideal Customer Profiles 100

Ideal Customer Profiles Work Management Marketing Management Inbound Marketing 100

B2B Marketing Traction

NOVEMBER 2, 2010

Remember the ad where the two big company consultants sat in front of a corporate business executive’s desk, and when the executive asked them, “What do you do?” And, if they’ve been working for just one company, their view of marketing and knowledge of options may be limited to one company or industry.

Consulting 100

Consulting Paid Search Agency Work Management Ethics 100

B2B Marketing Traction

JANUARY 16, 2014

The role of the CMO has changed dramatically in the last six years as companies struggle with new buying paradigms and increased competition. However, if a certain business or organization has specific problems, I suppose the leading skill for the individual hire could be different. Persuasive. Marketing has always required persuasion.

CMO 100

CMO Marketing Analytics Tools Paid Search Agency Work Management 100

B2B Marketing Traction

OCTOBER 2, 2015

It includes the financial results, as well, including cost per lead and return on investment. Since 1997, we’ve helped hundreds of companies execute the right marketing activities to get the results they need. Undoubtedly, more change is coming. You can easily make additions or changes visible to your team.

Planning 100

Planning Marketing Plans B2B Marketing Work Management 100

B2B Marketing Traction

JULY 1, 2015

You can write a marketing plan at any time during the year and get at least something (even one thing) done to create awareness, generate leads, and grow your business. If your company is a leader in your industry or region, tell your story about your history and timeline. The good news is that it’s never too late.

Planning 100

Planning B2B Marketing B2B Buyer Personas 100

B2B Marketing Traction

MAY 11, 2015

Consider sending key customers a selfie stick with a note asking them to record photos of their employees using your product or service or a video testimonial for your company and to enjoy it for their own personal use. New Incite creates marketing plans and designs creative campaigns to generate leads and increase awareness and loyalty.

Promotion 100

Promotion Campaigns B2B Marketing Product 100

B2B Marketing Traction

MARCH 28, 2014

I made the decision to begin a consulting company focused on providing marketing solutions and founded New Incite in April of 1997. I found out that leading non-profits had abandoned their expensive, glossy, print financial reports and had begun posting beautiful multi-media reports online. I get to choose with whom I work.

Consulting 100

Consulting Work Management Marketing Management Paid Search Agency 100

B2B Marketing Traction

JULY 31, 2014

Blogging drives traffic to websites and generates leads. She provides strategic planning, implementation and outsource blog writing and management for growing companies. So, hey, let’s jump in and do this. To succeed in blogging (and in the bigger universe of content marketing), you need a strategy. Photo by m01229 on Flickr.

Marketing & Strategy 100

Marketing & Strategy B2B Blogger Guidelines 100

B2B Marketing Traction

APRIL 3, 2013

Your company gets a senior-level, outside, strategic viewpoint. discusses some of the situations or trigger points that might lead to outsourcing marketing staff. . $24,000 – $96,000. What are the benefits of outsourcing marketing? Eliminate your overhead cost of employing marketing personnel. You don’t have to manage marketing staff.

Analysis 100

Analysis Cost Work Management CMO 100

B2B Marketing Traction

JUNE 27, 2014

There was certainly no acknowledgment that I freely shared a proven strategy for convincing business to business companies that are reluctant to get into social media.

Social Media 100

Social Media Media Class Consulting 100

B2B Marketing Traction

NOVEMBER 24, 2014

In this blog post I provide answers and how-to’s for the six most common questions B2B companies have about getting started on Twitter. We provide social media set up, strategic planning and training for B2B companies that want to create more awareness, generate more leads and grow faster. Social Media/Web 2.0

Twitter 100

Twitter Web 2.0 B2B Conference 100

B2B Marketing Traction

MAY 22, 2012

Now that you’ve attracted qualified prospects to your brand, company, website, product or services, what do you do if they are not quite ready to buy now ? More credible touch points lead to response compression ( read my previous post on this ), which makes you top of mind with prospective buyers.

Top of Funnel 100

Top of Funnel Buyer Personas B2B Buying Cycle 100

B2B Marketing Traction

JANUARY 10, 2014

Just don’t lead with them. The company founders and product inventors are so close to the details that it is difficult to pull back or up and think about their product or service from a potential customer’s viewpoint. This is a common problem with technology products.

B2B Marketing 100

B2B Marketing B2B B2B Sales Click Rate 100

B2B Marketing Traction

MARCH 23, 2012

Up until as late as 2005, I did think a valid strategy for a company with no presence on the web was to jump start online lead generation with PPC. ” Most of the answers you will find are from the service-providers who make money on PPC.

PPC 100

PPC B2B Marketing B2B Online Lead Generation 100