B2B Marketing Traction

JULY 9, 2014

Your audiences want it, your competitors are probably not doing it, and, there’s proof that digital marketing works for B2B companies. The digital marketing success stories keep getting told as more and more B2B companies are getting on board.

B2B Marketing 100

B2B Marketing Planning B2B Eloqua 100

B2B Marketing Traction

AUGUST 11, 2011

This model includes calculating the actual bottom-line improvement your service/product creates for your customer and demonstrating that value to them in your sales conversations and in your marketing. Be careful about reducing prices as a promotional effort to increase sales. Some Pricing Issues. How do you price your products?

Pricing 100

Pricing Price Elasticity Work Management 100

B2B Marketing Traction

MARCH 13, 2012

I encourage my clients to think about the daily conversations they have in sales, customer service, with the media and within their industry. Sales conversations and presentations – your salespeople are the front line to customer needs and wants. Have companies gone out of business or acquired others?

Blogger 100

Blogger B2B Sales Case Study Case Studies 100

B2B Marketing Traction

JANUARY 10, 2014

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. If they can visualize the results your product or service will provide, you have a greater chance of getting a sale.

B2B Marketing 100

B2B Marketing B2B B2B Sales Click Rate 100

B2B Marketing Traction

MAY 17, 2012

One important question B2B marketers have is, “How can I increase sales to customers (also known as ‘increasing wallet share’)?” ” It is six to seven times more expensive to acquire a new customer than it is to retain an existing customer (Bain & Company Study).

Customer Satisfaction 100

Customer Satisfaction Touchpoints Correlation Marketing Management 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. referrals which cost nothing but had a sales conversion rate of 46%. But it’s not enough on its own.

ROI 100

ROI Cost per Lead Trade Show Paid Search Agency 100

B2B Marketing Traction

NOVEMBER 18, 2015

Pinterest encourages sales and has partnered with Shopify to facilitate business commerce on its platform. Photos and images of work activity, products being developed or used, fun events and stories about people or about your company – it’s all good on Instagram. And, yes, this does work for B2B marketing!

Enterprise Management 120

Enterprise Management Work Management B2B Marketing Marketing Management 120

B2B Marketing Traction

JULY 1, 2015

Switching to advertising in a nationwide publication resulted in a sale to a large corporation headquartered in another state. Find out if they have discontinued any products or services, expanded or contracted their sales force or employee count, closed offices or made other changes. Are there new opportunities we can leverage?

Planning 100

Planning B2B Marketing B2B Buyer Personas 100

B2B Marketing Traction

SEPTEMBER 18, 2015

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. The other companies whose social media I reviewed had “OK” presences online. Be careful here.

Social Media 100

Social Media Positioning Social Marketing Media 100

B2B Marketing Traction

APRIL 9, 2015

I have one client that hands a report of people who click through to her sales people for follow-up. Include your company “personality” A lot of B2B marketers feel they should keep communications limited to business. Can you include a photo of your company picnic, basketball team or volunteering in the community?

Work Management 100

Work Management B2B Marketing B2B Thought Leadership Planning 100

B2B Marketing Traction

MARCH 29, 2012

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.” He reads it with interest. The end result?

B2B Marketing 100

B2B Marketing Trade Show Planning Paid Search Agency 100

B2B Marketing Traction

OCTOBER 17, 2011

Then, knowing your average sale and conversion rate, figure out the number of leads it will take to generate the science. Unfortunately, you are not alone – many companies don’t. Start with the end in sight – how much revenue do you need to generate?

Marketing Budget Creation 100

Marketing Budget Creation Marketing Budget Spending Planning 100

B2B Marketing Traction

APRIL 4, 2012

When you budget your marketing dollars, it’s important to understand where you are in your product, service, or company life cycle. In an earlier post, I blogged on how to calculate your marketing budget by understanding your sales history. This post focuses on understanding another factor – your life cycle. Introduction.

Spending 100

Spending Marketing Budget Planning B2B Marketing 100

B2B Marketing Traction

FEBRUARY 23, 2015

Provide news about your company and employees? You don’t want your eNewsletter to just be a sales pitch, but if you’re adding value with helpful articles and information, you should still include some calls to action. Set clear objectives for your eLetter. What do you want to accomplish with your eLetter?

B2B 100

B2B Click Rate Newsletter Work Management 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. But now CMOs need to have more say in how their company or organization is run. They need to have a seat at executive management meetings along with sales, finance and operations.

CMO 100

CMO Marketing Analytics Tools Paid Search Agency Work Management 100

B2B Marketing Traction

MAY 2, 2014

Now CMOs must learn and implement company-wide technology programs that heavily use technology. Perhaps most importantly, marketing technology is now used throughout the organization, not only by marketing and sales but also by customer service, shipping and accounts receivable. The pressure to change for CMOs is intense.

Enterprise Management 100

Enterprise Management Work Management CMO Marketing Management 100

B2B Marketing Traction

APRIL 17, 2013

And, make sure you have a good presence on Twitter – don’t be a robot like many B2B companies who get on Twitter and just spit out boring sales statements. We provide strategic planning, training and consulting, and implementation services for B2B companies. Contact New Incite today.

Customer Surveys 100

Customer Surveys Twitter Email Marketing Paid Search Agency 100

B2B Marketing Traction

JANUARY 3, 2014

I used to tell clients to think of Twitter as a radio station, but it’s much more than a sales or marketing broadcast channel. Create your Google+ Company Page. (If someone does a deep dive into your detailed content, it might be a sign that they are more qualified than in the early stages of their search.).

Planning 100

Planning Tactics Marketing Plans Trade Show 100

B2B Marketing Traction

OCTOBER 24, 2014

They want others to know the company where they put in so many hours. You’ll not only generate leads and sales revenue, you’ll invigorate your self, your employees, suppliers and community. Employees are motivated and take more pride in their work. Employees want to feel like they are part of something fun.

B2B Marketing 100

B2B Marketing Campaigns Planning B2B 100

B2B Marketing Traction

DECEMBER 12, 2014

There are a lot of great sales people in the marketing and advertising industry. I once had a technology company owner tell me he wanted to run a $26,000 ad in Time magazine, with regional distribution (to save money), featuring his black box. You may as well flush your marketing money down a toilet.

Consulting 100

Consulting Planning Paid Search Agency Validation 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. Brand the selfie stick so that every time they use it, they think of you.

Promotion 100

Promotion Campaigns B2B Marketing Product 100

B2B Marketing Traction

MAY 6, 2009

Whether you need help on an immediate sales or marketing project or require outsource management or an interim CMO for a longer-term, New Incite provides B2B marketing services to find new revenue opportunities, execute effective sales and marketing campaigns and track the results. CMO for Hire Services. B2B Marketing Planning.

Planning 100

Planning Work Management Marketing Management CMO 100

B2B Marketing Traction

AUGUST 15, 2011

The wall on your Facebook company page offers a lot of opportunity. It shows a dynamic stream of messages so at a glance a visitor can see if your company is one he or she might be interested in. Photos – upload company photos. You do keep an online album of company photos, don’t you? Anything unusual?

Facebook 100

Facebook Trade Show Press CPA 100

B2B Marketing Traction

OCTOBER 15, 2010

One CEO included it in her presentation to investors because it very clearly and transparently showed the company’s situation and what we planned to do to grow the business. Not all employees at many companies are comfortable telling “the boss” what’s wrong with the business.

SWOT 100

SWOT Analysis Marketing Management Planning 100

B2B Marketing Traction

JANUARY 14, 2014

Your website is often the first impression prospective customers have of your company and brand. Websites have become central to marketing and sales, having replaced the print brochure in the last few years (Geoffery James wrote in a 2013 Inc. Photo on Flickr by shock264, some rights reserved.

Marketing Websites 100

Marketing Websites Landing Pages Mobile Marketing Display 100

B2B Marketing Traction

JANUARY 4, 2013

Note that your company’s personality may be quite different than your social media manager’s individual personality, and it’s important to make that distinction!). If all we see from you are repetitive sales messages, we’re not going to engage, and we may not even listen. Be strategic yet human.

Social Networks 100

Social Networks Organization Peer-to-peer Curation 100

B2B Marketing Traction

AUGUST 22, 2011

My conclusion is that as long as you are blogging about your company, industry, products and services, you should set up the blog within your business website to add valuable relevant content and drive more traffic to the site. A blog on a commercial site might be seen as a sales ploy – not as genuine information.

Marketing Websites 100

Marketing Websites Domain Opinions Consulting 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. If you do have PPC campaigns running, make sure that someone is not only monitoring traffic but also measuring conversions (sales). They want someone they trust to tell them what to buy.

PPC 100

PPC B2B Marketing B2B Online Lead Generation 100

B2B Marketing Traction

MAY 18, 2011

But a big question B2B marketers have is “What content do I give away, yet not give away the store (and potential sales revenue)?” ” The lighting company might also provide information on its recommended 7-step process for planning a lighting upgrade – the “What?”

B2B Marketing 100

B2B Marketing Online Marketing High Quality Lead Planning 100

B2B Marketing Traction

AUGUST 4, 2011

I work with business owners of small to mid-size companies. Not many companies track results and keep doing the same marketing regardless. If there is one thing I’ve learned as a marketing consultant, strategic marketing plans must be SMART to be successful. So, what they do spend on marketing must produce results. Measurable.

Planning 100

Planning Marketing Plans Paid Search Agency Marketing & Strategy 100

B2B Marketing Traction

JANUARY 27, 2011

Fortunately for our company, he was also good at building relationships with clients and delivering results. As a marketing consultant, I came out of the corporate side – sales and marketing in the software industry. He was a master at the pitch, and we felt great working with him. What’s been your experience? Did you buy?

Advertising Agencies 100

Advertising Agencies Paid Search Agency Marketing Proposals PR 100

B2B Marketing Traction

DECEMBER 9, 2014

Because, when it’s time to launch, you will be much better off having connected with the right people in your industry, participated in some conversations and ( perhaps ) done some pre-positioning of your product or company. Now that’s marketing traction! Do you need help with start-up marketing? Contact New Incite today.

Planning 100

Planning Startups Advertising Agencies Marketing & Strategy 100

B2B Marketing Traction

JUNE 22, 2011

Presented by Skyline Sales and Marketing Trainer Nik Fradgley and Director of Lead Generation and Industry Relations Michael Thimmesch, the webinar included the results of a study of which social media sites were best practice for use pre-trade show, during the show, and post-trade show. Create a micro site for your presence at a show.

Trade Show 100

Trade Show Social Media Social Marketing Media 100

B2B Marketing Traction

DECEMBER 22, 2010

So why are their online marketing dollars not turning into sales revenue? Some SEO companies keep doing the same old tactics – and you’re expecting but not getting great results. There are two main reasons your spend on online marketing can be like flushing money down a toilet. SEO Has Changed.

Online Marketing 100

Online Marketing Planning Buzz Paid Search Agency 100

B2B Marketing Traction

SEPTEMBER 21, 2010

One expensive tactic on the chopping block for a lot of companies is the trade show. In our current economic environment, trade shows are suffering even more because marketing and sales departments are cutting out shows they’ve attended for years. Since 2001 (9-11), business travel and trade show attendance dropped.

Trade Show 100

Trade Show Trends B2B Marketing B2B 100

B2B Marketing Traction

SEPTEMBER 21, 2010

One expensive tactic on the chopping block for a lot of companies is the trade show. In our current economic environment, trade shows are suffering even more because marketing and sales departments are cutting out shows they’ve attended for years. Since 2001 (9-11), business travel and trade show attendance dropped.

Trade Show 100

Trade Show Trends B2B Marketing B2B 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