The B2B Research Blog

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Using Regression Analysis in market research

The B2B Research Blog

Once again the first check was to make sure the generated model was accurate and reliable.  When measuring the health of customer relationships, three metrics are at the core of most studies: customer satisfaction , customer loyalty (likelihood of choosing supplier at next purchase) and customer advocacy (likelihood of recommending supplier to others). Regression Analysis explained. and 0.7

It’s official – in B2B, content is king

The B2B Research Blog

White papers excel when it comes to lead generation.  Read our white paper on research-led content marketing  here , or a case study on how Santa Fe used survey based insights to generate 1,000+ leads here. It’s official.  Content is king. The latest B2B Marketing Benchmark report  produced in association with Circle Research reveals that 71% of B2B marketers consider content marketing to be a critical activity.  Last year less than half (43%) held this opinion. Content marketing in some shape or form now consumes 40% of the average B2B marketing department’s time.  Is yours? .

The month in #mrx

The B2B Research Blog

Millennials: Those born between 1980 and the mid-2000s have completely different expectations of the world than other generations. Every four weeks we here at @circle_research find the most popular Tweets about market research (#mrx in Twitter talk) and take a look at what’s hot. What do surveys and Bollywood have in common? This month saw an unusual collision of two worlds. 

B2B social media: Highlights from new benchmarking research

The B2B Research Blog

Generating quality, relevant content (12%). B2B social media; is it a case of the Emperor’s New Clothes? The latest B2B Marketing Benchmark Report – based on a survey of 274 client side B2B marketers conducted by us here at Circle Research – finally seems to provide a definitive answer.  The social media Emperor is getting dressed, but is still in his underpants. There was a lot of talk. 

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

SME marketing channel preferences revealed

The B2B Research Blog

million of them, they generate half of the UK’s GDP and employ 60 per cent of the private sector workforce.  There are 1.3 Moreover, they’re big buyers of B2B products and services.  Just ask Sage who’s built a £1.4 billion business on the back of them. SMEs are a potentially significant opportunity for many B2B marketers then, but how best to open a conversation? This was puzzling me so I asked 450 buyers of B2B services within SMEs to imagine a prospective supplier wanted to engage with them.  Their answers provide clear guidance on where best to target marketing resources. 

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B2B social media – a two horse race?

The B2B Research Blog

But in 2014 the focus is on hard returns.  47% now name ‘lead generation’ as a primary goal for social media (up from 36% in 2013) – this is now the second most common goal behind only brand positioning (50% in 2014).  Social media is time consuming.  The average B2B marketing department spends 17% of their time on it. It seems that social media, in B2B at least, is a two horse race.

How do we align sales and marketing?

The B2B Research Blog

Madness when we consider that sales and marketing share exactly the same goal – generating profitable revenue. . Ever looked at our cousins in FMCG marketing with a little jealousy?  Eyed their big budgets with envy?  Coveted their influence in a world where marketing is central to organisational success? Maybe not, but you’ve probably glanced across your own office and felt similar feelings towards sales.  At least you will have done if you’re anything like the 100 B2B marketing leaders Circle recently surveyed as part of the B2B Marketing Leaders Forum. Not a rare occurrence. 

B2B content marketing research

The B2B Research Blog

When asked which objectives content marketing best supports, B2B marketers say ‘brand positioning’ (84%) and ‘demand generation’ (70%).   Content marketing works.  So maybe you already have a content strategy, but want to know what your peers are doing.  Or perhaps you’re developing a content strategy and want some pointers.  Either way, the survey results provide valuable guidance.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

Green shoots? Highlights from the B2B Barometer survey

The B2B Research Blog

Three of these concern demand generationgenerating more leads (41% name as a priority), generating better quality leads (27%) and raising brand awareness (32%). . Double dip recession.  Greek bond defaults.  Spanish bailout.  We’re clearly not quite out of the ‘Great Recession’ yet. But we B2B marketers have always been an optimistic bunch.  . The latest B2B Barometer survey explored the opinions of 128 B2B marketing professionals collectively controlling budgets of £29.1 million. . Confidence is high. This confidence is reflected in marketing budgets. 

How do we align sales and marketing?

The B2B Research Blog

Madness when we consider that sales and marketing share exactly the same goal – generating profitable revenue. Ever looked at our cousins in FMCG marketing with a little jealousy?  Eyed their big budgets with envy?  Coveted their influence in a world where marketing is central to organisational success? Maybe not, but you’ve probably glanced across your own office and felt similar feelings towards sales.  At least you will have done if you’re anything like the 100 B2B marketing leaders Circle recently surveyed as part of the B2B Marketing Leaders Forum. Not a rare occurrence. 

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B2B content marketing research

The B2B Research Blog

When asked which objectives content marketing best supports, B2B marketers say ‘brand positioning’ (84%) and ‘demand generation’ (70%).   Content marketing works.  Almost three fifths (56%) of the 175 B2B marketers Circle Research recently surveyed for B2B Marketing Magazine’s Content Marketing Report have seen content marketing boost sales (most of the remainder simply don’t know the impact as measuring ROI is tough). So maybe you already have a content strategy, but want to know what your peers are doing.  Or perhaps you’re developing a content strategy and want some pointers. 

An interview with Jaakko Alanko: MD, Alanko Consulting

The B2B Research Blog

Thirdly, sustainability, but in a much broader sense than just whether the product is sustainable or made in a sustainable way.  I mean how the enterprise views the world, how it operates and how it ensures that it leaves more for the generation behind us. Every month David Willan interviews leading experts from the world of marketing and B2B.  This month David spoke with Jaakko Alanko, one of the true doyens of B2B communications. In a career spanning over 40 years you’ve obviously seen lots of changes in B2B communications.  What are the biggest? Technology enables us to do this. .

Using Regression Analysis in market research

The B2B Research Blog

Once again the first check was to make sure the generated model was accurate and reliable.  When measuring the health of customer relationships, three metrics are at the core of most studies: customer satisfaction, customer loyalty (likelihood of choosing supplier at next purchase) and customer advocacy (likelihood of recommending supplier to others). However, these metrics alone are not enough.  They provide a snapshot of customer health but don’t in and of themselves reveal how to improve the position.  Two approaches can take our understanding to that next level. and 0.7 Co-efficient.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

The data asteroid is coming

The B2B Research Blog

How many leads were generated? Which executions generated the most engagement? They say that an asteroid impact wiped dinosaurs off the face of the earth. Could data be the B2B marketer’s asteroid? At a basic level, data can reveal the effectiveness of and ROI from marketing investments. What was the click-through rate? But this ‘what happened?’ data is just scratching the surface. Data can be used not just to observe what happens, but to shape what happens. That requires a new skill-set and it seems that, as a profession, we’ve a lot of evolving to do.

Infographic: Top 10 Types of Demand Generation Content

The Point

Choosing the right content offer for a demand generation campaign isn’t simply about aligning that content with a particular buying persona. Whether you’re focused on generating net new inquiries, or nurturing existing leads through the funnel, it’s often best to utilize a mix of content types, the better to appeal to a range of prospects. Click here to view the infographic full size.

Is B2B Lead Generation Really This Difficult?

The Point

Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. At face value, it’s hard not to conclude based on this data that many B2B marketers are struggling to even measure lead generation success, let alone achieve it. Why is that? Here are my theories: 1.

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Have you ever wondered about how can you use LinkedIn for better lead generation and business. knew this was big, but I didn’t know how to use it until around 2010 when I found a couple of people who were successfully using LinkedIn to generate leads, but they were focused on internet marketers and solo-preneurs. Related resources: How to Use LinkedIn to Generate Leads.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

Lead Generation is Crippling Demand Generation

Digital B2B Marketing

Lead generation and demand generation, although related, are at odds with each other. When many B2B marketers say demand generation, they mean lead generation, and the program will be measured on leads and the value of those leads. The direct outcome of lead generation is new contacts available for sales or marketing. Unfortunately, it doesn’t work that way.

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

Tweet To be successful at lead generation, marketers can’t rely on one specific tactic. while ago, I created a mind map of lead generation channels for my book Lead Generation for the Complex Sale. I’ve updated it to include more content marketing and social media channels. How do you determine which channels are the best for generating leads and finding future customers?

A Deeper Look Into B2B Demand Generation

It's All About Revenue

We just completed our third annual B2B Enterprise Demand Generation Study , which evaluated the maturity of the demand generation function within enterprise organizations. While the results are showing incremental improvement overall, it is clear that organizations are still looking to master the art and science of demand generation. Metrics and Goals Are Not Aligned.

4 B2B Marketing Strategies for Lead Generation

KoMarketing Associates

Driving qualified leads is a pain point for many B2B marketers, as the pressure to generate these leads is increasing. Increasing overall site traffic is good; generating leads from this traffic is great. Below I’ve outlined a few B2B marketing strategies to increase lead generation. Revenue increased for 24% of businesses when they utilized social media for lead generation. B2B Online Marketing Blog Demand Generation lead generation Search Engine OptimizationOptimize Your Website for Conversions. Optimize Your Website with SEO. Engage on Social Media.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

My dad taught me many lessons growing up, and one that stands out as relevant to lead generation went something like this: He said, “Choose your friends carefully because we become like the people we spend most of our time with, and [like it or not] we’re judged by the company we keep.” In this post I’m going to explain how it applies to lead generation. You might also like.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Lead generation is an iterative process that requires consistent closed-loop feedback. In addition to implementing Sales and Marketing huddles, here are 31 ideas you can use to improve alignment and collaboration: Train your sales people on how to optimize your lead generation investment and how to give you feedback. Share best-practice lead generation information. Be honest.

Getting Demand Generation Right: 5 Things You Need to Change

CMO Essentials

As marketing and sales work together to discover this information about their buyers and develop a demand generation strategy, they will begin to naturally align and drive better results. 4. Technology is not an answer unto itself, and if technology is being looked at to solve demand generation challenges, then the money spent is being wasted. 5. Unfortunately, my friend is right.

The Anatomy of a Lead-Generating Website

Hubspot

That's why it's so important to design your website with lead generation top-of-mind. Do you have lead generation CTAs on each of your blog posts? (Do you have a blog at all?). In this post, we'll cover the most critical components of a website optimized for lead generation. The Anatomy of a Lead-Generating Website. 1) Lead generation forms. Create an account?

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

That’s why many marketing and lead generation programs tend to focus on quantity. However, according to MarketingSherpa’s data , generating “high-quality leads” is the B2B marketer’s No. You’ll do better by thinking of lead generation as a process of micro-conversions that build an opportunity profile over time. challenge. Create a marketing funnel .

Lead Generation: 5 tips to generate leads faster on LinkedIn

B2B Lead Generation Blog

member of our B2B Lead Generation Roundtable LinkedIn Group was likely dreaming about this when he asked the group for a way to generate leads through LinkedIn that “doesn’t require a lot of time, engagement and endless keyword searches.”. They said it is possible to generate hot leads in a few minutes a day. Lead Generation content lead generation LinkedInTitle.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

Tweet Putting customers first in lead generation. Unfortunately, empathy is often ignored or lost when we start to become overly clever and complex with lead generation. Sadly, I’ve found that marketers don’t talk directly with the very people they are reaching out to with lead generation messages. That missing piece is customer empathy. You might also like.

Why Demand Generation Requires More Than Marketing

ANNUITAS

I had a conversation with a prospect today about their demand generation challenges. My prospective customer, who is an executive on the marketing side of the organization, wanted to know how he could get sales to appropriately respond to the leads that would be generated from a perpetual demand generation program. Here are a few suggestions. 1. Ask Them-.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). As you build your lead generation program, your experts may be interested in codeveloping white papers, special research reports, articles and even events with you. Testing and refining your messaging and value proposition.

B2B Lead Generation: Publisher Programs

Digital B2B Marketing

Over a series of three articles on B2B lead generation, we will look at types of programs or providers, how to measure the success of programs and things you can do to improve the results from your programs. Part 1: Lead Generation Alternatives to a Content Syndication Network. Here are three alternative publisher lead generation programs you should consider: 1. Need leads?

10 Ways to Generate More Leads from Your Business Blog

The Point

If you’re not generating leads – as in: a lot of leads – from your company’s blog, you’re missing out on what is perhaps not only your best opportunity to convert organic Web traffic into actionable, measurable sales inquiries, but also the best way to actually show real ROI from your social media investment. Here are 10 proven ways to generate more leads from your blog. No problem.

How Marketing Can Contribute To Revenue Generation

Crimson Marketing

In doing so, marketing can helps sales reps better do their job and, in turn, actually impact revenue generation in the process. Before you can use marketing to generate revenue, you’ll need to bring about a similar shift in culture. Take the proper steps to integrate both teams, and watch how marketing can have a direct impact on revenue generation. However, don’t feel bad.

Top 10 Demand Generation Resolutions for 2014

The Point

It’s a new year, so what better time to get your demand generation strategy “in shape” for improved performance? Blogs have long been the exclusive province of the PR team, but demand generation marketers are starting to realize the potential for blogs to generate leads in a big way. Here are my candidates for 10 strategies that offer real potential for low risk/high reward: 1.

Which Content, Tactics & Technologies Are Driving Demand Generation ROI?

The Point

More than 200 marketing VPs, directors and managers responded to the survey, which asked respondents to identify the crucial factors in driving demand generation ROI. The post Which Content, Tactics & Technologies Are Driving Demand Generation ROI? appeared first on The Point.