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? .

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. 

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. 

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

Generation Y: Implications for the workplace

The B2B Research Blog

What implications, they wanted to know, does Generation Y have for the workplace? Defining Generation Y. First, let’s define Generation Y.  Generations have ‘fuzzy edges’ so it’s not always clear where they start and end.  Some definitions of Generation Y include anyone born from the late 1970s all the way up to the early noughties.  However, there is general consensus that Generation Y includes those born from the early 1980s up until the mid-nineties, i.e. aged from around 18 to their early 30s. The Four Cs that shaped Generation Y.

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 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.

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.

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. 

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

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.

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.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all

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.

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.

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.

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?

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.

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.

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?

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.

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.

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.

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.

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.

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-.

Report: Trade Shows Generate Highest Quantity & Quality of Leads

The Point

Research firm Software Advice have released their 2014 B2B Demand Generation Benchmark Report , a handy reference for anyone planning 2015 marketing spend. And here’s where I think that analysis goes astray: First, demand generation effectiveness is not best measured by which channel generates the highest number of “quality” leads. Far from it.

Shiny Objects, Demand Generation and ABM

ANNUITAS

Over 15-years ago when I managed demand generation for a major software company we were tasked with supporting sales for “account based selling.” This led to our team having to work with our sales team, identify the accounts, the key stakeholders in these accounts and seek to generate leads therein. The post Shiny Objects, Demand Generation and ABM appeared first on ANNUITAS.

Lead Generation Best Practices

Salesfusion

The post Lead Generation Best Practices appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"]. Batman had Robin… You have SalesFUSION.

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.

Should your content generate leads or relationships?

grow - Practical Marketing Solutions

His business goal was to generate an ever-increasing number of leads from his company’s blog content and he wanted my ideas on what they might try to kick the number up. Should content generate leads or relationships? The Hubspot model is very clear: Produce content that generates more leads every month. Does your content generate leads or relationships?

Key B2B Demand Generation Strategies for 2015

The Point

We discussed what’s new, what’s working, and what’s on the horizon in B2B Demand Generation. In our business, demand generation and content marketing are nearly synonymous. It’s almost a cliché to say so at this stage, but without quality content, it’s virtually impossible to generate maximum return from both “top of the funnel” lead generation, lead nurturing , or customer marketing.