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Asking “Why” Makes Your Marketing Content More Effective

Great B2B Marketing

This post is short and sweet, but it also highly important to your success as a B2B marketer. Marketing Content marketing messageAs someone […].

The Evolving Journey of the B2B Buyer

Great B2B Marketing

The post The Evolving Journey of the B2B Buyer appeared first on Great B2B Marketing. Daniel Heimlich posted the following photo on his LinkedIn page. Not sure who the conference speaker was, but the five […]. B2B Buyer Buying Journey

Crisp Sales and Marketing Execution – A Key to B2B Success

Great B2B Marketing

Planning is great, and having the right marketing and sales strategies in place is imperative, but it can be for […]. Marketing Strategy Sales and Marketing Marketing Execution

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Secure Your Share of Rising B2B Marketing Budgets

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The press release announcing Gartner’s 2016-2017 Chief Marketing Officer (CMO) Spend Survey showed that marketing budgets rose for the third […]. B2B Marketing Marketing Budget

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

The Marketing and Sales Gap of Disappointment

Great B2B Marketing

Marketing and SalesThe leads and customers you get this month may not come from something you did this month, but rather something […].

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B2B Sales and Marketing Trends for 2015

Great B2B Marketing

At the beginning of each year, my team and I publish a report on significant trends in B2B sales and marketing. We see many B2B companies adopting an end-to-end marketing and sales framework that: Attributes new revenue to specific lead sources. Combines marketing and sales reporting in a dashboard view. Trend 4:  Tighter alignment of the sales and marketing functions.

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The B2B Marketing Valley of Death

Great B2B Marketing

B2B MarketingAs an entrepreneur who has been both the recipient and provider of angel investment funds, I really enjoyed a recent […].

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B2B Sales and Marketing Trends for 2016

Great B2B Marketing

At the end of each year, my team and I publish a report on the major B2B marketing and sales […]. The post B2B Sales and Marketing Trends for 2016 appeared first on Great B2B Marketing. Marketing Trends B2B Marketing B2B Sales

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Are You Practicing Sales Enablement or Sales Disablement?

Great B2B Marketing

We marketers like to think we are making a big contribution to revenue, but in fact, we may be doing […]. Sales Enablement Service Level Agreement

Can You Really Use Marketing to Shrink the B2B Sales Cycle?

Great B2B Marketing

The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? appeared first on Great B2B Marketing. It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. B2B Sales Sales Cycle Sales Model B2B sales cycle

Attracting More B2B Buyers by Focusing on Their Interests

Great B2B Marketing

The post Attracting More B2B Buyers by Focusing on Their Interests appeared first on Great B2B Marketing. B2B Buyer Demand Generation Marketing FocusWhat problems are your buyers looking to solve? Like you, I’m frequently bombarded by online ads and self-promoting emails […].

Don’t Break the NEW Rules of B2B Sales and Marketing

Great B2B Marketing

Those of us who have worked in B2B sales and marketing for some time agree that the rules have changed. […]. B2B Sales Sales and Marketing

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How Do Potential B2B Buyers Find You?

Great B2B Marketing

appeared first on Great B2B Marketing. B2B Buyer B2B Marketing Pull MarketingThere are hundreds of articles, blogs and papers on the subject of finding B2B prospects. The conversation goes something like […]. The post How Do Potential B2B Buyers Find You?

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B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

How CEOs Can Improve the Value of Sales and Marketing Efforts

Great B2B Marketing

CEOs have likely already conferred with their leadership teams about how they will deliver sales- and marketing-fueled growth for this […]. Marketing Sales Sales and Marketing

Entrepreneur or Not – You Need to Read This

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The post Entrepreneur or Not – You Need to Read This appeared first on Great B2B Marketing. If you are a corporate wage earner — as I was for much of my working life — you may […]. Entrepreneur

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Nine Critical Criteria For Selecting Lead-to-Revenue Technology

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CRM Lead-to-Revenue Marketing Automation lead-to-revenue My team and I write lots of content for our B2B clients. We also keep our own content stream flowing […].

B2B Content Marketing That Drives Results

Great B2B Marketing

There is a lot of buzz in the air about content marketing. Businesses that need to increase their brand awareness, credibility, and preference with their target audiences are turning to content marketing in greater numbers as a proven pull marketing strategy that aligns well with important business metrics. Whether The Payoff Earned from Effective B2B Content.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

How to Validate Your B2B Go-to-Market Plan

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The post How to Validate Your B2B Go-to-Market Plan appeared first on Great B2B Marketing. Marketing Plan Sales Model b2b Go-to-Market Market PlanMy team and I are often asked to comment on – or do a more formal evaluation of – a […].

Marketing Technology – Your Best Friend or Nightmare?

Great B2B Marketing

One of the most important enablers of an effective lead-to-revenue framework is marketing technology, which, combined with CRM and a […]. The post Marketing Technology – Your Best Friend or Nightmare? appeared first on Great B2B Marketing. Lead-to-Revenue Marketing Technology lead-to marketing technology

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How to Rejuvenate a Troubled B2B Brand

Great B2B Marketing

Validate the congruence and market readiness for the new brand position. Two months ago, I wrote an article titled The Economic Value of Your Company Brand. The theme of the post: No matter the size and scope of your company, the brand position you hold with your prospects and customers has monetary value in terms of sales, stock prices and even employee retention. Live the brand position.

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Showcase Your Expertise – Increase Your Market Value

Great B2B Marketing

B2B Marketing market valueMeg Rye, head of Design Recruitment at Facebook in the U.K., posted the following letter on LinkedIn. The letter was […].

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

The Tao of B2B Buying Behavior – Why Emotion Trumps Logic

Great B2B Marketing

The post The Tao of B2B Buying Behavior – Why Emotion Trumps Logic appeared first on Great B2B Marketing. B2B Buying B2B Marketing B2B BuyerI’ve always wanted to use the word “Tao” in a blog post because the term has such profound (albeit esoteric) […].

How to Achieve Expert Status in B2B Marketing and Sales

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B2B Marketing Expert Status B2B SalesOn my last post, I talked about the huge difference between companies and individuals who are considered experts, versus those […].

How to Beat Larger Competitors at B2B Marketing and Sales

Great B2B Marketing

This is equally true in smaller market segments. More often than not, you are not going to be the biggest company in your space and will have to adjust your strategy accordingly. I’ve spent a lot of my career as a so-called market “underdog.” I actually enjoy being in this position. Here are a few ideas to consider: Be a niche marketer. The same is true in B2B marketing.

11 Rules You Must Follow to Be a LinkedIn Marketing Master

Great B2B Marketing

At my company, Fusion Marketing Partners, we have a policy of not spending money on marketing or sales. We are “pull” (inbound) marketers to the core and this philosophy has served us well. Of course, we do lots of “push” (outbound) marketing for clients, but we try to move them in the direction of pull marketing in order to drive awareness and leads up and drive new customer acquisition costs down. As a B2B marketer, one of the best social media tools you can use is LinkedIn. LinkedIn Marketing Social Media Social Media Marketing

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey

How B2B Marketing Supports Sales Enablement

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This is terrific because the marketing department should […]. B2B Marketing Sales Effectivness Sales Enablement Sales Growth Sales effectiveness There is a lot of industry buzz around the term “sales enablement.”

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Marketing Specialist or Generalist – Which do You Need?

Great B2B Marketing

The post Marketing Specialist or Generalist – Which do You Need? appeared first on Great B2B Marketing. B2B Marketing Marketing StrategyOne of my favorite business writers, Bob Bly, published an intriguing article in an October, 2015 newsletter on the topic […].

Six Fast Ways to Improve Your B2B Copy

Great B2B Marketing

Use a singular and human voice.  As my recent blog post, Do Multiple Authors Create Better Marketing Content , points out, too many cooks in the B2B copy kitchen can spoil the broth. Why is it that most marketers are keen to  keep on writing fluff  and using gobbledygook? Marketers talk in abstract principles because they don’t have any specific examples. How can we avoid this?

Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

Given the enormous cost of recruiting, training, managing and retaining sales talent, this should represent a red flag for many companies. I get a chance to work with many B2B sales executives, and from a marketer’s standpoint, I believe four major problems contribute to a high cost/low performing sales organization: Poor alignment between the marketing and sales functions. You are probably spending big dollars on marketing and sales resources. B2B Sales Marketing and Sales lead-to-revenue The average tenure of a sales manager is 19 months. And only 58% reach quota.

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Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs

Get on Board the Mobile Marketing Revolution

Great B2B Marketing

’s 2013 Tech Marketing Benchmark Study shows that B2B companies this year allocated only 1.7% of their marketing budgets for mobile ads, 1.4% for mobile web and apps, and 0.7% for SMS text messaging. This is why you need to devote time and resources to mobile marketing. Multiple calls to action (CTA) do not work in mobile marketing. International Data Corp.’s

Are You Marketing to Gain or Pain?

Great B2B Marketing

As a marketing or sales professional, you have a choice in how you message your company and its offerings, with […]. Marketing Content

The Economic Value of Your Company Brand

Great B2B Marketing

As David Reibstein, professor of Marketing at the Wharton School of Business, stated, “A valuable brand delivers return for the company on two dimensions. Either it allows the company to charge a premium price, or it adds more volume or market share.”. It is timeless brand, not based on a short-term fad or market trend. Following is a summary of what I said on the podcast.

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Why Timing is a Critical Factor in B2B Marketing Success

Great B2B Marketing

The post Why Timing is a Critical Factor in B2B Marketing Success appeared first on Great B2B Marketing. B2B Marketing Marketing Timing Market TimingEarlier this year, Bill Gross, founder of Idealab, spoke at TED on the topic of top factors in startup success.  […].

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth