Digital B2B Marketing

MAY 29, 2012

Your product has a number of elements that differentiate it, but your buyers are relatively unsophisticated about the category and it is not a priority for them to learn more about it. How do you drive demand for your product? How do you get high-level sales meetings?

Work Management 100

Work Management B2B Marketing Marketing Management B2B 100

Digital B2B Marketing

JUNE 28, 2012

This is why sales people with existing relationships are recruited and account managers work to develop personal relationships with clients. Here are three reasons marketing cannot be focused on developing relationships with these people: Marketing will need to transfer the relationship to sales or account teams.

Enterprise Management 100

Enterprise Management Paid Search Agency Work Management Marketing Proposals 100

Digital B2B Marketing

AUGUST 23, 2012

Until B2B marketers begin talking about personas and lead scoring together they are missing an simple way to identify missed sales opportunities. Lead Scoring B2B marketing uses lead scoring to determine what prospects should be sent to sales and when. However, the two are generally discussed separately.

Lead Ranking 100

Lead Ranking Lead Scoring Peer-to-peer Leads 100

Digital B2B Marketing

AUGUST 30, 2011

With complex buying processes, multiple stakeholders, and a high touch sales process, how important is a brand? It is important to remember the interaction with your sales team, one-to-one, will have a tremendous impact on your woozle, but it is not the only factor. Delivering value in your product or service only is no longer enough.

B2B Marketing 100

B2B Marketing Peer-to-peer B2B Touchpoints 100

Digital B2B Marketing

AUGUST 20, 2013

Is Your Sales Process Working. Marketing contributed at least some of the current sales opportunities. You also provided content that supports the sale and likely established the initial overall perception of your company and product with the audience. Just Get Started.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads B2B Marketing Sales Qualified Leads 100

Digital B2B Marketing

AUGUST 28, 2012

You must understand and appreciate the importance of finance, sales, talent management, supply chain, product development and more to the business. From increasing brand awareness or to driving the sales pipeline, analysis will uncover new opportunities. Analytically Inclined Marketing is a data-driven discipline.

B2B Marketing 100

B2B Marketing B2B Best Practices Marketing Management 100

Digital B2B Marketing

NOVEMBER 29, 2011

Most B2B marketers are not providing pure commodity products, even in commodity markets. I sat next to a gentleman on a flight who sells a commodity manufactured product to trucking companies. I sat next to a gentleman on a flight who sells a commodity manufactured product to trucking companies.

Inbound Marketing 100

Inbound Marketing Paid Search Agency Differentiation Marketing & Strategy 100

Digital B2B Marketing

NOVEMBER 29, 2011

Most B2B marketers are not providing pure commodity products, even in commodity markets. I sat next to a gentleman on a flight who sells a commodity manufactured product to trucking companies. I sat next to a gentleman on a flight who sells a commodity manufactured product to trucking companies.

Inbound Marketing 100

Inbound Marketing Paid Search Agency Differentiation Marketing & Strategy 100

Digital B2B Marketing

JULY 11, 2013

You don’t care about the number of leads your sales team has. What really matters is shaping what others think of you before you engage one-to-one through your sales or other marketing efforts. Improving awareness and perception of your product, brand or company increases the leads across all sources. More Referrals.

Lead Generation 100

Lead Generation Lead Ranking Lead Scoring Generation 100

Digital B2B Marketing

JULY 7, 2011

B2B buying is complex because the products are complex. A challenge faced by sales and marketing is the emotions that matter are not the easy ones to create. Here are some of the stronger and more powerful emotions at play in B2B marketing and sales: Trust. Like does not automatically create trust or a desire to work with you.

B2B Marketing 100

B2B Marketing B2B Paid Search Agency Demand Generation 100

Digital B2B Marketing

APRIL 22, 2011

In the spring, she grows more than 100 tomato varieties alone for sale as starts at their small farm and local farmers markets. Your passion should be visible in your product, service, sales and hiring, not just your marketing. Her passion is clearly reflected in what she does. At least for me, the choice is easy.

Process 100

Process Demand Generation Agencies Demand Generation Paid Search Agency 100

Digital B2B Marketing

JULY 3, 2012

Turning Attention into Marketing Success The top three content marketing objectives according a recent survey by Curata (notably, a company that offers a solution for content curation), are driving leads/sales, thought leadership and brand awareness.

Curation 100

Curation Lead Ranking Lead Scoring Thought Leadership 100

Digital B2B Marketing

MAY 7, 2013

As marketers, we have all heard how more jam options actually decreased jam sales. Do you incorporate feedback into your marketing and your product? Yes, your campaign idea is excellent, but it was meant to be a way to connect you with your audience. It was never the reason to connect with them. Trying to Control Your Customer.

B2B Marketing 100

B2B Marketing Planning B2B Act-On 100

Digital B2B Marketing

JUNE 11, 2012

Prospects want to know what you think In enterprise B2B sales and marketing, prospects want to understand how you view their marketplace, challenges and opportunities. They want to know your vision positions you to continue solving their challenges in the years ahead.

Curation 100

Curation B2B Thought Leadership Thought Leadership Emarketing 100

Digital B2B Marketing

NOVEMBER 6, 2012

Perceptions are created by experience with your products, service and people, through what other people say about you (even competitors) and through your own marketing. Focusing on Linear Results Measurement Marketing measurement starts when a contact is captured and continues as contacts move into and through the sales pipeline.

B2B Marketing 100

B2B Marketing Bundling B2B Marketing Proposals 100

Digital B2B Marketing

JULY 16, 2012

Social media can benefit many businesses, but so can your sales team, advertising, product, customer service or supply chain management. Social media will not be the key determinate of success or failure for most businesses over the next three years.

B2B Marketing 100

B2B Marketing B2B Marketing Management Social Media 100

Digital B2B Marketing

NOVEMBER 1, 2011

They Buy Complex Products Not many people try to decipher the ingredients on a toothpaste label, understand what their purpose is and if they are safe. Enterprise B2B is different, the products and solutions are complex and need to be understood. In B2B, products and requirements are complex. Few of us are experts in toothpaste.

B2B Marketing 100

B2B Marketing B2B Barriers Marketing & Strategy 100

Digital B2B Marketing

MARCH 21, 2011

Beyond a great headline, he has great advice for marketers to ensure content and thought leadership is tightly connected to sales. When marketing looks to establish a company as a category thought leader, marketing and product must align around the same overall category vision. Are marketing, sales and product aligned?

Thought Leadership 100

Thought Leadership Top of Funnel B2B Thought Leadership Digg 100

Digital B2B Marketing

JANUARY 22, 2014

Twitter has a very reasonable $15,000 minimum for their direct sales team, and anyone with an account has received emails promoting Twitter’s self-serve advertising platform where the minimum spend is less than you spend on your morning Americano from Starbucks. The form and follow-up communications will get the sale, not the content.

Paid Search Agency 100

Paid Search Agency Ads Advertising Agencies Ad Exchange 100

Digital B2B Marketing

APRIL 30, 2013

“Overall, a 30% increase in positive Tweets is four times more effective in driving sales than a 30% increase in existing above-the-line advertising.” The kicker here is Twitter didn’t even ask Deloitte to study if Tweets impacted sales, they only asked if tweets were statistically predictive of sales.

Twitter 100

Twitter Research Word of Mouth Correlation 100

Digital B2B Marketing

MARCH 14, 2013

The idea that someday the CEO or Head of Sales will click a few buttons to set objectives, budget and timing and a machine will create and execute a marketing plan seems pretty far-fetched. When IBM’s Watson can tackle healthcare issues , marketing advice from machines doesn’t seem so unlikely anymore.

Enterprise Management 100

Enterprise Management Work Management Planning Marketing Management 100

Digital B2B Marketing

FEBRUARY 16, 2012

The direct outcome of lead generation is new contacts available for sales or marketing. Demand generation: the practice of creating demand for an organization’s products or services through marketing. The direct outcome is your audience is more likely to purchase your products or services.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Lead Generation Demand 100

Digital B2B Marketing

APRIL 26, 2012

Multiple research reports have shown B2B buyers conduct more than 70% of their research before engaging with sales. Five white papers did not include links to an appropriate product page for more information. Providing access to a range of content that allows potential buyers to continue their research is critical.

Research 100

Research B2B Paper Content 100

Digital B2B Marketing

JANUARY 6, 2015

Predictive marketing is already a hot space, but it hasn’t hit its mainstream stride yet as a solution for B2B marketers to segment and prioritize leads for marketing and sales. If your marketing can’t deliver traffic, it can’t deliver leads and sales. In 2015, that will change. That means the bite will hurt.

Planning 100

Planning B2B Marketing B2B Paid Search Agency 100