Great B2B Marketing

6 key Rules to Expand Your B2B Marketing Influence

Great B2B Marketing

Marketing influence is a timeless subject but the ways we capture and communicate are constantly evolving. I originally wrote about […]. B2B Marketing Marketing Influence Networking

Rules 78

Use Pull Marketing for Easier and More Productive B2B Sales

Great B2B Marketing

In a recent conversation, a B2B sales rep told me something to the effect: “I hate my job because no […]. B2B Sales Pull Marketing

Trending Sources

The Evolving Journey of the B2B Buyer

Great B2B Marketing

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

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. As someone […]. Marketing Content marketing message

The Content Marketing Pyramid

The Ultimate Framework To Develop & Execute Your Content Marketing Strategy

What Types of Content Propels B2B Buyers

Great B2B Marketing

I recently enjoyed an article titled, “Which Types of Content do B2B Tech Buyers Respond to Most?” The article is […]. B2B Buyer Content

B2B 101

B2B Marketing: Know the Trends, Pick the Right Strategy

Great B2B Marketing

What key tactics best fit our Marketing Strategy? What B2B marketing tactics are working now for others, and how well? Where should we emphasize or deemphasize our marketing focus?

Trends 143

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. This report is based on our experience with our B2B clients as well as relevant industry research. The purpose or the report is to provide information that is timely and actionable.

Trends 117

Six Ways Marketing Can Shrink the Sales Cycle

Great B2B Marketing

I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle

Best Practices for a Marketing Database Cleanse

A framework comprising of best practices to consider and red flags to avoid.

Secure Your Share of Rising B2B Marketing Budgets

Great B2B Marketing

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

Attracting More B2B Buyers by Focusing on Their Interests

Great B2B Marketing

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

The B2B Marketing Valley of Death

Great B2B Marketing

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

B2B 84

The Marketing and Sales Gap of Disappointment

Great B2B Marketing

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

Sales 81

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

Great B2B Marketing

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

The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts.

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

How Do Potential B2B Buyers Find You?

Great B2B Marketing

There 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? appeared first on Great B2B Marketing. B2B Buyer B2B Marketing Pull Marketing

Paper 95

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

Boost Revenue with the Right B2B Marketing Funnel

Great B2B Marketing

One of the most important decisions to be made when designing a lead-to-revenue (L2R) strategy is the type of B2B […]. B2B Marketing Buyer's Journey Marketing Funnel Buying Journey

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales.

Entrepreneur or Not – You Need to Read This

Great B2B Marketing

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

B2B 82

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

Rules 59

How to Be a Branding Rock Star

Great B2B Marketing

To paraphrase the Dicken’s classic, A Tale of Two Cities, I’ll cover the best of branding and the worst of […]. Branding Rebrand rebrand

Brand 39

How to Rejuvenate a Troubled B2B Brand

Great B2B Marketing

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.

Brand 87

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation.

Nine Critical Criteria For Selecting Lead-to-Revenue Technology

Great B2B Marketing

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

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

Fast Lead Response Keeps B2B Leads from Going Stale

Great B2B Marketing

Last month, I spoke about lead metrics and ROI at the B2B Leads Conference in New York. Several smart speakers brought up the issue of why the time to respond to inbound leads is a key success metric.

Lead 105

The Tao of B2B Buying Behavior – Why Emotion Trumps Logic

Great B2B Marketing

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

Buy 70

Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality.

B2B Content Marketing That Drives Results

Great B2B Marketing

There is a lot of buzz in the air about content marketing.

Six Fast Ways to Improve Your B2B Copy

Great B2B Marketing

Every few months I get the urge to focus my blog post on the subject of copywriting – specifically, how to write B2B copy that achieve the intended results.

How to Validate Your B2B Go-to-Market Plan

Great B2B Marketing

My team and I are often asked to comment on – or do a more formal evaluation of – a […]. 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 Plan

Moving Up the Relationship Hierarchy

Great B2B Marketing

You often hear marketing and sales pros talk about how to turn vendor interactions into meaningful relationships. I find it […]. Marketing

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Seven Things You Can Do (or Not Do) to Increase Marketing Success

Great B2B Marketing

One of the good things about being a B2B marketing practitioner for so long is the perspective it gives me […]. Marketing Marketing Success

B2B 40

Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person. Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. For example: The average tenure of a salesperson from the time they start a job to the time they leave is less than two years (Sales Readiness Group). The average tenure of a sales manager is 19 months.

Cost 80

The Economic Value of Your Company Brand

Great B2B Marketing

I was a guest speaker for The Center for Business Modeling at a video/podcast on a subject near and dear to my heart: the economic value of a brand. Following is a summary of what I said on the podcast.

Brand 79

Eight Critical Brand Health Questions You Should Be Asking

Great B2B Marketing

Complacency is a deadly risk to the health of your brand. Perhaps the most enjoyable part of my job is […]. Brand Brand Health Branding

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.