2011

The B2B Research Blog

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B2B social media: Highlights from new benchmarking research

The B2B Research Blog

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.

Top ten B2B marketing challenges

The B2B Research Blog

Holger Schulze, Marketing Director at SafeNet, recently posted a great question to the 9,040 members of LinkedIn’s B2B Marketing group. Can you use ONE WORD to describe the biggest challenge facing B2B Marketing today?”. I love this question for two reasons. One, it forces a focussed answer.

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SME marketing channel preferences revealed

The B2B Research Blog

There are 1.3 million of them, they generate half of the UK’s GDP and employ 60 per cent of the private sector workforce. 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.

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Financial benchmarks for B2B marketing agencies

The B2B Research Blog

Are you normal? . As a business I mean. . If you’re running a B2B marketing agency do you really know how your firm performs relative to competitors? It’s tough to answer this question with confidence. After all, your competitors only share the legal minimum of information about performance. Information which is also usually opaque and outdated. . Despair not though. The 2011 B2B Marketing Agency League Table , compiled by B2B Marketing Magazine and Circle Research , fills in the gaps. .

7 Inspiring B2B Marketing Campaigns

Must-See Examples of Marketing Success That You Can Replicate.

Benchmark your digital marketing activity

The B2B Research Blog

Have you ever wondered how other B2B marketers spend their digital marketing budgets? Where they invest the greatest amount of time? And how effective they feel different digital activities are? I certainly have so when Omobono and The Marketing Society asked Circle Research to survey B2B marketers and establish how they behave in relation to digital, we jumped at the chance.

Three reasons B2B marketers should care about sustainability

The B2B Research Blog

In the latest in my series of interviews with today’s leading business thinkers I spoke with Thomas Jelley, Corporate Citizenship Manager at support services giant Sodexo. But why, you may wonder, is a B2B marketing research agency like Circle talking about sustainability. Isn’t that the preserve of a niche team within corporations and NGOs? . Well, no.

47% of B2B marketers endorse using sex to sell

The B2B Research Blog

Ever since I was invited to join The Network of Aspiring Women (Birmingham Group), I’ve felt more in touch with my feminine side ( see post here ). Perhaps that’s why my interest was piqued by a recent discussion on the B-to-B Marketing LinkedIn Group. Kate Bishop, Marketing Co-ordinator at Custom Fluidpower, has a dilemma. To use, or not to use, promotional girls at a trade show stand? Her boss is insistent but she has concerns. I share them.

An interview with Jaakko Alanko: MD, Alanko Consulting

The B2B Research Blog

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. Jaakko shares insights learned during 40 years in marketing, discusses the B2B brands he admires and shares his vision for the future of B2B marketing: the era of the enterprise brand. In a career spanning over 40 years you’ve obviously seen lots of changes in B2B communications. What are the biggest?

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

B2B SEO Benchmarking Report – highlights

The B2B Research Blog

We recently partnered with B2B Marketing Magazine to create the first report in their Benchmarking series. The topic was search marketing in B2B. One of the most striking findings from the research is how digital has altered the marketing landscape. The two most commonly used techniques in the modern B2B marketer’s armoury are now email (82% use) and search marketing (67%). It would be a mistake though to assume that ‘traditional’ techniques are dead.

Better B2B segmentation: Four steps and a case study

The B2B Research Blog

Last week I was invited to join The Network of Aspiring Woman, Birmingham Group. I was tempted. After all, “ it’s where networking feels like a party ”. However, I declined for two reasons. I live in London. I’m a man. Clearly the Network’s execution fell short, but their strategy seems smart. Rather than trying to be all things to all people, they’ve segmented the market and targeted a niche group. Contrast this with another experience.

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The Times They Are a-Changin’

The B2B Research Blog

. Our friends at Marketing Options International (MOI) have just launched the Mind Share Café. No, not a diversification into tea and cakes, but a virtual hub where they’ve collected together the thoughts of leading B2B technology marketers. Marketers from players like Dell, Microsoft and Cisco.

Not how you fly, but how you serve

The B2B Research Blog

Many years ago now, whilst I was working at, newly privatised, British Airways, our research team was challenged to understand what it meant to be “branded British” in each of its key markets.

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.

Blink: A side door to the unconscious

The B2B Research Blog

Sometimes things just feel right. We can’t say why, they just do. The house bought not because it ticked all the boxes, but because you could imagine living there. The supplier chosen not after an exhaustive procurement assessment, but because they just seemed to fit. In his book, Blink, Malcolm Gladwell explores experiences like these.

An interview with Stephen Cheliotis: CEO, Centre for Brand Analysis

The B2B Research Blog

Every month David Willan interviews leading experts in from the world of marketing and B2B. This month David interviews Stephen Cheliotis, Chairman of the Superbrands Expert Councils and Chief Executive of The Centre for Brand Analysis (TCBA). Stephen offers some fascinating insights into the world of B2B brands.

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How to create a Customer Happiness Index

The B2B Research Blog

In my last post I put forward the idea that every business should measure its performance against a stakeholder ‘Happiness Index’ with a particular focus on customers. As the customer’s voice within the organisation, responsibility for this index lies at the marketer’s door. Before we go any further I’d like to challenge the received wisdom that it’s commercially sensible for every business to invest in enhancing customer happiness. This isn’t always true and there are two notable exceptions. .

B2B SEO Benchmarking Report – highlights

The B2B Research Blog

We recently partnered with B2B Marketing Magazine to create the first report in their Benchmarking series. The topic was search marketing in B2B. One of the most striking findings from the research is how digital has altered the marketing landscape. The two most commonly used techniques in the modern B2B marketer’s armoury are now email (82% use) and search marketing (67%). It would be a mistake though to assume that ‘traditional’ techniques are dead.

7 B2B Marketing Strategies You Need to Know About

As B2B marketers, we know that our buyers' needs are ever-evolving, but it's not just our buyers that are changing.

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The B2B Research Blog

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How many B2B marketers are in a Glacier Mint?

The B2B Research Blog

I’m of the opinion that every car glove box should contain, as standard, boiled sweets. Some opt for the classic travel tin but I prefer a bag of Fox’s Glacier Mints. I like the taste, but I like the idea more. That in my little glove box sits an icon; a brand that’s part of our cultural fabric. Here’s some Glacier Mint trivia. The polar bear mascot is called Peppy, they contain only the purest sugar (impurities turn the clear cubes pink) and they’re full of B2B marketers. Hold on.

B2B SEO: Content is king

The B2B Research Blog

Life’s hectic. Sometimes though it’s sensible to take a step back. To contemplate whether the things we’re doing are the right things; that we’re working not just hard, but smart. With this philosophy in mind we’ve partnered with B2B Marketing Magazine to compile a series of benchmarking reports. Reports which explore different marketing activities and give an insight into questions that we’d all love to know. How are my peers allocating their budgets?

Big list of B2B blogs

The B2B Research Blog

The chaps at Proteus B2B Marketing have compiled a list of B2B sales and marketing blogs. 354 of of them to be exact and well worth a browse to cherry pick the best. The list can be found here – [link]. Stuff we like B2B blogs

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Air Cargo News: Interview with Circle’s Andy Booth

The B2B Research Blog

I recently had the pleasure of being interviewed by legendary aviation journalist Peter Conway for Air Cargo News. Here are my edited musings… Market research, brand development, and customer segmentation may be unfamiliar ideas to many sections of the air cargo business, but the director of London-based Circle Research is on a mission to change all that. Who needs marketing in the air cargo sector?

The Ministry of Happiness

The B2B Research Blog

“[GNP] measures everything…except that which makes life worthwhile” said Robert Kennedy. Forty years on David Cameron has picked up Kennedy’s idea and instructed government statisticians to begin measuring quality of life in psychological terms. . In a nutshell the idea is this. Government has many roles but its core goal is to ensure the happiness of citizens. Helping create wealth is an important part of this. After all, money buys a better standard of living.

The Trouble with Klout

Paul Gillin

Estimating influence is a delicate balance of art and science. People are drawn to quantitative methods because scores are easy to understand. The downside of reducing influence to a number, though, is oversimplification.

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The Nifty 50 Top Women of Twitter for 2011

Webbiquity

Few phenomena have ever spread as far and grown as rapidly as social media; obviously, this has tapped into something essential to our nature. What is it? The answer may come from the email marketing field.

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.

Connect Your Blog to Facebook Automatically

Writing on the Web

Are your blog posts fed automatically into Facebook? The other day I was horrified to learn that a dear client was manually posting his blog articles to Facebook. Yikes! No wonder blogging seems tiresome and time-consuming.

Why Klout matters. A lot.

grow - Practical Marketing Solutions

Yes, this is a real invitation. If you hate Klout … and you probably do … try to take a deep breath and read ahead with an open mind.

Are we killing our customers with engagement?

grow - Practical Marketing Solutions

By Neicole Crepeau, Contributing {grow} Columnist. Facebook is seeing a decline in use. Studies show that users are un-Liking business pages. Consumers are getting savvy and more jaded about businesses use of social media—and they’re responding negatively. The thing is, it’s our own fault.

7 ideas to turn PowerPoint slides into social media marketing gold

grow - Practical Marketing Solutions

Although PowerPoint has been around for years, it is still the king of presentation software tools. It is an absolutely critical arrow in my business marketing quiver … and for some reasons that might surprise you!

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

6 Reasons Social Media Sucks, But You Need to Use It Anyway

Webbiquity

Amid all of the hype, conferences, and rapid adoption of social media marketing by organizations from sole proprietors to the Fortune 100, there remains an undercurrent of skepticism.

The Three Most Dangerous Social Media Metrics

grow - Practical Marketing Solutions

By Srini nvas Rao, Contributing {grow} Columnist. A while back I said that metrics and measurements have a tendency to limit our potential. What I failed to realize was that this is only the case when we measure the wrong things.

Social Media is Lowering Our Content Standards

Digital B2B Marketing

Sharing has ceased to be an endorsement of the quality of content. Social media has created the expectation that we share content, and in the drive to meet the content demands social media places on us, our content standards are falling.

Monitoring vs Analytics [Infographic]

Buzz Marketing for Technology

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.