B2B Marketing Directions

JANUARY 14, 2023

In the late 1970's, psychologists Daniel Kahneman (who later won the Nobel Prize for economics) and Amos Tversky published several scientific papers that contradicted the rational view of human nature. A 2010 article in McKinsey Quarterly put it this way: "Long before behavioral economics had a name, marketers were using it.

Marketing AI 85

Marketing AI Planning Work Management Marketing Management 85

B2B Marketing Directions

APRIL 23, 2023

In a 2021 paper published by The B2B Institute , Professor John Dawes with the Ehrenberg-Bass Institute for Marketing Science argued that the 95:5 rule has major implications for B2B marketing. See, for example, this study by WSJ Intelligence and B2B International.)

B2B Marketing 52

B2B Marketing B2B Rules Paid Search Agency 52

B2B Digital Marketer

MARCH 30, 2023

Instead, Jay leaned toward his mother’s side, and began his content creation career, leading the school newspaper to multiple prestigious awards, while writing sports for the local paper on the side. ” “Success in B2B Digital Marketing is about the wizard not the wand.”

Top of Funnel 59

Top of Funnel Digital Marketing Funnels Work Management Marketing Management 59

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

markempa

JULY 29, 2013

from 2010 to 2016. It’s no more difficult to produce online video content than it is to produce a white paper. Producing white papers ranked nearly equal across every range of difficulty with online video and phone apps, which leads to one important question …. The digital video audience is growing.

Marketing Mix 120

Marketing Mix B2B Marketing Video Marketing Paid Search Agency 120

The Point

AUGUST 18, 2014

A 2010 study concluded that fewer than 70 percent of exhibitors have any formalized plan or process in place for how leads are followed up after the show. Provide 2-3 options that appeal to a range of prospects at various stages of the selling cycle, for example: request a demo, download a white paper, subscribe to our newsletter.

Trade Show 100

Trade Show Campaigns Tips Lead Nurturing 100

Marketing Insider Group

JULY 13, 2010

The study included 5-waves with over 3,000 professionals on Toolbox.com. George Krautzel , co-founder and president of Toolbox.com, summed up the importance of the findings of the study. “As The white paper also showed that business professionals are using social media more than online editorial and vendor content.

Social Media 100

Social Media Peer-to-peer Social Marketing B2B Marketing 100

Ambal's Amusings

MAY 12, 2010

We asked Stephanie Tilton "What are key marketing trends and predictions for 2010? What actions should marketers take in 2010?" " Stephanie Tilton is a seasoned white paper and case study writer who helps B2B companies advance the sales cycle by engaging prospects and customers. Stephanie Tilton.

Microsite 100

Microsite Buyer Personas Buying Cycle Emarketing 100

Hubspot

OCTOBER 25, 2018

But, in short, here's the gist -- in 2010, social psychologist Cuddy and her colleagues published a study they conducted at Harvard University. Their study, called "Power Posing", asked participants to sit in either a high-power pose or low-power pose for two minutes. For a moment, imagine the implications of this.

Paper 67

Paper Studies Validation Research 67

markempa

AUGUST 17, 2007

A lead nurturing program can leverage existing investments that you have made in other marketing tactics such as events, white papers, contributed articles, or any other thought leading content. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 What can you send via email? How can you leverage events?

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

Industrial Marketing Today

JUNE 24, 2010

by Achinta Mitra on June 24, 2010 in B2B E-Mail Marketing , Industrial Marketing & Web 2.0 , Social Media Marketing , Social Networking Lately, social media seems to garner all the attention in the media and blog posts with very little mention about email marketing. The first study done by AWeber (aff. See charts below).

Social Media 60

Social Media Email Marketing Social Marketing Web 2.0 60

Industrial Marketing Today

JULY 29, 2010

The majority of Chief Marketing Officers (CMOs) consider customer engagement as their top priority according to a recent study done by Forbes Insights and George P. That was the good news part of the study. That was one of the key findings of the “2010 Lead Generation Marketing ROI Study” by the Lenskold Group.

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

Industrial Marketing Today

OCTOBER 2, 2010

Let’s look at two case studies to see how industrial marketers are using email to reach and engage with industrial buyers. Case study #1: B2B lead generation through better segmenting and more focused email content Business challenge: FreightCenter wanted to change its customer mix of 70/30 (B2C/B2B) to a more B2B-centric mix.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Customer Experience Matrix

SEPTEMBER 1, 2010

This paper contains step-by-step instructions for building a business case and even a link to a slide deck you can use as a template. Aberdeen Group has published many studies related to marketing automation. CSO Insights publishes highly regarded studies of sales performance. Statistics include: • 16.5% 51% win rates 55.6%

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 120

Industrial Marketing Today

JUNE 12, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Websites: To Publish Prices, Or Not To Publish…That Is The Question by Achinta Mitra on June 12, 2010 in Industrial Marketing Strategies , Sales Strategies , Website Design & Development Do you show prices on your B2B website?

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

The Point

NOVEMBER 9, 2010

For example: “You’ll discover many more surprising results when you listen to a 30-minute Webcast highlighting results of the 2010 Adobe Online Analytics Benchmark Survey …”. I might add a YouTube-style “play” icon to the slide, and a CTA to the sub-head: “Results from the Adobe 2010 Analytics Benchmark Survey. Were either needed?

Webcast 100

Webcast Advertising Benchmark Email Campaigns Case Studies 100

Industrial Marketing Today

SEPTEMBER 20, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Lead Generation Using a Business Blog by Achinta Mitra on September 20, 2010 in B2B Lead Generation , Industrial Marketing Blog In B2B lead generation, quantity versus quality is probably the biggest challenge faced by industrial marketers.

Lead Generation 60

Lead Generation Business Blogging Lead Scoring Lead Ranking 60

Industrial Marketing Today

SEPTEMBER 13, 2010

According to the same research study done by GlobalSpec, during the initial Research phase, 42% of buyers evaluate four or more suppliers, but as buyers move closer to Procurement, only 26% get quotes from four or more suppliers. White papers: Without a question, this continues to be the most effective content to build your in-house list.

Buying Cycle 60

Buying Cycle Marketing Automation Services Peer-to-peer Web 2.0 60

Industrial Marketing Today

JUNE 29, 2010

According to a study done by Professor John A. One of the key findings from the study was that B2B marketers are realizing that developing brand awareness among their customers’ customers can capture a larger share of channel margins and build loyalty that can protect them against lower-priced competitors.

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Industrial Marketing Today

SEPTEMBER 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.”

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Industrial Marketing Today

APRIL 22, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website The Distribution Trap – How Innovations Become Commodities by Achinta Mitra on April 22, 2010 in Industrial Marketing Strategies , Sales Strategies I read an eye-opening article by Andrew R. This white paper aims to change that perception of them.

Distribution 60

Distribution Web 2.0 Lead Ranking Privacy Policies 60

Industrial Marketing Today

JUNE 19, 2010

The chart below from a research study done by Forrester illustrates this point very clearly. Here’s a chart from Enquiro’s white paper, “Building Business Online: Your Digital Persuasion Portfolio” that shows how specific content from your website plays a role at different stages. Get Engineers Can Sell white paper now.

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Industrial Marketing Today

MAY 7, 2010

Here are some of the key findings from the study: Emerging Trends: 61% of the respondents (500 total) cited Driving Revenue as the most important success metric as compared to Sales Accepted Opportunities (40%), Qualified Leads (39%) with website visits and click-through rates trailing way at the back at 12% each.

Lead Generation 60

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing 60

ViewPoint

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. That compares to $7 billion spent on direct mail and $4.5 billion on search marketing for the same purpose. Business marketers spend an average of 18.6%

B to B 120

B to B netFactor Media SEM 120

markempa

JULY 13, 2006

They just announced the results of a joint research study on the emerging role of new media, particularly podcasts , on B2B technology purchase decisions. Nearly 60 percent of respondents said that information on business or technology topics, currently delivered as white papers or analyst reports, would be more interesting as podcasts.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

KoMarketing Associates

APRIL 25, 2013

According to a Focus Research Study, most companies start seeing a 32% improvement in as little as 7-12 months. If you are creating amazing content online that is getting shared (white paper downloads, PDF guides, webinars and videos), then you are off to a great start. and increase sales productivity by an average of 4%. Social media.

Search Engine Marketing 120

Search Engine Marketing Marketing Automation Services Search Marketing Marketing Automation 120

Industrial Marketing Today

MAY 5, 2010

A white paper would fit the bill nicely here. Provide him/her with case studies and client testimonials to lower their risks and fears of selecting you. This white paper aims to change that perception of them. Get Engineers Can Sell white paper now. Free Website Design Guide: Step-by-Step Guide to Website (re)Design.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Convince & Convert

JUNE 29, 2010

Before TV we entertained ourselves by interacting, making and doing, whether it was paper airplanes, a game of Yahtzee, or family harmonica night. His chronicle of an online study group at Ryerson University is a perfect example of the ramifications of widespread interconnectivity that society will be wrestling with into the future.

RSS 118

RSS Paid Search Agency Advertising Agencies PR 118

Valasys

DECEMBER 18, 2019

According to research by Forbes, 89% of the companies today compete primarily based on customer experience, as compared to 36% back in the year 2010. Read more: How Omnichannel Reputation Management Assists in B2B Branding. Certainly, companies have a long way to go in terms of optimizing their customer experience management (CXM) thresholds.

B2B Marketing 59

B2B Marketing Paid Search Agency B2B Best Practices 59

Industrial Marketing Today

JANUARY 26, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website The 6 essential rules of a website redesign – Ignore them at your peril by Achinta Mitra on January 26, 2010 in Industrial Websites , Search Engine Optimization (SEO) , Website Design & Development Is you current website an asset or a liability?

Rules 60

Rules Marketing Websites Web 2.0 Buying Cycle 60

Online Marketing Institute

NOVEMBER 28, 2012

White Papers. 2010 Eddie and Ozzie Awards Call for Entries OPEN! Study: B-to-B Marketers Lagging With Social Media. M&A and Finance. Sales & Marketing. --> Bloggers. --> Resources. Video Center. ENews Sign-Up. --> Magazine. Browse Issues. Subscribe Now. FOLIO: Staff. --> Suppliers. --> Webinars. --> Events Industry Events.

B to B 40

B to B Paid Content Social Media CMS Development 40

Industrial Marketing Today

MAY 14, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website 7 Strategies for Using Content to Market Industrial Products by Achinta Mitra on May 14, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Blog I am a big fan of Content Marketing or as some people like to refer to it as Inbound Marketing.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Industrial Marketing Today

JULY 14, 2010

by Achinta Mitra on July 14, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing Even though “content curation” is not a common phrase, there’s plenty of discussion to be found on the Internet. This white paper aims to change that perception of them.

Curation 60

Curation RSS Web 2.0 Content Marketing 60

markempa

JUNE 14, 2006

Research shows shows that if you require registration on your website to download content such as articles, white papers, studies or other "free" resources, you could be losing 75%-85% of your potential leads! I saw a press release for a study last week completed by the Nielsen Norman Group , which also supports this finding.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

Industrial Marketing Today

MAY 21, 2010

Entice them to continue receiving regular communications from you by offering a free white paper or a special report. 2 comments… read them below or add one } Jim Cahill May 23, 2010 at 9:46 am Achintra, Great points! This white paper aims to change that perception of them. Get Engineers Can Sell white paper now.

Web 2.0 60

Web 2.0 Buying Cycle B2B Blogger 60

Ambal's Amusings

JANUARY 7, 2010

We have invited White Paper Experts to shed light on the following question: "What mistakes must a copywriter avoid in copy used for lead generation?" Recommended Resources from Experts on white papers. Michael Stelzner's Book Writing White Papers: How to Capture Readers and Keep Them Engaged. White Paper FAQs.

Lead Generation 100

Lead Generation Sales Qualified Leads Generation Lead Scoring 100

Industrial Marketing Today

JULY 23, 2010

Build a library of various content assets such as published articles, white papers, online demos, webinars, videos, technical specifications, datasheets, case studies and customer testimonials. The same holds true for video white papers. This white paper aims to change that perception of them.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60