Bridging the content gap for B-to-B marketing automation and lead generation

Sales Lead Insights

It refers to the ascendance of content marketing (especially in B-to-B), and the differential between the current inventory of quality content that most B-to-B companies have, and the amount they need to have to market effectively.

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An Interview With Mike Damphousse About B-to-B Appointment Setting

Sales Lead Insights

This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. His blog, Smashmouth Marketing , has developed a wide following among B-to-B marketing professionals.

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To Gate or Not to Gate, That Is the B-to-B Content Marketing Question

Biznology

There’s a spirited debate in B-to-B marketing about whether it’s best to give away information (aka “content,” like white papers and research reports) to all comers, versus requiring web visitors to provide some information in exchange for a content download. In other words, to gate your content or not to gate. The underlying assumption there is that people buy from companies that they trust—a valid point, to be sure.

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How Performance Marketing Accelerates B-to-B Prospecting

Biznology

Every time you turn around, a new “performance marketing” opportunity turns up for B-to-B marketers. But there are some potholes to consider. Let’s look at how marketers get value out of this approach to finding new customers. . To back up, what is this performance marketing thing, anyway? There are scads of ways performance marketing is being applied across the B-to-B go-to-market spectrum. Photo credit: Wikipedia.

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When it comes to generating leads, do virtual events make sense for B-to-B marketers?

Sales Lead Insights

Attendees don’t have to travel, or even leave their offices. The post When it comes to generating leads, do virtual events make sense for B-to-B marketers? Think of a conference or tradeshow conducted online with presenters, exhibitors and attendees exchanging information and networking from the convenience of their computers. These “virtual events” can benefit all parties. Neither do the speakers and exhibitors.

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Testing for B-to-B Marketers: How hard is it?

Biznology

B-to-B marketers are often guilty of laziness when it comes to testing their communications, whether it’s testing the copy approach, the layout, the offer or the target audience. Well, to call it laziness may not be entirely fair. It’s a fact that the typical B-to-B campaign targets universes that are too small to support a split test. I work with a company that offers employee benefits programs, and markets to HR professionals.

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What Makes Top B-to-B Marketers Successful?

The Freeman Company

The new Event Marketer B-to-B Dream Team weighs in

2018 B-to-B Dream Team Panel

The Freeman Company

Learn from top marketers at the Experiential Marketing Summit

Bridging the Content Chasm for B-to-B marketing automation and lead generation

Sales Lead Insights

It refers to the ascendance of content marketing (especially in B-to-B), and the differential between the current inventory of quality content that most B-to-B companies have, and the amount they need to have to market effectively. Changing buyer behaviors require B2B marketers to communicate with prospects and customers in new ways. Content + Automation = True 1 to 1 Marketing.

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B2B Data-Driven Marketing: What You Need to Know Today

Biznology

If you’re selling to business buyers, data about your customers and prospects is essential to success. Even with the data on hand, many marketers are unsure of what to do with it. You need to get a grip on customer data, and figure out how to put it to work for your business. A lively case study of how a tech company used data to fuel its business growth. Thanks to all our sponsors! Our latest webinar was presented by Ruth Stevens.

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Five Ways B-to-B Marketers Need to Change Their Game

Biznology

In the old days—just a few years ago—when business buyers had a problem, they’d call in their vendors for advice on how to solve it. So a sales person was in a nifty position to educate—and influence—the buyer from the earliest stages of the process. Buyers don’t really want to talk to vendors until somewhere akin to 70% of the way down the road, at the stage of writing RFPs and getting quotes. So marketers have to think differently today.

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Keep B-to-B marketing strategies and tactics tightly focused on driving leads

Sales Lead Insights

In my view, the primary objective of B-to-B marketing is to drive leads and sales. Recommendation: Let your brand come along for the ride while you focus your marketing on convincing potential buyers to raise their hands and express interest in your products or services. In other words, branding is a secondary objective. Especially for marketers with limited budgets (and today that’s just about everybody).

B to B 147

15 Proven B-To-B Strategies for Sales Funnel Acceleration

ViewPoint

B to B 131

Five Ways to “Get Real” With B-to-B Social Media

Biznology

Today, 89% of B-to-B marketers in the U.S. are using social media, says a study conducted by iTracks and the Business Marketing Association (BMA). In fact, B-to-B use of social media may have even eclipsed that of consumer marketers, according to another report from White Horse Productions. But the B-to-B marketers I talk to still sound confused. What you want to do is get out of the hype, get real, and get results.

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AdAge Ranks Freeman as a Top B-to-B Agency

The Freeman Company

Also ranked as the largest B-to-B experiential marketing agency in the United States

Five Principles for Creating Award-Winning B-to-B Brand Experiences

The Freeman Company

Lessons from the B-to-B Dream Team Power Panel

Event Marketer: B-to-B Millennials

The Freeman Company

How the PCMA annual meeting connected with a new generation

B-to-B VR: Visa’s Immersive Employee Education Experiences

The Freeman Company

Join us to for tips to create thriving programs with digital

Business-to-Business Telemarketing: Wasting Your Money?

Sales Lead Insights

Because this is what happens when somebody realizes that there are not enough sales leads in the pipeline to meet this quarter’s sales revenue goals: Scenario A: Forced Labor They grab a couple of unlucky administrative assistants, salespeople or interns, put them on […]. The post Business-to-Business Telemarketing: Wasting Your Money? Telemarketing B-to-B telemarketing lead generation

B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010

Sales Lead Insights

If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast! This one-hour webinar will cover: The latest trends in B-to-B lead generation, and how you can leverage them; Which lead gen strategies and tactics are working best, and which no longer work for enterprise companies like yours; The pros and cons of various marketing media for generating, nurturing, and qualifying leads.

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How to find your best B2B prospects

Biznology

Use analytics to build a profile of your best customers, and use that model to find lookalikes. Develop content that helps them do their jobs and solve their business problems, and that they are likely to be searching for online. Use their keyword planning tool to generate likely phrases from your website and those of your competitors. Business people like to share valuable ideas and do favors.

What does Blue Yonder do?

Messages that Matter

Blue Yonder is spending millions of dollars on TV advertising to explain what it does, but I’m still confused. B to B SolutionsDoes the company name Blue Yonder give you any idea what this company does? What about the tagline “Fulfill your potential?”

POWER PANEL: THE 2017 B-TO-B DREAM TEAM

The Freeman Company

Learn from the team elevating brand experience

Why Servant Marketing Matters

B2B Lead Generation

Tweet As I talk to marketing and sales leaders, I hear this reoccurring theme: “I want to do something that really matters; I want to feel what I’m doing is really making a real difference.” ” I feel the same way, but I’ve painfully learned that it’s futile to make changes outside before we make changes inside. This requires a different kind of thinking to drive a different way of marketing.

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B-to-B Dream Team: Lessons Learned from the EMS Power Panel

The Freeman Company

Get the 411 on Top Takeaways from Top B-to-B Event Marketers

The B2B marketing ironies of our time

Biznology

Let me share a few ironies that I’ve noticed, and I hope readers will add others to the list. Or tell me to shut up and talk about something else. . The theory is that if you post irresistible content to your website, you’ll rise in search rankings and attract interested buyers to find you. Which is true, but it’s gotten to the point where some marketers have gotten the impression that outbound marketing is bad, inferior, old-fashioned, or maybe even immoral.

Back to the basics: a method for B2B success in 2018

Biznology

If you are lost as to what you want to focus on in your B2B marketing in 2018 to exceed your growth goals, this video is for you. Garrett Mehrguth highlights data-backed approaches and tactics for you to test. You’ll find out how to maximize your time and efforts on search marketing in 2018. The key is knowing how to do less and focus on your core channels. Thanks to all our sponsors!

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Three annoying things about B2B marketing

Biznology

Forgive the rant, but I have to get this off my chest. . Businesses play their cards close to the vest. Have you ever tried to get a client to give you a testimonial? I don’t want my competitors to know how good this is.”. And in theory business people want to help each other, so you’d think testimonials should be easy to get. Because buyers want to keep their good things to themselves. They talk to their peers.

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Chief Marketer: FreemanXP a Top 50 B-to-B Marketing Agency

The Freeman Company

Chief Marketer highlights FreemanXP in its annual B-to-B Top Shop listing

B-to-B Dream Team Q&A: Kate Lechowicz of NetApp

The Freeman Company

Powerful personalization leads to authentic connections

B-to-B Dream Team Q&A: Tania Weidick of Oracle

The Freeman Company

Insights on audiences, event measurement, and brand experiences

B2B Lead Generation Blog: The B2B Lead Generation Blog Wins Best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards

B2B Lead Generation

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. I won the best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards!

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B2B marketing lessons from Michael Brenner

Biznology

I listened to Michael Brenner recently give a keynote talk to B2B marketers at the MeritDirect Coop client conference, and picked up scads of great insights, tips, and strategic wisdom I’d like to share. One of Brenner’s many career accomplishments was his early recognition of the value of web communities as a way to attract, engage, and establish a relationship of trust with customers and prospects.

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Breaking News: Event Marketer B-to-B Dream Team Revealed

The Freeman Company

Celebrating brand experience innovators

Business-to-Business Telemarketing: Wasting Your Money?

Sales Lead Insights

Because this is what happens when somebody realizes that there are not enough sales leads in the pipeline to meet this quarter’s sales revenue goals: Scenario A: Forced Labor They grab a […]. Telemarketing B-to-B telemarketing lead generationAre you dialing for dollars or wasting your money with telemarketing? Unfortunately, most of what B2B marketers call “telemarketing” simply doesn’t work.

The 10 most fascinating people in B2B marketing in 2018

Biznology

The top reason why I love my work is the fascinating people I have the privilege to meet. Today, I am happy to introduce 10 of the many fascinating people I’ve interacted with during my adventures in 2018. All of them are high-energy contributors to the advancement of our field. And a lookback shout-out to my fascinating contacts from 2017 , 2016 and 2015. . Samantha Stone ’s energy and good humor seem single handedly to keep the wheels of B2B marketing going.

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Six strategies behind the trend in B2B client conferences

Biznology

Have you noticed how so many B2B companies seem to be running their own proprietary conferences these days? In conversations with several marketers, I have identified six reasons to consider it. What a great way to get your customer’s full attention, especially compared with a trade show, where you have to compete with zillions of others. Although primarily for clients, many of these conferences are designed to include prospects as well.