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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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?

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How Performance Marketing Accelerates B-to-B Prospecting


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. . So marketers need to do the math.

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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


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


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. Image via Wikipedia.

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


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.

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Five Principles of B-to-B Event Marketing Success

The Freeman Company

Key takeaways from the 2018 B-to-B Dream Team panel at Experiential Marketing Summit

What Makes Top B-to-B Marketers Successful?

The Freeman Company

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

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 […].

2018 B-to-B Dream Team Panel

The Freeman Company

Learn from top marketers at the Experiential Marketing Summit

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.

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


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. Image via Wikipedia.

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How to find your best B2B prospects


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.

Three annoying things about B2B marketing


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.”. They talk to their peers.

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

The Freeman Company

Join us to for tips to create thriving programs with digital

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

The Freeman Company

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

The B2B marketing ironies of our time


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. . Kudos to them. Budgets continue to shift to digital channels.

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


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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Event Marketer: B-to-B Millennials

The Freeman Company

How the PCMA annual meeting connected with a new generation

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


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. Thanks to all our sponsors!

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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 generation

B2B marketing lessons from Michael Brenner


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. Among them: Find out what your buyers are looking for, and give it to them.

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The 10 most fascinating people in B2B marketing in 2018


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.

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SiriusDecisions Summit 2015: The Un-Death of B2B Sales


I’ve got to admit, when SiriusDecisions’ Jennifer Ross and Marisa Kopec opened their keynote session yesterday morning saying their presentation was going to be “provocative”, I was skeptical. So what does this mean for marketers who thought we were impossible to shock or provoke?

B to B 250


The Freeman Company

Learn from the team elevating brand experience

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.

B to B 133

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

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


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Six strategies behind the trend in B2B client conferences


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. Who better to sell for you than happy current customers?

Keeping up with ABM: tips from the FlipMyFunnel conference


It’s clear that B2B marketing has been revolutionized by technology—from the Internet itself, to the myriad (nearly 7,000 ) martech point solutions available these days. Deliberate communications between marketing and sales is key to success in ABM. I’m coming around to your side.].

Three barriers to B2B data-driven marketing


That’s a good thing, since marketers are under increasing pressure to manage, collect, and make use of data, according to a recent CMO Club/Gartner study. Most B2B marketers really struggle to get their arms around the reality of customer and prospect information.

Study: B-to-B Marketers Lagging With Social Media

delicious b2bmarketing

Study: B-to-B Marketers Lagging With Social Media. Data shows about 40 percent of b-to-b brands aren’t using social marketing. Of 548 b-to-b marketers surveyed by Eloqua, about 40 percent say they are not yet using social media marketing.

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

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