Expert insights. Personalized for you.
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. MORE
Join us to for tips to create thriving programs with digital MORE
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. MORE
Learn from the team elevating brand experience MORE
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? MORE
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. MORE
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? MORE
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. MORE
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. MORE
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.]. MORE
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. MORE
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. MORE
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. MORE
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. MORE
The new Event Marketer B-to-B Dream Team weighs in MORE
Key takeaways from the 2018 B-to-B Dream Team panel at Experiential Marketing Summit MORE
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. MORE
Get the 411 on Top Takeaways from Top B-to-B Event Marketers MORE
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. MORE
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. MORE
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. MORE
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. MORE
Lessons from the B-to-B Dream Team Power Panel MORE
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 […]. MORE
While preparing case studies for book, I had the fun of interviewing a bunch of very smart B2B marketers to learn how they were applying data and analytics to their marketing objectives. My new book, B2B Data-Driven Marketing: Sources, Uses, Results , is launching in a few weeks. MORE
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 MORE
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! I won the best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards! MORE
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. MORE
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. MORE
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! MORE
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. MORE
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? MORE
In preparing my new book on the subject—to be published in June of 2015—I had a chance to speak to a variety of brilliant thinkers about where things are headed. So the outlook for talent to manage the new technologies in marketing is bright. MORE
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. MORE
Learn from top marketers at the Experiential Marketing Summit MORE
Also ranked as the largest B-to-B experiential marketing agency in the United States MORE
How the PCMA annual meeting connected with a new generation MORE
B to B Related Topics Sales Lead Insights
JUNE 23, 2018
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.
Sales Lead Insights
OCTOBER 16, 2018
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?
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Biznology
JULY 5, 2012
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.
Sales Lead Insights
SEPTEMBER 28, 2009
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.
Biznology
MAY 30, 2012
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.
Biznology
NOVEMBER 30, 2011
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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Sales Lead Insights
JULY 14, 2011
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.
The Freeman Company
MAY 23, 2018
Key takeaways from the 2018 B-to-B Dream Team panel at Experiential Marketing Summit
The Freeman Company
MARCH 16, 2018
The new Event Marketer B-to-B Dream Team weighs in
The Freeman Company
MAY 1, 2018
Learn from top marketers at the Experiential Marketing Summit
Sales Lead Insights
APRIL 4, 2011
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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Sales Lead Insights
JUNE 25, 2019
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 […].
Biznology
DECEMBER 21, 2011
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.
Biznology
JULY 2, 2018
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.
Biznology
NOVEMBER 5, 2018
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.
Biznology
MARCH 23, 2018
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.
The Freeman Company
MAY 9, 2017
Lessons from the B-to-B Dream Team Power Panel
The Freeman Company
MAY 1, 2018
Join us to for tips to create thriving programs with digital
Biznology
FEBRUARY 29, 2012
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.
The Freeman Company
OCTOBER 12, 2015
Also ranked as the largest B-to-B experiential marketing agency in the United States
Biznology
MARCH 9, 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!
The Freeman Company
FEBRUARY 2, 2016
How the PCMA annual meeting connected with a new generation
Sales Lead Insights
APRIL 18, 2018
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
Biznology
AUGUST 18, 2017
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.
B2B Lead Generation
JUNE 27, 2006
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! I won the best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards!
ANNUITAS
MAY 15, 2015
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?
Biznology
JANUARY 3, 2019
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.
Sales Lead Insights
JANUARY 5, 2010
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.
B2B Lead Generation
AUGUST 18, 2014
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.
The Freeman Company
APRIL 26, 2017
Learn from the team elevating brand experience
Biznology
SEPTEMBER 3, 2015
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?
Biznology
MAY 28, 2015
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.
The Freeman Company
MAY 10, 2016
Get the 411 on Top Takeaways from Top B-to-B Event Marketers
Biznology
APRIL 2, 2015
In preparing my new book on the subject—to be published in June of 2015—I had a chance to speak to a variety of brilliant thinkers about where things are headed. So the outlook for talent to manage the new technologies in marketing is bright.
Biznology
AUGUST 17, 2018
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.].
Biznology
APRIL 24, 2015
While preparing case studies for book, I had the fun of interviewing a bunch of very smart B2B marketers to learn how they were applying data and analytics to their marketing objectives. My new book, B2B Data-Driven Marketing: Sources, Uses, Results , is launching in a few weeks.
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