Great B2B Marketing

6 key Rules to Expand Your B2B Marketing Influence

Great B2B Marketing

B2B Marketing Marketing Influence NetworkingMarketing influence is a timeless subject but the ways we capture and communicate are constantly evolving. I originally wrote about […].

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The Evolving Journey of the B2B Buyer

Great B2B Marketing

The post The Evolving Journey of the B2B Buyer appeared first on Great B2B Marketing. B2B Buyer Buying JourneyDaniel Heimlich posted the following photo on his LinkedIn page. Not sure who the conference speaker was, but the five […].

Trending Sources

Use Pull Marketing for Easier and More Productive B2B Sales

Great B2B Marketing

In a recent conversation, a B2B sales rep told me something to the effect: “I hate my job because no […]. B2B Sales Pull Marketing

For B2B Companies, Selling Better is Not the Answer

Great B2B Marketing

The post For B2B Companies, Selling Better is Not the Answer appeared first on Great B2B Marketing. B2B B2B Buyer Prospect b2bWhen challenged, we humans have a tendency to resort to the known and familiar path (not taking “the road less […].

Secrets to Successful B2B Webinars

This best practice guide covers a variety of elements surrounding successful webinar strategy and execution

B2B Marketing: Know the Trends, Pick the Right Strategy

Great B2B Marketing

What B2B marketing tactics are working now for others, and how well? In working with leading global B2B companies, our Fusion Marketing team is extremely familiar with the cost/benefits of various lead generation programs. B2B Lead Generation Trends – Changes in Priorities.

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Asking “Why” Makes Your Marketing Content More Effective

Great B2B Marketing

This post is short and sweet, but it also highly important to your success as a B2B marketer. As someone […]. Marketing Content marketing message

The B2B Marketing Valley of Death

Great B2B Marketing

B2B MarketingAs an entrepreneur who has been both the recipient and provider of angel investment funds, I really enjoyed a recent […].

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B2B Sales and Marketing Trends for 2016

Great B2B Marketing

At the end of each year, my team and I publish a report on the major B2B marketing and sales […]. The post B2B Sales and Marketing Trends for 2016 appeared first on Great B2B Marketing. Marketing Trends B2B Marketing B2B Sales

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

How Do Potential B2B Buyers Find You?

Great B2B Marketing

There are hundreds of articles, blogs and papers on the subject of finding B2B prospects. The post How Do Potential B2B Buyers Find You? appeared first on Great B2B Marketing. B2B Buyer B2B Marketing Pull Marketing

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Attracting More B2B Buyers by Focusing on Their Interests

Great B2B Marketing

The post Attracting More B2B Buyers by Focusing on Their Interests appeared first on Great B2B Marketing. B2B Buyer Demand Generation Marketing FocusWhat problems are your buyers looking to solve? Like you, I’m frequently bombarded by online ads and self-promoting emails […].

Secure Your Share of Rising B2B Marketing Budgets

Great B2B Marketing

B2B Marketing Marketing BudgetThe press release announcing Gartner’s 2016-2017 Chief Marketing Officer (CMO) Spend Survey showed that marketing budgets rose for the third […].

Can You Really Use Marketing to Shrink the B2B Sales Cycle?

Great B2B Marketing

It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? appeared first on Great B2B Marketing. B2B Sales Sales Cycle Sales Model B2B sales cycle

Boost Revenue with the Right B2B Marketing Funnel

Great B2B Marketing

One of the most important decisions to be made when designing a lead-to-revenue (L2R) strategy is the type of B2B […]. B2B Marketing Buyer's Journey Marketing Funnel Buying Journey

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

Six Ways Marketing Can Shrink the Sales Cycle

Great B2B Marketing

I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle

Don’t Break the NEW Rules of B2B Sales and Marketing

Great B2B Marketing

Those of us who have worked in B2B sales and marketing for some time agree that the rules have changed. […]. B2B Sales Sales and Marketing

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How to Rejuvenate a Troubled B2B Brand

Great B2B Marketing

My suggestions will work for both types of B2B brand rejuvenation, but category one is more difficult, of course. Interestingly, according to the intensive Millard Brown BrandZ Top 100 Most Valuable Global Brands Study , 20 B2B brands make the list of the 100 most valuable brands.

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The Tao of B2B Buying Behavior – Why Emotion Trumps Logic

Great B2B Marketing

The post The Tao of B2B Buying Behavior – Why Emotion Trumps Logic appeared first on Great B2B Marketing. B2B Buying B2B Marketing B2B BuyerI’ve always wanted to use the word “Tao” in a blog post because the term has such profound (albeit esoteric) […].

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A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth

B2B Content Marketing That Drives Results

Great B2B Marketing

The Payoff Earned from Effective B2B Content. Effective B2B content attracts visitors to your website, provides value for your social media outreach, converts website visitors to leads, and much more. B2B Content Marketing Content Marketing b2b content Content marketing

Fast Lead Response Keeps B2B Leads from Going Stale

Great B2B Marketing

Last month, I spoke about lead metrics and ROI at the B2B Leads Conference in New York. Most had case studies or industry data to support their claim that lead response time is a key B2B leads metric. of B2B leads are never called. B2B Leads Lead Response Sales Development

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How to Validate Your B2B Go-to-Market Plan

Great B2B Marketing

The post How to Validate Your B2B Go-to-Market Plan appeared first on Great B2B Marketing. Marketing Plan Sales Model b2b Go-to-Market Market PlanMy team and I are often asked to comment on – or do a more formal evaluation of – a […].

Six Fast Ways to Improve Your B2B Copy

Great B2B Marketing

Every few months I get the urge to focus my blog post on the subject of copywriting – specifically, how to write B2B copy that achieve the intended results. B2B Copy Copywriting communications

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

Hard Facts About B2B Marketing and Sales

Great B2B Marketing

One of the most frustrating things about being a B2B marketing and/or sales professional is that there are circumstances and […]. B2B Marketing

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Entrepreneur or Not – You Need to Read This

Great B2B Marketing

The post Entrepreneur or Not – You Need to Read This appeared first on Great B2B Marketing. If you are a corporate wage earner — as I was for much of my working life — you may […]. Entrepreneur

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Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

I get a chance to work with many B2B sales executives, and from a marketer’s standpoint, I believe four major problems contribute to a high cost/low performing sales organization: Poor alignment between the marketing and sales functions. B2B companies need to carefully evaluate prospective sales reps in these often overlooked criteria: Territory and Pipeline Development – What processes does the candidate use to develop a robust and high-quality pipeline?

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How to Achieve Expert Status in B2B Marketing and Sales

Great B2B Marketing

B2B Marketing Expert Status B2B SalesOn my last post, I talked about the huge difference between companies and individuals who are considered experts, versus those […].

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

How to Beat Larger Competitors at B2B Marketing and Sales

Great B2B Marketing

The same is true in B2B marketing. This is true in both B2C and B2B. Regardless of the market you operate in, I hope these ideas show you how to consistently beat your larger competitors in B2B marketing and sales. Competitors B2B Marketing Marketing and Sales

How B2B Marketing Supports Sales Enablement

Great B2B Marketing

B2B Marketing Sales Effectivness Sales Enablement Sales Growth Sales effectiveness There is a lot of industry buzz around the term “sales enablement.” This is terrific because the marketing department should […].

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Use Digital Content to Shorten the B2B Sales Cycle

Great B2B Marketing

It seems like everyone is talking about B2C and B2B content marketing. What types of digital content shorten the B2B sales cycle? When it comes to shortening the B2B sales cycle, there is no right or wrong when it comes to content length.

Nine Critical Criteria For Selecting Lead-to-Revenue Technology

Great B2B Marketing

My team and I write lots of content for our B2B clients. We also keep our own content stream flowing […]. CRM Lead-to-Revenue Marketing Automation lead-to-revenue

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation

B2B Marketing: The Importance of Blocking and Tackling

Great B2B Marketing

By marketing machine, I mean a systematized process for creating awareness, generating B2B leads, qualifying prospects, and converting them into sales opportunities. There is both an art and science to creating an effective B2B marketing machine.

Assumptions are the Enemy of Good B2B Marketing

Great B2B Marketing

Even those of us who have been in the B2B marketing field a long time can be surprised in both positive and negative ways. B2B Marketing Marketing Assumptions Social Media Human nature causes us to assume that others share our interests, fears and motivations. We tell ourselves: I am an intelligent and logical person – so why shouldn’t others feel and think like me?

Why Timing is a Critical Factor in B2B Marketing Success

Great B2B Marketing

The post Why Timing is a Critical Factor in B2B Marketing Success appeared first on Great B2B Marketing. B2B Marketing Marketing Timing Market TimingEarlier this year, Bill Gross, founder of Idealab, spoke at TED on the topic of top factors in startup success. […].

How to Find Elusive B2B Buyers

Great B2B Marketing

Few people appreciate overly aggressive marketers and sales people, and because of this fact, B2B prospects are becoming quite good at hiding from persistent marketers. Noted B2B marketer Christine Crandell wrote an interesting article on this subject in Forbes Magazine. But the fact is, B2B prospects are bombarded with hundreds of unwanted promotions every day. The answer to how to find these elusive B2B buyers is not to engage in more high-pressure push marketing tactics.

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