What Business-to-Business Marketing Trends and Tactics Will Define 2018?

Navigate the Channel

The world of business-to-business marketing continues to evolve in 2018. The trends and tactics that will move business forward may not be the strategies that experts thought would work months ago. What B2B marketing trends actually define 2018? Both consumers and marketers will demand a great deal of more transparency from brands. The phrase “content is king” is finally being put to rest. Influencer Marketing.

What Is B2B (Business-to-Business)?


What is B2B? The term B2B, nearly always used to abbreviate business-to-business , is an umbrella category for all companies that market and sell products to other businesses. Business-to-business content marketing: types of content.


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What is Business to Business Marketing?

Only B2B

Business to business or B2B marketing is a model that includes two businesses exchanging products or services. The marketing involved in the B2B business consists of best practices and techniques. The post What is Business to Business Marketing? appeared first on ONLY B2B. blogs

Business-to-Business Telemarketing: Wasting Your Money?

Sales Lead Insights

Unfortunately, most of what B2B marketers call “telemarketing” simply doesn’t work. 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?

The 7 Keys to Creating Successful B2B Marketing Copy

Speaker: Robert Bly, Independent Copywriter and Consultant

Marketers may use the same copy for their B2B and B2C clientele, but these customers should never be treated the same. In this webinar, you will get a clear overview of the 7 key differences between B2B and B2C, so your marketing is more relevant and engaging to business buyers. Join Robert Bly, independent copywriter and consultant, who will walk you through key details of your marketing copy strategy that will make a real difference to your buyers.

Business to business market research just 4% of spend


In their latest report on the state of the market research industry , ESOMAR estimate that just 4% of research spend is on business to business market research. I took a sample of 400 companies which represent the UK business landscape: The 100 companies on the FTSE 100 Index. This reveals that 45% of UK companies operate in business to business markets (and many more have some business to business component to what they do).

Business-to-business (B2B) pricing strategy research – part 1


When developing the optimum pricing strategy in business-to-business (B2B) markets, it’s essential to have insights into how the market is likely to react when a product or service is sold at different price points. That’s where market research comes in. The Gabor-Granger technique seeks to identify levels of demand at different price points. This continues until the highest price they are willing to pay is reached.

Business-to-business (B2B) pricing strategy research – part 2


With the linear raising or lowering of prices, respondents can easily guess what the researcher is doing and may be tempted to ‘game’ the result. Prompting respondents with an initial price point will frame their subsequent responses and thus under- or over-estimate the true price they’d be willing to pay. The Van Westendorp Price Sensitivity Meter overcomes some of these issues by allowing respondents to choose their own price points and share more detail on their reactions.

The components of a successful business-to-business telemarketing call

Sales Lead Insights

Successful B2B telemarketers must understand the basics of a successful call: from the opening statement, to engagement and qualification, to close. The post The components of a successful business-to-business telemarketing call appeared first on Sales Lead Insights. B2B marketing telemarketingEach of these stages has techniques and skills that a successful telemarketer must master.

How to conduct a business to business survey


There are six steps if you’re looking to conduct your own business to business survey. Four, decide whether telephone, online or face-to-face will get the best response rate. With the plethora of DIY research tools on the market nowadays, every man and his dog reckons they’re a market researcher. After all, how hard can it be to design a survey? Armed with these information objectives, you’ll then need to design a survey questionnaire.

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Automating your marketing through the B2B customer journey: an interview with Rich Herbst


The other day, I had the chance to meet with Rich Herbst, founder and managing partner of Ascend Marketing, which is based in Dallas and Austin. Rich agreed to discuss what he and his team have been doing in B2B, and share what they’ve learned in recent years, as business buying behavior evolves. His team has developed a breakthrough approach to delivering a custom communications stream to business buyers based on their particular journeys.

How to conduct a business to business survey


There are six steps if you’re looking to conduct your own business to business survey. Four, decide whether telephone, online or face-to-face will get the best response rate. With the plethora of DIY research tools on the market nowadays, every man and his dog reckons they’re a market researcher. After all, how hard can it be to design a survey? Armed with these information objectives, you’ll then need to design a survey questionnaire.

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Reboot Buyer Insights To Drive B2B Growth

Tony Zambito

B2B companies are faced with the most transformative era in business history. On a greater scale than that of the first Industrial Revolution over a century ago, we are witnessing a technological and digital revolution that will disrupt business-to-business profoundly in the next 10 years. The scale of which is still unpredictable and undoubtedly will continue to have more disruption in store for businesses over the next decade.

3 Forces Shaping The Future Of B2B Marketing

Tony Zambito

Many executives, particularly Chief Marketing Officers, are in constant pursuit of understanding changing buyer behaviors and markets. In the past ten plus years, we have seen a tumultuous upheaval in both the world of buyers and how marketing is adapting. As business leaders and marketing leaders look ahead to the future, the ever-expanding global digital economy will undoubtedly cause further disruption. The New Marketing Planning Cycle.

Full Potential B2B Marketing

Fusion Marketing Partners

The beginning of a new year is always a great time to evaluate the results of the previous year and […]. B2B Marketing B2B Sales Business to Business Marketing Marketing Strategy

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New Buyer Insights Needed To Unlock Growth In An Era Of B2B Digital Transformation

Tony Zambito

The digitization of the global business economy has been taking place at an unprecedented rate. Approximately forty years ago, 83% of the market value of the S&P 500 were tied to tangible assets – physical products. Intangible assets, such as copyrights, patents, training, procedures, data, digital innovations, and intellectual property, now comprise 84% of the market value of the S&P 500. Or is Nike in the healthcare business? Business Models.

Business to Business for Small Business


Small businesses account for a huge chunk of business revenue produced in our country. In fact, there are nearly seven million small businesses in America. This includes everything from high-tech startups to mom-and-pop shops in your local town to freelance work done in your neighbor’s basement. As the drivers of employment growth, all of these businesses are vital. Completing a business to business transaction for a large corporation is no big deal.

Is Your 2022 B2B Marketing Plan Shaped by Custom Market Intelligence?

Inbox Insight

Market intelligence customized specifically to your business plays a pivotal role for B2B marketers looking to unlock specialist B2B insights around their audience and understand real-time demand of their target personas.

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. But for many marketers, thinking about data is a chore—or a bore. 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. You’ll find out: New sources of B2B data you may not have known about before.

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What is Business to Business Digital Marketing?

KEO Marketing

Business to business digital marketing is a type of marketing needed by companies who sell to other companies. These B2B focused companies need strategies and tactics that advance a buying cycle that often includes multiple buyers and long sales cycles. Digital marketing leverages the internet and mobile devices and includes tactics like social media, video, email, content, mobile, search engine optimization, and account-based marketing.

You probably have too many personas


They help us to visualize the audience that we are speaking to. Developing personas has become kind of a cottage industry among marketing consultants. And the goal is to come out with a bunch of personas that help you drive your marketing strategy around. In the big companies I work with, no self-respecting marketer would be caught dead without a fine array of personas. The purpose of developing personas is to have a target for your marketing.

Five B2B marketing beliefs and trends debunked


I have a salesperson’s perspective in B2B, and I still consider myself a salesperson even though I have been on the marketing side since the early 1980’s. I’m bothered by much of what I read and hear today when marketing people and agencies pontificate about B2B in presentations, webinars, white papers, and even blogs like Biznology. In response, for this blog, I’m taking the mantel of “curmudgeon,” and am going to spout off on five currently held beliefs and trends.

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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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Planning Successful Business to Business Lead Generation Campaigns

Crimson Marketing

I recently came across some interesting information on Lead Generation marketing solutions. There are 6 key factors to take into consideration when creating your next lead gen marketing plan outline: 1. Market (aka Audience). To receive a response, we need an incentive. It doesn’t necessarily need to cost us a fortune, but the value of your incentive is directly correlated to the return on your response.

Where is B2B marketing headed now? 7 predictions for 2019


I am adding my voice to the chorus of observers who predict various developments in 2019 for B2B marketing. My policy is to avoid reflecting on my past predictions , which are likely unrealized and full of errors. Instead I shall boldly go forth, with my sense of what we are likely to see this year, and damn the torpedoes. My predictions—7 in all—range from marcomm to data. B2B marketing communications become more human.

Power Account-Based Marketing With Buyer Insights

Tony Zambito

Every couple of years, a new acronym or buzzword takes a foothold in the world of marketing. ABM, the acronym for Account-Based Marketing, is the latest rage. This led to more sophisticated selling approaches, such as Consultative Selling and Miller Heiman. The evolution of the Internet and digital technologies now means marketing plays a greater role in building awareness and opportunities. As with any new concept, there can be a tendency to make critical missteps.

New Approaches To Understand Customers Needed In A Digital Transformation World

Tony Zambito

The introduction of new digital technologies and new business models is having a breathtaking impact on how customers determine what goals are important to them, what they want, and how they decide. For organizations to strive in such an environment, developing a robust multi-dimensional understanding of customers is becoming a strategic necessity. This applies to buyer persona development today. One that leads to organic growth in existing and new markets.

What the growth of inside sales means to B2B marketers


The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking. Turns out, the statement was based on a recent study showing that inside sales is growing 7.5%, compared to field sales at only 0.5%, and that as of 2013, 53% of the B2B sales rep population sells by phone, instead of face-to-face. It strikes me that this development bears enormous implications for B2B marketers.

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B2B Marketing B2B Sales: Business To Business Networking

Floodlight New Marketing

Business To Business Networking Made Easy and Profitable. Welcome to part 1 of our 6 part series on Business networking. Business to business networking is a very important part of your b2b marketingstrategy. All businesses small, medium and large all network. We have put together a step by step guide on how to make networking working easy and enjoyable, but most importantly profitable.

Marketing Automation: Lessons from 4 case studies

B2B Lead Generation

Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. In order to do so, Crain’s implemented marketing automation, revamped and integrated its databases.

Creating a Better B2B Sales Team

Navigate the Channel

There are plenty of new technologies to employ within your current marketing infrastructure. This is especially true of the B2B marketplace – no one cares about your beautiful networks if you can’t tell people what your company is about. Here are the latest ways to ensure that you have the most efficient, powerful team. Your scripts and overall theme speak to these solutions, but for some reason, they are not hitting with the force you thought they would.

Lead Nurturing: What it is, and what it is not

B2B Lead Generation

Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. Starting to get my point? Pretty, well-designed fluff is not going to “feed” your prospects. Randomly calling leads every four weeks to see if they are ready to buy.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation

I’ve learned a lot from listening to the sessions and speakers here. As I listened to attendees and speakers, I frequently heard the same keywords, such as: Personalization. But something I wanted to hear more about was relevance. People aren’t trying to open and click your emails. They’re looking for reasons to delete them. This is hugely important because most marketers rely on email as their No. This is the hardest part to get right.

B2B Marketers Should Take Another Look at E-Commerce


E-commerce opportunity is evolving fast, but only 25% of B2B marketers are taking advantage of it, according to a 2012 Oracle study. The typical B2B company selling online is the classic catalogers like Edmund Optics and Seton , which were fast to supplement their print catalogs with e-commerce. Xiameter sales grew so successfully that in 2009, Dow Corning moved as much as 2500 of its 7000 products to the site. Business buyers are people, too.

Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

When it comes to the state of B2B content marketing and engagement, this proverb is on the mark. According to a recent study by Track Maven , one among a few on this topic, shows both B2B and B2C marketers have increased their publishing of content in 2015 by as much as 35 to 40%. Track Maven referred to this as the “content marketing paradox” when publishing the study. It is time to change. by Juan Pablo Bravo.

Pursuit Of Goals Drive Buyer’s Journey

Tony Zambito

Admittedly, the app serves very well as a motivator to stop at Starbuck’s versus elsewhere. So that I continue to reach the goal of enough stars to get the occasional free drink plus other offers. It has long been established in the disciplines of the social sciences that individual and team motivation to achieve a goal or set of goals are powerful drivers influencing choices and decisions. The implications to marketing and sales are profound.

6 B2B Marketing Strategies for 2018

ATAK Interactive

The world of business to business marketing is constantly expanding and best practices are changing rapidly. When was the last time you updated your company’s B2B marketing strategy? We want to make sure you’re staying up to date with the most effective strategies so you can maintain your competitive edge. Read on for some of our top B2B strategies to help your company get ahead. It can be a great case study to draw from.

B2B: Where Social Media Meets Direct Marketing


Business marketers have embraced social media with enthusiasm. One of the reasons social media is working so well in B2B, in my opinion, is that business marketers tend to wear their direct marketing hats when they strategize and plan how to apply social media to their marketing objectives. In B2B, social media and direct marketing have—in other words—met, hit it off, and developed a long-term relationship.

Re-Thinking the “Best B2B Advertisement of the 20th Century”

Marketing Craftmanship

In 1958, Gilbert Morris – an account executive at the Fuller Smith & Ross ad agency – created the, “I don’t know who you are,” business-to-business advertisement for McGraw-Hill Publishing Co. that 41 years later, in 1999, was named the “Best Business-to-Business Ad of the 20th Century” by Advertising Age’s Business Marketing magazine. Now, what was it you wanted to sell me?”

How do you automate tagging your web content with industries?


If you are a B2B company, you likely go to market by industry. Or they use different language to describe what they do or what the benefits are. Those are all good reasons to have content targeted at specific industries. If you go to market by industry, you probably have these pages already. Have you tagged them with the industry that they are targeted to? You want to personalize your site by industry. You want to do both.