March, 2014

Why Empathetic Marketing Matters and 7 Steps to Achieve It

B2B Lead Generation

Tweet I am at the earliest stages of developing a sequel to Lead Generation for the Complex Sale. It’s been a decade since the first draft and I’ve been contemplating how much business has changed since then. Today’s sales and marketing environment is a paradox: There have never been more opportunities to reach customers; yet reaching them has never been more challenging. We have more marketing channels than ever.

How to Create Successful Industrial Marketing Content for TOFU

Industrial Marketing Today

In case you aren’t familiar with the content marketing acronym TOFU, let me define it for you. TOFU stands for top of the funnel and relates to content that attracts [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.]. Content Marketing Inbound Marketing Industrial blogs Industrial Marketing MoFU ToFU


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How Big Data will shape the researcher of 2020


A new report from Circle Research and dnx confirms the view that Big Data is the next revolutionary force in marketing. 43% of marketers are already mining petabytes of customer data to uncover hidden insights into behaviour; a further 40% plan to embrace Big Data’s benefits in the next three years. Here’s the good news for the market research community.

Content Marketing Is The Top Marketing Priority of 2014

Marketing Insider Group

Adobe and Econsultancy released a report last week following a survey of more than 2,500 marketers. The survey covered “client-side” marketers from both the B2B and B2C worlds as well as from marketing agencies. According to the report , Content Marketing is the top priority for 36% of marketers in 2014. This is followed by social media, which was chosen by 36%, personalization (32%) and conversion optimization (31%) as key areas of focus for marketing in 2014.

11 Email Deliverability Strategies to Reach the Inbox

With nearly 1 in 5 emails from U.S. senders failing to reach the inbox, deliverability challenges still plague senders and prevent email campaign success. Check out this deliverability guide for actionable strategies and real-world examples of companies applying smart inboxing tactics.

The 3 Social Media Networks That Are Best for B2B Marketing

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer. As a B2B marketer, are you overwhelmed by all the available social media networks? Don’t be. Focus on these three to get the most bang for your buck. Social media is the number one content marketing tactic used by B2B marketers as measured by the 2014 B2B Content Marketing Trends-North America: Content Marketing Institute/MarketingProfs study.

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Marketing Strategy: 3 steps to help optimize website user experience

B2B Lead Generation

Tweet If you want a snapshot of the user experience on your websites from the perspective of your prospects, just ask them. This is exactly what James Coulter, Marketing Optimization Specialist, Sophos, did to better understand how prospects were engaging the organization’s website. James shared some of Sophos’ user feedback that he really took to heart during his presentation at Optimization Summit 2013. “I

Purpose Driven Industrial Blogging

Industrial Marketing Today

When I talk to manufacturers and industrial companies about blogging, which is practically every day, I can’t help but notice that these people do understand that blogging is a key [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.]. Content Marketing Industrial Blogs Inbound Marketing industrial lead generation Industrial Marketing

George Skaff, TouchCommerce’s Marketing SVP: How To Use Data & Marketing Analytics to Improve the Buyer Experience [Podcast]

Crimson Marketing

As marketing technology expands, marketers will find new trends crop up on how to optimize the buyer experience for their products and services. George Skaff shares his expert insight on why certain trends. The post George Skaff, TouchCommerce’s Marketing SVP: How To Use Data & Marketing Analytics to Improve the Buyer Experience [Podcast] appeared first on. Other Interesting Topics Podcasts

Big Data Is Driving Content Marketing Strategy

Marketing Insider Group

According to a new report by Gartner, one-third of companies will face an information crisis within the next 3 years. Direct Marketer News reports that big data, social media and the proliferation across customer touch points due to the today’s social-mobile consumer is causing huge headaches for businesses across every industry.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

How to Market Your Business Through Social Media Networks

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer. To reign supreme, your social media marketing should be just one cog in a larger, well-oiled lead generation, sales and marketing machine. When it comes to marketing a business, social media can sometimes suck all the oxygen out of the room. For 10 years it has been and remains the “shiny disco ball” of marketing that gets a lot of attention.

18 Marketing Challenges Cited by Leaders at the CMO Club Summit


by Amanda Batista | Tweet this The CMO has got more than 99 problems, and content is likely one of them. The CMO Club Summit kicked off this morning in New York City, where more than 200 marketing leaders are congregating at The Conrad Hotel. The event kicked off with a brainstorm session, where groups of marketing leaders listed their ongoing challenges. Many centered on content, data, and unifying the customer experience.

CMO 216

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation

Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. When it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety is key to a campaign’s success. Consequently, wouldn’t it make sense to test and optimize this process? After all, the knowledge you acquire can be applied to several facets of your marketing efforts, including what you emphasize online.

A Marketer Goes to Disneyland

The Point

A few weeks ago my wife and I took our two children to Disneyland for the first time in almost a decade. Two things made the trip markedly different from our last visit: one, no stroller, and two, cell phones. Cell phones are omnipresent at Disneyland. As far as I could tell, the only people not looking at a mobile device were those carrying churros (churros, for those not familiar, are a very portable and highly addictive Mexican doughnut.).

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The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Cory Treffiletti, BlueKai’s Marketing SVP: How To Think About Big Data For Marketing [Podcast]

Crimson Marketing

Marketing has historically been about a big idea and about creativity, but we’re seeing that shift drastically to accountability in marketing. Marketers are increasingly looking for ways to prove that the dollars. The post Cory Treffiletti, BlueKai’s Marketing SVP: How To Think About Big Data For Marketing [Podcast] appeared first on. Corporate Marketing Podcasts

Why Brands Need To Act Like Publishers

Marketing Insider Group

I was recently interviewed by News 360 on Why Brands Need To Act Like Publishers? This is a huge question on the minds of many marketing leaders and practitioners alike. So here are some excerpts of my views on why brands need to think and act like publishers. Why Content Marketing? The reason brands have begun to think and act like is publishers is reflected in the growing cost and increasing opt out rates for many types of marketing. 99.9% of banners are ignored.

B2B E-mail Marketing Pro-Tip: Understand Your Sales Cycles

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer. B2B marketers who link email marketing with their buyer''s journey for lead nurturing will have more success than sending "batch and blast" emails. When used properly, email marketing is one of the most powerful weapons in a B2B marketer’s war chest. Email marketing is more scalable (and less intrusive) than telemarketing. It’s also more personalized and interactive than direct mail. Plus, it’s cheaper and more measurable.

3 Digital Marketing Themes Explored At TFM&A in London


by Lauren Harper | Tweet this Gartner predicts that by 2017 it will be marketing, not IT , that will be spending the most money on technology. This prediction seemed to be validated at the TFM&A event in London last week. The amount of technologies that are emerging for marketers seem to be never-ending. From marketing automation to personalized e-commerce solutions, the expo grounds were packed with companies excited to show off their latest tools.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Email Marketing: 3 simple steps for building customer personas

B2B Lead Generation

Tweet Getting the right content to the right people continues to be a challenge in B2B marketing according to Byron O’Dell, Senior Director of Demand Management, IHS, who recently spoke at MarketingSherpa Email Summit 2014. Byron explained how his organization transformed from batch and blast email sends to persona-driven campaigns.

12 Examples of B2B Companies Managing Impactful Twitter Profiles

KoMarketing Associates

Nowadays, Twitter, its tweets, and hashtags seem to be everywhere around us. An impressive amount of individuals as well as groups and brands are leveraging Twitter to deliver messages (in 140 characters or less!) to the masses. As a matter of fact, an estimated 310 million active users per month have propelled Twitter to number two on the list of most popular social networks, behind Facebook.

3 Ways Marketing Can Increase Revenue From Big Data

Crimson Marketing

How can marketing departments leverage Big Data to help their organizations increase revenue? Quite simply, by preparing sales to lead with buyers concerns rather than waiting for the buyers to. The post 3 Ways Marketing Can Increase Revenue From Big Data appeared first on. Corporate Marketing Other Interesting Topics

You’ve Heard Of Big Data But What Is Big Content?

Marketing Insider Group

In content marketing, we’re great at making up terms and buzzwords to try and prove just how far ahead of everything old and “traditional” we are. The term Big Content has been used in a couple of different ways by some big names and influential media outlets. So I thought I would try and provide an overview and some additional thoughts of my own to help answer: What is Big Content? Almost 2 years ago, Gartner’s Craig Roth brought up the idea of Big Content.

5 Key Elements for Building a Successful Data-Driven Product

When selecting data providers, companies must ensure they’re tapping into comprehensive, high-quality streams of fresh information which can be easily integrated into their products in a privacy-compliant manner.

Marketing Math: Measuring and Metric-ing Your B2B Marketing

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Want to measure the effect your marketing has on sales, but are not sure what to focus on in an ocean of available data? Here''s how to cut through it all. I have good news and bad news. Let’s start with the bad. A study by Fournaise Marketing Group found that 73% of executives don’t believe that marketers are focused enough on results to truly drive incremental customer demand.

How To Build Up Social Media Marketing Like LEGO


by Amanda Batista | Tweet this The new LEGO movie theme song declares, “Everything is awesome!” Do your brand’s social media followers feel the same about your channels? Beyond the standard engagement and core audience building, it’s becoming increasingly important to connect the dots of paid, earned, and owned media via social channels.

Marketing 101: How to get started in lead generation

B2B Lead Generation

Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? “ on It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. I’ve been employed to do a tough task in a small composite company that doesn’t have the finances to employ specialists.

Content marketing for the whale watching fisherman hunter


I moderated a panel yesterday at the JW Marriott hosted by MediaPost titled “ Slip Of The Tongue: Pitfalls and Potential in Social Media.” ” On my panel were Kriste Goad , CMO, ReviveHealth , @kristegoad ; Carrie Kerpen , CEO, Likeable Media , @carriekerpen ; David Kopp , EVP/General Manager, Healthline , @kopportunity ; and Jenny Vance , Co-Founder and President, LeadJen @jennyvanceindy — all specialists in the healthcare space and social media mavens in their own right.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.