By Ruth Stevens, Published October 29, 2014 I heard an arresting comment at the LeadsCon conference in New York in August. 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 … Continue reading What The Growth Of Inside Sales Means To B2B Marketers
By Andrew Moravick, Published October 17, 2014 Recently, I attended MarketingProfs’ annual B2B Marketing Forum event, where I had the pleasure of seeing Tim Washer’s presentation on applying improvisation principles to marketing. Tim recommended we “follow the fear,” a concept that struck a chord with me for two reasons: first, because in-person events often scare … Continue reading 3 Major B2B Marketing Fears: What’s Holding You Back?
By Eric Wittlake, Published October 17, 2014 If marketing cannot reach potential buyers, if it cannot engage them, if it cannot capture and hold their attention, even briefly, marketing will disappear. It will be like the tree that falls in a deserted forest. Of course, this would never happen… or would it? I recently attended … Continue reading The Chasm of Expectations Between B2B Marketers And Buyers
By Julie Knight, Published October 17, 2014 How campaigns changed as B2B marketing moved onto the web… and how they’ll change again in the future. Like all professional services, marketing evolves – and the approach to B2B marketing campaigns has moved with it. Let’s take a look at how things have changed… and what’s next … Continue reading The Past, Present and Future of B2B Marketing Campaigns
By Ian Dainty, Published October 16, 2014 I wanted to talk to you today about something that is very dear to my heart and hopefully dear to your heart too. Background First of all, I am Canadian, and much of what I say here is about Canadian companies, but I know this struggle also applies … Continue reading Why B2B Businesses Owners Struggle To Grow Their Businesses From 7 Figures To 8 Figures And Higher
By Douglas Burdett, Published October 16, 2014 Are you wondering if your B2B blog is on the right track for successful lead generation? Focus on these five areas to know. All aboard! Your train is pulling away from the station and you’re on it. Your company has embarked on a blogging journey to increase the … Continue reading 5 Ways To Know If Your B2B Blog Is Picking Up Steam
By Patricia Mejia, Published October 9, 2014 For B2B marketers, developing a compelling and rock-solid value proposition can be time-consuming and challenging, sometimes even fraught with internal politics and entrenched attitudes that are difficult to overcome for even the most experienced. The more complex the product or solution, and more diverse the target audience, the … Continue reading Guide to Creating Stellar B2B Value Props – And How to Get Sales to Use Them
By Rachel Foster, Published October 8, 2014 According to new research by the Content Marketing Institute and MarketingProfs, B2B marketers create content for an average of four audiences. The 2015 B2B Content Marketing: Benchmarks, Budgets and Trends – North America report also states that B2B marketers use an average of 13 different content marketing … Continue reading 5 Keys to Creating B2B Content That Engages Different Verticals
Most marketers are well aware of the value of customer success stories and testimonials to their marketing efforts. Customer endorsements provide “social proof” of the benefits of your solution. This social proof is particularly powerful when the customer has a well-known and respected brand and is similar to your target customers. But lining up customers … Continue reading Do Your B2B Customers Clamor to Participate in Success Stories?
Most B2B companies that I run across miss two very important factors for their success. They fail to have a strong Value Proposition (some haven’t got one at all), and they fail to differentiate themselves (even though they feel they have). So I did some research, and I found some interesting stats, insights and B2B … Continue reading 15 B2B Business Differentiators
