B2B Marketing

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• LinkedIn Delivers B2B Traffic, Wikipedia More Leads
  Among social media channels, LinkedIn accounts for the greatest number of referred visitors to B2B websites, but Wikipedia is more effective at delivering relevant and serious leads, according to a ...
  B2B Marketing, Lead Nurturing, LinkedIn, Research Summaries, Social Media, Websites
• Maximize Sales 2.0 Information
  Social technologies, which have permanently changed consumer buying habits, have begun to influence B2B buying as well. Prospects compare prices online, use professional and social networks to get third-party opinions ...
  B2B Marketing, High-Tech Marketing, Sales, Social Media
• Mobile App or Site? Choose With Care.
  Having a mobile app can make sense for a B2B company, says Jennifer Leigh Brown in a post at the B2B Insights Blog. "But there are key considerations when deciding ...
  B2B Marketing, Mobile Marketing, Sales
• B2B Less Engaged in Social Media Than B2C
  Fewer than one-half (45%) of B2B companies have only the basics of a social media presence—such as a Twitter and Facebook account, or a company blog—and only 32% are engaged ...
  B2B Marketing, Research Summaries, Social Media
• Trust Me on This
  "Trust is one the hardest things to build into the 'blink' factor on a website," says Patsi Krakoff in a recent post at the Writing on the Web blog. "It's ...
  B2B Marketing, Sales, Web Content
• Case Study: In a SaaS World, Customer Feedback Drives Competitive AdvantageBarbara Bix
  At Kadient—a company that now delivers interactive Sales Playbooks—customer satisfaction is more important than ever. As the company began development of a SaaS product for a new market, here's how ...
  B2B Marketing, Case Studies, Customer Experience, High-Tech Marketing
• Will You Retweet This, Please?
  As most serious Twitter users know, a retweet (often denoted by an "RT") is the sincerest form of flattery on the popular social-media network, writes Mousa Ackall in a post ...
  B2B Marketing, Sales, Twitter, Word-of-Mouth
• It's OK to Count Me In for Now
  "Responsible consumer marketers have adopted an 'opt-in' email policy for determining who receives their marketing messages," writes Ruth Stevens at the Harvard Business Review blog. Unless customers give ... permission ...
  B2B Marketing, Email Campaigns, Email Marketing
• Ask the Magic Question
  Is there a sure-fire way to generate interest from each and every B2B lead you contact? There sure is, says Neil Baron, writing at the Fast Company blog: Just ask ...
  B2B Marketing, Customer Engagement, Sales
• You Hemingway, You
  In a post at the Modern B2B Marketing blog, Maria Pergolino offers sage advice for, well, writing a post at a B2B marketing blog. "A challenge many B2B organizations face is ...
  B2B Marketing, Marketing Tips, Sales, Writing
• B2B Marketers Struggle With Changing Roles
  Even while more and more consumers are using social media to help them make purchasing decisions, most B2B marketers are not using social networking and digital marketing tools to reach ...
  B2B Marketing, Metrics, Research Summaries, Social Media
• Why Must You Be So Difficult?
  The Brooks Group, where Tony Smith serves as national accounts manager, recently analyzed more than 12,000 sales interactions and concluded: "Selling is like being blindfolded, everything is pitch-black, and you ...
  B2B Marketing, Collaboration, Sales
• Make Them Want to Talk About You
  "If you're only focused on designing your marketing content to make an isolated connection with a specific persona, you're not stretching your content strategy far enough," warns Ardath Albee in ...
  B2B Marketing, Customer Engagement, Market Research, Sales
• Go Mobile or Go Away
  "With 4.6 billion current mobile subscriptions projected to surge to 6.5 billion mobile connections by 2014, there's no denying it, marketers: Mobile has arrived—and it's changing how (and where) business ...
  B2B Marketing, Mobile Marketing, Sales
• Not so Fast!
  In the rush to grow leads, B2B marketers are often tempted to use "quick-fix" lead-generation tactics, says Jep Castelein in a post at the Connected Marketer blog. Bad idea, he ...
  B2B Marketing, Lead Generation, Sales
• You Never Get a Second Chance
  "Your introduction is one of the most important sections of your white paper," says Jonathan Kantor in a post at the White Paper Pundit blog. "The degree that your introduction ...
  B2B Marketing, Sales, Writing Whitepapers
• Three B2B Value-Proposition Rules That Create Preference, Not Just ParityTim Riesterer
  A 2009 survey of 9,000 decision makers in B2B companies found that 86% of the "unique benefits" touted by vendors were not perceived as unique or having enough impact to ...
  B2B Marketing, Customer Engagement, Marketing Tips, Testimonials, Value Propositions
• Direct Digital Marketing: Powerful B2C Tools for B2B MarketersJosh Gordon
  Direct digital marketing solutions are no longer exclusive to B2C marketers. B2B marketers must demand more from their marketing partnerships because the transference of traditionally B2C marketing approaches to B2B ...
  B2B Marketing, Channel Marketing, Collaboration, Digital Marketing, Direct Marketing, Lead Generation
• Law and Order Must Prevail
  You have an HR handbook, departmental training materials and documented procedures. But do you have standards and rules for your marketing and sales database? That's the question Lauren Kincke asks ...
  B2B Marketing, CRM, Sales
• Problem Solved: How Can We Map Social Media to B2B Sales?Claire Coyne
  You've made a couple of forays into social media, and you like what you see! But what tactics are really working out there to draw prospects in—and not turn them ...
  B2B Marketing, Marketing Tips, Sales, Social Media