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Leads: Quality or Quantity? Depends Where They Are in the Sales Cycle.
As a marketer, you might have noticed a certain ebb and flow in the requests you get from your sales department. "At the beginning of the year when the funnel ...
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Four B2B Marketing Engines to Fire Up Right Now
In a recent post at the Reputation to Revenue blog, Rob Leavitt questions the value of B2B firms' putting so much energy into "advertising and collateral"—and stresses the need for ...
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Four Ways to Revive a Comatose B2B Blog
Blogging ain't easy, folks. Anyone who's tried to maintain a vital B2B blog knows that. And in down times, when marketers are scrambling to meet profit goals, the task becomes ...
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How to Engage B2B Prospects on Twitter
"Just as B2B sales relationships aren't built overnight, sustained B2B Twitter relationships—often the basis for industry insight, lead generation and media coverage—require a commitment to engagement," says Karlie Justus in ...
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Why Customers Want Your B2B Sales Process to Go Digital
"If B2B sales teams reduce the amount of face-to-face selling time in favor of more efficient sales models using the Web and telephone, will B2B buyers be receptive?" asks Robert ...
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Five Ways to Improve Deliverability
"Even in an increasingly real-time Web, email remains a critical channel to embrace for B2B marketing success," says Maria Pergolino in a post at the MarketingProfs Daily Fix blog. "However, ...
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Four Steps to Writing B2B Promos That Actually Work
In a recent post at Rick Short's B2B Marcom Blog, Short recounts receiving two useless B2B email promotions. The first never explained what the writer's business actually did; the second ...
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How Your Social-Media Strategy Is Stifling You
Dianna Huff has long been telling B2B marketers that they need to have a strategy in place before they enter the social-media waters. "But here's the deal," she admits in ...
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Four Rotten Marketing Thoughts to Avoid at All Cost
In a post at the B2B MarketingSmarts blog, Susan Fantle recalls a negative thought recently expressed by a client—one she's heard countless times. "It occurred to me that it might ...
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Three Ways to Kick-Start a Sales Cycle
A 2009 survey of 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 create ...
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Four Triggers That Show a Shift in Prospect Interest
"Triggers are behavioral indications of a shift in prospect interest," Ardath Albee notes in a recent post at the Marketing Interactions blog. "They result from the ways in which prospects ...
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Meerman Scott: Three Tips for Creating Viral B2B Content
As B2B marketers extend their reach into social media, here's some time-tested sage advice on viral marketing that's worth a second look. In an archived article at MarketingProfs, social-media guru ...
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Three Key B2B Decision Makers and How to Pitch Them
"Reps selling into complex organizations need to be enabled with at least three levels of detail," Andy Hasselwander writes in a post at the B2B Marketing Confidential blog: "one for ...
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Solving B2B Challenges Through Social Media
As online business communities flourish, the exchange of expert opinion and advice is expanding at a rapid pace. Marketers who once felt isolated can now gain insights from colleagues in ...
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Target Your Marketing Content to Each Stage of the B2B Buying Cycle
"Marketing doesn't fully understand how buyers use content," warns Paul McKeon in a Pro article at MarketingProfs. "B2B marketing is no longer just in the business of brand management and ...
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Why 'Spray and Pray' Email Marketing Doesn't Work
Your B2B email marketing program might have a good reason for sending a steady stream of one-size-fits-all messages to prospects. "The idea being that by keeping these folks exposed to ...
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Four Tips for Making Chatter Into a CRM Power Tool
Salesforce.com has released a beta of Salesforce Chatter, its "real-time collaboration cloud" that offers sales teams "a brand-new way to collaborate with people at work." So what exactly does Chatter ...
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Seven B2B Marketing Lessons
What's the easiest way to learn a tactical lesson about B2B marketing? By hearing it from someone who's already learned it the hard way. You gain the knowledge—but avoid the ...
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A Smart Three-Step Process for Responding to Prospects
Lead-gen alert: B2B prospects are "sick and tired of the sneaky ways being used to get their information so a salesperson can 'help' them," writes Dale Underwood in a post ...
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Four Ways to Be an Indispensable Resource to Prospects
"One of today's hottest B2B marketing topics, along with social media, is content," writes Susan Fantle in a guest post at Marketfish. And if you want your content marketing program ...
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