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- In April, the McKinsey Quarterly published "Demystifying Social Media" for businesses. The article illustrates how using social media right can enable "targeted marketing responses at individual touch points along the consumer decision journey." Here are four steps to take to meet consumers along the way and achieve social touch-point engagement: Monitor. Make learning what's said about ... more
- In a guest post at the Modern B2B Marketing blog, Joby Blume shares his lessons learned about implementing marketing automation in a B2B setting. First and foremost, he says, it's important to have a well-defined marketing process in place before adding any tech. "If you don't have a marketing process, marketing ... more
- You've got a strong marketing mix—but does it include public speaking? "Whether used to promote a company report or in-house expertise, or simply to engender brand awareness, public speaking is a powerful—and often economical and organic—way to get your message to key influencers and decision-makers," writes Heather Rast at MarketingProfs. ... more
- It became immediately apparent to Howard J. Sewell that something was terribly wrong with his client's lead scoring system. "The most glaring symptom was the absurdly high scores: hundreds of contacts had lead scores of more than 1,000, even though the supposed threshold for a sales-ready lead was a mere ... more
- These days, B2B sales teams are carrying their product demos, order forms, cool presentations—you name it—with them in handy tablet form. And the tablet of choice is often the iPad. Dealmaker 365 blogger Donal Daly has been using the iPad on sales calls since the first model was introduced—and over time, ... more
- How would you rate your company's all-around lead gen game? "Some companies are good at generating B2B sales leads [and] others are good at qualifying and closing those leads," writes Christopher Ryan at Great B2B Marketing, "but the top performing companies are those that leverage B2B lead management techniques and ... more
- Best-in-Class B2B companies generate on average 17% of their leads from social media channels, roughly 230% more marketing-generated leads than other companies (5%), according to a new report by Aberdeen Group, which examines the social marketing strategies of top-performing B2B companies. more
- "Lead generation is hard," writes Cliff Langston at MarketingProfs. "Why make it harder by doing it without a strategy?" But vague goals and loosely articulated objectives aren't enough—it's important to document what you plan to do, and how you plan to do it. Especially since you can craft a solid ... more
- Some 61% of B2B marketers say generating more leads is their biggest marketing challenge in 2012; however, nearly two-thirds say their marketing mix does not meet sales pipeline demands (32%) or they are unsure of whether their marketing mix is effective (31%), according to a new report by BtoB Online ... more
- "Nearly every marketing expert will agree: For a [website] visitor to become a customer, you must take the visitor through three basic stages," writes Sookie Shuen at MarketingProfs. "Those stages are know, like, and trust." In other words, a potential customer won't become a paying customer until she knows what ... more
- The use of social networks, particularly LinkedIn, among engineering, technical, manufacturing and industrial professionals continues to rise: 55% of surveyed tech professionals now use LinkedIn, up 18 percentage points, or 48.6%, from the 37% who did so a year earlier, according to a report by GlobalSpec. more