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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 ...
  B2B Marketing, Marketing Strategy, Sales, Social Media
• 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 ...
  B2B Marketing, Marketing Tips, Sales
• How to Get SaaS Pricing Right
  Setting SaaS [software as a service] pricing is an important but daunting task for most early stage start-ups, especially when they don't have a track record. The first task in ...
  High-Tech Marketing, Pricing, Sales
• 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 ...
  B2B Marketing, Sales, Value Propositions
• 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 ...
  B2B Marketing, Lead Generation, Sales
• 59 Proven Ways to Electrify Your Offer and Make More SalesDean Rieck
  If you're using direct marketing to sell your products and services, then you know that it's all about making an offer. But are you testing your offers to find out ...
  Customer Behavior, Customer Engagement, Marketing Tips, Sales
• Partner With Peers for Profit
  More and more tech vendors are incorporating technology and service specializations into their channel programs, promising stronger partner benefits—provided specific training and business requirements are met. Meanwhile, IT customers are ...
  High-Tech Marketing, Networking, New Media, Sales
• 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 ...
  B2B Marketing, Sales, Social Media, Word-of-Mouth
• 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 ...
  B2B Marketing, Sales, Value Propositions
• Dive Deep Into Your Customer's Vertical
  Tech companies still find it difficult to design, market and deliver actual solutions to their customers' business problems. Though execs talk internally about solving customer problems, they often come at ...
  High-Tech Marketing, Sales, Value Propositions
• Twitter Ruled by Personal Voices, Not Brands'
  Though many brands now use Twitter to drive sales, improve customer service, and enhance brand loyalty, Twitter is a consumer-dominated medium: 91% of tweets are by consumers and only 8% ...
  Brand Loyalty, Research Summaries, Sales, Twitter
• 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 ...
  B2B Marketing, Community, Sales
• 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 ...
  B2B Marketing, Lead Nurturing, Sales
• Three Ways to Stink at SaaS Marketing
  SaaS [software as a service] companies typically spend more on sales and marketing as a percentage of revenues than their on-premise software counterparts; and for most SaaS providers, customer acquisition ...
  High-Tech Marketing, Marketing Plans, Sales
• 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 ...
  B2B Marketing, CRM, Sales
• Three Good Reasons for Marketing Automation (and Three Bad Ones)Jep Castelein
  Marketing automation—one of the new buzzwords in marketing—bridges the gap between lead generation and the sales force. Its goal is to improve Sales and Marketing alignment by passing over only ...
  Collaboration, Lead Generation, Marketing Smarter, Newsletters, Sales
• 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 ...
  B2B Marketing, Marketing Tips, Sales
• Industrial Marketers Spending More on Digital, Social Channels
  The manufacturing sector is showing early signs of recovery: 70% of industrial-sector marketers expect their sales to increase in 2010 over 2009 levels and 31% plan to increase their marketing ...
  Forecasts, Research Summaries, Sales
• Tech Buyers Get Serious With Social Media
  Technology buyers are aggressively adopting social media to help them make business decisions—most often using the new social channels to complement traditional decision-making approaches and information sources, according to a ...
  High-Tech Marketing, Sales, Social Media
• 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 ...
  B2B Marketing, Lead Generation, Sales, Websites