B2B Marketing

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• How to Recapture Lost Leads and Turn Them Into Clients
  "We have found that a large number of companies allow unfulfilled leads to fall into a great abyss, never to be contacted again," writes Mike Neumeier at the Arketi Group ...
  B2B Marketing, Lead Generation, Lead Nurturing
• Five Tips for Writing Content That Keeps Pace With B2B Searches
  "In B2B marketing, slow and steady tortoise-like activity may achieve results in social media, but a business marketer must be quick to respond to trends and market fluctuations resulting from ...
  B2B Marketing, Content, Marketing Tips, Search Engine Marketing, Writing
• How Visa Shifted Its Marketing Focus to Social and Digital Media
  In a CMO Close-Up interview at BtoB Magazine, John Obrecht speaks with Antonio Lucio, global chief marketing, strategy and corporate development officer at Visa. The two discuss how Visa has shifted ...
  B2B Marketing, Digital Marketing, Sales, Social Media
• What You Need to Know About Lead-Nurturing Messages
  In a post at Marketing Interactions, Ardath Albee recalls a B2B client who thought her proposed lead-nurturing messages might be too brief. Albee begged to differ. "[I]nundating prospects with more links ...
  B2B Marketing, Email Marketing, Lead Nurturing, Personalization
• When Expensive Marketing Collateral Is a Waste of Money
  In a post at The Top Line blog, Barbara Bix recounts the story of a friend who disapproved of the expensive marketing collateral sent by universities to her college-bound son. ...
  B2B Marketing, Content, Print Collateral
• Signup Forms: More, Not Less, Boosts Results for a B2B Service Provider
  This February, copywriting coach Chris Marlow sent out an email promoting a free webinar. At the webinar signup page, recipients encountered a form that required more than the usual amount ...
  B2B Marketing, Lead Generation, Promotions, Sales
• Four Steps to Creating Valuable B2B Customer Content
  "Would it shock you to learn that 68 percent of customer defections occur because customers perceive 'an attitude of indifference?'" asks Ardath Albee in a recent post at the Marketing ...
  B2B Marketing, Content, Customer Retention, Sales
• Two Key Rules for B2B SEO
  "White hat search engine optimization (SEO) principles that apply to B2B online marketing also apply to B2C, but B2B is otherwise a different animal," writes Nick Stamoulis in an article ...
  B2B Marketing, Keywords, Search Engine Marketing, SEO
• Three Ways to Use the iPad as a B2B Sales Tool
  "The iPad 2 is here and Apple apps are hotter than ever," writes Tom Ballew in a post at the B2B Insights Blog. "Now B2B marketers are starting to want ...
  B2B Marketing, Consumer Electronics, Creativity, Lead Generation, Sales
• Three Tips for Lead Generation at LinkedIn
  "Most people use LinkedIn as a contact management tool to connect with friends or former co-workers," writes Judy Schramm at Marketing Ideas You Can Copy. There's a chance, then, that ...
  B2B Marketing, Lead Generation, LinkedIn, Marketing Tips
• How to Build Marketing Content Around B2B Buying Triggers
  There are lots of ways to build your B2B content-marketing strategy. You can write to different buyer types, target stages of a buyer's journey—the list goes on. "We've seen all of ...
  B2B Marketing, Content, Marketing Strategy, Marketing Tips
• Three Steps to Getting B2B Client Endorsements
  There's nothing like a good case study from a happy client to prove your worth in a public endorsement. But if you're like a lot of B2B marketers, getting clients ...
  B2B Marketing, Case Studies, Content, Customer Relationships
• Three Tips for Getting B2B Email Frequency Right
  Ardath Albee often gets questions about appropriate email frequency for B2B nurturing programs. How much is too much? How little is too little? "And, yep, wait for it—the answer is—it ...
  B2B Marketing, Content, Email Marketing, Lead Nurturing
• Six Ways Inbound Marketing Can Deliver Results for B2B Clients
  The digital revolution was a "perfect storm," says B2B marketing veteran Ron Fink in a guest post at HubSpot's Inbound Internet Marketing Blog. Seemingly overnight, marketers began struggling with how ...
  B2B Marketing, Customer Engagement, Sales
• Drip Marketing the Right Way
  "A drip campaign is a series of emails that are sent in a specific order at predefined intervals," writes Liz McInnis at BuyerZone. You might use campaigns to educate, nurture ...
  B2B Marketing, Email Campaigns, Marketing Tips, Sales, Smartphones
• Three Key Ways to Add Value to Your B2B Content
  "Most B2B marketers have embraced the notion that they are also 'publishers,'" says Ann Handley in a recent article at MarketingProfs. "In other words, they understand that in addition to ...
  B2B Marketing, Content, Writing
• What to Do Today, This Week, This Month to Boost Your Client List
  Did your marketing team slow down a bit during the dark days of January/February? If so, they probably weren't alone. Once peak marketing seasons ebb, "many companies stop their marketing ...
  B2B Marketing, Customer Relationships, Email Marketing, Promotions, Sales
• Five Tips for Turning a B2B Purchase Into a Relationship
  "There is a saying in sales that you should never sell past the sale," writes Jim Logan in a recent post at Saleskick. "In other words, when someone decides to ...
  B2B Marketing, Customer Relationships, Sales
• Three Ways to Transform Your Leads Into Sales
  Does your business spend time and money generating leads that languish neglected in a pipeline? "The industry wide statistic of 70% of leads never receiving effective sales follow-up is astounding," ...
  B2B Marketing, Collaboration, Lead Generation, Sales
• Three In-House Initiatives to Improve B2B Content Marketing
  "Although content marketing is a widespread practice across industries and company sizes, B2B marketers recognize the need to improve the effectiveness of their efforts," Roy Young notes in a recent ...
  B2B Marketing, Content Marketing, Marketing Tips, Sales