Digital B2B Marketing

MAY 23, 2012

If you measure or benchmark B2B demand generation activity across sales and marketing, one of the best benchmark resources just received a major facelift and a number of improvements. Yesterday Sirius Decisions unveiled their new demand waterfall at the annual Sirius Decisions Summit. The new waterfall (or funnel, to most of us) provides a framework for measuring and benchmarking demand generation from initial inquiry to close and across sales and marketing.

Benchmarking 91

Benchmarking Marketing Marketing Sales 91

Elegant BI

MAY 30, 2012

See the Future! Psychics vs. Accurate Business Forecasting and Trend Analysis. Do you have a psychic on your staff? I didn’t think so. Most of us would find it hard to justify that kind of resource to our management team. Still, the idea is intriguing. Wouldn’t it be great to identify trends and patterns and respond appropriately? You could be there before your competition, and probably get a promotion in the process.

Analysis 40

Analysis Business Finance Sales 40

Digital B2B Marketing

MAY 14, 2012

If it doesn’t benefit us, entertain us, educate us, solve our problems or advance our causes, we don’t want it. If we find something better, we switch. Today, our mantra is “What’s in it for me?” All too often, the answer is “Not much.” We are flooded with content. This blog post will be one of millions published today.

Entertainment 79

Entertainment Education Research Marketing 79

Digital B2B Marketing

MAY 7, 2012

View original on Pinterest You are ready for social media. You have staff, tools and resources. You have a clear strategy, well-defined goals and an execution plan. You have executive support. But how long will it last? How long will you have the resources and support you need? Your social media program needs time. The old-fashioned time that is measured on a calendar, not in staff hours.

Win 79

Win Security Security Research 79

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Whether your organization is at the start of its sustainability and impact journey or years into it, many brands share a common concern: the uncertainty of whether they are sending stakeholders mixed messages. Creating content that speaks to your audience's “love language” can be a tricky dance. But, worry not! 3BL has put together tips to ensure that your content not only finds its rhythm but also resonates with your target audiences.

IT

Digital B2B Marketing

MAY 22, 2012

According to recent research from IDC, lead generation is a top B2B marketing priority , and in the next four years Sirius Decisions predicts 75% of all registrations will be captured online. (Sirius Decisions actually labels this as inbound marketing, however I use a more limited definition of inbound marketing.) One of the primary ways B2B marketers capture leads online is asking prospects to register for content.

Marketing 78

Marketing Marketing Education Research 78

Digital B2B Marketing

MAY 24, 2012

B2B marketing can quickly become complicated. Scoring leads, establishing marketing automation, building thought leadership, creating demand… it isn’t easy. Far too often, the complexity masks the important foundational elements. Remembering the things dear Mom taught you before you were old enough for school will make you an infinitely better marketer.

Marketing 65

Marketing Marketing Research Information 65

Digital B2B Marketing

MAY 29, 2012

B2B marketing discussions on Twitter and blogs have a tendency to focus on singular topics, such as Twitter, marketing automation , or lead generation , as if they are right for everyone and we just need to do them well. However, the people B2B marketers want to reach are ultimately trying to solve a challenge or embrace an opportunity based on their unique business.

Marketing 64

Marketing Marketing Startups Sales 64

Digital B2B Marketing

MAY 17, 2012

If you talk to a publisher or lead generation firm, it would seem leads have become a commodity. Nearly every B2B publisher offers lead generation under a broader heading of demand generation. Here is a hypothetical, yet very realistic, snippet of a conversation with a publisher: Marketer: We are looking for demand generation opportunities that will deliver leads for sales.

Marketing 63

Marketing Marketing Education Sales 63

Digital B2B Marketing

MAY 31, 2012

In B2B marketing, bad data represents a huge lost opportunity. According to SiriusDecisions , companies with the best quality data drive 70% more revenue through marketing programs than those with simply average data quality. Despite the cost of bad data, the practice of the average marketer guarantees bad data, and it may be getting worse each year.

Marketing 61

Marketing Marketing Research Information 61

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Leaders in competitive intel know that the employees who interact with customers and prospects every day hold valuable competitive insights that could help win sales. But they don’t have a good plan or system to gather, organize, and share these insights with the stakeholders who need them. In this eBook, we outline 7 strategies to make it easier to build and scale an employee sharing program that will drive competitive advantage.

Competitive

Digital B2B Marketing

MAY 1, 2012

You are creating great content and your website delivers a great experience with a strong conversion rate. Your initial inbound marketing results are promising, but you need more. Inbound marketing represents a major investment for B2B marketers. Not only do you still need to create content to capture leads, nurture prospects and support sales, you need to create sharable and discoverable content also and then patiently wait before you see the return on this new investment.

Marketing 60

Marketing Marketing Advantage Advantage 60

Elegant BI

MAY 14, 2012

Are You Focused on the Rule or the Exception? Hint: Throw Away the Rule Book. In life, we usually focus on the rule, rather than the exception to the rule. ‘The rule’ is what will usually happen, and if we plan for that, we should be OK. In business, it is the exception that will cause us to lose revenue, competitive advantage and market share. Not to sound too melodramatic but if you had a way to identify the exception before or as it was happening and handle the situation before it becomes cri

Advantage 40

Advantage Advantage Intelligence Intelligence 40

Digital B2B Marketing

MAY 9, 2012

You see them everywhere, crossing streets, in meetings, at lunch and even driving. Busy professionals focused on their smartphone , nearly oblivious to everything else around them. These are the same business decision makers and influencers your B2B marketing is targeting. But chances are they aren’t looking at your site, email or content on their smartphone.

Marketing 85

Marketing Marketing Research Technology 85