Does your B2B company struggle to integrate sales and marketing? Most do. Marketing sends “great” leads to Sales and Sales complains about how lousy they are. Neither side really understands…
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Three barriers to B2B data-driven marketing
Ask any business marketer about the importance of data, and you’ll get plenty of good answers. “It’s essential,” they’ll say. “Data drives everything we do.” That’s a good thing, since…
Read MoreContent meets the B2B buying process (part 2 of 2)
5 Proven Principals of Content Development and Marketing (continued) In part 1, two principals of content development and marketing were detailed. Alignment to the Buying Stage and Buyer’s Needs Creditability…
Read MoreCase study in data-driven B2B customer acquisition marketing
My new book, B2B Data-Driven Marketing: Sources, Uses, Results, is launching in a few weeks. While preparing case studies for book, I had the fun of interviewing a bunch of…
Read MoreContent meets the B2B buying process (1 of 2)
Content Overload We’re almost 10 years into one of the latest and hottest marketing trends – Content Marketing – and most B2B firms are churning out lots of it. But…
Read MoreThe benefits & impact of simplicity: a case study
As business leaders, we know that business is rarely simple. Organizations have to respond to growth, competition, pricing, the economy, vendor and partner changes—every day seems to require some level…
Read MoreWhere is B2B data-driven marketing headed?
Data drives B2B marketing today, and it’s a fast-evolving arena. New tools, new technologies, and most importantly, new buying behavior among businesses—these changes are accelerating the pace and driving new…
Read MoreAre you doing webinars for lead gen? You should be.
As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. And in the past 6 months, I’ve added a new tactic…
Read MoreData Driven Sales 2.0
Data-Driven Sales 1.0 The introduction of CRM (for sales) and now MRM (for marketing) has brought sales people out of the “information on paper and in my head” era kicking…
Read MoreTroubleshooting your B2B marketing data problems
Business-to-business data continues to challenge marketers, who need to identify and communicate with customers and prospects, but who run into thorny issues every day. Problems range from duplicates, to key-entry…
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