I’ve long observed that B2B marketers focus too much on lead generation, and not enough on current customer expansion and retention, which is, after all, where the bulk of profits…
Read MoreB2B Marketing
How promotional products fit in with the modern consumer
Advertisers have a challenging job of increasing recall and improving resonance with consumers. That is where promotional products, branded gifts, and giveaways shine. Perhaps that is why promotional products have…
Read More
Intentional inventing: own the intellectual property that leads the future
Lesson for leaders Innovations rule today’s world, so everyone wants to innovate. Innovations are filed for patenting and claimed as property before they are launched. If someone else had…
Read More
The 10 most fascinating people in B2B marketing in 2017
Top 10 lists are everywhere this year. I even ran across a top 10 list of top 10 lists — hilarious! My list is about the most interesting people that I…
Read More
Where is B2B marketing headed? 7 predictions for 2018
End-of-the-year predictions are a dangerous business. I will take the risk and just hope that at the end of 2018, no one looks back to call me on it! B2B…
Read More
How do you sell when your buyers can’t buy? Mounting dysfunction in the B2B buying process
Everyone is aware that B2B buying is complex. It involves multiple parties over long decision-making cycles. In a large enterprise, this can take months, if not years, and involve dozens…
Read More
Six powerful B2B marketing tactics you may be missing
There are so many great new techniques in B2B marketing today, it’s hard to keep up. I hereby offer a roundup of ideas that you may have overlooked: IP address…
Read More
Where to start your B2B video marketing project
Business video marketing services are attractive to many businesses today for numerous reasons. Business video marketing helps clearly communicate what the customer wants to know in order to move to…
Read More
Make your email marketing more effective
Email marketing is still an important part of just about any digital marketing program. Here are a few tips for making it more effective–and making it work better with your…
Read More
Influencers: the key to content marketing
I recently had the pleasure of participating in a B2B digital marketing forum hosted by The Conference Board and led by Mike Moran and Tim Peter. Mike invited me because…
Read More
