At the ClickZ Live 2014 conference in New York, Michelle Killebrew presented an interesting case study of an IBM campaign called Rethink Business. It got me thinking (or, should I say,…
Read MoreB2B marketing
Beware of dubious data providers: A 9-point checklist
Are you hounded by email pitches offering access to all kinds of prospective business targets? I am, and I hate it. As a B2B marketer, I am always interested in…
Read MorePush versus pull marketing: in B2B, you need both
The other day, a marketing colleague told me she was feeling under pressure to move all her efforts to inbound, or “pull,” marketing. “Outbound is bad,” she said. What? Well,…
Read MoreNew developments in B2B marketing list acquisition
To reach cold prospects among business audiences, sales and marketing teams often begin by developing a list of prospective targets. Marketers can find just about every target company, title and…
Read MoreUsing Social Media for B2B Sales
Yesterday, I gave a Biznology Webinar called, “Using Social Media for B2B Sales.” B2B marketing and sales have always been divided, but those days are over. How do you…
Read MoreHow performance marketing accelerates B-to-B prospecting
Every time you turn around, a new “performance marketing” opportunity turns up for B-to-B marketers. What a treasure trove! And on the face of it, a real boon, because you…
Read MoreLet your B2B content run free–the case against gating
Yesterday, in this very space, my friend Ruth Stevens made the case for “gating content”–placing your best stuff behind a registration or contact form so that you mine your Web…
Read MoreTo gate or not to gate, that is the B-to-B content marketing question
There’s a spirited debate in B-to-B marketing about whether it’s best to give away information (aka “content,” like white papers and research reports) to all comers, versus requiring web visitors…
Read MoreLights, camera, action: Video helps you stay in touch with customers
One problem that plagues B-to-B sales and marketing is coming up with relevant, timely messages for nurturing customer relationships. A territory-based sales rep may be trying to keep in touch…
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Ratings and reviews for B2B marketers
Back in May, I wrote about how B2B firms have avoided ratings and reviews and challenged you to take part in a survey about the subject. Christian Carlsson has graciously…
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