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How to Sell 20% More to Underserved B2B Customers

Posted by | Jul 14, 2015


How are your sales reps spending their time? How your salespeople spend their time directly affects your company’s bottom line. If you’re in charge of sales or marketing in a B2B environment, you need to read this story.

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Topics: B2B Marketing

The 7 Biggest B2B Lead Generation Mistakes (Plus Solutions)

Posted by | Mar 31, 2015


Generating B2B leads isn't easy. And it's even more difficult to generate the right leads if you're applying the wrong tactics. Your lead generation program may be stuck for several reasons. It’s possible that your sales and marketing teams are not aligned. It may be because your website is not optimized for today's prospect, or that you’re only using product-centric tactics. We’ve compiled the 7 biggest mistakes that we see in B2B lead generation. Take a look at what you could be doing wrong and how you can fix the situation.

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Topics: Lead Generation, B2B Marketing

Yes, Social Media Works for B2B Lead Generation

Posted by | Mar 6, 2015

Social Media for Lead GenerationIt's no secret that social media marketing is on the rise. Most B2B marketers know that they need social media to enhance their web presence -- after all, they are part of the estimated 1.7 billion social media users worldwide. Still, B2B marketers struggle with executing social media as a lead generation tool.

Although the business-to-business space has been slow to adopt social media, there's a gradual growth in the number of B2B companies using social media to generate leads. In its latest benchmark study, B2B Content Marketing 2014 Benchmarks, Budgets, and Trends – North America report, the Content Marketing Institute found that social media was the most widely used tactic to promote content.

About 9 out of 10 B2B companies use social media channels as part of their marketing tactics. The survey found that B2B marketers use an average of 6 social media platforms.

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Topics: Social Media, B2B Marketing

7 Habits of Highly Effective B2B Marketers

Posted by | Feb 24, 2015

Effective B2B Marketing

What are top-tier B2B marketers doing differently than their less successful peers? Some marketing tactics are more effective and efficient than others. Marketing studies have identified these productive tactics. Studies also find differences in their use among thriving organizations and those still struggling to reach marketing goals. Try these seven habits of highly effective B2B marketers and you will be well on your way to joining them.

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Topics: Content Marketing, B2B Marketing

Is There Really a Difference Between B2B and B2C Marketing?

Posted by | Nov 5, 2014

B2B Marketing vs B2C Marketing

There’s a lot made in the marketing literature about the differences between B2B and B2C marketing practices. I’m amazed how we make such distinctions so black and white when the real answer has many shades of gray. Are their differences in the buying process and how we market to B2B and B2C businesses? The answer is sometimes “yes;” and other times, “no.” It really depends…

Here are some key differences between B2B marketing and B2C marketing:

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Topics: B2B Marketing

How to Pick the Right Social Media Platform for B2B

Posted by | Oct 9, 2014

B2B Social Media Platforms   

How do you pick the right social media platforms for your B2B business? It’s a legitimate question, given the rapid changes in social media. Whether you’re new to social media marketing or trying to expand your efforts, there are two ways to answer this question.

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Topics: Social Media, B2B Marketing

Difference Between B2B Push Marketing and B2B Pull Marketing

Posted by | Sep 23, 2014

Push vs Pull Marketing

What’s the difference between B2B push” marketing and pull marketing strategies? While defining them is straightforward, the distinction often becomes blurred in practice. That’s because successful marketers weave them together in their B2B marketing campaigns.

Push marketing is often described as traditional marketing. Marketers broadcast their message in hope of attracting sales, whether at the moment or at some future date. B2B push marketing involves promoting brand awareness or getting leads. Push marketers cast a wide net hoping to catch some sales-ready leads.

From the B2B consumer perspective, you don’t choose to be exposed to push marketing messages. You get them whether or not you have any interest in the offers being promoted. Businesses seek prospects out versus letting prospects find them as part of their discovery process. For these reasons, push marketing is considered intrusive. Another more recently coined term to describe it is “outbound” marketing.

Typical examples of B2B push marketing include direct mail, telephone calls, cold call visits, online ads, trade publication advertising, email blasts, mobile text messages and sponsorships. Event marketing, especially trade shows, is considered a critical B2B marketing tactic.

Pull marketing is the opposite. B2B pull marketing is about making it easy for others to find your business when they have a business problem or need the products and services you offer.

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Topics: B2B Marketing

B2B Marketing Strategies for 2015 You Should Implement Now

Posted by | Sep 16, 2014

 B2B Marketing Strategies

It's not too early to start thinking about B2B marketing strategies for 2015. In doing so, it's important to note that, while the shift from offline to digital tactics has slowed, B2B online approaches continue to evolve. B2B marketers are adapting B2C digital tactics as they react to changes in the B2B buying process. Smart marketers won’t wait until 2015 to implement these practices.

B2B digital marketing tactics in 2015 are being influenced by a number of factors.

Some of them include:

  • Changes to search engine algorithms
  • The evolving social media space
  • Marketing technology
  • Big data
  • Changes in device use and the emphasis on accountability
  • and holding the line on spending

Central to all of them is the empowered B2B buyer.

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Topics: B2B Marketing

How to Supercharge Your Business Blog

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How to Supercharge Your Business Blog
How to Drive Conversions With Email Marketing

Email Marketing

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Influencing the Impulse Buyer and Answering the Rational Buyer

Influencing the Impulse Buyer

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How to Build an Inbound Marketing Powerhouse

Build an Inbound Marketing Powerhouse

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Ten Step Guide to a Successful Website Redesign

Ten Step Guide to a Successful Website Redesign

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Lead Generation Using Inbound and Direct Response Marketing

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How to Maximize Your Marketing ROI Using Analytics

Maximize Marketing ROI Using Analytics

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On Demand Webinar: The Ultimate Content Marketing Blueprint

The Ultimate Content Marketing Blueprint

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