B2B

The Evolution of a Marketer

Guest Post by: Maria Pergolino

B2B Marketing: The Evolution of a Marketer

According to Merriam Webster, by definition, evolution is “a process of continuous change from a lower, simpler, or worse to a higher, more complex, or better state.”

Continue Reading

4 Considerations to Help Tackle the Changing Nature of Buyer Behavior

Guest Post by: Carol Fox

The changing nature of buyer behavior, particularly in today’s online jungle, is a challenge that B2B marketing and sales teams must address with dynamic strategies and flexible mindsets.

Continue Reading

5 Essential Books to Understand B2B Sales 2.0

Guest Post by: Katie Byrnes

To effectively build relationships with prospects, sales teams need to learn to leverage evolving sales strategies. Without utilizing social networking, content marketing and other strategies, sales teams are likely leaving money on the table.

Continue Reading

7 Ways All B2B Marketers Should Be Using Social Media (But Probably Aren’t)

Guest Post by: Maria Pergolino

I know what you’re thinking – the seven ways marketers should be using social will be all about Twitter, Linkedin, Facebook, Digg or Reddit, and YouTube, right? NO!

Continue Reading

Economics of Cognitive Work Part II: Exploring the B2B Paradigm

In a recent blog post I began to explore some ideas concerning the nature and economics of cognitive work in the modern corporation. I made a distinction between Business to Consumer (B2C) work and Business to Business (B2B) work. In B2B work, leaders have to create a way for their organizations to coordinate and collaborate to create solutions for their customers. Think about how complicated it is to get a large commercial insurance policy underwritten, or a new airplane built to specification, or a new company’s IPO launched successfully. 

Continue Reading

B2B Social Media Marketing: Branding or Lead Generation?

Social media can be many things: a place to network with friends, a way to follow market trends and monitor brand sentiment, a customer service tool for identifying unhappy customers. But is it a tool for demand generation? I believe the answer is yes, but that it requires a different mindset for lead generation and measuring ROI.

Continue Reading

Increasing Sales Leads: Thought Leadership with Marvin Miletsky

In a down economy, what changes to lead generation can B2B sales and marketing professionals do to increase sales? Our next interview in the B2B Marketing thought leader interview series (a series covering the entire revenue cycle, from the earliest stages of demand generation and lead management to the pursuit of revenue and customer loyalty) seeks to find these answers with 35+ year sales veteran Marvin Miletsky, co-author of Perspectives on Increasing Sales (along with James Callander).

Continue Reading

Selling: the Unacknowledged Ingredient of Innovation

by: John Caddell

You never read about selling in books about innovation. But, for B2B products, the first sales of a new product or service are crucial lifelines. Let’s be clear about this: no matter how cool, fast, inventive, or buzzworthy your product is, if you can’t bring paying customers on board, it’s not worth anything to your business–in fact, it’s a drain.

Continue Reading

Beyond the B2B Buying Funnel: Exciting New Research about How Companies Make Complex Purchases

Continue Reading

Demand Generation Best Practices: Thought Leadership with The LeadSloth

Continue Reading
Subscribe to RSS - B2B