B2B

Buyer Behavior in a Recession

by: Jon Miller

Despite some signs of an improving economy, understanding techniques for marketing in a recession is still on the mind of almost every marketer I speak with.

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Grounded Qualification: an Emergent Approach to Assessing Sales Positioning

by: John Caddell

For the past eight years, I’ve worked with helping midsized IT companies sell their products into a maturing telecom market. This is so different from the earlier times of unbounded growth that it doesn’t even feel like the same industry anymore.

In the old days (i.e., before 2000), there were so many new telecom companies sprouting up that a company did not have to be a leader to be successful. They just had to be good enough.

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B2B Buyers--Please Tell the Losers Why They Lost

by: John Caddell

I've worked on a lot of sales proposals over the years. It works this way: a company needing to buy supplies, services or products invites a number of companies to bid on the business. Frequently, they'll develop Requests for Proposal laying out all their needs, criteria, etc. Companies submit their proposals, and over several iterations, the buyer selects.

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Lead Generation Best Practices: Thought Leadership with The Funnelholic

by: Jon Miller

 

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DC Analyst Connection: Coordinating Marketing and Sales across the Entire Revenue Cycle

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B2B Marketing Communications: Thought Leadership with Dianna Huff

by: Jon Miller

The next interview in our B2B Marketing thought leader interview series is with Dianna Huff, B2B Marketing Communications Consultant.

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7 Strategies for B2B Marketing during a Recession: The Definitive Guide

Should B2B marketers change their strategies during a recession? Does a recession always mean marketers have to work even harder to find ways to do more with less? Can a recession create opportunity for smart marketers to grow and thrive? These are some of the topics I recently explored on a panel at the SMX Advanced conference in Seattle.

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My 9 Commandments for Marketing Your High-Tech Company

by: Jon Miller

As VP Marketing at a B2B marketing automation company, I’m under constant pressure to take our marketing to the next level. When marketing to other marketers, the way we interact with our own prospects is a direct reflection of the capabilities of our lead management solution. If we can't market ourselves like a world-class company — and make it look easy — then why should our customers trust us to help them do it?

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Building Power and Respect through Marketing Accountability

by: Jon Miller

CMOs have long fought hard to earn the power and respect they deserve. Today's CMOs face greater challenges than ever to demonstrate that their actions have a real impact on revenue, cash flow, and the bottom line.

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Lots of B2B Marketing Webinars

by: Jon Miller

I've been doing quite a bit of speaking recently along with other B2B marketing experts. Here's a round -up in case you missed some of them.

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