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10 Critical B2B Sales and Marketing Metrics – Part 2 23 Aug 2013 | 09:45 pm
In my last blog post, I talked about the first five of the 10 most critical B2B marketing metrics. Just to recap, they are: Cost per new inquiry Conversion of inquiries to qualified leads Cost to ...
10 Critical B2B Sales and Marketing Metrics 8 Aug 2013 | 11:11 pm
Let’s face it. If you tried to measure every single aspect of marketing and sales performance, you could quickly succumb to “analysis paralysis.” This affliction occurs when a company starts to spend...
B2B Retargeting – Benefits and Pitfalls 24 Jul 2013 | 01:54 am
In my last blog post, I talked about how to use remarketing strategies to revitalize a stagnant B2B contact list. The gist of that article was targeting individuals who are already part of your databa...
Lead Retargeting – How to Revitalize Your B2B Contact List 10 Jul 2013 | 10:58 pm
I write a lot about how to generate B2B leads. Usually, the context is to target new prospects, individuals or companies who have not previously responded to a lead gen offer. While marketing to fres...
B2B Marketers Benefit from Customer Reviews 1 Jul 2013 | 08:34 pm
Myron Berg, the FMP partner who heads our online marketing strategy, wrote a great article titled Driving More B2B Leads with Help from Customer Testimonials and Online Reviews, about how to use custo...
In B2B Marketing, it’s Usually Better to Act than Wait 19 Jun 2013 | 01:11 am
I wrote an article last year titled How to Recognize and Avoid the Seven Deadly Sins of B2B Marketing. Sin number six is “stagnancy.” Stagnancy occurs for a number of reasons but it usually has nega...
Five Ways You Can Get Big Value from LinkedIn 7 Jun 2013 | 02:55 am
I talk about social media quite a bit in my blog posts, articles and conference presentations. Social media is a key component of a viable pull marketing mix, and should be part of most companies’ go...
B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different 1 Jun 2013 | 02:09 am
Last week, I attended a major technology conference on behalf of a B2B software client. My assignment was to gauge the marketplace, understand the key trends, research what competitors are doing, and ...
In the B2B World, Market Awareness Trumps Sales Skills 16 May 2013 | 08:40 pm
Earlier in my career, I was VP of marketing for a mid-size software company in the content management space. There were a couple of very large competitors, who we termed “gorillas” in the marketplace...
Database Marketing is Alive and Well 7 May 2013 | 12:51 am
I’ve been practicing the B2B marketing thing since the late 1980s, when the term “database marketing” first started being mentioned. Endless articles and entire conferences were devoted to the subject...
