Lead Generation

Content Marketing

Content Marketing: There’s More Than One Way to Tell a Story

This blog series kicked off with Going Back to the Basics. So many marketing trends, so little time. We touched on four key focus areas: Branding and messaging Developing collateral and content Knowing your audience Positioning sales for success First, you learned How B2B’s Can Embrace the Shift to Digital Buying, showing time-proven areas that …

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How B2Bs Can Embrace the Shift to Digital Buying

Gartner’s Future of Sales research report predicts that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur via digital channels, with 72% of marketing budget currently going to purely digital channels. What does this mean? Your targets are spending more time online not only researching products but also converting to customers. …

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Supercharging Sales with Innovative Collateral

Video and social media are the secrets to boosting sales in Customer Reference Marketing Your company probably already has a bustling customer reference program, keeping you familiar with the traditional collateral options: slide decks, case studies, solution snapshots, and technical papers. These options get the job done. But, we believe there is something more powerful …

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Yes! You Need Customer References, and Here Are the Top 4 Reasons Why

Marketing managers use several tools for converting prospects into buyers. If your business is not using customers to tell compelling stories about your services, you are missing out on one of the best tools you have. Here are four reasons why customer references are indispensable in today’s sales environment: References build your credibility Customer references …

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Has Social Media Failed SMB B2B Businesses? Part 1 – The ROI Problem

We hear this question often: Can you show me the return on investment (ROI) of social media? With so many articles on the internet espousing the need for companies to invest in social media marketing, you’d think the answer would be “yes, and here’s how you do it.” As a matter of fact, if you …

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Dealing with a Disrupted Buyer’s Journey

The Buyer’s Journey.  It is the classic sales map on how to take the customer through the process from awareness and consideration to deal negotiation and close.  Looking at Al Morgan’s blog entitled Improving the Buyer’s Journey (and winning the deal), I wanted to applaud his thinking regarding the use of content in selling complex …

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