Segmenting Your Sales Leads for Effective Nurturing

I wrote recently about the importance of implementing B2B sales lead nurturing for industrial manufacturing and technology companies. Hopefully, it presented a reason to believe it’s important for you and it provided some guidance on how to get started. Today, I want to go into a very important step associated with developing an EFFECTIVE sales

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Account-based Marketing for Industrial Manufacturing and Technology Providers

Targeting-specific companies to generate awareness and engagement for your product or service is certainly not new. However, with an increase in the number of decision-makers and influencers involved in a typical B2B purchase, averaging 5.4 per CEB Insights, the importance of it has grown exponentially. Supported by better and cheaper access to buyer data and

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B2B Selling as a Trusted Adviser

“59% of buyers prefer to do research online instead of interacting with a sales rep because the rep pushes a sales agenda rather than helps solve a problem,” according to a Forrester study. Speaking specifically about complex sales, a recent study by Forrester suggested, “B2B marketing and sales leaders must plan for buyers who require

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Top B2B Google Ranking Factors to Increase Website Traffic

If you care about increasing organic traffic (via SEO) to your B2B company website through Google, then you should pay attention to SEMRush’s updated ranking factors report. Some interesting takeaways… (1) The top factor is direct website visits. This clearly plays towards the importance of building awareness for your brand and with offline marketing driving

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No Response to Cold Outreach?

90% of buyers say they never respond to cold outreach (Harvard Business Review via IDG post.) Take this stat with “grain of salt” but don’t outright dismiss it. I think the success rate of cold outreach may vary by market among other variables. Plus how do you define “cold”? If you are an entirely new startup

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Content Marketing For Lead Generation (WordCamp 2016 Video)

I’m currently working on a new speaking session to present at WordCamp 2017 coming up on November 11th. The session will tackle the immense importance of adopting a buyer-centric approach to selling and marketing (as well as product development.) The one barrier I experience frequently among B2B businesses struggling with generating more sales is having

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Why Does 60-70% of B2B Marketing Content Go Unused?

A Recurring Theme Among SMBs is Wasting Precious Budget on Unused Marketing Content “60-70% of B2B marketing content goes unused,” according to SiriusDecisions. The main culprit seems to be creating content without strategy or purpose. This is a common theme from my experience with SMBs who lack strategy and purpose for their marketing efforts overall.

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Reasons for Implementing Marketing Automation

Study States Three Primary Reasons Businesses Implement Marketing Automation; the First Two Lead to Failure Companies who have implemented a Marketing Automation platform cited three, primary reasons for doing so, according to Hubspot: (1) Taking repetitive tasks out of marketers/sales hands (36%) (2) Better targeting of customers and prospects (30%) (3) Improving the customer experience

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6 Steps to Reach Your Targeted Buyers

Account-based marketing (or the modern practice of targeting named accounts) is growing rapidly as the “must-do” tactic for B2B marketers. If you are not familiar with account-based marketing (also referred to as “ABM”), here is a brief definition from Marketo, “Account-based marketing (ABM) is an alternative B2B strategy that concentrates sales and marketing resources on

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Inbound, Outbound or Account-based Marketing???

This article was first published on LinkedIn. New, shiny objects – oh how they lure us down the rabbit holes.  Nowadays, digital marketing is full of “new, shiny objects.” Whether it’s another marketing technology among the rapidly expanding 1,200+ already available or a buzzword for a new methodology, system or process to help you conduct

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