Tag Archives: B2B

What Works for Social Sharing (Infographic)

Armed with the data of over 200 companies’ social sharing statistics, we set out to show you what we have learned about social sharing best practices. One additional thing we did was break this data down as a B2B vs. B2C comparison, as we learned while going through the data that there were some significant differences between what works for B2B companies and B2C companies.

With that being said, here is our infographic on what works for social sharing:

What Works for Social Sharing - Infographic

Compendium – The Content Marketing Platform

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Filed under Infographic, Marketing, Branding, Sales, Advertising, eCommerce & Social Media, Small Business

Chief Revenue Officer: The Emerging Role

Some great points in this interview of today’s world in the revenue stream  —  the marketing and sales role.

Excerpt:  I’m always excited to speak with senior B2B execs that really get both sides of the revenue coin (meaning sales & marketing). From time to time, I’ll interview such an Executive and bring you their perspective.

Today, I am with Keith Nealon, Chief Revenue Officer of M5 Networks, a provider of cloud-based business phone systems.

I’ve known Keith for a number of years as he has built, led and scaled winning B2B organizations.

Read full interview here via Chief Revenue Officer: The Emerging Role.  From Inside Sales Experts Blog

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Filed under Marketing, Branding, Sales, Advertising, eCommerce & Social Media

How to Write a Great B2B Marketing Blog

Good article and at the end is the free guide for download.   Article lists the 4 basic steps to success.

Excerpt:   By now, blogging is far from a fringe marketing activity. 65% of B2B marketers used blogging last year, the third most popular tactic, according to the Content Marketing Institute.

Blogging may be a preferred means of communicating with and engaging leads through the entire – often lengthy – sales cycle, but many in the B2B space struggle with it

Read full article via How to Write a Great B2B Marketing Blog — It’s All About Revenue: The Revenue Marketing Blog.

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Filed under Business Blog & Miscellaneous, Marketing, Branding, Sales, Advertising, eCommerce & Social Media

Understanding Customers in the Solution Economy – HBR

Good read for B2B companies.  Obviously, if you are the solution or the operator in addition to the product, your mutual ties with the customer are much tighter.  Marketing and sales.

Excerpt:  Companies in all varieties of B2B markets have moved beyond selling products and services to offering complete “solutions” to their customers. Alstom keeps trains ready to run each morning for railroad operators rather than just selling the rolling stock to them. General Electric helps hospitals manage and use patient data rather than selling them the equipment and software to do the job. Hilti provides and maintains power tools for builders. Rolls Royce runs the engines you see on the wings of your plane. Syngenta offers rice farmers planted fields.

From the provider’s perspective, selling solutions allows companies to differentiate themselves in commoditizing markets and to benefit from economies of scope across multiple profit and service capabilities. For customers, these solutions offer better value than the products and services that went before. After all, who would not prefer a “solution” to their business problems rather than simply buying services and products?

Read full article via Understanding Customers in the Solution Economy – David Midgley – Harvard Business Review.

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B2B: What We Can Learn From B2C

Small business B2B takeaways in this article.   B2B companies need to learn the successful techniques used by B2C companies because today the market has changed to closer align the how-to.

Excerpt:   While the science of customer purchasing behaviors has been around since the dawn of commerce, these principles have not been applied to the B2B space. Times are changing, and when it comes to adopting such successful B2C marketing techniques within the B2B space, the time is now.

In the B2B world, the entire basis of marketing is underdeveloped, relying solely on less accurate evaluation methods such as demographic information (SIC codes, number of employees, revenue estimates) and risk scores to profile and target businesses.

Read full article via What We Can Learn From Walmart | SalesAndMarketing.com.

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New Ebook: How to Use Pinterest for Business – Biz | Small Business Resources

Hubspot is offering a free ebook on social media, Pinterest.  You do have to register to download.

Learn how to increase traffic, leads and sales by reaching more than 11 million people on Pinterest.  Pinterest isn’t just another social media network.

What appears to be the fastest-growing social media site ever has become a huge traffic referral (arguably, more powerful than Google+) for all businesses. An increasing number of companies are leveraging the platform to reach a new audience, increase visits to their websites, and generate leads or retail sales. And guess what? It’s working.

Download this free, 43-page ebook and learn:
How Pinterest works and top reasons you should be using it
How to create a Pinterest account and grow followers
How B2B companies use Pinterest for lead generation
How eCommerce companies use Pinterest to increase retail sales
Examples of how real-life businesses leverage Pinterest for growth

Read introduction and download ebook for free via New Ebook: How to Use Pinterest for Business – Biz | Small Business Resources.  From Hubspot

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6 Critical Action Items B2B SEOs Need to Consider With Converged Media

Good information with lots of advice and how-to.  Marketing continues to evolve — even faster today with social media and mobile demanding new skills and new strategies.

Excerpt:  Converged media represents the utilization of two or more channels (paid, owned, and earned media) working in concert and enabling brands to reach their target audience regardless of channel, medium, or device.

Read full article via 6 Critical Action Items B2B SEOs Need to Consider With Converged Media – Search Engine Watch (#SEW).

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If the Customer Is Always Right, You’re in Trouble – HBR

B2B small business takeaways.    Well written controversial subject — recommended read for all in the B2B businesses.

Excerpt:  Our article in the current issue of HBR, “The End of Solution Sales,” has created quite a stir among B2B sales professionals and pundits alike. While supporters see a fresh and accurate articulation of current challenges facing the profession — some even suggesting that we didn’t go far enough in declaring the end of the solution sales approach — detractors accuse us of everything from academic arrogance, to misrepresentation of current sales approaches, to cynical link baiting. As the saying goes, “The flak only gets heavy when you’re over the target.”

Read full article via If the Customer Is Always Right, You’re in Trouble – Brent Adamson, Matthew Dixon, and Nicholas Toman – Harvard Business Review.

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Use Big Data to Find New Micromarkets – HBR

Small business still working through how-to best use big data, data mining, analytics, and how-to afford and justify the risks.  Good read.

Excerpt:  Sophisticated sales organizations now have the ability to combine, sift, and sort vast troves of data to develop highly efficient strategies for selling into micromarkets. While B2C companies have become adept at mining the petabytes of transactional and other purchasing data that consumers generate as they interact online, B2B sales organizations have only recently begun to use big data to inform overall strategy and tailor sales pitches for specific customers in real time. Yet the payoff is huge. In fact, we’ve found that micromarket strategy is perhaps the most potent new application of big-data analytics in B2B sales.

For a micromarket strategy to work, however, management must have the courage and imagination to act on the insights revealed by this type of analysis. Most sales leaders deploy resources on the basis of the current or historical performance of a given sales region. Going after future opportunities at the micromarket level can seem risky, but basing strategy on old views of markets and their past performance is riskier still.

Read full article via Use Big Data to Find New Micromarkets – Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami – Harvard Business Review.

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Filed under Marketing, Branding, Sales, Advertising, eCommerce & Social Media, Small Business

B2B Marketers Have A Blind Spot: The Buyer Journey

Heads-up marketing management.  Good read and great reminder of just what is important and the focus.

Excerpt:  Last month, I was immersed in face-to-face dialogue with senior B2B marketing leaders from well-known companies who were attending Forrester Forums and FLB events, and one thing was blatantly clear. These leaders are so focused on their initiatives, campaigns, and programs that they have lost sight of the thing that matters most: the customer.

Read full article via B2B Marketers Have A Blind Spot: The Buyer Journey | Forrester Blogs.

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Filed under Management, Marketing, Branding, Sales, Advertising, eCommerce & Social Media

72 Fascinating Social Media Marketing Facts and Statistics for 2012

GREAT information and stats in this article on social media.   Information that will help you forward with your marketing strategies.  Recommended read for all marketing management.

Excerpt:  Wondering which social network is most effective at generating b2b leads? What marketing technique generates leads with the highest close ratio? What the best day of the week is for Facebook posting? Which U.S. city produces the largest share of “pins”on Pinterest?

Find the answers to those questions and many, many more in this collection of 72 fascinating social media marketing facts and stats for 2012.

Read full article via 72 Fascinating Social Media Marketing Facts and Statistics for 2012 | Jeffbullas’s Blog. via guest post Tom Picks

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The Most Creative B2B Marketing Tactics Online

Paper is a good read for B2B companies.  The pace now demands more than a simple website.  Your tactics must be at least one step better than the competition.

Excerpt: Gone are the days when building a simple website and utilizing a basic online marketing tactic or two constituted an acceptable B2B marketing strategy.

In today’s increasingly crowded and competitive online marketplace, for small B2B technology companies to grasp their audience’s attention, they’ve got to cut through the noise and earn it by utilizing creative and engaging tactics that distinguish them from the competition.

 The report highlights 10 successful, outside-the-box marketing tactics that have helped separate these companies from the competition. Here’s one example:

Read full 14 page paper here http://labs.openviewpartners.com/b2b-marketing-tactics-online/?referrer=exacttarget  From Openview Partners

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Filed under Marketing, Branding, Sales, Advertising, eCommerce & Social Media, Small Business, Website & Digital Media

3 Examples of Solid B2B Social Business Strategies

Good examples of social business strategies that won measurable gains.  Small business social media takeaways on how-to.

Excerpt: The natural gathering around social objects – note here that this means lifestyles, passions, and causes rather than logos and taglines – is a powerful social force that can drive sales and foster brand advocacy. In fact, business professionals focused on specific needs and with specific information to seek or share in response are highly likely to respond favorably to a purpose-built social experience. Consider the following examples, all solid B2B implementations of social technology, and each an example of a simple, well-executed social business program.

Read full article via 3 Examples of Solid B2B Social Business Strategies | ClickZ.

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Content Marketing: Mindjet’s infographic strategy boosts blog traffic 420%, Facebook views 313.4%

Within the case study content are great tips and how-to for all small business marketing…

Excerpt………This case study looks at a B2B software company that developed a content marketing strategy heavily reliant on infographics. The company repurposed its content across multiple channels, and used calls-to-action to both improve traffic to the corporate blog and increase its Facebook views and interactions.

Read full article here……via Content Marketing: Mindjet’s infographic strategy boosts blog traffic 420%, Facebook views 313.4% | MarketingSherpa.

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Filed under Infographic, Marketing, Branding, Sales, Advertising, eCommerce & Social Media

B2B Marketers: Are You Buying Links or Building Links?

Small business need-to-know…..  evaluate your SEO pursuits…..are you within accepted guidelines or trying to accelerate by unacceptable means?  If you are in the latter group, the results could be devastating to your business.

Excerpt……..With Google’s own webmaster guidelines indicating that site owners shouldn’t “participate in link schemes designed to increase [a] site’s ranking or PageRank,” how do you know if you’re participating in a so-called “link scheme” or simply building links to better your SEO efforts?

This is the potential problem.

Read full article…….via B2B Marketers: Are You Buying Links or Building Links? – Search Engine Watch (#SEW).

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