Make Your B2B Website Work Harder
There is a movement afoot to make B2B websites more productive demand generation tools. It’s about time. The key to prospect engagement is focus, perspective, content and ease-of-use. You have 15...
View ArticleThe 8 Second Imperative
Half of all the people clicking on your landing page bail out by the time 8 seconds elapse according to SilverPop. Optimizing landing pages is the fastest, easiest most cost effective thing you can do...
View ArticleDo I Know You From Somewhere?
Remember business cards? Remember meeting people in the real world? Not the Twittersphere or on LinkedIn, I mean the actual, physical world. Of course, we still meet new contacts in person from time to...
View ArticleDriving Opt-Ins By Getting Your Buttons Right
The goal of the new website is engage customers and enter into an on-going conversation between the brand at their customers. The operational objective is to build a database by encouraging consumers...
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The B2B Marketer’s “New Normal”: How to Use Social Media to Generate Leads
NOTE: Stats not associated with a graph can be found on the Earnest Agency Blog titled, “Vital statistics for every B2B marketer.” Special thanks to Chris Wilson, Managing Director of Earnest Agency...
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The Link Between Lead Nurturing and Buyer Experience Marketing
Image by kardboard604 via Flickr The new buyer experience economy has resulted in shifting the economic value of many sales and marketing tactics over the past couple of years. One approach whose...
View ArticleBuy Them a Drink First…
Buy them a drink first… Here’s a stat…. According to B2B Magazine, more than 23% of B2B buyers are discussing products and services with their peers via social media. In fact, online recommendations...
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Buyerology Trend: Think Demand Fulfillment vs. Demand Generation
This is the third article looking at buyer trends that will influence marketing and sales in the near and foreseeable future. The two previous articles looked at the future of experience creation and...
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Slow Death of the Funnel: Why Buyer Choice Matters to Revenue
IT Buying Process © All rights reserved by Kenny Madden This is part 1 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and...
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4 Ways the Power of Buyer Choice Will Transform Business Marketing
Higher Grade Product Design Concept Models (Photo credit: Jordanhill School D&T Dept) This is part 5 and final article of a limited series on why buyer choice modeling is the new view B2B Business...
View ArticleWhat I Learned from Mobile Marketing Day 2012
Recently, I attended a session hosted by DMA and Mobile Marketer regarding the state of mobile advertising, one of the fastest growing digital advertising channels. Over the course of the day I...
View ArticleCreating an Effective Lead Generation Program
Online lead generation, an effective and growing digital marketing solution for brand advertisers, has seen some recent media coverage with the acquisition of the preeminent lead generation conference,...
View ArticleMobile Lead Generation, Still Evolving
Earlier this week I had the pleasure of speaking on the Mobile Lead Gen panel at LeadsCon. The panel reminded me again of the excitement and potential of our industry as I spoke to a packed large...
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Could Your Website Score a Touchdown?
It looks like the San Francisco 49ers couldn't quite make it past the Baltimore Ravens in this year's Super Bowl. In business, we also strive to pull ahead and stand out among leading competitors....
View ArticleNew Studies in Nurture vs. Nature – How BtoB Brands are Increasing the...
The latest research is showing a clear positive correlation regarding a company’s success and lead nurturing, a process that provides relevant, meaningful communications to a prospect to lead them to a...
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5 Buying Behaviors of the Persona Buying Cycle
“It is good to have an end to journey toward; but it is the journey that matters, in the end.” ― Ernest Hemmingway The concept of buyer personas, as a means for understanding buyers, has been around...
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Is Your Lead Generation Off-Target?
Marketo wants to talk revenue cycle and lead nurturing #marketotour (Photo credit: servantofchaos) A problem facing organizations today is generating more leads. Making this issue even more...
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7 Big Questions for B2B Marketers in 2013
Questions? (Photo credit: Valerie Everett) The more change occurring the more questions arise. This year is no exception. B2B Marketers are experiencing ongoing as well as new challenges as we start...
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5 Buyer Behaviors Reshaping B2B Marketing
One thing we can count on is by the time you have finished reading this buying behavior may have been altered one again. Changes in buyer behaviors continue unabated. This is making it difficult for...
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What is a Buyer Persona? Why the Original Definition Still Matters.
English: Public Domain artwork of a SVG businessman image (Photo credit: Wikipedia) When I first founded buyer persona development a dozen years ago, I used to get asked, “What is a buyer persona?”...
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