Demand Generation 2.0

It’s a timeless scenario we all know: they meet, sense the instant mutual interest and suspect they may have met their ideal match. They could be perfect partners, but one of them just isn’t ready to commit yet. Indeed, this particular tango is all too familiar to marketers. No matter how great a fit your [...]

Based on market trends, needs and forces, here are ten rules for the B2B Marketer that I’d suggest as imperatives to consider when strategizing for 2012.

According to a report from comScore, 60.7 million people in the U.S. owned smartphones during the three months ending in October.  With this type of stellar growth, B2B marketers are seeing how and why an effective mobile marketing message needs to be a top priority for 2011. For companies already testing the waters in mobile [...]

Generating demand and creating it to be forecastable sales pipeline is crucial to a company’s fiscal planning. Marketing groups are often asked to answer the following questions. -What benefit has your function brought to the organization? -Has your strategic plan and tactical mix helped contribute to topline revenue? -How effectively marketing is helping to create [...]

Traditional marketing efforts to generate leads have been very costly. One way to get more from your marketing efforts at a lower cost is to meet your customers where they are—on the Internet. With marketing automated CRM, you can automatically capture leads when people find your site and fill out your Web forms. You can [...]

The job of a worker bee is: tending and feeding young bees (larvae), making honey, making royal jelly and bee bread to feed larvae, producing wax, cooling the hive by fanning wings, gathering and storing pollen, nectar and water, guarding the hive, building, cleaning and repairing the comb, and feeding and taking care of the [...]

Marketing professionals, particularly those in the B2B space, talk about integrated marketing but it is surprising how many marketing activities are still not “integrated” with the whole of marketing. I recently had a discussion with a non-marketing professional who reminded me that many of his colleagues do not understand what integrated marketing is. For these [...]

While Marketing 2.0 is about closer connectivity with Sales, it is also about the end point of our existence – connectivity with the marketplace and more specifically, with our prospects and customers. At the end of the day, it is our customers that make our payroll and while internal collaboration and listening to both internal [...]

As enterprises are racing to adopt social media, it is becoming increasingly apparent that there are some areas where Web 2.0 technologies are having a more dramatic impact than others.  Over the recent weeks, I have been actively engaging with friends, customers, partners and industry experts to understand and discuss where businesses appear to be [...]

We are in a new business climate – call it World 2.0.  You’ve undoubtedly heard about Business 2.0, Web 2.0 etc. – the idea behind this “2.0-fication” is that the critical paradigms governing business have changed radically – almost creating a new dimension of complexity around critical areas such as technology development, sales and marketing, [...]