Insight Selling is the New Solutions Selling
According to the latest B2B customer purchase decision-making survey by the CEB*, the average customer is already 57% of the way through their purchase process
How to Make Your Campaign Message More Personalized
As buyers increasingly engage in self-guided online buyer’s journeys, marketers must find ways to engage with prospects via websites, blog posts and other social media.
3 More B2B Marketing Steps To Improve Sales Enablement
One of the most ubiquitous challenges in today’s business context, crossing departments and industries alike, is the lack of both time and resources – organizations
Six Critical Sales Enablement Strategies for Marketing
With today’s ultra-competitive markets and even tighter marketing budgets, it’s of critical importance to maximize the effectiveness of both marketing and sales organizations. The idea
How B2B Marketers Can Kick-start The Buyers Journey
Finding and getting traction with new customers in today’s highly competitive B2B market remains a major and costly challenge. If you have hot new technology,
Improve Target List Accuracy and Email Success
Crafting a robust list or database requires a combination of clarity of purpose, finesse, and a healthy dose of elbow grease – verifying and validating
5 Steps to Creating Dynamic Content
The old adage “change is the only constant” seems to become ever more accurate as time goes on. Meaning that the pace of change is
Most Disturbing Trend for Marketing Decision-Makers
Our recent survey of 150 senior enterprise marketers from major technology companies offers some interesting insights. Respondents overwhelmingly felt that, “people doing too many tasks;
B2B Marketing Content: Creating Thought Leadership
The faster the rate of change, the more buyers will continue to value thought leadership as a means to understand the possibilities that technology might
Building a Better Content Marketing Strategy
With today’s ever-increasing number of channels and platforms for reaching prospects, developing a solid content marketing strategy is now a vital component of any successful
When to Use a Social Media Poll vs. a Survey
A quick trip around the web illustrates how B2b businesses are leveraging the polling/survey capabilities of various social media platforms, in addition to the more
Better Contact Profiles Drive Sales Pipeline
Selling complex solutions typically requires that account managers engage with a whole range of influencers in addition to the key decision makers. This can be
Doing More with Appointment Making Services
Lisa Vitale Appointment MakingAppointment-making third-party services – while an attractive proposition – may be losing their luster for the B2B market, at least for companies
3 Key Benefits of Psychographic Segmentation
Lisa Vitale on Benefits of Psychographic Segmentation. While there are many ways to segment your target audience, B2C marketers are successfully using psychographic segmentation as
Event Planning to Attract the Right Audience
Lisa Vitale Marketing Maven A recent study found that events are the most effective marketing method for generating demand. But have you ever had to
Creating a Digital B2B Sales Process
Lisa Vitale Sales Process ExpertHere’s a sobering thought for B2B sales people and their marketing counterparts: “…today’s buyers might be anywhere from 60% to 90%
Step 2 – Update the Sales Process
The first of this two part series, Step 1 – Define Your Prospects Better, focused on defining the B2B decision maker. This post will focus
Step 1 – Define Your Prospects Better
The first challenge you face when marketing more complex solutions is to define exactly who is the prospect. If your solution doesn’t fall neatly within