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The term “Thought Leader” is nearly 30 years old. It regularly appears in lists of annoying business buzzwords. But it remains one of the most popular methods for B2B organisations to gain potential customers' attention. Why? Because when it’s done properly, it works....
I think I must have had my head under a rock as I hadn’t heard that B2B acquisition costs had gone up until recently, and I certainly hadn’t noticed that much – yet I work in B2B acquisition and live and die by cost-per-lead campaigns. For a recent new business...
LinkedIn, a global social network for business, is one of the few ways to accurately and reliably target core audiences in B2B marketing. The problem is, with 97% of B2B marketers using LinkedIn for content distribution, everyone's at the party battling to cut through...
It’s stating the obvious, but your prospect’s B2B buying process is totally different to the sales process you’ve laid out for them. As marketers firmly focused on the sale, we think about how we think the sales process should go – from early first touches in...
Too often, we see marketers implementing marketing automation platforms without really thinking through the marketing automation strategy and the impact on the business. In most cases, it’s simply time – there’s an urgency to get going with the set-up and transfer of...
Digitalisation is far from a new topic. The adoption of digital practices across all business channels has been happening for a while As marketers, our focus has been to effectively leverage digital platforms for lead generation, lead nurture, brand awareness and...
The path from research to purchasing in the B2B space is long and winding. On top of this, there is the added complication that a B2B buyer rarely travels this path alone. In today’s hyper-competitive environment, buyers are carrying out research up to 18 months...
In B2B marketing we are tasked with lead generation, but is quantity over quality really the best approach? Generating top of funnel leads is expensive and often uses a scattergun approach. Having to review and qualify all those leads – good and bad, is extremely time...
The paths of marketing and sales have always been entwined, no matter how much either side may deny it. The goal of marketing is to raise interest in a product or service (i.e. generate leads), and the goal of sales is to take that interest and turn it into a purchase...
Getting your boss on Twitter is a great way to promote your company and give it a human face, but there’s always a chance it can backfire. Here are some tips on how to get your CEO onto Twitter and how to manage their engagement on the platform. Why does your boss...