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Marketing fights Sales – and everyone wins!

Marketing fights sales

What’s the purpose of B2B marketing? Ask the question of any attentive marketing student and they’re likely to reel off a description that somewhere, somehow, involves increasing demand for the company’s products. But marketing is also about managing demand, too, which may actually require reducing demand – or moving demand away from particular products in a company’s range. That said, it still seems counter-intuitive to create marketing or sales materials aimed at putting a dent in sales…

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Is your company magazine a one-hit wonder?

Is your company magazine a one-hit wonder?

Company magazines continue to consume a significant proportion of many B2B marketing budgets. Understandably so, as magazines can be a great way to profile the company’s achievements, internally and externally. But many companies have a long way to go before their content can easily be found and consumed online – that is, read, watched, listened to, or clicked on. No wonder it’s easy to question the business case for a magazine. Is it worth applying so much time and budget to a magazine if its long-term reach and impact is limited? Continue reading

Innovative employees go against the flow

Innovative employees go against the flow

“If you always do what you always did, you will always get what you always got.” These magical words are usually attributed to someone famous – perhaps Einstein, Mark Twain or a long list of others depending on who you believe. In any case, there’s plenty of truth in the idea, I think you’ll agree.

I thought again of those words when I attended a seminar held by DABF (Danish-American Business Forum) and found the happy ending to a business fairytale I think of almost every time I see someone trying to go against the status quo in an organization. Continue reading

New report: B2B buyer behavior online

New report about B2B behavior

Marketing technology firm Software Advice has released a new report on online B2B buyer behavior, detailing business implications for inside sales professionals in 2014 and beyond. The folks at Software Advice run a highly tuned sales machine where fast phone followups are part of the model, so they know what they’re talking about when it comes to getting visitors to move down the conversion funnel. And for the hungry B2B marketer, there are a few pointers worth noticing.

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Hit the snooze button on your brain’s alarm system

Hit the snooze button on your brain's alarm system

When we’re exposed to change, our individual behavior is often challenged due to the reactions and influences we are exposed to. Does the changing environment determine our actions and behaviors, where feelings and experiences are internal states that accompany congenital and acquired response patterns? Or do people navigate themselves through their own will and their freedom to choose when exposed to situations and circumstances they want to avoid? Continue reading

Think you’re a good judge of people? Think again!

Are you a good judge of people?

Think of a time when an employee or team member performed a task particularly poorly. Was your reaction harsh – or did you even punish them? They probably performed better next time, but don’t think you had anything to do with it. Here’s the proof from one of the world’s great thinkers! Continue reading

Marketing technology and the challenges it brings for B2B

Marketing Technology and the Challenges It Brings for B2B

Considering the rate at which technology is advancing, it’s a fool’s errand to try to stay in front of the latest developments. Most marketers are more concerned with staying on board with the latest, but that can be pretty confusing too when there are so many concerns on the table. A vocabulary rich in buzzwords won’t get the job done, nor will a whole suite of sophisticated marketing tools that nobody knows how to use properly.

So, for the small- to medium-size business with limited marketing resources, what are some concerns to focus on? Continue reading

Tape your mouth shut for 3 days

Are you listening?

Surprising advice by Stuart Symington, CEO of Perishable Products Export Control Board (PPECB) in South Africa. What’s he getting at? Something deeper than just peace and quiet in his daily life, I’m sure.

How many business meetings or professional discussions have you had where you’re left feeling frustrated at being talked at the entire time without the opportunity for discussion or reflection? How many times have you yourself done that to other people?  Continue reading

Is the B2B printed brochure dying?

The end of the printed brochure?

Mark Hanley, president of Massachusetts-based consulting house I.T. Strategies, recently asked me for my opinion on the state of the market for printed brochures. Do printed sales materials have a future or are they on their way out? It’s a great question, and one which is brought up time and time again by marketers in meetings I attend.

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The drive for more business credibility and returns from marketing

Marketing is dead

I recently read an interesting Harvard Business Review blog post “Marketing is Dead” exploring the views of CEOs on Marketing and business credibility. In the post, author Bill Lee states: “…. CEOs have lost all patience. In a devastating 2011 study of 600 CEOs and decision makers by the London-based Fournaise Marketing Group the result was that:

  • 73% of them said that CMOs lack business credibility and the ability to generate sufficient business growth
  • 72% are tired of being asked for money without explaining how it will generate increased business
  • 77% have had it with all the talk about brand equity that can’t be linked to actual firm equity or any other recognized financial metric….”  Continue reading