B2B marketing solutions

First and foremost, we have to understand that this is not a game of musical chairs. Those with seats do not want to give up theirs, and they are unwilling to let just anyone pull up a new chair next to them. Funnel Masters (an alumni of Funnel Academy graduates and other funnel zealots) met in an effort to uncover the answer to this question...  

New data reveals that many B2B marketers are committing a major marketing no-no by failing to measure and report return on marketing investments to senior executives.

The internet is a tough environment to make a sale, or even commence and influence a sale, especially for small to medium businesses. It's so crowded with competition and flooded with data that when someone does visit your site, it's a ever increasing challenge for B2B marketers to keep them there.  

Hugh Macfarlane, Founder & CEO of MathMarketing, writes... Is there a failsafe way to engage executives as prospects in B2B marketing strategies? We talked about selling to crazy-busy people when we reviewed Jill Konrath’s presentation titled to that effect, but it’s definitely a topic that B2B marketing professionals are drawn too. This is why I’m confident that Adrian Ott’s presentation will be a welcome addition to the DemandCon agenda. So what will Adrian have to say about the matter?

Hugh Macfarlane, Founder & CEO of MathMarketing, writes... While it is the stuff of frequent debates between Sales and B2B marketing professionals, this is a bit of a chicken and egg argument, because of course they’re interdependent. In B2B marketing, this means figuring out how to optimise leads regardless. Sales relationships require human contact, so even if B2B marketing automation techniques are generating a healthy flow of leads to your company – the process doesn’t stop there, (and probably didn’t start there either). So how do you know you’re doing enough chicken and enough egg?

Hugh Macfarlane, Founder & CEO of MathMarketing, writes... Do you know how to use the internet to find B2B marketing leads? If you’re reading a B2B marketing blog, then your answer is likely a yes. But then comes the other obvious question: are the leads you find via your internet searches of the right quality? There are some great technology solutions designed to help you scour the information on the web for leads, but the biggest costs are incurred by the sales force well after the leads is landed. So how do you get a quality list of leads in the first instance?

Hugh Macfarlane, Founder & CEO of MathMarketing, writes... In B2B marketing it pays to have a plan. The problem is that often companies recycle ineffective plans based on traditional B2B marketing, rather than revenue marketing. A successful transition from one way of doing things to another depends on having the right information to guide you. Even better, if you can follow a proven, well-worn path, you will get to the main road a lot faster than you would alone. If one path is growing revenue and the other isn’t, you need to know which one is which, and why. So does your company have a Revenue Playbook?

Hugh Macfarlane, Founder & CEO of MathMarketing, writes... What value does demand generation technology add to B2B marketing? There are so many complex technology solutions out there that it can become overwhelming to think about which fit your needs well (and that’s once you know what you need). B2B marketing professionals can be forgiven for holding back, but risk seeing their competitors stride ahead, taking early advantage from new technologies. So how do you choose the right platforms for your company?