Why your B2B marketing plan may be worthless

  Marketing creates a plan. It’s a great marketing plan and any dispassionate viewer would say it’s just a beautiful marketing plan, but it’s completely and utterly worthless. If Marketing has a great plan but nobody else buys into it, then it’s a useless plan. I’m going to show you today, how to get buy […]

How to use content marketing for lead generation: New research!

Content marketing’s star continues to rise in its role as a key tactic for lead generation. B2B businesses need to address the increasing importance of content marketing according to just-released research from well respected MarketingProfs and the Content Marketing Institute. Further insight has made it increasingly clear that “random acts of content marketing” simply don’t […]

How to choose the right market for your business

If your growth is not what you need it to be, don’t blame your product. It might be that you’re selling to the wrong market. In B2B marketing, it’s easy to blame your solution – it’s too expensive, out of date, lack features, isn’t competitive. In this video blog sales funnel guru, Hugh Macfarlane explains […]

In complex sales, your fiercest competitor is often “do nothing”

It’s bad enough when, after a long, complex and resource-intensive sales campaign, you end up losing to the competition. But at least you’ve got the satisfaction of knowing that somewhere in the process you were probably outsold, or failed to acknowledge a competitor’s advantage that was always going to be difficult to defeat. But what […]

B2B Marketing: The Trouble with Thought Leadership

Joel Kurtzman, editor-in-chief of the Booz Allen Hamilton magazine Strategy & Business first coined the term “thought leadership” in 1994. I wonder if he knew what he was starting? It’s nearly impossible to find a B2B focused marketing plan that doesn’t include it as an objective, but in my experience – and maybe yours – […]

Choose the right problem to trouble the right buyer

Troubling the market about the wrong problem may actually help your competitor more than it helps you. Businesses spend money to fix problems or to avoid problems in the future, therfore buyers want a solution to meet their need and percieved problem. If they believe that they have a problem that a competitor solves better […]

The 7 things every business leader needs to know about their website design

We are well and truly in the era of the online buyer. Every business needs to understand how buyers commence their buying journey and how to exert influence over that journey each step of the way. Your website plays a crucial role in hooking and reeling in interested buyers.This means your business needs to provide […]