I just read an interestng post at the Smashmouth Marketing Blog about the importance of timing when it comes to reaching business prospects at their desks. According to an MIT/InsideSales.com study, you are 2-3 times more likely to catch someone in the eastern time zone between 4 and 5 pm as you are between 11 am and …
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Here are our most recent posts. Or view our complete blog at http://greatB2BMarketing.com
Use Pull Marketing to Communicate with the SMB Market
Posted: May 15 2012 by Christopher Ryan on our GreatB2BMarketing.com blog in Pull Marketing
In his April 17, 2012 blog post at tellallmarketing.com, Ray Schultz addressed the issue of How Brands Are Failing Small Businesses. Schultz makes a number of important points in the post but one of the most interesting is the high cost of the disconnect that exists between how business owners learn and how marketers attempt to reach them. According to a major survey by Inc. magazine and Cargo, a B2B agency, here are the channels that business owners deem important ...
D-Day Marketing: The Land and Expand Strategy
Posted: May 4 2012 by Christopher Ryan on our GreatB2BMarketing.com blog in B2B Sales
Let’s start today’s post by acknowledging one important fact. It is usually much, much (did I say “much”) easier to up-sell an existing customer than it is to find a new customer. Yet, our marketing efforts are often focused on selling the whole enchilada to the customer on their first experience with us. This is often counterproductive, and why you may need to adopt the “land and expand” marketing strategy. This is where the “D-Day” analogy comes in. ...
Marketing Statements that Show Your Company is Out of Touch
Posted: Apr 23 2012 by Christopher Ryan on our GreatB2BMarketing.com blog in Business to Business Marketing
As B2B marketing outsource providers, we get to hear some interesting statements about marketing. Some of these statements indicate a philosophy that can be detrimental to achieving your marketing and sales objectives. If you hear any of your internal personnel saying any of the following, consider it a red flag and address the issue right away.Why should we spend any more time working on the website? That’s what our sales team is for. This is a very scary ...
When in Doubt – Start Marketing
Posted: Apr 13 2012 by Christopher Ryan on our GreatB2BMarketing.com blog in B2B Marketing
Many B2B marketers suffer from factors that prevent them from taking marketing action. This article discusses these factors and talks about the best strategies to take to build awareness and generate leads. ...
B2B Lead Management – 6 Best Practices
Posted: Apr 3 2012 by Christopher Ryan on our GreatB2BMarketing.com blog in B2B Leads
Companies that succeed in marketing not only generate a large quantity of sales leads but they also do a good job of qualifying and nurturing these leads to make sure they become customers. This article discusses six specific B2B lead management best practices. ...
Pull Marketing – a Valuable Strategy to Stay in Touch with Prospects
Posted: Mar 23 2012 by Christopher Ryan on our GreatB2BMarketing.com blog in B2B Marketing
Timing is an important consideration in B2B marketing. B2B companies can use proven lead nuturing, pull marketing and social media techniques to stay in touch with prospects until they are ready to engage in the sales process. ...
B2B Marketing Game Changing Ideas
Posted: Mar 15 2012 by Christopher Ryan on our GreatB2BMarketing.com blog in B2B Marketing
This article discusses seven B2B marketing strategies that can lead to major improvements in marketing or sales performance. ...
Measuring B2B Marketing Success
Posted: Mar 8 2012 by Christopher Ryan on our GreatB2BMarketing.com blog in B2B Marketing
It is not enough to execute good marketing programs - you also need to know the measurement criteria that define marketing success. This article discusses six marketing measurement categories. ...
A Formula for B2B Marketing Success
Posted: Mar 1 2012 by Christopher Ryan on our GreatB2BMarketing.com blog in Marketing Formula
This article discusses a specific formula for B2B marketing success. Frequency and impact are covered as imporant elements of marketing strategy as well as talking to your prospects when they are in a receptive mindset. ...
Content Marketing – Quality vs. Quantity
Posted: Feb 23 2012 by Christopher Ryan on our GreatB2BMarketing.com blog in Content
Marketing content is an important component of effective B2B marketing. Quality and quantity are both important attributes of good online marketing content. This article discusses the miminum quality and quantity standards for content marketing. ...
Marketing Tactics Must Always Follow Strategy (by Christopher Ryan)
Bill Petro just sent me a link to an August blog post by Seth Godin titled When tactics drown out strategy. Seth made some great points as usual and it got me to thinking about the many times I have been asked to execute a marketing campaign when the person doing the asking could not clearly …
Change in Diet or Lifestyle? (by Chris Ryan)
John Leavy and I were discussing a client’s B2B marketing needs the other day. We were both frutstrated about how many things needed to be fixed. Marketing and sales definitely have a lot of moving parts and in this case, most of the parts were rusty. John blurted out a blunt but profound statement, “These …
B2B Lead Issues
In research reported in Brian Carroll’s B2B Lead Generation blog (http://blog.startwithalead.com), the biggest pain point (34%) is converting leads to pipeline revenue.
Start Measuring if You Want to Improve
Good marketing is both an art and a science, and unless you can explain how you and co-workers measure and report on your work output, you will not be recognized as a good marketer, let alone be viewed as an indispensible employee in a tough economic climate. Start by asking six questions:
