B2B marketers need to stop relying on gated PDFs to white papers and ebooks if they’re serious about lead generation, experts told The Content Experience event in Toronto this week. The two-day conference, which is produced by Uberflip, offered a deep dive into many approaches to creating assets to drive awareness and purchases, but there […]
There are so many questions about Account-Based Marketing (ABM) that Terminus and #FlipMyFunnel have launched ABX Week. Sangram Vajre, Co-founder and CMO at Terminus, Founder of #FlipMyFunnel moderated the first ABX Week Panel Discussion today. He was joined by Deborah Holstien, CMO at Everstring, Morgan Ingram, Manager, Sales Development at Terminus, and Nate Skinner, VP of […]
Most B2B technology companies are trying to make their products smarter with artificial intelligence. Really Simple Systems just wants them to be easier. The company this week released Version 5 of its cloud-based customer relationship management (CRM) system. Aimed at small and medium-sized businesses (SMBs), Version 5’s latest features include drag and drop customisation, a […]
For half a year, Michael Litt woke up to the same thing every morning: a series of wild goose chases to find his next enterprise customer. The founder of Vidyard, the Waterloo Ont.-based provider of video marketing tools, would have spent the previous day pouring through a list of 85,000 companies which had been identified […]
A woman who was one of Google’s youngest hires at the age of 19 has launched an AI startup focused on one of the oldest problems in B2B sales and marketing: connecting with the right people and companies. Node, based in San Francisco, officially came out of stealth mode on Tuesday with more than US$16 […]
Seventy per cent of B2B buyers have to contend with a “bully” on their purchasing committee who pushes their company to choose their preferred vendor, according to a research study from DiscoverOrg. In ‘Why Didn’t They Buy? A Deep Dive Into Buyer Preferences And The Implications For Salespeople,’ a survey of more than 230 business […]
Negotiating a B2B deal requires patience. A B2B relationship can be nurtured over the course of weeks, months or even years before the negotiating parties put ink to a contract. As the principal parties get to know each other, business relationships become quite personal. The logical and pragmatic considerations of business blend with the emotional […]
Samantha Stone, author of Unleash Possible, is a revenue catalyst who helps unleash the possible in organizations that have complex selling processes. She’s a fast-growth, B2B marketing junkie, speaker, consultant and persona coach who has also managed to find time to raise four boys with her husband, David. Throughout her career she has launched go-to-market […]
If you have an online marketing campaign, you probably expect your lead generation website to be accurate. After all, what possible reason would a website have to lie to you? However, the truth is that your website might be keeping secrets from you. What’s more, those secrets can come back to haunt you and your […]
There are few things more exquisitely strange than a three-year-old with an idea. Any idea at all will do. What happens is the enormity of the idea quickly spills out of their tiny heads and into their mouths and thence into the world. They will not be ignored. Ignoring a toddler with an idea is […]
For B2B SaaS brands, selling to solopreneurs and small firms is fairly straightforward, and can even be automated with a good marketing stack. But you may be missing out on some huge potential by ignoring the bigger fish – potential customers on the enterprise level. Focusing on enterprise leads may seem counter-intuitive. After all, they […]
Customer Lifetime Value (CLV) calculates the potential earnings of your business across the lifetime of your customers. Underutilized in marketing, CLV can help you retain and grow your customer base, rather than find new customers. This will allow you to increase revenue in the long run. There are many ways CLV can help you raise […]
Another week has come and gone and it’s time once again for another edition of B2B Trending Conversations, wherein we bring you the latest B2B buzz from Twitter, LinkedIn and other social platforms. This week, we’ve got a couple of AI-related links, a look at the efficacy of brand rivalry in the B2B space, an […]
I’ve written a couple times before about how buyers should select and manage their vendors, consultants and agencies. But it goes the other way as well. Consultants, vendors and agencies who don’t set clear expectations and “train” their clients and customers up front are more liable to experience friction and frustration down the road. Whether […]
Let’s face it. A crucial part of getting more customers for your products or services is getting more people to get to know about it. No matter how good your product is, if no one knows it, no one buys it. This post will help you to generate more B2B leads. You don’t have to have […]
I’ve always been a fan of the Art of War. The Art of War has been around for thousands of years and I’ve applied its strategies to anything that I do in life. This includes marketing, entrepreneurship, sales, and just life in general. The Art of War is broken down into 13 intensive chapters. Even […]
In my defence, I thought this was my 11:00 call coming in, so I picked up. Me: Hello, this is Elizabeth. Scott: Hi Wendy. How are you today? Me: Who is this? Scott: It’s Scott from Universal Printers. How are you doing today? Me: I’m really busy and I have another call. Scott: I hear you, Leslie and I won’t take […]
Today we’re bringing you a book excerpt from Samantha Stone’s new book Unleash Possible. In this excerpt, Samantha shares lessons on how to stop chasing the C-Suite. A client and I were chatting over steamy hot chocolate and scones (yes, I have the best meetings) when suddenly this Director of Demand Generation turned very serious. I […]
The weather outside may be chilling, but the B2B buzz is hot this week on Twitter and across social media. In this week’s edition of our weekly B2B Trending Conversations report, we collect the best of the buzz-worthy tweets and posts and bring them to you in an easily digestible format. We’ll try to take […]
Every now again I become aware that I am being marketed to. I mean more than the usual assault of terrible pop-ups while I’m trying to play Scrabble. I mean I’m in someone’s funnel and the walls are closing in. Lately, I’ve been trying really, really hard to get out of the sales funnel of […]
