Exploring Careers: Searching for A Savvy Business Development Leader

Posted by Lauren Farrell on June 21

Business Development Director

Historically, Business to Business (B2B) marketing has lived up to the stereotype of being stale and dry. While often lacking the creativity that is often found in Business to Consumer (B2C) marketing, a new era has arrived across all industries of B2B. With a disruptive mindset, and a focus on engaging prospects and audiences with information and educational, inspiring stories, marketers today are removing the stereotype that once existed. From creative storytelling in video, to the prominent use of infographics and podcast shows, marketing is rapidly changing in B2B.

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Topics: B2B Marketing, Marketing and Sales, Hiring

Five Marketing Trends to Watch in 2019

Posted by Kevin McInerny on January 28

It seems with each passing year that the rate of change in business is accelerating. This is especially true when it comes to marketing products and services. In this rapidly evolving world, it can be difficult to make predictions, but here are five marketing trends to keep an eye on in 2019.

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Topics: Thought Leadership, B2B Industry News, Marketing, Digital Marketing, Marketing and Sales, Content Marketing Statistics, B2B Content Strategy, Marketing Across Verticals, Video Marketing

From Edison to Bezos: Marketing History Says a Single-Market Focus is the Way to Launch Products

Posted by admin on September 24

Following years of research and development, and after investing a small fortune, you’re finally ready to bring your game-changing product to market. So, how do you go about initiating a successful launch? Your instincts may tell you to promote all your product’s features and benefits to every single applicable market. It may seem counter-intuitive to ignore features or applications.

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Topics: Marketing and Sales, Marketing Across Verticals

Making The Transition From Operations to Optimization Within Your Sales Strategy

Posted by Kevin McInerny on March 29

Sales Operations Should Equal Sales Optimization

Like many aspects of business in the 21st century, Sales Operations is changing. How? Well, it’s moving quickly from a reporting and administration function to much more—think of it as Sales Optimization. Longer buying cycles and global competition may be eating into your organization’s numbers. It’s time to address the increased cost of sales head on by taking a closer look at your Sales Operations team.

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Topics: Automated Sales, Sales Cycle, MarketScale B2B Marketing, Marketing and Sales, Millennials, Optimization

Why Marketing and Sales Need to Collaborate on Content Strategy

Posted by Owen Matson, Ph.D. on April 19

Marketing and sales tend not to have a reputation for collaboration—in terms of partnerships, the two are more likely to inspire comparison to King Kong and Godzilla.This is a big problem. Without a sales content strategy – a plan that targets leads through strategically segmented and valuable content throughout their entire decision-making process – your sales process simply can’t win.

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Topics: Content, B2B Marketing, Content Strategy, Marketing and Sales

Is Your Sales Team Getting the Content it Needs?

Posted by Owen Matson, Ph.D. on April 6

"Don’t Make Your Sales Team Run Marathons on Milk Duds."

Let me explain.  See, I had this kind of absurdly anxious nightmare.  Our firm was in some kind of Olympic race—but not really The Olympics.  (You know how dreams are.)  Anyway, we were sending our sales team out to run a marathon.  For some reason, I said, "they can't run on an empty stomach."  Then the sales team looked at me.  Somehow, I realized I was in charge of the food.  Then I gave them each a Milk Dud.  That’s right—a Milk Dud, the odd little chocolate-caramel candies in the yellow box. Except I didn’t give them a box of Milk Duds--just a Milk Dud, singular. They looked confused and disappointed.  I felt guilty and anxious.  Then we lost the marathon.   

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Topics: B2B Marketing, Sales Cycle, B2B Content, B2B Social Selling, Content Marketing, Marketing and Sales

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