Category Archives: B2B Marketing

demand gen predictions

6 B2B Demand Gen Predictions for 2020

The rate of change in B2B marketing and marketing technology continues to accelerate, and 2020 promises to be no different. I asked the best subject matter experts I know, my colleagues at Spear Marketing Group, what trends they think will highlight the next 12 months in B2B demand generation. Here’s… Read More

data privacy regulation

Infographic – The Next Wave of Data Privacy Regulation

When the California Consumer Privacy Act (CCPA) takes effect on January 1, 2020, it will only be the latest (and not the last) in a wave of data privacy regulation to hit B2B marketers.  It’s easy to become numb to the torrent of news, tips, and warnings about CCPA on… Read More

third-party intent data

Do You Want Intent Data with That?

If you could layer third-party intent data into every lead gen program you run, would you do it? In other words, would you only ever want marketing leads from prospects pre-determined to be actively researching your category, solution, use case, etc.? My argument: no, you wouldn’t. I was part of… Read More

email bots

Email Bots: What They Are, Why They Matter, and How to Stop Them

Congratulations: your last email campaign generated a really high click-through rate.  Or did it? It’s an issue that B2B marketers are experiencing with increasing frequency: open rates and click-through rates that don’t quite match up, typically in the form of an abnormally high “click to open” (CTO) rate.  The culprit?… Read More

leads don't convert

4 Solutions to Consider When Marketing Leads Don’t Convert

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message 2) lead nurturing may not be doing enough to… Read More

Preparing for CCPA

CCPA: What B2B Marketers Need to Know

Another new year approaches and, with it, another major data privacy regulation takes effect.  This time, it’s the California Consumer Privacy Act (CCPA), which becomes law on January 1, 2020.  Don’t be fooled into thinking that only California companies need pay attention.  Even if you’ve already established more stringent data… Read More