Category Archives: B2B Marketing

7 Ways to Change Your Demand Gen Strategy in 2009

Check out another great article from DemandGen Report (and not just because I’m quoted) on how B2B marketers should adapt their demand generation strategy to the new economic climate. Key takeaways: * Focus media strategy on finding the people who are buying now * Craft offers that mitigate risk for… Read More

The Inevitability of Lead Nurturing

On the heels of my earlier post about why B2B companies should make lead management and lead nurturing a key priority comes this fascinating article from DemandGen Report detailing a new survey from Aberdeen: “Lead Nurturing: The Secret to Successful Lead Generation.” Some of the key points to consider: *… Read More

Not Another Article About How to Market During a Recession

No, nothing of the sort. But let’s face it – times are tight, budgets are tighter, and companies we talk to are all looking for ways to make their marketing investment go further. Here then, are some recommendations for how and where to spend today’s demand generation dollars for greatest… Read More

2 Mistakes that Cause Content Syndication to Fail

Many times in this space I’ve talked about the virtues of content syndication as a low risk way for companies to generate a consistent stream of low cost, in-profile leads. However, when we introduce the topic to potential clients we very often hear comments such as: “We tried it, but… Read More

Increasing Referrals from Clients & Prospects

In an economic climate when qualified sales leads are harder and harder to come by, your best source of new business is often the people who already know you: clients, partners, and even existing prospects. Referrals can be especially fertile ground for SaaS companies and other tech vendors whose fortunes… Read More

SoftwareCEO On Surviving The Marketing Budget Crunch

You’re not the only one to notice a sudden flurry of articles and Web content on “how to market during a recession.” Fortunately, Gordon Graham at SoftwareCEO (where I help moderate the Marketing & PR forum) has compiled some of the most compelling tips out there for how to make… Read More

RSS Gains Traction as B2B Marketing Tool

Check out this interesting recent article, “Success Metrics Evolve with RSS,” from the September 15 issue of BtoB Magazine, discussing the continuing evolution of RSS as a B2B marketing tool. Topics covered include: * recent industry developments, including (notably) Google’s integration of RSS feeds into its AdSense advertising tool *… Read More