Content marketing for B2B companies is now an established route to market. It works when done well. But the problem is that it’s often not done well—not nearly as well as it could be. The result is fragmented experiences that leaves buyers and … [Read more...]
Keeping Your Content Marketing Rhythm during a Reorg
Companies undertake operational reorganization for a variety of reasons. Whether to catch up with a business landscape that changed faster than forecast or perhaps to take advantage of a clearer path to regain growth potential or even to recover from … [Read more...]
Marketing Automation is NOT the Silver Bullet for B2B Marketing
Earlier this year, Ascend2 asked B2B marketers how successful they considered their use of marketing automation. Only 25% said they were very successful, yet 91% of them agreed that marketing automation was very important to the overall success of … [Read more...]
How Collaboration Contributes to B2B Buying Journeys
I interview a lot of people during buyer persona projects. This includes representatives from product development, customer service, sales teams, marketing professionals of various flavors, and, of course, customers and prospects. The thing that … [Read more...]
Why B2B Marketers Must Address Status Quo
When I do strategic planning workshops with my clients, we get into a lot of discussions about buying stages. Anyone who's followed me for a while or read my books knows that I always start very early in the process with the stage of Status … [Read more...]
