Don’t Just Be a Content Marketer – Stand Out as a Content Navigator

Guided by Content

Over the years, we have all witnessed the power shift in the buyer/seller relationship. The education that a buying team requires in order to make a well-informed purchase decision is no longer only generated by sales reps. Instead, it is the information featured in various content and media such as white papers, eBooks and videos […]

Smarter Sales and Marketing: 2014 Success Hacks for 2015 Action

smarter sales and marketing succesful hacks

EDITOR’S NOTE: This post is part of our “Smarter Sales and Marketing” series, a regular feature where technology marketing and sales experts will be sharing insight, tools, and best practices to help today’s leaders better integrate marketing and sales strategies for maximum success. You are either finalizing your 2015 marketing and sales plans, or you are preparing for the […]

Redefining Marketing and Sales Engagement

sales engagement handshake

Depending on which marketer you talk to, when it comes to engaging B2B and technology buyers during the buy cycle, they will quote 1 of 4 stats:     Buyers are 57% through the sales cycle before talking to a sales rep – Corporate Executive Board (2010) 67% of the buyer’s journey is now done […]

Social Selling 101 – 7 Essential Tips for Sales Reps to Follow

social selling

“Why should I care about this ‘social selling’ stuff?” The answer is very simple: your clients use it, your competitors use it and it doesn’t cost anything (besides time).  More importantly, Forbes recently shared a post with some data to back it up stating that 78% of sales people using social media outsell their peers. […]

2015 Global Content Marketing Checklist: Are You Localizing?

localization

As you plan your content marketing efforts for 2015, there are a number of things to consider when it comes to development and distribution of your content within specific global regions. One of the most important thing to understand is whether you are effectively localizing your content for the markets you do business in. IT buying […]

What Social Media Marketers Can Learn From the Chicago Political Machine

what social media marketers can learn from chicago poiltics

“We don’t want nobody nobody sent.” Ask a Chicago native what the above quote means, and you’ll hear about the patronage-driven political machine that ruled the city for years (and some say, still does). As the story goes, a man stopped by a ward headquarters in Chicago in 1948 to volunteer. When asked why he […]

Audience Segmentation in Research-Based Content Marketing

customer-segmentation

Original research can fuel effective content marketing campaigns. B2B audiences, in particular, value original research because it offers that rare but high-impact form of persuasion: objective, independent, third-party, peer-based opinion. The subtext of almost all B2B marketing is, “Don’t take my word for it.” Most savvy buyers don’t take the marketer’s word for anything. However, […]

A Holiday Wish List for Technology Marketers

holiday wish list

Well, its that time of year again. The Holidays are in full swing and technology marketers are busy making their lists and checking them twice to make sure that they don’t miss these 3 things that should be on every technology marketer’s holiday wish list: Holiday Wish #1 – More actionable intelligence for your sales teams There […]

The Challenges of Marketing to the European CIO

pitching the european CIO

Bridging the gap between business and technology, the role of the CIO is like no other and striking the right balance with messaging continues to be a challenge for marketers. As with any successful marketing campaign, the key is making sure you understand your target – but the CIO has such a wide remit how […]

3 Questions to Ask Before Executing a Named Account Marketing Strategy

3 questions_named account marketing

A named account list is a great way to focus your organization on a specific set of companies you are looking to sell your solutions into, but if not deployed properly, can lead to wasted time and opportunities for your sales and marketing teams. Before you execute a named account marketing strategy, there are a few questions you need […]