In 2012, International Data Corp. conducted its “Buyer Experience Study,” in which the research firm polled nearly 200 BtoB technology buyers on the reasons why they buy. The survey asked respondents to rate how various information sources influence their technology purchase [...]

The decision to add “tele” to your arsenal will soon be easy. If you don’t, you’re dead. What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B [...]

If you read my roundup of this week, you may have noticed that there was a video from Matt Cutts answering to a question about the top SEO mistakes…

Having watched it at least a couple of more times, I decided to delve into it a bit deeper and run through some of the things [...]

When you’re creating any sort of communication aimed at a potential buyer, you want them to do what?

When I ask this question, I typically hear a range of answers like:

• Know more about our business
• Understand how we’re better than our competitors
• Wonder if we’re the right fit for them

And of course….

• Buy what we [...]

Is the B2B (IT) services industry adapting to a changing buyer behavior and shifting investments in marketing tactics and tools? The answer is obviously yes. Digital, social, content, it’s all there. However, the reasons why and the integrations deserve a closer look.

As I mainly work for B2B organizations in the ICT and [...]

Why content variety matters

Marketing is an activity that requires at least an idea of what we want to achieve, how we want to achieve it and how will we check if we achieve it. With an expensive word: a “strategy”. Strategies, plans etc. are important although the results are in the hard work, execution [...]

The world has changed.  Things are different.  This is the new normal.  This ain’t your grandaddy’s marketing.

We can say it a million ways but some folks just aren’t going to get it.  Or at least not yet.

With the tools out there, the connections that can be made and the audience’s diminishing tolerance for being shouted [...]

I get a lot of email. I classify it three ways: stuff I must read, stuff I might read and junk. The “stuff I must read” goes to the top of my to-do list. The “stuff I might read” is shuffled over to a corner of my inbox for that blessed day when I finally [...]

One problem that many companies may face, is the difficulty of getting good PR performance in social media; all brands want to experience a certain degree and volume [...]

Marketing is getting the details right.  And its always the simple things that companies mess up.  Lt me give you an example.

As you may know, I travel quite a bit. I’m a big believer in maximizing my travel by being a loyal brand consumer…which gains me status, points and makes my travel life easier and [...]