The B2B marketing playbook must shift from tricks to education
Instead of trading information for contact information that’s passed on to a BDR, marketing in B2B tech organizations must center on education and helpfulness “I want them demo-ing the software because when they see the software, they buy it.” That...Read More
Not just seen, but believed: trust is the new mandate for marketing and comms
Marketing and comms puts most of its emphasis on reach when we’d be better served by putting the emphasis on being believed The lack of trust that’s emerged in American society is pervasive. It’s woven into nearly every institutional pillar,...Read More
Marketers focus on demand generation increasingly seek to build trust
It’s good that trust is back in fashion for demand generation at the strategic level – but we’ve got to put those words into action across all marcom tactics too “How do marketers balance trust-building with immediate lead generation?...Read More
Sometimes B2B marketing just tries too hard
It’s not that we need a new playbook, or a new idea, or new way of doing things; we need to execute on the tried-and-true fundamentals of marketing, communications and psychology. This post is merely a musing. It’s thinking out...Read More
A marketing and PR superpower [not another lesson from the election]
If marketing and PR have a superpower it’s the ability to put what you think aside and look at things from your audience’s perspective In the days following the 2024 election, I had to smile at the number of marketing...Read More
Study says influencers that turn off social media comments aren’t very influential
This B2B marketing pitfall risks wasting your spend on influencers – and may have implications for social advertising, email marketing and even internal communications The use of influencers is on the rise in B2B marketing. Influencer marketing is like advertising...Read More
Pair of surveys show why B2B tech needs to work on their customer marketing efforts
Most B2B tech companies aim to improve customer retention this year, putting a renewed focus on building sustainable customer marketing teams that contribute to retention, and more importantly, measurable growth; Years ago, a SaaS company I was working for hired...Read More
Only 5% of B2B buyers are in market today; but where did that statistic come from?
Sometimes statistics shared on social media take on a life of their own – that’s a problem if we don’t understand the source and methodology; here’s the source on the “95:5 rule” Only 5% of B2B prospects that vendors are...Read More
Personalization matters: new webinar benchmarks and metrics for 2024
An analysis of the behavior of more than 30 million professionals across webinars, virtual events, content hubs and landing pages shows personalization improves performance Webinars were all the rage during the pandemic. With live events out of consideration, virtual presentations...Read More
The problem with ‘profitable growth’ is that it doesn’t scale like investors hope
Research shows new customer acquisition rates are falling in SaaS as tech companies slash marketing to make a margin; high-growth tech companies can be profitable, or they can scale, but they cannot do both at the same time Years ago,...Read More
