Category Archives: B2B Marketing

When Your Buying Stages Don’t Match Your Customers’ Needs

As we discussed in part 2 of this series, even the largest and oldest companies are facing a new B2B selling environment where “old school” marketing and sales just isn’t as effective. Companies that talk TO their prospects instead of listening and … Continue reading

Posted in B2B Marketing, Customer Experience, Customer Loyalty, Customer Service | Tagged , , | Leave a comment

Does Your Company Understand That It’s Not All About You?

As we discussed in part 1 of this series, much of today’s B2B selling cycle happens online without human interaction. When done right, the brand delivers a clearly-defined experience driven in large part by the customer’s previous digital behavior. The … Continue reading

Posted in B2B Marketing, Customer Behavior, Customer Experience, Customized Service | Tagged , , | Leave a comment

When Prospects Won’t Play It Your Way

Company X has just built a new eCommerce site and is consider adding an extra layer of cyber security. VP Bob volunteers to research the product category. Google points him towards Acme, a mature leader in the space, and he … Continue reading

Posted in B2B Marketing, Customer Experience, Customer Loyalty, Customer Segmentation, Uncategorized | Tagged , , , | Leave a comment

The One Thing Keeping Enterprise Marketing Organizations from Real Impact (and How to Address It)

In the last decade, Marketing Technology (MarTech) has proved to be a powerful integrating force within B2B enterprise marketing groups. But counteracting that strength is a powerful and persistent weakness. Since joining The Pedowitz Group, and in my own B2B … Continue reading

Posted in B2B Marketing, Customer Experience, Marketing Automation, Thought Leadership, Uncategorized | Tagged , , , | Leave a comment

Feast or Famine in the Marketing Automation Space?

Feast or Famine in the Marketing Automation Space? The power of Marketing Automation can be mighty, which is why I was sorry to see the announcement that Adobe is purchasing Marketo. There are many advantages to the acquisition, as described … Continue reading

Posted in B2B Marketing, Digital Marketing, Marketing Automation, Uncategorized | Tagged , , | Leave a comment