Category Archives: B2B Marketing

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

Posted on July 27, 2019 by

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?

Posted on April 7, 2019 by

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 →

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When Prospects Won’t Play It Your Way

Posted on January 27, 2019 by

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)

Posted on December 2, 2018 by

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 →

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Feast or Famine in the Marketing Automation Space?

Posted on September 23, 2018 by

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 →

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Marketing Insanity

Posted on August 15, 2018 by

A quote widely attributed to Albert Einstein reads, “The definition of insanity is doing the same thing over and over and expecting different results.” This is increasingly true in B2B Marketing, where the pace of change has accelerated exponentially in … Continue reading →

Posted in B2B Marketing, Customer Experience, Digital Marketing, Employee Experience, Social Media CRM, Uncategorized | Tagged , , , , | Leave a comment

What’s a CMO to Do?

Posted on May 9, 2018 by

According to Scott Brinker at ChiefMarTec.com, the average enterprise today now uses over 1000 cloud services. MarTech presents the largest menu of vendor options. As of April 2018, over 7000 active MarTech solutions are available in 47 categories. That’s 700% growth … Continue reading →

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B2B Marketing’s Fault Lines

Posted on April 9, 2018 by

Ten years ago a seismic shift rocked the B2B Marketing community. Marketing Automation Systems (MAS) began cracking our foundations. Suddenly they were “on the radar” of every marketing executive, becoming required learning. Within a few years investments in MarTech were … Continue reading →

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Content Contentment

Posted on March 18, 2018 by

What to Do If You’re Not Content With Your Content Growing companies accumulate a lot of content – good, bad and ugly. Marketing generates everything from short-form materials such as blogs, posts, and web copy to long-format content such as white papers and eBooks. … Continue reading →

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Content Across the Ages

Posted on January 21, 2018 by

In his recent MarketingProfs article, “The Brand-Content Preferences of Different Age Groups,” Ayaz Nanji examines HubSpot survey data and concludes that every age segment has different content preferences. Seems we all consider videos “the most memorable type of brand content.” … Continue reading →

Posted in B2B Marketing, Channel Preference, Content Marketing, Customer Behavior, Customer Experience, Customer Experience Research, Customer Segmentation, Digital Marketing | Tagged , , , , , , , | Leave a comment