What B2B Marketers can Learn About Blogging From the U.S. Army

B2B companies that blog effectively can increase awareness, preference and credibility, as well as generate and nurture leads all the way down the sales funnel.

The U.S. Army's blogging program, in support of its recruiting efforts, was discussed in an interview conducted by Michael Stelzner from Social Media Examiner. Commenting on the Army's blogging was Greg Swan, VP of Digital Strategy at Weber Shandwick, one of the Army's marketing agencies.

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Topics: b2b marketing, blogging, lead generation, lead nurturing

Why B2B Lead Nurturing Can Be The Golden Ticket to Sales Success

B2B marketers who excel at lead nurturing are growing their businesses rather sweetly by generating more sales-ready leads at a lower cost per lead.

Leads are the lifeblood of any B2B business, and many companies are good at generating them.

However, the problem with leads (and there is one), is that according to Brian Carroll, author of Lead Generation for the Complex Sale, up to 95% of qualified prospects on your Website are there to research and are not yet ready to talk with a sales rep, but as many as 70% will eventually buy from you or one of your competitors.

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Topics: b2b marketing, lead generation, lead nurturing, sales

5 Steps to Developing a B2B Email Marketing Plan

B2B marketers who are smart about email marketing can build awareness and preference, and generate cost-effective leads and inquiries.

Email marketing is one of the most effective marketing tactics available.  In an Ad Effectiveness Survey commissioned by Forbes Media, email and e-newsletter marketing is the second most effective tool for acquiring customers (after search engine optimization).

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Topics: b2b marketing, lead generation, lead nurturing, email marketing

B2B Marketers: How to Market Your Webinar

If properly marketed, webinars can help B2B marketers cost-effectively raise their profile and generate leads.

Webinars, or web-based seminars are presentations transmitted over the Web, and include interaction of various types between the audience and the presenter.

Because of their emphasis on educating rather than hard-selling, webinars have become a popular and effective means of marketing, particularly in the business-to-business arena.

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Topics: b2b marketing, content marketing, lead generation, webinars

Why B2B Marketers Are Embracing Content Marketing

B2B marketers who use content marketing are lessening their reliance on traditional marketing tactics, and developing highly-qualified leads for less money.

What is content marketing?  Here's how the Content Marketing Institute defines it:

Content marketing is a marketing technique of creating and distributing relevant and valuable content to attract, acquire, and engage a clearly defined and understood target audience - with the objective of driving profitable customer action.

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Topics: b2b marketing, content marketing, inbound marketing, lead generation

101 Lead Generation Ideas for B2B Trade Show Marketing

With the right ideas, B2B marketers can leverage their trade show attendance to refill their sales funnel, bring in new customers and boost sales revenue.


The #1 objective for trade show attendance is lead generation.

In a post in Trade Show News Network by Skyline Exhibit's Mike Thimmesch, the author lists 100 lead generation ideas.

Of course, no exhibitor does all 100 of these tactics, nor should they - it depends on your overall strategy.  Once you have a solid strategy in place, knowing which tactics to employ becomes easier.

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Topics: b2b marketing, lead generation, social media, trade show marketing

How B2B Companies Can Use Pinterest for Marketing

B2B marketers who use Pinterest can increase website traffic, generate leads and increase awareness.

Time Magazine named Pinterest one of the top 50 websites for 2011. It is already one of the top ten social networks, already besting the likes of LinkedIn and Google+.

"Pinterest is a pinboard-styled social photo sharing website. The service allows users to create and manage theme-based image collections. The site's mission statement is to "connect everyone in the world through the 'things' they find interesting." Wikipedia

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Topics: b2b marketing, lead generation, social media

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