For obvious reasons, B2B marketers have always craved insights about their current and potential buyers. Such insights can enable astute…
B2B Buyers
Four Keys to Strong Customer Relationships
A recent report by Accenture Interactive provides several interesting insights on both the fragility of B2B seller-buyer relationships and what…
Why Your Marketing Content Should Be “Job Focused”
The first step to designing an effective marketing strategy and creating compelling marketing content is to understand what your potential…
A Fresh Look at Millennial B2B Buyers
The role of millennials in B2B buying decisions, and their distinctive attitudes and behaviors as business buyers have become major…
Have the Differences Between B2B and B2C Marketing Disappeared?
Recently, it’s become popular to downplay the differences between B2B and B2C marketing. Some industry analysts and commentators have forcefully…
Marketers Get Better At Strategic Content Management
Marketers have made noteworthy progress in managing content strategically, but still have work to do to match content with the…
Why B2B Buying Cycles Are So Long
(The following is a post I published about two years ago. Since then, the number of people in the average…
Two Ways to Make Personalization Welcomed
In my last post, I discussed the inconsistent and often contradictory attitudes of consumers and business buyers regarding personalized marketing.…