Content Strategy

B2B Messaging: It’s Harder Than B2C – B2B Marketing Article

Business to Business (B2B) messaging is more intellectually stimulating and harder to create than Business to Consumer (B2C) messaging. B2B messaging is harder to test as well, which is why the use of solid research methods is critical. These challenges exist for one simple reason: B2B sales are more complex. Consequently, this complexity leaves B2B marketers with a heavy burden, one that can only be lightened with solid customer insights. B2B Buying Happens By Committee With B2C sales, a marketer…

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You’re Looking at the Marketing Funnel the Wrong Way. Here’s Why… – B2B Marketing Article

You’d be hard pushed to find a marketer who doesn’t use a marketing funnel somewhere in their marketing strategy. Our relationship with funnels goes way back… However, how accurate is our understanding of the funnel model? This article points out the fundamental flaw of looking at the marketing funnel the wrong way. Read on to discover how you can adopt the right perspective and in turn build better demand generation programs built on insight and accurate audience data. Reading time:…

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Make the Move to Audience-Centric Content in 6 Steps – B2B Marketing Article

Buyers always want to know “what’s in it for me?” Answering with product-centered information is a surefire way to lose their attention in a hurry. It’s so important that I decided to revisit a SiriusDecisions presentation about its Go-to-Market Execution Model in 2017 that helps ensure you’re transforming product-centric content to audience-centric engagement. The Go-to-Market Execution Model delivers a blueprint to operationalize sales, marketing and product alignment to grow the business faster with audience-centric messaging. Marisa Kopec, VP, Innovation and…

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Developing a Visual Content Strategy – Marketing Article

Developing a strategy is complex, and for many of us, anxiety inducing. It’s not easy to figure out where to start and how to proceed. Too often, content marketers are out there working without a strategy, or working within one that is far too restrictive. When things don’t work out as planned, it’s necessary to go back to the beginning and reassess the foundation of the strategy. This is difficult because it means giving up on good work in…

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The B2B Decision Making Unit (DMU); The Real Faces of Persuasion – B2B Marketing Article

Reading time: 4 minutes We kicked off our new B2B Marketing Mini Series on Segmentation with an article exploring 5 common pitfalls many Account based marketing (ABM) strategies fall down (read full article here). One main obstacle identified was the neglect to factor all the different members of the decision making unit (DMU) into your B2B marketing segmentation strategy. The Harvard Business Review estimates that “the number of people involved in B2B solutions purchases has climbed from an average of…

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