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Category: B2B Marketing

7 Steps to Effective Lead Nurturing: Reactivate Your Email Lists in 2015

email marketing

Do you struggle with email marketing? You’re not alone. B2B marketers often underestimate the efforts needed to remain in front of their hot leads. Their typically long sales cycles make it all too easy to deviate from the strategic and systematic follow-ups needed to push leads into the customer… Read more…

Guesswork to Science: How to Fix B2B Lead Generation With Intent Signals

shake hands

Wasted marketing budgets fueled by spray-and-pray marketing tactics. Low marketing-to-sales lead conversions. Poor alignment between sales and marketing teams.

Do these scenarios sound familiar to you? I’d bet yes, because what I’ve described is all too familiar. The B2B lead generationRead more…

B2B Content Marketing Needs To Mature: Here’s How To Develop Yours

B2B marketers value content marketing – this tactic ranked third to in-person events and digital as the most popular line item in Forrester’s 2014 budget survey. On average, B2B marketers say they spend 12% of their budget on content marketing. (subscription required)

But popularity doesn’tRead more…

Predictive Intelligence: The Fuel for Successful B2B Marketing

Consider this scenario: A regional bank is evaluating providers to help it migrate its financial management applications to the cloud. The cross-functional decision-making team is spread across offices and communicates heavily over tools like Skype. In addition to the time team members spend … Read more…

A Very Short Guide on How-To Get Your Content Seen on Facebook

Demystifying Facebook reach and the EdgeRank process.

Many fellow entrepreneurs, small local business owners, and marketers get a little befuddled by Facebook. This can be especially true for B2B folk, but not exclusively (as evidenced by my local yoga studio). Consequently, I thought it could … Read more…

Survey Results Revealed: Are B2B Marketers As Mature As They Think?

When it comes to B2B Content Marketing, the bad news is a skills gap is emerging as most senior marketers are far behind in the effort to produce content that engages buyers. The good news is, we can only go up from here.

In a recent content marketing benchmark study, the Online Marketing Institute, teamed… Read more…

How To Use Predictive Intelligence to Target the Right Buyers and Close More Deals

With 60 to 90 percent of buyers making their purchase decisions before they hit an organization’s sales funnel, marketing and sales are turning to predictive intelligence to capture unknown prospects and target the right leads. As I have been working with enterprise companies on their lead generation… Read more…

How-To Create B2B Case Studies That Deliver Results

Today’s B2B buyers are social.

They no longer immediately call a sales rep when they want to learn about a product. Instead, they search Google or tap their social networks for proof that a product delivers results.

Case studies are a great way to demonstrate this social proof.

A hawkeye study revealed… Read more…

B2B Marketers: The Millennials Are Taking Over, Are You Ready?

By now, you are likely well aware that Millennials (aka Generation Y, age 18-32 today) hold the keys to your company’s future. Many of them are already customers, vendors, and up-and-coming sales rock stars (even though many avoid writing complete sentences or care to use the shift key). By 2025, … Read more…

Is Shorter B2B Content Better?

A client recently asked if I could write a white paper for them. However, when I inquired about the project, I learned that they didn’t want a traditional 10-page white paper. They wanted a two-page article that would fit on a single sheet of paper, so that their sales reps could easily hand it to leads… Read more…

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