Are You Targeting the Wrong Job Level with B2B Content?

June 10, 2019 in Strategy by Jami Olive

Did you know that C-level executives delegate the research portion of the buying process to other members of their team about 60 percent of the time? Yet, many B2B marketers create content that specifically targets C-suite executives. In a recent report from NetLine, it was determined that individual contributors are the individuals who download the […]

Best Practices for Email Re-Engagement Campaigns

March 19, 2019 in Strategy by Jami Olive

Every company has a list of leads who, at some point in the past, were interested and engaged with their company, but have since gone cold. Is it worth it to attempt to re-engage those leads and rekindle the relationship? In many cases, the answer is yes, and there’s a recent report that shows 65% […]

Why Are B2B Sales Cycles So Long and What Can Be Done About It?

February 12, 2019 in Strategy by Jami Olive

Wouldn’t it be great if every customer you talked to knew exactly what they wanted and were ready to buy it right then and there? Unfortunately, that’s a rare event for most salespeople. Instead of customers immediately signing on the dotted line, there’s a process – a series of stages – that most customers go […]

Why Aren’t B2B Marketers Making the Most of Analytics Technologies?

January 03, 2019 in Strategy by Jami Olive

In this day and age, there is really no reason that marketers have to only rely on their gut to make marketing decisions as they might have in the past. Technology is advanced, and the collection of data is abundant. In fact, experts believe that by the year 2020, as much as 1.7 megabytes of […]

B2B Marketing Content Must Focus on All Stages of the Buyer’s Journey

December 10, 2018 in Strategy by Jami Olive

In a recent study from the Content Marketing Institute, it was determined that almost half of the content used by B2B marketers so far this year targeted customers in the early stage of the buyer’s journey. This is completely in alignment with the goals that were stated by respondents as to what they hope to […]

How Can B2B Marketers Engage More Targeted Prospects?

October 26, 2018 in Strategy by Jami Olive

It seems that B2B marketers are still struggling to engage targeted prospects. That’s reported to be the biggest challenge in generating new leads, just as it was last year. According to the 2019 B2B Marketing Outlook Survey from Chief Marketers’ website, 57 percent of marketers who responded said that when it comes to lead generation, […]

Are You Targeting the Wrong Job Level with B2B Content?