B2B buying behavior « Propelling Brands

Posts Tagged ‘B2B buying behavior’

Balancing the Demand Equation Available September 19

Posted in Demand Generation, tagged Adam Needles, B2B buyer, B2B buying behavior, B2B buying process, B2B marketing, Balancing the Demand Equation, Buyer 2.0, buyer-centric demand generation, content marketing, demand generation, Demand Process Integration, lead generation, lead management, marketing automation, Marketing Infrastructure, marketing technology, organic marketing on August 27, 2011 | 3 Comments »

I’ve written a number of blog posts over the last two years referencing my B2B demand generation strategy book project, and — as a number of you have noted — I’ve been much-to-quiet over the past five months. With good reason (as I’ve been hard at work finishing this project up), but no more. I’m [...]

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The Unspoken ‘Real State’ of Modern B2B Demand Generation 4 of 4: Our Lack of Buyer Focus

Posted in B2B Marketing, tagged Adam Needles, B2B buyer, B2B buying behavior, B2B buying cycle, B2B buying process, B2B marketing, buyer personas, CRM, demand generation, integrated marketing management, Laura Patterson, marketing automation, marketing execution management, Marketing Infrastructure, marketing technology, personas, segmentation, Stephanie Tilton, technology, Tony Jaros on August 12, 2010 | 11 Comments »

This is the final post in a four-part series on B2B demand generation today. Parts two through four examine the three major challenges facing B2B demand generation today. Part four highlights our ongoing failure to consistently place the B2B buyer at the center of our deand generation planning.

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The Unspoken ‘Real State’ of Modern B2B Demand Generation 3 of 4: Disconnect Between Tactics and Revenue

Posted in B2B Marketing, tagged Adam Needles, B2B buyer, B2B buying behavior, B2B buying cycle, B2B buying process, B2B marketing, Carlos Hidalgo, Chris Koch, content marketing, content offers, CRM, David Raab, David Wieneke, demand generation, integrated marketing management, Jim Lenskold, lead management, marketing analytics, marketing automation, marketing dashboard, marketing execution management, Marketing Infrastructure, marketing measurement, marketing ROI, marketing technology, Megan Heuer, revenue outcomes, ROI, technology on August 11, 2010 | 6 Comments »

This is the third in a four-part series on B2B demand generation today. Parts two through four examine the three major challenges facing B2B demand generation today. Part three looks at the second challenge — exploring our continuing struggle as maketers to link marketing tactics to revenue outcomes.

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B2B Content Marketing Strategy and Practice Is Steaming Full-speed-ahead. Are You Onboard? (DG)

Posted in B2B Marketing, tagged Anthony Power, B2B best practices, B2B buyer, B2B buying behavior, B2B buying process, B2B content marketing, B2B lead manaement, B2B marketing, buyer dialogue, buyer personas, buyer-centric marketing, content marketing, David Raab, demand generation, dialogue, dialogue marketing, Heather Rubesch, inbound marketing, Joe Moloney, Joe Pulizzi, Keith Wiegold, lead generation, lead management, lead nurturing, marketing, marketing automation, Marketing Infrastructure, marketing technology, Michele Linn, personas, progressive profiling, Scott Brinker, Valeria Maltoni on July 14, 2010 | 2 Comments »

Adam Needles highlights his latest post to the Silverpop Demand Generation blog — one that looks at the next phase of dialogue around content marketing for B2B demand generation.

This post analyzes three emerging dialogue threads around content marketing, its integration with marketing automation and its role in modern, buyer-centric B2B demand generation.

These threads are: building out the new era of dynamic, buyer-driven content marketing campaigns; closing the loop so that it’s clear what content has impact and how to tune your content mix; and developing the right skill set and building the right team to effectively manage your B2B organization’s content marketing ‘machine.’

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Index of My B2B Marketing Posts Over the Last 12 Months

Posted in B2B Marketing, tagged Adam Needles, B2B buyer, B2B buying behavior, B2B buying process, B2B marketing, content marketing, CRM, demand generation, email marketing, enterprise marketing management, lead management, marketing automation, marketing execution management, Marketing Infrastructure, marketing measurement, marketing metrics, marketing ROI, marketing technology, ROI, sales/marketing alignment on July 6, 2010 | 3 Comments »

Index of B2B marketing blog posts by A. Needles on Propelling Brands and other sites over the last 12 months.

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What’s Behind the Rise of Content Marketing?

Posted in Innovative Ideas, Marketing Programs, tagged Ardath Albee, B2B buyer, B2B buying behavior, B2B buying process, B2B marketing, Blake Hinkley, bottoms-up marketing, C. Edward Brice, Charlene Li, Chris Koch, content marketing, CRM, demand generation, dialogue, Groundswell, Joe Pulizzi, Josh Bernoff, Laura Ramos, marketing, marketing automation, marketing channels, marketing technology, mass one-to-one, Michele Linn, organic marketing, Stephanie Tilton, Valeria Maltoni, Web 2.0 on January 27, 2010 | 35 Comments »

Adam Needles examines the dynamics driving the emergence of content marketing as a new B2B marketing discipline.

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Why ‘Personas’ Are the Secret Sauce for Effective Marketing Automation Campaigns and the Key to Achieving a ‘Mass One-to-one’ Strategy

Posted in Innovative Ideas, Marketing Programs, tagged Adele Revella, Angela Quail, B2B buyer, B2B buying behavior, B2B buying process, B2B marketing, buyer personas, customer scenarios, Customer-Centered Selling, David Meerman Scott, demand generation, dialogue, innovation, integrated marketing communication, integrated marketing management, Laura Patterson, lead generation, lead management, lead nurturing, lead scoring, marketing, marketing automation, marketing channels, Marketing Infrastructure, marketing technology, mass one-to-one, NPSD, Patricia Seybold, personas, ROI, social media, Steve Mulder, technology, Todd Wilkens, Tony Zambito on October 30, 2009 | 23 Comments »

Adam Needles analyzes why ‘personas’ are the secret sauce for effective marketing automation campaigns and the key to achieving a ‘mass one-to-one’ strategy. This piece dispels mythology and focuses in on what personas really are, and what are they not. Moreover, it addresses address why personas are such a good fit for the new challenges we face today as B2B marketers.

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