MQLs Are Passé – Are You Generating MQMs?

The MQM is the new marketing currency. Marketing-qualified meetings (MQM) with prospects and customers drive the sales cycle faster and increase revenue pipeline better. If you are not digitizing the last mile of your marketing campaigns that leads to more customer wins, it’s time to consider the latest marketing innovation. We are well into a game-changing transition from the world of MQLs to a world in which conversation-ready leads are the primary marketing currency.  The

The Top Content Marketing Tips for Driving More Traffic and Engagement

This week I’m back in the office from speaking in Sioux Falls at the Concept ONE Expo.  I did a keynote presentation on how companies could relaunch their digital marketing program to save time, save resources, improve the omni-channel digital experience, and – ultimately – drive more business results. Some of the advice was counter-intuitive to industry standards and best practices. However, that was sort of the point of my keynote… remarkable content doesn’t often

How B2B Marketers Should Step Up Their Content Marketing Strategies

As we continue to interview marketing leaders, research online trends, and see the results of our own efforts to assist our clients, there’s no doubt as to the power of content marketing for B2B acquisition efforts. Businesses are researching their next purchase online more than ever. The problem, though, is that companies are producing so much ineffective content. When successful B2B marketers were asked the reason why their content marketing worked, 85% scored higher quality, more efficient

Wooing More Buyers and Reducing Waste Through Intelligent Content

Content marketing’s efficacy has been well documented, yielding 300% more leads at a 62% lower cost than traditional marketing, reports DemandMetric. No wonder sophisticated marketers have shifted their dollars to content, in a big way. The obstacle, however, is that a good chunk of that content (65%, in fact) is hard to find, poorly conceived or unappealing to its target audience. That’s a big problem. “You can have the best content in the world,” shared

There’s a Ton of Value for B2B in Social Media

Some quick B2B Social Media stats: 83% of B2B companies now post on social media! 77% of B2B companies expect to increase the time spent on social in the next year. 35% of B2B companies now subscribe to a social media monitoring platform. As a B2B marketer myself, I’m always surprised that marketing companies see B2B lagging behind B2B. Social media was a centerpiece of our inception and growth over the years. We have an

The 4 Most Effective B2B Content Formats?

We’re not surprised by the results of the Content Marketing Benchmarking Report 2015. We’ve shifted almost all of our focus for increasing market share, brand awareness and conversion optimization on the content authority that we’re developing for our clients. The Top Content Formats for B2B Marketing are: Case Studies – Aside from promoting your brand, a case study provides an effective means of telling a story about a customer that will register with other prospects