Martech

MARCH 18, 2025

By 2028, traditional B2B marketing and sales tactics from demand generation to outbound prospecting will be nearly unrecognizable or extinct. A hard truth for GTM professionals After many years in technology marketing, I love to write about GTM. The time to adapt is now. But this is an exception. The reason? What replaces it?

GTM 120

GTM B2B Education Consult 120

Veloxy

JANUARY 7, 2025

Why the sales cycle is critical in B2B sales In the B2B space, the sales cycle is extremely important. You need to know how your unique cycle works like the protracted decision-making process typical in B2B transactions. Also review what technology and tools your team employs.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Sales Pop!

JUNE 4, 2023

Let’s take up the final mega-threat to the sales industry—missing processes and wrong technology. When dealing with a multi-dimensional scenario, such as B2B sales, AI cannot define everything involved. Technology No business today can survive without technology. Today, without technology, all of this is impossible.

Technology 130

Technology Technology Process Construction 130

Heinz Marketing

MAY 15, 2025

By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing In B2B marketing, precision matters. In this blog, we’ve compiled the most frequently asked questions B2B marketers ask when building their Ideal Customer Profile (ICP), developing buyer personas, and mapping the buying committee.

Drivers/motivators 89

Drivers/motivators B2C Cross-sell B2B 89

Heinz Marketing

DECEMBER 29, 2020

By Lauren Dichter , Marketing Consultant at Heinz Marketing. The Case for Interactive B2B Content. As humans, our attention spans are at their shortest ever, thanks to technology. A shorter average attention span creates more competition in the B2B space for your prospects’ interest and engagement.

B2B 139

B2B Technology Technology Consult 139

Martech

JULY 26, 2024

As the marketing technology landscape expands , martech managers will find themselves in a vulnerable position when faced with potential budget cuts. B2C, B2B and B2B2C). Professional services companies such as consultancies have stripped CRM to its bare minimum, serving as a digital Rolodex with some modest sales forecasting.

Pharmaceutical 120

Pharmaceutical CRM B2C Technology 120

Adaptive Business Services

MARCH 12, 2025

Right now, and with me being focused strictly on B2B, it does what I need. People go to the site and schedule Zoom consultations with me without the typical back and forth on email. The post My Current B2B Selling Toolbox appeared first on Adaptive Business Services. That being said, never say never.

B2B 71

B2B Sell CRM Drivers/motivators 71

Heinz Marketing

FEBRUARY 3, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. There are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. If you’ve ever seen Scott Brinker’s annual Marketing Technology Landscape Supergraphic , you’ll agree with me. June: Direct Mail/Gifting.

B2B 131

B2B Technology Technology Consult 131

Force Management

JUNE 13, 2024

Like any new technology, generative AI tools require a learning curve to be most effective. Our Ascender team recently hosted a webinar with Matt Payne of Sales Boost Consulting where he gave some valuable tips for getting the most out of AI tools.

B2B 155

B2B Consult Sales Technology 155

Heinz Marketing

NOVEMBER 23, 2023

By Cameron Katoozi , Marketing Consultant at Heinz Marketing Introduction In today’s business landscape, digital transformation has become a crucial element for success, especially in the B2B sector. It’s a comprehensive shift from traditional methods to modern, technology-driven processes.

GTM 128

GTM B2B Technology Technology 128

Martech

JANUARY 4, 2023

B2B marketing is as direct and personalized as it gets. Here’s our list of the top B2B marketers to follow. A consultant who helps businesses with brand building and marketing strategy, Dave’s passion project is Exit Five, a private, online community for B2B marketers with more than 3,000 members. followers). Matt Heinz.

B2B 128

B2B GTM Pipeline Consult 128

Martech

MARCH 10, 2025

“This needs a consultative approach helping buyers solve their pains, even if it’s pushing them towards the competitors,” he said. Dig deeper: How to develop a winning B2B ideal customer profile The post AI can find your ideal customers, but only humans can build real relationships appeared first on MarTech.

Customers 121

Customers A/B testing Click Through Rate Campaign 121

Heinz Marketing

MARCH 4, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. Welcome to the first installment of The B2B Marketer’s Quick Start Guide. Without further ado…. The Breakdown.

B2B 135

B2B Networking Promote B2C 135

Heinz Marketing

JULY 9, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. Welcome to the fifth installment of The B2B Marketer’s Quick Start Guide. Without further ado…. Let me know!

B2B 138

B2B A/B testing Campaign Lead generation 138

Heinz Marketing

JULY 29, 2022

As a strategic consulting firm, our number one objective is to ensure our people are armed with the experience and know-how to help our clients achieve their B2B goals. But once the dream candidate is onboard, we need to ensure our brand of B2B, the Predictable Pipeline methodology, is well trained and adopted.

Pipeline 115

Pipeline B2B GTM Consult 115

Heinz Marketing

MAY 12, 2022

By Brenna Lofquist , Senior Marketing Consultant / Client Services Operations at Heinz Marketing. At Heinz Marketing I split my time between being a Senior Marketing Consultant and Client Service Operations. Keeping up on new tools and technology is imperative in the marketing industry. Learn more by checking out their website.

B2B 111

B2B Consult Technology Technology 111

Hubspot

SEPTEMBER 9, 2024

The evangelist may work for a consulting firm, a partner candidate, or even an existing customer. If you need more convincing, here are five advantages to creating and maintaining a B2B lead list: 1. For instance, I remember one sales role I had where B2B list building was a very manual, research-intensive process.

Territory 83

Territory Cold Call SQL Campaign 83

Martech

MAY 17, 2024

It’s going to transform B2B sales and marketing, right? Dig deeper: 3 ways B2B marketers can use generative AI Today’s options don’t seem reasonable GPTs are like the DOS prompt from the 1980s: It feels like the DOS prompt time-traveled to the 21st century and decided to throw a party. Ah, there it is again — the genAI buzz.

B2B 130

B2B Strategize Technology Technology 130

Heinz Marketing

SEPTEMBER 22, 2023

By Cameron Katoozi , Marketing Consultant at Heinz Marketing As we navigate the landscape of B2B marketing, it becomes increasingly evident that leveraging technology is not just beneficial but essential. Going a step further, these technologies play a crucial role in sales forecasting.

B2B 124

B2B Legal Technology Technology 124

Martech

AUGUST 19, 2021

Good morning, Marketers, and do you switch on the TV to watch B2B? The new trend towards B2B vendors in the tech space streaming quality video content brought out some skepticism in some of my colleagues. B2B marketers certainly listen to podcasts about their work outside their work. I can see them tuning into TV shows too.

B2B 120

B2B Electricity Retail B2C 120

ConversionXL

MARCH 17, 2021

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. While thousands of B2B organizations struggle, plenty are able to develop long-term success. Common B2B marketing challenges. So what does it take? Let’s dive in.

B2B 150

B2B Non-Profits Tradeshows Campaign 150

Martech

NOVEMBER 21, 2024

” Those words came from Cisco, the enterprise digital communications and technology company; specifically from Anurag Dhingra, SVP and GM of Cisco Collaboration. But 70% of the interactions a customer will have, whether it be B2C or B2B, will be with the service department. The words sounded strangely familiar.

Customers 144

Customers B2C Service Clients 144

Martech

FEBRUARY 19, 2024

Most B2B deals are won or lost before sales teams even know they exist. Maximize your content strategy B2B buyers directly contact vendors when they’re already 70% into the buying process, per 6sense research. Dig deeper: A B2B marketer’s guide to long-form content 2. What truly makes your company special?

B2B 122

B2B Education Sports Pitch 122

Martech

APRIL 15, 2022

The B2B buyer journey is evolving rapidly as it becomes more digitized, less predictable, and more complex. The challenge for B2B marketers is to support what is now largely a self-guided journey involving numerous personas on accounts and increasingly expanding buying teams. Key points covered include: What is B2B marketing?

B2B 128

B2B B2C E-commerce Clients 128

Martech

SEPTEMBER 7, 2022

There’s a plethora of emerging technologies, along with daily news updates about these immersive technologies’ promise and potential downside. B2B marketers can no longer dismiss virtual worlds and immersive technology as tactics solely dedicated to consumer campaigns. “How?” ” you might ask.

B2B 120

B2B Education Gaming Technology 120

Martech

JANUARY 5, 2022

I recently jumped from a B2C marketing department at Western Governors University (WGU) in the online higher education sector to a B2B marketing department at Zuora that provides subscription management software in the SaaS space. This change has made me think about the value of the B2B and B2C categories.

B2C 122

B2C B2B Real Estate Education 122

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. While there is a long list of gaps, we have identified three debilitating B2B “disconnects” to focus on. 4 tips for addressing B2B disconnects.

B2B 128

B2B GTM Customers Cross-sell 128

Martech

AUGUST 22, 2023

Account-based marketing (ABM) is a B2B strategy with evolving technology that helps marketers identify in-market prospects and craft digital experiences for buying groups and individual group members. The strategy and technology go hand-in-hand because ABM is intrinsically strategic. Register for The MarTech Conference here.

Technology 98

Technology Technology Intrinsic Pipeline 98

Heinz Marketing

AUGUST 5, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. Welcome to the sixth installment of The B2B Marketer’s Quick Start Guide. Account targeting functionality.

B2B 124

B2B Objectives and Key Results Campaign CRM 124

Martech

SEPTEMBER 26, 2024

Trinh Tham (left), founder of Straatt Business Reimagined, discusses leadership with (from top) Marni Puente, SVP/CMO SAIC; Karen Feldman, VP marketing and communications at IBM Consulting and keynote host Drew Neisser, founder of CMO Huddles.

Government 113

Government Drivers/motivators Consult Trust 113

Martech

JULY 19, 2024

“That model is very much a B2B model; honestly, it’s almost a B2B2B model, where you’ve got an adviser, an intermediary, consulting with businesses as they’re choosing a provider for the 401K for their employees.” We’ve had other tools in the marketing technology stack, things like Salesforce Marketing Cloud.

B2C 113

B2C Government Represent Consult 113

Martech

FEBRUARY 16, 2024

Most B2B deals are won or lost before sales teams even know they exist. Maximize your content strategy B2B buyers directly contact vendors when they’re already 70% into the buying process, per 6sense research. Dig deeper: A B2B marketer’s guide to long-form content 2. What truly makes your company special?

B2B 117

B2B Education Sports Pitch 117

Martech

MARCH 20, 2024

Here are seven critical lessons learned from my 15 years of experience guiding global B2B technology companies through rebranding initiatives, as an internal team member and external consultant. And technology buyers also buy on emotion. Start with soul searching What is your why? In your inbox.

Strategize 122

Strategize B2B Legal Launch 122

Heinz Marketing

APRIL 30, 2024

By Win Salyards , Senior Marketing Consultant at Heinz Marketing When delving into B2B marketing, understanding the pivotal role of technical personas such as programmers, engineers, and IT professionals is key. Challenge 2: Niche Audience Targeting Technical personas represent a niche audience within the expansive B2B market.

B2B 107

B2B Niche Strategize Trust 107

RingDNA

MARCH 26, 2025

75% of B2B buyers and 84% of C-level or VP-level executives use social media, including LinkedIn, to make purchasing decisions.” For operational leaders, it’s a goldmine for finding potential partners, vendors, or consultants. In B2B sales, it often takes north of six contacts to close deals. Source: Gartner ​.

Closing 62

Closing B2B Sell Referrals 62

Heinz Marketing

SEPTEMBER 9, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. Welcome to the seventh installment of The B2B Marketer’s Quick Start Guide. Without further ado…. Let me know!

B2B 132

B2B Objectives and Key Results CRM Campaign 132

Heinz Marketing

OCTOBER 12, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. Welcome to the eighth installment of The B2B Marketer’s Quick Start Guide. Without further ado…. Let me know!

B2B 122

B2B A/B testing Territory Technology 122