B2B Marketing Blog

Inbound Marketing:  What You Need to Know

11 Dec

Lisa Shepherd

If you’ve read The Radical Sales Shift, then you already know that the way that business people research and make purchase decisions has changed radically in the last five years.  Buyers now resist talking to salespeople until they’ve completed their own research and are confident about their options. 74% of business buyers told Forrester they conduct more than half of their research online before making an offline purchase.1  Unfortunately, many business owners that I meet still rely on tactics like tradeshows, print ads and cold calling as their primary focus for marketing.   While these tactics can be included as part of your marketing strategy, they cannot stand alone.  Companies who are looking to increase sales and revenue need to shift their approach to include inbound marketing. 

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Topics: Inbound Marketing, Inbound Strategy

LESSON #1: It takes commitment from the leader

04 Dec

Lisa Shepherd

Why you need to own your strategic marketing

As the leader of a B2B company, you need to fully commit to and own your strategic marketing. That may sound like an obvious statement, but you might be surprised by how many leaders take a hands-off approach to marketing, treating it as a mysterious but necessary activity existing somewhere outside of their day-to-day concerns.

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Topics: b2b strategic marketing

The Difference Between Business Strategy and Marketing Strategy, and Why It’s Important to Know This

27 Nov

Lisa Shepherd

Companies that plan grow 30% faster than those that don’t.1

Your business strategy and marketing strategy are two totally different plans of action, yet both are essential to the success of your business. In fact, they work in harmony. You first need a strong business strategy in place, and then you can build your marketing strategy to support it.

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Topics: B2B Marketing Strategy, Business Growth, business strategy

5 Practical Tips to Find Your Competitive Advantage

20 Nov

Lisa Shepherd

We’ve written about finding your competitive advantage in an earlier post but found we had more to say and needed to add more pragmatic information.

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Topics: strategic marketing, Competitive advantage

7 QUESTIONS ABOUT LISA’S NEW BOOK “WALKING ON THE MOON”

Mezzanine’s founder Lisa Shepherd has just released her third book called “Walking on the Moon”, a business fable about a fictional company called ClinTek that is struggling to find its way in the new business landscape. We sat down with Lisa to ask a few questions about her inspiration for the book and why executives of Business-to-Business (B2B) companies need to learn about strategic marketing.

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Topics: General Business, B2B Marketing Strategy, Business Growth

IT’S TIME TO GET ON BOARD! WHY CRM AND MA ARE THE SECRETS TO HIGH REVENUE GROWTH.

06 Nov

Lisa Shepherd

In our blogs, we’ve been talking about marketing automation (MA) as an invaluable tool to generate qualified leads and drive revenue growth. But people often get marketing automation confused with customer relationship management (CRM). Here’s an easy way to differentiate them: CRM is primarily a sales tool and MA is a marketing tool. When working together, they help deepen your engagement with customers and prospects, help you tailor your marketing efforts to improve the quality of your leads, and ultimately help you convert more. 

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Topics: crm

How often should I redesign my website?

30 Oct

Lisa Shepherd

Often when I talk to clients about updating their website they say, ‘but we just updated it’.  And of course, ‘just’ means something different to everyone.  The reality is there is no hard and fast rule on how often you need to update your website but you do need to keep it current both from a content and design perspective if you want it to get you results.  Your website is often the first point of contact a prospect has with your brand so you need to think about what your site is communicating about you.

 

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Topics: Website, B2B Marketing, B2B Marketing Strategy, B2B Marketing Planning, Marketing Plan, B2B marketing tactics, outdated website, website design

3 Reasons Why Marketing Automation Is Worth the Investment

23 Oct

Lisa Shepherd

Are you among the 63% of businesses that said their top marketing challenges are generating traffic and converting leads?1 If so, you need to revisit your marketing strategy and strongly consider including a marketing automation solution.  Marketing automation software gives you rich insights into your website visitors allowing you to understand how to attract more.  You will learn if they are finding you through organic search, paid search, email, direct traffic or social media and you will have visibility into their content areas of interest.  Understanding your visitors, contacts and customers will also help you tailor your efforts to improve the quality of your leads, ultimately helping you convert more.  You will understand the return on investment of your various campaigns based on the metrics available for tracking and attribution. This plethora of information will allow you to make insightful decisions about which tactics to employ and the timing and frequency of your campaigns, ultimately helping you attract more visitors, convert more leads and delight more customers. Still not convinced?  Here are three things to consider: 

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Topics: Marketing ROI, B2B Marketing, B2B Marketing Strategy, B2B Marketing Planning, Marketing Automation, Marketing Plan, B2B marketing tactics

Facebook is Back in Business to Business

16 Oct

Lisa Shepherd

Trends, they come and they go. If you asked any digital marketer a couple years ago they would tell you that a Facebook business page is great for B2C but wasn’t worth it for a B2B organization and that other business minded social media platforms like LinkedIn or Twitter were the way to go. But oh how times have changed. Facebook is making a major comeback, mostly due to the sophistication of Facebook’s paid advertising.  Let’s look at the five reasons why Facebook has found its way back into the B2B toolbox.

 

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Topics: Marketing ROI, B2B Marketing, B2B Marketing Strategy, B2B Marketing Planning, Marketing Automation, Marketing Plan, B2B marketing tactics

3 Tips To Improve Your Pitch Deck

10 Oct

Lisa Shepherd

The pitch deck is more than just a gorgeous design.   It is in PowerPoint format (usually) and one of the many assets that Sales needs to introduce customers to your company, its products, solutions and benefits.  (Or perhaps it is needed to attract investors but that requires different information - this blog is for Sales.) 

In our experience, the pitch deck is often created by Sales, doesn’t follow best practices for messaging and doesn’t align to the company branding.  When the pitch deck is created by Marketing, Sales often feels it’s less relevant, or needs to be customized in some way and then it ends up looking unstructured and unprofessional.  

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Topics: Brand, B2B Marketing, B2B Marketing Strategy, B2B Marketing Planning, Marketing Plan, B2B marketing tactics, B2B sales, sales tools, pitch deck

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