Recent Articles on B2B Software Marketing

Master's Swimmer

Do Your Buyers Feel a Sense of Urgency?

Are you getting enough exercise? We all know that regular physical exercise is associated with physical health and longevity. But how many of us follow this recommendation? Some of us do, but let’s be honest, many of us do not. Of all the problems we must address today, somehow exercise does not rise to the […]

Influencing Others

Protect Your Reputation — Guard It with Your Life

So much depends on your reputation. Guard it with your life. Reputation is the cornerstone of power. Through reputation alone you can intimidate and win; once it slips, however, you are vulnerable, and will be attacked on all sides. Make your reputation unassailable. — The 48 Laws of Power by Robert Greene Your reputation is […]

Bread in the oven

Who Do You Want Your Customers to Become?

What’s the point of innovation? To satisfy? To delight? Or is it is to transform customers? Successful innovators reinvent their customers as well as their businesses.

Thank You for Arguing: What Aristotle, Lincoln, and Homer Simpson Can Teach Us About The Art of Persuasion

The Best Book on Persuasion (That You’ve Never Heard Of)

People are social animals—we interact and influence each other in complex and mysterious ways. Through research on social behavior, psychology, and the brain, we are starting to learn more about how these interactions work. Good writers are making the results of this research available to a wide audience. Daniel Pink: To Sell is Human, The […]

Marketing Tools

Use site search to discover intent.

How Internal Site Search Reveals B2B Buyer Intent

Internal site search can be a treasure trove of information about what your visitors want. Site search benefits both you and your visitors. For your visitors, internal site search provides a way to bypass your website navigation and tell you exactly what they are looking for in their own words. For you, site search gives […]

Learn how to forecast revenue from marketing inquiries

How to Forecast Revenue from Marketing Inquiries

It’s a simple question, really. The answer will drive the size of your B2B marketing budget, staffing, and resources. Without the answer you can’t set reasonable goals and make plans. Well, actually it’s two questions. How many inquiries do I need to make sales quota? And it’s converse: How much revenue can I expect from […]

Robert Jolles' Customer Buying Cycle

Shocker: Marketers Want More Process

Scott Brinker writes today that marketers believe data to be their most underutilized asset. 78% of the marketers surveyed feel pressure to become more data-driven. What is stopping them from using the data they have? Well, some don’t actually have the data. And others don’t have the skills on their team. Or they lack funding […]