Integrated Marketing Communication | Demand Generation Blog

Successfully Engaging with B2B Buyer Communities

By Kristin McKenna, on March 7th, 2010

Kristin McKenna presents three keys to successfully engaging communities in B2B [...]

How Do You Get Your Arms Around the 'Brave New World' of B2B Marketing? Where Do You Start?

By Adam Needles, on January 8th, 2010

Given a challenging environment for B2B marketing today, where should a B2B marketer start? How can we get our arms around this ‘brave new world’? Adam Needles outlines a series of basics for B2B marketers to focus on to help rationalize their more-complex [...]

The Danger of an Either/Or B2B Marketing and Sales Mindset

By Adam Needles, on December 3rd, 2009

Adam Needles looks at the importance of viewing sales and marketing activities in an integrative mindset and putting them in the context of the buyer’s processes and [...]

Four Keys for Success Using Buyer Personas to Focus B2B Marketing Automation Campaigns

By Adam Needles, on November 6th, 2009

I posted a new piece on my Propelling Brands blog this past week that examines the application of buyer personas in the B2B marketing arena — which I wanted to follow up on.

B2B marketers find a growing challenge when it comes to actually implementing their marketing automation campaigns. First, complex, multi-step logic can be [...]

Seven Principles for Building More Buyer-centric B2B Marketing Programs

By Adam Needles, on October 11th, 2009

Adam Needles explores ways that B2B marketers can build more buyer-centric marketing [...]

So the Nature of the B2B Buyer Is Changing? So What?: Understanding the New Sales Funnel Via Meg Heuer of SiriusDecisions

By Adam Needles, on September 25th, 2009

Adam Needles digs into implications of the changing B2B buyer and leverages insights from a leading analyst who has been closely following the changing B2B marketing [...]

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