Comments on: How Do You Get Your Arms Around the 'Brave New World' of B2B Marketing? Where Do You Start? http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html Email.Marketing.Automation. Sat, 11 Feb 2012 08:29:49 +0000 hourly 1 http://wordpress.org/?v=3.1.3 By: Trinity de Guzman http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-3814 Trinity de Guzman Mon, 04 Apr 2011 19:42:37 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-3814 Wow, amazing blog post you have there! I'm stoked I found this. I've been looking for something like this for a while! I hope more people get as much value as I did from this! =D Wow, amazing blog post you have there! I’m stoked I found this. I’ve been looking for something like this for a while! I hope more people get as much value as I did from this! =D

]]> By: B2B Marketing University Fall 2010: The Art of Nurturing | Demand Generation Blog http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1575 B2B Marketing University Fall 2010: The Art of Nurturing | Demand Generation Blog Tue, 07 Sep 2010 11:52:22 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1575 [...] on the Silverpop Demand Generation blog, my colleagues and I have covered the ‘brave new world’ of modern B2B marketing, particularly the evolution in our core, underlying demand generation model.  We must become more [...] [...] on the Silverpop Demand Generation blog, my colleagues and I have covered the ‘brave new world’ of modern B2B marketing, particularly the evolution in our core, underlying demand generation model.  We must become more [...]

]]> By: Closing the Technology Innovation Vs. People/Process Stagnation Gap in Modern B2B Demand Generation | Demand Generation Blog http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1573 Closing the Technology Innovation Vs. People/Process Stagnation Gap in Modern B2B Demand Generation | Demand Generation Blog Fri, 13 Aug 2010 11:57:29 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1573 [...] Our challenge as B2B marketers building a best-in-class demand generation program thus isn’t the technology; it’s our knowledge and skill set in leveraging the technology to support marketing strategy and tactics for tackling this ‘brave new world’ of B2B marketing we a.... [...] [...] Our challenge as B2B marketers building a best-in-class demand generation program thus isn’t the technology; it’s our knowledge and skill set in leveraging the technology to support marketing strategy and tactics for tackling this ‘brave new world’ of B2B marketing we a…. [...]

]]> By: Index of My B2B Marketing Posts Over the Last 12 Months « Propelling Brands http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1572 Index of My B2B Marketing Posts Over the Last 12 Months « Propelling Brands Tue, 06 Jul 2010 18:57:50 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1572 [...] “How Do You Get Your Arms Around the ‘Brave New World’ of B2B Marketing? Where Do ... | 8 January 2010, Silverpop Demand Generation blog [...] [...] “How Do You Get Your Arms Around the ‘Brave New World’ of B2B Marketing? Where Do … | 8 January 2010, Silverpop Demand Generation blog [...]

]]> By: Successfully Engaging B2B Buyer Communities for Demand Generation | Demand Generation Blog http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1566 Successfully Engaging B2B Buyer Communities for Demand Generation | Demand Generation Blog Mon, 08 Mar 2010 02:21:34 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1566 [...] of our demand generation programs.  This ‘brave new world’ of B2B marketing, where the changing buyer must be the center of our demand generation efforts, also is a resounding theme at the 2010 B2B Marketing University (Twitter: #B2BUniversity) [...] [...] of our demand generation programs.  This ‘brave new world’ of B2B marketing, where the changing buyer must be the center of our demand generation efforts, also is a resounding theme at the 2010 B2B Marketing University (Twitter: #B2BUniversity) [...]

]]> By: Online Marketing Connect — Blog — Where Do You Start with Lead Management? http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1564 Online Marketing Connect — Blog — Where Do You Start with Lead Management? Fri, 05 Mar 2010 19:34:31 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1564 [...] changing B2B buyer, scores of marketing automation vendors and the advent of social marketing have created a perfect [...] [...] changing B2B buyer, scores of marketing automation vendors and the advent of social marketing have created a perfect [...]

]]> By: Where Do You Start with Lead Management? | Demand Generation Blog http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1571 Where Do You Start with Lead Management? | Demand Generation Blog Mon, 01 Mar 2010 17:51:27 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1571 [...] changing B2B buyer, scores of marketing automation vendors and the advent of social marketing have created a perfect [...] [...] changing B2B buyer, scores of marketing automation vendors and the advent of social marketing have created a perfect [...]

]]> By: Taking Your Email Segmentation for B2B Marketing to the Next Level | Demand Generation Blog http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1565 Taking Your Email Segmentation for B2B Marketing to the Next Level | Demand Generation Blog Fri, 19 Feb 2010 16:06:27 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1565 [...] Yet I realize that for many marketers they may still be getting their heads wrapped around the basics. [...] [...] Yet I realize that for many marketers they may still be getting their heads wrapped around the basics. [...]

]]> By: All Eyes on B2B Content Marketing | Demand Generation Blog http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1570 All Eyes on B2B Content Marketing | Demand Generation Blog Fri, 29 Jan 2010 15:19:51 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1570 [...] all know the B2B buyer is changing, as my colleague Adam Needles has discussed extensively. He tells us that as marketers, we have to go where B2B buyers are – particularly online.  He [...] [...] all know the B2B buyer is changing, as my colleague Adam Needles has discussed extensively. He tells us that as marketers, we have to go where B2B buyers are – particularly online.  He [...]

]]> By: Online Marketing Connect — Blog — What is Driving B2B Marketers to Adopt Marketing Automation Technology? http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1569 Online Marketing Connect — Blog — What is Driving B2B Marketers to Adopt Marketing Automation Technology? Fri, 22 Jan 2010 20:48:48 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1569 [...] this past September to deliver top-quality, in-depth education to B2B marketers to help them tackle the ‘brave new world’ of B2B marketing.  (BTW — We will be posting updates on this 2010 program shortly, but for now I’ll put [...] [...] this past September to deliver top-quality, in-depth education to B2B marketers to help them tackle the ‘brave new world’ of B2B marketing.  (BTW — We will be posting updates on this 2010 program shortly, but for now I’ll put [...]

]]> By: What is Driving B2B Marketers to Adopt Marketing Automation Technology? | Demand Generation Blog http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1568 What is Driving B2B Marketers to Adopt Marketing Automation Technology? | Demand Generation Blog Fri, 22 Jan 2010 16:16:04 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1568 [...] How Do You Get Your Arms Around the ‘Brave New World’ of B2B Marketing? Where Do You Sta... [...] [...] How Do You Get Your Arms Around the ‘Brave New World’ of B2B Marketing? Where Do You Sta… [...]

]]> By: Bill Field http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1567 Bill Field Thu, 21 Jan 2010 20:12:54 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1567 In leading Mintz & Hoke - a leading business to business communications firm, I see a lot of all hat, no cattle behavior. Lots of talk but little "activation" with CRM tools. They are nothing more than lead repositories in many ways. To work, these tools need to be managed, manipulated and monetized. The problem is that is cross both sales and marketing disciplines and silos. The argument of buying cycle versus selling cycle is a strong one. The bias in most BTB companies is "selling cycle" because sales rules the day. It takes a champion to drive CRM behavior through an organization where the barriers are deeply embedded. Greater leverage will come when sales start to be realized through campaigns coming out of CRM tools. Salesforce.com seems to rule the day, yet BTB brands are only tapping a small percentage of the potential. You'll see more automation in 2010 but it is far from being automated. Bill Field B2 Blog http://B2.mintz-hoke.com In leading Mintz & Hoke – a leading business to business communications firm, I see a lot of all hat, no cattle behavior. Lots of talk but little “activation” with CRM tools. They are nothing more than lead repositories in many ways. To work, these tools need to be managed, manipulated and monetized. The problem is that is cross both sales and marketing disciplines and silos. The argument of buying cycle versus selling cycle is a strong one. The bias in most BTB companies is “selling cycle” because sales rules the day. It takes a champion to drive CRM behavior through an organization where the barriers are deeply embedded. Greater leverage will come when sales start to be realized through campaigns coming out of CRM tools. Salesforce.com seems to rule the day, yet BTB brands are only tapping a small percentage of the potential. You’ll see more automation in 2010 but it is far from being automated.

Bill Field
B2 Blog http://B2.mintz-hoke.com

]]> By: Internet Marketing News – January 11-17 | Jordan Kettner http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1563 Internet Marketing News – January 11-17 | Jordan Kettner Mon, 18 Jan 2010 12:00:43 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1563 [...] How Do You Get Your Arms Around the ‘Brave New World’ of B2B Marketing? Where Do You Sta... – Great post by Adam Needles about where to start with B2B marketing. [...] [...] How Do You Get Your Arms Around the ‘Brave New World’ of B2B Marketing? Where Do You Sta… – Great post by Adam Needles about where to start with B2B marketing. [...]

]]> By: Top Seven B2B Marketing Tweets Of The Week | B2Bbloggers http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1562 Top Seven B2B Marketing Tweets Of The Week | B2Bbloggers Fri, 15 Jan 2010 12:20:12 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1562 [...] How Do You Get Your Arms Around the ‘Brave New World’ of B2B Marketing? Where Do You Start? by @abneedles via Silverpop http://ow.ly/Vdb2 [...] [...] How Do You Get Your Arms Around the ‘Brave New World’ of B2B Marketing? Where Do You Start? by @abneedles via Silverpop http://ow.ly/Vdb2 [...]

]]> By: Neil Edwards http://www.silverpop.com/blogs/email-marketing/how-do-you-get-your-arms-aroun.html/comment-page-1#comment-1561 Neil Edwards Sat, 09 Jan 2010 10:49:32 +0000 http://www.silverpop.com/blogs/demand-generation/uncategorized/how-do-you-get-your-arms-aroun.html#comment-1561 <p>Excellent post Adam. I really like the concept of identifying the 'true north'.</p> <p>I would add two B2B basics to your list:</p> <p><b>1. Create brand loyalty through personal relationships.<b></b></b></p> <p>Social media and e-mail marketing can be the starting point, but at some point the relationship must be a face-to-face one. Invest in it and nurture it.</p> <p><b>2. Concentrate on expressing your proposition in terms of real business value.<b> </b></b></p> <p>B2B is a rational environment, therefore buying decisions must be leveraged on increased profitability, reduced costs or enhanced productivity. Businesses should go back to the drawing board and express their propositions in these simple terms.</p> Excellent post Adam. I really like the concept of identifying the ‘true north’.

I would add two B2B basics to your list:

1. Create brand loyalty through personal relationships.

Social media and e-mail marketing can be the starting point, but at some point the relationship must be a face-to-face one. Invest in it and nurture it.

2. Concentrate on expressing your proposition in terms of real business value.

B2B is a rational environment, therefore buying decisions must be leveraged on increased profitability, reduced costs or enhanced productivity. Businesses should go back to the drawing board and express their propositions in these simple terms.

]]>