MarketingSherpa Blog

If you could break it down to its essence, what really is B2B marketing? It is not, as the name suggests, one business marketing to another or one business buying from another. If you look up the definition of a business, after all, it is an organization.

An organization of people. In the end, people choose to buy, or not buy, from you. When I’ve worked with enterprise sales organizations, they’d often talk about the deals as the “Bank of America deal” or the “Walmart deal” when they really should have called them the “Hannah, Fred and Bill deal.” After all, Hannah, Fred and Bill are the ones making the buying decisions, not a multinational corporate entity that exists only on paper in a P.O. Box in Delaware.

So to truly succeed in B2B, you need to make it P2P. Even more so than consumer marketing, where a customer may buy a product off the shelf with no interaction at all with the people in your company, B2B is very people-oriented. Everyone from sales executives to customer service reps to consulting teams interacts with the real people in your customer organizations … except, perhaps, marketing managers.

If you’re in marketing, you tend to have among the least interaction with your customers. And yet, you are the ones responsible for the messages you’re sending to those customers. How can you bridge that gap? Check out this video A/V Specialist Luke Thorpe put together about Kristin Zhivago’s keynote at the East Coast swing of MarketingSherpa B2B Summit 2011 – “The Buyer’s Funnel and Your Political Power: Joined at the Hip” – along with my quick interview with her after the Summit wrapped …

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Quick checklist, B2B marketers. Do you have:

• Customers?
• Prospective customers?
• Employees?
• Competitors?
• A story to tell?

Then, according to Jay Baer, “Congratulations, you have the raw materials for social media.” And he makes a good point. After all, some B2B marketers think of social media as more of a consumer marketing tactic, and many B2B marketers think they can’t learn anything from their B2C brethren.

But at last week’s MarketingSherpa B2B Summit in Boston, Jay made a very convincing argument for B2B social media. But he didn’t just aim to shift the audience’s paradigm; his keynote was replete with actionable advice, including ideas on how to tackle one of the most daunting tasks of all, measuring social media ROI.

He also talked about search and social going together like peanut butter and jelly. Jay gave the audience examples on how they could be a “digital dandelion,” spreading their content through the digital world like dandelion seeds on a windy day.

After his keynote (and once he was finished signing books for his marketing groupies), videographer Luke Thorpe and I cornered Jay on the expo floor and peppered him with a few questions about some of his more eye-opening ideas …

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Like many marketers, I am not a lawyer. So when I see terms and conditions, my eyes glaze over and I shoot an email to our excellent in-house counsel.

However, if you conduct a campaign on a third-party site, you are at the mercy of their rules.

Take Facebook, for example. According to a recent whitepaper from Bulbstorm, “Run afoul of the guidelines, and your page could be shut down by Facebook at a moment’s notice … Facebook accepts reports of violations, and no one watches your page more closely than your competitors. They’d love nothing more than to see your campaign fail. So, follow the guidelines and don’t give Brand X a reason to tattle.”

But if you’re not a lawyer, following these guidelines to the letter is easier said than done. So, to help you avoid the LSAT, I grabbed Matt Simpson, Director, Interactive & Client Services at Bulbstorm, a developer of Facebook applications, and asked him a few questions that will keep you on the sunny side of Mark Zuckerberg and his team …

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Photo credit: NatalieMaynor

I’m horrible at naming. As a writer, this is one of my least favorite projects.

First, you have to create a string of words/syllables that have never existed before. Then, you have to make sure that, well, it truly never existed before and you can legally get the name (and, as the Barenaked Ladies so wisely sang, “It’s all been done.”) Lastly, you want to secure that Park Avenue address of the Internet – a “.com” address.

Whew.

And unlike the perfect headline that just sounds like music to my ears (even years later), by the end of the entire process, I find myself saying random syllables over and over so much that they all just start to sound kind of weird.

Yet, a good name can make be a huge ally to all of your future marketing endeavors. I’ve always loved ICQ, an early instant messaging client, because it gave you a real sense for what the product did. HotelTonight is another great one, and the subject of David Kirkpatrick’s product launch article in today’s MarketingSherpa consumer marketing newsletter. Get a hotel … tonight.

But if you’re engaged in your own product launches, you flat out need a good name. So I asked a few marketing pros for the origin stories behind their own names, and what lessons they learned in the process to help you the next time you have to, gulp, name that product or company … Read more…

Back in my agency days, my art director, Steve Moran, and I penned a tongue-in-cheek ode to stock photography books that went something along the lines of …

–

I want to live a stock photo lifestyle
Attend meetings with happy people smiling around obsolete computers
And then jet off home to page 157
To laugh with my family during the golden hour

–

While a songwriter I am not, we were joking about how unlike reality the stock photo images are. And, while search on a stock image website has replaced stock photo books [Historical note for young marketers: Books were like websites printed on paper], one thing hasn’t changed – stock photos still seem phony.

–

Who are these people?

Especially in an age of social media. So while marketers might have gotten away with stock photos in print ads and on billboards for many years, we’ve become so accustomed to seeing real people on the same platform you are communicating your marketing messages.

In fact, I’m always momentarily surprised when I see my own picture on a website in the comments section – because I’m still logged into Facebook and that site uses Facebook Connect.

–

–

Phony stock photo people raise a red flag since we are all now on the Social Web.

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The other day I received a question about the desired length of a speaker submission for Email Summit 2012 in Las Vegas…

I noticed that the following questions do not include a word count min. or max. amount:

What can email marketers learn from your content?
Describe the session you would like to present (or organize).

Seeing as this is a major component of the application, is there a required or recommended word length for each?

This is a question I get often about all types of content. How long should my blog post be? How long should my article be?

And the reason we didn’t put a word count on the speaker submission form, is because … Read more…

“Leaders establish the vision for the future and set the strategy for getting there; they cause change. They motivate and inspire others to go in the right direction and they, along with everyone else, sacrifice to get there.”

– John Kotter, professor, Harvard Business School

Are you a true marketing leader?

Does your marketing department have a well thought-out strategy with clear marching orders? Hopefully that question is a gimme, but here’s a harder one…

Have you set the strategy for your social media marketing?

Developing an effective and methodical social marketing strategy was the most frustrating challenge to social marketing effectiveness, according to the Marketing Sherpa 2011 Social Marketing Benchmark Report.

And for good reason. Social media marketing is a huge paradigm shift for most marketers. It is a change from the command-and-control days when marketers owned the airwaves and printing presses because they had the power of the purse.

Social media has democratized the means of communication. Now, every customer is also a publisher. And the best you can hope to do, as overused as this saying may be, is to join the conversation.

Social media strategy planning tool

Of course, that doesn’t mean that creating an effective social media strategy is impossible. And anything you invest resources in, even if you’re just incurring a soft cost like your own time, should have a plan of action designed to achieve a goal.

If you don’t know where you’re trying to get and what you need to do to get there, then why even bother? Read more…

Location, location, location. No, I’m not talking about real estate, I’m talking about event marketing.

The location of conferences, summits, conventions and user groups is critical to their success. People don’t just go to events to network and learn how to do their jobs better, they want to go to a city they would really want to visit on vacation, like Orlando, or Denver, or Washington, D.C.

Or at least that’s how it used to be. Now, everything has changed. Event attendees are no longer looking for flashy cities, they’re looking for budget-friendly destinations. Reasonable flights. Inexpensive hotel rooms. Goodbye New York City, professionals want to head to cities like St. Louis and Nashville for their industry events.

Here’s the thing. I don’t know which of the above statements is true. We were debating this very challenge, perhaps a similar challenge you’ve faced when planning your own events, in our latest event team meeting.

Share your opinion for a chance to win a $1,695 marketing summit ticket

So, we thought we’d start with a little unscientific, qualitative research. Simply put, which city or cities would be most appealing to you for a future marketing event? Let us know from the list below for your chance to win a ticket to a future MarketingSherpa Summit, such as B2B Summit in San Francisco or Boston, Email Summit in Las Vegas, or, well, you tell us….

(and if there are any cities we’re missing, feel free to let us know in the comments section below)

***UPDATE***

Congratulations to  Carol Reid, Owner/Marketing Consultant, Carol Reid Marketing, winner of a free ticket to a MECLABS summit. She has chosen the upcoming B2B Summit in San Francisco.

Related Resources:

Event Marketing: Regional customer forums improve field events attendance rate by 150%

Never Pull Sofa Duty Again: Stop guessing what your audience wants and start asking

Marketing Intelligence: 3 ways to better serve your customers (and your bottom line)

The Indefensible Blog Post: Actually, the old rules of marketing are pretty good

Sometimes it’s helpful to challenge the model. And from time to time here on the MarketingSherpa blog, I’ll risk alienating my marketing blogger colleagues by publishing a post that calls into question what everyone else is writing about.

Ah, who am I kidding, I love stirring up the pot.

Today I want to talk about the “Old Rules of Marketing.” If you listen to the conventional wisdom, the old rules of marketing are dead, and there are absolutely new, ingenious, never before-thought-of ways that we’re supposed to market.

So I went up into my attic, dusted off my trusty tome “Ye Olde Rules o’ Marketyng” (picture one of those scenes where Indiana Jones opens a crypt that’s been closed for centuries) and I found…

Well…

Actually, the old rules of marketing are pretty darn good. See, all this digital stuff is pretty cool, and has certainly changed a lot of things. But we – you, me, and the other 6 billion or so inhabitants of our planet – are pretty darn similar to the people that came before us. Human nature has not changed as quickly as communication technology.

After all, in the end, “People don’t buy from websites, people buy from people” as Flint McGlaughlin, Managing Director, of MECLABS has said.

Sure the media you use to communicate with your potential customers may have changed, but the fact that you are communicating with potential customers has not. So let’s take a look at some of the old rules of marketing that I learned when I was just an eager young marketing pup, and see what you can still learn from them today … Read more…

My first experience with a lead funnel was the IBM Signature Selling Methodology. I was struck with what a simple illustration this was to such a complex challenge – how do you get companies to buy expensive stuff and people to bet their careers on it?

While IBM’s SSM is essentially a sales tool, B2B marketers face the same challenges, and, because of the maddening complexity inherent in that simple question, a well thought-out funnel can be a useful planning tool to making sure you align all the many facets of sales and marketing you have to get right to close business.

Of course, once you map out your funnel, you’re not done. Like a good diet and exercise plan, you have to continue to optimize your funnel. To help you do just that, the MarketingSherpa team has put together the below infographic and has taken a funnel optimization approach to the content at B2B Summit 2011 in Boston and San Francisco.

“The infographic was developed from the results of our upcoming 2012 B2B Marketing Benchmark Study,” according to Jen Doyle, Senior Research Manager, MECLABS. “This study focused on identifying the most effective strategies and tactics for attracting and converting the modern B2B buyer, and benchmarking B2B marketing performance. It represents the scope of our study, which dissected all stages of the funnel, from lead generation to sales conversion.” Read more…