What The Presidential Race Can Teach Us About Choosing The Right Marketing Agency

Choosing the Right B2B Agency

The United States presidential race is the greatest quadrennial marketing blitz in the world. Every four years we are bombarded with radio ads, television ads, email campaigns, posters, bumper stickers, news stories and more all in the quest to get your vote. Every candidate shows off flashy websites, tells wonderful success stories, and promises that your life […]

3 Ways To Use LinkedIn For B2B Marketing

Using LinkedIn for business

Social media can be a great tool to generate leads and enhance your SEO and inbound marketing performance. In particular, studies have shown that B2B marketers generate more leads on LinkedIn than on any other social media platform. (Image Source: Business2Community) Here are 3 ways to turn your company’s LinkedIn profile into a revenue-generating, lead conversion […]

“What exactly does your company do?” The Importance of USP in High-Tech Marketing

What makes you stand out from the pack? What makes your customers ignore your competitors and come back to you again and again? It all starts with identifying your unique selling proposition (USP). Your USP may be your most valuable marketing asset, especially because your products and services are complex. Your prospects need to understand […]

Unique Selling Proposition – A Little Dab’ll Do Ya

If you keep your mind open to it, marketing lessons can come when you least expect them. Here’s my most recent example… I was at a client meeting, and it was my turn to write on the white board. As I walked to the front of the room, my client tossed me the bottle of […]

Love Your List: 4 Creative Ways to Build Direct Marketing Lists for B2B Campaigns

Most B2B marketers are drawn to practices that are simple and proven to work. In a deadline-driven, fast-paced world, marketers need to rely on proven techniques to avoid paths that might cause them to stumble. This is especially true when it comes to building direct marketing lists, whether it is for a calling campaign, direct […]

B2B marketing buyer personas and me – A love story

After 20 years in the B2B marketing business, I have developed an affinity for what works. I don’t worry about being fancy or trendy. I’m just looking for the stuff that makes sense and helps my team do a great job for our clients. That’s why I love marketing buyer personas. Buyer personas are prototypical character […]

Humanizing Your B2B Brand through Social Media

Everyone loves Flo. She’s helpful, quirky and infectious. She presents a likable human quality for Progressive, the insurance giant she represents. But Progressive’s famous branding recently took a major hit during a social media battle about its role in a fatal automobile crash. Responding in a spam-like manner on Twitter compromised Progressive’s sense of empathy. […]

What a Brand Is – and Is Not

Brands disappear every year. Some of them are good, but most of them are not. Some are memorable — E.F. Hutton, General Foods, RCA — while others not so much. Anyone who grew up in the Philadelphia area, as I did, will remember long-gone company brands like Lit Brothers and Strawbridge’s (department stores), Schmidt’s (beer), and Gino’s […]

Are your arms too long?

Despite all the tools and tactics that have evolved over the years, most deals are closed because there is personal chemistry between the parties. The buyer simply likes the seller. Yes, even in the “sterile” and prolonged B2B buying cycle, closing deals usually comes down to the personalities of the individuals involved. So why, then, […]