Posts tagged "Lead Generation"

The B2B world is wrestling with how to effectively harness “word of blog” marketing—let alone the glittery new world of social media marketing. How can we use social media sites to create that viral buzz that sends awareness and sales soaring? We see what occasionally happens in the consumer market, and we want some of that.

Let’s be real, though. While that’s a great objective, the B2B world is still struggling with basic blogging, let alone creating something that goes viral on some social media site. Last year, Forrester Research found that only 29 of the Fortune 500 firms sponsored business-oriented blogs.

B2B blogging brings up a bunch of questions. Who’s going to write for the blog? Do we have enough content to support it? Will we continue to support the blog after a couple months? How do we control the brand in that environment? Will we publish negative blog comments? Who’s responsible for the blog? Public relations? Marketing? (more…)

The objective of B2B search marketing is often to capture lead information through registrations for white papers, case studies, newsletters, free trials, research data, etc. But what about site visitors that don’t take the bait? Does that mean they’re not serious prospects? Of course not. It would be arrogant to assume that any prospect worth their salt would be downloading your stuff. You can be certain that somewhere in all those non-registering visitors are many high-value prospects. And if you’re selling big ticket items, it may be worth it to dig a little deeper to find them. (more…)