B2B Marketing Blog

Blogging is considered to be one of the most effective methods of pull marketing. Prospective buyers are drawn towards the valuable content offered in the blog.

Another channel that can be used for sharing valuable content to increase your inbound marketing reach is to publish and engage in social media.  Sites such as Twitter and LinkedIn have proven to be great tools for B2B companies, and Facebook is not far behind.

Twitter, a micro-blogging community, provides a portal to learn the behaviours and habits of the end consumer.  For B2B companies, this is a fantastic tool to understand their customer’s customer.

LinkedIn is a social media portal designed for businesses and business-people to connect with each other and share knowledge, ideas, and opportunities.  This has become the go-to tool for finding experts, employment opportunities, and potential employees.

ActiveConversion recently conducted a webinar on SEO, Content, and Social media. This webinar examined inbound marketing and the value of content in generating thought leadership and credibility for your company, products, and services.

Martha Boulianne also recently published this blog on FoundPages, that discusses the value of blogging and outlines eight ways to improve a corporate blog.

Here are the main points suggested by Martha on improving your corporate blog:

1. Spread the word.
2. Add quality content.
3. Blog early, blog often.
4. Link to your own old posts.
5. Add links and images to your blog posts.
6. Write comments on related blogs.
7. Write title tags for both your readers and Google.
8. Cover topics that need attention.

Read the rest of the blog here…

Related articles

• Corporate Blogging Tip: Use Your “More” Tag (socialtimes.com)
• Guilt-Free Business Blogging – 7 Ways A Blog Can Grow Your Business (blogherald.com)
• Corporate Blogging: You’re Doing It Wrong (blogs.sitepoint.com)
• Whiteboard Friday – Corporate Blogging Tips (seomoz.org)

B2B marketers have uncovered 3 key behavior changes that require today’s SMB to incorporate thought leadership in their marketing efforts. The good news it is neither as expensive nor as time consuming as it used to be.

Download this guide to thought leadership and learn how incorporating thought leadership marketing into your B2B marketing efforts can get you astounding results. In this dynamic social media driven world, it is more important than ever to utilize these strategies and techniques to successfully be a thought leader in your industry.

There is a sea change in the way buyers and vendors engage each other and that is being driven by three key developments in buyer behavior:

First, research is being conducted by chief executives themselves. According to a 2009 Report by Forbes Insights in association with Google, more than half of C-suite executives prefer to locate information themselves instead of delegating to subordinates.

Second, the internet has become the preferred means of business research. In the same Forbes report, executives declared the internet more valuable than any other source for gathering business information, surpassing even colleagues and personal networks.

Third, when executives go online, they first turn to mainstream search engines. This development levels the playing field for B2B companies. A firm’s appearance in search engine results does not require the substantial budget required for conventional advertising/branding campaigns.

Please comment and share your thoughts on our comment sections.

The days when all you needed for online marketing was a nice website have long passed.  In order to be effectively represented online, you’ll need effective campaigns on several critical platforms.  The platforms vary depending on the type of business you are in, but for those of you still finding your footing; here is a short checklist of platforms you should consider.

Stable Content

• Website: Since its 2010, you should have professional website.  If you don’t have one, get on it.
• Bonus Points Wikipedia Entry: Businesses haven’t fully embraced Wikipedia but it is the authority for information reference.  Having a Wikipedia entry will become increasingly important for online credibility and exposure.

Regularly Updated Content

• Blog: A critical platform for establishing credibility with the online community and search engines.  If your organization doesn’t have a blog, you are missing out on establishing yourself as an online authority in your industry.
• Bonus Points Periodical Press Releases: Press Releases still have their place online, particularly when pushed out with a service like PRWeb.com.  It can do more than just a blog posting or website update as it pushes to many channels, allowing for more exposure and credibility.

Social Networking

• Twitter/Facebook Fan Page: Twitter and Facebook are the kings of social networking and an increasingly important platform to promote dialog between companies and the online community.
• Bonus Points LinkedIn/Foursquare: LinkedIn and Foursquare aren’t for everyone, but depending on the kind of business you do, these maybe valuable platforms to reach potential customers.

Video Media

• YouTube: YouTube continues to be a predominately an entertainment focused community, but its reach is undeniable.  If you have how-to videos, or a business presentation, they are good candidates for YouTube.
• Bonus Points Webinar: Webinars are a great way to interact with customers and the community.  Webinars add great value for any customer base.

Search Engine Marketing

• Google AdWords: This isn’t a must but for those of you who are just starting out, or struggling in competitive markets, pay-per-click campaigns with Google can get you that exposure when you need it.
• Bonus Points Pay-per-click on Facebook/LinkedIn/Yahoo/Bing: Although Google is the most recognized player; pretty much every major platform (Facebook, LinkedIn, Yahoo, Bing, etc) has a similar version of the pay-per-click program.  They may present a less competitive and more targeted environment to push marketing efforts.

Depending on your business and goals, the platforms mentioned may not be critical.  Also keep in mind that just because you are represented on these platforms doesn’t necessarily mean you are being represented well on each platform.  However, how to assess your effectiveness on the various online platforms is the topic for another post.

Do you have other platforms that are critical to your business’s online marketing strategy that you feel should be on this list?  Please share it with us in the comments.

We at ActiveConversion make use of various social media channels – with our presence in Twitter, Facebook, LinkedIn groups, Slideshare, YouTube, Digg, StumbleUpon, Flickr and many more. Keeping track of all these social media channels and updating them on a regular basis is difficult and time demanding, but if we use them smartly they work very well to our advantage. With the advent of Internet and as the web 2.0 matures, the online community is an ever growing powerhouse, and it is quintessential to engage with our audience.

Broadcasting

Traditionally websites were developed as a brochure, with static content, one way communication. But as Web 2.0 matured, websites became more than just a brochure. It was necessary for companies to adapt to this ever changing World Wide Web where two- way communications was more than a necessity for any B2B type company. This communication can be in any form; blogs, forums, and online community etc. Similarly, social media channels started as a means of personal use. Twitter & Facebook mainly started as people to connect with their family and friends to let them know where they were or what they were doing or simply share activities and photos. Now B2B companies can also use Facebook and Twitter, but it is important to know the difference between using these channels to broadcast your message versus using them to engage with your targeted audience.

I recently attended “The Art of Marketing” event and found a very close connection in all the speeches that had a common theme of “Engaging”. It is important to understand that our users or customers, and our audiences are the most powerful and the biggest advocate for our products. For B2B companies, the new way of creating customer relationship is by engaging and knowing who their audience is and what are they talking about. Here are some of the speakers who talked about engaging with the audience:

Mitch Joel, the author of “Six degrees of separation” said the Internet is almost going to be as important and pervasive as the electricity”. In the social media world where B2B marketers are trying to connect with as many people as they can and create a solid followers base, it is important to understand that it is the basis of who is following you more important than how many followers you have.

Engaging

Gary Vaynerchuck, author of “Crush It!” cleverly stated that “Internet is just a baby and it still has to grow up and unleash its power”. Whether you are in B2C or B2B, Twitter, Facebook’s and similar social media accounts are a must have. If you don’t have either of these, it is not too late to jump on the bandwagon. Facebook credits are soon going to be precious currency and if we don’t use Facebook, and there is a big chance that companies might miss out on large opportunities in the future.  Social Media should be used intelligently in a way that we not only broadcast our messages and offers but to engage and be involved with our audience. Having a conversation with our audience, providing opinion, resolving issues on the go and engaging with our audience is a key.

Sally Hogshead, the author of “Fascinate” said, “Create messages for our network’s network”. Don’t ignore the larger network which is linked to our immediate network. Social media lets you connect to this web of networks that you simply can’t ignore.

So go ahead and start engaging in conversations!

We all know that happy customers are advocates for your product or service. But how do you get fanatical customers? These are customers that really move the marketing and sales yardsticks. They promote you, they review every feature, and can’t imagine their work life without your product being part of it. One of the ways is to engage your customers in a way that makes them part of the team. The best way to do that is to make sure they have a voice, and that their voice is heard. This can best be accomplished by building an online community.

There are many, (many!) online community tools in the marketplace. They range from message forums to social media networks to chat oriented products.  In order to enhance service and make users heard, business to business companies can make use of these tools which are basically feedback channels where customers can provide any and all thoughts they have about your product. This helps companies listen, really listen, to what their customers want. An online community not only allows the customer to see how their feedback has been handled, but it also allows them to see the interest on those ideas from other professionals using the service. They may even stumble upon ideas that would enhance their own use of the product.  This creates engagement, and engagement generates fanatical customers.

How are you building your fanatical customers?

Do all of these social media networks make you dizzy? Do you have the feeling that you are lost in a maze of blogs, Facebook, Twitter, LinkedIn, Google Buzz, Four Square etc? Posts are everywhere and sometimes they are repeating the same things. It may annoy your followers and friends and eventually you will get ignored. It doesn’t have to be this way when you know how to simplify and untangle the links that join social media networks together.

I’d like to show you one simple way to link the connections between your social media accounts so that you do less work and still spread your efforts to these social media channels.

1.    Blog – This is where you provide value to others by sharing your view point, expertise and experience.  Blogging is also a great way to get organic traffic from search engines and allows others to reference to your posts.

2.    Twitter – Twitter is the springboard and the broadcaster of your social media networks.  Connect your blog to your twitter accounts to make your blog automatically send messages to other social channels you have.

3.    LinkedIn – LinkedIn has partnered with Twitter. When you set your Twitter name in your LinkedIn account, your tweets will automatically update your LinkedIn status. You can also add your blog’s RSS feed to one of the link in your LinkedIn profile and add Blog Link app to your LinkedIn account to share your blog posts with your connections.

4.    Facebook – I don’t think I need to explain much about Facebook. For me, it’s primarily for my personal network of family, relatives and close friends. By connecting your Twitter announcements to Facebook, it can automatically add your twitter to your Facebook status.

5.    Google Buzz is the newcomer but not many people understand it yet. To make it work, you’ll want to create your own Google Profile. You then connect your Twitter account to your Google profile and Google Buzz to broadcast your status to your Buzz connection. The Buzz network usually consists of family and friends who use Gmail as their personal email platform. One feature of Google Buzz is that it allows you to share the items from your Google Reader and Blogger account through Buzz network.

Following are the tools that you can use to make the job of untangling your social media network easier:

HootSuite is a powerful tool to manage all your social media accounts. It can post messages to  multiple Twitter, Facebook, LinkedIn, Four Square accounts. It also can connect with your WordPress and RSS.

DISQUS Comments: When you install DISQUS Comments on your blog, it replaces your regular comment forms. Your visitors can then use one of the social media accounts they already have to post comments. It will authenticate their identity to ensure quality comments. It will prevent opening up the blog to spam.

WordPress to Twitter plugins: There are a number of plugins to allow you to connect and broadcast your blog to your Twitter account. Most of them will also allow you to connect to shorten URL app and properly layout your tweets.

Everyone is talking about how to leverage and harness the power of social media but it can appear quite overwhelming. By taking simple steps to ensure the proper linkage of the connections, you can do less AND reap the benefits of the social media networks.  Download our whitepaper on implementing a B2B Social Media Marketing plan for your business.

The 2010 mediaFresh awards hosted by Digital Alberta are dedicated to the recognition of those Alberta Digital Media Professionals and Post-Secondary students who have created outstanding project and programs between September 2008 and November 2009.

Category: Best Entrepreneur Award for creative/business/technology entries will be judged on

• 40% Marketing Strategy
• 30% Commercial viability
• 30% Uniqueness of technology

Winning entries will be featured in a full color catalogue that will be published and distributed following the awards ceremony. Each winner will receive a complimentary copy of the catalogue for their portfolio. Additional copies of the mediaFresh 2010 will be distributed to promote digital media production in Alberta and around the world.

Fred Yee, CEO of Foundpages/ActiveConversion, is one of the nominees. We think Fred and the product / services fit the ranking criteria very well.

This is the fourth of ActiveConversion’s very popular “eHow To” guides.  This one deals with using Marketing Automation to score the behavior of website visitors, and those who click through on emails, so that they can be automatically sorted for prioritization.  From the summary:

Identify online behaviors that indicate interest or sales-readiness

Not all leads are created equally. A lead scoring system acknowledges this by assigning values to leads based on objective criteria. The lead score determines the appropriate action for that lead.

In establishing your system you should;

• Identify online behaviors that indicate interest or sales-readiness
• Assign point values to each of those behaviors
• Establish a score that defines “Sales-Ready”

With a contemporary marketing automation solution like ActiveConversion, today’s B2B marketers can reduce costs and increase revenue through prioritization with lead scoring.

To download this eHow To Guide on why, when, and how to implement an automatic lead scoring plan for your business, click on the image!

Wellesley, Mass. - January 25, 2010. THINKstrategies, Inc., the leading strategic consulting company focused on the business implications of the on-demand services market, announced today that ActiveConversion has been named the latest winner of the Best of SaaS Showplace (BoSS) Awards program, which is aimed at promoting the measurable business benefits being delivered by today’s Software-as-a-Service (SaaS) solutions.

The BoSS Awards program was announced in January 2009 by THINKstrategies as an initiative aimed at bringing greater attention to SaaS and cloud computing companies that are producing tangible business benefits for specific user organizations. These benefits include increased sales, lower costs, higher customer satisfaction, faster operations and greater profitability.

The folks at Forrester Research have updated their Interactive Marketing Forecast out to 2014. 

The table of contents has some predictable headlines:

• Interactive Will Cannibalize Traditional Media
• Interactive Marketing Spend Will Near $55 Billion By 2014
• Search Marketing Still Leads Interactive Spend
• Display Advertising Rebounds
• Email Marketing Continues Healthy Growth
• Social Media Fixes Itself In The Interactive Mix
• Mobile Marketing Matters – Post Recession
• WHAT IT MEANS – Interactive Trends Will Redefine Your Business

It’s a very good read, and a few points jumped out for me.

When faced with budget cuts or the need for immediate sales, these marketers find that interactive tools are less expensive, more measurable, and better for direct response than traditional media.

Empowered consumers today expect a customized, interactive brand experience that goes way beyond a 30-second television spot or two-dimensional print ad. Forty-two percent of online adults and 55% of online youth want to engage with their favorite brands through social applications.

And last, even laggard industries feel that they have enough experience and data to prove interactive marketing’s worth. Online display spending by telecom companies in Q1 2009 grew 50% over Q1 2008.

What was also interesting was the the potential for more growth; interactive marketing ad spend is still under represented and laggard compared to how much of sample media time is spend online.

You can sign up for a copy of the full report here, courtesy of  DemandGen Report. Check it out. Your marketing future may depend on it!