Lessons From The Builders’ Show

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An Open Letter To Trade Show Exhibitors Dear Friends, According to the Convention Industry Council, trade shows added more than $280 billion to the U.S. economy in 2012, drawing more than 225 million participants. That’s a staggering set of figures and it underscores the importance these shows play. As marketers, we all know exhibiting at […]

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The Times, They Are A-Changin’

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Keep Your Eyes on Generational Shifts in Key Decision Makers   I was recently asked to offer some insights for “2016 Trends in B-to-B Marketing,” an article in Marketing Daily. As you might expect from the title, they wanted to know what trends marketers should be planning for in the coming year, and they asked […]

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Proving B2B ROI Is Hard, But You’re Still Responsible for It

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Don’t Ditch Lead Generation—Do Lead Generation Better As B2B marketers, how do we quantify the results of our work? How do we prove the effectiveness? The ROI. That’s the constant challenge we face, especially when it comes to the building industry, where we have to be that much smarter. The numbers prove it: 32% of […]

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What Comes After Sales Enablement?

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Take B2B Marketing to the Next Step with In-Person Meetings As building products marketers, it’s amazing to think of the amount of time and energy we spend planning out the perfect marketing tools and strategies. Sales enablement is one such tool that is becoming increasingly prevalent and effective. Done right, sales enablement can provide your […]

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B2B Marketers: It’s Okay to Be an Enabler. (Sometimes.)

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New Findings Prove the Effectiveness of Sales Enablement   I’m an enabler. No, not the kind you’re thinking—a different kind of enabler. I’m referring, of course, to one of my favorite topics: sales enablement. I’m an enabler in that anyone who knows me knows that I talk about this topic a lot because I have […]

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Building Products Marketers Need Sales to Survive

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Sales and Strategy Go Hand In Hand   What if I told you that all the effort you put into marketing your building products was absolutely useless? What if I told you that no matter how great the creative, how brilliant the strategy, and how alluring the incentive, your approach was doomed to fail? Because […]

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I Want B2B Marketers to Talk Dirty

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Why Now Is the Time for B2B E-Commerce     There’s a dirty word in the world of B2B marketing. A word that strikes fear in the hearts of B2B marketers and sales people everywhere. It’s a word many are afraid to say, but not me. I’m talking about e-commerce. (See? Told you—not afraid.) Many […]

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B2B Marketing: What’s Easy Isn’t Necessarily What’s Right

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Is Your Marketing Making Life Easier for You or Your Prospects? There’s a saying that doing the easy thing is not the same as doing the right thing. It’s definitely true for B2B marketers—what’s easy for us to produce might not be what is right for our audience to consume. But we like easy; as children, […]

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Is Your Sales Promotion Failing? Or Are You Just Failing Your Sales Team?

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Drive Sales Promotion Results by Marketing to Your Sales Team   Here’s something you might not expect a veteran B2B marketer to say: The success of a B2B sales promotion does not hinge on the prizes, nor does it hinge on the theme. It’s not only about the bells and whistles. It’s not even only […]

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Content Your Audience Wants But Isn’t Getting

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Is Your Content Passive or Interactive? It’s no longer enough for content to be good. (Heck, maybe it never was.) It’s not even enough for content to be timely, personalized, well-distributed, or repurposed. What’s also important is that your content is interactive—or at least, some of your content is interactive. In fact, a Customer Think […]

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