Why B2B Buying Cycles are Getting Longer

New research reveals what influences B2B buying decisions and explains why the B2B buying process is getting longer.Earlier this month, Demand Gen Report published the findings of the 2017 B2B Buyer's Survey. The 2017 research was based on a survey of 283 C-level executives, VPs, and Directors across...

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Cracking the Code on Revenue Growth

Marketing leaders are increasingly on the hook for growth, and to meet this demand, they must understand how growth happens and where it originates. This post describes the wellsprings of revenue growth that any company can tap.Today more than ever, marketing leaders are expected to develop strategies...

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Why Your Content Marketing Needs an Easy Button

Two recent surveys by Demand Gen Report highlight the importance of making it easy for potential buyers to find and access marketing content. Most B2B companies are already using content marketing in some form, so the challenge now is to make content marketing efforts as effective as possible. As it...

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How to Reinforce the Status Quo

In an earlier post, I explained why companies need different marketing content for customer acquisition vs. customer retention. Put simply, when the objective is customer acquisition, your content needs to weaken the grip of the status quo and convince your prospects to make a change. When the goal...

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Research Explains the Persistent Disconnect Between Sales and Marketing

Yesterday, I performed a Google search using the term "sales and marketing alignment." My search produced 239,000 results. When I limited the search to the past year, Google still returned over 50 pages of results. So clearly, sales and marketing alignment is still a hot topic in the B2B sales and marketing...

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