B2B SaaS Flies in the Ointment – I can’t turn a profit
Tweet Me!The overriding problem with most B2B SaaS vendors today is their inability to reach profitability. Customer acquisition costs in particular often run 50%+ of revenue, and while logic says that...
View ArticleB2B SaaS Flies in the Ointment – Not enough leads – Part 1
Tweet Me!There are many roadblocks that can get in the way of getting leads in the door. But, before we consider these, ask yourself this: “Is my market really big enough?” You would be surprised at...
View ArticleB2B SaaS Flies in the Ointment – Not enough leads – Part 2
Tweet Me!Many B2B SaaS businesses will succeed or fail based on the volume, cost and quality of inbound leads. The reason for this is straightforward: subscription price. If you are like most SaaS...
View ArticleB2B SaaS Flies in the Ointment – Old enterprise habits die hard
Tweet Me!The software/Web/Internet industry is a tight community and SaaS vendors routinely recruit sales, marketing and engineering executives because they possess unique experience, knowledge and...
View ArticleThe PR 2.0 ethical dillema – The Medium versus the Message
Tweet Me!If there are two areas of cross-disciplinary study I would recommend for every Web PR and Marketing professional it would be linguistics and postmodernism. The reason is that Internet...
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The New Breed of B2B Buyer
Tweet Me!Today’s business buyers are awash in a deluge of online information. Virtually every business problem, process, product, and service, no matter how obscure, seems to have garnered at least one...
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The Blurry B2B Buying Process | New Breed of B2B Buyer #2
Tweet Me! This is the second blog post in a series that discusses the new breed of B2B buyer that has evolved in adaptation to the Internet and explores new rules of engagement that mirror those...
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B2B Blog Strategy | Ten Be’s of The Best B2B Blogs
Tweet Me!Blogging is one of the easiest, cheapest and most effective ways to engage the New Breed of B2B Buyer, yet so many B2B blogs miss the mark. Here are ten “be’s” of the best b2b blogs. It isn’t...
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B2B Startup Marketing | Blog Your Way to Leads
Tweet Me!B2B startup marketing is tough. It used to be that you could polish off a high level message and a slide deck and let the salesperson handle it from there. Today, online marketing is the...
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The New B2B Buyer | 6 Rules of Engagement eBook!
Tweet Me!B2B buyer behavior has evolved in adaptation to the Internet. A new B2B buyer species has arisen that is more connected, more impatient, more elusive, more impulsive, and more informed than...
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B2B Social Networking | What’s In a Name?
Tweet Me!I frequently find myself thinking that the dumbest thing we Internet marketers ever did in social networking was to rename it social media. In the early days of Web 2.0, there was no such...
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Professional Social Networking with B2B Social Media
Tweet Me!I believe many B2B professionals struggle in their adoption of social media for professional use, because they see it as a marketing platform as opposed to a professional networking tool....
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B2B Social Business Bill of Rights | Don’t Get it Wrong!
Tweet Me!Which is more important in B2B social media, social or media? For way too many B2B marketers, the answer is media. In the B2B marketing community, content marketing has eclipsed blogging,...
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Social Sales | 10 Social Sales Lead–ership Tips
Tweet Me!Sales professionals are some of the earliest adopters and most annoying users of social networking. The problem is that most sales reps treat LinkedIn like a prospecting database for cold...
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