Comments on: Four Transformative Steps For B2B Marketers http://b2bmarketingpost.com/2009/02/19/four-transformative-steps-for-b2b-marketers/ Sharing ideas and advice with B2B marketers Fri, 18 May 2012 23:10:20 +0000 hourly 1 http://wordpress.com/ By: Continuing Our Conversation: Loopfuse CEO Chat, Part II « B2B Marketing POSTs by Laura Ramos http://b2bmarketingpost.com/2009/02/19/four-transformative-steps-for-b2b-marketers/#comment-683 Wed, 10 Mar 2010 00:39:27 +0000 http://b2bmarketingpost.com/?p=106#comment-683 [...] automation to build customer dialogue and relationships much earlier in the purchase process and counteract issues like advertising avoidance, commoditization, and social computing (which creates unprecedented transparency and information sharing that is wonderful for buyers, but [...]

]]> By: jefflogden59 http://b2bmarketingpost.com/2009/02/19/four-transformative-steps-for-b2b-marketers/#comment-47 Wed, 04 Mar 2009 13:27:36 +0000 http://b2bmarketingpost.com/?p=106#comment-47 Good post, Laura. I believe in these challenging times, B2B marketers need a far deeper understanding of buyers and where to find them. What motivates them? What websites and social networks do they frequent?

I’m currently writing a white paper on B2B demand generation, so I welcome interaction. I also write a similar blog at blog.jeffreyogden.com. Best, Laura.

]]> By: Demand Generation - Week in Review | LeadSloth on Demand Generation http://b2bmarketingpost.com/2009/02/19/four-transformative-steps-for-b2b-marketers/#comment-35 Thu, 26 Feb 2009 07:30:08 +0000 http://b2bmarketingpost.com/?p=106#comment-35 [...] B2B marketing is Obsolete [...]

]]> By: Patric Timmermans http://b2bmarketingpost.com/2009/02/19/four-transformative-steps-for-b2b-marketers/#comment-33 Mon, 23 Feb 2009 19:34:54 +0000 http://b2bmarketingpost.com/?p=106#comment-33 Laura,

I fully agree with your analysis. One thing that I’d like to add to your point #2 is that B2B marketers should not just manage (nurture) a lead until it becomes a marketing-qualified lead. B2B Marketers, in particular when dealing with products with long sales cycles, should understand these sales cycles and continue to nurture the lead during the sales cycle and help sales to move qualified leads faster through the pipeline.

This will introduce new challenges but also new opportunities. Examples of new challenges: (1) additional buyer personas are introduced that you will have to target, (2) new communication channels may be introduced, for example target marketing through your sales team, or prospect specific micro-sites or portals, (3) reviewing/augmenting your positioning and messaging that will help moving the lead through the sales process.

The big opportunity is that if you can manage this well, or even demonstrate moderate progress, you will gain build a much stronger relationship with your Sales team, and demonstrate the value of marketing for the company.

Considering the challenge and effort involved in all of this, maybe you’d want to list this as transformative step #5?

regards,
Patric

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