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Today on Target Marketing

B-TO-B

  • The Power Punch

    Carolyn Goodman

    How (Not) to Run an Agency RFP

    Carolyn Goodman | November 07, 2014

    Over the last several years, I've noticed an alarming trend in the RFP process - and I'll boil it down to three words: Lack of respect

  • Ruthless B-to-B Marketing

    Ruth P.  Stevens

    What the Growth of Inside Sales Means to B-to-B Marketers

    Ruth Stevens | November 04, 2014

    I heard an arresting comment at the LeadsCon conference in New York in August. The speaker claimed that inside sales has outstripped outside sales in B-to-B, a statistic that both surprised me and got me thinking. Turns out, the statement was based on a recent study showing that inside sales is growing 7.5 percent, compared to field sales at only 0.5 percent, and that as of 2013, 53 percent of the B-to-B sales rep population sells by phone, instead of face-to-face. It strikes me that this development bears enormous implications for B-to-B marketers.

  • Social Media B2B

    9 Steps to Highly Productive B2B Lead Generation

    November 13, 2014

    The challenge of generating high-quality leads looms large in front of business-to-business marketers today. 78% of B2B marketers say lead generation is their biggest challenge. Just like any other large problem, the best way to address this is to break the process down into bite-size pieces rather than trying to digest it all at once. […]

  • ViewPoint — The Truth About Lead Generation

    Should You Gate Your Content? Answer These Questions To Find Out.

    November 11, 2014

    Lead generation today relies heavily on creating quality content aimed at addressing prospects’ pain points and questions as they go through their buyer’s journey. Fantastic! Now that you, Ms. Marketer, have created all this wonderful content, an important question looms … should you gate it? That is, should you require interested prospects to fill out a form before giving them the content, or should you make it freely available to everyone?