How To Identify Ideal Target Customers

The time taken to identify ideal target customers in B2B markets is rarely wasted. It can be all too easy for a sales department to lack focus and to chase the easy target, the ones the competitors chase, or those always open for a visit. It is important to focus...

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What Type Of B2B Marketer Does Your Business Need?

Marketing, when implemented properly, can be the growth engine for your business but putting the right marketing person or team in place is crucial to success. There are generally two types of B2B marketers. It is important to consider which style of marketer your...

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Generating Creative New Product Ideas – B2B Markets

In many B2B markets what was once a unique product or service is soon copied, often by low cost producers, making it a commodity and driving down the price. The challenge then is generating creative new product ideas on an ongoing basis. However, there is a problem...

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Addressing The Complexity Of B2B Marketing

Many issues add to the complexity of B2B marketing. They include the project driven nature of many B2B markets and servicing the needs of a large decision making team. This post offers some guidance on how an appropriate content marketing strategy can address these...

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Is It Really Possible To Measure Marketing ROI

In an increasingly competitive B2B marketplace every department must prove its contribution. Manufacturing output is relatively easy to measure, as is the contribution of the sales department but what about the marketing department? Is it possible to measure marketing...

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A B2B Market Analysis Template

When building a B2B strategic marketing plan for any business an in depth market analysis is of vital importance. Without analysis the resulting plan is likely to be of little practical use resulting in significant wasted resources on a document that simply sits on a...

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B2B Market Penetration Strategies

In B2B markets growth tends to be based on either new product introduction or attacking new markets. In this post we cover how to execute a new market penetration strategy with the aid of a case study. Successful new market penetration depends on the nature of the...

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The Product Innovation Process

It’s a hard truth but without a product innovation process most manufacturing companies are destined to fail. In this post we discuss some tools and techniques to develop an innovative culture and the process of developing and screening new product ideas. As...

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