B2B Sales and Marketing Digest
The B2B Sales and Marketing Digest is a list of articles and posts that got our attention, that we’ve read and annotated. Check out our Tech Digest as well.
UPDATED: Mar 6/21 | NOTE: If link to article is taking too long to load, you’ll see a blue PAC man eating dots, just refresh your browser. – Chris
2021
Week of Feb 28
- Fewer Than Half of B2B SMBs Report Shared KPIs for Marketing and Sales | Marketing Charts
- A Framework for Account-Based Marketing (ABM) Success on LinkedIn | LinkedIn
Week of Feb 21
- The Paradox of Content Marketing to Beginners vs. Experts | SparkToro
- In Engagement Shift, Friday Proves Top Day for Email Response Rates in 2020 | Marketing Charts
CHECK OUT: The 4 Stages of Empathy. A Marketer’s Perspective
Week of Feb 14
- Tech vendors must show they’re a strategic partner in the Age of Agility | LinkedIn
- What’s in CMOs’ Growth Plans This Year? | Marketing Charts
Enjoying the B2B Sales and Marketing Digest? You might also like our Technology Digest as well.
Week of Feb 7
- The Science Of Brand | LinkedIn Marketing Solutions
- B2B Marketers Keep the Focus on Revenue in 2021 | Marketing Charts
Week of Jan 31
- Majority of B2B advertising is ‘ineffective’ | Marketing Week
- Here’s How CMOs Can Help Jumpstart Growth in 2021 | CMS Wire
Week of Jan 24
- Humanizing B2B Marketing | LinkedIn
- B2B Marketers Claim Higher ROI from ABM | Marketing Charts
Week of Jan 17
- The B2B Exhibition Industry Remained Grounded in Q3 | Marketing Charts
- A New Breed of B2B Decision-Makers? | Marketing Charts
Week of Jan 10
- 10 tips to improve the quality of your page | Yoast
- How to Get Ranked and Read With a Topic Cluster Model | Content Marketing Institute
Week of Jan 3
- B2B Video ROI Reportedly Improving; Use in Sales Conversations Climbs | Marketing Charts
- 25 Stats That Make the Case for Infographics in Your Marketing | Hubpsot
2020
Week of Dec 21
- Manufacturing Content Marketers Turn to Video | Marketing Charts
- Connecting the dots: Reflections on the Canadian Digital Marketing Pulse Survey | CMA
Week of Dec 14
- Demystifying the Martech Stack, Part 1: The Evaluation Process | CMA
- One-Third of B2B Tech Marketers Say They’ll Meet Their Original KPIs This Year | Marketing Charts
Week of Dec 7
- What’s the State of the Marketing-IT Relationship? | Marketing Charts
- Removing Gatekeepers From Your Marketing | Hubspot
Week of Nov 30
- Here’s What B2B Marketers Using ABM Say They’re Getting for Their Efforts | Marketing Charts
- Interactive Infographics: A Picture of the Premise, Tools, & Process | Hubspot
Week of Nov 23
- How to Convince Your Company’s Brain Trust to Collaborate on Content | Content Marketing Institute
- I Blogged Every Night for a Week. It Went Terribly | SparkToro
Week of Nov 16
- Executing A B2B Integrated Marketing Strategy: Who and What’s Involved? | Marketing Charts
- These eight charts show how COVID-19 has changed B2B sales forever | McKinsey & Company
Week of Nov 9
- B2B Content Marketers Getting More Successful in Building Credibility | Marketing Charts
- Subject Matter Expertise A Growing Factor for B2B Buyers When Evaluating Vendors | Marketing Charts
Week of Nov 2
- 6 SEO KPIs Every Search Marketer Should Know | Hubspot
- Value Drives B2B Content Success, Even As Pandemic Forces Changes | Marketing Charts
Week of Oct 26
- What’s Up in 2021 for Content Marketing? | Content Marketing Institute
- Value Drives B2B Content Success, Even As Pandemic Forces Changes | Marketing Charts
Week of Oct 19
- The 4 Key Signs Your Marketing and Sales Teams Aren’t Aligned | Hubspot
- Why Circular Thinking Works Better in Content Marketing | Content Marketing Institute
Week of Oct 12
- What Impact Has COVID-19 Had on Digital Marketing Transformation? | Marketing Charts
- Why Hasn’t CRM Taken Over the World? | CRM Buyer
Week of Oct 5
- How B2B Demand Generation Has Adapted in 2020 | Marketing Charts
- To recover from COVID-19, we need to make friends with CFOs. Stat. | Canadian Marketing Association
Week of Sep 28
- US B2B Trade Show Market Not Forecast to Recover For Years | Marketing Charts
- Does Social-Media Activism Really Work? | Time
Week of Sep 21
- 20 Stats That Make the Case for Co-Marketing in 2020 | Hubspot
- These Content Marketing Rules Are Made to Be Broken | Content Marketing Institute
Week of Sep 14
- 15 Key Performance Indicators to Help Improve Your Marketing | Hubspot
- Apple showing signs it may soon launch a search engine to compete against Google Search | Coywolf News
Week of Sep 7
- How Many Target Accounts Do Reps Handle in ABM Programs? | Marketing Charts
- How to Build Community-Centric Virtual Events, According to Moz’s CMO | Hubspot
Week of Aug 31
- Re-imagining marketing in the next normal | McKinsey
- B2B Marketers Turn to Digital Advertising in Greater Numbers | Marketing Charts
Week of Aug 24
- The New Rules of Marketing [2020 Edition] | Hubspot
- Do AR Product Previews Actually Lead to Purchases [New Research] | Hubspot
Week of Aug 17
- These Are the Lead Magnets SMBs Say Convert Best | Marketing Charts
- Building a marketing career in disruptive technology: What does it take? | IT World Canada
Week of Aug 10
- B2B trade shows get a digital remake | Digital Commerce 360
- B2B Buyers’ Engagement With Digital Content Has Grown During the Pandemic, With Some Behavior Changes | Marketing Charts
Week of Aug 3
- Upstream vs. Downstream Marketing, Explained | Hubspot
- What Types of Content Generate Leads That Convert? | Marketing Charts
Week of Jul 27
- Half of Marketers and Advertisers Think All Future Live Events Will Have a Virtual Dimension | Marketing Charts
- Six tips for building a successful martech investment pitch | Canadian Marketing Association
Week of Jul 20
- What Do B2B Buyers Want from Inside Sales? | Marketing Charts
- The 5 Most Popular Content Analytics Articles on CMI | Content Marketing Institute
Week of Jul 13
- Are You Ready for Remote Selling? | Karen Kelly, Sales Performance Consultant
- 3 in 5 CMOs Agree That Marketing Has Increased in Importance During COVID-19 | Marketing Charts
Week of Jul 6
- 5 Big Obstacles Encountered by B2B Content Marketers | Content Marketing Institute
- SAP CEO says outsourcing event platform ‘not the best decision’ after Sapphire technical glitches | Channel Daily News
Week of Jun 29
- IDG Acquires Triblio | IDG
- Forrester’s Lisa Riley Shares Her Perspective On The Future Of Events In B2B | DemandGen Report
Week of Jun 22
- B2B Buyers Value These Traits in Salespeople | Marketing Charts
- Which Marketing Responsibilities Will Be More Important in 5 Years’ Time? | Marketing Charts
Week of Jun 15
- Marketers and Salespeople Confident in ABM As the Right Strategy, but Struggle to Execute Programs at Scale | Marketing Charts
- No Need to Survey, You Already Have Data for Great Storytelling [Examples] | Content Marketing Institute
Week of Jun 8
- 4 in 10 People Say They See Too Much Branded Influencer Content on Social Media | Marketing Charts
- Fueling the Future of Business | Gartner
Week of Jun 1
- Page experience: a new Google ranking factor | Yoast
- Does Your B2B Content Target an Active Audience? | Marketing Charts
Week of May 25
- The next phase of partner marketing | Cisco Blogs
- Introducing the State of Sales 2020 | LinkedIn
Week of May 18
- Marketers at B2B Firms Tout the Value of Social Media | Marketing Charts
- 8 Things to Help Your Content Marketing Survive the Pandemic | Content Marketing Institute
Week of May 11
- How COVID-19 Has Impacted Media Consumption, by Generation | Visual Capitalist
- Where should brands go next? Your brand should go everywhere | Canadian Marketing Association
Week of May 4
- This Week’s Big Deal: What Buyers Want Right Now | LinkedIn
- B2B Sales Impact of Coronavirus [Infographic] | Business 2 Community
Week of Apr 27
- Does Social Media Help SEO? | LeadG2
- Marketing during the pandemic: Insights from the CMA B2B Council | Canadian Marketing Association
Week of Apr 20
- 3 Reasons to Update Your Marketing Strategy | Center for Sales Strategy
- How to Define a Workflow That Keeps Content Production On Track | Content Marketing Institute
Week of Apr 13
- B2B Buyers Rely on Vendor Websites for Content | Marketing Charts
- Content Marketing Can Do More Than Survive in the New World | Content Marketing Institute
Week of Apr 6
- 7 Steps to Create a Helpful Interim Content Marketing Strategy | Content Marketing Institute
- How to Create a Persuasive About Us Page that Converts [Examples] | Content Marketing Institute
Week of Mar 30
- The Next Chapter of Meetup | Meetup Blog
- Statistics to Prove B2B Sales Can Benefit from Social Selling | The Center for Sales Strategy
Week of Mar 23
- The New and Future Reality of Virtual Events [The Weekly Wrap] | Content Marketing Institute
- PE Firms Scramble to Organize Virtual Annual Meetings as Virus Spreads (free subscription required) | Buyouts
Week of Mar 16
- Announcing mobile first indexing for the whole web | Google Webmaster Central Blog
- Marketers Say They’re More Interested in Working with Micro-Influencers Than Celebrities | Marketing Charts
Week of Mar 9
- Industries Face Declines in Trust | Marketing Charts
- How Social Selling Changed the Buyer’s Journey | Social Media Marketing
Week of Mar 2
- More Than Half of US Marketers Forecast to Use LinkedIn Next Year | Marketing Charts
- Want More Business? Narrow Content Focus to Targeted Accounts | Content Marketing Institute
Week of Feb 24
- 4 Easy Ways To Shorten Your B2B Sales Cycle In 2020 | Forbes
- What is An Attribution Model in Marketing? Explained for Beginners | Digital Ashva
Week of Feb 17
- Keep These Five Tips In Mind When Growing Your Business Through Collaboration | Forbes
- 4 Content Marketing Goals That Really Matter to the Business | Content Marketing Institute
Week of Feb 10
- How to Create a Strategic Social Media Plan [Template] | Content Marketing Institute
- How High-Growth B2B Companies Get the Most Out of Sales Coaching | Marketing Charts
Week of Feb 3
- Here Are Some E-Commerce Traffic Source and Conversion Rate Stats | Marketing Charts
- Communications Pros Struggle With Tightening Budgets, Measurement | Marketing Charts
Week of Jan 27
- The Inbound Sales Matrix: What It Is and What It Can Do for You | Hubspot
- How to Get Valuable External Content Sources | Content Marketing Institute
Week of Jan 20
- Here’s what Google’s new featured snippet changes mean for your rankings | Moz
- 5 Marketing Strategies to Grow Your Small Business | Nimble
Week of Jan 13
- Influencer marketing rules – a primer on what you should know | Canadian Marketing Association
- 9 Sales Leadership Qualities to Look for in Top Performers | The Center for Sales Strategy
Week of Jan 6
- How Are Marketers Using Salesforce? | Marketing Charts
- How Are Direct to Consumer (D2C) Brands Reaching Customers? | Marketing Charts
2019
Week of Dec 30
- Driving Marketing Impact: The Essential Framework to Get You There | Gartner
- Are Marketers Actually Measuring ROI? | Marketing Charts
Week of Dec 23
- Marketers Tout SEO’s Effectiveness As They Look to Drive Leads, Customer Acquisition | MarketingCharts
- Are Marketers Actually Measuring ROI? | MarketingCharts
Week of Dec 16
- How to Crush Perceptions and Build Trust with Prospects | The Center for Sales Strategy
- Are Marketers Satisfied With Social Media for Lead Generation? | Marketing Charts
Week of Dec 9
- Which Advertising Objectives Lead to Which Outcomes on LinkedIn? (Oct 2019) | LinkedIn
- What Do B2B Buyers Want From Sellers, and Why Do They Go Elsewhere? | MarketingCharts
Week of Dec 2
- Is Community Becoming The Key Differentiator Amongst The VC Firms | Inc42
- 2019 Media Sales Report – How to Book More First-Time Appointments with Prospects | The Centre for Sales Strategy
Week of Nov 25
- 4 Big 2020 Sales Enablement Predictions | CRMBuyer
- The B2B Marketing Strategy Guide for 2020 | bloomreach
Week of Nov 18
- Building Trust through Thought Leadership | LinkedIn
- The Most Useful B2B Buyer Behavior Insights Differ Between Marketing and Sales | MarketingCharts
Week of Nov 11
- Customer Engagement Strategies to Try in 2019-2020 | Nimble
- Channel Broadcast News to Better Your Content Marketing | Content Marketing Institute
Week of Nov 4
- Why Are B2B Content Marketers Steering Away from Content Creation? | DMN
- TechTarget – 20 Years Later: Great Content Is Still the Key | TechTarget
Enjoying the B2B Sales and Marketing Digest? You might also like our Technology Digest as well.
Week of Oct 28
- Google digs into deeper meanings of searches | The Associated Press
- CMOs and the C-Suite | Marketing Charts
Week of Oct 21
- 2020 B2B Content Marketing: What the Successful Do [New Research] | Content Marketing Institute
- Five Focal Points For B2Bs In Digital Transformation | Adobe
Week of Oct 14
- B2B Decision-Makers Point to Areas for E-Commerce Improvement | Marketing Charts
- Marketers Are Looking At Retention and Satisfaction Rates to Determine CX Success | Marketing Charts
Enjoying the B2B Sales and Marketing Digest? You might also like our Technology Digest as well.
Week of Oct 7
- Marketing and PR Alignment Is a Major Boon for B2B Marketers | ANA
- Get the Audience Greenlight: A Lesson From a 19th Century Nurse | Content Marketing Institute
Week of Sep 22
- How B2B Brands Can Better Monetize LinkedIn| John Obrecht, ANA
- How Are Marketers Improving Lead Gen Quality? | Marketing Charts
Week of Sep 15
- Marketing Accounts for Larger Portion of Firm Spend: 4 Notes About Budgets | Marketing Charts
- How to Develop a Content Strategy: Start With These 3 Questions | Jodi Harris, Content Marketing Institute
Week of Sep 8
- From one war to another – how front-end developers are about to become the most highly prized assets in a marketing team | Sonja Kotrotsos, Customer Think
- Agencies Report Success in Achieving Clients’ Content Marketing Goals | Marketing Charts
- How Are Businesses Going About Retaining Their Customers? | Marketing Charts
Week of Sep 1
- 2019 B2B Content Marketing Research: It Pays to Put Audience First (Fall 2018 post) | Lisa Murton Beets, Content Marketing Institute
- Here’s What Digital Marketers Are Focusing On in the Coming Months | Marketing Charts
Enjoying the B2B Sales and Marketing Digest? You might also like our Technology Digest as well.
Week of Aug 25
- Canadian Growth Hackers: Shopify’s Amy Martion on marchitecture and building growth teams | Vitaly Pecherskiy (co-founding and running StackAdapt), BetaKit
Week of Aug 18
- Which Tactics Do Marketers Consider Effective At Different Stages of the Funnel? | Marketing Charts
- How Have B2B Purchase Processes Changed? | Marketing Charts
Week of Aug 11
- B2B Buyers Seem to Be Engaging Sales Reps Earlier in the Process: 3 Tips for Vendors | Marketing Charts
- CMOs held up by short-term thinking: study | David Brown, The Message
Week of Aug 4
- Want to Scale Your Content Marketing? Get the Employees Involved | Michael Brenner, Content Marketing Institute
- Key Reasons Salespeople Use CRM: Productivity and Organization | Marketing Charts
Week of Jul 28
- The US B2B Trade Show Market Continues to Grow | Marketing Charts
- Can IT Tear Down The Wall Between B2B And B2C Marketing? | David Rand, CMO.com
- 7 Social Media Metrics That Should Really Matter to Your Brand | Martin Ochwat, Content Marketing Institute
Enjoying the B2B Sales and Marketing Digest? You might also like our Technology Digest as well.
Week of Jul 21
- B2B Tech Marketers Get Results With In-Person Events | Marketing Charts
- The Growing Relationship Between Martech & Blockchain | Joaquim Miro, CMO and Founding Partner at MLG Blockchain, Canadian Marketing Association, CMA
- Americans Are Turning to Reputable Sources For Their News | Marketing Charts
Week of Jul 14
- Some B2B Marketing Processes Have Room For Improvement | Marketing Charts
- Brand Trust Is Becoming More Important: Here Are Some Key Stats And Themes | Marketing Charts
Week of Jun 30
- Marketers Believe Research and Case Studies Are Their Target Audiences’ Most Trusted Content | Marketing Charts
- Five Points About Podcast Advertising | Marketing Charts
Week of Jun 23
- The B2B marketing growth formula – from Mark Ritson, Les Binet and Peter Field | Ngaire Moyes, LinkedIn
- Here’s A Look At B2B Marketers’ Most Desired Metrics | Marketing Charts
- Is Your B2B Content Targeting the Wrong Job Level? | Marketing Charts
Week of Jun 16
- To get real value from ABM, don’t miss this crucial first step | Margaret Franco, Senior VP of Marketing EMEA, Dell, LinkedIn
- What Metrics Are ABM Marketers Using to Measure Success? | Demand Gen/Marketing Charts
- How U.S. Marketers Are Losing The Influencer Battle | Kimberley A. Whitler, Forbes.com
Week of Jun 9
- Enterprise Companies Need Improvement Making Changes From Voice of Customer (VoC) Programs | Qualtrics/Marketing Charts
- The Rise Of The Transformational CMO: Forbes’ Chief Insights Officer Provides Perspective (2016) | Kimberley A. Whitler, Forbes.com
- 3 in 4 Marketing Execs Expect CMOs to Be More Prevalent On Boards | Spencer Stuart/Marketing Charts
Week of Jun 2
- Forget Luck. Become A Connector And Create Your Own | Darrah Brustein, Forbes
Week of May 26
- How Can Marketers Decrease Wasteful Spending? | Marketing Charts
- We See Salespeople as Essential Partners to Buyers. So Do Our New Real Faces of Sales. | Keith Browning, LinkedIn
Week of May 19
- Building A Data Dashboard? Here Are Some Questions to Ask First. | Marketing Charts
- We Asked 10 Sales Influencers about How Sales Technology is Changing the Buying Process | Sean Callahan, LinkedIn
Week of May 12
- Reported Google browser change could be final death blow to cookies | Greg Sterling, Marketing Land
- The Age of Continuous Connection | Nicolaj Siggelkow/Christian Terwiesch, Harvard Business Review
- Marketing, IT Unite In The Name Of Content | Debbie Elkind, CMO.com
Week of May 5
- How to write an effective email to people who receive a tons of emails | Mark Suster, Twitter
- Strategic Content Marketers Use More Development Aids | Content Marketing Institute/Marketing Charts
- GET TO KNOW…Mark Phibbs, Vice President of Marketing- Asia-Pacific and Japan, Cisco | CMO Council
- Marketers Gain Benefits From Personalization, but Rate Performance Poorly | Evergage/Marketing Charts
Week of Apr 28
- Marketers Gain Benefits From Personalization, but Rate Performance Poorly | Marketing Charts
- For B2B Buyers, Vendor Transparency Makes Purchasing Easier and Faster | Marketing Charts
Week of Apr 21
- What Do “Pioneer CMOs” Do Differently to Their Peers? | Accenture, Marketing Charts
- Which Types of B2B Influencer Content Do Buyers Find Valuable? | Marketing Charts
- Reach vs. Relationships | Scott Ingram, LinkedIn
Week of Apr 14
- B2B Buyers Want More Data and Research in Vendor Content | Marketing Charts
- Most Pressing Topics for CMOs
[Chart] I would argue that these are the top 6 things that either keep CMOs up at night and are critical to their ongoing success as one. pic.twitter.com/fBa7mFDCcs
— Chris Herbert (@B2Bspecialist) April 19, 2019
Week of Apr 7
- The New Way Forward In B2B: Account-Based Experience | Giselle Abramovich, CMO.com
- Most B2B Buyers Admit to Postponing Purchases. How Should Vendors Respond? | Marketing Charts
- 5 key areas that marketing teams need to invest in this year | Andy Doring, Global Marketing Alliance (GMA)
- CMOs’ Top Uses For AI: Personalization and Predictive Analytics | Marketing Charts
Week of Mar 31
- For IT Decision Makers, Data Security And AI Are Top Priorities | Giselle Abramovich, CMO.com
- Marketers’ Single Biggest Opportunity? Look to Customer Experience and Data | Marketing Charts
Week of Mar 24
- Driving Growth Is The Biggest Challenge For US CMOs | Marketing Charts
- Targeting on LinkedIn Just Got More Powerful | LinkedIn Marketing Blog
Week of Mar 17
- B2B Execs: Here’s How To Earn (Or Lose) Our Trust | Ernan Roman, CMO.com
- Four B2B Marketing Trends to Watch in 2019 | Marketing Charts
- B2B Buyers Prefer Using Web Search to Research Vendors | Marketing Charts
- The difference between good and bad sales training: A closer look at certification | McKinsey
Week of Mar 10
- B2B Leaders Say Content Spurs Buying Processes. But What Content Turns Them Off? | Marketing Charts
- What the future science of B2B sales growth looks like | McKinsey
- Microsoft IT Showcase/Microsoft increases sales by using AI for lead qualification | Microsoft
Week of Mar 3
Week of Feb 24
- How the definition of “journalist” is changing | Rani Molla, Recode
- Be Careful How ‘Fyre’d’ up You Get About Influencer Marketing | John Boitnott, Entrepreneur.com
- Marketers Crack Down On Content Management | Samuel Greengard, CMO.com
Week of Feb 17
- Buyers aren’t tired. They’re exhausted | Logan Lyles
- How to Sell in the Era of the Educated Buyer | Ed Calnan