The B2B Sales and Marketing Digest is a list of articles and posts on that got our attention, that we’ve read and annotated. Check out our Tech Digest as well.

UPDATED: Sep 22/20 | 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

2020

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

Enjoying the B2B Sales and Marketing Digest? You might also like our Technology Digest as well.

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

• Introducing B2B Marketing Trends: Insights from the Frontlines of B2B Marketing | Salesforce

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