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Are Paid Pilots or Free Trials Better for B2B?

Posted on August 5, 2009 by in Marketing Strategy, saas, Sales Strategy

I have recently read two great posts about the over-use and ultimate lack of effectiveness of the free trial as a marketing tactic in B2B SaaS sales organizations. Both Jep Castlestein of LeadSloth and Amanda Ferrante of DemandGen Report talk about alternatives to the ubiquitous trial and each provided great food for thought on a [...]

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Let Your Website Do the Selling in B2B

Posted on June 16, 2009 by in Design, Marketing Strategy

As a marketer, I have the opportunity to look at a wide variety of company websites when assessing our inbound leads. I am always surprised by the number of websites I come across that are not user friendly. Within the B2B industry, your website can mean everything to your potential customers. Prospects want information and [...]

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B2B Marketing Lessons from the King

Posted on January 4, 2009 by in Budgets, Marketing Strategy

If you are not the top dog in your market, mimicking BK’s strategy may be a good approach when determining where to spend your marketing dollars. A good technique is to take your savviest (though not necessarily your biggest) competitor, and watch very carefully how and where they are spending their marketing dollars.

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