Hey ,It’s not uncommon to come across marketers who separate ABM and demand gen (while they don’t really have to). Some even argue that demand gen is better than ABM and some others take the opposite stand.But what if you don’t have to choose between...

Hey ,Here are 5 proven ways to get more with less in B2B marketing:1. Focus on 20% of accounts that generate 80% of revenue and referralsHere’s how:Use the appropriate channels: be where these buyers areLeverage customer-message fit: tailor your mark...

Hey ,I speak almost every day to professional B2B marketers, and I hear a lot of confusion and anxiety around the concept of product differentiation.Many of them know all too well that differentiating their product is important, but unfortunately, th...

Hey ,We recently conducted a survey within our Trenches community, asking seasoned B2B marketers the top issues they are dealing with.Among other things, we surprisingly had answers like:we have issues nailing our unique value proposition;we have a h...

Hey ,It’s an open secret that most B2B companies struggle to get good results from their LinkedIn ABM strategy.Generally, here's what they think LinkedIn lead gen looks like: Send 500-1000 spammy inmails - get 1-5 meetings booked.Display ads rou...