Much of our work involves helping manufacturers prepare their new products for launch. We’ll spend quite a bit of time crafting a message for a product, and then building a lead generation campaign to support it.

I’ll admit that I’m a fan of industry studies. Among my favorites are the surveys conducted by publishers to document how engineers learn about new products and where they go to buy them. In an era of growing ecommerce, Amazon and other dramatic shifts in how companies market to engineers and other technical buyers, keeping in front of these trends is rather critical.

So, with gratitude to several engineer-focused publishers who share our interest in digital marketing trends, here are some highlights from a variety of studies we’ve seen recently.

1. Perhaps at the top of the list is the explosive impact Amazon is having in the b-to-b market. We’ve talked about it coming for several years. Now Amazon has gone from no where two years ago to a whopping 38% of electronic engineers reporting they buy products on Amazon for work-related purchases. It’s even more pronounced among younger engineers, as you’d expect: 55% of younger engineers report using Amazon.
   
   What it Means: If you don’t have an Amazon Prime store on Amazon, get one. Before the end of the day.
   
   

One of the common questions our agency is asked is what marketing automation software platform clients should choose. We think they’re all good tools, and certainly add a strong dose of measurability and analytics to the marketing programs being implemented. And we love those analytics.

Today, as we’ve now become one of HubSpot’s newest Platinum Level Value Added Resellers, we thought we’d share a few opinions we have on how Pardot and HubSpot compare. Certainly, we’re a bit biased toward HubSpot, as we’re proud to have achieved Platinum status as one of just 100 VARs out of HubSpot’s 3000+ VAR community. However, we tend to do more HubSpot work more so because the bulk of our clients have chosen that tool, not because we’ve insisted they make that choice.

Everyone hates to do it, and in truth there are few people who are good at it.  And even though an earlier blog post from us talked about the increasing difficulty in selling over the phone, particularly to younger professionals, we do encourage sales organizations to make outreach a part of their strategies for acquiring new accounts.

In fact, one of our clients with a particularly well-oiled sales machine has generated millions of dollars in new account revenue from their targeted cold calling campaigns.

So, with that in mind, I was sent these latest statistics on cold calling and telephone selling recently by sales veteran Tim May, who runs sales at our client N2Net. (Author’s admission:  Tim gives full credit to pulling these from one of his LinkedIn contacts, Emma Marriott, Business Development Manager at Pingala Media!)

Can You Sell to Millennial Engineers on the Phone? 

Recently we’ve had some discussion here at the agency about the use of tele-sales, and whether that time has passed. Is it possible to reach people and sell on the phone anymore?  Is – gasp – cold calling still something to task salespeople to do?

We still believe that cold calling and phone selling has its place. In fact, we know of several clients that use call centers as their primary selling channel.

However, we also believe that cold calling and telesales is the single most costly method of selling.  It reminds me of an old McGraw Hill Publishing ad in which a grumpy prospect looked directly into the camera and asked, “I don’t know your company. I don’t know your products.  I don’t know your reputation.  Now, what was it you wanted to sell me?” 

The point of the ad, of course, is to remind marketers that you can certainly sell to someone who knows nothing about you, but it’s always going to be quite a bit easier to push that boulder up the hill if you walk in the door with some brand awareness and even preference already established.

Still, some companies are making it even harder for marketers to use the phone.  JPMorgan Chase and Coca-Cola recently eliminated voice mail for many employees as part of cost-cutting moves; others are considering similar initiatives. Vonage released a study showing annual declines in the number of voice mails left on their systems, and the number who even listened to their messages fell by 14%. In another story about voice mail, NPR interviewed a 26-year-old who said that “voice mail might evolve into something kind of special and exciting – like a telegram once was.” Oh my god!

Tech Accelerators Will Win the Marketing Battleground 

I was stunned to read this:  Gartner Group reported recently that the technology budget for the Chief Marketing Officer in 2017 will be bigger than the CIO’s tech budget!

Perhaps I shouldn’t be surprised, with the explosion in marketing tools coming to the market.  See the graphic put together by Chiefmartech.com, and you’ll see what I mean.  It’s a dizzying array of tech tools to measure and improve marketing.  No wonder marketing feels so overwhelming these days!

CRM can be a powerful ally for senior managers or another frustrating software tool that fails to live up to its promises. We recently interviewed a wide variety of CEOs and marketing/sales VPs to uncover, after three decades in the field, what prevents CRM from being used – and how to eliminate those barriers. 

Goldstein Group Communications agency president Joel Goldstein spoke this week at the IT Expo 2017 technology conference in Fort Lauderdale, FL. The event is held annually for technology manufacturers, software developers and resellers that sell to IT/telecom/Internet executives. Goldstein’s talk, “Digital Marketing Techniques that Actually Work,” follows the agency’s 10-step process for planning, creating, executing and measuring digital marketing programs for b-to-b companies. Built on the agency’s “Measurably Better Marketing” model, the 10 steps create a logical progression of defined steps that any company can follow to building a marketing program that is measurable and able to improve over time.

It’s a new year, so we’re all making big, big plans for 2017.  But as we all know, any forward-looking plan has to take into account a look backward at what worked, and what didn’t. No news there. We all want to spend our time on tasks that have the most impact, not on busywork.

It’s that time of year for b-to-b businesses - and there are a few things to consider before your company begins implementing your 2017 Marketing Budget.

You’ve made your budget, but are your numbers good? According to the annual CMO (Chief Marketing Officer) Survey the magic number to budget is 7.5% of your annual revenue. The US Small Business Administration concurs with their percentage being 7 – 8% of revenue.

The landscape for sales and marketing is more competitive