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Ruth P. Stevens

Review Sites
June 26, 2019  by Ruth P. Stevens

Ratings And Reviews Sites: The New B2B Marketing Channel

A new mechanism has emerged to help B2B buyers who are searching online for products and solutions: Ratings and reviews sites, where searchers can find out what their peers are saying about prospective products and suppliers, and compare product features head to head.  Just as consumers use Yelp and TripAdvisor, business buyers can check out […]

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B2B Lessons
March 5, 2019  by Ruth P. Stevens

What B2C marketers can learn from B2B

There’s a lot of talk in the B2B world about what we can learn from consumer marketers.  We need to treat business buyers as individuals, with their own personas, analyze their digital buyer journeys, and use social media to communicate with them.  And how to speak to buyers like humans, with messages that both inform […]

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Marketing Conversion Funnel for B2B Customer Relationships
April 9, 2018April 9, 2018  by Ruth P. Stevens

The Funnel Beyond the Funnel: Deepening B2B Customer Relationships

I’ve long observed that B2B marketers focus too much on lead generation, and not enough on current customer expansion and retention, which is, after all, where the bulk of profits lie. When asked, the typical B2B marketer will say that 80 to 85 percent of their effort goes to customer acquisition. This is a mistake. […]

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January 29, 2016January 29, 2016  by Ruth P. Stevens

Marketing Automation is Not Marketing Strategy

The following is reprinted by permission from Ruth P. Stevens. You can view the original post here. Too often, these days, I am hearing B2B marketers mouth claims like “We got this new [fill in the brand] automation tool, so now we can reduce headcount.” Or, “Once this automation system is installed, it will take […]

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Latest Posts

  • Why I Have (Almost) Stopped Blogging
  • B2B Marketers: How to Win the Trust of Your CEO
  • Become a B2B Revenue Marketer or Get Left Behind!
  • To Connect with Elusive B2B Prospects, Turn Marketing and Sales into “Sherpas” for the Buyer’s Journey
  • How to Choose and Implement a Successful B2B Pricing Strategy

Most Popular Posts

     

    Product Marketing’s Role in Driving B2B Revenue

    Product Marketing
    Many B2B companies under-appreciate the impact of effective product marketing and its critical role in helping to generate revenue. Perhaps I value it higher because I’ve had a product marketing role at several major sof... » Read More

    Category: B2B Marketing , Product Marketer , Product Marketing

     

    How to Validate Your B2B Go-to-Market Plan

    My team and I are often asked to comment on – or do a more formal evaluation of – a product or business concept prior to launch. This may be part of a new venture concept or a new product line in an established business... » Read More

    Category: Marketing Plan , Sales Model

     

    Sales and Marketing Plans Need to be Aligned

    As a B2B marketing outsource provider, my team and I usually work very closely with the sales department at our client companies. The goal is to achieve effective alignment between what the marketing and sales teams are... » Read More

    Category: Marketing Plan , Sales Model , Sales Plan

     

    Why I Have (Almost) Stopped Blogging

    Quit Blogging
    Anyone who has recently visited my blog site at Fusion Marketing Partners will notice a lack of fresh content. I’ve always preached the doctrine of creating a steady stream of blog content to my clients so why aren’t I t... » Read More

    Category: B2B Marketing , Blogging

     

    Do You Need a New B2B Pricing or Packaging Model?

    B2B Pricing
    If you are facing stagnant or declining sales on one or more products and services, it may be because the way you are either packaging or pricing (or both) is not resonating with your prospects and customers. No matter h... » Read More

    Category: B2B Pricing

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The Expert’s B2B Revenue Growth Playbook by Christopher Ryan
Just How Many Sales Leads Do You Need?
SWOT Analysis to Pinpoint Your B2B Marketing Strengths and Weaknesses
TurboCharge Your Lead Generation Engine
Producing Big Results with a Small Marketing Budget
TurboCharge Your Lead Generation Engine
Driving More B2B Leads with Customer Testimonials and Online Reviews
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