3 Traits Great B2B CMOs Must Have

Once a quarter I have a group conversation with several mentors. They mostly are CEOs and CROs at mid-market and enterprise companies. But a recurring discussion that comes up is: what makes a great CMO in B2B. Over the years, I evaluated hundreds of marketing leaders for a company’s c-suite or board of directors There are certainly three traits that I see regularly show up in great marketing leaders. Trait #1: Great Storytellers Marketing is storytelling – both internally and externally. And much of marketing leadership is about telling your brand’s, your team’s, and your product’s story. And great marketing leaders… Read More

3 Keys to Build Trust Using Demand Generation

In the world of B2B marketing, there is a key duality in the way we sell and the way we market our brands. On one hand, we need to sell at scale across tens of thousands of business decision makers. And on the other hand, we need to build individual relationships that close a sale. As such, your demand generation efforts need to create that initial trust that your sales team can leverage to drive deal flow and revenue. Here are 3 Keys to designing a Demand Generation Program that generates trust. Key #1: PersonalizationIt’s assumed that personalization is one… Read More

3 Ways to Employ Social to Drive Your Go To Market

Social marketing is a key tool in the B2B marketer’s toolbox to implement your go to market strategy. But it’s a tactic and not a strategy. Here are 3 ways to use social media to drive your marketing and business objectives. Employee AdvocacyOne tactic is to partner with your employees to drive social engagement and brand messaging. The key for successful employee advocacy programs at scale is to have multiple messaging frameworks for each of your company’s key constituencies that are aligned to your overall company messaging and positioning. Planning and documenting this is important to ensure you have your… Read More