Lee Odden

B2B Marketing Spotlight: Alexandra Gobbi, CMO at Secureworks #B2BSMX

Sales and Marketing alignment is a wonderful and yet elusive thing. Many B2B marketers and sales professionals in particular are in search of leadership, strategy, best practices and networks of peers they can connect with as they adapt to an ever changing marketing world. Lucky for those working in B2B industries, there’s an upcoming conference in Boston that was developed for just this purpose: B2B Sales and Marketing Exchange.

That name might sound familiar because the same people at Demand Gen Report who brought you B2BMX in Scottsdale have expanded. This first B2BSMX event in Boston features both a Sales and Marketing focus with 6 keynotes, 50+ sessions and over 1,000 registrants. TopRank Marketing has partnered with B2BSMX to give you a glimpse at some of the top talent speaking at the conference through a series of pre-conference interviews.

B2B Marketing Spotlight: Alexandra Gobbi, CMO at Secureworks #B2BSMX

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Infographic: 5 Must Have Ingredients for a Great Content Marketing Strategy

Lee Odden Content Marketing

ingredients content marketing strategy

If you’re still struggling with establishing your content marketing strategy for 2019, you’re not alone. Only 12% of respondents to a recent survey by the Content Marketing Institute felt successful at their current efforts to strategically manage content. What’s particularly striking about this is that the vast majority of organizations surveyed – 91% – used content marketing to sell their products. Where’s the disconnect?

To help answer that question, I’ve collaborated with the folks at Oracle Marketing Cloud to create an infographic featuring 5 must-have ingredients for a great content marketing strategy. You can download the full infographic here.

We could talk about the talent gap or the technology gap, but I believe that content marketing success really comes down to five basic ingredients:

Goals
Operations
Insights

Infographic: 5 Must Have Ingredients for a Great Content Marketing Strategy

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7 Top B2B Influencer Marketing Trends for 2020

Lee Odden B2B Marketing, Influencer Marketing

While there are some who think the expression “influencer” is an expired term, the role of influence on B2B buying decisions is irrefutable.

According to the World Federation of Advertisers, 65% of multinational brands will increase influencer marketing spending in the next 12 months and there’s good reason for increased confidence: The 2019 Content Preferences Survey from DGR reports 95% of respondents favor credible content from industry influencers as a top preference, a 30% increase compared year over year.

Earlier this year in a post about The Business of Influence for 2019, I shared 5 influencer marketing trends including:

Micro AND Macro influencers
Centralizing Influencer Operations
Always On Influencer Engagement
Focus on Quality vs. Quantity Metrics
Influencer Marketing Software Investment

7 Top B2B Influencer Marketing Trends for 2020

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Content Marketing Fitness: Are You Ready to Integrate, Optimize and Activate?

Lee Odden Content Marketing

I’ve always thought of content marketing as a fast paced, agile and high energy approach to engaging the modern buyer.

So why does so much of the B2B content marketing that’s out there feel sluggish, low energy and bloated?

eMarketer recently reported that B2B decision makers’ top issues with marketing content reveal that marketers are clearly “out of shape” when it comes to a focus on what’s most important. The top issues shared by B2B decision makers were that content is too fluffy, not relevant, not personalized, misleading, behind a form or hard to find.

For the marketers behind these issues, a quick look in the mirror makes it easy to see why: Bad habit strategy, low metabolism execution, overly processed tactics and sugar high shiny object software that doesn’t get used properly if at all.

Content Marketing Fitness: Are You Ready to Integrate, Optimize and Activate?

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Inspiring Examples of B2B Influencer Marketing in Action

Lee Odden B2B Marketing, Influencer Marketing

While Instagram influencer marketing is expected to hit $8 billion in spend by 2020, the growth trajectory of influencer marketing is not limited to consumer brands.

B2B companies are also realizing the value of collaborating with influential experts for marketing purposes and count the practice as one of the top 4 tactics planned for 2019, according to a study by Spiceworks of B2B tech marketers in North America and Europe.

Many B2B brands are considering engaging influencers for marketing but are not clear on exactly how or what the best practices are. Having worked with B2B brands that range from Dell to SAP to LinkedIn on influencer marketing programs over the past 6 years, I’ve had a chance to dig deep into exactly what makes influencer marketing work for B2B.

Inspiring Examples of B2B Influencer Marketing in Action

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The Future of B2B Content: Data-Informed, Interactive, and Influential

Lee Odden B2B Marketing, Content Marketing, Influencer Marketing

Before starting on any new marketing initiative or trying a new tactic, B2B marketers need to answer and essential question: Why?

While most B2B marketers won’t admit it, many still practice some “spaghetti/wall marketing” wherein each year they throw new digital tactics “against the wall” to see what sticks without really knowing why a tactic would work for their audience over another.

This is not to say that you should slow down on innovating and trying new things. But it’s important for success to be strategic and test. I challenge marketers to do more research around customer insights and preferences so that any changes they make are driven by data and informed hypothesis—rather than simply trying new things just to see if they will work.

The Future of B2B Content: Data-Informed, Interactive, and Influential

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Inspired Marketing: Interview with Kirsten Allegri Williams, CMO at SAP SuccessFactors

Lee Odden Interviews

Interview Kirsten Allegri Williams CMO SAP SuccessFactors

One of the great things about my job is connecting with inspiring marketers. While attending SAP’s annual SAPPHIRE conference last year, I had the good fortune to meet Kirsten Allegri Williams @kirstenallegriw thanks to Amisha Gandhi @AmishaGandhi. At the time, Kirsten was VP, Corporate Marketing at SAP Ariba.

In our short time meeting, we covered a lot of ground, from the need to elevate trust in marketing within the c-suite and on the street with customers to the role of purpose in marketing. She was highly focused, present and very smart. She made enough of an impression, that I included her in our annual list of Women Who Inspire in Digital Marketing.

Inspired Marketing: Interview with Kirsten Allegri Williams, CMO at SAP SuccessFactors

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5 Key Trends in B2B Influencer Marketing Plus Critical Do’s and Don’ts

Lee Odden B2B Marketing, Influencer Marketing

Overall Influencer Marketing attracted a lot of attention in 2018 for some good and not so good reasons. Luckily, most of those unfavorable reasons were in the B2C space. Within the B2B marketing world, influencer marketing has made many advancements and more organizations are evolving their testing, use and sophistication of the practice.

There are many trends happening with influencer marketing right now, but here are 5 relative to B2B marketing that are worth paying attention to:

1. Micro AND Macro influencers. A lot of marketing press has emphasized micro and even “nano” influencers over celebrities. There’s merit to that but in B2B, the tier one influencers are still important. Successful programs incorporate top influencers that have large, relevant networks with more niche influencers with high engagement. When mapped to the right kind of content in the buying journey, a mix of influencer types is very powerful for B2B marketing.

5 Key Trends in B2B Influencer Marketing Plus Critical Do’s and Don’ts

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Brian Solis on Lifescale – How to Live a More Creative, Productive and Happy Life Plus Improve Your Marketing

Lee Odden Book Reviews, Interviews

Brian Solis is an award-winning author of 8 books and an internationally known keynote speaker. I’ve had the pleasure of knowing Brian for many years and he has consistently been one of the most thoughtful, inspiring and intelligent people I know.

Not long ago Brian and I had a chance to catch up and he shared with me the news of his new book Lifescale – How to live a more creative, productive and happy life. That’s a pretty compelling title and being up to my neck in digital distractions, multi-tasking and a need to break free out of that chaos, the notion of Lifescale was immediately interesting to me both personally and as a way to better empathize with customers as a marketer.

Brian Solis on Lifescale – How to Live a More Creative, Productive and Happy Life Plus Improve Your Marketing

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Break Free of Boring B2B with Interactive Influencer Content

Lee Odden B2B Marketing, Influencer Marketing

Click Here to see the Break Free from Boring B2B Guide in Full Screen Mode

B2B doesn’t need to mean “boring to boring” and yet much of business marketing has earned its reputation. In a world of information overload, buyers expect engaging content from sources they can trust.

So what’s the solution for marketers that want to break free of boring B2B marketing?

Since 81% of marketers agree that interactive content grabs attention more effectively than static content (CMI) and 70% say interactive content is effective at converting site visitors (ion interactive), B2B marketers need move away from simply educating and to start creating content experiences that allow customers to engage.

Break Free of Boring B2B with Interactive Influencer Content

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