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Category Archives : Blog


Dollar Cost B2B Marketing

Posted February 9th by Ed Trachier

Dollar Cost Averaging is defined as an investment strategy which "reduces the risk of incurring a substantial loss resulting from investing (an) entire 'lump sum'" by "dividing the total sum to be invested in the market into equal amounts put into the market at regular intervals." (Wikipedia)  In essence, the technique works in markets undergoing temporary… Continue reading


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Superbowl Winning B2B Marketing

Posted February 1st by Ed Trachier

Before Jimmy Johnson was a football commentator, he was a football coach; a pretty good one, too. Jimmy led the Dallas Cowboys to two consecutive Superbowl wins, and he built the team that won its third in four years during the 90’s.  He was well respected, if not all that well liked. Part of the… Continue reading


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Market Research: Defining the Question

Posted April 14th by Peter Blute

Market research – that elusive, all-encompassing term describing efforts to collect and analyze information about customers, markets, and trends in order to make informed, strategic business decisions. Sometimes confused with marketing research, in its simplest form market research answers basic, but incredibly important, questions to provide the precise information you need to mitigate the risk… Continue reading


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Prospect Education as Lead Generation in B2B

Posted April 11th by Ed Trachier

Our B2B lead generation business has changed a lot over the last ten years. Conducting outsourced marketing, sales and research for our clients, we used to focus on quantitative metrics – calls, clicks, conversations, emails/proposals sent, and appointments set. Now we focus on qualitative metrics – decision-maker level, multiple department interest, business opportunity and scope.… Continue reading


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A Billion Dollar Bracket is Really Just Great Marketing

Posted April 1st by Ed Trachier

By: Ed Trachier – April 1, 2014 By now, we all have heard about Warren Buffet's backing of the quest for a perfect, billion dollar bracket. The finance guru understands that the odds of guessing this bracket are estimated to be 1 in 9.2 quintillion. And yet, 15 million people logged in and filled one in! Why?… Continue reading


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Spring is in the Air for B2B Marketers

Posted March 30th by Ed Trachier

By: Ed Trachier – March 30, 2014 On March 20 of this year, Spring 2014 started. Technically, at exactly 12:57 p.m. ET on March 20 – a precise and fixed point in time defined as when the center of the sun passes directly over the Equator. This is a magical time of the year when winter relents… Continue reading


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Don’t Blame Your Company’s Poor Performance on Its Industry – HBR

Posted May 1st by admin

Industry and Market Analysis Between 2002 and 2012, the shareholder return of the average airline company rose an uninspiring 5.6% a year. Diversified consumer services were a notch lower, gaining just 4.2% a year. Worst of all were computers and peripherals companies, with a 3% average annual return – barely the rate of inflation in… Continue reading


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Don’t Blame Your Company’s Poor Performance on Its Industry – HBR

Posted by admin

Industry and Market Analysis Between 2002 and 2012, the shareholder return of the average airline company rose an uninspiring 5.6% a year. Diversified consumer services were a notch lower, gaining just 4.2% a year. Worst of all were computers and peripherals companies, with a 3% average annual return – barely the rate of inflation in… Continue reading


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How Enterprises Handle B2B Content: 6 Key Insights From Our Research – CMI

Posted April 18th by admin

B2B Content Marketing North American business-to-business (B2B) enterprise marketers (1,000+ employees) use more content marketing tactics, outsource content creation more frequently, and are more challenged with integration across marketing, when compared with their B2B peers overall. These are among the data findings from our newest Content Marketing Institute report, B2B Enterprise Content Marketing: 2013 Benchmarks, Budget, and… Continue reading


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How To Distinguish Your Business From The Competition – Forbes

Posted April 2nd by admin

Creating Market Advantage When envisioning and establishing my business, I focused on both short- and long-term goals. My short-term goal was to outgrow a local competitor’s annual gross sales. I knew I wanted to eventually compete with multimillion-dollar giants, but first, I needed to examine my strengths and their weaknesses. Market competition can create a battleground and my goal… Continue reading


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