People-Centric Marketing: Wisdom From Tom Shoemaker
Tom Shoemaker, CMO of itslearning, explains why customer satisfaction research is essential to marketing strategy.
Coaching Your Channel: An Interview With Steve Smith
Steve Smith, president of GrowthSource Coaching discusses channel sales strategies and other IT Services firm survival strategies.
The Spy Who Wasn’t – Clarifying Competitive Intelligence
What is competitive intelligence? A nuanced understanding of the marketplace in which you and your competitors are situated? Yes. Corporate espionage? No.
This Is Your Brain On Notifications: An Interview With Jill Konrath
Mastering The Mid-Market: Lessons In Leadership With Charlie Nooney
CEO of MobiTV, Charlie Nooney, explains how to lead in times of transition, mastering the mid-market transition, and the current state of IPTV services.
Sell Like The Avengers: Learning From Nic Read
Nic Read explains how to develop new B2B sales strategies to gain customers’ trust, and different marketing tactics to attract customers.
Are You Shouting Into The Void? Market Research Lessons For Marketing
What we learned when we market researched ourselves... and how it sharpened our B2B marketing strategy.
Creating The Category – An Interview With Matt Ipri
When a product is the first of its kind, mid-market marketing isn't easy. But, a savvy marketer knows how to create a whole new category for their product.
Failure To Launch Syndrome: Do You Have The Symptoms?
After hundreds of market research projects for B2B tech companies, we know the warning signs that a product will fail. Before your next B2B product launch, make sure you aren’t experiencing any of the following symptoms.
Welcome to the B2B Revealed Podcast
Having what amounts to a collective PhD in B2B comes with the responsibility to share some of our knowledge with the world. We’ve done that for years through The B2B Market Research podcast.
Ageism in Tech: The Silent Career Killer
Oddly, there just doesn’t seem to be a lot of hard data out there about ageism in tech. However, we found that LinkedIn ad targeting reveals a lot.
You Can’t Always Have Quant With Your Qual
Smaller populations & insufficient samples often plague B2B quantitative research. Qualitative B2B research may actually give you more valuable information.
How Partners Are Adapting to the Cloud
Your partner channel sees the world differently now. The cloud has changed everything. For partners today, it's adapt or die. Here are eight trends to know.
B2B Market Research: 3 Steps to Recruiting a Superb Sample
When it comes to B2B studies, having the right people is just as important as asking the right questions. How to do B2B market research recruiting right.
Customer Insights: You Need More Than Market Segmentation Data
The tech industry is all about market segmentation. Unfortunately, this tendency often leads tech companies to miss a key measurement of success: whether the solution is actually accomplishing the tasks it's being used for.
Write Right: Convincing Content
The tech world undervalues an absolutely crucial skill: writing. As a result, your average B2B content marketing is kind of a snore. Here's how to do better.
Sales Needs A Say In Strategy
Your sales team is doing qualitative research all the time. Talking to them is your best chance to achieve a strong sales strategy.
Qual: There’s An App For That
Will smartphones transform qualitative research methodology? Get an inside view from an expert who knows qual via smartphone inside and out.
In this episode of the B2B Market Research Podcast, Cascade Insights CEO Sean Campbell interviews Over The Shoulder Co-Founder and President Ross McLean.
Your Favorite 2016 B2B Market Research Posts
See our ten most popular posts of the year. Take a look back at our coverage of the buyer's journey, competitor customers, talking to the C-suite, and more.
Riveting Research: It’s Not a Mission Impossible
Documentary filmmaking can teach qualitative researchers about the art of crafting a great story and building findings that make clients act.
Are Your Market Assumptions Still True?
Cascade Insights CEO Sean Campbell interviews Derek van Bever, Senior Lecturer and Director of the Forum for Growth and Innovation at Harvard Business School and coauthor of “Stall Points.”
Avoid an Identity Crisis: Make These Tough Calls For Your Firm
The world is covered in the carcasses of failed market research firms. What led to this sea of whitewashed bones? Indecisiveness. Tough choices are needed, particularly on these six issues.
Know Thyself: B2B Usability Testing
B2B usability testing can give you an objective view of your pain points and competitiveness. Author and MeasuringU Principal Jeff Sauro shares how.
Read Like An Analyst: IoT Can Lead to Idealistic Overthinking
How a focus on the Internet of Things can lead to some idealistic bets, the reality of Salesforce's Einstein, and is it the end of the Microsoft partner?
Key Buying Criteria: The Path to ‘Yes’
Find B2B buyers' key buying criteria to craft better messaging and product development strategies.
After The Sale: 11 Market Research Questions for B2B Customers
You can learn a lot from competitors' customers. B2B market research questions designed to identify opportunities to win buyers back from your rivals.
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Shoot For The Moon (Within Reason)
Whoever has the most information should do the most talking... and make the first offer. American Negotiation Institute Director Kwame Christian shares business negotiation tactics in this episode of B2B Revealed.
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B2B PR: The Blurring of Business & Politics
Public relations expert Nicole Rodrigues shares best practices for B2B PR in the age of pay-to-play and CEO activism.
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Spend Wisely: LinkedIn Marketing Tips
The lure of LinkedIn’s vast amount of business data makes it an attractive advertising asset… if you know what you’re doing. B2Linked Founder AJ Wilcox shares when and how to use LinkedIn ads to reach B2B audiences.
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Narcissism: Marketing’s Nemesis
B2B marketing has a vanity problem. Popularity is one thing, profitability is another. Samantha Stone, author of "Unleash Possible: A Marketing Playbook That Drives B2B Sales," shares her thoughts on measuring marketing ROI.
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Ready to Book It? Probably Not
In the latest episode of B2B Revealed, Sean Campbell interviewed Caleb Breakey, CEO of Speak It To Book. They discussed the best way to transform your business views into a story worthy of publication. Here's a hint: a fancy title is not the same as recognized thought leadership.
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In Defense of Women In Tech
There is nothing in women’s nature, collective ambitions, or capabilities that make them less qualified than men in STEM fields.
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Tech Needs More Age Diversity
Ageism in tech cannot simply be written off as older workers being less capable than their younger colleagues. We've got a reading list to prove it.
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Podcasts and the Trouble with Conversion Optimization
The podcast conversion funnel is complex. This article defines the funnel and explores optimization strategies for B2B lead generation.
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How Do Customers Really Feel About Your Product? B2B Longitudinal Research
B2B longitudinal research reveals customers’ unfiltered views about the experience of interacting with your product or service.
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Nearly 80% of Business Activity Is Disrupted By Coronavirus
Coronavirus is disrupting business operations regardless of industry and company size - and is particularly impacting leadership roles. See more data on how the pandemic is impacting business.
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B2B Customer Experience Research: Because The Whole Company Needs Voice of the Customer Data
Customer experience research uncovers the voice of the customer data your organization needs to smooth the buyer’s journey & boost sales.
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B2B Buyer’s Journey: 7 Reasons Prospects “Swipe Left” Instead of Reaching Out
Some prospects just find you unworthy. Learn 7 reasons why they swipe left instead of contacting you in their B2B Buyer's Journey.
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B2B Lead Nurturing: How to Woo Your MQLs
As a B2B marketer, your job is to guide (not push) buyers along their journey. Learn when & how to make your move for optimal lead nurturing.
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B2B Sales Enablement Strategy: Shorter Proposals Win
B2B Sales Enablement Strategy: the goal of every B2B seller should be shorter, more concise, and well- thought out proposals.
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Make Better Decisions With B2B Concept Testing
As you plan a new product or service and go-to-market strategy, B2B concept testing can protect you from poor investments.
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B2B Buyer’s Journey: Buyers and Marketers in the Blender
Are you in a new role? Has your marketing budget been slashed? You’re not alone. The B2B Buyer’s Journey has changed, and you need research to stay ahead.
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B2B Buyer Persona Research: Truth Over Templates
Are you wasting your time with buyer persona templates? These case studies show how customized B2B buyer persona research can make a difference.
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4 Types of Bad News B2B Brand Research Delivers
Brand research can sometimes reveal bad news to good marketers. Here’s how to take the negative news and use it to improve your company’s brand.
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5 Pieces of Bad News a Competitive Landscape Analysis Can Deliver
A competitive landscape analysis has the potential to shock marketers with bad news. Here are five examples of things to look out for and how to respond.
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Panel Providers Vs. Expert Networks: Who Gives the Highest Quality Respondents?
Research vendors should field surveys with high-quality respondents. But as we have discovered, that’s not always the case. Our investigative journey digs into the issues we found with some vendors and how we made those discoveries.
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Case Study – Launching a New Product With Buyer Persona Research
Here's how one of our clients used buyer persona research to reveal the marketing and sales approaches that aligned well with an online sales approach.