B2B Messaging Frameworks: Grounded by Research, Activated by Marketing
The best messaging frameworks come from research and marketing teams working together. Here’s how to make it happen.
3 Types of Market Research to Benefit Healthcare Cybersecurity Startups
Here’s how market research can help a rapidly-expanding healthcare cybersecurity startup grow in the right direction.
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.
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.
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.
How Does a Person Fall in Love…with Your Product?
Is it love or is it hate? If you’re uncertain how users feel about your product, you should commission user persona research to find out.
Market Opportunity Research: What’s the Point?
Once you’ve completed a market opportunity study, we can give you the guidance to understand what comes next for every department involved.
Market Opportunity: Go Beyond Quant to Get the Right Insights
You may think quant research is enough to understand your market opportunity, but it doesn’t guarantee the insights you need. Here’s what to do instead.
Market Opportunity Research: Demand Evidence and Think Critically
Market opportunity research will give you the confidence to know there is a market and a need for your solution.
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.
5 Clues It’s Time for B2B Concept Testing
The most innovative tech & the awesomest features don’t guarantee success. B2B Concept Testing shows you what the market thinks of your idea.
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.
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.
B2B Sales Strategy: Plan Before the Rain
Don’t get complacent. B2B sellers and their leaders need to plan ahead and develop a B2B sales strategy for when times are rough.
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.
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.
Rebranding A Company: Dos & Don’ts
Dear B2B tech sector, there is a lot to consider before rebranding a company. Here’s what to keep in mind in order to avoid costly mistakes.
COVID-19: The End of the Beginning
13.5% of respondents saw an increase in business activity – 4x better than the last time we fielded the survey.
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.
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.
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.
Creative Teams Need a Reliable Protector
Creative teams need a reliable protector if they're going to be effective contributors. Make sure you have your team's back.
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.
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.
How Craig Walker Killed The PIN
The killing of the conference call PIN is a case study in disruption. Get an inside look at an innovator's journey with Dialpad Founder & CEO Craig Walker. In this episode of B2B Revealed: how UberConference did away with the PIN, enhanced security with participant visibility, and acquired millions of phone numbers.
Message Testing: Because Intent ≠ Interpretation
Somewhere between intent and interpretation, a lot can get lost in translation. Is the "message received" the same as "the message sent"?
Win-Loss Analysis: 6 Reasons Why You’re Losing Deals
Win-loss analysis from 200+ interviews with B2B buyers. How to avoid common blunders like inflexible pricing, misguided messaging, and bad sales strategy.
Your Favorite B2B Posts of 2017
It was a good year for B2B content. As we reflect on 2017, we bring you a countdown of our most read articles of the year.
People-Centric Marketing: Wisdom From Tom Shoemaker
Tom Shoemaker, CMO of itslearning, explains why customer satisfaction research is essential to marketing strategy.
AI: More R2-D2 Than General Grievous
For B2B market research, bots are friends not foes. Key takeaways from the 2017 QRCA Mini-Conference on Artificial Intelligence.
This Is Your Brain On Notifications: An Interview With Jill Konrath
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Author, Jill Konrath discusses key points in her latest book, “More Sales, Less Time” and taking control of your time with productivity apps.
Sell Like The Avengers: Learning From Nic Read
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode155-Interview-NicRead.mp3"]
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.
Is Cold Email a Legal Evil?
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode153-ColdEmail.mp3"]
Cold email is one of the most hotly contested outreach methods in B2B. But is it even legal in the first place?
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.
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Pump Up Your Partnership: 9 Questions for Your Channel
Cascade Insights presents a series of questions designed to help companies better understand their partners and improve their B2B channel strategy.
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Will Market Research Jobs Survive the Artificial Intelligence Revolution?
Human brilliance was once essential to professions. AI is about to change that. But "The Future of the Professions" gives hope for staying relevant.
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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.
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Are Your Market Assumptions Still True?
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode135-AreYourMarketAssumptionsStillTrue.mp3"] 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.”
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Riveting Research: It’s Not a Mission Impossible
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode136_-_QualIsADocumentary.mp3"] Documentary filmmaking can teach qualitative researchers about the art of crafting a great story and building findings that make clients act.
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Your Favorite 2016 B2B Market Research Posts
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode137_-_The_10_Most_Popular_Podcasts_for_2016.mp3"] 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.
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Qual: There’s An App For That
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode138-OverTheShoulder.mp3"] 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.
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Sales Needs A Say In Strategy
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode139-SalesNeedsASayInStrategy.mp3"] Your sales team is doing qualitative research all the time. Talking to them is your best chance to achieve a strong sales strategy.
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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.
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Big Data Ethics: Math Responsibly
Big data can be used to create a powerful supporting argument for nearly anything. It has never been more important to use math responsibly.
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How Good Researchers Give Bad News
Good B2B market research is designed to illuminate areas that could use some work. Here's our approach to delivering bad news in a constructive way.
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How Partners Are Adapting to the Cloud
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode146-HowPartnersAreAdaptingToTheCloud.mp3"] 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.
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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.
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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.
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An Open Letter To B2B Sales Leaders
We’ve collected some of the most common mistakes that B2B sales reps make. Here's how to recognize and avoid these blunders.
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Is Cold Email a Legal Evil?
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode153-ColdEmail.mp3"] Cold email is one of the most hotly contested outreach methods in B2B. But is it even legal in the first place?
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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.
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Sell Like The Avengers: Learning From Nic Read
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode155-Interview-NicRead.mp3"] Nic Read explains how to develop new B2B sales strategies to gain customers’ trust, and different marketing tactics to attract customers.
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This Is Your Brain On Notifications: An Interview With Jill Konrath
[sc_embed_player_template1 fileurl="http://traffic.libsyn.com/competitiveintel/Episode157-Interview-JillKonrath.mp3"] Author, Jill Konrath discusses key points in her latest book, “More Sales, Less Time” and taking control of your time with productivity apps.
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AI: More R2-D2 Than General Grievous
For B2B market research, bots are friends not foes. Key takeaways from the 2017 QRCA Mini-Conference on Artificial Intelligence.
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How Craig Walker Killed The PIN
The killing of the conference call PIN is a case study in disruption. Get an inside look at an innovator's journey with Dialpad Founder & CEO Craig Walker. In this episode of B2B Revealed: how UberConference did away with the PIN, enhanced security with participant visibility, and acquired millions of phone numbers.
-
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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Creative Teams Need a Reliable Protector
Creative teams need a reliable protector if they're going to be effective contributors. Make sure you have your team's back.
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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.
-
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.
