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"?
People-Centric Marketing: Wisdom From Tom Shoemaker
Tom Shoemaker, CMO of itslearning, explains why customer satisfaction research is essential to marketing strategy.
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
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Nic Read explains how to develop new B2B sales strategies to gain customers’ trust, and different marketing tactics to attract customers.
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?
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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.
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.
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
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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.
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.
The Gender Gap: A Look at 50 Tech Giants
Is LinkedIn ad targeting a valid source of information for company demographics? We took a closer look at the tech gender gap to find out.
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.
The Pre-Flight Checklist for Research Presentations
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Follow this simple checklist to avoid crashing and burning during your next market research readout. These PowerPoint tips will be a lifesaver.
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.
Sales Needs A Say In Strategy
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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
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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
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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.
Are Your Market Assumptions Still True?
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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.”
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.
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.
Key Buying Criteria: The Path to ‘Yes’
Find B2B buyers' key buying criteria to craft better messaging and product development strategies.
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.
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.
26 Market Research Questions for Your Competitor’s Ex-Sales Reps
Market research questions designed to uncover your competitor's sales strategies and tactics, their customers' key buying criteria, and market drivers.
Annual Investigative Reporters & Editors Conference
FOR IMMEDIATE RELEASE Contact: [email protected] Phone: 503.898.0004 www.cascadeinsights.com Authors Sean Campbell and Scott Swigart to Speak at Annual Investigative Reporters and Editors Conference Portland, Oregon, June 12, 2012 – Campbell and Swigart will join the best in the business in a hands-on workshop and conference hosted by Investigative Reporters and & Editors held in Boston MA June 14th – 17th 2012. Each year the IRE (Investigative Reporters & Editors) provides investigative journalist with the tools and tips needed to uncover and break the world’s biggest stories. “We are excited and honored to have been invited to participate this year”, says Sean Campbell. “Scott and I feel the tools we use for competitive intelligence have a lot of value for investigative reporters”. Campbell and Swigart are the acclaimed authors of Going Beyond Google: Gathering Internet Intelligence, now in its third printing. “To be an exceptional journalist you have to dive deeper, much deeper”, says Campbell. “Our contribution to the IRE Conference will be to help investigative reporters and editors find information beyond the cursory Google search and provide some immediate tools to quickly crunch the data once it’s located.” The importance of mastering these skills will become increasingly important as the competition for breaking stories heats up during the presidential election. About Campbell and Swigart: Cascade Insights founders and publisher, Sean Campbell and Scott Swigart are recognized throughout the world as CI knowledge leaders and have lectured at literally hundreds of industry events, webcasts, and conferences throughout the world and are consultants for many of the Fortune 100 and 500 companies around the globe. They are currently working on their second book. About IRE: Investigative Reporters and Editors, Inc. is a grassroots nonprofit organization dedicated to improving the quality of investigative reporting. IRE was formed in 1975 to create a ...
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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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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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Teams: Better With Time
Guest Maia Josebachvili, VP of Marketing and Strategy at Greenhouse, has gone beyond that conventional wisdom and helped to create the Employee Lifetime Value Framework.
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A B2B Primer: VR
Whatever acronym you choose — VR, AR, MR, XR, or something else — reality is getting an upgrade. Here's what B2B companies lest they're left behind.
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Take Care of Your Data
How to fight B2B data degradation. Tips from Ruth Stevens, co-author of "B2B Data-Driven Marketing: Sources, Uses, and Results."
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Thumb-Stopper Creative
Leverage Facebook’s ad campaign feedback for great B2B marketing on Instagram and Facebook. Featuring Peter Reitano, B2B creative expert and CEO of Abacus.
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Rising to Leadership
Executive leadership coach Ron Carucci joins the show to share how executives can do better on strategy, resource allocation, and using their power.
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The Answer is Still No
Having a key account take up more than 20 percent of your P/L is business suicide. Key account management means being tough. Just say no.
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The Long Game: Selling New Products
Professor Thomas Steenburgh shares new product sales research, including the importance of face-to-face, addressing organizational product fit, and more.
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Writing Well
B2B content writing is terrible. Josh Bernoff tells us how to write better, reduce meaningless content, and replace jargon with substance.
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Freelancers: Avoid the Boomerang
Thinking of going freelance? Brianna Caza breaks down the risks and rewards, including equal pay for women, losing office infrastructure, and even isolation.
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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.
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5 Clues It’s Time for B2B Churn Analysis
If you haven't changed anything but there's a spike in churn or if your sellers are struggling to sell, it's time for B2B Churn Analysis.
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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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More Software Won’t Fix Your Data-Driven Marketing Strategy
Don’t forget the “strategy” part of data-driven marketing strategy. If you don’t understand your buyers’ motivations, more software won’t help you win them over.
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Mistakes B2B Marketers Make Without Buyer Personas
Buyer persona research is crucial to creating effective messaging and marketing that targets the right people. Without this crucial foundational piece, it’s impossible to set your marketing off in the right direction. Here are just a few examples of where B2B marketers can go wrong without it.
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5 Risks of Conducting Your Own B2B Buyer Persona Research
These are the five greatest risks marketers can make while attempting to conduct buyer persona research on their own.
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Is Your Buyer Persona Research Written So You Can Actually Use It?
To be able to unlock the powerful benefits of buyer persona research, you first need to ensure it’s written in a way that your company can actually use.
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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.
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How to Build a Trustworthy B2B Partner Program
Are you sowing trust with current and prospective partners? Foster productive partnerships that last with an effective B2B partner enablement program.
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B2B Customer Experience Research: Turn Grimaces Into Grins
Learn how to turn your customers’ grimaces into grins by including qualitative research in your approach to customer satisfaction.
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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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4 Ways B2B Buyer Persona Research Supports the Sales Process
Just as actors rely on their script to perform well in a movie, sales people rely on B2B buyer persona knowledge to understand buyers throughout the sales process.
