The Millennial B2B Purchasing Machine
by MGB2B
The trope of Millennials being lazy, entitled, avocado-toast obsessed side hustlers is over. The eldest of the group are now 38, purchasing homes, having children, and being generally responsible humans. It’s no surprise they are poised to become the largest audience for B2B markets. And when it comes to marketing, their default is digital. Cold calls and print are being replaced with video, retargeting, SEO, and social media when it comes to B2B purchasing decisions. Whether you haven’t started the transition, or are just in the beginning stages, it’s worth a look at the following stats as you ramp up your program. (more…)
Continue ReadingB2B Thought Leadership Content Study Shows Impressive Results
by Emily Swet
The 2019 Edelman-LinkedIn B2B Thought Leadership Impact Study has been released, and here’s the key takeaway: thought leadership can be a veritable marketing goldmine. To make sure we’re all on the same page, thought leadership is trustworthy, authoritative content that taps into the talent and experience of your business. (For an example, check out our client Safety Products Group).
The study questioned over 1,200 business decision-makers on how they viewed thought leadership content. Turns out, thought leadership has a lot more influence on sales than marketers realize — and it’s growing. Take a look at the stats:
Thought leadership drives sales.
- 81% of decision-makers said thought leadership increased trust in vendor organizations.
- 60% of respondents said strong thought leadership led them directly to awarding business.
- 49% said thought leadership can command premium pricing.
- 47% of C-suite executives gave their contact info for thought leadership.
- 45% of respondents said thought leadership helps close deals.
But if poorly done, it drives risk.
Impressive, no doubt. But before you run to the nearest content mill, these stats offered a double-edged sword. Just as well-done content brought in impressive reactions, poorly executed pieces did just the opposite:
- 60% said they’d stop following a writer or organization if the content was poorly written.
- 46% said they decreased respect and admiration for such organizations.
- 29% said they’d decided not to award a piece of business on account of poor thought leadership.
Our two cents: you’d be remiss to shrug off thought leadership in your strategy. But if you can’t do it well, don’t do it without help.
Whether you’re in B2B sales or marketing, your goals are the same: bring in revenue. Thought leadership can be a heavy hitter in this capacity, but it’s not a job for the novice. Your content creators not only need to know your business inside and out but your verticals and audience as well. They’ll also need a solid content strategy in place. (If you don’t have one yet, this is a good place to start). If you want your thought leadership to have legs, it’s got to offer relevance, value, and trust. When you hit home with the right subscriber, they’ll share it with the decision-makers that count.
Continue ReadingINFOGRAPHIC: How Engineers Consume Content Part 2
by MGB2B
The final part in our infographic series about how engineers consume content is here! This time, we’re examining the difference in content consumption between younger engineers and those who have been operating within the industry for years. If you haven’t yet, but sure to check out Part 1 in our series: The Buyer Journey
When it comes to younger vs. older engineers, it’s easy to see the difference in where each generation prefers to get their information. Not surprisingly, younger generations rely heavily on social media outlets, while those with more years under their belts say that trade publications are their go-to source. But both these outlets are reliable sources – one isn’t better than the other. And while trade publications will always hold a significant portion of their target audience’s attention, as we all continue to move more into a digital landscape, social media is becoming increasingly important in the B2B world.
Next, we focus on the different types of content engineers prefer to engage with – and here, surprisingly, you’ll see they prefer to consume different content on different channels. Social media, videos, and other easily-digestible content reign supreme, while technical articles and case studies delivered via email saw the highest engagement rate.
Finally, in spite of the all-encompassing importance of smartphones, you’ll notice that computers hold the #1 spot with 98% of engineers turning to their desktops to get their news. Trailing closely behind are print media and tablets, proving once and for all that content can be consumed on multiple platforms, regardless of the subject.
Read the Full Infographic on How Younger vs. Older Engineers Consume Content Below:
