B2B Marketing Features

Customer referencing has long been the province of the B2C sector but is now taking root in B2B enterprises. And with the rise of Web 2.0, it is beginning to take on a more significant and commercial role. Dave Howell reports

The way a business behaves can vary depending on where it is in its life cycle. Simon Lawrence, CEO of Information Arts, says understanding this is key to effective marketing

How should marketers respond to the threat of a downturn in the economy? Simon Lawrence of Information Arts says up-selling and cross-selling are key in difficult times

The New Year will inevitably bring with it new company regulations, but how is this likely to affect small businesses? Simon Lawrence of Information Arts says targeted B2B marketing could help ease their pain

Glenn Elliott, managing director of design agency N1 Creative, offers advice on how best to communicate with the decision makers in human resources

If CRM leaves your leads cold, then PRM (Prospect Relationship Management) could be the solution. Simon Lawrence discusses the latest approach to maintaining good business relationships, from initial interest to closing the deal

John Coldwell, CEO of Infoquest, says it is critical for SMEs to identify and leverage their most profitable customers

Getting recognition and understanding of marketing at board level can be a tough task for SMEs, says Catherine Chetwynd, but the advantages to those companies that do adopt a more enlightened approach will be considerable

Women are the new key business marketing audience, says Peter Frost, CEO of the Proficiency Group