News & Opinions
The latest news and insights from Hanley Wood’s outspoken experts and key thought-leaders throughout the residential and commercial design and construction industry.
Sharmin Kent / Business 2 Community / September 2, 2013
Metrostudy / August 27, 2013
A leading building product manufacturer wanted to move the customer conversation from price to value. Metrostudy delivered an enabling sales solution that elevates the company’s sales representatives from vendors to trusted partners.
In the battle to claim their fair share of orders from a resurgent home construction industry, building product manufacturers (BPMs) are aggressively moving to lock-up relationships with contractors. As a substantial improvement to old school promotional tactics like discounts, rebates, co-op dollars and other sales incentives BPMs use
emarketer / August 26, 2013
B2Bs find it tricky to leverage social for leads, but its value is not in doubt
Business-to-business (B2B) marketers—more anxious than ever to capture viable leads—are enamored with social media. They tell stories of introducing new products via social, saving money when questions about their products are answered by followers from other companies and earning credibility when influencers tout their brand.
B2B marketers know intuitively and anecdotally that social media brings them good leads. But when it comes to proving that social marketing shortens the sales cycle and deliversRead More
Tom Demers / Small Business Trends / August 22, 2013
Infographics are a popular topic (and sometimes target) for discussion amongst anyone doing online marketing. A sharp uptick in the volume of infographics being created has made getting your graphic “heard above the noise” more difficult. But infographics can still be an extremely effective tactic for generating awareness, communicating a story and getting traffic and earned links.
One challenge some folks run into with infographics and data visualizations (not unlike most types of content) is that they view their industry or area of focus as “too boring” to generate relevantRead More
John Koehler / Sales Benchmark Index / August 21, 2013
As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. Marketing leaders must challenge past assumptions of how to leverage social advertising opportunities. Facebook & Twitter ads deliver high volume but lack the high-level targeting options. The best B2B option until now has been LinkedIn ads. These ads show up on the top or right hand column on LinkedIn’s website. The biggest downfall was that mobile users were not getting these ads. In addition, there was no share-ability capability.
Now there isRead More