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.
Peter Goldstone / Hanley Wood / September 11, 2013
Technology, especially the explosion of social media, has changed the way we interact with customers and share information. It is possible– and in many cases, common — to initiate and maintain a business relationship without ever speaking to a customer in person, or even on the phone. It may be “easier” and “faster” to build a virtual relationship, but is it better?
One of the most powerful and underappreciated ways to build tangible, long-lasting business relationships is through tradeshows and conferences. In the B2B world, people attend such events because it’sRead More
Louis Foong / The Alea Group / July 23, 2013
Revenue Marketing, that’s the latest buzz word doing the rounds. Fair enough, everyone loves “Revenue” and wants more of it. “Marketing” still has many enemies. So the smart (sneaky?) thing to do is marry the two together and build popularity. And oh, you can give them a lovechild too—social media.
So now here is what the “social media gurus” are saying in the world of B2B marketing:
Social media can accelerate revenue marketing. Can it really?
Let’s Consider These Simple Facts, Pros, Cons And Fears About Revenue Marketing
- FACT: Here’s the fundamental difference between
Mary Ellen Biery/ Forbes / May 12, 2013
Private companies working on everything from the foundation to the roof of buildings are generating double-digit sales growth as the construction sector strengthens, according to data from Sageworks, a financial information company.
The majority of U.S. construction companies are privately held, so their performance is critical to the overall industry and the economy. The Private Company Report by Sageworks, a monthly update on the health of private companies in America, shows that several categories of construction posted mid-teen percentage sales increases in the 12 months endedRead More
Peter O’Neill, VP, Principal Analyst, Forrester / Marketo / May 10, 2013
Did you know that B2B buyers say that 70% of the content they read and study before making a purchase decision is actually found by – well, themselves? Just 15% (each) is collected from either the vendor’s marketing department or the sales contacts. In a Forrester report last year on content marketing being the new differentiation, I described the new interaction model of need-match-engage, where the buyers now initiate the interaction and spend a major part of their buyer journey doing their own research before calling in potential suppliers.
Discover and Explore
Content marketingRead More
Peter Goldstone, CEO / Hanley Wood / March 13, 2013
Technology has affected every business model in every industry. We love it and hate it at the same time. We embrace it, champion it and strive to implement the best solutions for both our internal and external needs.
It is easy to shoot off an email or a text message. Quick, simple and fast. In fact, it seems that more and more people prefer to respond to email rather than voice mail. While being able to communicate with our customers in multiple ways is incredibly valuable, developing truly beneficial business relationships is a process that ultimately requires face to face interactions.Read More