All the facts, stats and quotes from the afternoon session of #theevidence.

1. B2B MARKETING:
THE EVIDENCE
CRUNCHED
All the facts, stats, quotes from the afternoon
session of The Evidence.
♯theevidence

2. ● Ideas and learning from the best-
of-the best in B2B marketing
● Exclusive insight into challenges
facing b2b brands
● Inspiration for the year ahead
The Evidence
www.earnest-agency.com
20 March 2014
b2bmarketing.net/the-evidence
♯theevidence

3. www.earnest-agency.com
We came, we saw, we crunched…
Image: © visualpoint, Creative Commons

4. To be able to build a
dynamic and effective
marketing team you
need to explicitly
understand your
customers and your
market.
Image: © Canonshot mole, Creative Commons
“
”
Gareth Case, Xchanging

5. The greatest innovators are
typically fearless. If you want
great rewards, you need to be
willing to take risks.
Image: © Jenny Downing, Creative Commons
“
”
Gareth Case, Xchanging

6. For a true
marketing
oriented
business,
everyone is the
brand. We need
people to
realise that
internally.
Image: © Ines Njers, Creative Commons
“
”
Jade Tambini, DS Smith

7. Negative feedback
from sales are
buying signals that
they want to be
involved with
marketing.
Image: © JD Hancock, Creative Commons
“
”
Jade Tambini, DS Smith

8. Chinese
proverb: Tell
me and I'll
forget. Show me
and I'll
remember.
Involve me and
I'll understand.
Jade Tambini, DS Smith
Image: © Givseppe Milo, Creative Commons
“
”

9. Markets are more
competitive than ever
before. The need to
differentiate is vital to
the success of your
organisation. Innovation
unlocks potential.
Image: © Thomas Leutard, Creative Commons
“
”Gareth Case, Xchanging

10. Do a ride along.
Understand the
life your sales
people live and
how you can
make their life
better.
Graham Wylie, AppNexus EuropeImage: © Diego Carannte, Creative Commons
“
”

11. If you're looking to build
an effective marketing
team, recruit generalists
and specialists to support
them.
Gareth Case, Xchanging
Image: © geezerweezer, Creative Commons
“
”

12. 54% of the sales
decision comes
down to the rep
they meet, even
though they’re
70% of the way
through the
sales cycle
Image: © Bev Goodwin, Creative Commons
“
”
Graham Wylie, AppNexus Europe

13. Integrated processes
give you commonality
of knowledge and speed
– little changes reduce
friction and make a big
change.
Image: © Simon Hoskins, Creative Commons
“
”
Graham Wylie, AppNexus Europe

14. Identify key
stakeholders from
every function - get
them all on the same
page. These are the
people you need to be
your brand
champions.
Jade Tandini, DS Smith
Image: © Kenneth Dooles, Creative Commons
“
”

15. What’s the worst
that can happen?
You fail.
If you’re not going
to do it anyway,
you’ve failed
before you started
Graham Wylie, AppNexus
Image: © Illum, Creative Commons
“
”

16. That was The Evidence crunched by:
www.earnest-agency.com
earnest-agency.com
@earnestagency
And a big thank you to:
b2bmarketing.net