B2B

4 B2B Marketing Lessons From Michael Brenner

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By Ruth P. Stevens

I listened to Michael Brenner recently give a keynote talk on B2B marketing at the MeritDirect Coop client conference, and picked up scads of great insights, tips and strategic wisdom I’d like to share.

One of Brenner’s many career accomplishments was his early recognition of the value of Web communities as a way to attract, engage and establish a relationship of trust with customers and prospects. He successfully pioneered a strategic web portal for SAP on the subject of business innovation that took the concept of thought leadership to the next level.

These

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Headshot of Ruth P. Stevens

Ruth P. Stevens

Ruth P. Stevens consults on customer acquisition and retention, and teaches marketing at companies and business schools around the world. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York. Ruth was named one of the 100 Most Influential People in Business Marketing by Crain's BtoB magazine, and one of 20 Women to Watch by the Sales Lead Management Association. She is the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers, and Trade Show and Event Marketing. Ruth serves as a director of Edmund Optics, Inc. She has held senior marketing positions at Time Warner, Ziff-Davis, and IBM and holds an MBA from Columbia University.

Ruth is a guest blogger at Biznology, the digital marketing blog. Email Ruth at ruth@ruthstevens.com, follow her on Twitter at @RuthPStevens, or visit her website, www.ruthstevens.com.

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