At any time, only 5% of a B2B company’s potential customers are in-market. That’s a small group. Which means marketing to the other 95% might be pretty important...

In this episode, Elena and Angela are joined by Peter Weinberg, former Global Head of Development at The B2B Institute from LinkedIn. They’re talking about the contrarian ideas Peter researched and popularized during his time at LinkedIn, including the 95-5 rule, why tight targeting isn’t always the right choice, and the role of creativity in B2B marketing. Stick around, and you’ll even get a sneak peek at what Peter’s doing next!

Topics covered:

[00:30] Introducing Peter Weinberg
[04:30] How the 95-5 rule leads B2B marketing strategy
[08:00] Broad vs narrow targeting for B2B
[12:00] Why top-of-funnel and brand matters for B2B
[14:00] How should B2B marketers think about TV?
[19:00] The state of marketing effectiveness in the US
[25:30] What’s next for Peter?

To learn more, visit marketingarchitects.com/podcast

Resources:
The B2B Institute Article: https://business.linkedin.com/marketing-solutions/b2b-institute/b2b-research/trends/95-5-rule

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[00:30] Introducing Peter Weinberg
[04:30] How the 95-5 rule leads B2B marketing strategy
[08:00] Broad vs narrow targeting for B2B
[12:00] Why top-of-funnel and brand matters for B2B
[14:00] How should B2B marketers think about TV?
[19:00] The state of marketing effectiveness in the US
[25:30] What’s next for Peter?

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