Articles by Perry Rearick

  1. Customer-Centered Content Marketing Part 1 1/3/2026

    Here is the problem that many of us have. We define the B2B buyer’s journey in three stages: awareness, consideration, and decision. And we define awareness as when a buyer becomes aware of us and our solutions. We then develop content strategies focused on our own products and services which is what buyers seek in the late stages of their journey. We miss the opportunity to build trust with buyers when it is most critical. What we need is a content-marketing strategy that is aligned with the real buyer's journey.

  2. The Real Buyer's Journey 1/2/2026

    The single force that has disrupted the way B2B solution providers market and sell is also the most critical to business success, buyers. As buyers discovered and embraced on-demand, digital content to help them solve problems, not make purchasing decisions, they pushed long-held B2B marketing traditions aside, rendering them obsolete.

  3. The Follow Your Buyer Philosophy Explained 1/1/2026

    Life Science Connect, the parent company of Follow Your Buyer, has had a front row seat for the past several decades for the evolutionary transformation of the buyer's journey. Here is what we learned!

  4. Your B2B Marketing Content Has Royal Lineage 10/7/2024

    Content is the entire back row of the chess board, the royal rank of king, queen, bishop, knight and rook. These are the most important and, except for the king, powerful pieces on the chess board that can change the outcome of the game with several strategic moves.

  5. Plan Like There Are No Rules 9/30/2024

    If you already began planning for your business’ success 2025, including a marketing plan with supporting budget, congratulations, you are ahead of schedule. But now it’s Q4 so let’s get on with it.

  6. Beware of FOMO & Vanity Metrics 9/23/2024

    Nothing destroys a well-planned and adequately resourced B2B marketing strategy like a big emotional dose of FOMO and the uncontrollable urge to chase vanity metrics. 

  7. Is Your Business Dying Because Your Marketing Is On A Starvation Diet? 9/17/2024

     

    At the top of my list of books-to-read this Fall as you plan for business success in 2025 is “Stop Starvation Marketing” by Christine Slocumb. This is a must-read if you are a B2B solution provider in life sciences, technology, or any space characterized by long sales cycles, high-investment solutions, and complex business relationships. It will change how you think about and do marketing, and the results you achieve by following Chris’ advice will be astounding 

     

    Is Your Business Dying Because Your Marketing Is On A Starvation Diet?

  8. Put Some Icing On Your Marketing (Cake) Plan! 9/16/2024

    Icing is a big attention-getter when it comes to cakes. Who doesn’t enjoy scanning all those cakes in the bakery showcase? And the icing is often the initial differentiator. Consider the icing to be the paid media part of your marketing plan.

  9. What Have You Baked Into Your Marketing Plan? 9/8/2024

    Developing an annual marketing plan is like baking a cake! Once you get all the ingredients in place, including all the resources and budget, and begin executing, it’s hard to undo. Imagine going back to the CFO for more budget because you left out some key ingredients.

  10. Before You Begin Planning For Next Year, Look At How Things Went This Year? 9/3/2024

    This is the time of year when most businesses, and their marketing and sales teams, begin planning for next year. Before jumping into your planning process, it’s a good idea to closely examine what you’ve accomplished this year.