Digital Marketing From The Coalface

Is playing it safe costing your B2B business money? Julie's just got back from the CIM conference in Glasgow, where the theme was "Smarter, Braver, More Human". In this episode we talk through what stuck with us, starting with the idea that the cautious option is often the most expensive one. Rory Sutherland made the case that logic costs more than creativity, and it got us thinking about tech, engineering and energy marketers. How do you use AI and data without ending up sounding exactly like your competitors? We talk about: Why "safe" campaigns rarely achieve much C3PO vs Han Solo: getting the balance right between careful data analysis and creative risk Why engineering firms need to stop leading with specs and start with what the buyer gets out of it The old Disney story about putting paths where people actually walk, and what it means for your website

AI overviews and answer engines are changing how B2B buyers find suppliers, and we're now seeing tech, engineering and energy RFPs ask for AEO alongside SEO. So what does that mean in practice? In this episode of Digital Marketing From The Coalface, Julie and Dave look at how Google and Bing Copilot pick the sources behind their answers, and what the new "grounding queries" data in Search Console and Bing reveals about how people search. Spoiler: the brands getting cited are the ones doing what good marketers have always done, which is answering their customers' real questions honestly. What you can expect: Why RFPs now ask for both SEO and AEO, and what that actually involves What grounding queries tell you about your buyers Why They Ask, You Answer content (pricing, comparisons, honest pros and cons) beats polished sales copy Why you still need experts checking AI-assisted content before it goes out

Are your social feeds filling up with automated slop and made-up stories? In this episode of Digital Marketing From The Coalface, Dave and Julie return from their summer break to tackle the fine line between smart AI productivity and cringey, low-quality automation. If you're an engineering company leader looking for genuine online visibility without the fluff, this episode shows you how to put AI to work to provide high-value data analytics while keeping human strategy firmly in the driver's seat.   What we cover in this episode: The cringey AI lead magnet test: Julie shares what happened when she tested a tool that promised 30 "tailored" LinkedIn posts, only to receive completely fake case studies and bizarre claims. Talking to your data in plain English: Dave and Julie talk about how connecting tools like Windsor.ai to Google Search Console, Google Ads, and GA4 lets you query your marketing data in natural language, bypassing complex PowerBI filters and SQL queries. AI watermarks & editorial control: AI watermarking isn't something to fear if you take ownership of your content. You need to make sure to apply human oversight, and refine every word you're sharing. Strategy vs. "random acts of marketing": tech businesses need a structured marketing framework so that their teams aren't just creating ad-hoc AI content for the sake of it. Plus, Julie and Dave swap summer highlights and office drama, featuring Edinburgh Fringe comedy, metal detecting adventures, a new coffee machine, and some spilled milk that no one cried over. Enjoyed the episode? Browse more at redevolution.com/digital-marketing-from-the-coalface

This week on Digital Marketing from the Coalface, Julie and Leslie dig into what actually happens when you hand marketing decisions over to an algorithm, including a few stories that are more entertaining than they probably should be. When "optimised" budgets go rogue: a campaign built to get women into STEM programmes ended up serving ads mostly to men. Not, as we suspected, because of a biased dataset, but because of the maths. Women drive a higher share of buying decisions, so their clicks cost more, and an AI chasing a strict cost-per-click target will avoid them if it can. The multilingual blind spot in AI search: if you're running non-English pages, they may be nearly invisible to tools like ChatGPT. One experiment run by Strategy Director Pieter Serraris found it favours English content even when other languages are available on a website. Featuring English versions of a website pages might well lift AI citations by ChatGPT by over 120%, but keeping that content updated is key to avoid negatively impacting your digital footprint. Getting out of the bots-writing-for-bots loop: generic, over-bulleted LinkedIn posts are everywhere now, as the result of handing your whole brand voice to AI and letting it write in an echo chamber. Julie talks through how to actually train AI on your team's voice, so it speeds things up without smoothing out what makes you sound like you. AI is a genuinely useful assistant for scaling what you do, it just still needs a strategic brain behind it. The people who will stand out in the midst of all the samey garbage are the ones who know how to blend machine efficiency with genuine, real human connection. Have a listen!

In this episode of Digital Marketing From The Coalface, Dave and Julie return from a brief hiatus to strip away the AI hype. From silly software oversight errors to the critical mechanics of B2B user experience, they once again bring a no-nonsense, practical reality check for business owners, tech leaders, and marketing directors working in the B2B space.   Key Takeaways for B2B & Tech Leaders: The HubSpot AI nuance failure: Dave breaks down a real-world blunder where HubSpot's beta AI tool recommended reaching out to a competitor agency called "Blend" simply because the algorithm read the common noun "blend" in a text snippet. Be aware that AI still drastically struggles with basic context and business logic, so don't put all your trust in its supposed critical 'thinking'. Google's crackdown on "AI Slop": Bringing up the recent experiment where 1,000 bulk-generated AI blog posts were completely de-indexed by Google within weeks, Julie and Dave discuss why automated content engines are a fast track to search invisibility and why subject matter expertise remains your best SEO asset. Crafting an authentic B2B tone of voice: Avoid copy-pasted corporate speak when marketing to highly niche and technical audiences. You want to align your brand's vocabulary with the direct communication style of the teams you serve. How "self-indulgent" forms kill conversions: A single "required field" (like "How did you find us?") at the final stage of checkout can completely halt a transaction. Dave and Julie discuss how to identify and eliminate self-inflicted user experience (UX) friction on your B2B landing pages to keep high-value leads moving forward. The "pro bono" enterprise sales strategy: Dave shares how Red Evo recently won a highly competitive, 17-page HubSpot development contract by offering a no-obligation discovery session. IP intelligence & perfect sales timing: Do not dismiss IP-tracking software. Julie and Dave share how using a budget-friendly tool like Leadinfo lets you see major prospects browsing specific pages on your site, helping your outbound sales team time your business's outreach perfectly when quiet deals suddenly warm up. Listen (or watch!) the episode now to discover how to balance smart software with the irreplaceable human element in B2B marketing.

Feel like the internet is constantly telling you your marketing is out of date? You aren't alone. This week on Digital Marketing from the Coalface, David and Julie are talking about the exhaustion of "marketing FOMO" and how tech and engineering leaders can focus on the foundations instead of chasing the next shiny object. We get into the classic debate: should you specialise or generalise? Is niching down a massive risk, or is it the absolute best way to land great clients who actually get what you do? We're also blocking out the SEO noise to talk about what actually matters with meta descriptions right now (spoiler: please stop using them as a sales pitch). Finally, Julie shares a crazy story about how she accidentally coded a custom app using Claude (despite having zero programming experience) and David explains why moving AI out of the chat window and into your actual daily tools will make your life a whole lot easier. If you're a busy decision-maker who just wants straight-talking marketing insights, this one is for you. Grab a coffee and hit play!

Let's be brutally honest: if we stripped the logo off your manufacturing or engineering website, would your buyers have any idea who you are? Or are you indistinguishable from your competitors? Pragmatic engineers love to believe that simply listing capabilities like "NDT inspection" or "pressure testing" makes them special. It doesn't. In this episode of Digital Marketing From The Coalface, Dave and Julie rip into the boring, copy-paste marketing plaguing the B2B sector. Learn why you need to stop hiding behind your spec sheets and start "derisking" the sale for your buyers by stealing a brilliant psychological safety trick straight from the Lexus playbook. But the controversy doesn't stop at your homepage. We take aim at the search giant itself, asking the million-dollar question: Is Google Ads spending your marketing budget like a drunken sailor? Dave shares a rage-inducing reality check about how Google plays "fast and loose" with your cash, charging for completely irrelevant clicks like "Philippines web design" when you're trying to target UK industrial buyers. If you are tired of blending in and sick of digital ad waste, tune in to fix the leaks and finally give your B2B brand a spine.

Welcome back to another episode of Digital Marketing From The Coalface! After a brief hiatus (and a very jet-lagged return from Boston for Julie), we are back to call out the B2B marketing myths wasting your budget.   In this episode, we reveal the harsh truth about HubSpot Gold and Platinum Partners. Does that shiny badge actually mean an agency is highly skilled, or are they just excellent at selling software? We explain why partner tiers are not necessarily the mark of competence you might think they are, but are instead purely based on sales volume.   We also tackle the rise of 'zero-click search' and the impact of AI overviews. With organic click-through rates roughly halving, we discuss why targeting high-intent queries and producing content with genuine technical depth is your best defence. Plus, we explore the latest "snake oil" in the SEO world: why adding schema markup won't magically fast-track your content into AI chat engines like Perplexity or ChatGPT.   Finally, if you manage an engineering or tech website, we break down why outdated "brochure-style" layouts are costing you leads and highlight the essential trust signals you might be missing. Oh, and don't forget to update your privacy policy, there are new GDPR rules regarding complaint handling, and opportunistic scammers are actively targeting businesses with faulty cookie consent bars.   Tune in for your regular dose of no-nonsense digital marketing advice!

Did you know that 92% of B2B buyers enter a formal evaluation with a vendor already in mind?   In this episode of Digital Marketing From The Coalface, Julie and Dave dive deep into the hidden realities of the modern B2B buyer journey. With 70% to 80% of the purchase process completed before a prospect even speaks to a vendor, your website needs to do much more than simply capture leads.   We explore why obsessing over B2C-style Conversion Rate Optimisation (CRO) and button colours is a trap for B2B marketers. Instead, learn why your focus must be on building credibility, offering case studies for social proof, and making the 6 to 10 decision-makers involved in a deal feel completely "safe".   The conversation then unpacks a 2024 Forrester Report that proves B2B buyers are making up their minds about your business before you even know they exist. To help you adapt, Julie and Dave explain how to use Google and LinkedIn ads as a rapid "fishing exercise" to test product demand and search volume before committing six months to an organic SEO strategy.   We also cover the latest in digital visibility, specifically Google's rollout of separate AI impressions in the UK Search Console. You will learn how to use AI content graders to ensure your writing is specific and "non-commodity," which forces AI search engines to link back to your website rather than just regurgitating your hard work.   Finally, Dave and Julie share their own successes and frustrating hallucination failures using tools like Claude to automate tedious daily tasks.   Tune in to learn how to adapt your digital strategy for the highly-researched, AI-assisted B2B buyer!

Dave and Julie record with the office doors wide open to enjoy an unusually hot day here in Royal Deeside, where a quick run for cold drinks sparks an unexpected marketing lesson about the "famous brand rule". The discussion flows naturally toward the power of social proof in the B2B space. Unlike world-renowned B2C brands such as Adidas, lesser-known B2B companies must rely heavily on case studies, certifications, and social proof to make buyers feel safe.   Discussing the dangers of using confusing, engineering-led product names, Dave and Julie bring up Dyson's intricate model numbers that serve as a perfect illustration of this, as they often leave consumers confused and unable to make an easy choice.   In the second half of the episode, the conversation shifts to a deep dive into Google's recent major announcements, including their plan to weave sponsored product ads directly into conversational AI responses. Julie and Dave debate whether this will turn out to be an innovative move, or just an unimaginative reaction to losing search traffic to ad-free platforms like Claude. Julie also touches on the transition from dynamic search ads to AI Max, which aims to offer advertisers more control over their assets, and Google's new focus on tracking "qualified future conversions" to better accommodate long B2B sales cycles.   The episode wraps up with some staggering statistics on AI search adoption, noting that AI mode now boasts over one billion monthly users who are typing in increasingly long follow-up queries.   And as plugged multiple times throughout the show, be sure to go and listen to the Uncensored CMO podcast to hear the full conversation with Rory Sutherland and Tom Goodwin.