Sat.Apr 18, 2009 - Fri.Apr 24, 2009

Anything Goes Marketing

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On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful. Ardath's post gives some useful ideas on how we can better connect by thinking, "like your prospects do when they set out to solve a problem. One step leads to another.and another." I agree. Define that problem from your customer's perspective. Review your options for content that addresses these concerns.

Helping Your Customers Market to Their Customers


Have you considered that helping your customers market the value of your products to their customers might be way to increase your company's sales?  This strategy goes beyond creating materials for dealers, resellers, and system integrators that may also be appropriate to your product. Ready-to-publish information also help these customers communicate accurately about very technical products.

Twitter, Common Decency and the Corinthian Spirit


When the penalty kick rule was first introduced to English football in the late 1880s, it was greeted with horror by the Corinthians, the dominant team of the day. So engrained were principles of honour and decency in these ex-public schoolboys that they would not accept that an opponent might deliberately break the rules to gain an advantage.

Southwest Airlines - Creating a Brand Experience in 5 Minutes

PR Meets Marketing

 . Southwest Rapper. Click on image to play video.  . When I fly, I typically fly either Southwest or Jet Blue. But I’ve noticed the difference with southwest that goes to the heart of the branding and positioning of the airline.  . While we all know Southwest as the no frills, low cost airline, I am starting to see them as an airline that delights in being different. Tweet This on Twitter.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

Who is the company voice on social media?

grow - Practical Marketing Solutions

As more mainstream companies get involved with direct customer conversations in social media channels, who is responsible for the conversation? Two camps are emerging. Some believe that the more employee-enthusiasts involved, the better. You're not going to stop the Tweets anyway so why try? Go ahead and enlist them for the good of the company. One company, one spokesperson. Watch what you Twitter.

Improve your Google-self

grow - Practical Marketing Solutions

Whatever shows up on Google is the permanent public record of your life. until now. Here's a chance to not let your past public indiscretions completely define your online personal brand! Yesterday, Google released a new product called Google Me. The easy set-up includes a chance for a short bio, interests, personal information and your website address. It's the Burger King of apps.

Top-10 Marketing Automation Blogs


A couple of people recently asked me which blogs I’m frequently reading. So here’s the list. Please send me your favorite blogs, because there must be lots of great Marketing Automation blogs that I haven’t found yet! BTW 1: Some of these blogs are more about lead generation, demand generation or inbound marketing, so maybe the title of this blog post is not ideal. But regardless of the terminology, these are the blogs that I enjoy most :- ). BTW 2: I have not included vendor weblogs: I will put those in a separate post. Jame Ervin ’s @Work blog (@ jameane ). Thanks!

MarketingSherpa Seeks Case Study speakers for 2009 B2B Demand Generation Summits

B2B Lead Generation Blog

If you have a great B2B story to tell, think about sharing it with other B2B marketers at MarketingSherpa’s 6th Annual B2B Demand Generation Summit 2009. MarketingSherpa is looking for speakers for the events which will be held September 23-25 in San Francisco and October 23-25 in Boston. These summits feature case studies based on real-life marketers’ actual lessons learned about what is working at this moment in advanced business marketing. Experienced B2B marketers who want to present will need to submit speech proposals by May 21, 2009. Click here to learn more.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

A New Form of Corporate PR, The Embedded Journalist

Marketing Edge

Time 23:45. Golf is like social media, when you play with good players your game gets better. In reading and conversing with colleagues like David Meerman Scott, (World Wide Rave) Geoff Livingston , (Now is Gone) and Brian Solis (Putting the Public Back in Public Relations) you are bound to come up with a few good ideas. Brain Solis and I discuss a few of them in this podcast about the changes in PR and revising your organization to address those changes. In this environment companies can be successful at public relations if they engage in public relations. More opportunities to be heard.

Should I Have a Blog?

eMarketing Strategist

I’ve spent as much time talking clients out of starting a blog as I’ve spent talking them into a blog. If you hate to write (or can’t pay someone else to do it), can’t find the time to write, or don’t think you have anything to say, save yourself the heartache and don’t start a blog. If you want to get clients from the internet and are willing to write (or pay someone to do it), blogging is a great way to get people into your sales funnel. The following is a down-and-dirty quick way to decide if blogging is for you and your business. Host your blog on the same server as your website. Benefits.

Framingham Heart Study has lessons for Twitter

Digital Body Language

In 1948, the National Heart Institute embarked on an ambitious study of the causes of heart disease. By studying 5,209 men and women between the ages of 30 and 62, who lived in the town of Framingham, Massachussetts, and who had not yet developed overt symptoms of heart disease, researchers were able to learn about the underlying causes and symptoms of one of the leading causes of death and serious illness. It has led to over 1200 articles in medical journals in the past half century. So, what does this have to do with Twitter? Twitter too, has guidelines, practices, and approaches that work.

ConnectAndSell: Novel Solution for Increasing Sales Efficiency

The Point

If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30 percent, which means that [.]. inside sales b2b lead generation lead generation telemarketing telesales

National Instruments: Multiple Activities Leading to Multiple Responses

Digital Body Language

National Instruments has done a great job of creating an information rich web presence that provided relevant and useful information to their audience of scientists and engineers. They had implemented a very elegant equitable exchange of information process that asked for small amounts of information from their audience in exchange for access to the information resources, and were nurturing their prospects based on the information they had requested. The success of these communications was evident in the very high open and clickthrough rates discussed earlier.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

Demand Generation Implementation -- Take My Survey, Please!

Customer Experience Matrix

Update - 4/23/09: I have some preliminary results, but would still like more responses. Click here to take survey. One result of interest: how quickly people deploy the features they eventually use. I had expected people to start slow and add more features over time. Not so much. It seems that by the end of the first month, people have already used 2/3 of the features they will ever use. Interesting. In theory, those could be defined even before a marketing automation system is selected. You actually need a pretty good idea of the answers to select the right system. Thanks!

5 steps for using LinkedIn as lead generation tool

B2B Lead Generation Blog

Like many of you, I’m using LinkedIn to connect with work friends and colleagues. But I’ve been intrigued by how LinkedIn has quietly developed into a useful lead generation tool for marketers and sales people to build relationships with potential customers. I’ve discovered that it’s a pretty simple process if you’re willing to invest the time to freely share your expertise and thought leadership with others. Here are 5 ways you can generate leads via LinkedIn: Step #1 - Create a polished and personally branded profile on LinkedIn. Step #3 - Post relevant content on groups.

B2B Lead Generation Benchmark Study 2009

Sales Lead Insights

Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study. Are you interested in knowing how your company’s programs and results compare to other companies’ B2B lead generation efforts? Please take the online survey here.

B2B Lead Generation Benchmark Study 2009

Sales Lead Insights

Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study. Are you interested in knowing how your company’s programs and results compare to other companies’ B2B lead generation efforts? Please take the online survey here.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

Is Direct Marketing Relevant Anymore?

The Point

DM News, the venerable tabloid that I remember reading while cutting my direct marketing teeth back at Oracle in the late 1980s, is switching from a weekly to bi-weekly publication schedule. This prompted a discussion on LinkedIn wondering if the change augured tougher times ahead for direct marketers. On the contrary: after almost 20 years [.].

Should I cut my marketing budget?

grow - Practical Marketing Solutions

It depends. If your company is burning furniture to heat the offices, yes. cut the budget! Go through the grieving process, get over it and be the leader your company needs you to be in difficult times. If your company is viable and competitors are struggling, this is the time to be aggressive. It might be wise to INCREASE your spend. The recession will sort out the weak competitors. Are you going to be a market leader when the economy comes back or teetering on collapse? The marketing money you spend NOW can determine your future to a large extent.

Is print dead?

grow - Practical Marketing Solutions

This morning a colleague asked me this question regarding a new health-related magazine he was starting and the prospects for attracting advertisers. Here was my response: Although advertising budgets are rapidly moving toward online media, print is definitely not dead. Paper media still has a couple of advantages. First, your target audience may not have the time or interest to scan the Internet for content. More than 30% of Americans don't use the Internet at all and in many countries that rate is even higher. That could be important to some advertisers.

Beyond the B2B Buying Funnel: Exciting New Research about How Companies Make Complex Purchases

Modern B2B Marketing

There are entire industries devoted to researching consumer buying behavior, but until now there has been relatively little research into B2B buying behaviors. Marketo recently worked with. Enquiro Research (as well as Google , , Covario , and Demandbase ) to perform new qualitative and quantitative research into the (often irrational) ways that businesses make complex purchases. The initial findings of the research are a must-see for anyone involved in marketing or selling to other businesses. Some of the highlights and my thoughts are below. The Myth of Rationality in B2B Buying.

The Ultimate Guide to Content Experience

The process of content marketing has typically been defined by a three-pillar system that consists of “Creation”, “Distribution”, and “Insights”. However, this system neglects to include the significant fourth pillar of content marketing: Experience.

Social Media Relations vs. Traditional PR Skills


The emergence of social media has dramatically changed the role of public relations. While traditional journalists still have significant authority, influence is now more diffused among writers, analysts, bloggers, customers, and other internal and external subject matter experts. Technical ability —not all that long ago, PR pros' primary tools were email and the phone. Social Tagging

The Four Stages of Organizational Change


Leading organizational change is not for the faint hearted. Nor is it something you can merely dabble in with your leftover time. It requires your very best leadership focus, perseverance, and resources. Most firms aren't willing to pay the price. But these are extraordinary times. When it requires hard work simply to survive, perhaps you're ready for the hard work of change. Stage 2. Stage 3.

Best of 2008: SEM Landing Pages


Once you've optimized the list of keywords in your search engine marketing campaign, tweaked the bids and crafted stellar ad text to bring visitors to your site, landing page design is critical to converting those visitors into sales or leads. Here are a few of the best posts about SEM landing page design from last year. clutter) from good (a clear call to action among other attributes).

SEO Joins The Fight Against Islamic Extremists | Volacci



Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.

Don't squander a great opportunity in the form of a bad RFP

Confluent Forms

It seems that every month another expert writes an article on how RFPs are bad for business , RFPs are a bad idea , top 10 lists of why you hate them, RFPs should be done away with because they increase risk and cost , and that RFPs will soon be extinct. have theories about why these "experts" are all against RFPs, but in my opinion, let them go elsewhere and leave these business opportunities to the rest of us. While I have a vested interest in Requests for Proposals in that I run the RFP Database , the consulting side of my company does respond to a few RFPs every month. So they pass.