January, 2010

B-to-B Labs

Trending Sources

Things I really need (the social media version)

B-to-B Labs

A growing list I’m keeping of things that every integrated marketer needs when moving into social media. Caution… not meant to be comprehensive.  Here are some thoughts.  Add to the list!… … Content – This is really what it’s all about… Smart, honest linkable content to drive followers from micro-blog to a deeper experience inside and [.].

The 4 C’s of B2B Marketing

Buzz Marketing for Technology

We’ve all heard about the four P’s of marketing. Product. Price. Placement. Promotion. The four P’s were created mainly to describe the ideal “marketing mix&#. The term “marketing mix&# became popularized after Neil H. Borden published his 1964 article, Concept of the Marketing Mix. Connection – connecting with the audience you wish to attract. Digg this!

Create a 1-Page Marketing Plan

B2B Marketing Traction

Tweet. like working from a one-page marketing plan for my clients and for my own business, whether or not we have a multi-page written plan as well. My clients can more easily maintain the chart if they choose to, which is so important in light of the fact that marketing is an iterative process, ever-changing as we learn about new tactics, new markets, new ways to do things, etc. Do you use it?

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5 Outbound Calling Best Practices

Smashmouth Marketing

Dialing the phone all day is a task. have one guy who calls it panning for gold. He'll say he just swished the phone 20 times, found 4 shiny objects and none were gold. Then an hour later he'll yell "Eureka!" when he does successfully set an appointment. Track things like Time Zone, Direct Dials, Admin Names, Dialing Tips (press 0 for the operator), etc. Validate lists prior to dialing. Don't.

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

Lead Gen Tips from Yogi Berra

Smashmouth Marketing

Yesterday I was using ConnectAndSell as a training tool and had one of our BDRs (Business Development Reps) live and working a list and three others listening in and critiquing. This, btw, is one of the many benefits of ConnectAndSell. You can train with 5-10 pitches in an hour versus 1 or 2. You can see the Smashmouth ConnectAndSell product review here.) He had o bjection after objection.

The ultimate guide to blogging when you don’t have time to blog

grow - Practical Marketing Solutions

This is a blog post for anybody who has trouble finding the time to blog. In other words, everybody.  I humbly submit a few practical ideas to help you become a time-efficient blogger.  . 1)  Leap. mentioned this in a recent post, but it bears repeating. The number one issue most bloggers face isn’t time, it’s confidence. Can we agree that you will take the leap? You will?  Proof it.

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Top 20 CRM Blogs of 2009

B2B Lead Generation Blog

Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability and frequency of posting. I'm honored to have been included on the list. As I read over the list of blogs, I discovered some new ones worth reading along with a number of bloggers I already follow. Here's a partial list of the CRM blogs on their list: PGreenblog and CRM: The Conversation – Paul Greenberg. Beagle Consulting Blog – Denis Pombriant. Brent’s Social CRM Blog - Brent Leary. Think Customers: the 1 to 1. Media Blog – Ginger Conlon, Mila D’Antonio, Elizabeth Glagowski and. Jeremy Nedelka. Carfi.

LinkedIn for lead generation - Are You the Missing Link?

B2B Lead Generation Blog

It takes time and commitment, but LinkedIn has become ideal venue to nurture relationships and generate new leads, especially for sales people involved in a complex sale. On that topic, I wrote an guest article for MarketingProfs, titled " 10 Tips for Using LinkedIn to Generate Leads." MarketingProfs decided to make it a "premium article" so it's available only to paid subscribers. You can read some of the ideas I shared in this summary article published by MarketingProfs. Read Are You the Missing Link?

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Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

Sharing is how you build a Brand

Buzz Marketing for Technology

In a recent BusinessWeek article featuring Tony Hsieh from Zappos – they closed with a quote from Tony “Sharing is how we build our brand.&# And I couldn’t help but agree. Whether you are a CMO’s of a B2C or B2B Marketing team the key in this next decade is sharing and the key to sharing is Content! You need to put out a steady stream of content to build your brand.

Is Less Content Better? 5 Steps to Simplify B2B Marketing Content

Savvy B2B Marketing

Over the holidays, I was on a cleaning rampage. organized my basement and in the process, I got rid of boxes of books, and a minivan full of miscellany. It felt great! Similarly, I think it's a good idea to occasionally "clean house" with your B2B content. What needs to be updated and/or repurposed? What is no longer needed? Why is this necessary? What do you think? Got Content?

The 4 P’s to Social Media Marketing

Buzz Marketing for Technology

Ok ok – based on the great response I got from my readers on my last blog post The 4 C’s of B2B Marketing I thought I would try to apply the same principle to Social Media Marketing. Frankly, I have been brewing this post for a while now and its time to let it loose. think this strategy is exceptionally good for B2B marketers with long lead cycles. Slide 1. Tell Good Stories. Digg this!

Four Reasons for an Information Concierge

Digital Body Language

There is a role in modern sales and marketing that is just starting to form. call it the “Information Concierge” , but I suspect a similar role is called many things in many different organizations. This role bridges the gap between potential buyers and the information we have that is of value to them. So why not search? Does anyone in your organization currently perform this role?

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

What is Webbiquity? How to Be Everywhere Online

Webbiquity

Welcome to Webbiquity! What exactly is that? Briefly, Webbiquity, or web presence optimization (WPO for those who prefer TLA’s), is the fusion of SEO, social media, interactive PR, online reputation management and other disciplines to make an individual or organization ubiquitous on the web for their name/brand and unique descriptive phrase. If SEO is about getting your website onto page one of Google, WPO is about owning that page. For example, Jill Konrath is webbiqitous for the phrase “selling to big companies,&# holding all 10 spots on the front page of Google for that phrase.

78 Questions to Ask Before Launching a Blog

Savvy B2B Marketing

So, you've decided to launch a blog for your business. Congratulations! Welcome to the exciting worlds of content marketing and social media - all wrapped up into one bundle of bloggy joy that will require your nurturing attention for a long time to come. It's not exactly the same as giving birth, but it's not that different either. Grab a cup of coffee and a notepad. Got it? SITE BUILD: Finally!

Marketing Automation Trends for 2010

LeadSloth

2009 was the year in which Marketing Automation really took off. Several new vendors appeared on the market, many existing vendors experienced rapid growth, and Marketing Automation as a term gained popularity among B2B marketers. In this post I want to focus on the trends in Marketing Automation for 2010. have asked many of the vendors, consultants and thought leaders to give their opinion. The response was overwhelming: see below for all 18 (!) predictions. There are lots of interesting opinions, from practical to visionary, with consensus on some topics, and differences on others. and Web 3.0

Special Report - Content Marketing Spending Continues to Rise

Junta 42

The results are in.  Content marketing spending will rise again in 2010. The 3rd Annual 2010 Junta42 Content Marketing Spending Survey found for the third straight year that marketers will again put significantly more money into content marketing initiatives. Go here for the complete content marketing spending survey results and a complimentary download of the final report. Content Marketing Spending Takeaways: 6 of 10 marketers are increasing content marketing spending in 2010. Only 7% are decreasing spending. Content marketing spending overall increased 11% from 2008 to 2010.

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

9 tips for running a considerate procurement RFP process

Confluent Forms

We've been on both sides of the procurement process and have seen more than our fair share of RFPs. With this background in mind we've put together our top 9 tips for running a more considerate procurement/RFP process. 1. Be upfront with bidders Creating a winning proposal can cost thousands, even hundreds of thousands, of nonbillable work within a company. If you are issuing a RFP you can never forget that. Speak with one voice When you receive a proposal you expect it to be well-written, concise, and a meaningful response to your RFP. We changed the.

RFP 18

YouTube and Your Personal Brand: 5 Reasons Why Every Professional Should Have a YouTube Channel

WindMill Networking

Hey, it’s 2010, so it’s time to shake things up a bit. You’ve seen me blog a lot about LinkedIn and Twitter, but yesterday I let you know that I wanted to add more Facebook content to my blog. Today I continue to expand my horizons, and hopefully yours, by talking about YouTube. No, I [.] Related posts: 7 Reasons Why Every Professional Should Be on LinkedIn If you are reading this you hopefully already have. Reasons to Start Blogging in 2010 As 2009 comes to a close, we start reflecting. Young Entrepreneurs: 5 Reasons Why You CAN & SHOULD Leverage LinkedIn!

Ten ideas for the beginning blogger

grow - Practical Marketing Solutions

If you look around the web, there is so much advice about blogging it’s not funny. Still, I’ve learned a few lessons that might help if you’re a beginner blogger and I thought I would give you the inside scoop.   . 1) The biggest obstacle to blogging is … not what you think. It’s not writing skill or time or ideas. It’s confidence. Respect your readers.

2010 – Welcome to the Age of Customer Service

Buzz Marketing for Technology

At the end of the last decade we saw Amazon snap up Zappos for $928 Million. Combining two of the most customer focused organizations I am aware of on the web and making one of the most powerful customer centric companies out there. Social media has forever changed the balance of nature in favor of the customer. But more importantly I think this is a sign of things to come in this decade.

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

There is only one objective in social media: create learning networks

Chris Koch

There is too much wringing of hands and gnashing of teeth about social media objectives and strategy these days. We all assume that our organizations are unique and that we must devote great sums of time and money to figuring out what our particular motivation is for social media and how we will carry it out. We’re wired as humans to believe that we are each unique and different—indeed, this perception shoulders the bulk of our self-esteem. And yes, we are all unique. little. But in most things, we’re the same and we can usually acknowledge that. Not in our businesses, though. That’s it.

What you can learn from Mister Splashy Pants

Buzz Marketing for Technology

Ok so what does a humpback whale have to do with marketing? Check out this campaign from Greenpeace for the answer. Greenpeace was hoping to raise the awareness about humpback whales that were being threatened by the Japanese Fisheries Agency’s plan to kill 50 humpback whales. Some of the names we very thoughtful like Shanti or expressive like Libertad. Tweet This! Share this on Facebook.

How Purple Can Make You Successful

Marketing Edge

Time 33:11. Some how the color purple has become associated with remarkable things. The marketing community probably owes it all to Seth Godin and his book Purple Cow written in 2003. Wait stop the car!” now that’s something special. We could go back to the dawn of time to Barney the Purple dinosaur, now that must have caught Grog’s attention, so remarkable even a… well you know the rest. However, my vote for the most remarkable purple reference would have to be the resurrection of Christ long symbolized with the color purple. Now that’s remarkable. Well does it? Wait stop the car!”

Top 100 Qualities of a Great Teleprospecting Rep – #80: Inventive

The CRAP Report

Okay, if you’ve got a stick of gum, a paper clip, three pennies, a ball made of rubber bands, and an acorn who are you?  A lot of folks may say that you’re the contents of the front pocket of a seven year old boy, but they would be wrong.  Actually, the real answer is a flame thrower if you’re in the hands of one Angus MacGyver – yes, THE MacGyver.  You remember him, right?  They guy with a penchant for getting out of inescapable situations by creating some contraption out of things he’d find on the ground or in his or a partner’s pockets.  Now, the fact that the guy was inventive? 

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

Interview with David Meerman Scott

Digital Body Language

I had a chance to chat with David Meerman Scott recently on a wide variety of topics. As one of the leading thinkers on social media in a business environment, his ideas, examples, and perspectives are fantastic to hear. In this interview, we talked about why B2B marketers are so hesitant to embrace “ fun ” as an element of their marketing, and why we need to think about selling to people, not amorphous businesses. As part of that transition, we need to focus on creating a steady flow of rich, interesting, shareable content.

Why is Google Scared and What it means for B2B Marketing!

Buzz Marketing for Technology

At a recent dinner with a buddy of mine from Microsoft (who helped launch Bing) – I learned a lot more about the search market and a very important trend that can effect the future of B2B Marketing. And we tend not to stray from that behavior now. It’s almost an unconscious choice for most of us. OK so what does this mean to B2B Marketers? perhaps there will be shortly. Tweet This!

Why the volume and quality of interactions with customers has to pass for social media ROI

Chris Koch

Image by LollyKnit via Flickr. wish I could say that social media leads to sales. really do. But I can’t. And I haven’t encountered anyone else who can either, have you? So when we think about social media ROI, we need to make a leap of faith. There have been research attempts made to uncover and evaluate methods for measuring the ROI of PR. But you’re not going to like them. Value of earned media.

PR 11

LinkedIn Search Optimization (LSO) Critical for B2B Marketers

Buzz Marketing for Technology

Search engine optimization (SEO) is the process of improving the volume or quality of traffic to a web site from search engines via natural search results. This gave birth to a whole industry centered on optimizing search results for a given term. For B2C or B2B Marketers this was a huge revolution. Late last year LinkedIn launched an advanced search feature on their site. Tweet This! Digg this!

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

How Should I Deal with a LinkedIn Recommendation Request I Don’t Want to Give?

WindMill Networking

If it hasn’t happened to you yet, it will soon: the dreaded request for a LinkedIn Recommendation from a former co-worker or employee that you may not want to give one to. Well, every time you make a recommendation, it appears on your profile and becomes part of your LinkedIn Brand. Perhaps you don’t want to be associated in any way with this person. What to do? world wide web