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!

Today's Teleprospecting Tips

Sales Prospecting Perspectives

There are many facets to teleprospecting -pre-call plan, qualifying questions, overcoming objections and so forth. Through my training experience at AG, there is not one common area of weakness; everyone has different strengths and weaknesses. I'd like to take this opportunity to go over some of the trends that I have come across and things to keep in mind when you reflect back on your own on your lead gen team's prospecting approach: 1. Be assertive! There are many ways to be assertive, but one thing to be aware of is not using submissive phrases such as, ‘I was hoping, ‘I was wondering'.

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5 Outbound Calling Best Practices

Smashmouth Marketing

Dialing the phone all day is a task. I 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.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

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.

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. 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. last week!"

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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. I 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.

Top 10 Tips for Increasing Online Conversions

Savvy B2B Marketing

This is a guest post from Michelle Strassburg, Head of Sales and Marketing at online wooden worktops vendor Wood and Beyond. Michelle has over 10 years experience managing online sales and today shares with us her top 10 tips for increasing online conversions. It's a common practice nowadays for e-commerce website owners to focus on generating web traffic.

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.

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

Savvy B2B Marketing

Over the holidays, I was on a cleaning rampage. I 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? And what did this mean for me?

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Four Reasons for an Information Concierge

Digital Body Language

There is a role in modern sales and marketing that is just starting to form. I 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?

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How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

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.

What is Webbiquity? How to Be Everywhere Online


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.

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.

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!”

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.

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. Just Do It. Be patient.

How to Call to Action

Everything Technology Marketing

While marketing strategy and planning are critical to success, marketing often fails on the execution side. Take online campaigns, for example. Here you can often see campaigns break down not because of lack of a compelling offer or properly segmented audience but because the call to action is not powerful enough to trigger a response. The best offers never get consumed if your call to action doesn't convert the visitor to even get to the offer. Anne Smarty posted a great article with best practices for improving your call to action on her blog "SEO Smarty".

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. 7 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!

How to Design a White Paper for Your Time-Challenged Readers

Savvy B2B Marketing

Great content is more than compelling words on a page. There are a lot of things that go creating content that your audience wants to read and forward, but one of the most critical factors is design. While I think most marketers agree that design is important, especially for things like websites and eBooks, I have often found that this is overlooked with white papers. Concluding summaries.

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A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth.

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!

CEOs and Marketing Metrics

Digital Body Language

CEOs may not be involved in the day to day challenges of the marketing department, but they can strongly influence its evolution through the questions that they ask and the metrics that they track, both in the marketing and sales teams. Done well, this structure and encouragement can facilitate a transition to a buyer-centered, efficient marketing and sales organization.

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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

B2B Ads From the Past

Sales Lead Insights

I always find it interesting to take a look at the work done by our predecessors in B2B marketing. In post in Jackie West’s UK Industrial Marketing Blog , she mentions Richard Stone’s Insights into PR and Online Marketing blog post where he links to The Vintage Ad Browser. Simply click on one of the categories in the Vintage Ad Browser, or type something into the search window and you will get to see some of the advertising work done by those B2B marketers that came before us in what then was called “industrial advertising.&#. I don’t know your company.

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.

Marketing Automation Trends for 2010


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. I 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.

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. A little. But in most things, we’re the same and we can usually acknowledge that. Not in our businesses, though. That’s it.

4 Common Sense Social Media Tips for PR and Marketing Pros

Content Marketing Today

Yes, you can apply the best of traditional public relations practices to the new world of social media. Guest post from Kathleen Taylor, APR, President of the Southwest Florida chapter of the Florida Public Relations Association offers 4 top takeaways from their January 2010 Social Media Cafe. Myers Fl area. By Kathleen Taylor, APR. "The "The wisdom’s in the room. Have a plan.

5 Ways How I Can Help You Find a Job on LinkedIn

WindMill Networking

As you probably already know, I am very active on LinkedIn as a LinkedIn Open Networker or LinkedIn LION. I accept all LinkedIn invitations, and I respond to each invitation with asking my new connections how I might be able to help them. I often get the following response, which I again received just this [.] Related posts: Jobseeker in 2010? Why LinkedIn for Your Job Search will Become the New Monster. It’s no surprise that jobseekers flocked to LinkedIn with. Related posts brought to you by Yet Another Related Posts Plugin

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.

Best of 2009: Social Media Marketing, Part 1


With the rapidly increasing use of social media tools for marketing and PR comes growing pressure to demonstrate results. But what metrics are really most appropriate for social media measurement? How can you monitor everything that’s being said about your company, competitors and key industry topics across the social media landscape without spending a fortune on monitoring software? Is your social media strategy built on a solid foundation, or is it more like a Hollywood movie set—a pretty facade with nothing behind it? ROI Is Dead by StraightUpSearch. by HubSpot. by Dave Fleet.

How and where to advertise your Requests for Proposals (RFP)

Confluent Forms

An important part of the Request for Proposals process is the distribution strategy that you use for disseminating your RFP. Without a good distribution strategy you likely won't receive the proposals you need to make your process competitive and in line with your project goals. Some factors to consider: Distribution requirements Physical location of the company to you Type of company that you are seeking Size of company you are seeking Monetary value of your contract There are lots of other factors that you might want to consider, but these are typically the top five.

Introducing Seed Nurturing

Modern B2B Marketing

One thing you'll notice about most lead nurturing campaigns is the fact that they usually take place after prospects land on your site and enter your database. However, what happens when qualified prospects visit your site or social media sites anonymously where you don't necessarily have their names or e-mails? This is where seed nurturing comes into play. Seed nurturing is the process of building relationships with qualified prospects before you have their contact information. Seed nurturing best practices. Personalize interactions with anonymous visitors. Conclusion.

How much do you “charge” for your content?

Chris Koch

Image via Wikipedia. Okay, so it’s difficult to actually pull money out of buyers for your marketing content (though there are rare exceptions: McKinsey has been doing it for years with the McKinsey Quarterly). Yet while generally we can’t put a price tag on our content, we do charge for it. The price is the forms we make people fill out to download white papers or sign up for events. Privacy.

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.