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Keeping customers engaged takes communication


In a recent blog post — Take your Time — Quickly — Remodeling blogger Greg Antonioli talks about how you need to be accurate with estimates, and at the same time, you need to move quickly so buyers don’t lose interest/enthusiasm for their project. But what should the system look like? Start with providing clear information about the design and planning process.

If you are better, you should look better.


Today I found this really excellent example of a roofing contractor website. It was mentioned in a Roofing Contractor column, The Power of Branding , by Chris King. The owner of GreatWay Roofing, Rod Menzel, was inspired to rebrand his company when he attended a conference and learned about Blue Ocean Strategy , a book by W. Chan Kim and Renee Mauborgne. Clutter makes it hard to brand,” he said.

The Doing-Not-Doing Matrix


I was recently invited to a talk by Phil Styrlund about adding value to B2B relationships, sponsored by Vistage. Almost as an aside, Phil mentioned this matrix, which I quickly scribbled on my napkin. I don’t remember what he called it, or if he had a name for it — so I’m calling it the Doing-Not-Doing matrix. How the Doing-Not-Doing matrix works. Important things you are doing.

Postcard Marketing: budget benchmark


A remodeler recently asked me the following question: “How much would it cost to send the same postcard to my list of 4000 contacts and prospects, four times?&#. The answer was about $2.00 per contact, or 50-60 cents per postcard. That would be enough to cover creative, printing, mailing, and postage. But not photography or custom illustration.). “That’s $8000,&# he said.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Fertile vs. sterile customers


Customer Referral Value (CRV) = Customer Lifetime Value (CLV) + the value of the referrals generated. An article in the August issue of Customer Relationship Management discusses a nifty metric: Customer Referral Value (CRV). It challenges assumptions we often make about the “ideal customer.&# And what about the value of my friends’ referrals? Want to know more? Kumar

Projects defy “iffy” economy


The Business Journal recently posted Changing home prices in the Top 100 metros. In Minneapolis-St. Paul the peak year for housing prices was 2007 (1st quarter only) with a change in housing prices since the peak of -7.14%. But there’s good news too — the 10-year change in housing prices was 74.63%. are still taking the plunge. How will you attract and engage your share of buyers ?

Nothing Left to Cut – Now what?


This article appeared in the NARI Minnesota Newsletter (Winter 09/10). Your pencil can’t get any sharper. You’ve done everything you can think of to minimize overhead and shrink job costs. With nothing left to cut, you can wait for things to get better, or you can focus on beefing up the top line and improving your competitive position. Here’s some of what owners and leaders can do to improve the revenue side of the equation in 2010. Strategy first, then goals. It’s easy to say, “Our goal is to increase revenue by 20%.” Set goals. The devil is in the details. Guaranteed.

May there be peace within


This afternoon I participated in a roundtable discussion at NARI. For the most part the conversation was upbeat. More about that later.) Still, I felt a just a hint of frustration and weariness in the room. It’s hard. A lot harder than it used to be to compete, to win business, to inspire customer loyalty, to hang in there. Sometimes it’s hard when you are running a business (or looking for a job maybe?) – to keep your spirits up. A friend shared this with me today, and while I’m not usually big on the “mushy&# stuff, I felt like posting it. Don’t you think?

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.

How to write a press release


I recently received a call from a friend who was planning a benefit concert: she wanted to know how to write a press release. I pointed her to PRweb’s article, Tips, Guidelines and Templates for Writing an Effective Press Release , a very good how-to summary. Unfortunately, she’s a little late — her press release should have been sent three weeks ago. Her event is Nov. 7, which means she’s already missed the deadline for a number of special event calendars, which will be published at the end of this month. Some people think “publicity equals press release.&#

Website grader – what’s your score


I’ve added a new associate to my universe of marketing experts and partners – Sam Beamond. Sam and I met for coffee this morning at the Dunn Bros, just to get acquainted. I was eager to pick his brain about search engine optimization and web analytics. We talked about a number of different ways we’ve been successful increasing traffic for clients — he’s really into the coding and development, and my focus is more usability, customer experience and content. So I think we will have opportunities to partner together. Bungalo Group can help.


Dryers use 10 to 15% of domestic energy in the United States!


Hey all you green builders and landscapers — here’s a fun marketing idea. As one of those “greenies,&# many times I’ve wished for a clothes line in the backyard. It’s on the “honey-do&# list but it never gets done. If you’re looking for a fun way to nurture your clients and prospects — offer to put up a clothesline for them. They come in many exciting styles and colors.) Create a clothesline contest — as in enter to win an old-fashioned clothesline.

Bungalo Group blog added B2B Marketing Zone


Bungalo Group’s marketing blog for home improvement industry has been added to the b2b marketing zone. The B2B Marketing Zone is a community collecting and organizing the best information on the web about B2B Marketing

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.

Send Out Cards


Sending a real, printed, stamped, and mailed greeting card takes about a minute and costs about a buck with sendoutcards. Any Dale Carnegie graduate will tell you: one of the easiest, and most effective ways to touch customers and nurture relationships is with greeting cards. I keep a plastic bucket full cards and stamps right next to my desk. (It It seems I’m sending a lot of sympathy cards these days.) Unfortunately, it can take me days to actually mail the card. Are you like me? Do you carry the mail around with you and then drive right by the mailbox or post office?

$4000 is a pretty sweet deal


As a homeowner, my ears perked up at the NARI meeting last night when they mentioned Project Reenergize. It seems Uncle Sam really wants me to spend big money on my home now! If I combine low interest rates, with deals I can get on appliances right now at Sears and incentives from the government – the savings add up. You may have received this email from BAM: BAM was awarded over $2 million to create a program to incent your clients to remodel their house now. BAM created a rebate program of up to $4,000 to be given directly to your homeowner if they install certain energy efficient upgrades.

You too could be a winner!


Just received an email from NARI about the COTY Awards. This little nugget from the email jumped out at me: Fact - In 2008 each category averaged 6 entrants. Though the competition is stiff, a 1 in 6 chance at winning are good odds! Entering makes sense for a few reasons: 1) Feels good — provides a much-needed morale boost for staff and owners. 2) Publicity — Award winning projects are “newsworthy&# and are more likely to capture the attention of editors. 4) Buyers DO notice — at a recent party, I asked a fellow who was doing his kitchen how he selected his remodeler.

Is there a downside to Facebook?


Last week a client called to ask a question: We’re thinking of creating a company Facebook page, but before we do… is there a downside? He decided the “risk&# for him was minimal, and the benefits of having a place to converse with “fans&# made it worth exploring. Here’s some of what we talked about: 1. Facebook and LinkedIn are handy for posting “updates&#. Unless you have a content management systems or in-house expert, daily, weekly, or even monthly website updates can be a challenge. Don’t be dull. Go at your own pace. Know your boundaries.

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.

Would you like door number one? Or door number two.


My phone just rang. It was my friend and business partner Brian Ingle. Brian sells printing and promotional products for Links Print and he’s always honing his relationship building skills. “Hey,&# says Brian. “I just called to let you know that Mary Shellum is allowing me the privilege of printing her job. So I’m calling to show you my appreciation. You get to choose how I show my gratitude.&#. “Great!&# I said. Like most people, I’m quite fond of being appreciated.) “What’s behind door number one?&#. “Neat. And door number two?&#.

Webinar for job seekers


Most of us know someone who is looking for a job — sometimes because we’re ready for a change, sometimes because change has been forced on us. My good friend, Jill Konrath , is hosting a free webinar for job seekers. If you know someone who is looking for a job — perhaps a client, or former-employee — tell them about it. Jill knows her stuff! Complimentary Webinar for Job Seekers: Creating Opportunities Using Get Back to Work Faster Strategies. Date: Thursday, July 23 at 1 pm ET. Register now for this free session: [link]. FTAF 1. Companies still have needs.

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. As David Greenberg, Sr. Quality Vendor.

6 steps to writing a better Request for Proposals, a primer

Confluent Forms

We believe strongly in Requests for Proposals (RFPs) as a tool for companies to find the best products and services at competitive prices, but also as an evaluation method for finding that elusive "best fit". However, too often the RFP process is run by people who have never experienced the process before, either from the issuer or vendor side, and essentially don't know what to say or what to ask.

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.

Why Are Marketing Automation Managers So Hard to Find?


Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators. But – if you decide to hire a Marketing Automation manager – what should you look for, and where do you find them? New technology requires people with a new set of skills, nothing new about that. But that’s for web analysts.

13 Top Books for CMOs - Recommended by The CMO Club

Smashmouth Marketing

Pete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Business Stripped Bare: Adventures of a Global Entrepreneur. Clued In: How to Keep Customers Coming Back Again and Again. Crucial Conversations: Tools for Talking When Stakes are High. Leading Change. Marketing Champions: Practical Strategies for Improving Marketing's Power, Influence, and Business Impact.

CMO 49

What Exactly IS Digital Body Language?

Digital Body Language

I've been using the term "Digital Body Language" on this blog quite a lot for obvious reasons. However, I have not really taken a moment to define the term, as I realized recently after a presentation on the topic. An audience member came up to me and very hesitantly asked "I think I get the overall concept, but what exactly IS digital body language." So what is it?

TriComB2B: Smart. Strategic. Technical. - Technically Focused B2B Marketing Agency - formerly TriCom Marketing & Communications

delicious b2bmarketing

We get it. From writing technical bulletins for your sales force to composing a speech for your CEO, our technically oriented staff of engineers, account managers and marketers will produce deliverables that make sense for your business with results you can measure. We are distinctive due to our technical aptitude , industry knowledge and business acumen. Combined with a comprehensive portfolio of marketing tools and top-notch creative, these attributes enable us to develop innovative strategies and compelling concepts that accurately and effectively position your products and services.

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.

5 quick tips to writing better proposals (RFP responses)

Confluent Forms

We're frequently asked for any tips we might have for people writing proposal responses to Requests for Proposals (RFP) that they've received. After finding us through the RFP Database , seeing the abundance of RFPs that it contains, and knowing that all of those RFPs are open competitions, the natural question is "if I'm going to spend time writing a proposal it has got to be a winner". Faced with the situation of having to read 300+ pages of different vendors' proposals many people read the first page and then start skimming, and if they're not skimming, their minds are probably going numb.

Fire your Director of Social Media!

Buzz Marketing for Technology

At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media – I should be fired!&# and after thinking about that I can’t help but agree with him. Said differently how do we make social part of the very DNA of the firm? What’s your view? Tweet This! Digg this!

Is social media effective for B2B lead generation?

Sales Lead Insights

I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. What’s all this have to do with social media? about a survey they recently conducted. Not bad!

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.

A Content Formula for Complex B2B Organizations

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

7 Reasons Why Marketing Automation Projects Fail


Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. It is often positioned as something that will solve all your marketing problems for a couple of thousand dollars per month. Okay, I made up the part about brewing coffee. Unclear Prospect Profile(s).

5 Things My Father Taught Me About Selling

Smashmouth Marketing

Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. We're heading up to my sister's house today to visit with my dad, Roger Damphousse ("Pepere" as the kids call him), and eat again. Dad, here's to you.(see,

Paper 39

Inbound Marketing University | inboundmarketing.com

delicious b2bmarketing

Subscribe by RSS InboundMarketing.com Home News Jobs Forums University Search this site: Home Inbound Marketing University Posted May 5th, 2009 by Rick Burnes Register for IMU | Class Schedule | Professors | Student Tools | IMU Badges | Partners | Student Bulletin Board >>Click here to attend this weeks classes! **By By clicking the above link, you will have access to the upcoming and recorded webinars. NOTE: If you have not registered for IMU, you will be prompted to register when clicking the above link! The IMU program includes ten webinar classes and one review session. No problem.

5 Steps for Brainstorming Your Marketing Plan

B2B Marketing Traction

Tweet. One of the most fun aspects of marketing planning can be brainstorming. Here are ways to make sure your marketing brainstorming is fun and productive. Invite the right people. Don’t brainstorm in a marketing silo. Invite others who deal with your customers, including customer service, product development, sales, distributors and possibly suppliers or strategic alliance partners. Worst?

Plan 37

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.