Sat.Aug 28, 2010 - Fri.Sep 03, 2010

Customer Experience Matrix

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Hard Data to Justify Your Marketing Automation Investment

Customer Experience Matrix

Summary: So you want some hard numbers to prove the value of marketing automation? Here's a bunch. A client asked yesterday if I had some benchmark information to justify the cost of her marketing automation project. This set off an hour-long scavenger hunt through my hard drive, followed by sporadic afterthoughts later in the day. Since this is a question that comes up pretty often, I figured I’d share some of the more useful results. If anyone else cares to expand on this list, even better. Neolane “ Making the Business Case for Enterprise Marketing Software ”. Statistics include: • 16.5%

Do Your Inside & Outside Sales Communicate Well?

Sales Prospecting Perspectives

My first real job out of college was as a supervisor at the front desk of a business hotel just outside of Boston. It was not the most glamorous position but it did teach me the importance of open communication from department to department, as this particular hotel was quite chaotic. When I “stepped up” into my first Jr. Inside Sales role I thought things would be different, but within a week I was struck by the lack of communication I had with the sales team. My cube was placed smack dab in the middle of the marketing department with 5 other Jr.

Best Social PR Guides and Tips of 2010 (So Far)


Social media has fundamentally altered the practice of public relations. And as any blogger can tell you, PR pros understand this, as witnessed by the incredible increase in blogger outreach “pitches&# from corporate PR departments and firms over the past two years. Of course, there’s more to (successful) blogger outreach than just pitching, and there’s more to the new practice of social PR than just blogger outreach. Like what? Will Traditional, Social Media Blend? by MediaPost Marketing Daily Commentary. For example, “PRO: Twitter gives us a great way to leverage PR.

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The Spirituality of Social Media

grow - Practical Marketing Solutions

Sure the social web is filled with rants and quacks, but I’ve also been thinking about how the science and technology of this channel lifts people up, and perhaps even makes us better in a deeper, spiritual way. Here are a couple of personal observations. I would love to hear what you think! Spiritual touchpoints. It was supposed to run today. So I trashed it. The communion of community.

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5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Content Marketing with Emotions: Write with Feeling

Writing on the Web

Are you writing with feeling? Does your blog trigger emotional reactions ? Next time you review your writing, try to identify possible feelings in the reader. Content marketing that doesn’t resonate emotionally can’t do a good job of building relationships, inspiring trust, and moving people into taking action. It doesn’t mean you get all new-agey, touchy-feely. Sadness.

The Content Marketing Sweet Spot

Content Marketing for BI

I just finished reading this year’s latest marketing survey results over at the Junta42 site. It’s interesting to see the popularity of different marketing content pieces as part of the overall marketing strategy. You can download the report for yourself here. Social media marketing (with the exception of blogs) is now in the number one spot. More hits to the website? More inquiries?

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Exclusive Interview Eloqua's Director Of Content @jchernov.


Exclusive Interview Eloqua's Director Of Content- Joe Chernov. We cover the industry and the latest in b2b social media and content marketing

Learn Holistic Lead Nurturing


Would you like to learn how Lead Nurturing can turn more of your leads into revenue? On a single afternoon in New York City, Silverpop brings together several expert speakers to discuss Holistic Lead Nurturing strategies. The agenda covers B2B marketing trends, marketing infrastructure, nurturing dialogs, campaign development and implementation advice. Cost: FREE for qualified marketers.

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.

Great B2B Email Copywriters: Where Are You?


Lead Nurturing depends on great content. Not just eBooks, blog posts and webinars, but especially email content. Email is still the most effective way to promote your content, but it’s hard to get noticed in today’s overflowing inbox. However, a good email can make the difference between a 2% click rate and a 12% click rate. The email text itself is not the only thing that matters.

Why Integrating Your Blog with Your Homepage Is Vital to Your Content Marketing Strategy and to Google SEO

Content Marketing Today

It’s All about the Maximizing the Frequency of Critical Keywords on Your Homepage. I have believed that integrating the two content marketing components was important since the very beginning of my own online efforts. Of course, your content marketing strategy relies on providing relevant, compelling, and frequently updated information that targets your best customers. Why is that?

Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

These days it is popular to say “Content is marketing currency.” What does it really mean to an industrial marketer, especially if you work for or are a small to mid-size manufacturer or engineering company

Small business? THIS is how to work the social web!

grow - Practical Marketing Solutions

Over the past year, some of the most powerful marketing lessons I’ve learned haven’t come from a book, a guru or a webinar. They’ve come from Chandra Michaels. Chandra is an Austin-based entrepreneur and artist who hasn’t just created an audience of customers, friends and followers for her Sugarluxe brand – She’s created a MOVEMENT. A heaping spoonful of sugar!

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.

The Role of B2B Marketing

B2B Marketing Insider

I just re-read this interesting article The Role of B2B Marketing is Shifting from Lead Generation to Revenue Generation posted by Achinta Mitra back in May. Now I'm not sure most B2B marketers truly consider lead generation as their

The Role of B2B Marketing

B2B Marketing Insider

I just re-read this interesting article The Role of B2B Marketing is Shifting from Lead Generation to Revenue Generation posted by Achinta Mitra back in May. Now I'm not sure most B2B marketers truly consider lead generation as their

5 Tips to Improve Channel Partner Lead Generation


Online marketing is unique for each business. For large businesses that rely on channel partners to sell and distribute products, the online marketing process can be a challenge. With many channel partners across multiple locations, how can a business make sure that partners have the leads they need to help grow the business? They are not ready to purchase, but are starting to investigate.

Amazon Kindle: what can it teach B2B marketers?

B2B Marketing Online

I was intrigued by a snippet of news this morning which stated that, for the first time, a significant book release had sold more in ebook than in print. HarperCollins announced that "I'd Know You Anywhere" by Laura Lippman has sold 4,739 ebooks, but just 4,000 in the print. edition. All very interesting, but what does this mean? Has the moment really arrived? Are we at the beginning of the end for paper-based publishing? Let's not get too excited about it. This is relevant to us in the B2B marketing world because we are all publishers these days. Blogs and emails are read online.

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.

How to Write a Whitepaper That Will Capture Leads


The following is a guest post by John McTigue, Executive Vice President and Co-Owner of Kuno Creative. Kuno Creative is a Certified HubSpot Partner Agency based in Avon, OH that specializes in building brands and capturing sales leads. Crafting a good whitepaper isn’t easy. Creating one that will capture leads is an even bigger challenge. Style. Intent. Find a topic that feeds a need.

Tapping Into Your Social Media Community


Once you’ve built up a social media network, tapping into it for help can be especially effective. Just look at Team Detroit in the SXSW Chevy Roadtrip challenge. Similarly, Dave Peckens has built up his social media community and had a successful launch of MichiganDads with Matt Eder. Next, the community voted on his application review which sent him to the semifinals. Thanks!

Recent Twitter Update and Implications for Marketing

PR Meets Marketing

September 1, 2010, Twitter sent an email to users regarding two new updates to its service. I found the update about moving to URL wrapping intriguing, especially this sentence: When you click on these links from or a Twitter application, Twitter will log that click. We hope to use this data to provide better and more relevant content to you over time. Conclusions. Twitter

Savvy Week in Review - September 3

Savvy B2B Marketing

If you're in the U.S, you're probably getting ready to enjoy the long weekend (and hopefully avoid the impact of Hurricane Earl on the east coast)! Wherever you are and whatever your plans, we can't think of a better way to kick off the weekend than to drink in these entertaining, insightful, and helpful posts. Enjoy the weekend! And stay safe!) Small business? Pay attention. The first time.

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.

The Moment of Truth for Sales

Acquiring Minds

The moment of truth arrives when a prospect is engaged in a meaningful interaction with your organization. For B2B marketers that key point is the response generated from a marketing effort through direct, online or social media marketing. For sales, it is the sales conversation: that defining moment when a prospect is engaged, qualified and profiled through a dynamic dialog. Related Posts.

B2B Search and Content Marketing: Getting Found by Prospects

Savvy B2B Marketing

If we've said it once, we've said it tons of times here on the Savvy B2B Marketing blog – to connect with today's B2B buyers, you need to produce and make easily accessible a range of content that guides prospects through the buying cycle. ") A critical component of that strategy is making sure your content is found in the search engines.

Blogging Services: Content Marketing for Coaches

Writing on the Web

Here’s my latest video about my executive coach blogging services produced by I think they do a good job, but unfortunately, because they are a monthly service with a one minute limit, the voice is a little rushed. Instead, they could have edited out a few words to make it a little calmer, in my opinion. What do you think? Which is why it’s not an inexpensive contract.

Another Nail in the RSS Coffin

B2B Memes

The default view (click to enlarge). When I first saw the details on the Flipboard iPad app (via Rexblog , I believe), I’ve figured my days of using NetNewsWire on a daily basis were numbered. By creating a newspaper out of the Twitter users you follow, Flipboard offers an incredibly convenient way of reading what they recommend. By drawing its content from a Twitter feed,

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.

Meet Up at Upcoming Conferences

PR Meets Marketing

I always look forward to meeting people at conferences. I plan to be attending these two upcoming conferences. Drop me an email if you’re interested in connecting. WITI’s Women and Technology Summit , September 12-14, 2010 – San jose Doubletree Hotel – I will be attending on the 13th and 14th. Look forward to seeing you in San Jose.

Stop Talking. You’ll Get More Business.

Sales Lead Dynamics

Your first meeting with Ms. BIG has just ended. Your slides (all 56 of them) were dazzling. You described your services in minute detail. Surely, you “wowed” her with your expertise. At the end, you half-expected her to say “Great presentation. When can we start working together?” Instead, she said “Thanks for coming in. We’ll call if we need your services.”. You just blew it. Be Prepared.

The Buyer has Changed; Marketers will Change Too

Connect the Docs

Buyers do the vast majority of their research online and consume content in a fragmented way. How should marketers change their approach to address these new world buyers? We asked Craig Rosenberg "What are key marketing trends and predictions for 2010? What actions should marketers take in 2010?" " Craig Rosenberg is Vice President, Products and Services at Focus. Craig Rosenberg.

Impact of Gaming on Social Networks


Badges. Points. Achievements. As shown by Mafia Wars, Farmville, and Foursquare, just to name a few, gaming can be both fun and addicting. Long before our current social networks, gamers spent hours racking up achievements in virtual worlds. Games on social networks have increased time spent and interactions within networks, but what impact is gaming having on these social networks? Or Farmville?

A Content Formula for Complex B2B Organizations

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

Measuring the Unmeasurable: Influencers

Digital Body Language

One of the most important ways to "get the word out" and have your message discovered is to have good relationships with key market influencers. However, while this is important, it can be notoriously difficult to measure. We need a new way of measuring how engaged we are with each influencer in the market. Measuring this effort, however, can prove challenging.

Review: SocialSeek for Social Media Monitoring


One challenge with social media is keeping track of all the conversations and times that your name or company name is mentioned. SocialSeek provides real-time results for news, topics, brands or keywords in a specific location or anywhere from either a desktop or mobile application. Search by keyword and location, or just one or the other. Birds-eye View. Trends & Charts. What do you think?

Sales Managers, and Why Yours May Need to Move On

The CRAP Report

One of my favorite scenes from Office Space is when the Bob’s (you know, the pair of consultants whom Lumbergh brings in to weed out the non-essential employees), meet with middle manager Tom Smykowski. Tom’s a little nervous to meet with them, as the precedent’s been set that if you don’t really give them a reason to keep you, the Bob’s suggest you leave.

Should a Blog be Part of Your Corporate Website or Stand on Its Own?


Okay, so you understand the benefits of business blogs , and you’re ready to make the commitment to developing and maintaining a blog for the long haul. The next question is: where should I put the blog? There are five common options: Free hosting on a blogging platform site. The URL would look something like or Location? Location?


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.