Sales Ready Leads: Quality vs. Quantity
AUGUST 3, 2009
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
JUNE 19, 2009
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.
Why Are Marketing Automation Managers So Hard to Find?
OCTOBER 16, 2009
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.
Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)
B2B Lead Generation Blog
SEPTEMBER 22, 2009
I was somewhat shocked to find out that my 14-year-old daughter had searched YouTube recently for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. Isn’t it just amazing how easy it is in today’s world for our children to get the goods on their parents? But, excuse me, I’m digressing. With it.
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.
Is social media effective for B2B lead generation?
Sales Lead Insights
APRIL 13, 2009
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!
5 Steps for Brainstorming Your Marketing Plan
B2B Marketing Traction
NOVEMBER 18, 2009
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. 1. 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?
2009 Big List of B2B Marketing and Sales Blogs
Proteus B2B Marketing Blog
AUGUST 27, 2009
With all the micro-blogging, I’ve often wondered whether the number of bloggers who actually create original, substantial content is decreasing. Don’t get me wrong, you can create meaningful thought in 140 characters, but it’s a lot easier to write 140 characters (no matter how well crafted) than it is to consistently create original content for [.].
Salesforce.com Webinar Invitation Gets It Right
MAY 14, 2009
There are many things that work well in the Webinar invitation below from Salesforce.com, but one of my favorite elements is the smallest: the link at the top left corner that reads: “View on a PDA.” Click and you’re linked to a hosted, plain text, narrow-column version of the same message. In a [.].
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.
13 Top Books for CMOs - Recommended by The CMO Club
MARCH 5, 2009
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.
5 quick tips to writing better proposals (RFP responses)
MAY 27, 2009
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.
7 Reasons Why Marketing Automation Projects Fail
AUGUST 24, 2009
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).
Annoucing a new family member
B2B Lead Generation Blog
JULY 16, 2009
I seldom write personal posts but I'm making an exception to share my joy. Lydia Faith Carroll was born on 7/8/09. She is 7lbs 6oz and 19 inches long. Mindy and Lydia are doing great! Lydia getting some rest : ). Our first family photo with Lydia. happy family of five! feel very grateful and blessed
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.
Top Automated Marketing Personalization Tactics
Anything Goes Marketing
JUNE 29, 2009
There is a lot of talk these days that personalization is back in marketing but what does that really mean and what are some of the tactics you can use? This is important : Besides all of the technology out there that can make this process easier, it’s important to keep in mind that the goal is to create engaging experiences for your customers and potential customers so that they will respond and ultimately purchase your products and services. personalized approach facilitates this process. I've listed the top tactics that I typically discuss in my day to day client meetings. What do you do?
Inbound Marketing University | inboundmarketing.com
JUNE 1, 2009
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 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.
what's your marketing approach?
The Effective Marketer
JULY 29, 2009
an interesting post by steve johnson talks about marketing not being a list, but rather an approach to solving customers problems and helping buyers to buy. as marketers, we sometimes fall victims of the routine day-to-day tactical
Selecting the Right Offer for your PPC Landing Page
EMagine B2B Blog
NOVEMBER 5, 2009
What should be the offer on your B2B’s landing page, for visitors clicking through from a pay per click ad? Many software and SaaS companies think that a downloadable trial version of their product is just the ticket. Why not just cut to the chase, and sidestep all that messy nurturing? And after all, our product [.].
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.
5 Secrets of Creating Successful Marketing One-Sheets
B2B Marketing Traction
OCTOBER 28, 2009
Tweet. One of the networks I belong to, ProVisors , advocates the use of one-sheets or one-pagers that describe each member’s differentiators and the benefits of the service(s) they provide. See samples at the end of this post.) These one-sheets are important, because in each ProVisors meeting there are about thirty different service providers giving their elevator pitch to the group. The Grabber.
B2B PPC Optimization: Thought Leadership with Terry Whalen of CPC Search
Modern B2B Marketing
JULY 23, 2009
The next interview in the B2B Marketing thought leader interview series is with Terry Whalen, a partner at CPC Search , a full-service SEM agency that optimizes PPC campaigns on behalf of its clients. This interview is focused on search engine marketing as it relates specifically to B2B. Prior to running CPC Search, Terry led marketing initiatives at Citrix’s GoToMyPC, and before that he received his MBA from UC Berkeley’s Haas School of Business. How is B2B PPC campaign management different from B2C? Picture an e-commerce company selling products via credit card on its website.
How to Make Your B2B Website More Buyer-Centric
Savvy B2B Marketing
SEPTEMBER 16, 2009
Recently, I've been spending a lot of time evaluating and writing web copy for clients. Not only have I discovered that I really love this type of work, but I am also seeing common trends of what websites do well and where they could do better. It should go without saying that your website should be aimed at your prospects and customers, but, perhaps surprisingly or not, this isn't often the case.
Lead Generation Tips - Take 3 Hour Lunches
OCTOBER 1, 2009
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.
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.
Developing your Go/No-Go decision tree
OCTOBER 16, 2009
The situation: A potentially juicy RFP falls into your lap. You try not to get too excited because you know that creating a winning proposal can be an expensive and time-consuming affair. Before you get invested in the project proposal you want to determine whether this is, in fact, a worthwhile project for you to chase, or one that you should pass. Companies should always be taking a hard look and evaluating their leads as a way of increasing their win percentage and return on investment (proposal writing), but this is especially important in today's tough economic environment.
Looking for Social Media Policy Examples?
Everything Technology Marketing
DECEMBER 4, 2009
Do you hesitate to jump on the social media bandwagon with your company? Concerned about what happens when an employee shares insider information? Social media is inherently dynamic, even chaotic. Provide no guidance and you likely end up damaging your brand. Be too restrictive and your social media initiative will never take off, putting you at a competitive disadvantage. Clear policies help you better navigate this new communication channel and provide guidance to your audience as to what is ok to post and what isn't.
Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline
B2B Lead Generation Blog
OCTOBER 12, 2009
Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. In fact, in a recent lead generation poll I conducted through my LinkedIn group, I found that converting leads to pipeline revenue was the biggest challenge for marketers. The key is to look back at your past marketing activities to find the gold that’s been lost in the Sales and Marketing pipelines.
Less of Me, More of You - A Stella Pop Content Marketing Video
NOVEMBER 2, 2009
Big thanks to Mike O'Grady at Stella Pop for putting out the latest edition of eVidmagazine featuring yours truly. Although Mike was originally thinking a two or three minute video interview, he decided that the video worked best as a 10 minute segment. Hey, he's the expert, so I'm not going to disagree with him. In simplest terms, that's what it means to be a publisher. hmmm, why not?
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.
The Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies
JUNE 12, 2009
HOME | RSS FEEDS | SITEMAP | CLIENT ZONE | CONTACT US Who we are What we do Our clients About Velocity Our blog The B2B Content Marketing Workbook.by Doug Kessler Tuesday, June 9th, 2009 Your prospects are being buffeted by a firehose of information. If you’re hoping to win their attention, you’d better be prepared to earn it. Content Marketing is your way to cut through the noise and hop over the barriers. So we hope you don’t mind our asking for a little info (it’s worth it) and we promise not to spam you. Add Comment Click here to cancel reply. Come and get it!
B2B Email Marketing: Interview with Stephanie Miller
Sales Lead Insights
NOVEMBER 3, 2009
This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. My guest today is Stephanie Miller , email expert and co-author of Sign me up! Marketer’s Guide To Email Newsletters That Build Relationships and Boost Sales. Stephanie describes herself as a customer advocate who, through her work with email performance company Return Path , helps marketers reach the inbox and connect with prospects and customers via email and social marketing. Witness your own Junk folder. Yikes!
Prospecting with LinkedIn: a how-to for B2Bs
EMagine B2B Blog
OCTOBER 22, 2009
In any number of recent posts, we’ve always included LinkedIn in our Holy Trinity of B2B-useful social-media networks. Recently, Dianna Huff took another look at LinkedIn in her guest-post for Savvy B2B Marketing and concluded: “In the last year or so, LinkedIn has significantly increased its functionality – making the business networking site a great way [.].
Top 10 Triggered B2B Email Marketing Campaigns
Anything Goes Marketing
APRIL 5, 2009
One of the themes for marketers in 2009 is “doing more with less”. While some marketing teams are facing cut backs and spending freezes or reductions, they still need to hit their goals which may include generating X number of leads, Y amount of influenced pipeline and/or Z amount of influenced sales. A key part of “doing more with less” is automating your email marketing campaigns. Trial tips.