Mon.Jun 06, 2011

Digital B2B Marketing

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Sales Enablement 101: Treat Salespeople Like Customers

Savvy B2B Marketing

We're pleased to present this guest post by Jody Canavan, president of Launch International. If you're tasked with enabling your sales force, read on for ideas you can glean from successful demand-generation initiatives. For more than two decades, I've made my livelihood supporting salespeople. They sold my stuff because they knew I'd make sure they knew theirs. Nurturing Sales.

Case study: How 20 high school students ignited a social media success

grow - Practical Marketing Solutions

Now here is a neat trick. Precisely as your read this exciting guest post from the brilliant Jon Buscall, I will be meeting him for the first time in Stockholm, Sweden. Jon has become one of my oldest and dearest Twitter friends so the timing of this post is only fitting. Enjoy! This is a story to inspire even the grumpiest social media naysayer. The Backstory. Not bad, eh? They were IGNITED.

[Infographic] The History of Social Media

Ad Your Comment Here

Thanks to Alltop and InspiredMag for this goodie! Infographics social media history of social media infographic

The 2011 #Nifty50 Top Twitter Men Reprise


Note: This post, a joint effort between Cheryl Burgess and me, originally appeared on the Blue Focus Marketing Blog last month. Today, Tom Pick ( @TomPick ), Online Marketing Executive at KC Associates , who blogs at his award winning B2B Webbiquity , and I ( @ckburgess – Blue Focus Marketing @BlueFocus360 ) present 50 remarkable men on our 2011 #Nifty50 Top Twitter Men list. You expand it.”

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.

Treat Your Customers Unequally


Notice I didn’t say unfairly. I said unequally. Unfairly isn’t nice (and isn’t good for business). Unequally is good for business. Because at the end of the day some customers are more valuable to your company than others. This isn’t a new concept for either marketing or sales. Both segment customers all the time in order to know how to be the most effective in their jobs.

How to Find New Customers – our most popular white paper

Fearless Competitor

“Don’t know how I connected w Jeff Ogden, but he’s author of hot white paper “ How to Find New Customers.” Liked it a lot. So much written re: demand gen, but most is too complex. Ogden makes it simple, so it’s a ‘Must Read&# and him a ‘Must Interview.’ ’ Craig Rosenberg, the Funnelholic , in an interview with Mr. Ogden. Jeff Gaus, CEO, Prolifiq Software.

Paper 55

Social Marketing Measurement Crisis?

The ROI Guy

In the current world of Frugalnomics, influenced by CFOs and economic-focused decision makers, the lack of financially oriented ROI measurements could significantly slow, or even derail marketer’s aggressive social marketing investment plans. The poll has been conducted twice annually since 2008.

The Future of Pharma Marketing: The Game Changer (Part 2)

Blue Focus Marketing

Game Changer: Facebook Tells Pharma Brands They Must Allow Comments by August 15, 2011. Facebook’s dramatic move to engage pharma. Facebook told pharmaceutical companies as of August 15, they will no longer be able to disable the comment feature on their Facebook pages. This is Facebook’s attempt to create an open dialogue forum and is a testament to the power of social media.

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.

Sales Leadership: a lack of resources may limit success

Your Sales Management Guru

Sales Leadership: A Lack of Resources May Limit Success. Date Line: Las Vegas, Nevada. I have spent the last 3 days/nights in Las Vegas on vacation prior to speaking at a conference this week. During that time I toured few new hotels, saw a show, dined at great restaurants, viewed The Grand Canyon and visited Hoover Dam. If you haven’t been here recently, it’s a great spot to visit and enjoy the area. Number 2); Lake Mead which was made by the creation of the Hoover Dam in the 1930’s currently holds only has 47% of the required water supply, it is down 163 feet! What do I mean by this?

New Research: 64% of Companies Have A Mobile Website | PWB.

PWB Marketing Blog

The Problem with Big Data

Sales Intelligence View

It all comes back to the phone book. Just when you would think the explanation of data vs. intelligence was a mute point, a customer brought us another little anecdote that drives the nail in even further to the coffin of big data providers. Most startups and even larger businesses have a need to deliver leads to the sales team. But is it really any better? Companies need data. Where do they start?

Setting Relationship Goals for B2B Social Media

Social Media B2B

While much of B2B marketing and sales is about developing relationships, many of the social media metrics tracked are number of followers, connections, comments, clicks and retweets. It may be possible to assume that you or your company are providing some value to those who start engaging, but these are not significant metrics to track. What if you raised your metrics to a higher level and focused on real conversations and relationships as a measure of success? Twitter Relationships. These can be tied more directly to business outcomes. LinkedIn Relationships. Adjust it as necessary.

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.

CAPTCHA Can Kill Your Conversion Rate

Fearless Competitor

B2B Lead Generation | Kill the CAPTCHA. Want better results and less abandoning of your website forms? Lose the CAPTCHA… Christian Holst wrote this post and I thank him for it. You are read the original at CAPTCHA Can Kill Your Conversion Rat e. I HATE CAPTCHA. I’ve many times typed it over and over before giving up. I give up. Most visitors simply get them wrong. AMEN!).

Marketing as a business turn-around strategy

Fearless Competitor

Lead Generation Companies | Marketing as a business turn-around strategy. This blog post is based on what’s happening at a real company today – a public company in upstate New York – who put up poor results and replaced their founder with a new CEO.). So what is that successor to do? Obviously, cost savings will be an initial focus. Money-losing products will be cut short.

RPM: Keep the Big Ideas Coming

The Content Factor

A challenge with Marketing Automation systems, so far, is that they are mostly tactical. But to fulfill the Marketing department's desire to think and act strategically, marketing automation had to do more. Enter B2B marketing's latest three-letter acronym, RPM, for Revenue Performance Management. read more. B2B Buying Cycle Marketing Automation Revenue Performance Management

The VP of Marketing Corner – Building a Differentiated Message

B2B Lead Blog

90% of small companies start out without much thought about message. They either identify an audience that needs something (good probability of success but probably not a quick homerun) or they have a great product idea that is so good that it blows away the market with a whole new

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.

@fearlesscomp and James Rogers of Hoovers to appear on SLMA radio

Fearless Competitor

B2B Lead Generation | The Fearless Competitor and James Rogers of Hoovers to appear on SLMA Radio. Sales Lead Management Association (SLMA) Radio has all the top experts in B2B marketing and sales. Their guest list is a Who’s Who of B2B marketing experts, including most recently Lisa Arthur, Chief Marketing Officer of Aprimo (a client of Find New Customers ). Being included with such luminaries of B2B. James Rogers, Hoovers. marketing is why it is such an honor that they invited the President of the B2B lead generation consultancy, Find New Customers , to be a guest on the show.

Class 19

Are Journalists in the Misinformation Business?

Marketing Craftmanship

Can Journalists Survive the Internet Age? Do mainstream journalists – trained to present both sides of an issue they’re reporting – contribute to the public’s interest in and acceptance of information that’s known to be wrong? Despite the fact that both PolitiFact , an arm of the St. In that mainstream media coverage: More than 60% abstained from calling the death panels claim false.

Danah Boyd On Privacy and Online Social Cues

It's All About Revenue

by Jesse Noyes | Tweet this Always the virtual iconoclast, Danah Boyd , a senior researcher at Microsoft, made the argument that when we talk about protecting people’s privacy, we probably don’t know what we’re talking about. “No No one can actually agree on what privacy means or what it takes to protect privacy in the first place,” Boyd said at the 2011 Personal Democracy Forum in New York City. Consider the person who put up her family genealogy project online and unwittingly revealed the maiden name of every family member’s mother – one of the most commonly used security question on the web.

INFOGRAPHIC: The Changing Scope of Advertising

Client Bridge

From Ad Week, here's an infographic about the changing landscape of the advertising industry. View Original Article

A Content Formula for Complex B2B Organizations

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

Search results drop? Blame it on Panda.


Image via CrunchBase. If you've been paying attention to all the breathless reporting the last few months, you've undoubtedly been hearing about Google's Panda update, where Google has cracked down on content farms and other low-quality content that had been dominating some search results. Because search results change all the time, you might be wondering just what Panda means to you. If you've been wondering whether this latest algorithm change has affected you, check out my latest post on Search Engine Guide, " Search results drop? Blame it on Panda. ".

Are You Making Enough Teleprospecting Mistakes To Succeed?

Sales Prospecting Perspectives

This post is a follow-up to a spinoff of my recent blog “Are you Calling a List or Finding Opportunities?” ” In the world of teleprospecting, the way an inside sales rep works a list is very important. It is what separates the minors from the majors in cold calling. You know your inside rep belongs in the majors when you know that you don’t have to put that perfect list in front of them. You can rely on this rep to do some detective work and find that huge opportunity for you. I was recently calling into fortune 500 company. Fair enough. What an amazing opportunity!

Optimization Testing: Don't Obsess Over Conversion Rates


This is a guest article written by Linda Bustos, director of eCommerce research for Elastic Path Software. Linda is chief blogger at the Get Elastic Ecommerce Blog , the Internet's most read eCommerce blog. You can find Linda on Twitter @getelastic and @roxyyo. Like this post? Are you measuring the right thing with your website optimization tests? What does conversion rate mean, anyway?

Conversion & Social Media Trends in B2B - Part I

B2B Ideas @ Work

I watched a webinar recently called “Conversion & Social Media Trends” that contained useful information for anyone in B2B marketing. The webinar, presented by Bryan Eisenberg, proposed that it’s keeping up with your customers – not beating the competition – that is most important. Today’s customers are changing. How did it go?

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.

Facebook Dominates Social Sharing With 38% of Shares on the Web [Data]


There's no question about it: social media has made sharing content, links, and information ubiquitous on the web. And thanks to a study released by ShareThis , a popular social media sharing platform, now we know just how ubiquitous. And of that social sharing activity, Facebook comes out on top, accounting for 38% of all sharing referral traffic. But what about clicks? times, compared to 4.3

Modern B2B Lead Generation – 5 Key Areas to Manage

Modern B2B Marketing

by Maria Pergolino Successful B2B marketing is a moving target, so it’s critical for marketers to keep up with new trends and opportunities. . Business buyers are becoming more savvy with social networking and other modern tools, using them to search for product information and exchange that information in peer-focused meeting spaces. Create content through buyer personas.

What Does Blogging Actually Mean? [Marketing Cast]


We often refer to blogging as an essential part of inbound marketing, but what does it actually constitute? Is it a form of social media? Or is it a hybrid between journalism and something else? The phrase ‘blogging’ is just semantics," says David Meerman Scott. It basically refers to a platform for someone to create content with passion and build a community around it.

How to Use Social Media to Promote Non-Profit Events


Last week HubSpot co-sponsored a webinar with BiddingForGood on how non-profit organizations can use social media to drive event registration. We outlined key trends and best practices, as well as several strategic recommendations about which social media efforts should be included in event promotion strategies. Over 700 fundraisers attended. What would it look like? Is your business a non-profit?

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.

7 Reasons Your Blog Isn't Growing


This is a guest blog post from Michael Stelzner, founder of Social Media Examiner, a leading social media blog and author of Launch: How to Quickly Propel Your Business Beyond the Competition. ( If you want to learn how to grow a large and loyal following, be sure to read the first chapter of Michael's new book.). Do you blog? The good news is you're not alone. What do people really care about?