Sat.Mar 27, 2010 - Fri.Apr 02, 2010

eMarketing Strategist

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The Dos and Don'ts of B2B Content Reuse

Savvy B2B Marketing

One trend in B2B marketing is repurposing content. For instance, you can make your eBook into a podcast, a series of blog posts, an article, etc. Content reuse is a great idea because effective content is time-consuming to produce, and you want to extend its reach as much as possible. some people prefer tex while others prefer audio or video). again and again. That's not going to be very compellig.

Generating a Buyer Persona with Facebook Advertising

Buzz Marketing for Technology

I am a big fan of David Meerman Scott’s work and I am in the middle of re-reading his book the New Rules of Marketing and PR 2nd edition ! In the book he stresses the importance of having a “buyer persona” and his definition a buyer persona is a “distinct group of potential customers expressed as an archetypal person whom you want your marketing to reach”. Not any more …. How … Facebook! Digg this!

The real reason why Telemarketing is coming out on top

B2B Marketing Online

Guest blog by Geoff Thomas, managing director, Integrity Business Connections. What’s the real reason telemarketing, or appointment arranging, works? Here’s the intellectual reason. During the recession I’ve noticed some companies have been forced to find another angle to reach their audience and gain new business. Direct marketing has been pushed down the list because of cost, public relations has also been dropped as there was no guarantee that the business would see an instant ROI. So what marketing campaigns are worth pursuing? Building trust has got to be top of the list.

Using Content to Build Trust in B2B Marketing

Buzz Marketing for Technology

In the recent Edelman Trust Barometer report they detail out how trust is rebounding in a handful of Western countries especially in the United States where trust in business jumped 18 points to 54 percent. Which was an interesting statistic no doubt for many of us in business today. To me this is the story for any content marketer like myself. Tweet This! Share this on Facebook. Digg this!

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

Savvy Week in Review - April 2

Savvy B2B Marketing

As we look back on our first Savvy year, one of the things we're most nostalgic about--and grateful for--is all of the wonderful people we have met in the B2B community. These are the posts that inspired us this week, but as you have seen from our wraps up every week, we're learning something from you. Thanks for sharing your ideas and being part of Savvy B2B! ~ The Savvy Sisters.

How to build emotional engagement in B2B marketing

Chris Koch

I got a really interesting question last week through my Skribit box: How do you use emotional engagement when talking about dry technology? This may be the ultimate question in B2B, especially as we struggle to integrate social media into the overall marketing mix. Most of the things we sell are about as emotive as army ants. Where are thepeople and the stories? It’s the same in B2B. Respect.

Hire, Train, Retain Top Talent #5 of 6 Sales Training

Your Sales Management Guru

Sales training makes a difference in creating top performing sales teams. In this video blog you will learn how and why you need to create Quarterly Sales Training plans, why you need your sales team training each other, how to build a quality New Hire On-Boarding process and why a focus on building culture is required to push everyone over the top! www.AcumenManagement.com.

Lead Gen Tip for Q2: Face Time

Smashmouth Marketing

Measuring the effectiveness of lead gen programs is always at the top of a demand gen expert's list of priorities. One of the gating factors happens to be out of their control -- what does the sales team do with a lead once they start working it? In a previous blog article, I shared poll results showing C Level prospects being more than willing to take their first introductory appointment by phone.

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.

A Careful Approach to Prospect Personalities

Sales Prospecting Perspectives

Today's guest post on Sales Prospecting Perspectives is from Jill Ryan, one of our top producing Business Development Reps. Thanks Jill! think it's safe to say after teleprospecting into many different regions of the United States, there are various tones and personalities that can set the stage for a successful call. How do we address this? By comparing time zones to social personalities.

The Next Transition in Communication

Digital Body Language

Over time, the way in which communication happens has gone through some very interesting transitions. Each of them resulted in profound changes in information flow, and with that, significant changes in the discipline of marketing. We’re about to see the evolution of a fifth form of communication, and it will have an equally interesting effect on our lives. 1. Conversation Discovery So what's next?

Buyer Personas: How to Deliver Relevant Content to B2B Buyers

Savvy B2B Marketing

New research from Frost & Sullivan, the Growth Partnership Company, and demand-generation agency Bulldog Solutions confirms that even high-performing marketers struggle to consistently produce compelling content. One point really caught my eye. The problem with that approach is that generic categories don’t tell you enough to make a meaningful connection with the reader.

Edit Twice, Measure Once

The Content Factor

There are people who think with numbers, and people who think with words. Numbers people—I will call them the Quantifiers—come off as business focused because they have their eyes on the bottom line: a number. They are the results managers. Words people—you guessed it, the Qualifiers—look for the substance, the meaning, and the integrity behind what is being said. read more.

B2B 2

Webinar: Beyond Lead Generation - Helping Sales Drive Revenue with Jeff Thull

B2B Lead Generation Blog

The purpose of B2B marketing and lead generation is to help the sales team sell; hpwever marketers can often get so wrapped up in driving campaign activity they seem to forget it's about driving sales conversion and helping the sales team achieve better results. Receive executive sponsorship and privileged access to the organization. Build and prove the financial case for your solution.

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.

Predicting Twitter’s Success in 2006

Marketing Finger

Twitter Feasibilty Study Excerpt (2006) from 747 Media on Vimeo. When did you first hear of Twitter? Four years ago, could people have predicted the evolution of this micro-blogging site at its onset? Apparently, yes. The 20-somethings that were interviewed as part of a study by 747 Media were able to assess the power of Twitter quite accurately, even though they had never used it.

Hire, Train, and Retain Top Talent #4 of 6—Tools/Monday Sales Meetings

Your Sales Management Guru

Hire, Train, and Retain Top Talent #4 of 6—Tools for Interviewing. This video blog is designed to improve your success in hiring high performance sales teams. In this video I cover assessments, Interviewing Scorecards, Case Studies, Group Interviews’ and using presentations to validate sales skills. also review Acumen’s agenda to hold a successful Monday morning sales meeting. Acumen Mgmt.

Three Steps to Make Sure You Get What You Want from Your Freelance Pro

Savvy B2B Marketing

Hiring a freelance marketing pro, copywriter, web designer, etc. is a great way to get fantastic results without laying out the cash required for a full-service agency or full-time employee. But hiring a freelance pro is not the same as ordering a pizza for delivery; you will have to put a little work into making sure your freelancer has what they need to succeed. Is it conveying the right message?),

Individual Catalysts, Leadership Keys to Successful Communities – Part 2

Marketing Edge

Social networks can be organic, they can form based on the desire of two people and grow from there. It’s up to the desires of the group. The key that turns a group that grows organically to a dynamic organization is leadership. When there is leadership, meetings become events, individuals know who to turn for action, and success begets success. The Social Media Breakfast Minneapolis/St.

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.

Social Media is Simpler Than You Think

Webbiquity

With the tidal wave of how-to articles , jargon and self-proclaimed “social media experts&# hitting the online world, it’s easy for marketers and business executives to view social media as something akin to the unexplored regions of the earth as presented on medieval maps—&# here be dragons.&# Potentially fascinating, but dangerous, mysterious and scary. Social Media Demystified.

Efficiency at What Cost?

Phoenix Rising

Think Again

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Smashmouth Marketing

Over the past four months Green Leads has been starting new reps on the first Monday of each month. Inside sales seems to be like that, growth and replenishment. In our case, we have pretty stringent criteria for success since we are a performance-based appointment setting company. We have to have our reps deliver. Our goal: Get to three keepers out of four. This session turns them into detectives.

Roger That: Developing Meaningful Buyer Persona Relationships

Tony Zambito

Image by Emmanuele Contini via Flickr. Every once in a while, we come across an article that just seems to nail it on the head ever so profoundly.   Roger Martin, Dean of the Rotman School of Management at the University of Toronto authored such an article in the Harvard Business Review entitled The Secret to Meaningful Customer Relationships.   I should have just called Roger.

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.

Efficiency at What Cost?

Phoenix Rising

What B2B Publishers Don’t Get: You Can’t Own the Conversation

B2B Memes

Although there may be a few exceptions, Stephen Saunders got it right this week  when he wrote on Folio: ’s web site that most B2B publishers are miserable failures at social networking.  He argues that you can’t build and maintain an online business community unless you produce lots of your own content to support it. There’s some truth to that, as I’ll suggest. But he omits the bigger point. B2B networks usually fail because publishers expect to control them. Publishers have a product focus, and to them, a social network is just another product. It’s quite simple.

Sales Prospecting Perspectives, March 29th - April 2nd

Sales Prospecting Perspectives

Well, this week brought us the close of Q1 2010; it's over. Caput. Finito. We'll never have it back to do differently. Maybe that's good for some of us, and maybe for some a repeat performance would be killer. Either way, the only thing we can do with it now is learn from it's successes or shortcomings. So, what are YOU going to do with it? We had four great blog entries this week, and here's the rundown on all four: Monday March 29th. Matt found that the principles run parallel with teleprospecting, too. Tuesday March 30th. Wednesday March 31st. Thursday April 1st.

The Outbound Renaissance live webinar goes awry

Acquiring Minds

A puzzling reaction to email creative disrupts a webinar invitation.

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.

Is Your Content Putting You at Risk?

B2B Memes

For B2B companies embracing their new role as publishers, the content marketing community has produced a huge archive of valuable advice. There is at least one topic, however, that is rarely discussed: the legal risks and responsibilities of publishing. The silence is understandable. Most of the time, the kind of publishing that content marketers do isn’t very risky. But that doesn’t mean there’s no risk, and the more publishing you do, the more likely you are to encounter that one-in-a-hundred legal issue. So you may want to think about this sooner rather than later.

It’s a Contact Data Management “Revolution – Part II”

B2B Lead Blog

Our last post previewed the RPM (Remediate ? Provision ? Maintain) Contact Data Management strategy as a way to maximize your investment in Sales & Marketing Automation systems. It follows a very logical, yet sometimes difficult to execute progression … 1) clean the data to add and/or replace missing or

The team that blogs together …

Savvy B2B Marketing

Today the Savvy Sisters celebrate a milestone: our blog turns one. Happy “birthday&# to us! It’s hard to believe it’s already been twelve months since we originally concocted the idea to launch a collaborative blog. It has been an educational and fun journey with more fringe benefits that we expected. Before we share some of those benefits, let's make sure we’re all talking the same language: a collaborative blog is one that is written and published by more than one author. This also means that when life happens, the blog keeps running.

3 Leaders Who Follow the Signs

Phoenix Rising

Market leaders follow the signs. Leaders are always on the alert for Signs of shifting markets. When they sense a subtle shift in their audiences or their own value, they respond and keep moving forward. When there's a sign of a major shift, they throw their status quo beliefs to the wind, focus forward—and adapt. Many point to Apple and Google and Amazon as innovators who follow the signs. But there are so many more great companies out there. Here are three of my favorite leaders who follow the Signs. NU SKIN: NuSkin is growing in a bad economy.    Why?  And they work.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.

A Sales Job Is Like Running Your Own Business

Sales Prospecting Perspectives

I consider my job as CEO to also include the role of CSO, or Chief Sales Officer. work very closely with our sales team and our VP of Marketing to ensure we are an ever improving, world class, Sales & Marketing organization. theme I have been focused on lately has been accountability. Accountability is critical for the entire organization, especially sales. As a career sales guy I have heard ALL the excuses (and humbly admit I've used a few before), for not reaching a goal: "My quota is unrealistic!". "My territory is sub par!". "I am not getting enough leads from marketing!".

A Sales Job Is Like Running You Own Business

Sales Prospecting Perspectives

I consider my job as CEO to also include the role of CSO, or Chief Sales Officer. work very closely with our sales team and our VP of Marketing to ensure we are an ever improving, world class, Sales & Marketing organization. theme I have been focused on lately has been accountability. Accountability is critical for the entire organization, especially sales. As a career sales guy I have heard ALL the excuses (and humbly admit I've used a few before), for not reaching a goal: "My quota is unrealistic!". "My territory is sub par!". "I am not getting enough leads from marketing!".

3 Leaders Who Follow the Signs

Phoenix Rising

Market leaders follow the signs. Leaders are always on the alert for Signs of shifting markets. When they sense a subtle shift in their audiences or their own value, they respond and keep moving forward. When there's a sign of a major shift, they throw their status quo beliefs to the wind, focus forward—and adapt. Many point to Apple and Google and Amazon as innovators who follow the signs. But there are so many more great companies out there. Here are three of my favorite leaders who follow the Signs. NU SKIN: NuSkin is growing in a bad economy.    Why?  And they work.

Apple iPad Hits Mark With Business Buyer Persona

Tony Zambito

Image by Getty Images via Daylife. While much attention has been paid to the consumer use of the Apple iPad , lost in the noise has been the business user and buyer.   I noted with much interest an article distributed by Bloomberg News and authored by Olga Kharif entitled IPad Wins Following Among Business Users for Work Outside Office.   Covered and touted has been the iPad’s design for eBooks, video, web browsing, and Apple iPhone like capabilities for apps. Charlie Wolf, an analyst at Needham & Co.   What does a business buyer persona for the Apple iPad sound like?

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.