Sat.Jun 12, 2010 - Fri.Jun 18, 2010

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Is Traditional B2B Marketing Dead?

Everything Technology Marketing

Earlier this week, I was on a panel at the WIT event "The Intersection of Marketing & Technology" in McLean, VA. One of the discussions was about the dramatic changes happening in B2B marketing today and what the future will hold. The question "Is traditional B2B marketing dead?" ignited a lively discussion. I think we are experiencing nothing short of a major disruption in marketing today.

Tips for Inside Sales Success: Closing the Loop with Quality Feedback

Sales Prospecting Perspectives

One of my responsibilities is gaining feedback on the quality of the opportunities we pass, part of our Post Feedback Process. So if you are one of our clients (especially if you are a sales rep at one of our clients) - I don't mean to bother you on a daily basis, nor be a pest when I follow up to gain your feedback; but to have the knowledge and understanding of how the call went is very important not only for AG but for you as well. I have written about the importance of closing the loop between Marketing and Sales. What may seem like a calm Wednesday on Monday can quickly turn for the worse.

7 Steps For Dealing With Negative Blog Reviews And Comments.


Here are seven steps to help you keep your cool and respond to negative blog posts or comments so that you, the reviewer, and your audience all win

Green is innovation's new frontier

B2B Marketing Online

Guest blog by Steve Hewson, marketing director of Toshiba TEC Imaging Systems. Once it was a minority interest. Today, it’s the mainstream. Green issues are undisputedly at the top of the business agenda. What was once the provenance only of single-interest groups is now embraced by almost all. There’s a science to prove climate change is real. A standing intergovernmental conference to fix it. And, for the first time, a UK MP elected to promote change. Green is good. Not peripheral green benefits, like the ability to recycle old IT products or those that use less packaging.

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.

Whose Business Are You Developing?

Junta 42

CB Whittemore wrote a fantastic post last week for the Content Marketing Institute about  how to think like a content marketer. Graham Kilshaw , president of ITEM publications, wrote a response to CB's post that was, as CB put it, simply delicious. Here is the comment in its entirety: I'm a recent CM ( content marketing ) convert, with a bit of a push from Joe and the Content Marketing Institute - nice work folks, keep it up. But my Aha! moment came a couple of weeks ago, when I was thinking about how do I communicate this shift in our thinking to our sales folks.

Having a Good Pitch

B2B Marketing Online

I love a good pitch - but then who doesn't? I would guess that incumbent suppliers for a start must dread re-pitching for business. It's always difficult to put forward new ways of doing things without inviting the question of ' why haven't you been proactive and suggested this before?'. This is why I think pitches as a whole can sometimes be healthy for agency/client relationships since it can refocus both parties on strategic aims and working practices. Sometimes, we on the client side of marketing, often don't appreciate the effort and work that goes into a pitch presentation.

Not another World Cup blog

B2B Marketing Online

Normal. false. false. false. EN-GB. X-NONE. X-NONE. Anyone who’s listened to 'You and Yours'. recently may have heard their spot on ‘the worst World Cup marketing ploys’, in which they read out press releases from unsuspecting PRs. Hilarious. My favourite so far is the law firm offering advice about how not to infringe copyright laws in their use of World Cup and FIFA promotional materials. Masterful. I can really see our local publican giving a stuff, but perhaps there is someone in the local council with the specific responsibility of monitoring World Cup copyright infringements.

How the Sizzling Shift to Mobile Computing Is Changing More Marketing Rules

Content Marketing Today

Get Ready to Rethink Your Content Marketing by Aiming at Millions of Buyers on the Move. For those of us who been around computing since the early days of PCs, the consumer move to mobile devices and away from desktop and even laptop computers is astonishing–and maybe a little terrifying. In the first year of its existence, 1981, the IBM PC sold 100,000 units. 400MM Android. to play games.

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.

B2B Websites: To Publish Prices, Or Not To Publish…That Is The.

Industrial Marketing Today

Do you show prices on your B2B website? Have you struggled to answer that question? You are not alone, most business purchases, especially industrial products don't lend themselves to a simple Manufacturer's Suggested Retail Price

6 People Who Should Use LinkedIn’s New Follow Company Feature

WindMill Networking

It has been a few weeks now since LinkedIn released their new “Follow Company&# feature. Rather than be brash and predict what would happen with the appearance of this new feature, I always like to look at things with a little historical perspective and try to understand how professionals can truly leverage these new LinkedIn features. Job Seekers. There may be hidden jobs for you there.

Demand Generation vs. Inbound Marketing – Is There a Difference?


Have you ever wondered what the difference is between demand generation and inbound marketing ? What does each phrase mean for marketing and sales? Which approach should your company focus on? Is one more relevant or important than the other? Is There Really a Difference? Demand Generation and Inbound Marketing are pretty similar at first blush, but don’t be fooled. What Does it Mean for You?

5 B2B Marketing Infographics You Can’t Go Without

Modern B2B Marketing

As marketers, we thrive off data visualization using graphics, charts and images to educate ourselves and tell our stories. Whether your B2B marketing efforts can use more information on social media, content marketing or demographics, your marketing mix can’t afford to go without these 5 useful infographics: 1. CMO’s Guide to The Social Landscape. Buzz coming in last. Visualizing Facebook.

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 new realities of marketing through YouTube

grow - Practical Marketing Solutions

I recently spent a nice evening at a friend’s house as he showed me his favorite YouTube videos (including the Nike soccer video ) on a giant high-definition TV. The videos were being fed into the TV wirelessly through his iPhone. It was a lot of fun until we came to the older, grainy videos which were almost un-watchable on the large-screen format. I’m just weird that way. : ).

The Four Pillars of B2B Marketing Success by Christopher Ryan

Great B2B Marketing

The Pareto Principle as Applied to B2B Marketing. According to our friends at Wikipedia, the Pareto principle (also known as the 80-20 rule and the law of the vital few) states that, for many events, roughly 80% of the effects come from 20% of the causes. As I mentioned in an earlier post, Pareto observed that 80% of the peas in his garden came from 20% of the pods, and he went on to apply this formula to many other areas, including some that have more relevance to us B2B marketers. public relations, social media), even if you know they have a positive contribution. . So (drum roll please….)

The Mi6 Chart Toppers, May 2010

MI6 Marketing Agency

Author: Teresa Herbert. Audience: Senior Executives, Marketing and Sales Professionals. Each month Chris Herbert, founder and CMO of Mi6 shares charts from various sources with his network. These charts have been sourced and shared with the intent of helping inform and educate senior executives, marketing and sales professionals with useful and actionable information. 10: 300 views. 9: 318 views.

Weekly Social Media Thoughts Roundup

Ad Your Comment Here

I did a lot of reading this week, and thought I’d share some of the good stuff… 5 Reasons Professional Services Firms are Well-Suited for Social Media (B2B Bliss, 18 June ) A good focus on content production in the B2B spaceand how it transform into strong social media strategies. Is Your Twitter Addiction Paying Off? 5 Types of Posts to Create a Balanced Blog (HubSpot, 15 June ).

B2B 2

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.

Plugging the Leak in the Middle of the Sales & Marketing Funnel


I’ve recorded an introductory video on lead nurturing and how it can turn more raw leads into qualified leads. Effective lead nurturing will prevent prospects from falling out of the funnel before they are ready to talk to a sales person. If you’d like to attend the webinar, please register here:

The power of self-regulation in customer relationships

Chris Koch

Simple things seem to be the most powerful, don’t they? I think that’s one of the reasons that when people write about an archetypal business, they often use bicycles. Image via Wikipedia. Clear, simple product that everyone understands, right? Everyone knows what a bike shop does. They sell and fix bikes and they offer accessories. The bowl of quarters. He sees it entirely as a service business.

Social Media ROI


There are lots of different ways to measure social media ROI (return on investment). Some are short term (increase in web traffic, mentions, leads, etc.), but many are longer term and thus much harder to measure. Whenever you measure anything, you want to be very clear about exactly what it is you’re measuring and what it means. This video, Social Media ROI: Socialnomics is by Erik Qualman.

Is the In-House B2B Marketing Department Going Away?

Everything Technology Marketing

My last post triggered a heated debate (mostly in the LinkedIn B2B Technology Marketing Community ) about the dramatic changes we see in the B2B marketing function. One of the interesting topics that came up was outsourcing. This trend is nothing new, it has been building for a long time and many corporate functions like manufacturing have been outsourcing for decades. What do you see happening?

A Content Formula for Complex B2B Organizations

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

Savvy Week in Review - June 18

Savvy B2B Marketing

Where does the time go?! Another Friday is upon us and there's still so much to digest these little gems from around the blogosphere. Enjoy! Are You a Digital Slowpoke? Here are some great ideas. Why Are You Doing What You Are Doing? - by @royprofs This post from Roy Young challenges marketers to think about what we should not be doing. Think about that! Basics that make a difference.

SEM Mystery: The Case of the Missing Leads


Originally published on the WebMarketCentral blog in December 2008. It was 5:00 on a sultry, simmering Friday afternoon when she walked into the office. Trouble, spelled with a capital T, a capital R, and several other letters. “Hello Sugar,&# I said as I slipped a bottle out of the bottom drawer of my desk and poured myself a belt. “Care for a drink?&#. I had figured as much.


7 Steps to Finding Untapped Revenue in Your Marketing Database


This Tuesday (June 22nd) I’m presenting a webinar on the 7 steps to finding untapped revenue in your marketing database. Do you have many leads in your database who have never been followed up on? If yes, you have a lot of untapped revenue in your database. Attend this webinar to learn how to generate additional revenue from your existing leads.

B2B 2

First Rule of Content Creation: Don't Say Something Really Dumb

What Works - What Doesn't

OK, maybe some people are so dumb they don’t know a heater gets hot. But they’re not who’s seeing your marketing content if you’re selling a big-ticket IT product or service. Those types are knowledgeable, have a lot on their plate, and make snap decisions on what to read and not to read. If your marketing collateral doesn’t say anything new and interesting, they’ll move on quickly.  

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.

Biting your tongue for the sake of your brand

Savvy B2B Marketing

Recently I was in a conversation about local politics where I realized that I could add no more to the topic and had to keep quiet. It wasn't because I didn't know about the subject or didn't have extensive knowledge about the events being discussed, it was because I had come dangerously close to voicing a personal opinion about a candidate. And I can't do that. It drives me a little nuts. Always.

Fulfilling a Content Strategy for the Enterprise: It's Much More than Writing

The Content Factor

I'm frequently approached by writers looking for work, and the first thing they want me to see is a sample of their writing. In ten seconds, I can tell whether a writer can put a decent paragraph together. But writing is only the first of many skills needed to produce content for an enterprise. read more.

Friends, Avatars, Countrymen, lend me your ears

Digital Body Language

David Meerman Scott had a great post the other day on “ I do not friend logos ”. Very well put, and I agree with him. As you know we’ve been doing a lot of experimentation with the best way to apply social media in the B2B marketing realm , and David’s post hit on one of the biggest challenges we’re all facing – what to do about Facebook as B2B marketers.

OFF TOPIC: Follow Team Terrapin on our race from Newport to Bermuda

Buzz Marketing for Technology

By now I am sure you have heard of the movie Bucket List. In real life we all have one and some bucket lists may be longer than others. On my list (for those of you who know me well) are many opportunities and ideas enabled by my love for sailing. So naturally sailing in a race from Newport RI to Bermuda is on my list. So this year I decided to join in one of the world’s classic ocean race.

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.

Sazcast Episode 29 – Recruiting using Social Media with Shelli Gutholm from MRM Worldwide


Recruiting with social media and tips on finding a job with guest Shelli Gutholm from MRM Worldwide & Gutholm Recruiting. What you should be doing online to make yourself more findable by recruiters and how recruiters are using social media to find talent. Show notes. Here are the links we discussed in the podcast: MRM Worldwide. Shelli’s Tumblr. Shelli’s LinkedIn. Mashable.

ActiveConversion Product Review: Demand Gen Intelligence

Smashmouth Marketing

ActiveConversion is a web based solution that allows organizations to identify visitors to their website, to automatically qualify and nurture leads, to get notified when leads become "hot," and to track ROI of marketing campaigns. They are partners with Google, Jigsaw, VerticalResponse, and Upon opening up the solution, you can view your ActiveConversion dashboard.

Rant: The Problem with Formatting Sales Pages.

Writing on the Web

Even when you’re giving something away, for FREE, you’ve got to write good “sales&# copy that spurs people into action. In today’s info-crammed world, that means you’ve got to grab busy peoples’ attention , and get them to click, and get them so excited that they take the time to type in their email address in exchange for your offer. The fun is just beginning.

Checklists for Selecting a Marketing Automation System

Customer Experience Matrix

Summary: here are some checklists to help select a marketing automation system. For more details, attend my Focus Webinar on June 29. On June 29, I'll be giving a Webinar on “Matching a Marketing Automation System to Your Needs”, part of a day-long set of all-star lead management presentations organized by the Focus online business community. Click here to register ; it’s free.)

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.