Mon.Apr 11, 2011

Fearless Competitor

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B2B Sales – A Whole New World

Fearless Competitor

B2B Sales and Marketing: my, how the world changed. Listen to the B2B Sales Roundtable here. hosted another great roundtable on B2B sales with three top sales experts. Please note that I hosted a similar roundtable on B2B lead generation.). Three top sales experts, Dave Stein, Charles Green, and Dave Brock had a very provocative discussion on the “profound changes we are going through in sales and it is having major effect on our careers.&#. The question addressed to these experts: Are we at an infection point – a profound turning point?

Sales 36

Revenue Performance Management – Is it the next great market or a dead-end?

Fearless Competitor

B2B lead generation : Is Revenue Performance Management the wave of the future or just a blip on the radar screen? hate TLA’s, but they are rampant in the software industry. What’s a TLA? It is a three letter acronym. The marketing automation industry recently created a new TLA – Revenue Performance Management. Lauren Carlson of Software Advice wrote a very interesting article on this topic. You can read it here. Marketing automation software companies, especially Marketo and Eloqua are pushing the term “Revenue Performance Management hard. And why not?

4 Steps to Creating More Effective Content From the Buyer's Perspective

Savvy B2B Marketing

We're pleased to present this guest post by Craig Rosenberg, aka The Funnelholic. Read on for Craig's insights into what it's like to be a B2B buyer. Author's note: I write this blog post with the sole purpose of becoming an honorary “savvy sister.” ” The most amazing thing happened to me recently. once watched a webinar with my colleague Chris Jablonski.

The B2B Sales Role in the New Buying Process


I recently had the opportunity to attend the Sales 2.0 Conference in San Francisco and I’m glad I did.  The conference was full of great content and information on the state and the future of B2B Sales.  It also allowed me the opportunity to mingle with many great B2B sales people, which is a departure from my norm of usually interacting with B2B Marketers. the sales person).  Therein lies the rub. 

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

Should You Outsource Your Social Media Efforts?

delicious b2bmarketing

Top Stories Photo & Video Galleries Top Lists Trending Topics Twitter YouTube Facebook iPhone Google Video More Topics. People Recommended Mashable Staff More people. Jobs Events Try Our New Social News App Welcome to Mashable! World Videos Featured: Facebook. Trending Stories. Street Art Comes Alive in Banksy GIFs. 1. Like Tweet. 12 YouTube Clips of Hungry, Hungry Kitties. 4. Like Tweet. Reprints.

Should You Outsource Your Social Media Efforts?

delicious b2bmarketing

); // Mashable | The Social Media Guide Viral Topics Twitter YouTube Facebook iPhone Google Video About Mashable Company About Us Advertise Submit News Contact Us Announcements Resources Guidebooks Lists How To Trending Mashable Awards Subscriptions Partners W3 EDGE Rackspace Concentric Sky Dynect DNS Intridea Welcome to Mashable! Have an account? How well is your social media working today?

[X+1] NexTargeting Conference: Cross-Channel Attribution and Online Ad Scalability Remain Hot Topics

Customer Experience Matrix

Continuing my adventures in online ad measurement, I attended [X+1] ’s NexTargeting Summit last week. This reinforced and refined my conclusions from last month’s OMMA Metrics conference , which identified the burning industry issues as: - better understanding of the interactions between online and offline events (both advertising and results), and - better scalability for successful online advertising programs. MarketShare and [X+1] announced an alliance last month to combine MarketShare’s cross-channel analytics with [X+1]’s digital targeting. So it’s definitely a good start.

Segmentation key to content marketing

Marketing to Business Executives Blog

Gary Angel recently wrote a great post on Segmentation for Digital Analytics Done Right. He  points out that to properly understand a visitor’s web behavior you must understand who they are and what they are trying to do.  Are they customers or prospects?  If customers are they going to the site because they have a support problem or want to buy something more?  Only after you know the who and the why can a change in a metric, such as visitors, be properly interpreted.  Make up a matrix with visitor types on the left and visitor purposes across the top.   Then What content do you provide?

Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

Social Media is NOT One-Size Fits All


Twitter. Facebook. LinkedIn. Just use these social networks and they’ll work for your business! WRONG! While these social networks may work for a lot of businesses, they may not necessarily work for yours. There may also be better places online to spend your time. Spending a little time investigating and experimenting with alternative social networks may give you more bang for the buck.

Online is 77% Less Impactful than Newspaper

Digital B2B Marketing

This could be called a rant. And it briefly draws on basic economic theory. So unless you like rants based on forgotten college coursework, use the navigation or category links above to find another post. Otherwise, read on, and please share your thoughts below or with me on Twitter. According to eMarketer’s Ad Dollars Still Not Following Online and Mobile Usage , on hour spent online drives 77% fewer advertising dollars than an hour spent with newspapers. Digital media proponents have been misled, believing somehow that time spent and budget should equalize. Look at Google and Facebook.

Are Networking Groups a Find or a Grind? | Marketri


Network 14

Details Matter in Creating Content for Engineers

Industrial Marketing Today

Are you paying too much attention to content marketing strategies and not enough to the details? Strategic planning and analysis does sound a lot more glamorous than writing content filled with nitty-gritty product details. It is easy to justify leaving the details to others. After all, we’ve all heard that time-starved decision makers don’t really care about the details; they just want you to cut to the chase. Industrial marketers, who use content that is light on product specifications and heavy on benefits, may have a difficult time engaging with engineers. Do you agree with me?

Is your marketing more than just a good idea?


Image by larry wfu via Flickr. I've been traveling an awful lot lately on many different airlines, and I've been given a close-up view of the travel industry. What I see, mainly, is a world of good intentions with not-so-good execution. Offline Marketing Customer Customer experience

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

Searching For the Elusive Net New Name

It's All About Revenue

by Elle Woulfe | Tweet this. In demand generation , we employ a myriad of tactics to grow our databases, feed our nurturing campaigns and, eventually, drive qualified sales opportunities and revenue.  But it all starts at the top of the funnel with the great, unwashed masses.  And unless your role is focused on some highly specialized traffic acquisition activity, you probably run all kinds of programs to acquire new names. So Many Channels, So Many Repeat Visitors. You just need to be clear about your goals. New Names, New Metrics. Obviously this is only the tip of the iceberg. Share email.

The Best Ways to Add Subscribers to YouTube

Modern B2B Marketing

by Katie Byrnes So you’ve created some pretty cool videos and uploaded them to your YouTube channel, naturally. Now wait for it, wait for it…what? Still no views? Relax, we’ve found a few ways to add subscribers and increase YouTube viewership. Incorporate Facebook and other social media. Distribute videos via a fan page on Facebook. Add a human aspect. Create good content.

Leadership: High Performance Sales Management

Your Sales Management Guru

High-Performance Sales Management. Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through. In the 14 years that Acumen Management Group has been consulting with partners on their sales management challenges, we’ve seen IT trends (cloud anyone?) get a variety of scenarios recycled. Sales concepts get recycled, too. Building a sales management process isn’t new, but it is being rediscovered as a linchpin for the success of many organizations. Building an effective process starts at the top.

INFOGRAPHIC: Global Facebook Statistics

Client Bridge

From iCrossing, here's an infographic that looks at Facebook usage in several countries. Included: Number of Facebook users. Number of male Facebook users. Number of female Facebook users. % of population not using Facebook. Average Age. Addictedness scale. View Original Article

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

The Social Media Monitoring Metric We Need, But Can’t Get


Social media monitoring tools continue to proliferate in number and advance in functionality. The better tools not only show who’s talking about your company and where, but also display sentiment analysis, trends over time, competitive share-of-voice, measures of influence, engagement and more. But there’s one critical metric that remains elusive to measure. And real important.

Are You Speaking To The New Age Customer?

Sales Prospecting Perspectives

“Our proven ABC can leverage XYZ to maximize ROI.” ” This isn’t interesting, because every single vendor that contacts me is somehow a proven industry leader that can leverage something to maximize my ROI somewhere. If these are still very typical phrases in your sales vocabulary, your tactics are a bit “old school” and today you will have a hard time reaching the new age customer. If you bother using words like “proven” or “industry leader,” don’t. These phrases have been passed around too many times.

How to Subscribe to a Podcast


Two and a half years ago when Mike and I started , we thought our main metric would be the number of people who subscribed to the show in iTunes. It didn't take us long to realize that each episode gets about 4 times as many viewers as the podcast has subscribers. The thing is, subscribing to podcasts is so easy! How to Subscribe to a Podcast. Connect with HubSpot

Top Incentives for Driving Email Subscribers [Marketing Cast]


What incentives do your email subscribers respond positively to? If they ignore your emails about product discounts and free shipping, it is time to try something different. “I don’t think that is really what people are really looking for,” says David Meerman Scott about product incentives in email marketing. What Are People Looking For? What Should You Focus On?

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

SnapApp @ ad:tech SF | Results of our Poll Series


Over the last few weeks SnapApp has been running a series of polls aimed at the attendees of the ad:tech conference in San Francisco, CA. Our polls were hosted on the SnapApp Facebook page in a dedicated tab and we shared polls on our Facebook wall and among our Twitter followers. Now that ad:tech is upon us and it's time to reveal the results of our polls! What do you think is the most substantial advertising trend of the past year? Winner : "RTB Advertising on Mobile". What is Your AdTech "Weapon of Choice"? Winner : "Good shoes". What is Your Favorite 2011 Buzzword? Winner : "Brandstorming".

Americans Spend Nearly 3.5 Hours Per Week Watching Online Video [Data]


If you are like me, you don’t think much about the time you spend watching online video. It sort of just happens—an article takes you to YouTube, a friend emails you about a video, a coworker shares an interview… Well, it is time to quantify these experiences. Conducted in early 2011, the report surveyed 2,020 Americans age 12 and older. Marketing Takeaway. Connect with HubSpot