Industrial Marketing Today

Trending Sources

Business Value of Social Networking

Industrial Marketing Today

Saw a very interesting video where Seth Godin talks about how useful social media is to businesses. Even though the use of social media like Facebook, Twitter and LinkedIn is growing exponentially, there is a raging debate about

Are You Creating Irresistible Offers with Your Email Marketing?

Industrial Marketing Today

Do you know the key component of email marketing that generates more high-quality leads and drives sales? Marketing gurus tend to talk about opt-in pages, sign up forms, calls to action and interactive squeeze pages to boost your click

Driving Traffic to Your Homepage All the Time May Be a Big Mistake

Industrial Marketing Today

You've read up on all the traffic generation tactics and optimized your site to rank high on major search engines. You begin to see great results with hundreds of new visitors coming to your site everyday. You are excited until you see

101 Tips from 50 Small Business Bloggers

Industrial Marketing Today

I came across an incredible blog post recently that I think every small business owner should read. As an entrepreneur your days are probably packed with items that need your immediate attention. As a result, it becomes increasingly

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.

Why Are Marketing Automation Managers So Hard to Find?


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.

13 Top Books for CMOs - Recommended by The CMO Club

Smashmouth Marketing

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.

CMO 49

Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)

B2B Lead Generation Blog

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.

Annoucing a new family member

B2B Lead Generation Blog

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

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.

What Exactly IS Digital Body Language?

Digital Body Language

I've been using the term "Digital Body Language" on this blog quite a lot for obvious reasons. However, I have not really taken a moment to define the term, as I realized recently after a presentation on the topic. So what is it? What we are referring to when we talk about Digital Body Language is the aggregate of all the digital activity you see from an individual.

TriComB2B: Smart. Strategic. Technical. - Technically Focused B2B Marketing Agency - formerly TriCom Marketing & Communications

delicious b2bmarketing

We get it. From writing technical bulletins for your sales force to composing a speech for your CEO, our technically oriented staff of engineers, account managers and marketers will produce deliverables that make sense for your business with results you can measure. We are distinctive due to our technical aptitude , industry knowledge and business acumen. Combined with a comprehensive portfolio of marketing tools and top-notch creative, these attributes enable us to develop innovative strategies and compelling concepts that accurately and effectively position your products and services.

5 quick tips to writing better proposals (RFP responses)

Confluent Forms

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.

Fire your Director of Social Media!

Buzz Marketing for Technology

At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media – I should be fired!&# and after thinking about that I can’t help but agree with him. Said differently how do we make social part of the very DNA of the firm? What’s your view? Tweet This! Digg this!

Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation Blog

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.

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.

Is social media effective for B2B lead generation?

Sales Lead Insights

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!

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

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.

7 Reasons Why Marketing Automation Projects Fail


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).

5 Things My Father Taught Me About Selling

Smashmouth Marketing

Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. We're heading up to my sister's house today to visit with my dad, Roger Damphousse ("Pepere" as the kids call him), and eat again. Dad, here's to you.(see,

Paper 39

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.

Inbound Marketing University | inboundmarketing.com

delicious b2bmarketing

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.

5 Steps for Brainstorming Your Marketing Plan

B2B Marketing Traction

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?

Plan 37

The Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

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!

Podcast: Why sellers don’t have the right tools to help buyers buy

B2B Lead Generation Blog

A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that gets a lot of feathers ruffled. However, this is one question that Sharon Drew Morgen isn’t afraid to tackle. spoke with Morgen recently to ask her about her take on the question and her new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it. Basically: How do we convert leads to sales?

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.

Lead Generation Checklist - Part 2: Sales and Marketing – One Team

B2B Lead Generation Blog

I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. In the first installment , I discussed tackling your organization’s mindset. Your touches should be conversations not just campaigns. Your “marketing” approach should be more consultative. The post received a lot of great comments. Ardath Ablee was fascinated by one and wrote about it in her blog. think you’ll find “How to Use Existing Content in B2B Demand Generation Programs” helpful.

Take the Poll: Which aspect of the B2B lead generation process frustrates you the most?

B2B Lead Generation Blog

Which aspect of the B2B lead generation process frustrates you the most? Getting a volume of names. Figuring out which names are valuable. Passing leads to sales. Converting leads to pipeline revenue. Closing the loop on every lead. Take the poll here

B2B Marketing Zone launched

B2B Lead Generation Blog

A new B2B marketing community that I am participating in was just launched. The B2B Marketing Zone is a marketing community site that was launched as collaborative effort between Tom Pick and Tony Karrer. The community features content from other B2B marketing bloggers I enjoy such as Ardath Albee ( Marketing Interactions ), Paul Dunay ( Buzz Marketing for Technology ) and Jon Miller ( Modern B2B Marketing ) as well many others. If you’re looking for insights from other experts in B2B marketing I recommend you check it out

Inbound lead nurturing presentation

B2B Lead Generation Blog

I had a great time with being a professor at the inbound marketing university. Here's my presentation deck on inbound lead nurturing (CV201) via #IMU for those who missed it. #8 IMU: Inbound Lead Nurturing (CV201) View more OpenOffice presentations from Hubspot Marketing. You can check out all the other classes or register at: [link

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.

5 tips to build more relevant and engaging lead nurturing emails

B2B Lead Generation Blog

A recent MarketingSherpa survey of email recipients found that 58% of those who stop reading, disengage, or unsubscribe after cite "lack of relevance" as a key factor. This is hugely important because most marketers rely on email as their main lead nurturing tactic. As B2B marketers, we should have it drilled into our brains that relevance must be an essential part of our lead nurturing touches. But be honest: How well are you really connecting with your audience? encourage you to look beyond your unsubscribes and find a true measure.   It’s a common phenomenon. Tip 2. Tip 3.

On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful. Ardath's post gives some useful ideas on how we can better connect by thinking, "like your prospects do when they set out to solve a problem. One step leads to another.and another." I agree. Define that problem from your customer's perspective. Review your options for content that addresses these concerns.

Learn how to create content that improves your lead gen conversions

B2B Lead Generation Blog

B2B marketing efforts heavily rely on content as a lead generation incentive. To be effective in the lead gen cycle, this content has to be something your prospects yearn to read or view. You’ll want to create content that will actually help your sales team have a valid reason to follow-up. Marketers looking for ways to create this relevant content will get practical training during MarketingShepa’s B2B Webinar Training coming up January 29 from 2 p.m. – 3:30 p.m. EST). I’ll join a panel of experts including Sherpa’s Research Director, Stefan Tornquist, and Senior Reporter, Sean Donahue.

Rick Short Explains How to Turn Staff Into Prolific Bloggers

delicious b2bmarketing

Blog HubSpot TV Contributors Marketing Kit Internet Marketing Blog The HubSpot Inbound Internet Marketing blog covers all of inbound marketing - SEO, Blogging, Social Media, Landing Pages, Lead Generation and Analytics. Submit guest post ideas to rburnes[at]hubspot[dot]com. Wrong. What made you want to start your first blog? It also delivers our customers a sophisticated source of support. Move on.

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

Developing your Go/No-Go decision tree

Confluent Forms

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.

RFP 31

2009 Big List of B2B Marketing and Sales Blogs

Proteus B2B Marketing Blog

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 [.].

C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

When I was recently at the Sales 2.0 conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings. Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. It has become pervasive, and respected, to do business this way. 42% Face-to-Face. 58% Con-call/Web-meeting. 16% Somewhat.

Salesforce.com Webinar Invitation Gets It Right

The Point

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 [.].

10 Key Marketing Trends for 2016

Learn how you can deliver the outstanding cross-channel experiences your contacts want.