Sat.Jul 30, 2011 - Fri.Aug 05, 2011

It's All About Revenue

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4 Tools for Measuring Your Online Influence

It's All About Revenue

by Jesse Noyes | Tweet this In the online marketing world, you’re only as good as the content you create and the network you share it with. It’s no wonder that so many B2B and B2C brands have intensified their efforts to grow online influence and reach influencers through social media. Measuring online influence is a difficult task at best. For the most part, marketers have been constrained to piecemeal metrics like page views, followers and likes. We decided to spotlight four of the most helpful social media influence measurement tools currently available. Klout. PeerIndex. Crowdbooster.

Marketers: How To Get Noticed by “Influencers”

It's All About Revenue

by Joe Chernov | Tweet this The noisier the particular market, the more the influencers matter. After all, the person drowning in information clings to trusted sources – and influencers trade in trust. This is why Leslie Bradshaw and I tacked this topic in the Social Media ProBook. It’s vital to most businesses, yet most marketers don’t even know how to begin addressing it. How can you do this?

3 Lead Management Questions Sales will Ask Marketing

It's All About Revenue

by Doug Sechrist | Tweet this Most of you regular readers have hopefully broached the sales and marketing alignment discussion within your organization and are on your way to a building a lean, mean, revenue-producing machine. If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. Even a great lead management process will be questioned. know mine has. How dead is dead?

Survey: More Than Half of Marketers Responsible for Revenue Goals

It's All About Revenue

by Jesse Noyes | Tweet this Calls for a revenue revolution in the marketing world appear to be gaining ground, according to new survey conducted by DemandGen Report and Eloqua. Nearly 53% of respondents said that their marketing departments were responsible for meeting a revenue goal. That figure shows that more marketing departments are moving away from fuzzy measurements towards accounting for their impact on revenue growth. But there are still signs that marketing is struggling to make this transition. Influence on revenue or deals were well below that figure at 43%. Share email. Facebook.

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.

Is Sentiment Making Brands Stupid?

Buzz Marketing for Technology

I loved the article by Nick Carr a few years ago that asked the question – Is Google Making us Stupid? Nick likened the use of Google and other tools as training us how to “power browse” and not really read effectively. Most often they end up with a tool that monitors for them brand mentions and breaks them into bite sized chunks of data and ranking them by sentiment.

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B2B social media: Highlights from new benchmarking research

The B2B Research Blog

B2B social media; is it a case of the Emperor’s New Clothes? The latest B2B Marketing Benchmark Report – based on a survey of 274 client side B2B marketers conducted by us here at Circle Research – finally seems to provide a definitive answer.  The social media Emperor is getting dressed, but is still in his underpants. The report is set to be launched late August, but here’s a sneak preview.

15 Sources of New Content for Your Social Media Strategy


Producing content on a consistent basis seems to be one of the biggest holdups for many businesses attempting to use social media. Coming up with new ideas for content doesn’t have to be difficult, though. Influencer Blogs – Most industries have acknowledged and respected experts. What topics are they covered and how can you add your opinion or take? Disclosure is required by the FTC ).

What Are Your First Impressions Of Google+ As A B2B Marketer?

PWB Marketing Blog

It’s been barely one month since Google launched a social network, and already 20 million people have joined Google+. Google+ is outpacing Facebook and Twitter by leaps and bounds. To put that number in perspective, it took Twitter and Facebook nearly three years to reach 20 million users. Despite the huge numbers, Google+ remains invitation-only. Will all the hype live up to expectation?

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.

Future of Buyer Personas is Social - Part 4 ( A New Role and Framework)

Tony Zambito

Image by Arenamontanus via Flickr. This is the fourth part of a series of reflective articles on the future of buyer personas.    In part 1 through part 3 I focused primarily on misconceptions, what needed to change, and why changes must take place in buyer persona development in the social age.  The Science of Buyer Persona Research. The New Role of Buyer Behavior Research.

Facebook Can Work for B2B Marketers, But You Gotta Know the Rules

Paul Gillin

In my work with B2B organizations, the question of how to use Facebook is invariably front and center. This Is despite the fact that numerous surveys have shown that Facebook is one of the least effective social networks for B2B marketing. Nevertheless, some B2B companies have mined gold out of Facebook’s audience, particularly for recruiting young college graduates. SAP plays inline videos.

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Two Google Adwords features worth testing for lead generation optimization: Call Metrics and Remarketing.


The Google Adwords pay-per-click platform has a number of fairly new features that can contribute to lead generation and increased conversions.   Here’s a couple to consider (promise to explain easily!)  FYI:   Click Images to Enlarge! Call Metrics (or can be called Call Tracking). Call Metrics allows you to easily measure phone calls originating from your ads. Calls divided by impressions! whew!).

Future of Buyer Personas is Social - Part 5 (6 Essentials To Embedding Into Your Organization)

Tony Zambito

Image by Cristiano Betta via Flickr. This is the fifth and final part of a series of reflective articles on the future of buyer personas in the social age.    Leading up to this final part, part 1 through 4, I covered some of the misconceptions, impact of the social age, what changes were needed, and the establishing of a new role and framework.  Commit To The Right Level Of Time.

4 Reasons Why Facebook Stinks for B2B Marketing

Chris Koch

Recently, I was preparing a workshop on social media for an ITSMA client. The marketer in charge of the company’s social media effort gave me a clear edict: “Look, I don’t want you focusing on Facebook, okay? We don’t see the value of it for B2B and we want it off the table. Every time we talk about it, we have an endless argument that leads nowhere.”. Seemed a bit harsh, but I had to admit that I had been harboring my own doubts about the value of Facebook for B2B for a long time. I’m not saying that B2B companies shouldn’t be on Facebook. think every company should be on Facebook. Why not?

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.

Savvy Week in Review - August 5

Savvy B2B Marketing

How can it be August already? as we kick off the last month of summer, the last thing on your mind may be work. But the blogosphere is always buzzing. Here are some of our favorite picks from the week. Stay cool! What Lady Gaga Knows About Social Media Success (That You Don't!) by @SeanPlatt. Think B2B can't learn a thing or two from the reigning queen of pop? Think again. by @briansolis.

Top Trends In Digital Marketing [Graphs]

PWB Marketing Blog

Top Trends In Digital Marketing. With so many marketing channels available today, it can be challenging to understand the benefits, downsides, and quirks of them all. It seems like every month there is a new trend – what’s hot today is not tomorrow. Trying to stay on top of all the new developments in the digital space can be overwhelming for marketers. Then choose the right medium. Paid Search.

Content Can Make or Break a Social Media Strategy


While many businesses have decided that social media is important, sometimes they don’t give it any more thought than to setup a Facebook page and a Twitter account. Unlike more traditional marketing channels (print, tv, radio), it’s relatively easy to get started with social media. Broadcast vs. Participation. Audience Needs vs. Your Needs. People are very selfish.

B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers

Fearless Competitor

Find New Customers is pleased to present our interview with one of the top experts in B2B demand generation today , Mac McIntosh. Mac is also publisher of Sales Lead Report ® and B2BMarketing Technology Insights ™. We’re deeply honored to interview this expert, who was recently voted #1 of the Sales Lead. Mac McIntosh. What do you recommend for them to create compelling content? Mac McIntosh.

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.

3 Reasons why lead nurturing and scoring have NOTHING to do with software

Fearless Competitor

B2B Demand Generation | Lead nurturing and scoring. Want to develop and deploy a world-class lead nurturing and scoring program in your company? Better post a job for someone with experience in the software you use such as Eloqua, Marketo, Silverpop, Act-On, Manticore, Aprimo, etc., right? WRONG! Here are three reasons why Lead Nurturing and Scoring have NOTHING to do with software.

The 10 Commandments of B2B Social Marketing – guest post by Mike Stiles of Vitrue

Fearless Competitor

B2B Demand Generation | Social Media in B2B. We’re pleased to present this guest post by Mike Stiles ( @MikeStiles ) who is a writer/producer for Vitrue. To learn about Vitrue, please visit the Vitrue blog. Are businesses still debating whether or not there’s a role for social in B2B?  exist for your targets, thou shalt create one. getting pleasing leads and conversion rates. you post.

What Sales Really Needs from Marketing

Fearless Competitor

B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. But salespeople are not good at this. And 4 out of 10 salespeople missed quota last year. Audio interview with Jim Dickie of CSO Insights. link]. Why are salespeople poor at lead generation? And why do so many miss quota? Sales tools.

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Are B2B companies that refuse to engage in social media facing extinction?

grow - Practical Marketing Solutions

“No.&#. That’s the short answer to a question that was posed to me in Focus (which seems quieter and more manageable than Quora ).  It got my attention because it is a question I often hear in my classes too.  Instead of preaching fear and pontificating about social media as the Second Coming of B2B Marketing, let’s look at this another way. Oh puhleeeze.  Let’s see. 

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.

Is Your Marketing Plan SMART?

B2B Marketing Traction

Tweet. One Page Marketing Plan. If there is one thing I’ve learned as a marketing consultant, strategic marketing plans must be SMART to be successful. work with business owners of small to mid-size companies. Especially in tough economic times,  they have limited resources to spend on marketing. So, what they do spend on marketing must produce results. Without the What?, and How Much? Sales?

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Two Google Adwords features worth testing for lead generation optimization: Call Metrics and Remarketing.


The Google Adwords pay-per-click platform has a number of fairly new features that can contribute to lead generation and increased conversions.   Google continues to add features and options to its search and display advertising platform with the goal to continually help its advertisers generate leads and produce efficient conversions.  It’s my job to stay abreast of these new features and recommend to clients where appropriate. Here’s a couple to consider (promise to explain easily!)  FYI:   Click Images to Enlarge! Call Metrics (or can be called Call Tracking). Calls divided by impressions!

The Definitive Guide to Marketing Metrics and Analytics: Key Take-Aways

Marketing Finger

I recently got my hands on Marketo’s latest white paper, titled: The Definitive Guide to Marketing Metrics and Analytics. Here are some of the gems I found in the 70-page paper and which I cover in the video above. Define targets for each of your marketing campaigns as you plan them. Acknowledge that you are experimenting with some of your programs and detach those from revenue targets.

10 Tweetable Twitter Tips for B2B Marketers

Social Media B2B

Many B2B companies start their social media adoption with Twitter because it seems to be the easiest platform to jump right in without a plan. Let’s start twittering, the boss says. And the junior marketer complies. With that in mind, this post offers 10 helpful tips for B2B marketers who are running the company Twitter account. If you are just starting out, these are good things to know.

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.

The Button Color A/B Test: Red Beats Green


Button color is one of the longest standing debates in the world of conversion and optimization. Everyone seems to have their favorite color. At different times in the last two years, I’ve heard green, pink, red, orange, and even light blue as THE ONE COLOR that works best. Obviously, this can’t be the case. Fortunately, button color is extremely easy to test. Green. websites.

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Five steps to fix Foursquare

grow - Practical Marketing Solutions

It’s been about a year since I wrote anything significant about Foursquare so I thought it was time to check-in. Check-in. Get it? Oh, never mind. In my article, Foursquare or Bore-square , I concluded that the major hurdle to adoption of this technology is that there just isn’t anything there to hold my attention, entertain me, or reward me.  ZZZzzzz. That’s just pitiful. 

PWBlog Now Featured on B2B Marketing Zone

PWB Marketing Blog

PWBlog is now a member of B2B Marketing Zone , a site that brings together top bloggers and topics on B2B marketing in one place. The site launched in 2009 and has quickly become a one-stop-shop for B2B marketers looking for tips, trends, and advice aggregated from respected B2B bloggers from around the web. This is no easy feat. The web is inundated with hundreds (thousands?) of mediocre blogs.

Fuel Marketing Success with 1:10:100

B2B Lead Blog

The quandary of bad data has flustered marketing professionals for decades. It’s pretty obvious that outdated customer information wastes time and resources as well as reduces opportunity creation and revenue, but it’s so hard to quantify rarely is action taken. Fear not, there is a way to change this paradigm… Based

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.

How (not) to succeed in business social media without really trying

EMagine B2B Blog

I recently came across a post by Jay Baer that I think deserves the widest possible readership.  Because, as he points out at the outset, social media has arrived at a crossroads …which he encapsulates as “Do we want to focus on the social, or focus on the media?” Jay’s theme is that too [.]. B2B Web Strategy Social Media

Remove the Barriers to Strategic Planning in B2B Marketing

Digital B2B Marketing

As B2B marketers enter the 2012 strategic planning season and begin shaping executional plans, it is important that we get it right. The goal is to create a strategy that survives the full year (and beyond) and gives you a framework for more tactical planning, execution and optimization. Today, many companies have replaced strategic planning with a set of goals and tactics, without a formalized marketing strategy. There are four barriers I frequently see that keep companies from adopting effective strategic planning. Value. Many companies simply do not value marketing strategy. Alignment.

My Stolen Car, A Sleazy Salesman and 5 Marketing Lessons for Business Owners

B2B Marketing Insider

Two weeks ago my wife’s car was stolen. She was upset…I was not. . The car that was stolen was large, practical, paid off and ran pretty well. But folks, it was a minivan! So while she labored over “who would steal a car with child car seats and kid’s DVDs in it?&# I was scanning websites of car dealers for the hottest deals in anything BUT a minivan. How did we know?

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Social Media Measurement – Would You Still Do It If There Was No ROI?

B2B Marketing Insider

There has been plenty of debate about the ROI of social media. And And just before my friend  Eric Wittlake went on vacation this week, he stoked my creative juices once again with this thought-provoking post about social media measurement. To summarize, the CMO of Kmart stated that TV is easier to measure than Social Media.  Eric agrees In the post “ What’s Your ROI? Eventually.

10 Key Marketing Trends for 2016

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