Sat.Aug 13, 2011 - Fri.Aug 19, 2011

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Do You Expect Your Inside Sales Team to Practice Alchemy?

markempa

Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients. They had promised us a “high-quality list” from their database: tens of thousands of names of c-suite executives who were in their target-market sweet spot.

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Say NO to Auto-Feeds: Your Blog & Facebook, Social Sites

Writing on the Web

Your Blog & Facebook, Social Sites" alt=" Say NO to Auto Feeds: Your Blog & Facebook, Social Sites" />. Your Blog & Facebook, Social Sites" width="300" height="104" /> Today’s guest post is written by Christine Buffaloe, of Serenity Virtual Assistant Services , a great resource for social media know-how, for Facebook , LinkedIn and Twitter.

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Can CRM Add-Ons Replace Marketing Automation?

Customer Experience Matrix

I’ve long believed that B2B marketing automation is just a passing phase: that, ultimately, B2B marketing automation systems will be absorbed into CRM systems instead of operating independently. It’s a view I discuss sparingly in public, since so many of my friends in the marketing automation industry have a vested interest to the contrary. But there are also a few vendors who have bet in favor of merged systems, so it wouldn’t be fair to ignore their view entirely.

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When Sales and Marketing Collide – SMarketing

Marketing Insider Group

One of the major problems at technology start up’s today is the lack of understanding of how much sales and marketing principles have changed. “If I need to double revenue growth, I need to double my sales force to drive it” or “I need to generate 1,000 leads to generate one sale. Therefore 2,000 leads will generate two sales.”. This doesn’t make sense and management teams are confusing correlation and causality.

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How to Leverage Behavioral Science Insights for Direct Mail Success

Speaker: Neal Boornazian, President and Nancy Harhut, Co-Founder and Chief Creative Officer - HBT Marketing

Direct mail has consistently remained a powerful tool in the marketer's arsenal, but in an age of digital dominance, its effectiveness hinges on the strategic integration of behavioral science. 💡 When you incorporate powerful behavioral science principles into your direct mail marketing strategies, you can prompt the hardwired decision-making shortcuts your audience relies on — and that automatically unlocks new avenues for engagement, conversion, and brand loyalty.

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Generating Qualified Leads is Number One Issue for New Members of the SLMA

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members. More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king.

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Be Everywhere Online – Without Your Foot in Your Mouth

Webbiquity

Guest post by Kristin Zhivago. Tom is right. As he contended in Web Presence Optimization Reloaded , you should be “everywhere.&# You have to appear in all the channels where your customers may be lurking. But—and this is big—if you appear in those channels with a message that does not resonate with your potential buyers, it’s worse than not being there at all.

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Why We Need More Social And Less Marketing

Marketing Insider Group

Social. Digital. Content. Inbound Marketing. Community. These are the words that swirl around in my head all day long and fly-by on my Twitter feed. And while there are plenty of big thinkers who are debating the semantics, I am concerned about driving real change in business. To me, marketing’s main goal is to advocate for customers. To make sure that our business solutions reflect the real needs of our customers.

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Improve Sales Performance with 3 “Art of Sales Management” Functions

ViewPoint

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. You can enjoy even more posts from other exceptional bloggers at their website. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

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The Social Buyer Engagement Index

Tony Zambito

Image by Ross Mayfield via Flickr. In my recent article, The Ascent of the Social Buyer , I made mention that social buyers today were exhibiting an internalized Social Engagement Index.  The mention of a Social Engagement Index is not new.  The people at Alterian have talked about a Social Engagement Index (SEI) as well as a Social Sentiment Engagement Index (SSEI).  Recently, Brent Leary and John Hernandez offered a perspective for The Social Customer in a report called The S

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WorkCast's Ultimate Webinar Handbook 2024

Elevate your webinar game with WorkCast's Ultimate Webinar Handbook! Packed with insights from our seasoned webinar experts, this comprehensive guide is your go-to resource for mastering the art of B2B webinars. Learn the fundamentals, from defining webinars to exploring their benefits and diverse use cases. Discover the key elements of running a successful webinar, avoiding common mistakes, and making your sessions more engaging.

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New Features Added to B2B Marketing Zone and Social Media Informer

Webbiquity

Several great new features were recently added to the B2B Marketing Zone and Social Media Informer by co-founder Tony Karrer. One of the most obvious is that posts now include images, making the sites more visually appealing than the former text-only design. Both of these sites bring together content from leading experts and companies like Brian Carroll , Paul Dunay , Ambal Balakrishnan , Harry Hoover , Gini Dietrich –really too many to list.

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Google Adsense rewards super-quick page loads

Biznology

Image via Wikipedia. by Chris Abraham. Maybe the reason why you can't even quite get into the top-five or number-one spot on Google search is because you're not spending enough time or money getting the best Web host and Web server you can afford and then optimizing how your serve your Web pages , especially when your modern CMS is backed by a database.

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3 of My Favorite Strategic Marketing Models

B2B Marketing Traction

Tweet. Blog entry excerpted from the Marketing chapter written by Jennifer Beever in The Book on Business from A to Z. I have several favorite tools and models for analyzing a client’s marketing strategy. I wrote about them in my answer to one of ten top questions business owners have about marketing in the marketing chapter of The Book on Business from A to Z – “ What’s the best strategy for marketing my product or service?

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Should I remove offer content from my Website if it’s part of a campaign?

The Point

A client asks: “If we’re offering a white paper as part of an upcoming campaign, should we remove it from our Website for the duration, especially if it’s ungated?”. As demand generation marketers, no matter how skillfully we construct a clear, unambiguous, unfettered path to our precious content, some prospects will still go out of their way to avoid having to register for it.

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What Questions Are Brands Asking About Their ESG Initiatives Ahead of 2024?

Temperatures are rising (and not just metaphorically) as key stakeholders anxiously anticipate the outcomes of COP28. While companies reconsider their 2024 environmental sustainability strategies, there is another aspect of ESG that deserves exploring, the social sector. In the latest edition of "Navigating ESG Comms Through the Cosmos - Sagittarius Edition", 3BL hones in on this sign’s bold quality of asking questions others are burning to know the answers to.

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Why Timely Content Always Wins

The Effective Marketer

This is the second post in a series of “ Principles of Great Content Marketing ”. The first post talked about creating simple content. So just to recap, there are three key principles for creating great content: Is it simple? Is it timely? Will it solve a problem? Simple content was explained earlier and is a sure way to create engaging and direct content.

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Can We Save Twitter From Ourselves?

Digital B2B Marketing

Twitter is not a communication channel, it is a platform that allows each of us to create and evolve our own custom communication channel. If Twitter is not working for communication, it is not a problem with Twitter. As a platform, Twitter is developing and our behavior reflects its infancy, with the full spectrum of human behavior on display. The societal norms for Twitter have yet to be established.

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8 Content Ideas for Your B2B Facebook Page Posts

B2B Marketing Traction

Tweet. More businesses recognize a need to have a presence on Facebook, but a common question is, “What should we post on our Facebook wall?” My colleague Kim Defenderfer of California United Bank , asked me to speak about Social Media to a CEO Forum sponsored by California United Bank and CPA firm Rosenthal Pearson Fong & Frew. Kim cares about his customers and prospects and works hard to bring growth opportunities to them.

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The crisis of buyer information in B2B and how to fix it

Chris Koch

Image by roboppy via Flickr. The other day, I kept getting calls on my cell phone from the same number. Never left a voice mail, (which my gut was telling me should have been a signal), but the number was local. Could it really be that someone I knew was trying to get hold of me? So, like a fool, I finally called back (the iPhone makes it so easy to do!).

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Brochureware Is Not a Dirty Word

Marketing Craftmanship

Brochureware is the term used, often with derogatory marketing implications, to describe websites consisting entirely of static pages that promote a company’s products and services, people and value proposition. Most brochureware websites contain no content that requires updating, and other than perhaps a “Contact Us” form, no interactive capabilities.

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Social Media Optimization 3 Steps to Tweeting with a Purpose

Convince & Convert

Social media optimization gives you the ability to not waste bullets. Every tweet and status update has a cost associated with it. Perhaps not a direct financial cost, but a real, and at times considerable labor cost. The time you spend tweeting and Facebooking and Google Plussing on behalf of yourself or your company is time you could be spending on some other form of communications or customer service.

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Social Media Messages – How Many are Enough?

B2B Marketing Traction

Tweet. As a B2B Marketing Consultant, I am often asked how many messages a business should post on their social media accounts. Yesterday I was reviewing Hubspot information and saw that they recommend no more than two or three updates on Facebook each week. It got me thinking about the importance of strategic planning and tactical goal setting in marketing – even for what seem to be the easiest tactics.

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Can We Save Twitter From Ourselves?

Digital B2B Marketing

Twitter is not a communication channel, it is a platform that allows each of us to create and evolve our own custom communication channel. If Twitter is not working for communication, it is not a problem with Twitter. As a platform, Twitter is developing and our behavior reflects its infancy, with the full spectrum of [.].

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Moving things vs. moving ideas

Biznology

Image by Getty Images via @daylife All of our existing controls around content, intellectual property, and information exchange were developed when moving information around was an ancillary function to what mattered at the time: moving goods efficiently to generate wealth. The most powerful nations and organizations throughout the centuries were the ones that mastered the [.].

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The Top 7 Things to Avoid at a Trade Show

Adobe Experience Cloud Blog

by Shonal Narayan Even in the digital age, trade shows continue to have a place in the marketing mix. For many businesses, trade show participation is a great way to generate new pipeline, build prospect relationships and create brand awareness. But before you print out your conference badge and grab your lead scanner, make sure you’re ready. Here are 7 common trade show pitfalls to avoid.

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Conversion Optimization School is in Session

Convince & Convert

Ultimately, almost every website is about conversion rates. That blog design that you slaved over should eventually drive conversion rates where your prospects read, download, call or otherwise behave in a way that is beneficial to your company. I know this first-hand, as my former company was a leader in conversion optimization in the early aughts.

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Beyond Lists: Use Filters to Manage Twitter

Digital B2B Marketing

We each build our own communication channel on Twitter, choosing who to follow and list. However, based on a number of recent conversations I have had on Twitter and Google+, many Twitter users are overlooking a significant tool to customize their channel and reduce noise: filters. If your Twitter stream clogs up every evening with [.].

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The Marketer’s Guide to B2B Swag Strategy

Everything is digital these days – making it harder to grab and keep people’s attention. But smart swag is different. Swag enables your sales and marketing teams to connect with their audiences in a uniquely tangible way. It reinforces relationships with your brand and persists for years. Plus, amidst a barrage of advertising messages that tend to interrupt and distract people, swag is the only marketing medium that consumers actually thank companies for!

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The crisis of buyer information in B2B and how to fix it

Chris Koch

Image by roboppy via Flickr. The other day, I kept getting calls on my cell phone from the same number. Never left a voice mail, (which my gut was telling me should have been a signal), but the number was local. Could it really be that someone I knew was trying to get hold of me? So, like a fool, I finally called back (the iPhone makes it so easy to do!).

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‘More Intelligent’ Marketing Drives Greater Revenue Performance and ROI

Adobe Experience Cloud Blog

by Phil Fernandez. In several previous posts I have been discussing the ways that marketers (and other business professionals) can gain and maintain a secure position at the senior management table. Taking hold of that seat means being more agile , social , and connected in your marketing activities, and in everything else you do to generate revenue and drive profitable results.

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What a Hotel Manager Taught Me About the Future of Business

Paul Gillin

Scott Wright is the general manager of the Wyndham Wingate Hotel in Erlanger, KY, and in a 15-minute ride to the airport yesterday morning he taught me something about the future of business. The fact that the manager of the hotel was driving me to the airport was unusual in the first place, but Wright makes it part of his routine. “I try to get out of the office at least a couple of times a week and connect with the customers,&# he said. “I don’t ever want to be stuck in a bac