Sat.Jan 07, 2012 - Fri.Jan 13, 2012

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Sales Leads: Why Your Reps Need Fewer, Rather Than More

ViewPoint

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale.

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Two Ways to Adapt Business to the Latest Marketing Trends

Tomorrow People

Like most businesses, you will probably have your marketing plan for 2012 already in place. But have you built your plan so that you’re ready to respond to the latest market trends? While it’s important to stay focused, it’s equally as important to be prepared for the opportunities and challenges that will come from the latest marketing trends.

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What Really Creates Marketing Automation Success: Data from Gleanster

Customer Experience Matrix

Research firm Gleanster released its free “Gleansight” report on marketing automation late last month. I was principal author for much of the document and drafted the survey questions, although I didn’t write the individual vendor profiles or administer the survey. (I’ll also share in the revenues, which come when vendors pay for the names of people who download the report.

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5 Best Practices You Can Borrow From This Email Campaign

The Point

There’s a lot to like about the email campaign I received (image below) recently from Infusionsoft , a maker of sales and marketing automation software for small businesses. It’s not perfect by any stretch (the copy could use some improvement – more on that later) but many of the techniques on display are simple, straightforward best practices you can easily apply to your next lead generation campaign. 1.

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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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Do Your Sales Prospects Have Their Own Poker “Tells”?

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. An important skill in playing poker is being able to read the opponents at your table. A “Tell”* is a physical reaction, sometimes called a habit, or behavior that tells others information about you and your hand.

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Genoo Adds SEO To Web Site Management and Marketing Automation

Customer Experience Matrix

I had an earful last week from Genoo president Kim Albee, who told me that I’ve misclassified her target customers as “micro businesses” (under $5 million revenue) for the past two years. She tells me nearly all of her clients are larger than that. I’ve revised my big list of demand generation vendors to reflect this. The main cause of my misunderstanding was Genoo’s starting price of $199 per month, which is below any small or mid-size business system.

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One Thing That Can Get You From Here to There in 2012 and Beyond

Tony Zambito

In the world of B2B management, there are numerous head scratching efforts going on as we peer ahead into 2012 and beyond. Primarily, it has to do with how to get from here to there.

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What the Latest Marketing Trends say about Business in 2012

Tomorrow People

Looking to predict your business performance in the year to come? Start by looking into the future. Use the latest market trends to identify how your business will behave in the months ahead. Here’s how: Your customers: The latest market trends help to reveal how your customers will respond to your product or services in the New Year. Check the latest trends to identify whether your business is well positioned to connect with new and existing customers.

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2012 Outlook: Marketing Will Lead Businesses To Growth

Marketing Insider Group

I have always believed that those who can’t lead, are forced to resort to the tactic of fear in order to get people to listen and follow them. I mean, let’s face it: fear is a powerful force in the human mind. There are some prognosticators that would have you believe that 2012 is going to be a bleak year for business. The Euro zone will continue to implode, Iran will develop a nuke, The U.S. government will become insolvent and the world, as we know it, is going to end.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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The missing topic on b2b digital lead generation: advertising

NuSpark Consulting

Remember advertising? Remember media plans? If you believe all those social media experts and SAAS platforms, you’d think advertising has gone away. Don’t believe it. Marketing has always been about crafting a relevant message and distributing that content via the channels where your target audience spends time learning about his/her industry. The channels have changed over the years; but the basic marketing principles remain. .

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How to Get the “Best of” Social Media Posts All Year Long

Webbiquity

TradePub has just launched its first report in a series for 2012, the Social Media Wrap Up report. Each report will highlight a selection of the best social media posts from leading authors published the preceding month. The inaugural report includes posts from authors such as marketing agency veteran Drew McLellan ; Marc Meyer , digital and social media strategist at DRMG; and author, speaker and SVP of Social Strategies at Social 5150 Neal Schaffer.

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What does 2012 Hold In Store for your Business?

Tomorrow People

What does 2012 mean to you? Holidays 2012? London 2012? Olympics 2012? For your business, 2012 could mean many equally high profile aspects. The key is to take a look into the future: Wider customer-base: Does 2012 hold a wider customer-base in store for your business? It could do, if you harness the latest marketing trends. Market trends 2012 clearly suggest that companies that connect up with their customer across the different marketing channels will do well in the months to come.

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Great Ideas and Resources for Technology Content Marketing

WriteSpark

As the new year begins, you likely have plans for a long list of content marketing projects. Or maybe you're not sure about the best types and formats for content that will best fit your marketing challenges, budgets, and needs. Whatever your situation, you'll find great ideas and resources for B2B and technical content marketing in the Content Marketing Institute site.

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What Regulations Will Impact Sustainability Comms in 2024?

Navigating the waters of sustainability reporting disclosures and regulations can be intimidating, to say the least. With various measures set in motion in 2023 to keep companies accountable, there is a lot in store for brands’ impact communication in the upcoming year. 3BL is kicking off this January with our Navigating ESG Comms Through the Cosmos - Capricorn Edition by highlighting the impact of: The U.S Securities and Exchange Commission (SEC) Climate disclosure rules The European Commission

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Focus Roundtable Recap: Optimizing Landing Page Conversion Rates

NuSpark Consulting

I recently hosted a fantastic roundtable discussion on Focus.com on the topic of Increasing Landing Page Conversion Rates. Creating the proper conversion architecture is so critical to a company’s bottom-line, I wonder why more attention isn’t paid to this crucial element of funnel optimization. I consult clients on proper conversion tactics as part of my lead generation services, and wanted to host this roundtable to raise awareness of the benefits of testing and optimizing landin

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Introducing the New-Media Survival Guide

B2B Memes

Today I’m both pleased and relieved to announce the publication of my first e-book, the New-Media Survival Guide. (If you just can’t wait to buy a copy at the bargain price of $2.99, click here now. Not that impulsive? Then you might want to read more about it here.). My goal in writing this e-book was to give people trained in traditional media—journalists in particular, but also people from public relations, marketing, and other areas—an easy-to-read, practical, and concise introd

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The Greatest Danger in Marketing: Metrics

Digital B2B Marketing

Without marketing metrics, marketers cannot manage investments or show the value of marketing. However, without careful selection of metrics, diligent analysis and a clear overarching vision, those same metrics can become the biggest barrier to successful long-term marketing programs. Short term metrics are easily gamed, and it often happens unintentionally.

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Great Ideas and Resources for Technology Content Marketing

WriteSpark

As the new year begins, you likely have plans for a long list of content marketing projects. Or maybe you're not sure about the best types and formats for content that will best fit your marketing challenges, budgets, and needs. Whatever your situation, you'll find great ideas and resources for B2B and technical content marketing in the Content Marketing Institute site.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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B2B Marketing: Why Competition Doesn’t Matter

B2B Marketing Traction

Lead, follow or get out of the way. When it comes to your competition, if you’re spending too much time and energy watching the competition, you’re just following them. Or, at best, you’re looking laterally at business opportunities in an attempt to keep up. In Good to Great , Jim Collins writes that great company leaders never talked about competitive strategy.

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Do You Have What It Takes to Earn an A?

Vision Edge Marketing

'For the past decade, our annual marketing performance measurement and management survey has asked, “What grade would the CEO give the marketing organization for implementing initiatives that enabled your company to achieve its objectives?” And for the past decade less than a quarter of marketing organizations received an A. Do you know and have what it takes to earn an A?

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Buying B2B Email Marketing Lists: Challenges and Recommendations

Digital B2B Marketing

Buying email marketing lists. It makes many think of the spam emails selling a database of millions of top executives. The challenge with buying email marketing lists is you don’t know if you are getting something worthwhile until it is too late and few marketers understand the email list market. This makes selling marketing lists, and email marketing lists in particular, fertile ground for scammers and many marketers have been burned by bad email lists.

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Putting the Social in Social Good

Convince & Convert

Illustration by Joelle Leung Guest post. Harrison Kratz is the Community Manager at MBA@UNC, the new online MBA degree program from the University of North Carolina. Harrison sticks to his entrepreneurial roots as the founder of the global social good campaign, Tweet Drive. Like anything in social media, the need for evolution comes pretty fast and furious.

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Lets Get Physical: How to Blend Direct Mail Marketing with Your Digital Strategy

Speaker: Akeel Jabber, B2B SaaS Investor and Growth Marketer at Horizen Capital

⭐ Are you ready to boost campaign success? Consider the untapped potential of integrating direct mail marketing seamlessly with digital marketing strategies. Combining the physical, tangible impact of direct mail with the dynamic reach of digital marketing can be a game-changer, significantly increasing your ROI when done right. Direct mail grabs attention, making it great for reaching your target audience 📩 Digital marketing keeps the momentum going, driving action 📲 So.

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What Do Rick Santorum and Lady Gaga Have to Do with Headlines?

B2B Marketing Traction

When it comes to your B2B online marketing, make no mistake. Headlines make a big difference. Here’s what CEOs and CMOs need to know. On every website page or blog entry you have an opportunity to include headlines. Search engines like headlines, and the more keyword rich the better. Headlines are designated in HTML code as H1, H2, H3, up through H6.

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1 Billion Facebook Users in 2012? Not So Fast

Biznology

Image via CrunchBase. A report has been released by interactive agency icrossing. We reported on it over at Marketing Pilgrim. The gist? That 2012 could or rather should be the year that Facebook reaches 1 billion accounts. I am not going to go so far as to say users or active users mainly because we all need to be smart about this and not be under the impression that every Facebook account is either A) real or B) real active.

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What Galileo Can Teach Marketers About Lead Generation

Adobe Experience Cloud Blog

by Maria Pergolino Galileo Galilei (better known by his first name) was a scientist. He lived from 1564 to 1642 and was also a mathematician, astronomer, physicist, and even a philosopher. Einstein called Galileo the “father of modern science.” One of Galileo’s most important contributions to science was proving his theories through controlled experiments.

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3 Tools For Managing a Killer Multi-Author Blog

Convince & Convert

Jason Keath is CEO of Social Fresh, a social media education company. Their next social media conference is Social Fresh EAST on February 6-7 in Tampa, FL featuring speakers from RadioShack, Pepsi, Nordstrom, and Scott Monty of Ford. (and Jay Baer). I remember making a handmade magazine when I was eight years old. Crayons. Magazine cutouts pasted onto pages filled with penciled in copy.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Tips for Building a Quality Twitter Following

Paul Gillin

I breached the 10,000-follower mark on Twitter yesterday. I marked this milestone quietly because I’m not big on numbers games and have been outspoken against counting success solely in terms of fans and followers. Nevertheless, I have to admit to taking some pride in this number because of the way I reached it. I have never played games to run up my follower count and I only tweet about stuff that interests me.

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Internal Links – the Secret Sauce for DiY SEO

Industrial Marketing Today

It is no secret that link building is critical to SEO success. However, some people often ignore internal links because they are just not aware of their SEO benefits. To most to do-it-yourselfers (DiY), link building for SEO means external or inbound or backlinks. These are links that originate from another site and point to a page on your domain. Don’t underestimate the SEO power of internal linking.

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Where Social Media Marketing Fits In Your 2012 Budget?

Adobe Experience Cloud Blog

by Maria Pergolino Regardless of what marketers say about social media, the rubber hits the road at budget time when they have to put their money where their mouth is. For B2B marketers, social media marketing ranks seventh in terms of budget importance trailing old-fashioned postal direct mail according to 2012 B2B Marketing Benchmark Report conducted by Marketing Sherpa and sponsored by Marketo.