Sat.Sep 10, 2011 - Fri.Sep 16, 2011

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Why Salespeople Hate Most White Paper Leads

The Point

How is it that a quality white paper on a hot topic can still generate bad leads? It’s got to be the media, right? Wrong. It’s the offer. Even a well-written white paper, by a respected author, on a hot topic of vital interest to your target audience, can still generate leads your salespeople will consider “junk.” In my experience, the problem in these situations is invariably that the content on offer did not align with the types of leads the company was trying to generate.

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Meaningful Engagement Yields Revenue from Online Lead Generation

ViewPoint

Rachel Spasser is Vice President of Marketing at Ariba ; the leading provider of collaborative business commerce solutions. Rachel is a global marketing and business development executive with experience growing venture-backed, PE-backed and public companies in the Internet and technology sector. Online lead generation has become a bit like the California Gold Rush.

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The Power Of Mobile To Transform B2B Marketing and Sales

Marketing Insider Group

As an up-and-about professional, there’s likely little need to convince you that mobile is where the current wave of consumer product and behavior innovation is all headed. This should be cause for concern for sales and marketing professionals seeking to assimilate these innovations into their practice; if the past few years on the web have taught us anything, it’s that enterprise and business applications tend to lag, sometimes by several years, after consumer-centered innovations within the sa

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Sales Best Practices include Marketing-Sales Alignment

NuSpark Consulting

I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study. The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest. A World Class sales organization generally is better at: Finding and winning new business.

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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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Edit Your Content: 12 Things NOT to Miss

Writing on the Web

Here’s a checklist for editing your blog content before you publish. For any content that is vitally important, i.e. sales content or articles delivered to clients, I use Barbara Feiner , a professional editor. She not only corrects errors, but evaluates for clarity and flow. But for blog posts and everyday content creation , I put on my editor’s visor, and act like a grumpy newspaper editor with a red pencil.

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Twitter By The Numbers: Are You Listening to 100 Million Voices?

Marketing Insider Group

Last week, Twitter announced it had reached One hundred million voices or active users. But what do these numbers really mean? The Week magazine recently helped answer the questions “who is doing all the tweeting…and how many people are really interested in what they have to say?&#. So here I will provide a snapshot of Twitter “by the numbers&# and explain how and why I use it.

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Sales Best Practices include Marketing-Sales Alignment

NuSpark Consulting

I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study. The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest. A World Class sales organization generally is better at: Finding and winning new business.

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B2B Webinar Part 2 – Finish 2011 Strong: Six Funnel Focal Points to Maximize Time, Resources and Revenues

markempa

Tweet Your success hinges on what you accomplish in the time you have, and that is never more true than these last few months of the year as we all race to meet projections, quotas and sales goals. At our next B2B Lead Roundtable webinar, I will once again be joined by an outstanding in-the-trenches marketer, Pamela Markey, MECLABS Director of Marketing & Brand Strategy.

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Blogger outreach is scary

Biznology

Image via Wikipedia. Unlike a few years ago, today everyone at least pays lip service to reaching out to bloggers the same we PR people have always reached out to mainstream media. That’s what my company, Abraham-Harrison does, and lots of other companies try to do it, too. But I am still surprised that many companies don’t do blogger outreach, even today.

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21 Advanced ChatGPT Prompts To Take Your Social Media to the Next Level

Upgrade your social media game with our in-depth playbook: "21 advanced ChatGPT prompts for social media managers". These powerful prompts are tailored to supercharge your content creation, strategy development, and results analysis. Say goodbye to writer's block and hello to endless creativity as you effortlessly generate engaging posts, come up with original strategies, and optimize your social media performance - all in a fraction of the time.

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Are Smartphones Making Us Stupid?

Digital B2B Marketing

Smartphones always have a corner of our attention. When they beep, buzz or blink, we take notice. Walking down the sidewalk, on public transit, or while watching television, our smartphones are our sidekicks. Even during meetings, or maybe especially during meetings. But our attention is rarely complete. Few people schedule smartphone time the way they schedule work time.

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Facebook Subscriptions: Overdrive for Journalists?

B2B Memes

Though I understand its appeal, I’ve never found Facebook compelling. What I’ve taken to be its core assumptions—that one’s world is divided into friends and everyone else, and that all your friends are friends in exactly the same way—just don’t work for me. That’s why I’ve so far stuck with Twitter and its follower model and dallied with Google Plus and its concept of differentiated social circles.

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Why Critics of Klout Are Missing the Big Picture

Convince & Convert

Other than signing book deals, the favorite sport of the social media punditry these days seems to be bashing Klout. The pugilists are plentiful, and appear to be trying to win a merit badge for dismissiveness. The most recent example was from B2B social media thinker Paul Gillin who wrote a post unveiling the flaws in Klout’s ranking scheme. Paul Gillin is a smart, experienced guy (and I like his book ) and he raised some valid points about how participatory breadth (having an account on

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Simple Works Well in SEO

Biznology

Image by Niels Linneberg via Flickr. Search engine optimization (SEO) is not an easy task. We like to act like it’s easy because that’s what everyone (meaning those who want to do it but don’t know anything about it) wants to hear so we, as an industry, often go right along with the charade and talk like it’s something you can do in your spare time.

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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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A Business Writer Who Gets SEO is a Marketer’s Best Friend

B2B Marketing Traction

Tweet. Marketers who want to get found online have a dilemma: they need to write for the search engines and for the readers, their prospects. Unfortunately today I see both good writing that clearly won’t work for the search engines, and really bad writing that has keywords and phrases in all the right places but doesn’t speak to the reader.

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Recommending Content and Automated Sharing of Content

Digital B2B Marketing

You find a great blog, read regularly, and tweet or share everything posted. So why not automate sharing what you already share , and get a few minutes back each day? On the surface, it seems logical. However, if you are using automation, it likely is having side effects. Automation has made your algorithm, primarily your selection of sources , more important than the content itself.

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Why You Need to Turn Your Content Marketing Upside Down

Convince & Convert

All companies now find themselves in two industries: the business they are actually in, and the publishing business. The death of the information intermediary is upon us, and companies need to tell their own story with speed and aplomb. But let’s not go overboard. Yes, you’re in the publishing business, but only as a means to an end. You should be using content as a way to generate new sales or maintain current customers.

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What does “Do It Wrong Quickly” really mean?

Biznology

Image via Wikipedia. I was privileged to keynote the Webdagene event here in Norway this morning, and they requested that I talk about “ Do It Wrong Quickly Marketing &# (link to slides), which I was happy to do. If you haven’t read my book (I assume that’s most of you), you might not be seduced by the idea of doing anything wrong.

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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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It’s All About the Landing Page

The Effective Marketer

Surprising results from eConsultancy’s recent survey on the use of QR Codes showed that: 64% of consumers don’t know what QR Codes are. Of the consumers that know what QR codes are, only 11% have used them. Of those that have used QR codes, 20% think they don’t really offer any advantages and don’t expect to use them in future. Yikes! The survey goes on to point out that marketers have to be innovative and think outside the box when it comes to using QR Codes: “Don’t rel

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Are Smartphones Making Us Stupid?

Digital B2B Marketing

Smartphones always have a corner of our attention. When they beep, buzz or blink, we take notice. Walking down the sidewalk, on public transit, or while watching television, our smartphones are our sidekicks. Even during meetings, or maybe especially during meetings. But our attention is rarely complete. Few people schedule smartphone time the way they [.].

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Five Tips for Building a Successful Start-up – And Creating Jobs

Adobe Experience Cloud Blog

by Phil Fernandez. Being based in Silicon Valley – which has continued to burnish its reputation as a hotbed of US entrepreneurial growth and excitement – I frequently get asked how one builds a successful start-up. This question is even more urgent on a macroeconomic level as the US struggles to re-energize its job creating capacity, which has all but sputtered out in the past year.

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Social Media Across the Organization

Biznology

I got a chance to speak Friday at a great event in Copenhagen along with speakers from Berlingske, Denmark’s national daily newspaper, and Facebook. My topic was how companies can use social media, not just for marketing, but across their entire organization. We focus a lot on using social media for marketing and public relations (as well we should), but we should also be thinking about how to improve other functions in our organizations, such as product development, customer service, and

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The AI-Enabled CMO: Practical Tips for Today's B2B Marketers

Speaker: Paul Slack, Vende Digital CEO

On October 11th, understand how to navigate the AI landscape confidently, turning insights into groundbreaking strategies that set you apart. Why attend? You'll learn: Practical applications/Use cases How to find and assess the right AI technology Prioritizing quick wins Mastering prompt engineering Solving marketing challenges efficiently Strategies to launch pilot programs Case studies of B2Bs building smarter businesses with AI Exclusive bonus content: Actionable frameworks to get started qui

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Content – The Biggest Hurdle in Digital Marketing for Manufacturers

Industrial Marketing Today

Most manufacturers of industrial products agree that digital marketing is essential for their success now and going forward. Yet, many of these industrial companies are struggling to implement digital marketing because of lack of relevant content. At first glance, that may sound like an oversimplification of a bigger problem. I talk to small and mid-sized manufacturers on a regular basis.

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Recommending Content and Automated Sharing of Content

Digital B2B Marketing

You find a great blog, read regularly, and tweet or share everything posted. So why not automate sharing what you already share, and get a few minutes back each day? On the surface, it seems logical. However, if you are using automation, it likely is having side effects. Automation has made your algorithm, primarily your [.].

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LinkedIn’s Newest Feature: InMaps

Adobe Experience Cloud Blog

by Maria Pergolino LinkedIn’s Newest Feature: InMaps. This Beta test from LinkedIn Labs has serious potential for B2B marketers. LinkedIn has a little-known, relatively new feature that may have the potential to increase the power of your professional network. A recent creation called InMaps offers a visual representation of what your LinkedIn network looks like.

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Why Zagat might be a smarter purchase for Google than Yelp

Biznology

Image via CrunchBase. By now you’ve heard the news that Google has purchased Zagat Reviews. For those of you who aren’t familiar with Zagat, it has a worldwide set of reviews that travelers have relied on for decades to choose the right restaurant. Google famously flamed out in its bid to buy Yelp in 2009, and has finally added the restaurant reviews it has craved.

Purchase 101
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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A simple way to build authoritative links to your site

EMagine B2B Blog

It’s been about 15 years since Larry Page and Sergey Brin hatched the notion of developing a new kind of search engine in that Stanford dorm room… one that would rank websites responsive to a given search query by their popularity, as defined by the number and quality of other sites that point (“backlink”) to [.].

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BREAKING: Facebook Announces New Subscribe Button

Hubspot

This afternoon, Facebook announced the release of a brand new feature, the Subscribe Button for profile pages. Ultimately, the new feature enables Facebook to support and provide even more publicly available content, which is a huge stride for its position in the search market. Up until now, users haven't had much control over what see in their News Feed.

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How B2B Sales Cycles Are Changing

Adobe Experience Cloud Blog

by Carol Fox As Dylan wrote, “The times, they are a-changing,&# and B2B sales cycles are no exception. In particular, social media and the dragging economy have caused major ripples in the business world. But regardless of the factors at play, it stands to reason that learning more about what’s happening to sales cycles can help sales and marketing departments figure out how to shorten them.