Sat.Feb 04, 2012 - Fri.Feb 10, 2012

Sales Prospecting Perspectives

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Teleprospecting Into The Mining Industry: There's Gold in Them Hills!

Sales Prospecting Perspectives

So you wanna start prospecting into the mining industry, huh (no pun intended)? Well, you came to the right place. Grab yourself something to drink and have a seat, because do I have a story for you. No seriously, this is going to take awhile. You might want to get a snack, too. To begin with, the most important thing to understand about the mining industry is that it has seen a lot of hardship in the past few years. Mining was one of the hardest hit industries during the recession, and a significant number of companies are still struggling just to stay afloat. It’s time to get mapping!

Sales Character: What You Do When No One Is Looking

Sales Prospecting Perspectives

Just read a great blog by Bob Terson entitled, "What is your word worth". could not agree more that honesty and integrity are the cornerstones of success in business and in life. The following paragraph in Bob’s Book, Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson sums it up nicely. ” Truer words were never spoken. Everyone wins

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3 Things You Aren’t Prepared For When You Build An Inside Sales Team

Sales Prospecting Perspectives

About a year ago I competed in one of those 10-13 mile obstacle course geared towards testing the participants’ physical and mental limits. buddy of mine had asked me to do it with him and I thought, “Hey I’m in good shape. I run, cross train, lift weights … no problem.” Pansies. Then the race started. It wasn’t due to lack of effort. You do. costs how much?

Anatomy of Qualifying a Teleprospecting Call

Sales Prospecting Perspectives

As a manger of client operations part of my responsibility is to help train our business development reps. In one of our classes, Qualification Training, we go through the process involved in a Teleprospecting call and the qualifying information that needs to be attained. Anyone who has been in sales knows that in order to convert a particular conversation to a “qualified lead” you need to uncover their pains and needs, budget, decision making process and time estimate for closing. If you look at the process from an unbiased outsider perspective it makes sense. This can happen.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

Eric Got Me Thinking About The Next Buyer Revolution

Tony Zambito

Image via Wikipedia. In my most recent article, Boost Demand Generation Using Target Ready Buyer Models , a comment was posted by the ever thoughtful Eric Wittlake, author of the blog B2B Digital Marketing and a member of the team at the Integrated B2B Marketing Agency – Babcock and Jenkins.  This comment really got me thinking.  Organization Infrastructure. Research and Insight.

Survey Results: Improving Content Marketing is the #1 Priority for 2012 Lead Generation.

NuSpark

I recently conducted a poll on LinkedIn asking respondents what they believe should be the #1 priority in 2012 for generating leads in B2B firms.  The poll was promoted throughout LinkedIn Groups; a mix of b2b marketing and sales groups that I am a member of.  I received 172 votes and the results were quite interesting. Great content is the fuel to social media messaging, sharing, and engagement.

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Will Content Marketing Destroy Social Media?

B2B Marketing Insider

There was a recent exchange on twitter where a prominent, intelligent and well-respected analyst predicted that content marketing will destroy social media. mean “Whoa!”…The ”…The power of content marketing! The suggestion was that content marketing will result in the rapid erosion of the sacred trust we all have in the established media. Is it blurring? chiprodgers.

Best Social Media and Digital Marketing Research and Statistics of 2011, Part 2

Webbiquity

Reports, surveys, studies and infographics are among the most popular content posted and shared across social networks. We’re all hungry for data. Marketers, we’re told, need to think like publishers. But which networks are most effective for spreading the content produced? How widespread, really, is the use of social media for marketing? Who is actually consuming all of this content?

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.

The Key Question Marketers Forget to Ask

Conversionation

“What do we want?”. It is the question marketers (and managers) ask each time they consider launching a new project or solving a business question. Answering it is a must if you want to develop a proper strategy. Define the goals, analyze the best ways to achieve them, determine how to measure success, launch, [.]. Blog Customer-centricity customer-centric Kristin Zhivago touch points

25 Non-Financial Benefits of Business Blogging

grow - Practical Marketing Solutions

While the use of blogging as a marketing and communications platform continues to grow for many organizations, you still might be facing this question from your boss — “Why are we doing this?” ” The most obvious answer is that you are ultimately trying to influence some behavior or attitude. You want your readers to buy, register, understand, donate, attend, etc.

Taking B2B Marketing Mobile: The Pitfalls and Payback

B2B Lead Generation Blog

She will be moderating a panel discussion, Integrating Mobile Campaigns for the Complex Sale , at the MarketingSherpa B2B Email Summit this Wednesday in Las Vegas.  I caught up with her to preview the discussion and reveal what she expects to be some key takeaways. There’s an immediacy to mobile that captures an audience as they move through their day, especially busy executives. Testing.

4 Problems Killing Thought Leadership Marketing

Digital B2B Marketing

Chris Koch shared Four Reasons to Hate Thought Leadership earlier this week. He made some great points in his call to end the use of the phrase thought leadership, but ultimately I disagree with his conclusion. We don’t need to stop using the phrase, we need to start using it right. The problem is thought leadership has become a catchall for any marketing that includes content. Unfortunately, looking back, it isn’t surprising that this happened. Here are four of the underlying problems that created the situation. 1. Marketing can facilitate, organize and amplify.

The History of Marketing: An Exhaustive Timeline [INFOGRAPHIC]

Hubspot

Ever since people have had something to sell, we’ve been marketing. But the effectiveness of those marketing methods have waxed and waned over thousands of years, and as consumers and their technologies advanced at a more and more rapid pace, marketers have had to change their game. It’s up to marketers to keep pace in this cluttered, fast-paced world if they want their message heard.

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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.

Four reasons to hate thought leadership

Chris Koch

You may have noticed that I’ve changed the name of my blog. I’ve changed it for two reasons. First, because I’ve left ITSMA and joined SAP , where I will focus on marketing the good ideas of the many subject matter experts there. I’m going to share my experiences in helping to build an engine for developing and disseminating good ideas for SAP (with names changed to protect the innocent and guilty alike). I won’t be focusing on B2B marketing in the broadest sense anymore; I’ll be narrowing things to idea marketing (and the role that social media play in it).

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Marketers, Managers and the Parable of the Monkey Tree

B2B Marketing Insider

Sometimes it seems like marketers in the trenches, marketing leaders and our agency partners are all talking different languages. We’re not on the same page… We should all be working toward the same goal of growing our businesses by meeting customer needs. That was the open-ended portion of the study and it evolved just about how we might think. The Parable Of The Monkey Tree. Strateg

The evolution of a blogger

grow - Practical Marketing Solutions

By  Srinivas  Rao, Contributing {grow} Columnist. While it’s tempting to see ourselves as marketers, what we’re really doing is creating art. Through our digital footprints we’re attempting to create our personal masterpieces and leave a mark on humanity. The Novice. As a novice you look to experts, mentors, and those who have come before you for advice. The Mechanic. The Artist. The Entrepreneur.

Week in Review - Feb 10th

Savvy B2B Marketing

Next week is Valentine's Day. While we're sharing a little love for some of our favorite blog posts today, we're also sending out some virtual XO's to all our fellow B2B bloggers, our clients, and everyone else who brightens our days. Wishing each of you an early warm & fuzzy Valentine's Day. Be good to your loved ones - and yourself! It’s Not What You Sell - It’s How You Sell It by @ InboundSales. Find out why your ability to make a sale is increasingly about delivering a buying experience that woos and wows prospects and customers. Noticing a theme?

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 Speaks: Tips for Crowdsourcing

Savvy B2B Marketing

The rise of social media has made crowdsourcing all the rage. Why read the opinions of just one person when you can get the 4-1-1 from a whole host of experts all in one place? But wrangling all those opinions can be a bit tricky. This week the Savvy Sisters share their best tips for crowdsourcing the pros - like a pro! Heather. Ask for a little - Get A Lot! Wendy. The Great and Powerful Internet.

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Savvy Toolkit - The Big 5 Mistakes - How not to make a B2B Website

Savvy B2B Marketing

The Savvy Sisters are big fans of the guys at BaseOne in London. They are frequently featured in our Friday Wrap Up and so when they put out this eBook on The Big 5 Mistakes that B2B Companies make on their website , I knew it would be good. It was so good in fact that it was basically a stroll down memory lane for past client projects! Stop the insanity.

What Can a Super Bowl Ad Buy You in Content Marketing?

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So, another Super Bowl gone. For those who advertised during the Super Bowl, the average cost of a Super Bowl ad this year was $3.5 million  to promote their brand in front of 111 million viewers. For those counting, that’s $116,000 per second. Back in 2008 I looked at how much content marketing you could buy for the price of a Super Bowl ad. That bought you A LOT of content. million.

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The Simple Template for a Thorough Content Style Guide

Hubspot

Content creation is central to your inbound marketing success, but as your volume of written content increases, inconsistencies are also bound to arise. That's why most companies that rely on content as a central part of their marketing strategy develop an editorial style guide. Section 1: Grammar. Decide which established style manual you will follow. For example: What do you capitalize? Academic.

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.

Social media truly levels the playing field

grow - Practical Marketing Solutions

If you can’t see this video, click here: Anne Reuss on social media and accessibility. Stop what you’re doing and watch this short video. In under two minutes, you will receive a very powerful message. When I first connected with Anne Reuss on Twitter, of course I didn’t know she was deaf. But I did notice that she was looking for a job, so I did what I could to help her. Twitter.

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The Naked Blog: Dress Up Your Words

Writing on the Web

What can you learn about  blog writing  and  content marketing  from the theater? As I’ve mentioned before, I’ve attended local theater productions, including performances on The Naked Stage. Photos courtesy Stuart Miles ). Hence the name,  Naked Stage : the presentation is devoid of any of the usual visual aids. In one of these performances, the narrator yelled, “GUN SHOT!”

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The Hemingway Guide to Content Marketing

It's All About Revenue

by Jesse Noyes | Tweet this Ernest Hemingway is one of the best writers of all time, but a great content marketer? Sure, Hemingway wasn’t out to warm up leads or sell a product. Well, maybe books.) Still, Hemingway’s writing process reveals great tips for content marketing. Below we suggest some words of wisdom from Hemingway you can apply to your content marketing process. 1. Don’t Over Think It. “…I learned not to think about anything I was writing from the time I stopped writing until I started again the next day.”. Hemingway learned how to turn off. Get Good Editors. Ezra Pound.

5 Ways to Differentiate Your Company in a Highly Competitive Marketplace

Fearless Competitor

5 Ways to Differentiate Your Company in a Highly Competitive Marketplace  (click on title to register for this webinar). Date: February 15, 2012 2:00 PM – 3:00 PM EST Presented by True Influence (“hand selected” Jeff as speaker for this event.). Overview. With prospects drinking from the fire-hose of content every day, their fingers hover over the Delete key. Some actual case studies.

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.

Content Marketing Tactics Now Critical to All Businesses [INFOGRAPHIC]

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I bumped into my good friend Chris Baggott from Compendium yesterday at the Online Marketing Summit. Every conference we run into each other at, Chris pulls me aside and says, “Joe, here we are at this INSERT NAME conference and a content marketing conference has broken out” The point? Everyone is talking content marketing these days. It didn’t used to be the case. Enjoy!

Why You Need Social Media Followers Who Won't Ever Buy

Hubspot

Which is better? 50 qualified social media followers , or 1,000 followers, many of whom will never buy from you ? The answer may surprise you. In social media, reach is of critical importance. In other words, in an online world, social reach shouldn't be a trivial factor for businesses leveraging inbound marketing. So, have you figured out what the right answer to our first question is yet?

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Utilizing Linkedin to Improve SEO and Organic Visibility

Modern B2B Marketing

by Jason Miller Your company and its employees are on Linkedin, but are you optimizing their presence? read a recent article from  Search Engine Land that talked about the link between Search Engine Optimization and Linkedin. It was a fascinating look at how a properly optimized Linkedin page, both company and employees’, can boost SEO and organic visibility. Click for full image.

Are you prepared to deal with social media backlash?

grow - Practical Marketing Solutions

The democratization of publishing through the social web is probably the most significant political, economic, and sociological force of our generation. But we have only seen it begin to coalesce into a political force in the past 12 months. During Arab Spring, it was a unifying force to overthrow dictators. Last month, the web’s united stand stopped proposed legislation in the U.S.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.

Do Your Social Media Accounts Belong To Your Business? Why Worry, When There Are Safeguards You Can Take Now

WindMill Networking

While many people have been hoping to get some resolution to the question of who owns the followers of a Twitter account from the ongoing litigation between PhoneDog and its former employee Noah Kravitz , this federal case in the Northern District of California is unlikely to provide clear answers.  Thus, the dispute is moving away from who owns the Twitter account. PhoneDog Lawsuit. Emmel, D.C.

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Is social media contributing to political paralysis?

grow - Practical Marketing Solutions

I’m a student of history … probably half the books I read are biographies or something to do with a past era.  So today I’d like you to oblige me while I connect the dots between the social media revolution and what appears to be increasing political paralysis in the U.S., India, Greece, and other nations. How might we explain the change? There is a certain beauty in this.

Email Summit: What’s the best lead generation tactic? All of them

B2B Lead Generation Blog

Tweet That’s the word from our own Brian Carroll, who made that proclamation in an interview at the MarketingSherpa Email Summit this week. Paradoxically, this is why it’s critical to be strategic. He explains there’s a lot of ways to acquire leads, but there’s no determining which ones work best without testing. But what compounds the situation is that marketers don’t have the time or resources to test every potential tactic. This is why Carroll advises looking at marketing like a portfolio manager looks at a mutual fund. They analyze the financial marketplace.

Taste-as-you-go during social media marketing prep

Biznology

I volunteer as sous chef at a Washington, DC , homeless kitchen. They serve fresh, organic dinners to folks who really need a healthy meal. Miriam’s Kitchen treats everyone who dines there as respected and honored guests. have learned a lot about how to be a much better social media marketer as a direct result of working both in the kitchen as a sous chef and also as dining room captain. Can

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.