2011

Smashmouth Marketing

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28 Questions to Ask B2B Appointment Setting and Lead Gen Vendors

Smashmouth Marketing

There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Outsourcing some or all of your appointment setting or lead generation activity to a third party vendor is a task that shouldn't be undertaken by responding to one cold call. Words of wisdom from two industry leaders: Trish Bertuzzi, Inside Sales Expert , @bridgegroupinc : "Hiring a third party lead gen vendor is like dating… the chemistry is either there or it is not. Cost per lead is a narrow look at the success of a program. Autodialers?

The ROI of Conference Calls vs. Face to Face Meetings

Smashmouth Marketing

Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? I was recently in the UK for business and saw sales reps investing a half day or more traveling for 30-60 minute meetings. Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ.

Inside Sales Managers: 4 Ways to Motivate Your Team

Smashmouth Marketing

You'd think that in today's economy, a steady paycheck would be enough motivation to get the best out of people, right? Not always the case, nor should it be. Part of any manager's role is to make the people around them better. Whether it's mentoring someone to take over your role when you ascend the corporate ladder, or taking a rep with just enough potential under your wing, ultimately, the job of a manager is to improve his or her team. The Sales Manager is always looking for better performance from a team, and in order to get that, you've got to give a little. Believe me, it works! 3.

Green Leads Acquires Target 250 – Forms Fastest-Growing B2B Demand Gen Company in North America and Europe

Smashmouth Marketing

Merger Provides Global Enterprise Software and Technology Companies with Deeply Integrated, Quality Pipeline Generation Services. SCOTTSDALE, AZ (Marketwire – May 4, 2011) – Today, at the SiriusDecisions Summit, Green Leads announced the acquisition of Target 250 to form the fastest-growing pay-for-performance demand generation company in the industry. and Europe.”

The Rise of the Customer Marketer

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

Quality Leads Produce Better Pipeline: SiriusDecisions 2011 Summit

Smashmouth Marketing

Green Leads is pleased to announce that we will be a Gold Sponsor at the SiriusDecisions 2011 Summit--B2B Sales and Marketing: Forging a New Alliance. The event is scheduled May 4-6 at the Fairmont Scottsdale Resort. This event is considered the premiere B2B Sales and Marketing event of the year and if you are into Sales, Marketing, Demand Gen, and any discipline that surrounds it, this is the event to attend. Each year, the theme focuses on aspects of how sales and marketing can, and should, intersect. Come to the Summit and find out what the experts think about the topic.

Sales & Marketing Leadership Conference

Smashmouth Marketing

I can’t be at the Sales & Marketing Leadership Conference in Scottsdale, Arizona, on April 11, but I encourage you to check it out. The event features keynotes from John Grosshans of SAP Americas and Justin Shriber of Oracle (the latter will be reprising his presentation from the recent Sales 2.0 Conference, which sparked a debate a pretty good debate about the future of predictive analytics and CRM.). There will be a big emphasis on how the many ways sales & marketing can (and should) work together to shorten sales cycles and optimize lead gen.

Lead Gen Scripts: They Have to Go

Smashmouth Marketing

There are a lot of great sources for telemarketing and teleprospecting calling tips out there, and just several weeks ago we brought you some great outbound calling tips from the best BDR's our management team has ever worked with. That being said, there are some bad tips out there that need to be put to rest. They just don't work any longer and they're not helping anybody succeed at generating quality b2b leads. Top of the list: Stick to the script - There was a time when it was imperative that you stick to your prospecting script. They can read through a script all day long.

Demand Gen Freestyle Takeaways from Focus.com

Smashmouth Marketing

Two weeks ago I hosted participated in Focus.com's Demand Gen Freestyle (replay here) discussions. Focus.com makes the world's best business expertise available to everyone, and they often run roundtable discussions several times a week. Craig Rosenberg hosted the Demand Gen centered discussion, with a panel of Adam Needles of Left Brain Marketing , Cody Young of Reach Force , and Tom Searce of Searce Market Development and myself. It was a great discussion. We talked a lot about what isn't working in b2b demand generation, and shared some stories about things that are working.

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.

Thesis vs Genesis – Comparing Premium WordPress Themes

Sazbean

Over the Labor Day weekend, I had the pleasure of working on my first website using the Genesis Framework from StudioPress. I say pleasure because it happened to be my husband’s new photography site, and it was the first theme he’s chosen that didn’t lead me to using a string of obscenities that might actually shock people who regularly watch HBO. Thesis vs Genesis. Enjoy! 59.95.

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The Trouble with Klout

Paul Gillin

Estimating influence is a delicate balance of art and science. People are drawn to quantitative methods because scores are easy to understand. The downside of reducing influence to a number, though, is oversimplification. Lately, I’ve been looking at  Klout , the popular new tool that bills itself as “The Standard&# for influence measurement. The more I look at it, the less I like it.

7 Reasons Why Business Websites Are Still Important

Sazbean

With all the hype around Facebook, blogs and Twitter, I often get asked whether a business still needs a website. seriously) Having a good website for your business is even more important now that technologies like Twitter and Facebook make it easier for more people to find you. People search through search engines like Google or Bing, not via Facebook for fan pages. What do you think?

The Nifty 50 Top Women of Twitter for 2011

Webbiquity

Few phenomena have ever spread as far and grown as rapidly as social media; obviously, this has tapped into something essential to our nature. What is it? The answer may come from the email marketing field. According to a recent study by email service provider Aweber, four simple words virtually guaranteed to get an email opened are: “You are not alone.”. Jennifer Aaker. aaker. Diana Adams. Ambal.

Social CRM and Return on Marketing: Customer Life Cycle Value

Conversionation

No marketing activity is an island. No customer-centric business process should be isolated. Every business should be working on integrating all data platforms, silos, marketing channels and businesses processes right now in order to have a single customer view and 360 degrees social CRM approach. Smart campaigns and branding are crucial for every business. Integrated. People-centric. Why now?

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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.

Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part I

B2B Lead Generation Blog

Tweet. SiriusDecisions made a brilliant contribution to B2B marketing several years ago when they created their Demand Waterfall. That “waterfall” is a metaphor for key funnel stages. It seems like everyone I talk to who works in the technology industry, which is an early adopter of marketing innovations, uses the Demand Waterfall framework. What Does “Marketing-Qualified Lead” Mean to You?

Connect Your Blog to Facebook Automatically

Writing on the Web

Are your blog posts fed automatically into Facebook? The other day I was horrified to learn that a dear client was manually posting his blog articles to Facebook. Yikes! No wonder blogging seems tiresome and time-consuming. took my pencil and rapped him on the knuckles, gave him a virtual scowl and promised to write a post about how to do this. How to Automatically Link Blog Posts to Facebook.

6 Reasons Social Media Sucks, But You Need to Use It Anyway

Webbiquity

Amid all of the hype, conferences, and rapid adoption of social media marketing by organizations from sole proprietors to the Fortune 100, there remains an undercurrent of skepticism. This surfaces in posts like Social Media Skepticism , 5 reasons why social media skeptics maybe right and Business social networking: where’s the ROI? Image credit: Spin Sucks. Reasons Social Media Sucks. 1.

Content Marketing: What Content People Share And Why They Do It

Conversionation

Why do people share content? It’s a simple question but when looking at it, you’ll quickly discover the answer is all but easy, depends on many factors and requires a good deal of psychological insights. However, in trying to answering it, one can find a lot of value for his business and “target groups” in this social media and multi-channel marketing age where content plays an increasing role and content marketing is a hot topic. Content is an enormously broad concept that we use every day without really defining it. We seldom talk about what it is. Thus context. Or are we both?

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.

Social Media is Lowering Our Content Standards

Digital B2B Marketing

Sharing has ceased to be an endorsement of the quality of content. Social media has created the expectation that we share content, and in the drive to meet the content demands social media places on us, our content standards are falling. …&# or “+100 RT …&# ). As Jessica Northey wrote recently, Don’t Should On Yourself and instead, find what works for you. Forget the Rules.

Monitoring vs Analytics [Infographic]

Buzz Marketing for Technology

After two years at the helm of Avaya’s social media strategy which produced a very strong ROI in the Social Customer Support area, I am happy to say we finally got that strategy institutionalized within the Support organization so I found myself with a rare opportunity to evolve our strategy from brand monitoring and reputation management to something higher order like Social Insights.

50 (of the) Best Social Media Guides, Tips and Insights of 2011 (So Far)

Webbiquity

Social media marketing has gone well beyond the hype stage and is now mainstream business practice. Still, questions remain: how do I use social media most effectively across the enterprise? Which social media monitoring tools should I use? What should I monitor for? How do I use my time and resources most effectively? What social media developments and trends should I be watching? What to do?

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. Customer service is number two. Certainly not with advertising.

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.

The New Social Buyer Ecosystem

Tony Zambito

Image via Wikipedia. From a B2B market view, the new social buyer ecosystem continues to undergo a rapid evolution.    The pace in 2011 has noticeably quickened.    A new social buyer ecosystem is developing with implications on our conventional thinking about how B2B buyers in particular may actually go about researching and buying. New Buyer Perspectives Evolving.

The Ultimate Truth About Klout and Influence

Conversionation

An analysis of Klout, the use of it and the concept of influence from the Klout and social network perspective. Let me start by disappointing you. I do not know the ultimate truth. just wanted to grab your attention. That’s what you do with a post title now and then. However, now that you’re [.]. Opinion Social media marketing Eloqua influence Joe Fernandez K+ Klout Klout score PeerIndex

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.

Make Your CFO a Social Media Fan

Buzz Marketing for Technology

Social media definitely pays off, but you’ve got to focus on the approach not the tools. Social Media has hit the mainstream these days but the big concern on every product marketer’s mind has been how to justify the ROI?  Never is that more true than at budget time. Why are you wasting the company’s money by giving them geek toys when they should be doing real work for us? Users. Employees.

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 Cross-Channel Customer Experience Must and How to Achieve It

Conversionation

If you occasionally read my posts here or elsewhere, you probably know by now that a consistent and valuable user experience, a multichannel approach with a strong dose of social and customer-centricity are my favorite themes. Actually, I don’t like the word customer-centric too much, I prefer the term ‘people-centric’. Why is the customer experience so important? Succeeding. How far are you?

#NewNewTwitter: A New Opportunity for Marketers

Digital B2B Marketing

Twitter announced a new interface, rolling out over the next few weeks, this morning. You can preview the interface and the new features at fly.twitter.com. Compared to this change, the previous change to New Twitter (the current interface) was minor. This is a major change and for marketers, it is a far more interesting change. Discover. Discover. Discover.

Content Marketing in a Blink: The Content Grid v2 [Infographic]

It's All About Revenue

by Joe Chernov | Tweet this Last June, Eloqua published the first infographic on the then-nascent content marketing industry. We called it The Content Grid.  The public seemed to like the visual. It earned six awards, sparked dozens of speaking engagements, and triggered a number of “how do you _&# calls from Fortune 500 companies. What a difference a year makes. Enter June 2011. Facebook.

How social media muteness endangers your company: The crisis at McKinsey

Chris Koch

McKinsey recently learned a difficult lesson about what happens when the world takes your thought leadership marketing seriously—and when you lack the ability to respond in the moment through social media. The trouble started when the McKinsey Quarterly published an article in early June entitled How US health care reform will affect employee benefits,  based on a survey the firm did about what will happen to employer-sponsored health care insurance coverage when the President’s health care law goes into effect in 2014. textbook example of pragmatic thought leadership. And so it did.

The B2B Marketer's Field Guide To Customer Engagement

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

20 Experts, 1 Awesome Resource: The Social Media ProBook

It's All About Revenue

by Joe Chernov | Tweet this You may have noticed that over the past month or so, several influential social media professionals changed their profile pictures to funky avatars of themselves.  Edelman’s David Armano went so far as to name his digital persona Vector David (I didn’t have the heart to point out his digital doppelganger’s unfortunate initials). That project goes live now. Right now.

As Business Goes Social, CIOs Sit on Sidelines

Paul Gillin

The disconnect between CIOs and the emerging world of social business became clear to me at a conference I attended about two years ago. entered the room late, but figured I could quickly catch up on the proceedings by checking the Twitter stream of attendees. With an estimated 300 senior IT executives in the room, I expected there would be plenty of chatter going on. Same Old Song and Dance.

What You Really Must Know To Succeed in Social Media Marketing

Conversionation

Social media and networks have been part of many internet users’s life for the last six to seven years, with services popping up and falling down at an astonishing pace. And, yet,  social media marketing is still a very “hot&# topic. From forums to blogs: online conversations are happening since years and the success of [.]. Blog Connected marketing Social media marketing social media marketing

Best Facebook Marketing Tips, Techniques and Tools of 2011, Part 1

Webbiquity

You know the statistics : Facebook is the most popular method for sharing online content. It’s approaching one billion users worldwide. 85% of B2B journalists are on Facebook. 61 of the world’s 100 largest companies maintain Facebook brand pages, as do 71% of B2B firms. Three-quarters Three-quarters of North American advertising agencies say their clients run PPC campaigns on Facebook.

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.