Mon.Feb 27, 2012

The CRAP Report

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Sales Management & The Impact of Social Media

Your Sales Management Guru

Sales Management and the Impact of Social Media. Ken Thoreson. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. In the traditional sense of a new product introduction, social media is moving through various stages. This is exactly what I believe is the direction we will move.

Lead Scores Too High? Maybe They Need An Expiration Date.

The Point

In the early stages of a recent client engagement, it became apparent that the schema already in place to determine and assign lead scores was, well: broken. The most glaring symptom was the absurdly high scores: hundreds of contacts had lead scores of more than 1,000, even though the supposed threshold for a sales-ready lead was a mere 100 points. attends Webinar, VP-level title or above).

Are you on your customer’s A-List?

grow - Practical Marketing Solutions

By Contributing {grow} Columnist “Social Steve” Goldner. Good Golly Miss Molly. I’ve been busy. Between work overload, family health issues, running with the kids schedule and just the general day to day hectic world, I‘ve had no time to be social. But I am sure it is very different for you. Right! I had called up a good buddy as I had a free hour to hang out. No matter what.

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17 (of the) Best Email Marketing Guides of 2011


As figures below show, email marketing remains a vital element of modern B2B and B2C marketing programs. More than four out of five internet users check their email first when they go online for business each day, and nearly three-quarters check email six or more times per day. Email and social media play well together. How can marketers determine the best frequency for their email campaigns?

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Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

The iPad and the False Distinction Between Consumption and Creation

B2B Memes

Listening yesterday to Leo Laporte’s podcast, This Week in Tech , I was reminded how technology is constantly befuddling those who believe in a clear distinction between content consumption and creation. Midway through the show (at about 1:09), discussion turned to how Adobe will soon be releasing Photoshop for the iPad , and how Microsoft is expected to do the same for its Office suite. Of course.

LinkedIn Launches Company Follow Button (How to Add It Now)


Looking to generate more followers for your awesomely optimized LinkedIn Company Page ? (It It is awesomely optimized, right?) This morning, LinkedIn made it just a little bit easier to generate company followers with the launch of its new follow button. No navigating to the LinkedIn website required! And yes, you should want some more followers. 69%) and Facebook (.77%). It's easy!

How One Comic Genius NewsJacked the Entire 2012 Oscars

Content Marketing Today

Sasha Baron Cohen Grabs the Spotlight with Only a Beard, a Uniform, 2 Pretty ‘Security Guards’, and the ‘Ashes’ of Kim Il Jung. Every year the American Academy Awards attracts tens of millions of viewers, no matter how boring the 3+ hour television event might be. Comic Genius Becomes PR Genius, Too. Cohen displayed not just comic genius, but PR genius well.

Best Place to Eat at 4AM (And 8 Other SXSW Tips)

It's All About Revenue

by Jesse Noyes | Tweet this It’s that time again. South By Southwest is upon us, and tech geeks, film aficianados and music lovers will soon converge upon Austin, Texas for about two weeks of mayhem. Last year, we gave nine tips on where to eat, drink, hang out and nurse a hangover during SXSW Interactive (or SXSWi, for those in the know). Here are x tips to make feel more like a local at SXSW.

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.

Missed the Webinar, but the Truth is Ugly

Fearless Competitor

Virtually everyone raising sales quotas, few companies feeling confident in making the number and companies adding even more salespeople – sounds to me like a prescription for disaster! I missed this webinar by CSO Insights, so I did not get all the details from Jim and Barry = but the facts in their email were scary indeed. I believe it’s time to take some of that money you were going to use to hire salespeople and instead invest in BtoB demand generation with companies like Find New Customers. Unless something changes, a LOT of salespeople will miss quota in 2012. CSO Insights.

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20 Fresh Stats About the State of Inbound Marketing in 2012


HubSpot's 2012 State of Inbound Marketing Report is now available! The report is based on a survey conducted in January 2012 of 972 marketing professionals. The study includes data and insights about marketers' costs, budgets, lead quality, and priorities. Here, we'll reveal some of the most interesting statistics from the report. 10 Graphs from the 2012 State of Inbound Report. Tweet This!

Fueling Your Inbound Marketing Strategy: Staff and Budget

Modern B2B Marketing

by Jon Miller So your company is committed to an inbound marketing strategy; in which kind of resources should a CMO invest on a sustainable basis? Success with inbound marketing will not happen by itself. A baseline of random acts of marketing punctuated by bursts of short-term activity won’t cut it. 25 to 1,500 employees) to fuel your efforts. Thanks to Kuno Creative for inspiring this list.

SEO is Only One Part of an Integrated Marketing Strategy


People are constantly using the Internet. Whether they are browsing from a desktop computer, laptop, smart phone, or tablet, the Internet is always “on”. When people are looking for information and researching products and services, they turn to the Internet. More specifically, they turn to the search engines. If a searcher has never heard of you before, they will be less likely to click.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

SEO FYI: 9 Tips for B2B Website Lead Generation Improvement

B2B Ideas @ Work

The B2B website home page plays a major role in lead generation and positive return on marketing investment. B2B marketers must drive qualified visitors to the website and convert them to qualified leads with a persuasive call-to-action. Visitors can then access an offer by providing contact information on a landing page. These conversions can then be nurtured with marketing automation and passed on to sales for further follow-up and ultimately converting to new customers. To evaluate the effectiveness of your home page, review your web analytics often. Constantly updated content.

How To Cold Call A Sales Executive

Sales Prospecting Perspectives

Cold calling can be hard enough, never mind cold calling into sales prospects who are professionals in the very process you are trying to engage them in. As in any other role, sales professionals have business challenges just like any IT, finance, marketing, or HR exec. I have made cold calls into marketing, IT, education, engineers, finance, even scientists.

What everyone needs to know about content


If there is one theme that resonates on this blog, it’s Content. My definition of content, as it relates to Content Marketingis; the message we share in order to attract the right people’s attention and then earn their interest, to their betterment and the development of our company and personal brand. Content is going to be extremely important in 2012 with Google changing its algorithm and with people looking at ways to create a strong presence on platforms that continue to change, like Facebook, Twitter, Linkedin and Google+. Great content is the one constant! News & Notes

This is the week that was: Is the world ready for change?

Earnest about B2B

While we are treated to one day of glorious sunshine in London, and share stories from a very Earnest night out; we look back on a week in which all the talk was about the Pinterest craze swooping the internet. Amid all the pinning, however, we managed to dig out the best blogs, articles and resources to keep you knowledge thirsty B2B marketers going for another week. Only time will tell.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.

This is the week that was: Is the world ready for change?

Earnest about B2B

While we are treated to one day of glorious sunshine in London, and share stories from a very Earnest night out; we look back on a week in which all the talk was about the Pinterest craze swooping the internet. Amid all the pinning, however, we managed to dig out the best blogs, articles and resources to keep you knowledge thirsty B2B marketers going for another week. Technology and marketing budgeting of the week: Since the economy rudely came and ruined the party bankers were having a few years back, a bright light has been shone on what goes on behind closed doors in these organisations.

INFOGRAPHIC: Guide to Social Media Success

Client Bridge

From Simply Business, here's an infographic flowchart for business owners implementing a social media strategy. Click image to open interactive version (via Simply Business ). View Original Article