Truth #5—The Truth about Multi-touch, Multi-media Marketing Programs
JUNE 26, 2009
Aberdeen's B2B TeleServices: The 2009 Buyer's Guide
DECEMBER 10, 2009
Big Hand Theory, Jack Welch and Hiring for Sales Lead Generation
DECEMBER 4, 2009
Driving Revenue: Ten Actions Senior Management Must Take Immediately
NOVEMBER 12, 2009
Sales Process: Even a Man Lost Knows Where He Wants to Go
OCTOBER 16, 2009
Cold Calling: Often we don't fail, we just give up…
OCTOBER 9, 2009
Take This Lead and Shove It!
SEPTEMBER 25, 2009
Ten Critical Questions to Ask about Your Marketing Strategy
SEPTEMBER 11, 2009
Why Sales Lead Generation Has Such a Bad Name!
AUGUST 24, 2009
Lead Generation—What I have learned. the hard way.
AUGUST 14, 2009
Truth #8—Segmentation and Closed Loop Marketing are Critical
AUGUST 4, 2009
Sales cycles squirrelly in 2009?
JULY 27, 2009
The B2B Demand Gen Marketing Playbook
Marketing and Sales in 2012–Integrated Marketing is the Sales Solution
JULY 20, 2009
Truth #7—Attributes of a Well-Qualified Lead
JULY 13, 2009
Truth #6—Best-in-class Prospect Development
JULY 3, 2009
Truth #4—The Truth about Sales Leads
JUNE 19, 2009
Truth #3—Cost per Lead Based Marketing Kills Companies
JUNE 5, 2009
Truth #2—Your Sales Force Needs Fewer Leads
MAY 29, 2009
Truth #1—Marketing and Sales Alignment is the Key to a Winning Hand
MAY 22, 2009
MARCH 22, 2009
Sales Ready Leads: Quality vs. Quantity
AUGUST 3, 2009
The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. As David Greenberg, Sr. Quality Vendor.
6 steps to writing a better Request for Proposals, a primer
JUNE 19, 2009
We believe strongly in Requests for Proposals (RFPs) as a tool for companies to find the best products and services at competitive prices, but also as an evaluation method for finding that elusive "best fit". However, too often the RFP process is run by people who have never experienced the process before, either from the issuer or vendor side, and essentially don't know what to say or what to ask.
Why Are Marketing Automation Managers So Hard to Find?
OCTOBER 16, 2009
Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators. But – if you decide to hire a Marketing Automation manager – what should you look for, and where do you find them? New technology requires people with a new set of skills, nothing new about that. But that’s for web analysts.
13 Top Books for CMOs - Recommended by The CMO Club
MARCH 5, 2009
Pete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Business Stripped Bare: Adventures of a Global Entrepreneur. Clued In: How to Keep Customers Coming Back Again and Again. Crucial Conversations: Tools for Talking When Stakes are High. Leading Change. Marketing Champions: Practical Strategies for Improving Marketing's Power, Influence, and Business Impact.
What Exactly IS Digital Body Language?
Digital Body Language
JUNE 18, 2009
I've been using the term "Digital Body Language" on this blog quite a lot for obvious reasons. However, I have not really taken a moment to define the term, as I realized recently after a presentation on the topic. So what is it? What we are referring to when we talk about Digital Body Language is the aggregate of all the digital activity you see from an individual.
TriComB2B: Smart. Strategic. Technical. - Technically Focused B2B Marketing Agency - formerly TriCom Marketing & Communications
JUNE 1, 2009
We get it. From writing technical bulletins for your sales force to composing a speech for your CEO, our technically oriented staff of engineers, account managers and marketers will produce deliverables that make sense for your business with results you can measure. We are distinctive due to our technical aptitude , industry knowledge and business acumen. Combined with a comprehensive portfolio of marketing tools and top-notch creative, these attributes enable us to develop innovative strategies and compelling concepts that accurately and effectively position your products and services.
5 quick tips to writing better proposals (RFP responses)
MAY 27, 2009
We're frequently asked for any tips we might have for people writing proposal responses to Requests for Proposals (RFP) that they've received. After finding us through the RFP Database , seeing the abundance of RFPs that it contains, and knowing that all of those RFPs are open competitions, the natural question is "if I'm going to spend time writing a proposal it has got to be a winner". Faced with the situation of having to read 300+ pages of different vendors' proposals many people read the first page and then start skimming, and if they're not skimming, their minds are probably going numb.
Fire your Director of Social Media!
Buzz Marketing for Technology
DECEMBER 22, 2009
At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media – I should be fired! and after thinking about that I can’t help but agree with him. Said differently how do we make social part of the very DNA of the firm? What’s your view? Tweet This! Digg this!
Is social media effective for B2B lead generation?
Sales Lead Insights
APRIL 13, 2009
I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. What’s all this have to do with social media? about a survey they recently conducted. Not bad!
Lead Generation Tips - Take 3 Hour Lunches
OCTOBER 1, 2009
There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.
7 Reasons Why Marketing Automation Projects Fail
AUGUST 24, 2009
Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. It is often positioned as something that will solve all your marketing problems for a couple of thousand dollars per month. Okay, I made up the part about brewing coffee. Unclear Prospect Profile(s).
5 Things My Father Taught Me About Selling
JUNE 22, 2009
Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. We're heading up to my sister's house today to visit with my dad, Roger Damphousse ("Pepere" as the kids call him), and eat again. Dad, here's to you.(see,