Chris Koch

OCTOBER 30, 2009

These are not the people we imagine Twittering about their need for complex enterprise IT services. And yet our latest annual survey of 355 buyers of complex IT solutions, How Customers Choose Solution Providers, 2009: The Importance of Personalization, Epiphanies, and Social Media, shows that the door to the C-suite is opening up.

Social Media 100

Social Media Peer-to-peer Enterprise Management Media 100

Ambal's Amusings

SEPTEMBER 17, 2009

One of the many goals of B2B marketing is to continuously forge better customer relationship. We have invited B2B Experts to shed light on the following question: " What is your one tip on how B2B marketers should forge customer relationships by providing compelling content? Get Customers. Get Customers. Get Content.

Work Management 100

Work Management Marketing Management B2B Marketing B2B 100

Industrial Marketing Today

MAY 21, 2010

As a B2B marketer, we want to reach our ideal prospects and communicate with customers to maintain top-of-mind awareness throughout their buying cycle. Research keywords and phrases used by your prospects and write blog posts with headlines that use those words and phrases. A B2B blog is the perfect online tool to accomplish that.

Web 2.0 60

Web 2.0 Buying Cycle B2B Blogger 60

Industrial Marketing Today

APRIL 20, 2010

They have compiled over 50 marketing charts and graphs based on analysis of their 2,500 business customers. NOTE: Requires registration to download) Please share with your friends and followers: Related posts that may interest you: Social Media Marketing: Time Trap or Opportunity Magnet? What Do You Make of Social Media? All Rights Reserved.

Social Media 60

Social Media Social Marketing B2B Marketing Web 2.0 60

Online Marketing Institute

MARCH 13, 2011

Applications such as Salesforce.com already let sales staff keep track of existing customers or potential customers, but Demandbase Stream falls into a newer category of tools designed to help them find new customers in the first place. Detailed information is vital for spotting potential customers.

Enterprise Management 40

Enterprise Management Marketing Automation Services Work Management Marketing Management 40

The Effective Marketer

OCTOBER 14, 2010

MarketingSherpa is known for quality content and I have attended a couple conferences ( I was a speaker at the Email Marketing Summit 2008) and have always thought that the best you get from attending an event like this is more in the form of networking than in content itself. You can leave a response , or trackback from your own site.

Planning 100

Planning Work Management B2B Marketing Marketing Management 100

Buzz Marketing for Technology

JUNE 27, 2008

March 14th, 2008. According to Nature in ‘ Six degrees of messaging ,’ computer scientists at Microsoft Research Redmond lab have logged a full month of instant messengers using — logically — Microsoft Messenger. Busy man… Sources: Katharine Sanderson, Nature, March 13, 2008; and various websites.

Enterprise Management 100

Enterprise Management Work Management Marketing Management Webcast 100

Industrial Marketing Today

SEPTEMBER 13, 2010

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs.

Buying Cycle 60

Buying Cycle Marketing Automation Services Peer-to-peer Web 2.0 60

Industrial Marketing Today

JUNE 19, 2010

The chart below from a research study done by Forrester illustrates this point very clearly. The sales team has a much better understanding of the needs of various stakeholders because of their customer-facing role. They have the insight on pain points and issues surrounding the customer.

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Buzz Marketing for Technology

JULY 7, 2008

My advice - get people talking about the customer lifecycle from pre-consideration to post purchase. To me, this is why this isn’t a fad - but genuine change in the customer interaction model (user to user, user to brand and brand to user). Tags: socialmedia , odriscoll , strategy , practices , influencers , VOC.

Social Media 100

Social Media Communities Wiki Work Management 100

Industrial Marketing Today

MAY 26, 2010

Without a clear understanding of the stages, it is difficult to align your marketing content with your customer’s decision-making process. During the initial Research phase, 42% of buyers evaluate four or more suppliers, but as buyers move closer to Procurement, only 26% get quotes from four or more suppliers.

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60

Industrial Marketing Today

JUNE 24, 2010

I came across two research studies that answer the last question with a big YES! link) examined 5Million messages sent out by over 19,000 of their customers who are primarily small businesses and found the following: Including social sharing options in emails increased click through rates by an average of 7.2% See charts below).

Social Media 60

Social Media Email Marketing Social Marketing Web 2.0 60

Convince & Convert

SEPTEMBER 22, 2010

If someone signs up to follow your company on Twitter, when you tweet will that person see it? That depends upon how many other people/brands they are following, and how often they check Twitter. In general, however, the chances any one Twitter follower sees any specific update from you is minimal. Very, very few.

Social Media 135

Social Media Media Webinar Metrics Paid Search Agency 135

Industrial Marketing Today

AUGUST 24, 2009

RESEARCH Even before I open up my trusty word processor, I head over to Google’s Keyword Tool. I use it to research key words/phrases that people are using to search for answers to their particular problem. You’d be surprised how many different ideas and variations you can get from your initial thought after doing your research.

Web 2.0 60

Web 2.0 Copywriting Content Buying Cycle 60

Industrial Marketing Today

JUNE 29, 2010

One of the key findings from the study was that B2B marketers are realizing that developing brand awareness among their customers’ customers can capture a larger share of channel margins and build loyalty that can protect them against lower-priced competitors. Analytics is the new marketing creative!

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Convince & Convert

SEPTEMBER 20, 2010

A comprehensive survey (1,753 respondents) released today by Edison Research, paints a fascinating picture of Twitter and its role in America’s social media ecosystem. Twitter is Ubiquitous Like Terrell Owens, Carrie Underwood, and Coke Zero, Twitter is almost universally on the radar of Americans.

Social Media 159

Social Media Media Stats Statistics 159

Industrial Marketing Today

JULY 23, 2010

Rule #1: Natural or organic search engine optimization (SEO) In the research phase of the industrial buying cycle , engineers and industrial buyers tend to use broad keywords and phrases that describe their current problem. In complex industrial sales, researchers often do not have the authority to make the final purchase decision.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Industrial Marketing Today

OCTOBER 2, 2010

According to SirrusDecisions research, the B2B buyer receives 20.3 They are combining video, audio and sophisticated tracking tools to deliver email campaigns with highly customized messages that engage prospects in their preferred format and measure interactions beyond just open and click-thru rates and well into website behavior.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

JUNE 12, 2010

They’ll ask friends at other companies, post queries to industry email discussion groups and boards, ping analysts or surf the Web researching. Your prospects will find pricing information even without your help. The only problem is, you’ve now lost control of your pricing messaging. Copyright © 2010 Tiecas, Inc. All Rights Reserved.

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

SEPTEMBER 3, 2010

The big hurdle they face is in engaging and converting readers into prospects, leads and ultimately customers. Most B2B marketers find it relatively easy to create and use content to gain search engine presence. Passive reading of your content will not move the prospect along in his/her decision making process.

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Ambal's Amusings

JANUARY 21, 2010

Blog Marketing Interactions Twitter Ardath421. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready. Blog B2BContentMarketing Twitter SeamusWalsh. in January 2008. Get Customers. Ardath Albee. Seamus Walsh.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Marketing Leads 100

Customer Experience Matrix

SEPTEMBER 9, 2009

Of all that research I mentioned last week , two pairs of facts stood out. If you’ve been wondering why Google should be concerned about Twitter and Facebook , that’s your answer. This is about direct contact with segmented groups of customers. Tags: database marketing social media marketing management. search marketing.

Social Media 120

Social Media Narrowcasting Media Database Marketing 120

Industrial Marketing Today

JUNE 8, 2010

Create and deliver useful information such as white papers, industry research and trends and how-to guides for selecting the right solution provider. You may be too close to the forest to see the trees, sometimes you may have to ask your current customers for their input. My take: Sharpen your listening skills.

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Buzz Marketing for Technology

JUNE 27, 2008

HTML-Tags: Subscribe. Supernova 2008 - Interview with Umair Haque. April 2008. March 2008. February 2008. January 2008. Election 2008. while dramatically improving customer satisfaction. » Your comment. Name (required). E-Mail (Required, not published ). Go to gravatar.com. Andrew McAfee.

Enterprise Management 100

Enterprise Management Work Management Paid Content Marketing Management 100

Industrial Marketing Today

MAY 3, 2010

You want your business blog to become the hub that attracts traffic, establishes your credibility and ultimately, moves those readers forward in their decision making process and become paying customers. Do a bit of keyword/phrase research before deciding on a topic or a title of your posts. It is all about them and not you.

Business Blogging 60

Business Blogging Web 2.0 Long Tail Marketing Business 60

Adobe Experience Cloud Blog

SEPTEMBER 29, 2010

Online accounted for 7% of the B2B marketing mix in 2008. Source : Forrester Research. 54% of CIOs prohibit the use of social networking sites such as Twitter and Facebook while at work. B2B Customer Perspective and Buying Process. Tags: Modern B2B Marketing b2b marketing B2B social media b2b statistics.

Statistics 48

Statistics B2B Marketing Emarketing B2B 48

Industrial Marketing Today

MAY 14, 2010

How do you shift the focus from you or your company to your prospects and customers? Customize them to suit your particular product line, which makes it much easier to specify and buy your valves. Your own engineers, technical and R & D team members are great resources for generating fresh content that is more customer-focused.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Industrial Marketing Today

JULY 20, 2010

by Achinta Mitra on July 20, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing , Sales Strategies To be successful in industrial and B2B marketing, one has to engage with prospects and customers in a meaningful manner. The four steps are: 1.

Creativity 60

Creativity B2B Marketing Lead Ranking Lead Scoring 60

Ambal's Amusings

DECEMBER 17, 2009

Get Customers. Blog Marketing Interactions Twitter Ardath421. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready. Twitter Search can reveal top-of-mind concerns and perspectives for specific topics. "Twitter!

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management B2B Thought Leadership 100

Industrial Marketing Today

JULY 9, 2010

For the answer to that question, I went to the “The 9 Metrics Every Marketer Must Track” webinar by Megan Heuer, Research Director, SiriusDecisions and Craig Rosenberg , Vice President, Products & Services, Tippit. Here are the key takeaways from the webinar: Don’t confuse marketing activity with results. All Rights Reserved. Resources

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Industrial Marketing Today

APRIL 30, 2010

For example, if you reference research conducted a year ago, is there a new source that will increase relevance? Think about new “arrangements&# of content as resource centers for prospects and/or customers. Refresh - Content gets stale over time. Change the title, heads and subheads and reword the bullets or key points.

Planning 60

Planning B2B Marketing Emarketing B2B 60

Industrial Marketing Today

JUNE 3, 2010

We already have lots of brochures and data sheets to give to our prospects and customers. Retrofitting optimization is much harder and it isn’t as effective as creating content from the ground up that is optimized for carefully researched keywords and phrases. There’s nothing new we can say on our website. All Rights Reserved.

Marketing Websites 60

Marketing Websites Web 2.0 Work Management Buying Cycle 60

Convince & Convert

MAY 5, 2010

Because you see, unlike most communities that are created based on brand affinity, and then conduct market research as an aside (if at all), JaneNation was built to tap into the minds of America’s females. Big companies are starting to follow JaneNation on Twitter , and engage with the community across the social Web.

Social Media 125

Social Media Advertising Agencies Paid Search Agency Media 125

Adobe Experience Cloud Blog

MAY 19, 2010

In 2008, Forrester Research found that more than half of B2B marketers either did not have a blog or were still figuring out their blogging strategy. By offering insight on trends and interviews with industry thought leaders, blog content can help B2B marketers prove to customers they’re an integral and involved industry player.

B2B Marketing 48

B2B Marketing B2B Thought Leadership B2B Thought Leadership 48

Online Marketing Institute

JULY 31, 2009

9) Collaboration — capabilities like wikis, sales-contributed content, voting and tagging. I’m gearing up to write a market overview about this space, so hearing from you early in the process will help to shape that research. Posted by: Bob McCarthy | August 27, 2008 at 10:32 AM Laura - Thanks for your leadership in this area.

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

Convince & Convert

JULY 20, 2010

About a year ago, I wrote a guest post here titled “ Use Online Listening for Competitive Research. Not unlike traditional surveys, keyword research and social data mining tools tell a powerful story about the information target audiences want from organizations, on-and-offline.

Social Media 139

Social Media Media Webinar Metrics Marketing & Strategy 139

Convince & Convert

JUNE 29, 2010

Im a frequent social media conference speaker , and interview social media luminaries for my Twitter 20 series of live Twitter interviews. But all is not lost, if you just commit to turning away from Starsky & Hutch, and toward the opportunities for greater good. How can I help you?

RSS 118

RSS Paid Search Agency Advertising Agencies PR 118