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  • SAVVY B2B MARKETING  |  MONDAY, AUGUST 10, 2009
    [2009] Three Tips to Engage the 'Short Attention' White Paper Reader
    Today we're pleased to feature a guest post from Jonathan Kantor , white paper expert and author of the The White Paper Pundit blog. We like Jonathan's approach of writing and designing for the short attention span reader, and here he shares some tips with us. Social Media has been heralded as the great new frontier in B2B marketing.
  • SAVVY B2B MARKETING  |  MONDAY, AUGUST 10, 2009
    [2009] Three Tips to Engage the 'Short Attention' White Paper Reader
    Today we're pleased to feature a guest post from Jonathan Kantor , white paper expert and author of the The White Paper Pundit blog. We like Jonathan's approach of writing and designing for the short attention span reader, and here he shares some tips with us. Social Media has been heralded as the great new frontier in B2B marketing.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 29, 2009
    [2009] Using LinkedIn to Gather Industry Intelligence
    We're pleased to present this post by guest author, Dianna Huff , who offers practical advice on how to find out more about -- and better connect with -- your prospects. After talking with him - and asking lots of questions about his industry - I asked, "Have you tried LinkedIn?" " he asked. "Uh, no. B2B social media).
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 29, 2009
    [2009] Using LinkedIn to Gather Industry Intelligence
    We're pleased to present this post by guest author, Dianna Huff , who offers practical advice on how to find out more about -- and better connect with -- your prospects. After talking with him - and asking lots of questions about his industry - I asked, "Have you tried LinkedIn?" " he asked. "Uh, no. B2B social media).
  • PHOENIX RISING  |  THURSDAY, DECEMBER 31, 2009
    [2009] Think Small
    It's the day for New Year's Resolutions yet again. We're all making our lists of ways to be better people, do better things, spread joy to more of those around us.    What a worthy cause! So why wait til New Year's? We can make those same resolutions every day of our lives.  Small acts can make a huge difference.
  • PHOENIX RISING  |  TUESDAY, NOVEMBER 24, 2009
    [2009] Friends Who Are My Family!
    I've been on my own most of my adult life.    I don't mind being alone. I'm an only child of two only children who had me at 42. grew up as the only kid in my neighborhood. Now that my folks are gone, I don't have close family since I don't have kids. Then came Twitter. joined Twitter about six months ago.
  • SAVVY B2B MARKETING  |  MONDAY, NOVEMBER 23, 2009
    [2009] IT Pros Don't Want to Register for Your White Paper
    I recently learned that Spiceworks surveyed 800,000 SMB IT pros to get their thoughts about registering for white papers. Spiceworks offers free networking monitoring software aimed at the SMB market. What's unique is the social-media component that Spiceworks has embedded into its application so its community of users can interact. Period. 90%. Q.
  • PR MEETS MARKETING  |  TUESDAY, DECEMBER 15, 2009
    [2009] PR Freelancers versus PR Agencies: Five Points to Consider
    Four years ago this month, I left the agency side to move in-house. During this time, I’ve had the opportunity to work with different types of agencies, do an agency search and consider the value of working with a PR freelancer. If you decide to bring in outside PR help, here are five points to consider: Administration. More Arms and Legs.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JUNE 30, 2009
    [2009] Data Management Is as Sexy as a High Quality Mattress
    I'm excited to have Tim Wilson from Gilligan on Data contribute today's guest post. Tim is one of the smartest guys on data management and data quality in the industry and brings a great perspective on what works in the real world. He also has one of the wittier writing styles out there, that makes his posts fun to read. What's important?
  • MARKETING EDGE  |  THURSDAY, AUGUST 20, 2009
    [2009] 4 Ways A Company Trusts Social Media
    Time 16:22. Chris Brogan and Julien Smith have this thing about trust. Their new book Trust Agents is a journey for companies and individuals to determine whether each is worthy of trusting each other. During a conversation tonight with a recently retired and senior Fortune 500 executive, I was reminded of the capitalist’s mantra, shareholder value.
  • THE POINT  |  THURSDAY, OCTOBER 8, 2009
    [2009] Is Social Media Wasted on PR Agencies?
    First, let’s get this out of the way: I know some very smart people in the PR field. Yes, some of my best friends are PR people. But good grief. I’m ready to conclude that many PR agencies don’t really get it when it comes to social media. Recently I was made privy to a social media plan authored by a client’s PR agency. Reasonable enough, right?
  • SAVVY B2B MARKETING  |  THURSDAY, SEPTEMBER 10, 2009
    [2009] An Indispensible Guide for Email Marketing
    In my previous life as a marketing manager, I executed email marketing campaigns regularly. knew there were so many things to consider to make the emails effective, but, truthfully, there was so much going on that I focused primarily on the content and read about email marketing whenever I had the time (which wasn't often). Use it wisely. Now What?
  • SAVVY B2B MARKETING  |  THURSDAY, SEPTEMBER 10, 2009
    [2009] An Indispensible Guide for Email Marketing
    In my previous life as a marketing manager, I executed email marketing campaigns regularly. knew there were so many things to consider to make the emails effective, but, truthfully, there was so much going on that I focused primarily on the content and read about email marketing whenever I had the time (which wasn't often). Use it wisely. Now What?
  • SAVVY B2B MARKETING  |  WEDNESDAY, SEPTEMBER 2, 2009
    [2009] What Marketers Can Learn from Top-Performing Sales Reps
    In its 7-part training series , Basho Technologies of Cambridge, MA outlines the skills that set sales professionals apart from their peers when it comes to closing deals. Understand prospects' needs and objectives The best sales reps don't begin an interaction with a prospect by talking about their own company and its offerings.
  • SAVVY B2B MARKETING  |  WEDNESDAY, SEPTEMBER 2, 2009
    [2009] What Marketers Can Learn from Top-Performing Sales Reps
    When it comes to closing deals, a few characteristics set sales professionals apart from their peers. Understand prospects' needs and objectives The best sales reps don't begin an interaction with a prospect by talking about their own company and its offerings. Only then can they determine whether or not their products or services will fit the bill.
  • SAVVY B2B MARKETING  |  THURSDAY, AUGUST 13, 2009
    [2009] Social Media Reality Check: You Need to Understand This - WOM Matters
    I recently witnessed a startling example of real-life word-of-mouth (WOM) in action while searching out a family-friendly breakfast spot in the posh, seaside town of Newport, RI. After wandering up and down the shop-lined streets for twenty minutes, my beau and our two girls decided on a bustling, second-story café. You are always on.
  • SAVVY B2B MARKETING  |  THURSDAY, AUGUST 13, 2009
    [2009] Social Media Reality Check: You Need to Understand This - WOM Matters
    I recently witnessed a startling example of real-life word-of-mouth (WOM) in action while searching out a family-friendly breakfast spot in the posh, seaside town of Newport, RI. After wandering up and down the shop-lined streets for twenty minutes, my beau and our two girls decided on a bustling, second-story café. You are always on.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, NOVEMBER 3, 2009
    [2009] A multi-modal approach to lead nurturing
    To be successful at lead nurturing marketers can't rely on one specific channel but rather they need to leverage a multi-modal portfolio of channels. The goal of lead nurturing is to maintain a relevant and consistent dialog with viable future customers - regardless of their timing to buy. In short, it’s about relationships.
  • PR MEETS MARKETING  |  MONDAY, SEPTEMBER 7, 2009
    [2009] Five Simple Tips for Managing a LinkedIn Group
    One of the great things about LinkedIn is the ability to start a group around an organization or topic. I co-manage the Virtual Events Forum which addresses topics related to virtual events and environments. This is a great way to add a personal touch while saving you time. This will keep things orderly for your group. Any other recommendations?
  • SAVVY B2B MARKETING  |  MONDAY, OCTOBER 5, 2009
    [2009] WTF, B2B? Lighten up already! 7 Examples of Humorous B2B
    Life is not meant to be that hard, and neither is marketing. Every once in a while, a swift kick in the pants is just what the doctor ordered to remind us not to take ourselves quite so goddamn seriously. As Brandan Gill wisely observed, "Not a shred of evidence exists in favor of the idea that life is serious." Some are old, some are new.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 14, 2009
    [2009] Lead Generation Check list – Part 3: Develop and intensify your Ideal Customer Profile
    I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that in my experience helps improve lead generation efforts. The first installment discussed changing your mindset to focus on conversations not campaigns. Now, for step three. Develop and intensify your ideal customer profile now.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, SEPTEMBER 25, 2009
    [2009] Marketing Automation Weekly Wrap-up - 2009/09/25
    It’s been more than a week since I wrote my last weekly wrap-up, and that is more a reflection on me than on the writing this week. There are again a lot of great posts out there this week, and I enjoyed reading many more than I was able to highlight here. Laura’s insights and depth really show through well. link].
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 24, 2009
    [2009] Lead Generation Checklist - Part 1: The Mindset: Conversations, not campaigns
    Building an effective lead generation program is kind of like baking a cake. There are certain ingredients that are absolutely necessary. You can tweak the recipe a little here and there adding your own special touches as long as you include the main components. It’s an eight-step checklist. Any one of the eight steps is as important as the others.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, FEBRUARY 27, 2009
    [2009] Scoring the Stages of a Buying Process
    When we talk about lead scoring, the goal that comes to mind most often is determining which leads are ready for handoff to sales. This, however, is only part of the picture. Some of us are able to map out a full buying process that is common to many or most of our buyers.
  • CONNECT THE DOCS  |  TUESDAY, DECEMBER 8, 2009
    [2009] ClickLaunch: Jonathan Kantor's Crafting White Paper 2.0
    We have grown accustomed to short, quick messaging methodologies and unable to read detailed information for a substantial period of time before becoming distracted by events that require our immediate attention. What impact does this have on the readers of our white papers? How do we ensure that our white paper is not only read but also acted upon?
  • SMASHMOUTH MARKETING  |  MONDAY, DECEMBER 21, 2009
    [2009] Lead Gen Call Center In The Cloud - Virtual Hybrid
    When we started Green Leads we set out to build the perfect Virtual Call Center. We accomplished it, and other than not seeing people face-to-face, the way we work is identical to a traditional call center. We can see people's dials, what CRM records they modify, listen in for training, etc. We lost two employees who wanted more of a team community.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, APRIL 7, 2009
    [2009] Social Media speeds Onboarding
    I am officially up and running now in my 6th week here at Avaya and loving my new role. And what has been really interesting for me to see was the difference between organizations when it comes to things like social media. So naturally I signed up and started sharing. Now we can get down to the business of making an impact for the organization.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, NOVEMBER 5, 2009
    [2009] B2B Marketing University: For Now, Marketing Automation and CRM Are Still Separate
    Summary: Marketing automation and CRM systems may eventually converge, but for now marketers need help explaining why they need a system of their own. hugely enjoyed yesterday’s Boston session of the Silverpop -sponsored B2B Marketing University. But there were a couple of topics that caught my fancy: 1. Vendors take note. 2.
  • SALES LEAD INSIGHTS  |  WEDNESDAY, AUGUST 12, 2009
    [2009] B2B Lead Generation Checklist: 22 Success Tips
    What do I like best about being a B2B lead generation consultant? The fun part is I get to work with some of the best people at the best companies in the business. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: ? Aim where your prospects are. ? Focus on generating response. ?
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, AUGUST 20, 2009
    [2009] Is Real Time Marketing in your future?
    In fact I would argue it is here today. Take a look at one of my last post on Hey Marketer - When was the last time you talked with a customer?? And then ask yourself – how long did some of those interactions take. For Example - We resolved the issue for the person below in 15 minutes! It takes months to plan and execute.
  • MARKETING EDGE  |  TUESDAY, AUGUST 18, 2009
    [2009] Trust Has Value
    Time 22:33. Trust is not a new thing in marketing and communications. The most trusted name in news, is the most hackneyed phrase on TV. believe trusted means you transfer your brain space for figuring stuff out to others, you transfer your emotional defense mechanisms to another entity. Trust in social media is now at the individual level.
  • SALES LEAD INSIGHTS  |  TUESDAY, NOVEMBER 3, 2009
    [2009] B2B Email Marketing: Interview with Stephanie Miller
    This study tracks with Return Path’s Deliverability Benchmark Report on the first half of 2009, which is based on the data Return Path manages for ISPs and corporate system administrators. My guest today is Stephanie Miller , email expert and co-author of Sign me up! This is true for even the best of marketers. Yikes! Yes and yes.
  • BEYOND  |  FRIDAY, AUGUST 21, 2009
    [2009] Viral marketing: the pandemic is over
    A decade or so ago, when email had reached critical global mass, we all realised that certain attachments had the power to propagate themselves. The video with the cat jumping out of the bush. The spoof Ferrari engine sound effect that ultimately spawned the Crazy Frog phenomenon. They (we) were right of course. The viral marketing epidemic is over.
  • BEYOND  |  MONDAY, AUGUST 17, 2009
    [2009] The 3 big social media questions
    Sometimes, it’s good to return to the basics. have been looking for a way to distil the essence of social media marketing for B2B and, over the course of a number of conversations with clients, it has become clear that there are just 3 things a B2B organization needs if it is going to have a strong, useful presence on the social web.
  • LEADSLOTH  |  MONDAY, NOVEMBER 16, 2009
    [2009] How Are CRM and Marketing Automation Different?
    Last week I presented a session at Silverpop’s B2B Marketing University in Atlanta. In addition to Marketing Automation, there were two big topics: Social Media and CRM. will write about Social Media some other time, and focus on CRM in this post. Many attendees were confused by CRM vendors claiming to offer full marketing functionality.
  • MARKETING INTERACTIONS  |  WEDNESDAY, NOVEMBER 25, 2009
    [2009] Do Your Marketing Emails LIE?
    Every once in a while - as you who read my blog know - I get a bit irked at the irresponsible email practices of companies that play fast and free with their databases. So, here's my latest rant about bad email practices. Although, this one is simple - Don't Lie to Your Leads! Which I did not. " I thought, Cool - something useful.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, NOVEMBER 17, 2009
    [2009] Marketing Analysis: Foundations for Great Analysis
    One of the most commonly cited benefits of implementing a marketing automation system is the opportunity to improve your organization’s ability to analyze marketing effectiveness. This is indeed possible, and provides a powerful advantage to organizations who are successful. In this post, we’ll look at the key foundational elements of good analysis.
  • DIGITAL BODY LANGUAGE  |  MONDAY, NOVEMBER 2, 2009
    [2009] SaaS, Social Media, and the Economics of Smart Buyers
    There are a few trends in the industry that are worth commenting on in that they relate in a very interesting way. If we look at this from a purely theoretical standpoint it begins to become clear why it is the right strategy to begin to freely provide education, insight, guidance, and help to the audience at large through social media.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, OCTOBER 27, 2009
    [2009] Service Economics in a "Something Failed to Go Right" World
    I don’t think I’ve been to a conference lately that didn’t have a mention of Twitter and its effect on service teams everywhere. What I mean is, the idea that Twitter and social media can, and should, be used to enhance our service offerings will almost certainly fail if we just think of it as a service team challenge. Let’s look at the math.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, APRIL 17, 2009
    [2009] Why the Contact Washing Machine must be In-House
    As B2B marketers, we all deal with the same reality; we receive a continuous stream of dirty data, but yet realize that success requires us to work with clean data. wrote some time ago about the Contact Washing Machine concept, a data cleanliness program that standardizes and normalizes data within a B2B marketing platform.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JULY 28, 2009
    [2009] Marketing Automation - What does it mean?
    Consistently, the term “marketing automation” is applied to our industry. find it a term that is less than ideal when it comes to describing what the industry does, but nonetheless, the term has stuck. Also, given that the industry’s growth is surging, there’s an opportunity to look at the dynamics that are driving this desire to automate marketing.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, SEPTEMBER 8, 2009
    [2009] Relationship Sales and Today's New Buyer
    For years, the prevailing thinking in sales has been oriented around relationship sales. The idea was that by being a friendly person, a good listener, and a decent golfer, you could gain the opportunity to build trust with potential buyers. However in today’s world, there is often not an opportunity to have that conversation in the first place.
  • PHOENIX RISING  |  TUESDAY, NOVEMBER 17, 2009
    [2009] Learning to Say No
    I admire all my associates who just say No. When a client or friend asks them for that little extra something, they sometimes graciously decline. One hundred hour weeks to pick up the extra load at a client's? No problem. When a client asks for that little extra something, I add it to my list and keep right on running.   It's funny. 
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, AUGUST 25, 2009
    [2009] Twitter does not have an Out of Office feature
    So at a recent Social Media event we got to talking about the Motrin social media scandal. One of the threads that jumped out at me was the part about the mommies who responded happen to really speak out late on a Friday night. And by Sunday, Motrin has responded and removed the ads that started the whole issue – just 2 days later.
  • SAVVY B2B MARKETING  |  MONDAY, SEPTEMBER 21, 2009
    [2009] Two Non-Traditional Approaches to B2B Registration
    Last week, Stephanie recommended marketers collect incremental information during the registration process , asking for more information during each interaction. Along with Stephanie's suggestion, I also want to share two other alternatives. Option 1: Self-selection. Want the White Paper and I'll Contact You When I'm Ready. Title. First name.
  • CONNECT THE DOCS  |  WEDNESDAY, DECEMBER 9, 2009
    [2009] The Importance of Powerful Visuals in Content Marketing
    Content isn’t just about text anymore. In fact, too much text can harm your efforts to engage an audience. With peoples’ shortening attention spans, you need to think visually, and use powerful visuals to attract and connect with your audience. People now post over 14 million photos a day on Facebook. more clearly.
  • PHOENIX RISING  |  SUNDAY, AUGUST 16, 2009
    [2009] The Company You Keep
    Remember when your folks told you to choose your friends wisely?    They were trying to protect you, but they also knew that you'd be judged based on your friends. People perceive us in part based on who we hang around with, who we point to as 'friends' and associates. Birds of a feather flock together. So why partner?
  • MARKETING INTERACTIONS  |  MONDAY, SEPTEMBER 14, 2009
    [2009] Why Storytelling is Critical for Business
    Kathy Hansen of A Storied Career has compiled her interviews with 40 storytelling practitioners (me included) into a topical eBook that's a must read for businesses trying to raise their level of  personalization and develop relevant dialogues with customers, prospects and employees. Storytelling is in our genes."
  • LEADER NETWORKS  |  FRIDAY, MAY 29, 2009
    [2009] How to kill an online community in 10 easy steps
    There has been a lot of buzz lately about how many empty or failed online communities litter the web. As with any hype-cycle, people run out to get or make the latest thing - in this case a social network or community - and often don't think through what having one will be like. Believe when you launch the community that your work is done.
  • PR MEETS MARKETING  |  TUESDAY, DECEMBER 23, 2008
    [2009] Let the 2009 Trend Lists Grow
    So what do I think will be top trends for 2009? While this will provide immediate cost and time savings by reducing travel and hotel costs, I think that the pendulum will swing back by the end of 2009. Other 2009 Predictions: Peter Himler over at The Flack beat me to a list of 2009 trends. Here are my top three:  .
  • MARKETING GENIUS BLOG  |  TUESDAY, AUGUST 18, 2009
    [2009] What to Look for When Purchasing in the Cloud
    I had the great pleasure of presenting at last week’s Cloudworld Conference at Moscone Center. Not surprisingly the subject was Cloud Computing—specifically “What to Look for and What to Look out for when Purchasing in the Cloud”. And with good reason. Here’s my top six in each category. things to look for: 1. Ease of use. No/limited IT involvement.
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 19, 2009
    [2009] How Do You Compare to the Best Content Marketers?
    B2B marketers can glean lots of great insights from this $399 report (being offered for free until October 2, 2009). Recently Michele Linn posted about the importance of mapping content to the buying cycle. This is no surprise. Joe Pulizzi of Junta 42 lays out the reasons so many marketers don't do content marketing.
  • SAVVY B2B MARKETING  |  TUESDAY, OCTOBER 27, 2009
    [2009] How to Squeeze the Most Life from Your Content
    Nearly half of marketers don't think (or aren't sure) they have enough content to fill their marketing needs. Those are the findings from an Executive Benchmark Survey of B2B marketers conducted by Bulldog Solutions and Frost & Sullivan. As a marketer, you should be concerned if you can relate to those findings. generate leads).
  • SAVVY B2B MARKETING  |  MONDAY, AUGUST 3, 2009
    [2009] 5 Things You Should Know BEFORE You Write an eBook
    eBooks are all the rage in B2B marketing, which is why we are thriled to feature this guest post from our friend and fellow blogger, Jonathan Kranz, who just published an eBook on eBooks. On the marketer's content menu, eBooks are the main dishes - the entrées that can give your company entrée onto the prospect's short list of worthy vendors.
  • SAVVY B2B MARKETING  |  MONDAY, AUGUST 3, 2009
    [2009] 5 Things You Should Know BEFORE You Write an eBook
    eBooks are all the rage in B2B marketing, which is why we are thriled to feature this guest post from our friend and fellow blogger, Jonathan Kranz, who just published an eBook on eBooks. On the marketer's content menu, eBooks are the main dishes - the entrées that can give your company entrée onto the prospect's short list of worthy vendors.
  • SAVVY B2B MARKETING  |  TUESDAY, JULY 21, 2009
    [2009] Keeping Customers in Rotten Times
    Need to know how to keep your customers in hard times?The The Savvy Sisters welcome Mark Schaefer who shares four simple ways to fortify your business despite the challenging economic climate. The recession is a war and there will be far fewer companies standing at the end of it. Listen. Do your customers annoy you? Keep asking for new services?
  • SAVVY B2B MARKETING  |  TUESDAY, JULY 21, 2009
    [2009] Keeping Customers in Rotten Times
    Need to know how to keep your customers in hard times?The The Savvy Sisters welcome Mark Schaefer who shares four simple ways to fortify your business despite the challenging economic climate. The recession is a war and there will be far fewer companies standing at the end of it. Listen. Do your customers annoy you? Keep asking for new services?
  • PHOENIX RISING  |  WEDNESDAY, DECEMBER 2, 2009
    [2009] Lessons From a Porch Light
    The last few weeks I've had a barrage of pornographic messages on Twitter. They are obscene, graphic and embarrassing. block the senders and delete the messages, but they just keep coming. My other friends are getting them as well. My email reflects Twitter.   My personal space is filled with blatant disrespect. But what can we do?
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, MARCH 25, 2009
    [2009] Lead Scoring - Thinking of Outputs First
    I was on a webinar with Todd Davison of BullDog solutions the other day, and he had a great way of showing the outputs of lead scoring that I wanted to share as it gives a great conceptual model for how to think about lead scoring and what to do with the scored leads. Todd used a 2x2 matrix to talk about lead scoring from the perspective of outputs.
  • DIGITAL BODY LANGUAGE  |  THURSDAY, JULY 9, 2009
    [2009] A Logo is Not a Brand: B2B Marketing and Social Media
    I’ve been part of the Online Marketing Summit (OMS) tour this summer, and it has given me a great chance to interact with a lot of marketers about the challenges they are facing. One recurring topic, as you would expect, is social media and the role it plays in marketing and sales. However, I would argue that the opposite may be true. More stable?
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, AUGUST 19, 2009
    [2009] Marketing Automation Reliability
    In selecting marketing automation software, there are considerations that go well beyond features and functionality. In this short but information-packed video, Abe Wagner , co-founder and V.P. Engineering with Eloqua talks about what he would look at if investigating a marketing automation or demand generation software investment.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, FEBRUARY 4, 2009
    [2009] Four Practices to Increase Webinar Effectiveness
    Couple that with the current economic climate and you have a few great reasons to include webinars in your 2009 marketing strategy. Are you using webinars as a lead-generation tactic in your marketing efforts? According to MarketingSherpa , webinars are "one of the top two lead-generation tactics for B-to-B technology marketing".
  • CONNECT THE DOCS  |  THURSDAY, NOVEMBER 19, 2009
    [2009] ClickInsights: How to make marketing messages memorable?
    B2B Lead Generation Benchmark Study 2009. B2B Lead Generation Benchmark Study 2009. Think quickly. Which marketing slogan or jingle can you hear in your ear? Which marketing logo or picture appears before your mind's eye? Why do we remember only some marketing messages over others? " Read on to get their insights. Blogs. Books.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, DECEMBER 14, 2009
    [2009] Spredfast Offers Systematic Management for Social Media Campaigns
    Summary: Social Agency’s Spredfast helps marketers schedule social media campaigns the same way they schedule paid advertising. It seems like common courtesy to listen to an existing conversation before jumping in with a comment. Only later would they initiate conversations and, eventually, provide tools to help their friends spread the word.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, OCTOBER 21, 2009
    [2009] MarketingProfs Digital Mixer: Top 20 Tweets #mpdm
    MarketingProfs Digital Mixer kicked off yesterday with some great speakers. unfortunately was not able to attend, but thanks to our buddy's at Hubspot , I was able to watch the live video stream--and thanks to twitter, I was able to capture tons of great data. Here are my top 20: MattTGrant : Recap of Sesh on Webinars and Lead Gen at. mpdm [Yaaay!].
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, NOVEMBER 6, 2009
    [2009] B2B Marketing University Part 2: Marketing Content Has to Work Harder
    Summary: As marketers add more content to meet needs throughout the purchase cycle, they must work harder to ensure prospects actually read it. One of the emergent themes at Tuesday’s session of the B2B Marketing University was the growing importance of marketing “content”. Of course, buying stages and buyer types have always existed.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, AUGUST 18, 2009
    [2009] Five Ways Facebook Can Get You Fired!
    Can your social media activities cost you your job? You bet they can, and it’s my mission to show you how to avoid that fate! You are about to see a number of real-life case studies about Facebook. These people are not actors or anything I dreamed up – they are real people whose lives changed based on a few bad keystrokes and misaligned priorities.
  • SMASHMOUTH MARKETING  |  FRIDAY, AUGUST 7, 2009
    [2009] Hubspot - Smashmouth Preview
    Karen Rubin and Mike Volpe Hosting Hubspot TV's 1 Year Anniversary. Yesterday was the start of my evaluation of Hubspot. There will be a Smashmouth Product Review coming shortly, but I just had to comment on how it got started. It doesn't impact the review, but it definitely impacts my impression of the company and people. As far as the review.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, AUGUST 26, 2009
    [2009] Lead Generation Tip - Don't Be An Expert
    There was a LinkedIn Question today that I answered. It is such a valuable tip, I thought I would cross post it here. Question : If the goal of a call is lead generation and appointment setting for my sales engineer, how should I handle a prospect when they ask a tough technical question I can't answer? The right person to talk to is Mike.
  • SMASHMOUTH MARKETING  |  SATURDAY, AUGUST 8, 2009
    [2009] Smashmouth Preview - Hubspot
    Karen Rubin and Mike Volpe Hosting Hubspot TV's 1 Year Anniversary Yesterday was the start of my evaluation of Hubspot. There will be a Smashmouth Product Review coming shortly, but I just had to comment on how it got started. It doesn't impact the review, but it definitely impacts my impression of the company and people. As far as the review.
  • SMASHMOUTH MARKETING  |  MONDAY, JUNE 22, 2009
    [2009] 5 Things My Father Taught Me About Selling
    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. That said, it reminded me that one of the most influential people in my business life was my dad. Dad, here's to you.(see,
  • DIGITAL BODY LANGUAGE  |  THURSDAY, AUGUST 13, 2009
    [2009] What is B2B Marketing?
    What exactly defines Business to Business (B2B) Marketing? It’s an interesting question, as marketing is a discipline that is common across both business to consumer (B2C) and business to business (B2B) organizations. However, beneath the surface, there are significant differences in how B2B and B2C marketing is done in today’s environment.
  • MARKETING INTERACTIONS  |  SUNDAY, AUGUST 23, 2009
    [2009] Customer Content vs. Marketing Content
    There's a big difference between the information that will engage your customers and that which will engage your prospects. If you're trying to "kill two birds with one stone," the result may be just that literal. Your customers already know you. It's nice to meet you," neither should the content you share with them.
  • MARKETING INTERACTIONS  |  MONDAY, DECEMBER 14, 2009
    [2009] Is Your B2B Marketing Content Reader Friendly?
    I was just reviewing some survey results from the Eccolo Media 2009 B2B Technology Collateral Survey and came across this highlight: "People prefer to consume collateral from their desktop: Only 1 in 4 surveyed even print out an online document." And that's what got me thinking. Up and down. Up and down. Up and down. and more.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, JUNE 25, 2009
    [2009] 7 Ways Facebook will Change your Life!
    So I have just finished co-authoring a book called Facebook Marketing for Dummies (Wiley) due out this summer. It was a very eye opening experience to say the least. But the one thing it taught me was a profound respect for the Facebook platform. What you are about to see is a number of ideas I have about the future of Facebook.
  • SAVVY B2B MARKETING  |  TUESDAY, JULY 14, 2009
    [2009] 11 Golden Rules for Lead Generation that Works
    Effective lead generation requires strategic planning, a well-considered process, and continual attention. While the following is by no means an exhaustive list, it will help you build a solid foundation for your lead-generation activities. 1. Establish a common understanding. Know your prospect. Focus on your prospects' needs. Test and optimize.
  • SAVVY B2B MARKETING  |  TUESDAY, JULY 14, 2009
    [2009] 11 Golden Rules for Lead Generation that Works
    Effective lead generation requires strategic planning, a well-considered process, and continual attention. While the following is by no means an exhaustive list, it will help you build a solid foundation for your lead-generation activities. 1. Establish a common understanding. Know your prospect. Focus on your prospects' needs. Test and optimize.
  • SAVVY B2B MARKETING  |  THURSDAY, JUNE 18, 2009
    [2009] Does Your B2B Website Content Create Competitive Advantage?
    At Savvy B2B Marketing, we thrive on different perspectives and new ideas, which is why we are thrilled to welcome today's guest blogger, Ardath Albee. We enjoy Ardath's blog, Marketing Interactions , for its keen insights into B2B marketing (and so do many others - check out all her top blog awards!) Which of our solutions is best for you?
  • SAVVY B2B MARKETING  |  THURSDAY, JUNE 18, 2009
    [2009] Does Your B2B Website Content Create Competitive Advantage?
    At Savvy B2B Marketing, we thrive on different perspectives and new ideas, which is why we are thrilled to welcome today's guest blogger, Ardath Albee. We enjoy Ardath's blog, Marketing Interactions , for its keen insights into B2B marketing (and so do many others - check out all her top blog awards!) Which of our solutions is best for you?
  • SMASHMOUTH MARKETING  |  SUNDAY, NOVEMBER 29, 2009
    [2009] B2B Marketing Predictions for 2010 - Reflections
    So reflect on 2009. I recently was asked to participate in Ambal Balakrishnan's ( @ambal ) ebook, to be published at year'd end and then available from her blog, Connect the Docs. She asked a bunch of B2B marketing experts for their predictions for 2010. For the full text, you'll have to check back with Ambal, and I'll promote it as well.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, OCTOBER 2, 2009
    [2009] Marketing Automation Weekly Wrap-up - 2009/10/2
    I was thrilled to see an extremely kind accolade from Pete Jakob on his B2B Marketing blog about these updates, so hopefully this week's selections don't disappoint. The pressure is on now, I realize. A few of this week's best posts tackled topics around word-of-mouth marketing. The buying process is slow and steady.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, AUGUST 7, 2009
    [2009] Marketing Automation Weekly Wrap-up - 2009/08/07
    There are so many great writers in the field of demand generation and marketing automation out there that create fresh and interesting content each week. Some are entertaining, some are practical, some are thought provoking, and they are all worth a read. good discussion starts in the comments: [link].
  • PHOENIX RISING  |  TUESDAY, DECEMBER 15, 2009
    [2009] The Path of Least Resistance
    Is it human nature to take the easy way out? I've been thinking about that a lot lately. Wondering if we compromise to bypass the argument if we disagree with our co-worker or let that guy be abusive to his terrified child in the grocery line because we don't want to get involved. What happened to our adventure spirit?
  • CONNECT THE DOCS  |  THURSDAY, NOVEMBER 5, 2009
    [2009] ClickInsights: What is your favorite white paper? Why do you like it?
    White papers come in all shapes and forms. Our Panel of White Paper Experts have written and reviewed thousands of white papers over the years. Which white paper stands out in their mind? Jonathan Kantor's Favorite White Paper -- Transforming Sampling into Shopper Marketing: Walmart’s “Bright Ideas” Event Program. Jonathan Kantor.
  • CONNECT THE DOCS  |  THURSDAY, SEPTEMBER 10, 2009
    [2009] ClickInsights: 3 important components that will make a great case study
    ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature "top-notch" industry experts and thought leaders and get their insights, opinions and predictions. All case studies are not created equally. Blogs. Casey Hibbard's blog Stories that Sell.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 16, 2009
    [2009] Alterian Pushes Into Social Media Management with Techrigy Acquisition
    Summary: Alterian's purchase of Techrigy marks the first integration of serious social media management with marketing automation. Others are sure to follow. Marketing automation vendor Alterian yesterday announced its acquisition of social media monitoring company Techrigy. Sparingly. But that makes the acquisition still more intriguing.
  • MARKETING INTERACTIONS  |  MONDAY, OCTOBER 12, 2009
    [2009] Articles are Food for Lead Nurturing Programs
    One of the things that's very cool about content marketing is that there are so many different kinds of content to create. You've got white papers, eBooks, customer success stories, how-to guides, videos, podcasts, Tweets, blog posts.and more. What I fail to understand is why the article gets so few kudos. No mention of the article.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, MARCH 6, 2009
    [2009] Assessing the Buyer's Toolkit - 10 examples
    If, as B2B marketers, we're going to help buyers along in their buying process, the first thing we need to understand is how they buy. wrote about Scoring the Stages of the Buying Process the other day, but the next step is to use that insight in order to help guide the buyer along. Used to connect with buyers who are seeking solution vendors.
  • DIGITAL BODY LANGUAGE  |  THURSDAY, MAY 14, 2009
    [2009] The Medium is the Message: B2B Marketing, Social Media, and Conversation Context
    Ever since Marshall McLuhan published his 1964 book Understanding Media: The Extensions of Man , we have been familiar with the phrase "The medium is the message". The medium in which a message is delivered has as much of an effect as the content delivered in that medium. Today's world of social media needs to be viewed in a similar light.
  • DIGITAL BODY LANGUAGE  |  MONDAY, DECEMBER 21, 2009
    [2009] Happy Holidays from all of your friends at Eloqua
    Ahh…the dreams of youth; so full of hope for the future. This holiday season, we invite you to view the Eloqua Holiday Cinema eMovie special release, ‘Career Day’ for a glimpse into youthful aspirations. This eMovie was inspired by a scene from the award winning romantic comedy, Annie Hall, which was directed by Woody Allen in 1977.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, FEBRUARY 20, 2009
    [2009] Social Media and B2B Marketing - 6 Things You Can Do
    The conversations are happening, and as marketers we do not have control of them. That much we know, and for anyone who doubts it, David Meerman Scott's discussions on the topic are excellent - [link]. But, what does that mean for us as B2B marketers? However, when they do, they are coming with a specific question in mind. Focus on being credible.
  • MARKETING INTERACTIONS  |  TUESDAY, JULY 28, 2009
    [2009] Genius is Bringing GURLs to the Social Party
    I had the privilege of speaking with the Genius folks today about the GURL TM s and some cool new web analytics features they'll be rolling out this fall. For those of us who've been wondering how the heck to prove ROI is possible with social media, we may have found a way to do just that. But the GURLs change that.
  • MARKETING INTERACTIONS  |  MONDAY, JULY 13, 2009
    [2009] Many B2B Websites Still Suck Wind
    Why is it that B2B websites are so terrible at engaging the people they're designed to serve? The simple answer is because companies tend to design websites based on what they think is important, rather than what their prospects and customers value. This has been said again, and again.and again. But, that's a conundrum for another post.
  • SMASHMOUTH MARKETING  |  TUESDAY, AUGUST 18, 2009
    [2009] Inbound Marketing and Outbound Marketing, by Tony Soprano
    Tony Soprano: "Every decision you make affects every facet of every other #?%!% thing.". ok, the Tony Soprano thing was just a late addition after I read some hilarious quotes from the show on IMDB last night, and realized they had some.ahem. relevancy -- just a little fun ;). Then there was the Google. Classic inbound marketing.
  • PR MEETS MARKETING  |  SUNDAY, OCTOBER 11, 2009
    [2009] Marketing and Public Relations – Nothing but lies?
    Note:  This past year has been one of reflection regarding family, friends and career, especially in light of what happened earlier this year. This will be one of many posts regarding various topics that I’ve mulled over from time to time through the year. Thank you in advance for your support and comments as I explore these topics.  .
  • ANYTHING GOES MARKETING  |  SUNDAY, JANUARY 18, 2009
    [2009] Twitter and Customer Service - Potential PR Nightmare
    Your company may have just started down the path of using Twitter as another communication channel. (If you're not there yet, that's cool but keep reading because there are some items to be aware of. Now back to our story). You may use it to highlight upcoming events, press releases and product/service updates. Respond to the twitterer directly.
  • CONNECT THE DOCS  |  THURSDAY, SEPTEMBER 17, 2009
    [2009] ClickInsights: How B2B marketers should forge customer relationships by providing compelling content?
    B2B Lead Generation Benchmark Study 2009. ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature top notch industry experts and thought leaders and get their insights, opinions and predictions. Recommended Resources from B2B Marketing Experts.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 21, 2009
    [2009] $600 Discount on MarketingSherpa's Email Summit for my readers
    I’m looking forward to heading down to Miami for the upcoming MarketingSherpa Email Summit 2010. Besides giving me a valid business reason to leave Minnesota in the winter (and if you’ve been here in January, you know why I'd want to), I’m even more excited about MarketingSherpa's new specific B2B track. hope you see you there
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 17, 2009
    [2009] When leads lie, what should you measure?
    Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to CIO article by David Tabor, " When Leads Lie." Check both resources out they are well worth a read. Here's a few excerpts from Tabor's article:  Why do leads lie? Leads lie because we think they’re saying something that they aren’t.
  • SAVVY B2B MARKETING  |  THURSDAY, DECEMBER 10, 2009
    [2009] Making a Case for Consistency in B2B Case Studies
    There's something comforting about consistency. Even as children, we are grateful for structure and guidance (much as we may outwardly resist it). And that preference stays with us into adulthood. Admit it – you get a good feeling seeing the same cheery face serve your hot drink every morning at the local coffee shop.
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