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  • MARKETING INTERACTIONS  |  TUESDAY, SEPTEMBER 22, 2009
    [2009] 23 Reasons Why Content Marketing Fails
    I've seen some strange things happen to content. In an effort to help you get the most out of your B2B content marketing efforts, I thought I'd shed some light on the kind of stuff that can derail your attempts to gain the attention of your prospects. Only use a content resource once and then archive it somewhere offline.
  • SAVVY B2B MARKETING  |  WEDNESDAY, DECEMBER 9, 2009
    [2009] 5 Ways to Repackage Your Best B2B Content
    I think about B2B marketing at the strangest times. Yesterday, it crossed my mind while eating lunch. The night before, I made some Asian-inspired pork tenderloin, which was good, but it was even better in the sandwich wrap I concocted with some miscellaneous ingredients in the fridge. What does this have to do with B2B marketing? Need Content?
  • JUNTA 42  |  FRIDAY, JUNE 19, 2009
    [2009] 10 Social Media Tools - Best Kept Secrets
    My friend Scott Abel ( The Content Wrangler ) gave an outstanding presentation at Web Content 2009 on social media tools - best kept secrets.    The full presentation is below, but here's the quick take on the 10 Scott shared: 10 Web 2.0 Tools Marketers Can Use Today View more Microsoft Word documents from Scott Abel. Ping.fm.
  • JUNTA 42  |  TUESDAY, JUNE 2, 2009
    [2009] 42+ Social Media Marketing Tools
    Had a great time yesterday at the MagsU workshop on "Opening the Emedia Toolbox" In the session, we reviewed numerous online tools on how to develop social media strategies for personal branding, new revenue streams, search engine optimization, new content initiatives and more for content providers/publishers.  The Basics. Yahoo!
  • ANYTHING GOES MARKETING  |  SUNDAY, MAY 17, 2009
    [2009] Latest B2B Marketing Trends From SiriusDecisions Summit 09
    What I have done is reviewed the tweets from the latest SiriusDecisions Summit 2009 and captured points that I thought were interesting and categorized them. If you’re looking for an eloquently written post on how B2B marketing has changed and recommendations on what you should do, you’ve come to the wrong page. Chad H.
  • ANYTHING GOES MARKETING  |  SUNDAY, MARCH 8, 2009
    [2009] Social Media Success Stories
    Blogger: Blogging is the Differentiator Some people may have written off blogging and I admit that I have a love/hate relationship with it but in 2009 I’m definitely seeing it as even more important social media tool. How am I doing this? With real stories! In a few short months, the group has 32 members without having done any advertising.
  • CHRIS KOCH  |  FRIDAY, JUNE 26, 2009
    [2009] Three steps for B2B marketers to build a personal social media presence
    In my last post, I hope I convinced you why you should establish a personal presence in social media even if your company hasn’t done so yet. That was the why of social media. This time, I’d like to concentrate on the how. m going to attempt to explain it by humbly offering my own initiation into social media as a guide. Monitor. Pick an RSS tool.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, SEPTEMBER 3, 2009
    [2009] Show Me the Numbers: Hard Data on Internet Use and Media Spend
    Probably the most comprehensive study along these lines was Global Faces and Networked Places , released by Neilsen in March 2009. Forrester and Marketing Profs report B-to-B Marketing in 2009 shows that business marketers most commonly use their company Web site, email, public relations and trade shows. in 2009 to 8% in 2014.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, AUGUST 13, 2009
    [2009] 8 Tips for generating high quality leads that sales people love
    Ask most executives and marketers what sales people need to sell in this economy and they will say, "more leads." " So their lead generation focuses on getting MORE leads to their sales team but I've found that sales people really don't want more leads. Developing high-quality leads requires work but it's worth it.
  • JUNTA 42  |  TUESDAY, JUNE 9, 2009
    [2009] Five Reasons why Content Strategy comes before Social Media
    Get Content Get Customers is just hitting bookstores now ( you can read the news release from McGraw-Hill here ). When Newt and I first started putting the book together in late 2007, content marketing was a relatively unknown term. Ah, but social media is all the rage. Is social media working for you? That includes you. What are your key messages?
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, AUGUST 27, 2009
    [2009] Using Social Media to Deepen Customer Relations
    An obvious win for companies looking to jump into Social Media is in the Customer Support area. As more and more customers voice their opinions online, the choice is not if you should be responding using Social Media, but when are you going to start responding! If that isn’t a wake up call for Technology Companies, I don’t know what is!
  • PHOENIX RISING  |  TUESDAY, NOVEMBER 10, 2009
    [2009] Walt's Rolling in His Grave
    I grew up with a happy friendly Mickey - ready to lend a hand to support his fellow 'Toons' and always there to brighten the day with a smile. Mickey was the symbol of good clean living, family values and All American spirit. still remember meeting Mickey for the first time in Disneyland - at the ripe old age of six. Mickey was my hero.
  • LEADSLOTH  |  FRIDAY, JULY 10, 2009
    [2009] Demand Generation Blogs Continued
    In the spirit of Twitter’s Follow Friday I’d like to finally publish the remaining Demand Generation blogs that I enjoy reading. Earlier I published the Top 10 Demand Generation vendor blogs and the Top 10 Marketing Automation Blogs. Of course, there were many great blogs that I forgot to include, so here are the remaining ones!
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 26, 2009
    [2009] Need Content? 20 Formats to Consider
    Content makes the world go round, doesn't it? B2B marketers know they need content, but sometimes it can daunting to decide what to produce. To make your job a bit easier, I've compiled a list of 20 types of content to consider. eBooks I'm a big fan of eBooks. For inspiration, check out some of our favorite eBooks. Try a slideshow.
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 26, 2009
    [2009] Need Content? 20 Formats to Consider
    Content makes the world go round, doesn't it? B2B marketers know they need content, but sometimes it can daunting to decide what to produce. To make your job a bit easier, I've compiled a list of 20 types of content to consider. eBooks I'm a big fan of eBooks. For inspiration, check out some of our favorite eBooks. Try a slideshow.
  • CONTENT MARKETING TODAY  |  FRIDAY, SEPTEMBER 18, 2009
    [2009] Why Being Visual Can Bring Beautiful Business Results
    Inspiration from ‘Visual Blogger’ Mark Smiciklas of Intersection Marketing. It’s hard to make things easy. And, it’s even harder to be amusing at the same time. But the very best visuals take a complex idea or series of connected ideas and make them instantly understandable. Occasionally he will add a few very brief paragraphs.
  • 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. The good news? get to choose my family. Then came Twitter.
  • 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.
  • 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.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 15, 2009
    [2009] Lose Control: Three Reasons Not to Require Registration for B2B Content
    I've been thinking a lot of the registration process lately. How should marketers decide if they want they want to require registration for their latest offer? In the past, it seemed common to require registration for most things. It's an easy trade: a bit of information for some content, right? What's the harm in that? Makes a lot of sense!
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 15, 2009
    [2009] Lose Control: Three Reasons Not to Require Registration for B2B Content
    I've been thinking a lot of the registration process lately. How should marketers decide if they want they want to require registration for their latest offer? In the past, it seemed common to require registration for most things. It's an easy trade: a bit of information for some content, right? What's the harm in that? Makes a lot of sense!
  • SALES LEAD INSIGHTS  |  MONDAY, APRIL 13, 2009
    [2009] Is social media effective for B2B lead generation?
    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. 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? Not bad!
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, MARCH 9, 2009
    [2009] Social Media Expert: How long does it take to become one?
    So I was reading Malcolm Gladwell’s latest book The Outliers the other night and he goes into a discussion about Violinists and on how long it takes them to become a master at their craft. So without spoiling the book for you – the bottom line was – it takes 10,000 hours to become a Master Violinist. years. years! years. years! years. years!
  • LEADSLOTH  |  TUESDAY, OCTOBER 20, 2009
    [2009] Is Content Marketing the New PR?
    Today my  article on Content Marketing was published on the Genius.com blog, and I wondered whether I could visualize how Content Marketing is different from traditional public relations and advertising. came up with two low-fi sketches. I’m interested to hear your opinion on these visualizations. The OLD Situation. The NEW Situation.
  • SAVVY B2B MARKETING  |  MONDAY, JULY 20, 2009
    [2009] How Web 2.0 Impacts B2B Marketing: An Interview with C. Edward Brice of Lumension
    Edward Brice , the Senior Vice President of Worldwide Marketing at Lumension , is pioneering the use of social media throughout his company. Here he shares his thoughts on the impact Web 2.0 has had -- and will have -- on B2B marketers. How does Web 2.0 affect content marketing? The company would then decide when to release certain information.
  • SAVVY B2B MARKETING  |  MONDAY, JULY 20, 2009
    [2009] How Web 2.0 Impacts B2B Marketing: An Interview with C. Edward Brice of Lumension
    Edward Brice , the Senior Vice President of Worldwide Marketing at Lumension , is pioneering the use of social media throughout his company. Here he shares his thoughts on the impact Web 2.0 has had -- and will have -- on B2B marketers. How does Web 2.0 affect content marketing? The company would then decide when to release certain information.
  • B2B MARKETING SAVVY  |  THURSDAY, SEPTEMBER 3, 2009
    [2009] Multiple Twitter Accounts: A Layering Strategy for B2B
    Other Popular Posts:        Five Analytic Tools       Twitter Blurs the Line       B2B Twitter Case Study       Email The Scoopdog Team. Read time = 2-3 minutes) So… Twitter is now part of your B2B marketing initiatives.  You’ve figured out the basics of measurement and monitoring your competition … made an uneasy peace w/the folx from Legal. 
  • 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. 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?
  • MARKETING GENIUS BLOG  |  THURSDAY, JULY 30, 2009
    [2009] Lead Scoring 101
    Talk to someone about Marketing Automation and one of the first topics that comes up is Lead Scoring. Lead Scoring is the process of assigning a numeric score to leads to indicate lead quality. Why Do You Need Lead Scoring? Let’s take a small step back, and find out why you would want to use lead scoring. How Do You Create This Score?
  • MARKETING INTERACTIONS  |  TUESDAY, DECEMBER 15, 2009
    [2009] The Rule of 5 for B2B Content Development
    Lead nurturing, inbound pull, social networks, blogs and other eMarketing activities are all fueled by content. Lots of it. That puts a lot of pressure on limited marketing resources to churn out not only volume, but quality content that delivers a consistent storyline to a variety of target markets and customers. So what's a B2B marketer to do?
  • MARKETING INTERACTIONS  |  MONDAY, JUNE 22, 2009
    [2009] Tech Buyers Use Collateral for Purchase Decisions
    Eccolo Media conducted a study to learn which collateral tech buyers use to make purchase decisions. Their premise was to prove that content development is more than a cost sink or requirement for doing business. The survey report, Eccolo Media 2008 B2B Technology Collateral Survey, definitely provides validation for their premise. companies. video.
  • JUNTA 42  |  TUESDAY, OCTOBER 27, 2009
    [2009] Personal Branding Success in 15 Steps
    Dan Schawbel has put together a first-rate magazine about personal branding called (of course) Personal Branding Magazine. The latest issue includes an article from yours truly, which I've included below. also included one of my PowerPoint presentations when I do in-person workshops on personal branding (this article was based on that presentation).
  • DELICIOUS B2BMARKETING  |  THURSDAY, JULY 2, 2009
    [2009] Consulting Pulse: 13 powerful reasons why LinkedIn is THE site for B2B marketing, job hunting and searching for resources
    RSS Feed Subscribe to RSS Newsletter Different to the blog Main Skip to content May 28, 2009 13 powerful reasons why LinkedIn is THE site for B2B marketing, job hunting and searching for resources 1. skip to main | skip to sidebar Home Frontpage Network Join here On Twitter? Follow Me The Author Who writes this? 41 million users) 2. In fact.
  • 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. In Step Two, I discussed how to align sales and marketing as one team.
  • 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].
  • SALES LEAD INSIGHTS  |  FRIDAY, JULY 31, 2009
    [2009] A List of B2B Lead Qualification Criteria by Category
    I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and started listing them by category. Here’s what I came up with so far: Firmographics (Industry, company size, location). Demographics (Contact’s title, job function). Contactability (Phone number, email address).
  • SAVVY B2B MARKETING  |  WEDNESDAY, SEPTEMBER 30, 2009
    [2009] 5 Reasons to Include FAQs in Your Content Marketing Strategy
    Lately, I've become a big fan of FAQ pages on websites. never thought that I would be recommending this type of "old school" content to so many of my clients, but I find myself doing so all the time. Here are several reasons. They're fantastic for SEO. These pages are content-rich gems that help drive organic traffic to your website.
  • 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.
  • 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. You can catch another session in Atlanta next week and in Seattle on December 1.) Vendors take note.
  • DIGITAL BODY LANGUAGE  |  THURSDAY, MAY 21, 2009
    [2009] Unsubscribes and Content Relevance in B2B Marketing
    Another great chart from MarketingSherpa shows very clearly what we as marketers have long known. Relevance is key. 58% of those who stop reading, disengage, or unsubscribe quote a lack of relevance as a key factor. The fact is that only some of your audience will unsubscribe. Relevance to their Role: Now it gets interesting.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, SEPTEMBER 2, 2009
    [2009] Marketing Dashboards
    The old adage of “you can’t manage what you can’t measure” is as true in marketing as in any other discipline, but in marketing there is often a challenge of defining what one wants to measure. Especially in B2B marketing, the length of the buying process leads to challenges in defining metrics that make sense for a marketing dashboard.
  • SAVVY B2B MARKETING  |  TUESDAY, DECEMBER 15, 2009
    [2009] What to Consider Before Your Web Site Launch or Redesign
    David Crouch is the president of ten24 , a firm that develops Web sites for B2B and non-profit organizations. Here he shares insights into trends, best practices, and common mistakes that B2B marketers make with site launches. How has B2B site development evolved over the past year or two? Then the entire project gets drawn out.
  • SAVVY B2B MARKETING  |  MONDAY, NOVEMBER 16, 2009
    [2009] 10 Things Fashion Can Teach Us About Marketing
    My inner girlie-girl wanted to come out and play. Here are ten fashion rules reinterpreted for the world of marketing. Let's test your catwalk savvy. It's about the whole package: Nothing ruins a great outfit like a pair of bad shoes. Your marketing is only as good as its weakest link. Don't get caught with your knickers down. and cliffs. " 10.
  • SAVVY B2B MARKETING  |  MONDAY, NOVEMBER 2, 2009
    [2009] B2B Marketing Case Studies: Is Shorter Better?
    I was searching for some great examples of case studies, and I noticed something: the traditional 1 or 2 page case study wasn't as prevalent as I expected. Instead, more companies are featuring shorter, web-based blurbs. For instance, I like how Marketo refers to their stories as "Success Snapshots." Related posts: Ho-Hum.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, NOVEMBER 9, 2009
    [2009] 5 Tricks to B2B Marketing Socially
    Whenever I ask members of sales team from around the globe what they need – the answer never changes – more case studies. Its not to say that we don’t respond but for whatever reason it takes a village to get a single case study done. The reason the sales team loves case studies is it gives them evidence. Tweet This! Share this on Facebook.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, FEBRUARY 25, 2009
    [2009] Social Media is better for the Consideration Phase
    I know I talked about this before on this blog but when I saw the data from RainToday’s Benchmark Survey of How Buyer Identify Professional Services Providers , I couldn’t help myself. But these are long term goals and take many years of work. It’s a little like social networking in the sense that – success breeds success!
  • SAVVY B2B MARKETING  |  WEDNESDAY, OCTOBER 28, 2009
    [2009] Got Content? 10 Steps to Repurpose Your Best B2B Assets
    Do you have great content that is buried on your blog? Or maybe you have older content that is still very relevant but you're not quite sure how to use it in your marketing campaign? If you are looking for a way to highlight your best content, think about developing a series of emails on a targeted topic. Think this is something you want to try?
  • 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.
  • DELICIOUS B2BMARKETING  |  TUESDAY, JUNE 30, 2009
    [2009] Rick Short Explains How to Turn Staff Into Prolific Bloggers
    Posted by Magdalena Georgieva on Mon, Jun 29, 2009 @ 07:40 AM COMMENTS Been searching for an answer.everyone (nearly) agrees that blogs are a great way to bring eyes to your pages. posted on Monday, June 29, 2009 at 10:02 AM by Jack Leblond Jack - thanks for the comment. Submit guest post ideas to rburnes[at]hubspot[dot]com. Wrong.
  • 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! and that one always killed me when he said that!)
  • 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.
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 7, 2009
    [2009] 16 Must-Read B2B Marketing Strategy Ebooks
    B2B marketing is constantly evolving as organizations discover ways to perfect current strategies, new marketing channels emerge, and advanced marketing automation tools are introduced. Here are 16 must-read B2B marketing strategy ebooks to help you stay current on best practices, techniques and tools. Enjoy! Social Web Analytics. Marketing [M.O.]
  • DIGITAL BODY LANGUAGE  |  THURSDAY, NOVEMBER 12, 2009
    [2009] Data Management and Marketing Automation - Video
    In order to successfully move beyond the most basic drip marketing, it’s crucial for B2B marketers to effectively manage the data that they are working with. There are two main reasons that data has become more critical than ever before. First, it is with us for longer.
  • 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. They know exactly where their boundaries are, in business and in their personal lives, and they honor them. I'm learning that skill - it's about time. No problem.   I know this is true.
  • THE EFFECTIVE MARKETER  |  FRIDAY, AUGUST 14, 2009
    [2009] are you paid enough? new salary survey released
    This entry was posted on Friday, August 14th, 2009 at 10:57 am and is filed under Hiring , Marketing Planning , Marketing Strategy. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Are You Paid Enough? Happy salary negotiation! Like Be the first to like this post.
  • 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.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, SEPTEMBER 23, 2009
    [2009] Lead Handoff and Sales Measurement - Video
    Scoring leads to determine which are qualified for sales is only valuable if the sales team works with those leads appropriately when they are handed off. Similarly, creating a task for sales for each lead allows very rigorous management of the overall process, as the task completion can be managed and measured very carefully.
  • 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?
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 2, 2009
    [2009] 25 Must-Read B2B Marketing Blog Posts
    Instead of scouring the web in search of the latest insight on B2B marketing tactics and trends, consult our list of 25 must-read B2B marketing posts. Find out what these influential marketing bloggers have to say about B2B social media , landing page optimization, search marketing, marketing ROI , and other B2B marketing techniques.
  • JUNTA 42  |  MONDAY, AUGUST 24, 2009
    [2009] The Three Rules to Marketing Reset - Spreadable. Ultra-Niche. Consistent.
    The last portion of this interview with Paul Laudicina of A.T. Kearney really struck me. Take a read through this paragraph, and then let's discuss. Immelt [from GE] calls it an economic reset. Drucker called it a change in the theory of business. But you could call it a fundamental transformation. " Scary proposition. Ads go unsold.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, DECEMBER 2, 2009
    [2009] Lead Gen Strategies: Sales People Should Be Selling, NOT Prospecting
    This past week a prospect commented that she wanted to explore a third-party lead gen program because their sales reps were spending too much time prospecting and not selling. She said that if they had enough leads they would be SELLING and CLOSING -- not having to do lead gen. How many sales reps are caught in the prospecting grind and not closing?
  • SMASHMOUTH MARKETING  |  TUESDAY, NOVEMBER 17, 2009
    [2009] Lead Generation Tips: Business Card Data Entry For Free | Dreamforce Special
    How many business cards do you have laying around in one of the current states? On your desktop in a pile 2. Wrapped in a rubber band 3. In a ziplock bag 4. Distributed in the inside pockets of four blazers 5. In the bottom of your computer bag If you answer is more than 10 cards, then you have leads laying around that are going untapped.
  • SMASHMOUTH MARKETING  |  THURSDAY, OCTOBER 1, 2009
    [2009] Lead Generation Tips - Take 3 Hour Lunches
    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. Target East Coast 4 pm - 6 pm.
  • SMASHMOUTH MARKETING  |  THURSDAY, OCTOBER 1, 2009
    [2009] Lead Generation Tip - Take 3 Hour Lunches
    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. Target East Coast 4 pm - 6 pm.
  • SMASHMOUTH MARKETING  |  THURSDAY, OCTOBER 1, 2009
    [2009] Lead Generation Tip - Take 3 Hour Lunches
    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. More Lead Generation Tips.
  • 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.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, AUGUST 12, 2009
    [2009] Lead Scoring Best Practices
    I sat down with various folks on the Eloqua Customer Success team to hear their experiences on what it took to build out a highly successful lead scoring system.
  • 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. ?
  • 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?
  • 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  |  THURSDAY, DECEMBER 10, 2009
    [2009] The Elves Are Making Appointments and Leads
    We hear this all the time, even from our own reps when they are having a slow week: "December is terrible for lead gen. End of year and the holidays.". True, people have other things on their minds. Some might be closing out the year, but many are willing to help those elves with their heads down making appointments.
  • 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.
  • 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.
  • 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.
  • DIGITAL BODY LANGUAGE  |  MONDAY, SEPTEMBER 28, 2009
    [2009] Market Relationships, Social Relationships, and B2B Marketing in Social Media
    I just wrapped up a great book – Predictably Irrational by Dan Ariely – that discussed, among many other things, the different relationship types we have between people; especially market relationships and social relationships. The meal ends and you pull out your wallet to pay your mother-in-law for the great meal she has provided.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, AUGUST 4, 2009
    [2009] The Buying Process; Auditing your Content Assets
    Shifting your thinking from a selling process to a buying process means understanding how buyers buy and what stages each type of buyer goes through. very useful exercise to undertake is an audit of your existing marketing content in order to understand what content you currently have available and what new content may be required.
  • DIGITAL BODY LANGUAGE  |  SUNDAY, JANUARY 25, 2009
    [2009] Twitter, Chris Brogan, and Black Swans
    Data from Twitterholic - [link] - January 22, 2009**. Chris Brogan asked an interesting question the other day on Twitter, and it got me thinking. He asked "Why do you try to acquire followers? Meaning vs just building relationships?" It's a great question because we've all seen people on Twitter aggressively trying to acquire new followers.
  • SAVVY B2B MARKETING  |  MONDAY, AUGUST 31, 2009
    [2009] 5 Things My Toddler Taught Me About Lead Nurturing
    I never thought I would love blogging as much as I do. One of the unexpected benefits is that I look at everyday situations is new ways; I see applications for B2B marketing everywhere. Here's an example: I spend lots of time with my 21-month old daughter, and lately, many things she does reminds of how B2B marketers should nurture leads. Plenty.
  • SAVVY B2B MARKETING  |  MONDAY, AUGUST 31, 2009
    [2009] 5 Things My Toddler Taught Me About Lead Nurturing
    I never thought I would love blogging as much as I do. One of the unexpected benefits is that I look at everyday situations is new ways; I see applications for B2B marketing everywhere. Here's an example: I spend lots of time with my 21-month old daughter, and lately, many things she does reminds of how B2B marketers should nurture leads. Plenty.
  • SMASHMOUTH MARKETING  |  THURSDAY, NOVEMBER 19, 2009
    [2009] Hubspot Product Review: Inbound Marketing Methodology, Not Just a Product
    About 18 months ago, Green Leads embarked on an aggressive plan to increase our inbound marketing activity. We focused first on content and blogging and then decided to dig deeper into SEO best practices. Along the way we started drinking some Orange Kool-Aid in the form of Hubspot's inbound marketing educational materials. Don't start/stop. leads.
  • 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.
  • PR MEETS MARKETING  |  SUNDAY, MAY 3, 2009
    [2009] Blocking Your Twitter Followers
    During Web 20 I had a very interesting conversation with John Welsh of UMB Live. He mentioned (and has a post ) that he blocks anyone not directly related to social media and his direct interests from following his tweets. This is in direct contrast to the recent CNN and Ashton Kutcher race to 1 Million followers. What is you goal?
  • 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. few of this week's best posts tackled topics around word-of-mouth marketing. Very interesting implications to understanding true influence: [link] C.
  • 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].
  • DIGITAL BODY LANGUAGE  |  MONDAY, AUGUST 24, 2009
    [2009] Data and Predictions in B2B Marketing
    I recently read an interesting book on predictions - things like weather, economics - called "Apollo's Arrow" by David Orrell. In the book, he talks about a number of challenges to accurately predicting future events. From here, various computer models attempt to forecast how weather patterns, temperatures, rain, and wind will occur.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, OCTOBER 14, 2009
    [2009] Home Pages: Treat Them As The Ultimate Landing Page
    Whenever I get a new lead from a prospective company, I always check its web site to see if it looks like a good fit. good deal of the time I'm unimpressed with what I see. The home pages are cluttered, not structured for a quick read, and no actions are suggested. Isn't a home page the ultimate landing page? Here are two great examples. Comments
  • SMASHMOUTH MARKETING  |  WEDNESDAY, AUGUST 12, 2009
    [2009] Genius.com Accelerates The Close Part 2 - Smashmouth Review
    In the Smashmouth Review of Genius.com Part 1 , we focused on Genius Pro. Since then, we've had the opportunity to work with and evaluate Genius Enterprise. The one liner summary: marketing automation and sales enablement with a 2.0 twist. The product is so rich in features that this article alone will not do it justice. Consider this example.
  • 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.
  • JUNTA 42  |  FRIDAY, SEPTEMBER 18, 2009
    [2009] 20 Questions to Ask before You Launch Your Content Project
    As usual, Seth has done it again. I've taken Seth's questions to ask on launching your next website and adapted them a bit for content marketing. As you put your next content plan together, use these questions. You won't be sorry. Enjoy! What is the goal of the content marketing project? Who are we trying to please? Which kind? At what level? Enjo
  • 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?
  • DIGITAL BODY LANGUAGE  |  THURSDAY, NOVEMBER 19, 2009
    [2009] Predicting Revenue through the Marketing Funnel
    Predicting revenue is a difficult task for any organization, and it has historically been only attempted in the sales organization. With a buying funnel modeled from the top of the funnel, however, it is possible to begin understanding whether there is enough in the marketing funnel to support the desired and planned revenue goals.
  • 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.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, FEBRUARY 24, 2009
    [2009] We ALL Use Twitter - Short Term Memory, Long Term Memory, and the Consciousness of the Internet
    We all use Twitter. So do all our prospects and customers. made that argument to our CFO and CEO the other day and was met with a rousing chorus of guffaws and comments about teenagers and people with too much time on their hands. But it turns out, that is the critical importance of Twitter, we are all users, just not in the way you might think.
  • 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  |  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.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 8, 2009
    [2009] Demand Generation Vendor Traffic Rankings
    Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Pardot and (perhaps) Genius.com look particularly strong. But Eloqua , Silverpop and Marketo remain industry leaders. You can see that post here. Results are in the following table. For example, Alexa says that 89.4% How about it guys?
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