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  • 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.
  • 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?
  • 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.
  • 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.
  • B2BMARKETINGSMARTS  |  MONDAY, DECEMBER 28, 2009
    [2009] Smart B2B marketing calls to action for 2010.
    This morning, reviewing dozens of marketing blogs, I was overwhelmed with post after post about social media. became worried that marketers were forgetting the channels that got us where we are today. Business buyers who are purchasing products and services do not want to be “sold&# by high-pressure messages. These are all good suggestions.
  • 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.
  • 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?
  • 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.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 1, 2009
    [2009] Net-Results Simplifies Demand Generation for Small Business
    The Net-Results system was launched in April 2009 and the vendor says it now has “hundreds” of clients. Summary: Net-Results is simpler to use than comparable demand generation systems because it applies the same features to many tasks. The system is aimed at small business but offers an interesting design lesson for everyone.
  • 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
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 17, 2009
    [2009] B2B Appointments, A Third of C/VP Execs Delegated Down - POLL
    At one time or another, I've been asked by demand gen folks, Green Leads' clients and prospects, "So you JUST get meetings with C/VP level executives?" A C Level meeting is the holy grail of outbound marketing, everyone wants to hear "Yes" and then implement a successful program. We thought the discussion deserved a poll and some solid stats.
  • 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, AUGUST 12, 2009
    [2009] Hey Marketer - When was the last time you talked with a customer??
    It’s an odd dynamic I see in play today - in today’s ever connected environment marketers tell me they feel even more removed from direct customer interaction. Today I would argue that is still important (and few marketers actually do it) but with the tools we have at our disposal you don’t even need to get out of the office to talk with customer.
  • SAVVY B2B MARKETING  |  THURSDAY, OCTOBER 15, 2009
    [2009] Is Your B2B Website Inspiring Trust?
    I've been doing a number of competitive analyses for clients, which means I've been spending a lot of time looking at websites. As I discern the the basics about each company, I also realize that, for right or wrong, I make quick judgments regarding how formidable a competitor each company is. Here are the things that make an impact on me.
  • SAVVY B2B MARKETING  |  THURSDAY, JULY 9, 2009
    [2009] Eight Ways to Make Key Points in Your White Paper Stand Out
    Last week, I reviewed white papers posted on the White Paper Pundit to see how many had a call to action (for those who didn't read the post: only 30%). As I was going through that exercise, I noticed how varied white papers are - and how many could be improved. While white papers should be not glorified brochures, they should be readable, too.
  • 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.
  • 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.
  • 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?
  • SMASHMOUTH MARKETING  |  WEDNESDAY, NOVEMBER 4, 2009
    [2009] B2B University: Top 15 Tweets
    Today's B2B University, sponsored by Silverpop, was a great turnout. My estimate was 150 or so. Great networking and information sharing. Glad to have met everyone I met. If we didn't meet but you wanted to.shoot me a message. Mike @damphoux (sorry!) and I w/ the lovely Trish @bridgegroupinc at the #B2BUniversity [link]. sales & marketing"?
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 15, 2009
    [2009] Adobe Buys Omniture: Good for Marketers, Bad for Marketing Automation Vendors
    Summary: Adobe's agreement to purchase Omniture illustrates the on-going convergence of Web content management and Web analytics systems. This puts pressure on marketing automation vendors, who also want to provide Web analytics and content management, and who are already being pressed by customer relationship management (CRM) vendors.
  • 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.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, APRIL 21, 2009
    [2009] 5 steps for using LinkedIn as lead generation tool
    Like many of you, I’m using LinkedIn to connect with work friends and colleagues. But I’ve been intrigued by how LinkedIn has quietly developed into a useful lead generation tool for marketers and sales people to build relationships with potential customers. Step #2 - Join LinkedIn groups where your clients/customers gather and participate.
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 25, 2009
    [2009] 5 Ways to Wow Your Prospects
    TechTarget's 2009 Media Consumption Report provides insight into the types of content that technology buyers seek through the buying cycle; you can see the chart in this blog post. Brand Experience : exciting store design and atmosphere, consistently great product quality, making customers feel they're special and that they always get a deal.
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 25, 2009
    [2009] 5 Ways to Wow Your Prospects
    TechTarget's 2009 Media Consumption Report provides insight into the types of content that technology buyers seek through the buying cycle; you can see the chart in this blog post. Brand Experience : exciting store design and atmosphere, consistently great product quality, making customers feel they're special and that they always get a deal.
  • SAVVY B2B MARKETING  |  SUNDAY, AUGUST 16, 2009
    [2009] Are You Giving Your B2B Prospects Too Much Information?
    The other week I was listening to the NPR show, Car Talk , and one of the callers explained that he often stops to ask for directions. The problem is that he'll remember the first turn or two, but everything after that is a blur. can relate. " I'm also that person who hates too much detail with my directions. lot, actually. What to do?
  • SAVVY B2B MARKETING  |  SUNDAY, AUGUST 16, 2009
    [2009] Are You Giving Your B2B Prospects Too Much Information?
    The other week I was listening to the NPR show, Car Talk , and one of the callers explained that he often stops to ask for directions. The problem is that he'll remember the first turn or two, but everything after that is a blur. can relate. " I'm also that person who hates too much detail with my directions. lot, actually. What to do?
  • 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).
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 25, 2009
    [2009] The state of lead generation today with Jim Dickie of CSO Insights
    Just a bit more than 1 out of 2 salespeople achieved quota in 2008 — down from 61% in 2007, but 86%  of companies are raising quotas in 2009. The data was shocking. Let me summarize it for you here. CSO Insights has been doing studies for 17 years, so they have great historical information. What’s going on? 10% no one does it.
  • 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.
  • PHOENIX RISING  |  MONDAY, DECEMBER 28, 2009
    [2009] It's the Little Things
    I found inspiration on my way to a horse show. My trainer is always better with caffeine in hand, so I was motivated to find her coffee. stopped at a little Ma and Pa gas station - the fourth place I'd tried. The others  were out of brew and too busy to make more on this particular morning. What an unexpected delight! All part of her job.
  • PHOENIX RISING  |  TUESDAY, DECEMBER 22, 2009
    [2009] That Special Holiday Spirit
    I love the holidays. Everyone lights up with positive energy from Thanksgiving right on through the New Year. We share our hopes and dreams, make big plans for our future, thank those who have blessed us in even the smallest ways throughout the year. We are one big happy holiday family. There is no happier time throughout the year!
  • PHOENIX RISING  |  SUNDAY, DECEMBER 20, 2009
    [2009] Comfortable with the Uncomfortable
    It always amazes me how easily we can become comfortable with the uncomfortable. That ski boot that rubs my right ankle doesn't bother me as much by the 3rd day - I've already started to get a callous to ward off the rub. That annoying headache from my new sunglasses dulls over time. guess I just plain get used to it.
  • PHOENIX RISING  |  SUNDAY, NOVEMBER 1, 2009
    [2009] The Power of Trust
      Without trust, we limit ourselves, our businesses and our world.   So, how's this for ultimate trust ? imagine a few cynics out there see a little dog with a death wish. Others may see proof that curiosity really will kill the cat, er pup. The power to change the game. When we trust in ourselves, we go bravely into new situations.
  • MARKETING INTERACTIONS  |  TUESDAY, DECEMBER 29, 2009
    [2009] Do You Know Your Customers.Or Are You Guessing?
    In my book, eMarketing Strategies for the Complex Sale, I bestow relevance with the "King" moniker. did this because the old adage that "Content is King" is meaningless unless relevance is involved. Strangely, this point is often overlooked. And, once prospects become customers, we need to retain them over the long term. Really.
  • MARKETING INTERACTIONS  |  THURSDAY, SEPTEMBER 24, 2009
    [2009] Lead Nurturing is NOT About Campaigns
    Content marketing is being used in all types of formats. There's the big bang eBook launch, the white paper promotion, the 3 touch plus sales offer approach, the quarterly webinar and other "standalone" configurations based on a short-term time frame. Unfortunately, none of these is actually lead nurturing for a complex sale.
  • 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.
  • SMASHMOUTH MARKETING  |  MONDAY, MARCH 9, 2009
    [2009] BANT - It's Not Always The Lead Score
    I woke up this morning to these three tweets relating to @nivenor1 's recent market2lead blog post titled: The SCOTSMAN vs. BANT for Effective Lead Management. nivenor1 : New post about BANT vs. The SCOTSMAN on our blog [link] , now its off to Guatemala for 10 days! Ahhhhh. Do you agree? link]. is all about the Buy Cycle not the Sales Cycle.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, JUNE 3, 2009
    [2009] Smashmouth Review - LeadLander - Who's Really Visiting Your Site?
    We thought it might be interesting to augment our thought leader interviews with some demand gen product reviews. We are keeping the reviews independant--actually using the products/services, and then critiquing them. had heard about LeadLander from a competitor (surprisingly, not all competitors are enemies.that's another blog post). Day 1. Day 2.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, MAY 28, 2009
    [2009] Lead Nurturing is Walking the Buying Path with Your Customers
    A recent study of B-to-B buyers shows that sales people who become trusted advisors and understand the needs of economic buyers are 69% more likely to come away with a sale! That’s why forming a plan for lead nurturing is such an integral part of your lead generation process. Walk IN your potential customers’ shoes. Plan your path. Keep marching.
  • 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. am happy to report that within a matter of weeks that piece is well on its way.
  • WINDMILL NETWORKING  |  FRIDAY, OCTOBER 30, 2009
    [2009] 4 Great Ways to Use the New Twitter Lists
    Twitter is slowly rolling out their promised Twitter lists to all of their users now. Apparently, a great number of users just started receiving access to this new functionality yesterday. If you now have access to it, you will notice it when you log into Twitter by the prominent text bar above your timeline with [.] Thank You Twitter!
  • 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.
  • SALES LEAD INSIGHTS  |  MONDAY, NOVEMBER 16, 2009
    [2009] B2B Copywriting: Interview with Miller McMillan
    This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Miller McMillan is a copywriter who worked on high-profile accounts at ad agencies in Atlanta and Boston before establishing his copywriting boutique in Los Angeles. Am I 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.
  • SAVVY B2B MARKETING  |  THURSDAY, JULY 23, 2009
    [2009] Ebooks and White Papers: A Complementary Pair
    And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. I have been thinking a lot about ebooks lately. Here's the question on my mind: How are ebooks different from white papers, and how do you decide which one to use?
  • SAVVY B2B MARKETING  |  THURSDAY, JULY 23, 2009
    [2009] Ebooks and White Papers: A Complementary Pair
    And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. I have been thinking a lot about ebooks lately. Here's the question on my mind: How are ebooks different from white papers, and how do you decide which one to use?
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, OCTOBER 26, 2009
    [2009] Survey Suggests Marketers Are Moving from Paid to Social Media
    don’t know quite what to make of the 2009 Survey on Marketing, Media and Measurement released earlier this month by custom content company King Fish Media. Summary: a new survey suggests that marketers are less focused on lead generation than on final sales, growing current customers and building online communities. Here goes.
  • LEADSLOTH  |  TUESDAY, AUGUST 11, 2009
    [2009] B2B Pay Per Click Advertising
    Interview with Terry Whalen from CPC Search. To generate demand for your products, it’s not enough to nurture the existing leads in your database. You also need a steady stream of fresh leads coming in. There are many ways to find these new leads: inbound marketing, search advertising, tradeshows, lead programs, etc. What is your take?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, SEPTEMBER 17, 2009
    [2009] Acxiom Uses Social Media Data to Segment Email Lists
    Summary: Acxiom's new social media marketing tool gathers public data about social media links and uses it to segment email lists. It's a different, and arguably more practical, approach to helping marketers take advantage of social media. Acxiom last week released a new “social media marketing” solution called Relevance-X Social.
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 10, 2009
    [2009] Things a B2B company can do to be more social now
    I think the hardest part in participating in social media is defining a clear strategy on WHY you're doing it. Then the execution (actually doing it) becomes much easier. The post has some great tips that I think most B2B marketers can incorporate quickly. Check out: 10 Things a B2B Company Can Do to be Social Now
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JULY 20, 2009
    [2009] Active Conversion Offers Strong Lead Management and Leaves Out the Rest
    Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. That's fewer functions than traditional demand generation, but if those are the functions you need, who cares? Registration is no longer required.) Leads can enter from channels other than email.
  • MARKETING INTERACTIONS  |  SUNDAY, NOVEMBER 29, 2009
    [2009] 27 Benefits from B2B Lead Nurturing
    Many B2B marketers will tell you they have a nurturing program. If you ask them what benefits they hope to gain, they'll likely talk about the goals for the program in relation to the number of sales opportunity conversions or revenues produced from marketing-driven customer acquisition. Increased credibility (propensity to opt in).
  • MARKETING INTERACTIONS  |  THURSDAY, SEPTEMBER 17, 2009
    [2009] Marketing Content Needs a Business Reason
    Marketers who embrace demand generation and lead nurturing programs must generate a lot of content to keep those programs running. Just any old content won't get the job done. This has been said again and again. It's something we all know, but it's sometimes not easy to define when developing marketing content.  discounted pricing.
  • PHOENIX RISING  |  WEDNESDAY, DECEMBER 9, 2009
    [2009] Power Chicks Do It Bigger
    Somebody commented that I was really taking it out on the Power Dudes. So, just for the record, Power Chicks are worse than Power Dudes. Power Chicks swagger over other women like no man I've ever met, while they're sucking up to the guys, just sweet as pie. don't know a woman in business who hasn't run into these females.
  • 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?
  • PHOENIX RISING  |  SUNDAY, NOVEMBER 22, 2009
    [2009] Ready, Fire, Aim
    That's kinda backwards, isn't it? catch myself doing it all the time. get an idea, remember something I need to do, all while I'm in the middle of something else. I'm distracted by the new thought, so I get up to go fix whatever, grab whatever, do whatever, so I can come back and focus. 50+ mentalpause may be partially to blame.
  • PHOENIX RISING  |  WEDNESDAY, JULY 15, 2009
    [2009] A Shiny Needle in the B2B Marketing Haystack
      There's so much information available across the web.It's a tough task to find the most relevant content for your own B2B efforts. Even aggregrators compile too much information - making the search for B2B Marketing content feel like that proverbial hunt for the needle in the haystack. Here's the scoop. Tony: Well said Tom.
  • DELICIOUS B2BMARKETING  |  MONDAY, JUNE 22, 2009
    [2009] Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies
    So click here to find out whether they changed my mind… Read more… Stan Woods | June 16th, 2009 | one comment The Content Marketing Workbook It’s here. Read more… Doug Kessler | June 11th, 2009 | 3 comments Choose your patients carefully The most respected surgeons in the world have the best survival rates.
  • CONTENT MARKETING TODAY  |  THURSDAY, OCTOBER 22, 2009
    [2009] Yes! You Can Afford to Do The Research That Lets You Understand Your Customers
    In 2009, conducting reliable research is almost painless. How to Get Started on Cheap and Powerful Customer Studies. Unless you understand your customers, you risk painful marketing missteps. Of course, it’s possible to do way too much research. That’s when you wind up with the paralysis by analysis situation. Absolutely!
  • 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.
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