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  • MARKETING INTERACTIONS  |  WEDNESDAY, OCTOBER 28, 2009
    [2009] What Nuances Differentiate Your Company?
    B2B marketers are so used to talking about their products that they forget about what makes them unique to specific markets. You've got to get your marketing content refined down to nuances to attract prospects who will become buyers. Seriously. Think about it. Do you want to do battle based on feeds and speeds? So what is it? Right now.
  • MARKETING INTERACTIONS  |  FRIDAY, OCTOBER 23, 2009
    [2009] Marketing Content for Next Steps
    In response to the blog post I wrote about the Return on YES , I was asked on Twitter to give some examples of what I mean by "show your prospects the next steps." " Think for a moment about the user experience at your website. And on, and on. If all you ever wanted was for them to visit your homepage, none of this would be necessary.
  • MARKETING INTERACTIONS  |  TUESDAY, OCTOBER 20, 2009
    [2009] Create Content to Engage Early-stage Leads
    Most B2B companies have lots of content for late-stage buyers. This includes data sheets, solution briefs, technical white papers, online demos, etc. If you evaluate your website content, you’ll likely see most of your content oriented around your product offerings and solutions. Early stage content is not about your product. to “Now what
  • 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."
  • MARKETING INTERACTIONS  |  THURSDAY, SEPTEMBER 3, 2009
    [2009] How do your prospects know?
    I've been in a number of client calls with sales teams to work on aligning marketing and sales goals. Listening to salespeople talk about prospects and the types of questions they want answers to in order to qualify leads as sales opportunities can yield a ton of insights for marketing and content strategy development. Tell me more about.
  • 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  |  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. This post from Junta42 provides a jumping off point.
  • 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?
  • B2B LEAD BLOG  |  WEDNESDAY, SEPTEMBER 2, 2009
    [2009] Marketing Automation Who’s Who - What Have We Learned
    It’s Show Time! Welcome back from summer vacation!  The economy seems to be picking up, it’s event season and B2B marketers are being tasked with their biggest jobs yet – driving enough leads to make up for a slow first half of the year.  With the help of a marketing automation
  • PHOENIX RISING  |  THURSDAY, DECEMBER 17, 2009
    [2009] Evolve and Thrive
    Intelligence is the ability to adapt to change. Stephen Hawking Embracing change is a key to business and personal growth. With change comes opportunity for distinction and value, new markets and new life. Without change we stagnate. We all know that change is a given. It’s pretty obvious. Five years ago no one had heard of a Wii.
  • PHOENIX RISING  |  SUNDAY, NOVEMBER 15, 2009
    [2009] Never Say Never
    What would we accomplish if we believed anything is possible? I've been asking myself that question a lot lately. I'm transitioning from a 20 year career as a consultant, reinventing myself as an author and a speaker/business coach.There are days when I know I'm on the right track. Then there are days when I think it will never happen.
  • PHOENIX RISING  |  WEDNESDAY, SEPTEMBER 23, 2009
    [2009] What If?
    The past doesn't represent out future - so why do we spend so much time focused on it? Maybe we can see more clearly in the rear view mirror. After all, hindsight is 20/20. Maybe it's because we're searching for facts as the basis of our planning - and facts do live in the past and present.  We open the doors to new possibilities. 
  • PHOENIX RISING  |  SUNDAY, AUGUST 23, 2009
    [2009] The Ghost and Our Integrity
    The topic of ghostblogging and Tweeting is popping up everywhere.    I even saw a Tweet last week touting that a VA (Virtual Assistant) can write your company's blog. can't believe we're even having this debate. So, answer this question for me.    In some arenas we call that plagiarism, or even fraud. Remember?
  • CHRIS KOCH  |  FRIDAY, AUGUST 21, 2009
    [2009] The five components of a successful thought leadership program
    Recently, I was asked by a former ITSMA client to help put together a plan for a thought leadership program for a B2B technology company that sells both products and services. It forced me to think about all the components necessary to build and sustain a thought leadership strategy. Here are my thoughts on the big pieces. Research the need.
  • WEBBIQUITY  |  MONDAY, FEBRUARY 1, 2010
    [2009] (Almost) 100 (of the) Best Social Media Marketing Blog Posts and Articles of 2009
    Social media marketing activity exploded in 2009, and so did coverage of these practices. So in case you missed any of these, here are almost 100 of the best blog posts and articles covering social media strategy and tactics, measurement, monitoring, research, pitfalls to avoid, policies, tools and more from 2009. and ROI. Ryan Walker.
  • 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".
  • JUNTA 42  |  THURSDAY, AUGUST 6, 2009
    [2009] How to Launch an eBook or White Paper - Authority Rules
    Copyblogger's Brian Clark just released a fantastic free report entitled Authority Rules. I'm just digging into this now, and urge you to really think about what Brian is teaching regarding the importance of your reputation in online marketing. But that's not the reason for this post. Just a few simple requests to spread the message. Covered.
  • 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.
  • 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.
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, SEPTEMBER 30, 2009
    [2009] Improve your Lead Generation: 8 Takeaways from the B2B Marketing Summit
    Last week, I was a speaker at MarketingSherpa's B2B Summit in San Francisco. had a great time learning and connecting with fellow attendees. For me, the most valuable part of attending was hearing what other marketers are doing to drive results in their companies. There's still time to register for next week's Boston B2B summit on October 5-6.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, SEPTEMBER 23, 2009
    [2009] Web Analytics Is Dead. So Is Customer Centricity. I Need a Drink.
    Even as analysts are still sorting through the implications of last week’s acquisition of Omniture by Adobe , the industry saw two additional important announcements this week: Omniture combining its data with comScore to help measure Web advertising audiences , and Nielsen working with Facebook to poll consumers on advertising impact.
  • 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.
  • MARKETING GENIUS BLOG  |  THURSDAY, AUGUST 20, 2009
    [2009] Responding to B2B Prospect Behavior
    Yesterday we hosted a webinar with Ardath Albee of Marketing Interactions which focused on B2B drip campaigns with content mapped to buying stages. We got a lot of great feedback and questions which Ardath has addressed on her blog. Check it out. Ardath Albee of Marketing Interactions. Click to content offer. Reply with thanks. Reply with question.
  • 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.
  • 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.
  • REPUTATION TO REVENUE  |  THURSDAY, NOVEMBER 5, 2009
    [2009] Winning with thought leadership: Six lessons from IBM and Deloitte
    B2B marketers know they need to invest in thought leadership, and many have indeed invested more during the last few years. Making the most of these investments, however, rests on having the right answers to a set of difficult questions: What topics should we highlight? How should we produce and package thought leadership content? Do the Research.
  • MARKETING INTERACTIONS  |  SUNDAY, NOVEMBER 1, 2009
    [2009] Answer Questions with Content
    Questions are a staple of our lives. They are what inspire us to explore, learn, achieve, challenge and wonder. Imagine your life for just one day without asking a question — whether out loud or in your head. What the heck would you do all day long? See, I can't do it.). Well, neither can your prospects and customers. We're demanding.
  • MARKETING INTERACTIONS  |  TUESDAY, AUGUST 25, 2009
    [2009] How to Use Existing Content in B2B Demand Generation Programs
    Many of my clients don't have content suited for all stages of the buying process. Some of them have lots of content, but are stumped about how to use it effectively. So they think they need to start from scratch. Sometimes this is true, but often there's no reason you need to reinvent the wheel.  " This is a great question.
  • MARKETING INTERACTIONS  |  THURSDAY, APRIL 2, 2009
    [2009] Virtual Events plus Twitter ROCK!
    I attended some of the Marketing Prof's Digital World Spring Virtual Conference yesterday. also attended last year. While I think virtual events are great for those of us who can't be on the road all the time, yet still want to keep learning and growing, I also miss the face time. It's not that the speakers were better or anything.
  • 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. Establish a common understanding. Know your prospect. Understand as much as you can about your buyers' habits.
  • 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. Establish a common understanding. Know your prospect. Understand as much as you can about your buyers' habits.
  • 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?
  • SALES LEAD INSIGHTS  |  MONDAY, OCTOBER 26, 2009
    [2009] Who are the 50 Most Influential People in Sales Lead Management?
    The Sales Lead Management Association (SLMA) announced today that it has opened the voting to determine the 50 most influential people in the field of sales lead management for 2009. The results will be published on November 16, 2009. Both members and non-members can vote for up to five nominees each. Use this link to vote.
  • 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  |  SUNDAY, DECEMBER 6, 2009
    [2009] Absolute Power
    Power is an ugly drug, a drug that many of us crave, some of us capture and we all believe we can manage oh-so-well. We point to those who slip and fall on the slippery slope of power, ridicule them and make jokes, knowing that we would never follow in their footsteps.  Tiger is NOT the exception. Gosh how I wish he was.
  • 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, OCTOBER 29, 2009
    [2009] ClickLaunch: Ardath Albee's eMarketing Strategies for the Complex Sale
    Ambal Balakrishnan: Tell us about what Marketing Interactions does? Ardath Albee: Marketing Interactions helps B2B companies with complex sales increase and quantify marketing-to-sales effectiveness by developing and executing interactive e-marketing strategies driven by compelling content. Ardath Albee: That’s a good question. looked. link].
  • 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.
  • LEADSLOTH  |  MONDAY, AUGUST 24, 2009
    [2009] 7 Reasons Why Marketing Automation Projects Fail
    Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. It is often positioned as something that will solve all your marketing problems for a couple of thousand dollars per month. No Interesting Content.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, FEBRUARY 6, 2009
    [2009] All You Never Cared to Know About Deliverability
    I'm very happy that we have Dennis Dayman on the Eloqua team - a man who lives and breathes email deliverability. That means I don't have to, and to be honest, I'm very much okay with that. did have an interesting time the other week though, trying to explain what email deliverability was all about to a not-so-technical audience.
  • 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.
  • MARKETING INTERACTIONS  |  SUNDAY, DECEMBER 27, 2009
    [2009] Email is Still the Sharing Superstar
    Social networking may be all the rage, but when it comes to sharing links, content, pictures and ideas—email remains the star. And not just by a little bit. According to a StrongMail study , "fully 86% of sharing activity related to social programs run on [their] platform in Q3 3009 was done via e-mail. You need to help them with that.
  • MARKETING INTERACTIONS  |  SUNDAY, DECEMBER 6, 2009
    [2009] Whose Reputation is Your Marketing Content Building?
    B2B marketing departments are often pressed for resources. The increasing demand for content to drive eMarketing programs can create a "hamster on the wheel" type of pressure that's overwhelming when added to already filled plates of marketing responsibilities. So marketers commission 3rd party content to fill the gap. Why not?
  • MARKETING INTERACTIONS  |  THURSDAY, NOVEMBER 5, 2009
    [2009] Is Your Content Marketing the Conversation?
    B2B marketers are focused on getting response to their content and outreach initiatives. They want click throughs and replies and inquiries to result from the calls to action they flow through their marketing programs. But, what B2B marketers of complex sales need to focus on—in addition—is marketing the conversation. lot of them. "No."
  • MARKETING INTERACTIONS  |  WEDNESDAY, SEPTEMBER 30, 2009
    [2009] Why can't selling be more like buying?
    Maybe it's me, but I keep wondering why the selling process is so different than the buying process. It's simpler to frame in thought than execution, but the goal is to get buyers to buy and somehow selling doesn't match up. Need - defined project. Authority - the person with the clout. Timeline - within a period we think is important.
  • 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.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, NOVEMBER 15, 2009
    [2009] Aberdeen Predicts Web Content Systems Will Add Marketing Automation: I Agree, But.
    Summary: a new Aberdeen Group report argues that Web content management systems should add customer management features and will ultimately compete with traditional marketing automation products. agree with one reservation: I doubt large companies will use a single system to manage all customer touchpoints. But this could change.) Exactly.
  • 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. is recommended. Who should respond?
  • SMASHMOUTH MARKETING  |  THURSDAY, MARCH 19, 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! Do you agree? link] mark3803 : @brianjcarroll BANT is so sales 1.0 - Sales 2.0 sale
  • 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.
  • 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.
  • SAVVY B2B MARKETING  |  WEDNESDAY, SEPTEMBER 23, 2009
    [2009] B2Beat Poetry - it can be done
    I was recently sent a “little tomb&# of poetry from John Bottom at www.baseonegroup.co.uk/beyond. beyond. “It’s just a little initiative of ours to add a different angle to the usual B2B content.&# he wrote. Apparently a gauntlet was cast when someone said “You can’t write a poem about B2B marketing.&#
  • 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.
  • SAVVY B2B MARKETING  |  THURSDAY, SEPTEMBER 17, 2009
    [2009] You're Asking Too Much of Our Relationship!
    Requiring registration in exchange for a download is a hot topic of debate these days. David Meerman Scott advocates banishing registration , believing companies will fare better by letting their thoughts and ideas go viral. On the other hand, as C. Think of your relationship with the prospect like a dating scenario.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 22, 2009
    [2009] 5 Fast SEO Fixes You Can Do To Your Website Today
    If you know anything about SEO, you know it’s a big, complex subject with a lot of elements that feed into that final rank. Even better, the rules vary from engine to engine and they are constantly changing. Finding your SEO blind spots There are a couple of sites that offer this service, but the one I use is [link]. I’ll wait.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 22, 2009
    [2009] 5 Fast SEO Fixes You Can Do To Your Website Today
    If you know anything about SEO, you know it’s a big, complex subject with a lot of elements that feed into that final rank. Even better, the rules vary from engine to engine and they are constantly changing. Finding your SEO blind spots There are a couple of sites that offer this service, but the one I use is [link]. I’ll wait.
  • SAVVY B2B MARKETING  |  MONDAY, JUNE 29, 2009
    [2009] Does Your White Paper Have a Call to Action? (My Guess: No)
    One tenant of marketing is that all content should have a call to action. Seems basic enough, but is this really common practice with white papers? did some very unscientific research, and the results may surprise you. Jonathan Kantor provides a list of white papers each Friday in his blog, The White Paper Pundit. So what did I find?
  • SAVVY B2B MARKETING  |  MONDAY, JUNE 29, 2009
    [2009] Does Your White Paper Have a Call to Action? (My Guess: No)
    One tenant of marketing is that all content should have a call to action. Seems basic enough, but is this really common practice with white papers? did some very unscientific research, and the results may surprise you. Jonathan Kantor provides a list of white papers each Friday in his blog, The White Paper Pundit. So what did I find?
  • LEADER NETWORKS  |  TUESDAY, NOVEMBER 17, 2009
    [2009] The New Symbiosis of Professional Networks: Social Media’s Impact on Business and Decision-Making
    The research was conducted as part of our 2009 fellowship with the Society for New Communications Research (SNCR). I am thrilled to share key findings from research that Don Bulmer and I conducted called The New Symbiosis of Professional Networks. Build a network or use social media to deepen customer intimacy has become the mantra of today.
  • LEADER NETWORKS  |  FRIDAY, NOVEMBER 20, 2009
    [2009] Traditional Decision-Making Process is Disrupted By Social Media
    Building upon the New Symbiosis for Professional Networks research, over the next few weeks Don Bulmer and I will be blogging about key findings of this study. The research was conducted by Don and me as part of our fellowship with the Society of New Communication Research. Please visit Don's blog and mine for the latest analysis.
  • FEARLESS COMPETITOR  |  SATURDAY, AUGUST 29, 2009
    [2009] 2 key messages for marketers everywhere
    “Tell me a story&#  &# Be exceptional&#. Those are two key messages that should be branded on the brain of every marketer on Earth. The first, “Tell me a story&# comes from the incomparable Don Hewitt, the creator of the longest running show in television history, 60 Minutes. The key to the success of 60 Minutes is great stories.
  • ANYTHING GOES MARKETING  |  TUESDAY, MARCH 24, 2009
    [2009] Sharing Space: Marketing and Sales
    How are the best in class companies still reaching their 2009 targets? Although we’re in a down economy I’ve still been able to travel twice out of the last three weeks meeting with clients, working until all hours of the night and seeing first hand what is on the minds of marketers these days. personally wouldn’t have it any other way.
  • PHOENIX RISING  |  THURSDAY, NOVEMBER 12, 2009
    [2009] We CAN be Civilized!
    Signs are all around that we're sliding down a slippery slope. It's obvious to so many of us that 'society' is moving beyond civilization -  following the path of the once great Roman and Greek cultures. Business priorities are questionable, personal lives are filled with violence and disrespect.  Quite the 8 year old.
  • CONNECT THE DOCS  |  WEDNESDAY, OCTOBER 28, 2009
    [2009] Keep it Interesting: Strategies for Great Interviews
    Whether you watch them on TV, hear them on the radio, read them online or in the newspaper - you absorb a lot of information through interviews. News organizations rely on interviews to get information from authority figures and to show the different sides of a story. You are just as capable of using interviews in a content marketing strategy.
  • B2BMARKETINGSMARTS  |  TUESDAY, SEPTEMBER 29, 2009
    [2009] A B2B marketing message angle that could close sales.
    In an earlier post, I talked about what motivates business buyers to buy. listed the typical human wants and needs that drive all decisions, including those in the B2B world. Here are the top 10 marketing motivators in the B2B world: 1.    To make money. 2.    To save money. 3.    To save time. 4.    To avoid effort. 5.    To be praised.
  • WINDMILL NETWORKING  |  SATURDAY, DECEMBER 26, 2009
    [2009] Top 25 Most Useful LinkedIn Blog Posts of 2009
    LinkedIn itself, while beginning 2009 at a slow start, ended the year announcing 50 million members, [.] As the year comes to a close, it is time to look back, before looking forward to 2010, at all of the informative and insightful blog posts that the world has created in the past 365 days concerning LinkedIn. But What is a TRUE LION?
  • MARKETING INTERACTIONS  |  TUESDAY, AUGUST 11, 2009
    [2009] Why Buyers Need Educational Content
    I was reading the July/August issue of Selling Power when I came across the article, Well Worth the Price. The article discussed why customers focus on price and what salespeople can do to shift their focus. Of course, my brain immediately went to validation for educational marketing content. Price is understood. And therein lies the rub.
  • SAVVY B2B MARKETING  |  TUESDAY, NOVEMBER 17, 2009
    [2009] How to Improve the Unsubscribe Process (Yes, This is Something to Think About)
    Even though winter is quickly approaching here in Michigan, I'm doing some spring cleaning. cleaning of my inbox, that is. I'm a naturally curious person, and I would love to spend my days reading, but it's simply not realistic. The first thing I decided to simplify was my email. And you know what? didn't miss any of it. And this got me thinking.
  • SAVVY B2B MARKETING  |  TUESDAY, NOVEMBER 10, 2009
    [2009] Inspiration from the Park: 5 Ways to Encourage B2B Prospects to Reach Out to You
    This weekend my daughter and I were hanging out at one of our favorite spots: the park. As we were making our way from the swings to the slides, I was struck by how much she's changed since the spring. All I need to do it put my hand out in certain places, and she'll grab it for reassurance. How can we be more accessible without hovering?
  • SAVVY B2B MARKETING  |  MONDAY, OCTOBER 26, 2009
    [2009] Use social media to improve your brand perception and save yourself $1m a year
    This post is courtesy of our clever and witty friend, John Bottom of Base One , a London-based B2B branding and marketing agency. To see a great example of a memorable and non-boring bio, check John out on the Base One blogs. Any second now, the phone will ring and a media buyer will ask me what the hell I was thinking with this post. Crazy."
  • SAVVY B2B MARKETING  |  TUESDAY, OCTOBER 6, 2009
    [2009] How to Get Your White Papers Read by Thousands
    Recently on ClickDocuments, I contributed suggestions for choosing a white paper syndication partner. Here I expand a bit on that post. Not familiar with white paper syndication? Syndication makes your white paper available to mass audiences. Think of it as you would a syndicated newspaper column. If you write a column for your own newspaper (e.g.,
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 1, 2009
    [2009] Adding eBooks to the B2B Marketing Mix: An Interview with Cindy Kim of Lumension
    I recently connected with Cindy Kim, Director of Corporate Communications and Social Media for Lumension ( @CindyKimPR on Twitter). After telling me about her company's experience with its first eBook, she agreed to share her insights here into how and why B2B marketers should produce and promote their own eBooks. Web 2.0 My boss, C.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 1, 2009
    [2009] Adding eBooks to the B2B Marketing Mix: An Interview with Cindy Kim of Lumension
    I recently connected with Cindy Kim, Director of Corporate Communications and Social Media for Lumension ( @CindyKimPR on Twitter). After telling me about her company's experience with its first eBook, she agreed to share her insights here into how and why B2B marketers should produce and promote their own eBooks. Web 2.0 My boss, C.
  • SALES LEAD INSIGHTS  |  MONDAY, SEPTEMBER 28, 2009
    [2009] An Interview With Mike Damphousse About B-to-B Appointment Setting
    This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. Is that true?
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, MARCH 11, 2009
    [2009] Employees, Social Media, and Superstar Economics
    I was watching a great video from 1981 the other day talking about how, in the future, it might be possible (albeit absurd) to get the content of a newspaper on your computer. You could tell from the tone of the announcer that this concept was patently absurd to her. Who would ever do that? It may not be as absurd as it at first seems.
  • DIGITAL BODY LANGUAGE  |  MONDAY, MARCH 30, 2009
    [2009] Kadient: Search Rebranding Leads to Greater Insights
    We all put a lot of effort into our search strategies, and spend a lot of effort carefully optimizing around key words or phrases. The reality is, however, that buyers evolve over time, and so do the terms they use to connect with you. They ended up, however, realizing some much deeper insights into how their buyers found them.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, APRIL 21, 2009
    [2009] National Instruments: Multiple Activities Leading to Multiple Responses
    National Instruments has done a great job of creating an information rich web presence that provided relevant and useful information to their audience of scientists and engineers. The success of these communications was evident in the very high open and clickthrough rates discussed earlier.
  • DIGITAL BODY LANGUAGE  |  THURSDAY, MAY 28, 2009
    [2009] Sherlock Holmes' Insights on B2B Marketing Data
    "Is there any point to which you would wish to draw my attention?" To the curious incident of the dog in the night-time." The dog did nothing in the night-time." That was the curious incident," remarked Sherlock Holmes Sherlock Holmes makes an interesting point (in the short story "Silver Blaze") about the conspicuousness of zeros in the data.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JULY 14, 2009
    [2009] LA Fire Department has lessons for B2B marketers
    I was in a conference session the other day and a case study on the Los Angeles Fire Department’s use of social media. mentioned it on Twitter and was quickly thanked by the good folks behind @LAFDTalk , their Twitter handle for general community engagement. The conversation got me thinking about the parallels with B2B marketing. With over 80 Web 2.0
  • DIGITAL BODY LANGUAGE  |  MONDAY, AUGUST 17, 2009
    [2009] Marketing Automation Weekly Wrap-up - 2009/08/17
    Some great posts last week from the marketing automation and B2B marketing blogging community. I've enjoyed a lot, so it's hard to pick out just 10 as favorites. It's interesting how trends tend to surface as the "Cash for Clunkers" theme seems to be present in a few posts this week.
  • DIGITAL BODY LANGUAGE  |  MONDAY, AUGUST 31, 2009
    [2009] Marketing Automation Weekly Wrap-up - 2009/08/31
    More great posts over the last week-and-a-bit from the marketing automation and B2B marketing blogging community. Some good analysis of data in this week's set - data from surveys, data on FriendFeed usage, and data on how data ages. Surprisingly experimental and early adopter usage profile: [link].
  • SMASHMOUTH MARKETING  |  THURSDAY, SEPTEMBER 17, 2009
    [2009] Inbound Marketing, The Uber List for Outbound Marketers
    Even though I preach my own brand of outbound marketing Kool-Aid, for the past six months or so I've been drinking some of the inbound marketing variety (the orange kind from Hubspot ). Before discovering this particular flavor, we had invested a year or so working on SEO, blogging, social media, and link building. It's like candy to a kid.
  • SMASHMOUTH MARKETING  |  TUESDAY, JUNE 23, 2009
    [2009] Web Leads - Pounce, Pause, Nurture or Wait?
    A few weeks ago I published a product review of LeadLander. Since then we've had a great experience using it. For what it touts itself to be, it does a great job. It did raise a question though, and before I put much thought into it I decided to ask 7 of my colleagues in the b2b demand gen/sales/marketing space. Do I pounce immediately? Pounce.
  • SMASHMOUTH MARKETING  |  THURSDAY, SEPTEMBER 17, 2009
    [2009] Inbound Marketing, The Über List for Outbound Marketers
    Even though I preach my own brand of outbound marketing Kool-Aid, for the past six months or so I've been drinking some of the inbound marketing variety (the orange kind from Hubspot ). Before discovering this particular flavor, we had invested a year or so working on SEO, blogging, social media, and link building. It's like candy to a kid.
  • MARKETING GENIUS BLOG  |  WEDNESDAY, OCTOBER 28, 2009
    [2009] Announcing the “Essential” Marketing Automation Handbook
    Today Genius.com announced the publication of The Essential Marketing Automation Handbook: A How-To Guide for B2B Marketers. Why is this handbook “essential&# for B2B Marketers? The handbook: –Helps organizations come up to speed with Marketing Automation techniques. –Takes the mystery and complexity out of Marketing Automation.
  • MARKETING EDGE  |  THURSDAY, SEPTEMBER 24, 2009
    [2009] Companies, Do You Want Continuing Revenues? Help a Customer Out
    Time 29:58. In this second part of a conversation with Twitterville author, Shel Israel and I get into the strategy some companies can use to improve their business in social media. The short answer is be generous. We get into the rewards of being generous, some direct and some not. find that the generosity model still is working. Schmaltzy?,
  • SMASHMOUTH MARKETING  |  THURSDAY, SEPTEMBER 17, 2009
    [2009] Inbound Marketing, The Über List for Outbound Marketers
    Even though I preach my own brand of outbound marketing Kool-Aid, for the past six months or so I've been drinking some of the inbound marketing variety (the orange kind from Hubspot ). Before discovering this particular flavor, we had invested a year or so working on SEO, blogging, social media and link building. It's like candy to a kid.
  • B2B CONVERSATIONS NOW  |  FRIDAY, AUGUST 14, 2009
    [2009] How B2B Marketing Became Responsible For EVERYTHING (and how to reverse it)
    I just finished a short paper on how B2B marketing has put itself in the position of being responsible for just about everything marketing and sales related. Here is an excerpt from: “How B2B Marketing Became Responsible for EVERYTHING (and how to reverse it)&#. “B2B Marketers are killing themselves trying to make everyone happy.
  • ANYTHING GOES MARKETING  |  MONDAY, AUGUST 3, 2009
    [2009] Tips on Using Twitter to Boost Your Marketing Efforts
    Are you already tired of Twitter? Do you think it’s just a fad? Well think again because the popularity of Twitter is growing at an alarming rate. m always trying to think about how marketers can better leverage the social media technologies that are out there and then share them with you. As you read these, you need to think about your end goals.
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