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  • PR MEETS MARKETING  |  WEDNESDAY, MARCH 4, 2009
    [2009] Going to the Sales 2.0 Conference on March 4-5, 2009
    I will be attending the Sales 2.0 Conference at the Intercontinental Hotel on behalf of DemandGen Report. will be checking out a few of the panels for the magazine. Besides my duties for the publication, I look forward to checking out some of the products for demand generation management and measurement. Conference
  • CHRIS KOCH  |  FRIDAY, NOVEMBER 20, 2009
    [2009] Six factors driving B2B social media marketing adoption
    Our latest annual survey of 355 buyers of complex IT solutions, How Customers Choose Solution Providers, 2009: The Importance of Personalization, Epiphanies, and Social Media, shows that the door to the C-suite is opening up. For example, in early 2009, 44% of marketers said they were responding to the recession by shifting dollars online.
  • SALES LEAD INSIGHTS  |  MONDAY, NOVEMBER 16, 2009
    [2009] 2009’s 50 Most Influential People in Sales Lead Management
    I promised to link to the list of the top 50 most influential people in sales lead management. The ballots are counted. Imagine the drum roll.) And the winners are: [link]. To those of you who voted for me, my sincere thanks!
  • THE POINT  |  TUESDAY, JUNE 16, 2009
    [2009] Top 5 Lead Management Excuses (with Poll)
    Furthermore, only 15% of those same respondents planned to deploy or expand their lead management initiatives in 2009. According to a recent industry survey by Demand Gen Report , fewer than 10 percent of marketing executives who responded have automated lead nurturing strategies and processes in place.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, APRIL 24, 2009
    [2009] MarketingSherpa Seeks Case Study speakers for 2009 B2B Demand Generation Summits
    If you have a great B2B story to tell, think about sharing it with other B2B marketers at MarketingSherpa’s 6th Annual B2B Demand Generation Summit 2009. Experienced B2B marketers who want to present will need to submit speech proposals by May 21, 2009. Click here to learn more.
  • LEADER NETWORKS  |  TUESDAY, MARCH 3, 2009
    [2009] The magic number for online community metrics
    Metrics with online communities are often thought of an elusive - How do we measure the value? What are the key risk indicators and metrics that we need to be focused on for measuring and reporting success - especially in a B2B or enterprise environment? This could be posting a message or leaving a comment, or even responding to a newsletter.
  • SMASHMOUTH MARKETING  |  FRIDAY, JUNE 5, 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 independent--actually using the products/services, and then critiquing them. I had heard about LeadLander from a competitor (surprisingly, not all competitors are enemies.that's another blog post). Day 1.
  • CHRIS KOCH  |  TUESDAY, OCTOBER 6, 2009
    [2009] Why marketers must become the new publishers
    One of the great trends were seeing at ITSMA is increased automation of the lead process. It’s great because the software acts as a battering ram for alignment between marketing and sales. But this trend has an unintended side effect: it exposes our content development processes (or lack thereof). We accomplish this feat through content. Be timely.
  • MARKETING GENIUS BLOG  |  THURSDAY, OCTOBER 1, 2009
    [2009] Making the Most of Your Lead Recycling Program
    With Lead Scoring , you pass on leads to Sales once they’ve reached a certain Lead Score. That’s not the final result though, because the hand-over is not a one-way street. There are many reasons why leads are given back to Marketing for further lead nurturing. Let’s take a look at a typical workflow. The Qualified Lead Handover.
  • MARKETING GENIUS BLOG  |  TUESDAY, SEPTEMBER 1, 2009
    [2009] 7 Tips to Sell Sales on Lead Scoring
    Lead Scoring is a topic that Marketers can get really excited about. It feels good that you can measure the quality of a lead without ever speaking to them. However, the programmatic nature of lead scoring is not a natural fit for most sales people. This post gives some ideas to get sales excited about lead scoring. Tips for Successful Lead Scoring.
  • 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. ?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 9, 2009
    [2009] Good Look at QlikView from a Microstrategy Consultant's Viewpoint
    I noticed some visitors this morning from the blog of Microstrategy consultancy Aellament , and found they have published a nice look at QlikView on their blog. It's worth a read, and quite interesting in their appreciation of the advantages that QlikView offers over the product they know best. build the data warehouses).
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JUNE 9, 2009
    [2009] Marketo Sales Insight Expands Salesforce Access to Marketing Data
    Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. But I expect the sales automation vendors to take the business for themselves.
  • MARKETING GENIUS BLOG  |  WEDNESDAY, DECEMBER 9, 2009
    [2009] 5 Big Trends In Marketing Automation 2010: #1 Inbound Marketing
    “Inbound Marketing&# had a big 2009. At this time of year, it’s always fun to both reflect on what we’ve seen, heard, and learned over the past 12 months and to look ahead to what’s still to come. Over the upcoming days, I’ll be writing about some of the key trends I see for Marketing Automation in 2010.To
  • CONTENT MARKETING TODAY  |  FRIDAY, MAY 1, 2009
    [2009] 6 Reasons Why Your Blog Is Your Most Important Social Media Tool
    It’s much more powerful than those young whippersnappers–Twitter and Facebook. We often talk about the need to develop a content marketing mindset. This requires companies to think like publishers. At its most basic sense, social media is a shift in how people discover, read and share news, information and content. Not bad.
  • B2B LEAD BLOG  |  FRIDAY, DECEMBER 11, 2009
    [2009] B2B Marketing Zone’s Best B2B Marketing Posts – 2009
    Earlier this week they compiled the Top 80 B2B Marketing Posts for 2009.  Be sure to check out the list to find great posts you might have missed this year.  If you aren't already subscribing to the B2B Marketing Zone, you should be.  Shout out to Amy and Suaad who
  • MARKETING EDGE  |  FRIDAY, JANUARY 2, 2009
    [2009] The Single Best PR Advice for 2009 – Think Like a News Organization
    In the first Marketing Edge episode for 2009 we talk with Kevin Dugan, co-author of the Bad Pitch Blog. Meanwhile here’s an old PR versus new PR list for 2009, Kind of like a PR fashionista list. Time 27:53. The problem with many companies trying to get PR and media coverage is they think like a company. Why clients? Old PR Thinking.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, NOVEMBER 1, 2009
    [2009] How do I get my boss to understand social media?
    In my position as a teacher and a consultant, this is one of the most common questions I hear. So let’s get it out on the table and take on this big topic of SPONSORSHIP. Not in the long run. For effective, lasting organizational change to occur, it must be supported from the top. How do you gain that support when your boss doesn’t get it? Discuss.
  • CONTENT MARKETING TODAY  |  FRIDAY, JULY 31, 2009
    [2009] 5 Twitter Tips to Strengthen Your Content Marketing Strategy
    You may be wondering why something as seemingly simple as Twitter causes so much confusion and consternation among business people. Perhaps, it best likened to a tool like a hammer which is simultaneously simple and powerful. So too with Twitter. Used poorly, you may do little more than smash your virtual thumb. That’s good and important.
  • VIEWPOINT  |  THURSDAY, DECEMBER 10, 2009
    [2009] Aberdeen's B2B TeleServices: The 2009 Buyer's Guide
  • SALES LEAD INSIGHTS  |  THURSDAY, NOVEMBER 12, 2009
    [2009] The Top People in Sales Lead Management in 2009: Friday, November 13th is Your Last Chance to Vote!
    Don’t miss this opportunity to vote for your top five candidates to be among the fifty most influential people in sales lead management in 2009. Then be sure to watch for the results on November 16, 2009. Both members and non-members can vote. promise to publish the list of winners right here, whether I make the cut or not.
  • MARKETING GENIUS BLOG  |  THURSDAY, DECEMBER 10, 2009
    [2009] 2 Answers and 5 Rules of Thumb from a Social Media Wiz
    Edward (Ed) Brice is the SVP of Marketing at Lumension , which develops solutions to help companies protect their vital information across networks and endpoints. Prior to Lumension, Brice was Vice President of Global Strategic Marketing at SAP where he helped develop and execute on their global marketing and branding strategy. PT: Good advice.
  • 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.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, SEPTEMBER 29, 2009
    [2009] Lead Generation Check list – Part 4: Clear and Universal Lead Definition
    This is the fourth installment in an eight-part series I’m calling the ‘Lead Generation Checklist.’ With each post, I’m addressing a step that in my experience helps improve lead generation efforts. For the first post, I focused changing your mindset to focus on conversations not campaigns. Inquiries are not leads. What does this company values?
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, SEPTEMBER 9, 2009
    [2009] Why Social Media Really Matters
    Summary: marketing has shifted steadily over time from passive to active consumer engagement. Social media is the latest stage in this evolution. Marketers need to master new skills at each stage; as they do, advertising budgets will shift to take advantage of the new medium's increased effectiveness. Today it is represented primarily by television.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, OCTOBER 18, 2009
    [2009] Finally! A B2B social media success story
    At long last, I bring to you my valued {grow} folks, a true B2B social media success story that can really be measured by MONEY.  I believe this is the only one in the world.  ; )  And it is GENIUS! Best of all, the success comes from one of our very own {grow}-er’s, Nathan Dube aka @DubiousMonk, a frequent comment contributor. New business.
  • DELICIOUS B2BMARKETING  |  FRIDAY, JUNE 26, 2009
    [2009] American Business Media - Research & Marketing
    focuses on the importance that readers, viewers, and attendees place on business info rmation to info rm and help the purchase/decision-making process. To run our ads in your publication or Web site, download them below. If you decide to run our ads, wed love to know about it!
  • CONTENT MARKETING TODAY  |  TUESDAY, APRIL 28, 2009
    [2009] Great New Social Media Marketing Tool: PitchEngine
    There were more than 100,000 visits (70,000 unique visitors) to PitchEngine in February 2009. Jump Start Your Online Public Relations for Free. They call it public relations for a reason. Thanks to the infinite reach of the Internet, you have the capability to extend that influence dramatically. What brands are benefiting from PitchEngine?
  • THE EFFECTIVE MARKETER  |  SUNDAY, JULY 12, 2009
    [2009] Presenting Effective Charts « The Effective Marketer
    This entry was posted on Sunday, July 12th, 2009 at 8:15 pm and is filed under Communication. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Presenting Effective Charts Are your impressive charts effective? Stop doing charts in Excel. The fix? What is the summary?
  • CONTENT MARKETING TODAY  |  FRIDAY, SEPTEMBER 25, 2009
    [2009] 6 Secrets to Making Online Video Work for Small Business
    Kathy Saenz of Neighborhood America Shares What It Takes to Make Video an Effective Content Marketing Tool. Even a micro business can use video effectively to communicate with its customers online. She has been able to help Neighborhood America add video communications to their core marketing capabilities. Click here to take a look at the video.
  • WEBBIQUITY  |  THURSDAY, APRIL 29, 2010
    [2009] Best WordPress Tips and Tools of 2009
    Which tactics and plugins provide the most powerful SEO boost for a WordPress blog? Which tools are best for Twitter integration? How can you make WordPress easier to use for non-technical content contributors? What plugins and techniques should you use to truly personalize your blog? Must See SEO Guide for All WordPress Bloggers by wpbeginner.
  • WEBMARKETCENTRAL  |  THURSDAY, JUNE 4, 2009
    [2009] Video Conferencing Etiquette Tips from ooVoo
    As new technologies evolve, so do the etiquette standards of accepted behavior associated with them. Ever gotten an email in ALL CAPS, from someone not realizing they were virtually shouting? What about talking loudly on cell phones in a quiet train car or other public place? No kidding. Quite embarrassing.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, DECEMBER 15, 2009
    [2009] Is blogging a man’s job?
    I read a blog post yesterday that staggered me. It was about a woman who could only find success as a blogger and freelance writer after she posed as a man (under the name of James Chartrand). The gist of the tale was that she was a talented, hard-working individual who could not make enough to feed her family until she lied about her gender.
  • JUNTA 42  |  FRIDAY, OCTOBER 16, 2009
    [2009] Creating Consistent Content - A Content Marketing Plan
    The following is a guest post courtesy of Russell Sparkman from Fusionspark Media , a new media communications company based in Washington state. I've had the pleasure of working with Russell on a number of projects, most recently their amazingly successful New Media 2012 conference. Check it out and let me know what you think. In this case, “1?
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, DECEMBER 7, 2009
    [2009] Social CMO – Will CMO’s miss this opportunity?
    Let me explain… 2009 was the year Social hit its tipping point and from here on out we will never be able to go backward. CMO’s have one of the most unique opportunities in front of them that they have ever had and I wonder if they will be able to capitalize on it. HR will require checking the background of new hires via Social Networks.
  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 25, 2009
    [2009] Dreamforce 2009: Search Engine Marketing Junkies
    This panel of B2B search engine marketers at Dreamforce 2009 talked about how to take your search marketing to the next level, including SEM tips and tricks, landing page strategies, Web site analytics, and more. It included Sean Whiteley, salesforce.com; Howard Brown, Demand Results, LLC; Jason Stewart, Demandbase Inc.;
  • DIGITAL BODY LANGUAGE  |  FRIDAY, NOVEMBER 6, 2009
    [2009] Social Media Buzz at a Live Event
    We just finished up Eloqua Experience 2009, which was a spectacular event all around. Winners from the 2009 Markie Awards were first posted to this blog, pictures from the event will be streamed to Facebook, and videos from the event will continue to be presented on the YouTube channel.
  • VOLACCI  |  FRIDAY, MAY 1, 2009
    [2009] Researching Backlinks for Drupal SEO | Volacci
  • MODERN B2B MARKETING  |  SUNDAY, JANUARY 25, 2009
    [2009] Demand Generation Trends for 2009
    He recently turned the tables on me with seven questions of his own as part of his own interview series: Thought Leadership Interview #6: Miller Time: Marketo’s Jon Miller on Lead Generation and Management in 2009. What are the three trends you see emerging in 2009? Here are just a few excerpts: 1. Enjoy!
  • ANYTHING GOES MARKETING  |  MONDAY, DECEMBER 21, 2009
    [2009] 5 Mistakes B2B Marketers Need to Avoid in 2010
    2009 has been a long year but as I reflect back on my many conversations, I've created a top 5 list of items to avoid in 2010: 1. Not having a defined social media strategy You would be surprised by the number of companies that say “yeah, social media is important but it’s not important to us at the moment”. Now search for your competitors.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, NOVEMBER 24, 2009
    [2009] Marketing Automation and B2B Marketing Predictions for 2010
    It’s coming around to that time of year again when we all offer up predictions for what the coming year will offer. As with any of these, it’s a guess, and entirely my own opinion. Here are some of the trends and changes I think we’ll see in the coming year. If, at the end of the year, it turns out I guessed right on a few of these, I will be happy.
  • B2B MARKETING ZONE POSTS  |  WEDNESDAY, JUNE 10, 2009
    [2009] Hot B2B Marketing Content May 2009
    The following are the top posts from featured sources based on social signals from May 2009.  How to Use Twitter for Business - WebMarketCentral , May 6, 2009. Buzz Marketing for Technology , May 28, 2009. Marketing Interactions , May 12, 2009. Important Ways Sales can help Marketing - Modern B2B Marketing , May 26, 2009.
  • B2B MARKETING ZONE POSTS  |  WEDNESDAY, JUNE 10, 2009
    [2009] Hot B2B Marketing Content May 2009
    The following are the top posts from featured sources based on social signals from May 2009.  How to Use Twitter for Business - WebMarketCentral , May 6, 2009. Buzz Marketing for Technology , May 28, 2009. Marketing Interactions , May 12, 2009. Important Ways Sales can help Marketing - Modern B2B Marketing , May 26, 2009.
  • 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!
  • 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.
  • VOICE-BASED MARKETING  |  THURSDAY, JANUARY 1, 2009
    [2009] Control Your Destiny in 2009
    So in 2009, put yourself in charge, and check us out. The post Control Your Destiny in 2009 appeared first on Ifbyphone. It’s a brand new year, the time of renewal, resolutions and optimism. think it’s a good idea to focus on one of the ways we differentiate ourselves from some of our competitors. No problem. blog Fun
  • JUNTA 42  |  MONDAY, DECEMBER 28, 2009
    [2009] Top 10 Content Marketing Articles of the Year
    42+ Social Media Marketing Tools (June 2, 2009 - 9,537 views) When this one started moving on Twitter, it never stopped. 10 Social Media Tools - Best Kept Secrets (June 19, 2009 - 4,292 views) An overview of my friend Scott Abel's presentation at Web Content 2009. There were so many good articles in the community in 2009.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, FEBRUARY 13, 2009
    [2009] Interview with The Funnelholic
    Here is what I believe every marketing department should have in place in 2009: 1. I had a great chat the other day with Craig Rosenberg, better known as "The Funnelholic", based on his popular blog The Funnelholic (and of course to all of us on Twitter as @funnelholic ). Where do you see this evolving to? Or will these lines remain blurred?
  • B2B MARKETING ZONE POSTS  |  WEDNESDAY, DECEMBER 9, 2009
    [2009] Top 80 B2B Marketing Posts for 2009
    This technique was also used to generate the Hot Trends in B2B Marketing for 2009. Top 80 Posts - December 1, 2008 to November 30, 2009. How to Create a Social Media Marketing Strategy - WebMarketCentral , March 24, 2009. steps for using LinkedIn as lead generation tool - B2B Lead Generation Blog , April 21, 2009.
  • B2B MARKETING SAVVY  |  MONDAY, AUGUST 31, 2009
    [2009] Twitter Analytics: Five Practical, Lesser Known Free Tools for B2B Professionals
    Other Popular Posts:       Digital DeTox Tools      Twitter Blurs the Line       B2B Twitter Case Study      Email The Scoopdog Team. Read Time 2-3 minutes, unless you link out to play)   “Need to know…&#   drives much of the marketing conversation.  Who’s listening, what’s competition saying, reach and extended reach. 
  • WEBMARKETCENTRAL  |  TUESDAY, DECEMBER 29, 2009
    [2009] Best of 2009 (So Far): SEO Guidance, Part 4
    Which factors are really most important in search engine rankings? How do search engines treat different forms of keywords? How can you get the most of out of Google's free webmaster tools to improve rankings? What other tools are worth checking out for keywords, linking and website analysis? This one tool lets you explore many others."
  • VIEWPOINT  |  FRIDAY, JUNE 26, 2009
    [2009] Truth #5—The Truth about Multi-touch, Multi-media Marketing Programs
  • CONFLUENT FORMS  |  WEDNESDAY, JULY 15, 2009
    [2009] We seek RFPs for Innovation, not Inspiration
    One of the biggest conundrums that companies encounter when they are reviewing Requests for Proposals (RFPs) that they are interested in bidding on is whether the RFP is for a real project, or whether it's a fishing expedition for ideas to be implemented by an existing vendor or internally. For us, this boils down to Innovation vs. Inspiration.
  • WEBMARKETCENTRAL  |  THURSDAY, DECEMBER 17, 2009
    [2009] Best of 2009 (So Far): SEO Guidance, Part 3
    How can you help SEO clients, whether internal or external, understand what SEO (and isn't) and set proper expectations for an SEO project? What are the key signals of SEO quality on a website? How does the increasing use of social media affect SEO efforts? What common SEO mistakes should you avoid, and what myths to dispel? Blogging helps.
  • 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.
  • B2B MARKETING TRACTION  |  SUNDAY, JULY 12, 2009
    [2009] Recession Accelerates Marketing Trends Caused by Disruptive Technology
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. You can always use your Internet browser back button to return to where you were. Default Widget.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, DECEMBER 22, 2009
    [2009] Fire your Director of Social Media!
    At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media - I should be fired!" and after thinking about that I can’t help but agree with him. Said differently how do we make social part of the very DNA of the firm?
  • 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.
  • SAVVY B2B MARKETING  |  WEDNESDAY, DECEMBER 16, 2009
    [2009] 6 Tips for Preparing Your Company Sales Presentation
    When it comes to preparing and delivering presentations, Olivia Mitchell has seen and done it all. We're thrilled to feature her words of wisdom so you can take your presentations to a new level. Simon Cowell has popularized the phrase “You owned that song&#. That small word "owned" packs a lot of meaning. Design the presentation.
  • DIGITAL BODY LANGUAGE  |  THURSDAY, DECEMBER 10, 2009
    [2009] The Content Gap - Lead Nurturing and Content Creation
    Many articles have been written about B2B marketing’s evolution towards a model where marketers act as publishers. As buyers are in control of their own buying process, we as marketers need to facilitate them through education, nurturing, and engagement. It is in this stage that “best practice” content is often most useful.
  • 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?
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, DECEMBER 2, 2009
    [2009] Inbound Interaction Management (IIM)
    It’s no surprise that Direct Marketing response rates have dropped to a historic low with success rates in the low single digits. And further - that marketing organizations are becoming increasingly focused on Inbound Marketing (credit HubSpot for creating this term) which are a source of much higher response rates.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, DECEMBER 1, 2009
    [2009] The Evolution of Social Influence
    Increasingly, social media sites are investing in ways to list, rank, and categorize participants. Twitter’s new list feature is the most recent incarnation of this. The challenge that is being tackled is simple; individuals do not have the same influence on their peers in all categories. There is no easy way to “short-cut” this process.
  • SMASHMOUTH MARKETING  |  FRIDAY, FEBRUARY 13, 2009
    [2009] Green Living - Eco Community Planning
    I have my notebook of ideas for when Linda and I build our green home. It's a few years off, I'm sure, but it's full of sketches, articles, diagrams and some day, this wish book will be our home. just added the article Eco Principles for Community Living from Treehugger.
  • SMASHMOUTH MARKETING  |  SUNDAY, AUGUST 30, 2009
    [2009] Sales 2.0 Conference - Interview with David Thompson of Genius.com
    With he upcoming Sales 2.0 conference in Chicago September 10th, it's time again to provide a few pre-show interviews. David Thompson, CEO of Genius.com was one of the early leaders of the Sales 2.0 movement and recently co-authored Sales 2.0 For Dummies. Mike: David, what is the hot topic of the upcoming conference? Each day there are 1.9
  • 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, OCTOBER 21, 2009
    [2009] B2B Demand Gen Letter to Google: Real Time Search
    If someone has already written about this, forgive me. But twice in the past few weeks the discussion of real time search came up and how it might touch b2b demand gen. Today, unless someone is searching in multiple places -- Google, Twitter Search, Facebook Search and others -- they will never find the trending topics that people are talking about.
  • DIGITAL BODY LANGUAGE  |  THURSDAY, OCTOBER 29, 2009
    [2009] Top-of-Funnel Analysis - Net New Names, Inactive Leads, and Reactivated Interest
    Analyzing marketing actions at the top of the funnel has some interesting nuances. This is a direct result of the fact that having a contact’s name within your marketing database does not in any way imply interest. In looking at the top of the funnel, it is critical to be able to carve out these “inactive names” from the rest.
  • 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, OCTOBER 15, 2009
    [2009] Why Social Strategies are Difficult for Agencies to execute?
    Many agencies today are offering Social Media services (if they aren’t they need to). But for many of them it is often hard to architect the strategy since so much of the knowledge of ‘who to go to’ for ‘what type of Social Media conversation’ is very internal knowledge.
  • 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.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, OCTOBER 14, 2009
    [2009] Relationships Salespeople's Biggest Competitor
    Truly great sales skills are both rare, and genuinely valuable in the overall revenue creation process. The art of understanding the people, politics, and pains within an organization, and positioning your offering in such a way to navigate through to a closed deal is difficult and needed. Google. The reason is access to information.
  • 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.  .
  • 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  |  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  |  THURSDAY, JUNE 4, 2009
    [2009] Analyzing B2B Marketing: Balance Sheet and Income Statement
    Consistent in every discussion I have with B2B marketing execs is the topic of analysis. We're all very familiar with the tactical metrics on each marketing type; open rates and click through rates on emails, landing page conversion rates, cost per click metrics, traffic statistics, and so on.
  • 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, AUGUST 26, 2009
    [2009] Sales Enablement: A Key Goal of B2B Marketers
    As B2B marketers , many of us have mainly focused on lead flow to sales as our key driver. Lead flow is definitely an important and vital part of good B2B marketing and sales alignment, but it is not the only area that should be focused on. However, if you enjoy the content, my only ask is that you share it with others: Share this eBook on Twitter.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, SEPTEMBER 8, 2009
    [2009] Relationship Sales and Today's New Buyer
    For years, the prevailing thinking in sales has been oriented around relationship sales. The idea was that by being a friendly person, a good listener, and a decent golfer, you could gain the opportunity to build trust with potential buyers. However in today’s world, there is often not an opportunity to have that conversation in the first place.
  • LEADSLOTH  |  MONDAY, AUGUST 17, 2009
    [2009] What is the ROI of Lead Management?
    Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Similar books, but each with their unique approach and lots of smart advice. Heck, why not nurture customers too? Read them both!
  • 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  |  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.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, FEBRUARY 2, 2009
    [2009] QlikView Is Champion In Aberdeen AXIS (But Is This Graph Necessary?)
    I occasionally do some development work in QlikView and have made no secret that I think it's a great product. So part of me was pleased to learn that it had been listed as a—indeed, the only—“champion” in an Aberdeen Group AXIS report on BI/Performance Management software. Indeed, it turns out that the AXIS program is brand new.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, AUGUST 4, 2009
    [2009] How Social Commerce leads to Advocacy Based Marketing (ABM)
    Every company today is headed for a Brave New World of eCommerce – and that is the world of Social Commerce. Almost a year ago, July 23rd 2008, Mark Zuckerberg launched Facebook Connect, which gives any website the power of a social network like Facebook right there on its own website. So what you say?
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 3, 2009
    [2009] Sales Ready Leads: Quality vs. Quantity
    The topic of Quality vs. Quantity in demand gen has been a constant debate. As David Greenberg, Sr. Director of Marketing at Jive Software shares with us, "With the focus we all have right now on building pipeline that will convert to revenue, quality leads are called for. So listen when they mention client names off the cuff during conversations.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 29, 2009
    [2009] So you have a prospect list….now what?
    Clients frequently call me almost giddy with anticipation. They have gotten a list of prospects contact info either from a tradeshow attendee list or association membership list and they are anxious to rake in all the money just out there waiting for them. Be sure to reference the trade show or association that generated the list.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 29, 2009
    [2009] So you have a prospect list….now what?
    Clients frequently call me almost giddy with anticipation. They have gotten a list of prospects contact info either from a tradeshow attendee list or association membership list and they are anxious to rake in all the money just out there waiting for them. Be sure to reference the trade show or association that generated the list.
  • ANYTHING GOES MARKETING  |  WEDNESDAY, FEBRUARY 18, 2009
    [2009] Lead Management and Football
    In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. Why football? Well, if I compared it to hockey no one outside of Canada would care. Are you ready for some football? Fumble!
  • SMASHMOUTH MARKETING  |  SUNDAY, FEBRUARY 8, 2009
    [2009] Green Living - Eco Community Planning
    I have my notebook of ideas for when Linda and I build our green home. It's a few years off, I'm sure, but it's full of sketches, articles, diagrams and some day, this wish book will be our home. just added the article Eco Principles for Community Living from Treehugger.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, MARCH 25, 2009
    [2009] C-Level Prospects - Make the First Appointment By Phone
    When I was recently at the Sales 2.0 conference, I had several conversations and debate about the value of Face-to-Face meetings versus Con-calls/Web-meetings. Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. It has become pervasive, and respected, to do business this way. sales
  • REPUTATION TO REVENUE  |  FRIDAY, JULY 10, 2009
    [2009] Bad service blowback - United Breaks Guitars
    Lots of companies are still nervous about participating in social media; they fear negative comments, among other things. The reality, of course, is that if you're providing lousy products or service, the bad comments are coming anyway, and with an ever larger megaphone. Four days after posting the video, and 1.3 Obviously the damage is done.
  • 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.
  • 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, JUNE 29, 2009
    [2009] Social Search could it be a Google Killer?
    This morning I typed into Google the search term: VoIP (which stands for Voice over Internet Protocol) and I got 64 Million responses. 64 Million!! How archaic is that? Does Google have any idea how long would it take me to go through 64 Million responses? But the best responses according to who?
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JUNE 17, 2009
    [2009] Social Network based Caller Routing
    Ok, let’s say you are searching the web for a new fishing rod. You find the right website but you are having trouble locating the right rod and reel combination. Frustrated you consider giving up but give it one last shot and decide to call the 800 number on the site. And instead of getting the usual IVR tree – you are prompted for your Facebook id.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, JUNE 15, 2009
    [2009] No patience for the ROI of Social Media discussion
    In a blog post last week, Dell revealed that it has generated more than $2 million in revenue from @DellOutlet, one of its many Twitter sites. Late last year, there were some headlines about Dell crossing the $1 million mark via Twitter and it’s only gotten bigger since then. How did they do it? With a coupon code! Wow, now that’s inventive.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, MAY 28, 2009
    [2009] Can Twitters growth continue?
    The most recent numbers from Nielsen indicate that Twitter grew 1,382% year-over-year, registering a total of just more than 7 million unique visitors in the US. Not only is that huge growth in one year, but in one month like in January, Twitter.com clocked 4.5 But can that Growth be sustained?
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, MAY 14, 2009
    [2009] Growth through Disruptive Innovation
    Takeaways on a speech by C. K. Prahalad speaker at the World Innovation Forum. So we are beginning to see the impact of current economic crisis. The bad news is there is going to be significantly more regulation in the future but the good news is there is a tremendous access to global talent like we have never seen before. But you say “C.K.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, MARCH 25, 2009
    [2009] The Future of Advertising is one word.
    Contextual Now I know this isnt such a new statement - but consider these clues. When the folks who created ET the movie (I hope I am not dating myself here) wanted to use M&M's as the candy that ET was most attracted to - Mars said no but Reese's Pieces said yes. Following the release of the movie Reese's Pieces sales went up 65%.
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