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  • 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]. Write something in it.
  • 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? I 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? I 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.
  • 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.
  • 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.
  • 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. 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? Sales turns to marketing for help.
  • 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. I 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.
  • 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.
  • 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. The power to change the game. When we trust in ourselves, we go bravely into new situations. We move beyond our past and reach for our full potential.
  • 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?
  • LEADER NETWORKS  |  FRIDAY, MAY 29, 2009
    [2009] How to kill an online community in 10 easy steps
    There has been a lot of buzz lately about how many empty or failed online communities litter the web. As with any hype-cycle, people run out to get or make the latest thing - in this case a social network or community - and often don't think through what having one will be like. Believe when you launch the community that your work is done.
  • 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.
  • 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. Here are 5 ways you can generate leads via LinkedIn: Step #1 - Create a polished and personally branded profile on LinkedIn. Start connecting to your current and past contacts - focus on connecting with contacts where trust already exists.
  • 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. David) There are no huge surprises. How about it guys?
  • 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  |  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. Q. 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. Q. Web 2.0 My boss, C.
  • 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. And guess what? Power Chicks get by with More than Power Dudes ! She wanted more.
  • PHOENIX RISING  |  SUNDAY, NOVEMBER 22, 2009
    [2009] Ready, Fire, Aim
    That's kinda backwards, isn't it? catch myself doing it all the time. I 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.
  • 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  |  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.
  • 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]. Good sales people can help create BANT. Absolutely not.
  • 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. I had heard about LeadLander from a competitor (surprisingly, not all competitors are enemies.that's another blog post). Day 1.
  • 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.
  • CONFLUENT FORMS  |  FRIDAY, JUNE 19, 2009
    [2009] 6 steps to writing a better Request for Proposals, a primer
    We believe strongly in Requests for Proposals (RFPs) as a tool for companies to find the best products and services at competitive prices, but also as an evaluation method for finding that elusive "best fit". Our goal in this article is give you the basics that you might need to create your own RFP and run a RFP process without too much frustration.
  • 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 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.
  • PR MEETS MARKETING  |  MONDAY, MARCH 23, 2009
    [2009] What am I doing now and a video thank you
    Click on the image to play the video. Earlier this month, I wrote about how I got a new job and the role social media played. After a quick and busy start, I am happy to announce that I have joined InXpo as the company’s director of marketing. InXpo is a virtual events provider (e.g. Tweet This on Twitter. del.icio.us
  • 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!
  • SALES LEAD INSIGHTS  |  MONDAY, NOVEMBER 9, 2009
    [2009] Your B2B Lead Generation Budget: Start by Cutting It Into Thirds
    Here is a simple and effective way to allocate your business-to-business lead generation budget. Use the first third of your B2B lead generation budget for Internet marketing. Adding your company and its products or services to appropriate online directories. Use the second third of your B2B lead generation budget for direct marketing.
  • MARKETING INTERACTIONS  |  MONDAY, OCTOBER 12, 2009
    [2009] Articles are Food for Lead Nurturing Programs
    One of the things that's very cool about content marketing is that there are so many different kinds of content to create. You've got white papers, eBooks, customer success stories, how-to guides, videos, podcasts, Tweets, blog posts.and more. What I fail to understand is why the article gets so few kudos. No mention of the article.
  • PHOENIX RISING  |  THURSDAY, DECEMBER 10, 2009
    [2009] Smashing Pedestals
    We've all looked the other way when an admired associate or loved one told a tiny little fib. Maybe we glossed over the discrepancy when an explanation didn't jive with the facts. It's what we do - we trust those we admire. That's one of the joys of being human. We hope for the best. looked the other way for a CEO client.
  • PHOENIX RISING  |  WEDNESDAY, NOVEMBER 4, 2009
    [2009] My Personal Trust Initiative
    This week I've been waxing on about trust. Or rather, the lack of trust. Without trust - we run the risk of losing -  a lot. We can each rekindle the trust. If we take a step toward trust, others will follow our example. The world won't change overnight, but we can change it over time. Who knows, maybe it will rub off!
  • 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.
  • 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.
  • SAVVY B2B MARKETING  |  THURSDAY, NOVEMBER 12, 2009
    [2009] Another Sales and Marketing Gap: Marketing Automation vs CRM
    On November 4, I attended B2B Marketing University in Boston sponsored by Silverpop. Throughout the presentations, one question kept cropping up: "How can B2B marketers reconcile the use of CRM to manage prospects at the account level with use of marketing automation systems that enable one-to-one dialogue?"
  • SALES LEAD INSIGHTS  |  MONDAY, AUGUST 31, 2009
    [2009] Want To Generate More Leads? Leverage Your Prospects’ Five Senses
    If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. To accomplish these objectives, consider leveraging your prospect’s five senses.
  • SMASHMOUTH MARKETING  |  THURSDAY, AUGUST 13, 2009
    [2009] C/VP Level Meetings - Do You Delegate? POLL
    Please participate in our LinkedIn Poll this week. We are trying to identify some new shifts we are seeing in the b2b industry as it pertains to introductory appointments. Weigh in your vote here.
  • 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.
  • 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. This post from Junta42 provides a jumping off point.
  • 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. OMG! I 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.
  • 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.
  • 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. I 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.
  • 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.
  • DIGITAL BODY LANGUAGE  |  MONDAY, AUGUST 10, 2009
    [2009] The Map is not the Terrain: Marketing Analysis and the Non-Linear Funnel
    The conceptual model of a funnel is a great one for understanding buyer stages. At the top of the funnel is the broadest universe of suspects who may at some point have an interest in your product or services, but currently do not show significant interest. However, as with any map, it is only a representation of the situation, and is not exact.
  • 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.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, OCTOBER 26, 2009
    [2009] Survey Suggests Marketers Are Moving from Paid to Social Media
    Presumably this was the result of the survey method – an online survey based on email invitations to the lists of King Fish and co-sponsors HubSpot , Junta42 and Upshot Institute. In addition to the industry skew, this probably reached a group that’s much more online-oriented than marketers as a whole. Here goes. 1.
  • 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.  Show how you can help. All good.
  • 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  |  SUNDAY, OCTOBER 11, 2009
    [2009] No Such Thing as a Neutral Outcome
    We're thrilled to welcome Steven Woods. We love his insights on the marketing automation and lead nurturing on his blog, Digital Body Language. There is no way to determine with 100% accuracy where an individual buyer is in their buying process. However, determining the stage a buyer is in is both inexact, and prone to change rapidly with time.
  • SAVVY B2B MARKETING  |  SUNDAY, SEPTEMBER 20, 2009
    [2009] The "E" Word in B2B Marketing
    We're pleased to welcome Doug Kessler of Velocity in London. Here he reveals the key element required for any B2B marketing campaign to succeed. It’s an exciting time to be a B2B marketer. The Internet and its new media spawn have blown open the whole discipline. Do that and you’ve earned another few minutes of their precious time.
  • SAVVY B2B MARKETING  |  FRIDAY, SEPTEMBER 18, 2009
    [2009] Savvy Week in Review - September 18th
    TGIF, and how! The kids are back in school and we're all feeling extra studious. We've been devouring blog content all week and now we're here to share our picks with you. Have a great weekend and we'll see you bright and early Monday morning! Use this rule-of-thumb list to evaluate your options. Barbara French gives you other people to consider.
  • SAVVY B2B MARKETING  |  THURSDAY, JULY 30, 2009
    [2009] 10 Tried and True Ways To Smash Marketing Writer's Block
    It happens to all of us. Some call it writer’s block, some call it procrastination, and some simply call it lack of motivation. Whatever you call it, you know what it is, that lull in your work, those times, when you are stumped on how to continue writing what needs to be written. If you want to write, then “just do it.&# to get an idea.
  • SAVVY B2B MARKETING  |  THURSDAY, JULY 30, 2009
    [2009] 10 Tried and True Ways To Smash Marketing Writer's Block
    It happens to all of us. Some call it writer’s block, some call it procrastination, and some simply call it lack of motivation. Whatever you call it, you know what it is, that lull in your work, those times, when you are stumped on how to continue writing what needs to be written. If you want to write, then “just do it.&# to get an idea.
  • SAVVY B2B MARKETING  |  MONDAY, JUNE 15, 2009
    [2009] Are You Forging a Connection or Burning a Bridge?
    How many white papers have you read that are the equivalent of a glorified brochure? Probably too many. In fact, in a report by InformationWeek Business Technology Network, nearly two‐thirds of respondents said they regard most white papers as marketing/sales‐oriented. In other words, they find them too focused on pitching the solution.
  • 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.
  • 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.
  • 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. Tweet This! Digg this!
  • SMASHMOUTH MARKETING  |  TUESDAY, MARCH 3, 2009
    [2009] Poker Equity and Marketing II - Lead Equity Explained
    Ok, fair warning. If you are here for a two paragraph good marketing tip, you're in the wrong place. I'm deviating from my normal article style and getting down to some math. Geek Time! Back in November I posted an article, Poker Equity and Marketing - Lead Equity. Let me explain. So how does this apply to lead gen/demand gen? What is Lead Equity?
  • SMASHMOUTH MARKETING  |  MONDAY, JUNE 22, 2009
    [2009] 5 Things My Father Taught Me About Selling
    Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. That said, it reminded me that one of the most influential people in my business life was my dad. Dad, here's to you.(see,
  • SMASHMOUTH MARKETING  |  MONDAY, OCTOBER 19, 2009
    [2009] Introductory Appointments: Your Goal is Meeting Number Two
    Which of the following is a good sales outcome for introductory appointments? Proposal : The prospect let you pitch him for 30 minutes, told you to send a proposal and CC his director, who handles these types of projects. know a ton of salespeople that would put the first outcome in the success category. You got a pipeline opportunity, right? WRONG!
  • SMASHMOUTH MARKETING  |  WEDNESDAY, AUGUST 19, 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. Then there was the Google. Classic inbound marketing. Inbound marketing and outbound marketing.
  • MARKETING EDGE  |  THURSDAY, MARCH 12, 2009
    [2009] A Seminal Moment for Social Media – How Can We Avoid Layoffs
    I have thought for a long time that for society to gain the maximum benefits from social media many current cultures in a typical corporate structure would need to change. From legal to finance, HR to PR, the ways of the last 100 years would need to change if transparency is to be rewarded, and improvement was to be an accepted continuing process.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, FEBRUARY 16, 2009
    [2009] World Wide Rave – Works!
    In David Meerman Scott’s ebook Lose Control of your Marketing he talks a lot about the spread of ideas. Artists like Bec Hollcraft who know full well the goal is attracting enough attention and leveraging buzz marketing to get a record deal. It reminds me of the Grateful Dead who were hip to this idea long before Bec was even born.
  • 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, 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].
  • 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. I did have an interesting time the other week though, trying to explain what email deliverability was all about to a not-so-technical audience.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, AUGUST 23, 2009
    [2009] Five social media myths that MUST STOP NOW!
    Sometimes I read the “rules” being written about social media marketing and think, “God bless this person for trying, but he must have never had a real job in his life.” And then these opinions get repeated and re-tweeted until these mindless jingles become part of the social media mantra. It’s time to bust the myth-makers, folks. The message.
  • 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. " type of message.
  • 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. "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.
  • WEBMARKETCENTRAL  |  THURSDAY, AUGUST 13, 2009
    [2009] Social Media + Email Marketing: One Company Doing It Right
    Though social media is all the rage, email marketing also remains strong, with 85% of companies planning to increase spending in this area in the second half of 2009 according to a recent study. Combining social media with email marketing holds tremendous potential, as the tools are complementary. Email is outbound, social media is inbound.
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