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  • 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.
  • 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! Well, no more.
  • 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".
  • SAVVY B2B MARKETING  |  MONDAY, OCTOBER 5, 2009
    [2009] WTF, B2B? Lighten up already! 7 Examples of Humorous B2B
    Life is not meant to be that hard, and neither is marketing. Every once in a while, a swift kick in the pants is just what the doctor ordered to remind us not to take ourselves quite so goddamn seriously. As Brandan Gill wisely observed, "Not a shred of evidence exists in favor of the idea that life is serious." Some are old, some are new.
  • 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.
  • 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
  • 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.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, DECEMBER 29, 2009
    [2009] LoopFuse Offers No-Frills Demand Generation
    LoopFuse was founded in 2007 although it was largely in stealth mode through early 2009. Summary: LoopFuse offers attractive but limited demand generation functions at an easy-to-swallow price. It’s been nearly a year since I took my first close look at the LoopFuse OneView demand generation system. The system stores one score per lead.
  • 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.
  • 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.
  • 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  |  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.
  • 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
  • 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
  • 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?
  • 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.
  • 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.
  • 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, DECEMBER 7, 2009
    [2009] Social CMO – Will CMO’s miss this opportunity?
    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. Let me explain …. For Example …. IT was already on the scene with Web 2.0 Tweet This!
  • 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.
  • 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.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, DECEMBER 4, 2009
    [2009] How to improve lead generation with prospecting 2.0
    When: Thursday, December 10, 2009 at 1:00 PM Central (60 min.). Cold calling. Feel a shiver move up your spine? Too bad. It’s a shame that you, like many others, choose to dismiss cold calling as a lead generation tool (there’s that shiver again). m not saying that its reputation hasn’t been earned. hope you can join us!
  • 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!
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, NOVEMBER 18, 2009
    [2009] My List of Demand Generation Vendors, and Who They Sell To
    One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue. also promised a blog post on the topic.
  • 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  |  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  |  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!
  • MARKETING EDGE  |  SUNDAY, OCTOBER 11, 2009
    [2009] Two New Perspectives for Business
    Time 29:43. couple of observations about how last century’s business structure needs to change to benefit from the changes in the market brought about by the social web. 1) Coopetition to Community. Social media exposes all kinds of talent online, plus a public discussion of the issues. 2) Customer Participation. Ford Fiesta. Twitterville Winner.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, AUGUST 21, 2009
    [2009] Aprimo Marketing Studio Expands the Scope of Marketing Automation
    Summary: Aprimo Marketing Studio includes traffic generation features missing from nearly all existing marketing automation products. This broader scope should become standard as marketers try to truly integrate their programs. If you read that list quickly, it sounds pretty much like every other marketing automation vendor.
  • 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.
  • ACQUIRING MINDS  |  TUESDAY, AUGUST 18, 2009
    [2009] Sales Leads vs. Appointments?
    Which to consider: lead generation or appointment setting? Answer: both. Both approaches are highly effective for building sales pipelines. Appointment Setting gets you in the door, while Lead Generation not only gets you in the door but gives you the right hot buttons to press with prospects that are actively evaluating solutions. vs. SMB (L.G.)
  • 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.
  • 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  |  THURSDAY, OCTOBER 8, 2009
    [2009] MarketingSherpa Marketing Summit, Richard Fouts of Gartner talks Social Media and Communications
    In the fourth of a series of Thought Leader interviews for MarketingSherpa's 6th Annual B2B Marketing Summit 2009 , we talk to Richard Fouts, research director at Gartner, Inc., an information technology research and advisory company. Fouts presented yesterday in Boston. Mike: You're presenting on the use of social media in communications.
  • SMASHMOUTH MARKETING  |  TUESDAY, OCTOBER 6, 2009
    [2009] MarketingSherpa Marketing Summit, Richard Fouts of Gartner talks Social Media and Communications
    In the fourth of a series of Thought Leader interviews for MarketingSherpa's 6th Annual B2B Marketing Summit 2009 , we talk to Richard Fouts, research director at Gartner, Inc., an information technology research and advisory company. Fouts presented yesterday in Boston. Mike: You're presenting on the use of social media in communications.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, MARCH 4, 2009
    [2009] The Flaw in Calculating Inbound Marketing vs. Outbound Marketing Cost Per Lead?
    In fact, they expect that in 2009 the spend on inbound efforts to drop while outbound efforts will rise. This past week I was reading HubSpot's study on the state of inbound marketing , and understandably, with HubSpot being in the inbound marketing business, the study showed that the marketing spend on inbound marketing is rising.
  • 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.
  • SMASHMOUTH MARKETING  |  THURSDAY, MARCH 19, 2009
    [2009] The Flaw in Calculating Inbound Marketing vs. Outbound Marketing Cost Per Lead?
    In fact, they expect that in 2009 the spend on inbound efforts to drop while outbound efforts will rise. This past week I was reading HubSpot's study on the state of inbound marketing , and understandably, with HubSpot being in the inbound marketing business, the study showed that the marketing spend on inbound marketing is rising.
  • SMASHMOUTH MARKETING  |  SUNDAY, NOVEMBER 22, 2009
    [2009] Appointment Setting: Did I Succumb to a Scam?
    In the collection of appointment setting techniques I've seen before, I've never seen the one that I fell victim to this week. Interestingly, if Green Leads did this for our clients we would soon be one a B2B Appointment Setting Vendor that had a tainted reputation. My week is comprised of 5-8 appointments per day. figured, what's one more?
  • BUZZ MARKETING FOR TECHNOLOGY  |  FRIDAY, NOVEMBER 13, 2009
    [2009] What to look for in a Social Media Marketer?
    Now that we are beginning to feel the relief of the economic uncertainty that has been hanging around us for the past few months, I am beginning to hear a lot about the invention of some new roles inside organizations looking to get “social media”. Well it’s the latter part that is the hard part. years. Throw in the weekends and that drops to 5.5
  • 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. had heard about LeadLander from a competitor (surprisingly, not all competitors are enemies.that's another blog post). Day 1. Day 2.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, NOVEMBER 4, 2009
    [2009] Appointment Setting Experts Pull A Columbo "Just one more thing."
    While recently updating our training materials for new hires, I was digesting all the valuable info from our friends at The Bridge Group on inside sales benchmarking and inside sales training. One particular article captured my attention because it stated some basic principles that many sales professionals sometimes fail to heed. Ask questions.
  • SMASHMOUTH MARKETING  |  SUNDAY, OCTOBER 4, 2009
    [2009] Voicemail Debate - To Leave One or Not - POLL
    This past week on Focus.com , there was an active discussion regarding if we Should or Should Not leave a voicemail when tele prospecting. The opinions are varied, but for those of us in the business, I thought we should put some stats behind the argument. Hence, time for a LinkedIn Poll. The results will be interesting. Take the poll (please RT).
  • MARKETING GENIUS BLOG  |  TUESDAY, AUGUST 25, 2009
    [2009] Elaborating on the Lead Scorecard
    Earlier this month Genius.com hosted a popular  webinar about lead scoring with Marketing Interaction’s Ardath Albee and Genius.com’s Felicity Wohltman. They mentioned more best practices than I can possibly include in this post, so today I’ll focus on: the Lead Scorecard. What is a Lead Scorecard? Website Score. Frequency Score.
  • PR MEETS MARKETING  |  SUNDAY, AUGUST 16, 2009
    [2009] The Rehabilitation of Michael Vick’s Image
    Every Sunday, my husband and I watch 60 Minutes. While most of the stories are reruns this summer, 60 Minutes aired the first public interview with Michael Vick who recently left prison on dog fighting and cruelty charges. Check out the video and article here. I’m to redeem himself. Conclusions. What do you think?
  • MARKETING EDGE  |  SUNDAY, AUGUST 16, 2009
    [2009] Four Things That Can Kill Social Media
    1) Tarnished trust – too much nefarious attempts to game the system. Don’t worry though the government is looking into the matter. 3) False expectations unrealized. Companies looking to cut costs rather than understand the social culture that jumped on social media in the Fall of 08 spawn a ton of negative press. Oh, that’s right item number 1.
  • PR MEETS MARKETING  |  TUESDAY, JUNE 2, 2009
    [2009] Tiananmen Remembered – 20 Years Later
    By Grant Neufeld via Flickr. When Tiananmen happened, I was just a college freshman – fresh-eyed and away from home the first time in my life. was just exploring my identity – second generation Chinese born to immigrant parents, seeking to understand how I fit into the world. Fast forward 20 years. The anniversary sort of crept up on me.
  • PR MEETS MARKETING  |  WEDNESDAY, MARCH 4, 2009
    [2009] Measuring The Cost of Bad or Good Online Reputation
    By noblelgnoble via flickr. received this question from Nathalie Seoteman after she read my free ebook on using social media:  . How [can you] calculate the value of a company’s online reputation and (marketing) PR 2.0 efforts? What did these activities produce, put in figures and - preferably - in euro’s/dollars? The “formulas”.
  • 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.
  • 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  |  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.
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