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  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 9, 2009
    [2009] Lyzasoft White Paper Looks at Coordinating Business Analysts and IT
    Summary: a new white paper says business analysts gather data with little help from IT. I'm not so sure, but agree that collaboration tools like Lyza Commons can help both groups cooperate. Analytical software vendor Lyzasoft has just published a white paper by data warehouse guru Dr. Barry Devlin on how business analysts and IT can work together.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 9, 2009
    [2009] ParAccel Toots Its Horn and Revs Its Database Engine
    Summary: Over the past year, columnar analytical database vendor ParAccel has methodically proven its claims about speed, scalability and easy deployment. Now it's looking to grow fast. To top it off, they recently announced their 2.0 release , a new TPC-H record , and $22 million Series C funding. The 2.0 release date is August.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JULY 14, 2009
    [2009] SiteCore Adds Analytics and Marketing To Web Content Management
    Summary: SiteCore has added extensive analytical and marketing features to its Web content management system. The integrated analytics should save considerable effort for marketers. Channel-specific marketing automation is less appealing but should help to keep marketing automation vendors on their toes. Guarnaccia didn’t see it that way.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 15, 2009
    [2009] More on Web Traffic Rankings for Demand Generation Vendors
    Last week’s post on Web traffic rankings of demand generation vendors generated a couple of private responses from vendors, pointing out that the Alexa statistics include traffic to operational subdomains for client landing pages and user log-in. In itself, this doesn’t bother me, since it provides data on actual use of the systems.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JULY 17, 2009
    [2009] Right On Interactive's 5Buckets Simplifies Multi-Channel Messaging
    Summary: Right On Interactive's 5Buckets connects lists from external customer management systems with many types of output vendors (email, print, fax, text message, automated voice). It's a low-cost, easy-to-use alternative to more powerful marketing automation systems for companies who don't need other marketing automation features.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JULY 21, 2009
    [2009] Jesubi Doubles Sales Prospecting Efficiency
    Summary: Jesubi is designed to make sales prospecting as efficient as possible. It shows how specialized software can be much better at one function than general purpose systems. You may not want to replace your CRM system with Jesubi, but dedicated prospecting teams should take a close look. Just thought I’d point that out.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 23, 2009
    [2009] Simple Usability Studies Are Still Worthwhile
    Summary: Web usability guru Jakob Nielsen has proven that simple usability tests are highly effective. Marketing automation vendors should take heed. Come to think of it, so should marketers. vendor very proudly showed me their new Adobe Flex -based user interface the other day. Fair enough. It’s something I hope more vendors will keep in mind.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JULY 25, 2009
    [2009] Why Most Consumer Marketing Automation Systems Are Not Software-as-a-Service, And When That Will Change
    Summary: Consumer-oriented marketing automation systems have been slower to adopt the Software-as-a-Service model than business marketing (demand generation) systems. But this will soon change, bringing lower prices and better systems as a result. demand generation) systems. Any vendor who didn’t sell that way would be an oddity.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JULY 27, 2009
    [2009] Genius.com Adds Short URLs to Capture Social Media Replies
    Summary: Genius.com is adding a URL shortener that will tie social media responses into the regular flow of demand generation and lead management. It’s a small but important step towards making social media a standard business tool. saw a quick demonstration today of a new social media feature that Genius.com will release at the end of September.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 29, 2009
    [2009] Helmsman Shows How To Serve Small Business Marketers
    Helmsman released its product in April 2009 and currently has about 20 systems in place. Summary: Helmsman Marketing offers turnkey marketing campaigns for small business. It's a great way to meet their needs, but probably not the model that will ultimately prevail in small business marketing automation. Ok, that last sentence is a mouthful.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 4, 2009
    [2009] Low Cost Systems for Demand Generation
    I did publish a real review in July 2009.] My new obsession with Twitter (follow me as @draab) has led to several messages from people who seemed to have trouble choosing between Eloqua and Marketo. It shouldn't be hard to figure out which one suits you better. Just kidding.or Click here to read the review, published in April.] Read it here.]
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 30, 2009
    [2009] Hubspot Offers Small Business Marketers a Big Bundle of Features
    It extended this in 2009 email alerts triggered when user-selected leads visit the Web site. Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. Small businesses willing to invest some effort should be pleased with the results. Hubspot has accepted this challenge.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, AUGUST 3, 2009
    [2009] Youcalc: On-Demand Analytics Without Stored Data
    Summary: Youcalc is an on-demand analytics vendor with 130 prepackaged applications primarily for sales and marketing reporting. Unlike its competitors, youcalc it reads data directly from other Software-as-a-Service systems rather than loading it into its own database. This saves money and simplifies installation but has some drawbacks too.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 4, 2009
    [2009] Marketo Offers Guide to Lead Nurturing
    The folks at Marketo have always recognized that they can only succeed if more marketers learn the basics of demand generation. As a result, they’ve invested heavily in educational materials that are not directly related to their particular product. Whatever the reason, it’s a refreshing and laudably mature approach.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JULY 7, 2009
    [2009] LucidEra's Failure: More Evidence that Marketers Won't Pay for Measurement
    When I spoke with them again in October 2008, the number was 50 and it was still at 50 when we spoke in April 2009. I’m just catching up with what happened while I was on vacation these past two weeks. One piece of news is the demise of LucidEra , which this blog profiled almost exactly one year ago. penetration. This is not surprising.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, AUGUST 5, 2009
    [2009] Vertica Announces 3.5 Release
    Summary: the new release of Vertica's columnar database can store several related data elements in a single column. Didn't we used to call that a row-oriented database? Benefits seem limited. Analytical database vendor Vertica yesterday announced its 3.5 release. was skeptical of this notion when Vertica briefed me two weeks ago, and still am today.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 6, 2009
    [2009] Infusionsoft Pushes the Right Buttons for Small Business Marketing
    Summary: Infusionsoft knows exactly how to sell marketing automation to small business: promise more revenue, less work, strong support and a low price. The system is designed for entrepreneurs, not full-time marketers. ended up chatting with Scott Martineau, company founder and VP Product Management. It was a helpful conversation for a few reasons.
  • EMAGAZINE B2B BLOG  |  FRIDAY, AUGUST 7, 2009
    [2009] Changing information sources for large purchase decisions
    Once again, a bit of research from MarketingSherpa that puts the stamp of validity on what we’ve kinda suspected:  in this case, that the poor economy has forced a shift away from face-to-face events and trade shows, and toward their virtual or online counterparts.  And this was a survey of buyers and influencers about the [.].
  • CHRIS KOCH  |  FRIDAY, AUGUST 7, 2009
    [2009] Why your marketing to CIOs may be irrelevant—and what to do about it
    That means understanding not just the top 10 IT drivers for 2009 as predicted by Gartner or Forrester. If I learned anything in those years, it was that CIOs really are a diverse lot. And that has big implications for marketers. It means understanding different CIO roles, skills, aspirations, and business contexts. CIOs are not all the same.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, AUGUST 6, 2009
    [2009] Social media: Old people rule!
    Today I’m pleased to introduce a special guest-blogger, my daughter Lauren, who provides a 20-something perspective of social media. Lauren is an awesome young woman (with a capital AWE) and is a junior majoring in Public Relations at Indiana University. She is also completing a summer internship with a company in San Francisco. My qualification?
  • SMASHMOUTH MARKETING  |  THURSDAY, AUGUST 6, 2009
    [2009] Appointment Setting, Blogging and Lead Nurturing - Interview on Marketo's Blog
    Just a quick post to point readers to an interview of me on Marketo 's blog, Demand Generation and Social Media: Thought Leadership with Mike Damphousse of Green Leads. Questions discussed: What is B2B appointment setting ? And why is it important to marketers? When it comes to leads, quality or quantity ? You specialize in reaching CXOs and VPs.
  • MARKETING GENIUS BLOG  |  THURSDAY, AUGUST 6, 2009
    [2009] The Truth about Lead Scoring Revealed
    Simple Steps to Mapping Content to Buying Stages will take place on August 19, 2009. Yesterday, Genius.com and NetProspex hosted the first of a three-part webinar series, Does Lead Nurturing Actually Improve Your Pipeline? 15 Simple Steps to Success , with noted author and marketing strategist, Ardath Albee. You can get yours now.
  • WONDERING OUT LOUD  |  THURSDAY, AUGUST 6, 2009
    [2009] Rupert Murdoch says “Pay up”
    I tweeted about this earlier today and I think it deserves a blog post. Rupert Murdoch – media mogul to the extreme – announced a plan to charge for all on line content. asked in my tweet is he gutsy or nutsy. The pay for play train of web-based news has long left the station and Murdoch plans to hit the breaks and throw it in reverse.
  • EMAGAZINE B2B BLOG  |  THURSDAY, AUGUST 6, 2009
    [2009] B2B marketing insights overheard at the ANA/BtoB conference
    “We are cutting anything that is not measurable and doesn’t demonstrate immediate return.” – Phil Clement, Global CMO,  Aon Corp.
  • B2B MARKETING SAVVY  |  THURSDAY, AUGUST 6, 2009
    [2009] Can Your Brand Survive a Soccer Mom’s Purse?
    Other Popular Posts: Digital DeTox Tools       Twitter Branding       Analog Bridges       Email Scoop. Read time:  2 minutes)   Pete Seeger got it right: “…The times, they sure are a changing…”  The crushing rise of Social Networks, iPhone connectivity and Facebook in particular (80+ million unique visitors in June alone!)  Welcome!
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Social Media's Economy of Giving
    In the first article in this four-part series , I defined the three elements that contribute to business benefits through social media: Connections + Meaningful Content + Authentic Helpfulness = Business Benefits. In this final article, we'll examine the difficult issue of Authentic Helpfulness. We are on the cusp of a unique era!
  • WONDERING OUT LOUD  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Social media: The great mixing pot
    Social media is obviously a melting pot, but I’ve been thinking more about how it’s a mixing pot. Social Media is, if what I see on Twitter is any indication, has become the place where people are comfortable mixing their personal and professionals lives. But many don’t stop there.
  • EMAGAZINE B2B BLOG  |  WEDNESDAY, AUGUST 5, 2009
    [2009] B2B blogging can improve organic search
    Most B2B blogging has been justified under the rubric of thought leadership, community, engagement and other such relative intangibles.  But it can also have a powerful impact on search-engine visibility and hence lead generation, said Chris Baggott, CEO and co-founder of Compendium Blogware, in a Feature interview with B2Bonline.
  • EMAGAZINE B2B BLOG  |  WEDNESDAY, AUGUST 5, 2009
    [2009] White papers: still super-effective when done right
    It’s been well-documented that this recession has caused B2B marketers – and their agencies – to hasten their ongoing shift of budget dollars from traditional to online vehicles, in search of measurable ROI.  That has thrown the spotlight on that online marketing war horse, the white paper.  Since we haven’t said much here on the [.].
  • MARKETING GENIUS BLOG  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Sales 2.0 Conference Goes Social in Chicago
    In response to the huge potential of new social networking tools and the demand for new sales solutions that meet today’s unprecedented economic challenges the Sales 2.0 Conference will feature sessions on social media and how sales and marketers can track and get ROI from conversations that are occurring on the Social Web. Conference website.
  • MARKETING EDGE  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Kodak Gets The Picture – Jeffrey Hayzlett & The 4Es of Social Media
    Time 9:30. Taking pictures on film has sure changed. Good thing Kodak is in the capturing memories and sharing in them business. You would be hard pressed to find an industry that has been impacted more than photography business. This disruption would set the average marketer on their heals. Marketing Edge on Stitcher Radio.
  • CONTENT MARKETING TODAY  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Test post for tweet meme
    Does this get me a tweet meme link? xxxxxxxxxxxxx.
  • WEBMARKETCENTRAL  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Book Review: Blogger -- Beyond the Basics
    If you write a blog on Google’s Blogger platform—or have any plans to—you need to pick up a copy of Blogger: Beyond the Basics: Customize and promote your blog with original templates, analytics, advertising, and SEO (From Technologies to Solutions) by Lee Jordan. There's very little to not like about this book.
  • WONDERING OUT LOUD  |  WEDNESDAY, AUGUST 5, 2009
    [2009] The Wall Street Journal and LinkedIn should be friends
    TechCrunch has reported that the Wall Street Journal has LinkedIn in their cross-hairs – or do they – with a something called WSJ Connect. For those keeping score the article points out that this is WSJ’s second attempt  at building a social/professional networking site.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Value Proposition Creation — a worksheet
    Value-Proposition-Worksheet from Marketing Experiments. see lots of people come to Fearless Competitor because they are looking to improve the value proposition for their companies. In order to help even more, the link above is a worksheet from the very smart folks at Marketing Experiments. Use it to re-craft your company’s messaging.
  • B2B MARKETING ZONE POSTS  |  MONDAY, AUGUST 3, 2009
    [2009] Social Media - Twitter - Measurement - Sales - Best of B2B Marketing Zone
    July 2009. Clarity - B2B Marketing Savvy , July 28, 2009. Lessons on Using LinkedIn for Lead Generation - B2B Lead Generation Blog , July 29, 2009. Buzz Marketing for Technology , July 23, 2009. Genius is Bringing GURLs to the Social Party - Marketing Interactions , July 28, 2009. ScoopD , July 23, 2009.
  • EMAGAZINE B2B BLOG  |  TUESDAY, AUGUST 4, 2009
    [2009] Improving B2B white papers by answering 3 easy questions
    As much as B2Bs today rely on white papers to raise their prospects’ temperatures, you’d think they’d be more uniformly effective.  And they can be, if their developers respected just one key principle:  focus on your reader, not on your product/service message. Or so says Michele Linn, writing in the White Paper Pundit.  To ensure that [.].
  • SMASHMOUTH MARKETING  |  TUESDAY, AUGUST 4, 2009
    [2009] Lead Generation - Marketo's Definitive Guide To Lead Nurturing
    I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. Don't let the vendor logo fool you, this is a document that is a must read for all demand generation professionals. It's filled with useful information, starting with the basics and then working to the advanced. It's a must read.
  • LEADSLOTH  |  TUESDAY, AUGUST 4, 2009
    [2009] Measure Your ROI on Social Media Leads
    On Tuesday Genius.com announced the Genius URL Shortener (GURL), which makes it easier to measure the results of social media campaigns. At first I thought: “what’s new about that?&# , and Marketo wrote a post on an alternative way to create tracking links. Lead Source Measurement Needs Improvement. Let me know your suggestions.
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 4, 2009
    [2009] Lead Nurturing - Achieve better marketing results in only 20 minutes a week
    Over the past few months I have seen numerous webinars and classes to help marketers do more with their marketing resources and budgets, but often I find that I have given up my lunch break to a webinar that never gets to the meat of a topic. That’s a lot of information to take in at once, regardless of how well you know the topic.
  • THE POINT  |  TUESDAY, AUGUST 4, 2009
    [2009] eBook Review: Marketo’s Definitive Guide to Lead Nurturing
    Do a quick Web search on “lead nurturing” these days, and you’ll find plenty of high-level, strategic content on the “whys” – how nurturing can improve demand generation ROI, increase conversion rates, accelerate sales cycles, recycle long-discarded prospects, etc.
  • WEBMARKETCENTRAL  |  TUESDAY, AUGUST 4, 2009
    [2009] How (and Why) to Do Lead Nurturing Right
    Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement. The guide itself is well-researched, clearly written and highly practical.
  • WONDERING OUT LOUD  |  TUESDAY, AUGUST 4, 2009
    [2009] Drudge vs. Obama
    There’s a dust up is in the works between The Drudge Report and the Obama Administration. It stems from a Breitbart.tv report - picked up by Drudge – that shows a pre-presidential Obama advocating government funded universal health care. After all video can be edited and, therefore, deceiving.  .
  • 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?
  • WONDERING OUT LOUD  |  MONDAY, AUGUST 3, 2009
    [2009] Pitch alert: Abusing LinkedIn
    Holy cow, but there are a boat load of groups on LinkedIn to choose from. I’ve joined 16 – some related to my industry, others related to my profession – and have, over time, figured out which have value and which have nothing to offer. Last week I was reading a response to a question on LinkedIn. Sadly, this is not unique. I
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 3, 2009
    [2009] Building meaningful business connections through social media
    In the first article in this series , I defined three elements needed to achieve business benefits through social media: Connections + Meaningful Content + Authentic Helpfulness = Business Benefits. Now, we're going to dive into each element to build a strategy for YOUR social media success! Today we start with CONNECTIONS. Connect to them. Engage.
  • JUNTA 42  |  MONDAY, AUGUST 3, 2009
    [2009] Content Consistency and Guinea Pigs
    About a month ago, we brought home our first pet.a Guinea Pig that the boys named Phary (pronounced Ferry). After the initial adjustment week, a routine developed.    The boys would get Phary out of her cage in the morning, and right before bedtime.    All was right with the world. Last week, the routine changed a little. 
  • EMAGAZINE B2B BLOG  |  MONDAY, AUGUST 3, 2009
    [2009] Turning your B2B email program into a dialogue
    Most B2Bs use ongoing email as a primary element of their prospect-nurturing program.  Most of them, however, probably use it in “sermon” style:  I talk, you listen …and that’s even if they’ve gotten away from sell/sell/sell-type messages and into more subtle ones aimed at thought leadership.
  • WONDERING OUT LOUD  |  MONDAY, AUGUST 3, 2009
    [2009] Amen for eBook tips
    I love the Savvy B2B Marketing blog. And I don’t say that with any reservations. Why, you may ask, have I fallen in love with a blog? need no reason other than  this post: 5 Things You Should Know BEFORE You write an eBook. Most read like a company brochure and leave little doubt that the only purpose is to generate new business.
  • MARKETING GENIUS BLOG  |  MONDAY, AUGUST 3, 2009
    [2009] 4 Tips for Successful Lead Scoring
    In the previous introductory article about Lead Scoring I emphasized that it takes time to fine-tune the scoring system. In this post I want to spend some more time on the critical success factors for Lead Scoring. 1: Get Sales & Marketing to Collaborate. Lead scoring should help increase revenue without adding headcount. 2: Start Simple.
  • WEBMARKETCENTRAL  |  MONDAY, AUGUST 3, 2009
    [2009] Best of 2008: Cool Web Tools, Part 2
    A low-cost web analytics package with features that can't be matched by that free one everybody uses. search engine just for faces. An easy tool for automatically creating music videos. Helpful Firefox plugins and SEO analytics tools. Discover all of these and more here in another set of the coolest web tools.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 3, 2009
    [2009] Good advice for growing your company from industry experts
    Vickie Sullivan, Speaking of 2009: Top Ten Changes that Shape the New High-Fee Speech Circuit. I wanted to pass along a great new resource for any company looking to grow revenue or expand. really like that this book is based on the science of how clients buy. There’s a special offer associated with the release of this book. Michael W.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 3, 2009
    [2009] Poll: Demand Gen Experts Use Equal Mix of Inbound & Outbound Marketing
    Good post by a good friend. hope my readers enjoy it. By Michael Damphousse, CEO/CMO of Green Leads , LLC. Recently we conducted a poll on LinkedIn where we asked: Inbound Marketing & Outbound Marketing -. What is your mix for lead gen? •    Mostly Inbound. •    Mostly Outbound. •    Both Equally. •    Inbound Only. •    Outbound Only. world. 
  • MARKETING INTERACTIONS  |  SUNDAY, AUGUST 2, 2009
    [2009] Professional Services Marketing Hot of the Presses
    Vickie Sullivan , Speaking of 2009: Top Ten Changes that Shape the New High-Fee Speech Circuit. Marketing a professional services firm takes a bit of a different mindset than marketing a product and solutions company. One of the major differences is that the partners of the firm are doing the selling. Creating a marketing and growth strategy.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, AUGUST 2, 2009
    [2009] A formula for social media business success
    Starbucks. Mark Schaefer. Yes, I am now up there with the mega-brand big dogs, at least momentarily, in an article in Forbes this week. Not only that, but I was acknowledged as a Twitter marketing authority in the same breath as Chris Brogan and Jeremiah Owyang , two national marketing luminaries. You're thinking that now too, aren't you?
  • PR MEETS MARKETING  |  SUNDAY, AUGUST 2, 2009
    [2009] Nissan Shifting into Gear with New EV Vehicle
    On Saturday, I attended the San Francisco Electric Vehicle Association meeting  where two representatives of Nissan gave a sneak peek before the 6:30 pm PT worldwide announcement of the Nissan Leaf. While While the details of the electric vehicle (EV) was interesting, I was curious to better understand the motivations behind Nissan for this move.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  FRIDAY, JULY 31, 2009
    [2009] The world's greatest viral marketing success story?
    Can you name a national, brand-name product with zero advertising or marketing budget, yet serves over 6 million satisfied customers a year? took a day off this week for digital de-tox and spent it hiking in the Great Smoky Mountains National Park. This American treasure may be the greatest example of viral marketing in history. million customers.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 31, 2009
    [2009] My home page workover
    It’s taken many tries, but finally the home page of Find New Customers is what I want it to be: Clear, Compelling and Brief. Most consider me a marketing expert, but writing a home page is very, very hard. And I have to give a huge thank-you to my good friend and advisor, Jill Konrath. Her patience was boundless and her advice spot-on.
  • EMAGAZINE B2B BLOG  |  FRIDAY, JULY 31, 2009
    [2009] A handy checklist for successful B2B lead management
    So much attention is devoted to online lead-generating mechanisms (SEO, PPC, etc.) that much less is given to the less glamorous activities involved in properly handling those leads, once acquired.  And in these recessionary times, leads are just much too precious to waste by mishandling them.
  • CHRIS KOCH  |  FRIDAY, JULY 31, 2009
    [2009] Four reasons to stop measuring marketing
    It’s time to declare marketing metrics a failure once and for all. ITSMA research has long showed that when we do it at all, we do it poorly. So we should just stop. We should be measuring revenue and what Julie calls the Cost per Order Dollar (CPOD). Period. Stop apportioning blame. So why do we continue to measure marketing separately from sales?
  • MARKETING INTERACTIONS  |  FRIDAY, JULY 31, 2009
    [2009] Webinar: Does Lead Scoring Work? 5 Simple Steps to Ensure it Does.
    Here's the skinny about this first webinar: Date: August 5, 2009 Time: 10:00 AM Pacific Lead scoring has been touted as the new secret sauce that transforms marketing from art to science. This webinar is Part 1 of a 3-part series we're presenting to help ensure lead nurturing improves pipeline. Register Now to reserve your spot
  • DELICIOUS B2BMARKETING  |  FRIDAY, JULY 31, 2009
    [2009] Demandbase: A New Twist In The Lead Management Automation Market
    Another great suite for lead capture is the InsideSales.com suite which is tailored more for the Inside Sales end than the marketing end, but still very effective Posted by: lrmtrainer | January 06, 2009 at 05:18 PM Hey Laura, thanks for the insight. In fact, 88% said Web sites were important in helping them decide what to buy.
  • DELICIOUS B2BMARKETING  |  FRIDAY, JULY 31, 2009
    [2009] Numeric Scoring: The Key To Lead Management Success
    Posted by: Pam Sichenze | January 14, 2009 at 05:08 PM The comments to this entry are closed. Confirmed: The Recession Limits Interactive Experimentation Archives July 2009 June 2009 May 2009 April 2009 March 2009 February 2009 January 2009 December 2008 November 2008 October 2008 More.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JULY 30, 2009
    [2009] Fair Skies with a 100% Chance of Dipshit
    Last Friday I overcame all obstacles to actually find a way to use “turd” in a headline and this week I upped the ante. Just trying to shake it up a bit at the end of the week. Isn’t that a more interesting headline than “The five biggest Twitter mistakes?” ZZZZzzzzz Actually, this headline is not mine. Effective headlines make such a difference.
  • CONTENT MARKETING TODAY  |  FRIDAY, JULY 31, 2009
    [2009] Word of Mouth Marketing Is Becoming Incredibly Important
    While year-over-year growth is expected to slow in 2009, WoM spending is on pace to grow another 10.2% Powerful Online Trend Reinforces Need for Effective Content Marketing strategies. Word of mouth marketing has carried marketing messages since the time of cavemen. Back then, it didn’t get your message more than a few cave doors down.
  • WONDERING OUT LOUD  |  THURSDAY, MARCH 19, 2009
    [2009] Social Media in the B2B space
    It’s been so long since I’ve logged into my Worpress account I thought for sure I’d find the dashboard covered in cobwebs. Never the less, here I am. I’ve come to the conclusion that I need to spend more time on my personal social media efforts. What’s been difficult for me to maintain is this whole blogging thing.
  • WONDERING OUT LOUD  |  FRIDAY, MARCH 27, 2009
    [2009] Social Media’s Common Denominator
    I was part of a small group discussing the issue of social media in the B2B market a couple weeks back when another participant said something that sounded odd, if not wrong, yet very familiar. didn’t respond at the time because I wasn’t sure how to. His statement, and I’m paraphrasing, was: B2B is different than B2C.
  • WONDERING OUT LOUD  |  THURSDAY, JUNE 18, 2009
    [2009] Show me the How
    At the risk of making enemies of all who have weighed in on the subject, I beg all of you to please stop blogging, writing, talking & pontificating on the subject of WHY B2B companies need, should, have to use social media. A search of Google returned 492,000 hits on the keyword “B2B needs social media&#. At Enough already.
  • WONDERING OUT LOUD  |  SATURDAY, JUNE 20, 2009
    [2009] Setting objectives in B2B social media
    I was digging through old blog posts the other day and came across this one Mark Schaefer’s {grow}  blog. bit more than one month old, it asks a simple question: Can social media be successful in B2B? How is it driving top line growth? Mark asks the wrong question because he’s thinking like the marketing professional he is. Thought leadership.
  • WONDERING OUT LOUD  |  THURSDAY, JUNE 25, 2009
    [2009] Who should you target with B2B social media activities
    In my last post I wrote about setting the proper expectations for your social media efforts. Today, I want to touch on the “who” piece of the equation. It’s axiomatic, but I’m going to point out the obvious: who you target with your efforts is critical to meeting the objective you set. Cool new stuff will do that to people. Stay focused. Customers.
  • WONDERING OUT LOUD  |  THURSDAY, JULY 16, 2009
    [2009] How do you define leadership
    I opened iTunes the other day and came across two of my favorite audio clips: the Crispin Day’s speech from Henry the V by Kenneth Branagh  and Kurt Russell, as Herb Brooks in Miracle , giving his pregame talk to the team before the 1980 Olympic game against the Soviet Union. Not only did they deserve it, they were born to be there.
  • WONDERING OUT LOUD  |  TUESDAY, JULY 21, 2009
    [2009] Showing you the “How”
    A while ago I wrote a post called “Show me the how&#. It was written out of the frustration from reading yet another blog post about why B2B companies need to get active in social media. It’s my contention that we need to stop talking about why and start talking about how. Among them: How to get media coverage without pitching.
  • WONDERING OUT LOUD  |  SATURDAY, JULY 25, 2009
    [2009] Drive by social media
    The good news and the bad news of social media are one and the same: Anyone with a computer and Internet access can do it. Whether from home, office, library or another venue, engaging in social media is as easy as opening your favorite browser and getting to it. Social Media is of the people, for the people and, most importantly, by the people. As
  • WONDERING OUT LOUD  |  WEDNESDAY, JULY 29, 2009
    [2009] Brian Carroll strikes again
    Brian Carroll of intouch  has given us 6 lessons he’s learned about using LinkedIn for generating leads and I’d like to add one that, while implied in his 6, cannot be reiterated enough: 1. Tread very, very carefully. Above all, LinkedIn is a networking site for professionals. Remember that social networking is just that: social.
  • EMAGAZINE B2B BLOG  |  THURSDAY, JULY 30, 2009
    [2009] Three top tips you haven’t read before on writing more effective PPC ads
    In these times when every dollar counts, I wanted to provide some actionable tips for writing better pay per click (PPC) ad copy …beyond the elementary hints that can be found almost anywhere on the Web.  They can be introduced – and hopefully remembered – using just three words: Empathize         Identify          Specify B2B [.].
  • MARKETING INTERACTIONS  |  THURSDAY, JULY 30, 2009
    [2009] Beauty or the Beast: Which is your B2B Newsletter?
    Newsletters delivered via email are a staple for many B2B companies. These e-newsletters usually contain titles, descriptions and links to several articles, perhaps an executive column, a customer spotlight, an invitation to a webinar or a white paper download and any product or company news at hand. How many of you have only one newsletter?
  • EMAGAZINE B2B BLOG  |  THURSDAY, JULY 30, 2009
    [2009] Writing for the Web – a refresher course
    Though a bit of a dust-off from the files, Anne Stuart’s piece for Inc. on this evergreen subject has some timeless advice, well worth another read. 
  • SAVVY B2B MARKETING  |  THURSDAY, JULY 30, 2009
    [2009] 3 Key Insights and a 5-Step Process for Measuring "Soft" Social Media Benefits
    The misty, murky world of social media measurement is now just a little clearer. Thanks
  • WEBMARKETCENTRAL  |  THURSDAY, JULY 30, 2009
    [2009] Social Media ROI vs. RONI
    Understandably, as businesses begin to invest more marketing/PR dollars into social media, there is great concern over the ROI of these activities. No company, big or small, can afford to spend scarce funds inefficiently, particularly in the current economic environment. Simple, right? Balderdash. Social Tagging
  • JUNTA 42  |  THURSDAY, JULY 30, 2009
    [2009] Top 42 Content Marketing Blogs Released - Tipping Point Rises to the Top
    Well, after a slight delay to coincide with the launch of the new Junta42 redesign , the Junta42 Top 42 Content Marketing Blogs have finally been released. Definitely, our most competitive and thorough list, the Top 42 is a collection of the best experts in the world that join in on the conversation about content marketing. 13 ContentMarketingToday.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, JULY 30, 2009
    [2009] Time to Replace your Online News Room with Facebook!
    Back in October of 2007 at a MarketingProfs conference I remember listening to a panel on how someone used a blog as their online news room. The panel was run by David Armano and featured Todd Andrilik the director of marketing and PR, for Leopardo Construction, who was using WordPress as a online news room. Think about it.
  • B2B MARKETING SAVVY  |  THURSDAY, JULY 30, 2009
    [2009] Blogging Benchmaks: In Search of the Missing Metrics
    Other Popular Posts:     Digital DeTox Tools      Twitter Branding      Analog Bridges      Email Scoop. Read time = 3-4 minutes)   In the B2B space, we’re fairly obsessed w/metrics and measurement. Impressions, click-thrus, awareness, brand -buildihjng, lead gen, incentive direct sales, et al.  Some ScoopDog Blog data points, two months in: .
  • 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  |  THURSDAY, JULY 30, 2009
    [2009] 3 Key Insights and a 5-Step Process for Measuring "Soft" Social Media Benefits
    The misty, murky world of social media measurement is now just a little clearer. Thanks
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JULY 29, 2009
    [2009] Social media measurement -- It's like being a great bartender
    Guest writer Jamie Lee Wallace contributes this post on our series of social media marketing measurement. good bartender earns repeat visitors by remembering the names and drinks of the regulars, engaging new visitors in friendly discussion, and sharing news and insights about the local scene. Were your messages communicated?
  • EMAGAZINE B2B BLOG  |  WEDNESDAY, JULY 29, 2009
    [2009] Yahoo + Bing: a ding for Google??
    Yahoo and Microsoft today announced their joint search/advertising partnership, a deal that had been gestating since the turnover from Jerry Yang to Carol Bartz at Yahoo.  The reason the deal happened now is the recent success of Bing.  I think it put pressure on Yahoo, as well as Yahoo not being able to turn it [.].
  • REPUTATION TO REVENUE  |  WEDNESDAY, JULY 29, 2009
    [2009] Rite Aid impresses with active customer service
    Little things really do add up. Like many people, I have several prescriptions with Rite Aid Pharmacy. Refills are easy; you just call the number on the bottle a few days before a prescription runs out, tap your way through the automated voice prompts, and pick it up the next day. Today, though, I caught the next wave. Most likely they will, too.
  • PHOENIX RISING  |  WEDNESDAY, JULY 29, 2009
    [2009] Gone Campin'
    Thanks for stopping by. I'm out on vacation but there's lots here to ponder! Shadow and I are headed to the High Sierras for the ultimate horse camping and riding. No phones, no electricity, no cell service.    Just sunny days, starry nights, furry critters and endless trails at the top of the world. 
  • CONTENT MARKETING TODAY  |  WEDNESDAY, JULY 29, 2009
    [2009] Don’t Keep Your Web Visitors Waiting and Guessing: A Video Company Website That Communicates Poorly
    It’s Not Visual. It’s Doesn’t Get Quickly to the Point. It Doesn’t Show How It Can Help. When much of the web was experimental and Web surfing was still recreational, it might have been okay to have a website that was creative for its own sake–even when it was unclear about its purpose. Not so today. Be Clear.
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, JULY 29, 2009
    [2009] Lessons on Using LinkedIn for Lead Generation
    Resource: 2009 Social Media Marketing and PR: Benchmarks and Best Practices. I've heard more B2B marketers citing LinkedIn as a key social network they want to add into their lead generation and marketing strategy. often get asked questions like "how do you generate leads via LinkedIn (without alienating your network)? Check it out
  • 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.
  • LEADSLOTH  |  WEDNESDAY, JULY 29, 2009
    [2009] Free Trials Aren’t What They Used to Be
    An important aspect of Demand Generation are the offers: what will your prospects register for? popular offer for software vendors is the free trial. read an interesting article on the decreasing effectiveness of free trials as a lead generation tool in the DemandGen Report. Very true. Over 100,000 Downloads! Very frustrating. ROI Tools. Paid Trial.
  • PHOENIX RISING  |  WEDNESDAY, JULY 29, 2009
    [2009] Stop Blaming Marketing!
    My recent post Stop Blaming Sales received a few comments from sales type folks -  asserting that I was 'right on', that marketing should not be given responsibility for websites, for corporate positioning - that marketing was pretty much worthless.   So - here I am again, discussing the flip-side of that statement. My point? 
  • JUNTA 42  |  WEDNESDAY, JULY 29, 2009
    [2009] Changes Coming at Junta42.com
    Well my friends, after many months, the end is near. But with all website redesigns, it's always the beginning.    We've been working on a new and improved version of Junta42 for quite some time now, which will launch later this week. thought it was important to give you a head's up on this.  Why make the change?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JULY 28, 2009
    [2009] Social media influence in the workplace may be relatively small
    The survey was fielded in May 2009 among 753 American workers. If you're a brand trying to influence key business contacts through social media, it may not be happening during business hours. and it may not be happening at all, according to new findings by WorkPlace Media. And only 11% follow any major brand on a social network.
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 28, 2009
    [2009] Cut out the TLA’s
    Rebel Brown called them four letter words, but I like to call them TLA’s. What’s a TLA? It an acronym like SOA, CRM, ERP, BPM, etc. It’s meaningless technobable. No one buys TLA’s. They look for solutions to business problems. People ask questions using English. Business people look for answers usingEnglish.
  • THE POINT  |  TUESDAY, JULY 28, 2009
    [2009] Why Free Trial Offers Aren’t Always the Best Choice
    There’s a great article (and not just because I’m quoted) in this week’s Demand Generation Report describing how marketers are actively seeking alternatives to the free trial offer. As I say in the article, free trials have become popular – too popular, in my opinion – as offers, because they’re perceived to be the shortest route [.].
  • EMAGAZINE B2B BLOG  |  TUESDAY, JULY 28, 2009
    [2009] Twitter this way, expect revenue returns
    Twitter recently released a how-to guide called Twitter 101.  While we sift through it to find more material for a longer post, Jeff Cohen has already done this and posted a brief summary over at Social Media B2B.  Some of the points he gleaned from the Guide: It’s about relationships.  Hmmm… social media is about relationships;  [.].
  • SMASHMOUTH MARKETING  |  TUESDAY, JULY 28, 2009
    [2009] Inbound & Outbound Marketing Mix - Poll Results
    Last week we conducted a poll on LinkedIn where we asked: Inbound Marketing & Outbound Marketing - what is your mix for lead gen? Mostly Inbound Mostly Outbound Both Equally Inbound Only Outbound Only The complete results were published today on the DemandGen Reports site. Some key points to consider. full article on the DemandGen Reports site).
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