Industrial Marketing Today

MARCH 8, 2011

A recent article by Paul Gillin ( @pgillin ) and published in BtoB Online , caught my attention because it talks about how engineers can have fun while doing serious business. If you visit the site, it will become very apparent that a lot of planning, effort and resources went into building this online community. distribution arm.

Communities 60

Communities Peer-to-peer BtoB Sales Qualified Leads 60

markempa

APRIL 3, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. To develop an effective lead generation program, you need a process that identifies decision makers along with their sphere of influence before you can initiate a productive conversation.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

MARCH 21, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. During two years of research, Reichheld discovered, that the answer to this basic question, Would you recommend our products/services to a business peer?, correlated directly to growth rates. correlated directly to growth rates.

Lead Generation 120

Lead Generation B2B Sales Peer-to-peer Lead Scoring 120

markempa

MAY 21, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Once you understand why clients chose your products or service you can tailor your message around the needs you solve. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JANUARY 3, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. She wrote, "I just put your book in production! She wrote, "I just put your book in production! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 It’s in great shape.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

JUNE 7, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. A few years ago, I worked on a lead generation program with a client that launched a new product life cycle management (PLM) software product. The product was expected to have an average sale of $200,000.

Lead Generation 120

Lead Generation Marketing Budget SIC Budget Programs 120

markempa

FEBRUARY 28, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. There are more protections for tangible products but not many for service based business, which most companies are evolving to anyway. Kelly is founder of IDEO , Americas largest independent product design and development firm.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MAY 9, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation Ideal Customer Profiles Activities Marketing Qualified Leads 120

markempa

JUNE 8, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. " Kristin Zhivagos book, Rivers of Revenue , has an excellent worksheet on how to map out the customers buying process for what she calls an intense scrutiny product (complex sale).

Lead Generation 120

Lead Generation ROI Process Generation 120

markempa

JUNE 8, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. You’ll evolve from a vendor that is simply selling products and services to being an expert that is selling value. You’ll evolve from a vendor that is simply selling products and services to being an expert that is selling value.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

markempa

APRIL 18, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Kanazawa says: "It makes us more susceptible to product messages, because were designed to trust our friends." Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

The ROI Guy

JANUARY 10, 2011

Although Forrester was predicting 8-9% IT budget growth earlier in the year, its latest survey of 2,800 global CIOs and other IT decision-makers, revealed that their predictions, as were others, were overly optimistic, with the vast majority of respondents indicating that their budgets remained the same in 2010 as they were in 2009.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 40

The ROI Guy

NOVEMBER 4, 2010

In the early days of IT, product selling was prevalent, pitching products to innovators who were shown a product’s features and functions and then figured out on their own how to apply it to a pain / opportunity. Alinean recognized by BtoB Magazine’s as one of To.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

Now, in B2B, we have seen a similar dramatic shift towards prospects taking charge of the buying cycle, using on-line content marketing, resources and tools to drive research, comparisons and purchase decisions. Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 8, 2006

Moving the task from a highly skilled expensive resource to less expensive resources The direct benefits are often easy to quantify, and as such there is usually little risk in considering 100% of the expected cost avoidance or productivity improvements in the ROI calculation (ROI = net benefits / cost).

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

NOVEMBER 8, 2006

More importantly, since innovation is only 10% of the typical IT budget today, reducing ongoing management costs can help reallocate precious resources and budgets to more innovative tasks and projects – delivering true business value. Alinean recognized by BtoB Magazine’s as one of To.

ROI 40

ROI Marketing Budget Work Management Marketing Automation Services 40

Ambal's Amusings

AUGUST 27, 2009

We also ask for their suggestions on recommended reading resources to keep abreast with latest trends in their industry. Recommended Resources from B2B Marketing Experts. B2B Lead Generation Benchmark Study 2009. Each content resource you develop should be aimed at educating both them and you. Get Content. Get Customers.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

Anything Goes Marketing

MAY 17, 2009

What I have done is reviewed the tweets from the latest SiriusDecisions Summit 2009 and captured points that I thought were interesting and categorized them. Process drives productivity - start with process then implement technology. Unfortunately, I wasn’t able to go (not without trying!)

B2B Marketing 100

B2B Marketing Work Management Trends Lead Ranking 100

Ambal's Amusings

NOVEMBER 19, 2009

Recommended Resources from B2B Marketing Experts. B2B Lead Generation Benchmark Study 2009. If all they’ll gain is the knowledge that your product has yet another new feature, it’s time to rethink your messaging from your prospects’ perspectives. " Read on to get their insights. MarketingSherpa.

Work Management 100

Work Management Marketing Management Demand Generation Agencies Paid Search Agency 100

The ROI Guy

DECEMBER 14, 2005

Carr’s assertions are completely correct - that indeed most infrastructure solutions have become commodities with uniform products, standardization and little pricing power for the IT solution providers. As well, personal productivity applications such as word processing, e-mail and messaging could be considered commodities. .

ROI 40

ROI Work Management Marketing Management Budget Programs 40

markempa

APRIL 12, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Aberdeen concludes: “Lagging and average companies are not ill-equipped with technology products, rather they lack the integration and sophistication to realize higher results.”

ROMI 120

ROMI Lead Generation Work Management B2B Marketing 120

markempa

JULY 30, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Pitch the problem, not your product. Pitch the problem, not your product. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Heres a quick summary of Wards 9 1/2 points: 1.

Lead Generation 120

Lead Generation Generation Leads Lead 120

Online Marketing Institute

JULY 31, 2009

I hadn’t seen the product in a while and was impressed with the UI improvements the Eloqua team has produced. This score can vary by product line or geography or other company-specific factors, so they don’t assume that one size fits all. BtoB magazine and the Sales Lead Management Association reported last week that 45.4%

Lead Ranking 40

Lead Ranking Lead Scoring Enterprise Management Work Management 40

markempa

MAY 19, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Reichheld asks, “Would you recommend our products or services to a business peer?” Reichheld asks, “Would you recommend our products or services to a business peer?”

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

markempa

JANUARY 18, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Qualification 120

Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120

Webbiquity

AUGUST 18, 2012

While prospective buyers are using search and social to research products and services before making purchase decisions, marketers and PR professionals can use those same tools to research buyer wants and needs. BtoB Magazine ). BtoB Magazine ). And social media isn’t just about lead generation of course. And their competition.

Paid Content 100

Paid Content Social Media Social Marketing Statistics 100

The ROI Guy

SEPTEMBER 10, 2010

The good news is that the second half of 2010, projections are in line with Gartner’s survey in the fourth quarter of 2009 when CIOs reported IT budgets would increase, on average, by only 1.3%, and spending outlooks are more positive than earlier surveys. for 2009, showing that a spending recovery is in place, but marginally.

Budget Programs 40

Budget Programs Marketing Budget Work Management Marketing Management 40

The ROI Guy

SEPTEMBER 28, 2010

Instead of being engaged, buyers are now inundated with more meaningless product information and offers than ever before, creating "marketing fatigue". Alinean recognized by BtoB Magazine’s as one of To. Frugalnomics: Business Productivity and Cost Reduc. Provocation-Based Selling: Loosening the Status-Qu.

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40