persona sales 
Industrial Marketing Today
JULY 9, 2010
Of course, Marketing Automation alone cannot live up to those hyped up expectations and has to take the brunt of the blame. That is unfortunate because Marketing Automation software is a very useful tool and in my opinion, a necessity these days. Automating the “garbage in, garbage out” marketing approach benefits no one.”
Industrial Marketing Today
JUNE 19, 2010
Personas do matter in B2B content marketing You would be wasting your scarce resources if you pumped out marketing content without first having a clear and complete understanding of the personas of your B2B buyers. In other words, it is time to walk the talk! This white paper aims to change that perception of them.
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Tony Zambito
MAY 1, 2011
If you are a Chief Sales Officer, when was the last time you checked how often your sales teams are making contact with potential buyers? The Fortune 500 is jumping on board with nearly 70% actively pursuing social networking as a business benefit for their buyers ( McKinsey , 2009).
Industrial Marketing Today
AUGUST 17, 2010
To deepen and strengthen this relationship, marketers (and sales) must optimize the “return on time spent” by increasing the value received through each touchpoint. Source: IDC Analyst Connection: Coordinating Marketing and Sales across the Entire Revenue Cycle.) This white paper aims to change that perception of them.
Industrial Marketing Today
SEPTEMBER 3, 2010
You don’t have that kind of a marketing budget; smaller as it may be in these tough times, yet a lot is expected of you or your marketing team. How can you use marketing content to generate a decent volume of sales-ready leads at a low(er) cost? What is effective content marketing?
Industrial Marketing Today
OCTOBER 2, 2010
Clearly define personas by addressing the WIIF (What’s in it for me) question for each stakeholder. Are you targeting final decision makers, users and/or influencers? WHAT : What do you expect your list to do? WHAT : What do you expect your list to do? They are: WHO : Who are the intended recipients of your emails?
Industrial Marketing Today
APRIL 30, 2010
By feeding new leads into the beginning of a program (instead of just adding them to the list for the next send) you’ll get much more use out of your nurturing program content and tell your leads a consistent story at the same time. Hold some in reserve to use as an offer during an inside sales call to follow-up.
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