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B2B Marketing News SMEs flock to BT Tradespace 10 June 2009, 11:30 GMT BT Tradespace has announced 400 per cent year-on-year growth. Edward Appleton 15 June 2009 Alternative marketing goes mainstream Scot McKee 11 June 2009 Dont hurt me Arch.Im The B2B social networking site – which was launched with the ‘specific mission’ of helping SMEs promote themselves, communicate with other businesses and grow – marked its second anniversary this month by signing up its 350,000th member. But too few marketers understand how to use it as a strategic route-to-market. HOW TO. HOW TO.

6 steps to writing a better Request for Proposals, a primer

Confluent Forms

Defining your project as best you can will enable you to pass that information on to potential vendors, but also receive proposals that are tailored to your needs (pricing and project plans) by vendors who understand the project they are bidding on. Our goal in this article is give you the basics that you might need to create your own RFP and run a RFP process without too much frustration.

What Exactly IS Digital Body Language?

Digital Body Language

However, the raw information that digital body language provides is often only the foundation. Much as each facial muscle contributes to our reading of a person's body language, the raw digital information is mainly of use when looked at through the lens of lead scoring to understand whether an individual is ready for sales, or what buyer role they play in the process. So what is it?

5 Secrets of Creating Successful Marketing One-Sheets

B2B Marketing Traction

Make sure that all of your contact information is on the one-sheet and very easy to read. Tweet. One of the networks I belong to, ProVisors , advocates the use of one-sheets or one-pagers that describe each member’s differentiators and the benefits of the service(s) they provide. See samples at the end of this post.) That’s it – three or four recollections seem to be the max! The “Z”.

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Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

The report details such information as the right time of day to call, the best day of the week, how the response time to a lead impacts conversion, etc. There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! It got me thinking. Layer the times together and stagger them for time zone.

5 quick tips to writing better proposals (RFP responses)

Confluent Forms

Having that information on one page, the first page, makes a great first impression and says to the client "yes, we're thinking of you and trying to be helpful". be succinct Nothing makes a reader's mind go numb like endless shop-talk, buzzwords, and information that isn't requested nor has any impact on the project. Focus your proposal and stick to the points that are necessary to convey the information to the client. We're frequently asked for any tips we might have for people writing proposal responses to Requests for Proposals (RFP) that they've received. Doubtful!

10 Most Popular Content Marketing Posts of 2009

Content Marketing Today

In fact, visitors searching our site for the phrase “content marketing” increased by 85% in 2009 over 2008. You may also do a regular eNewsletter to inform your customers and prospects about the great content you have created recently online. In 2009, most small businesses do have websites and the term, ‘content marketing,’ has gone from obscure to fashionable. Not at length.

Is social media effective for B2B lead generation?

Sales Lead Insights

Although “Generated qualified leads&# and “Helped me close business&# were listed as benefits seen by the users of social media, they were near the bottom of the list of eight choices, and no information was given about actual numbers of leads, sales or ROI. I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. Not bad!

Rick Short Explains How to Turn Staff Into Prolific Bloggers

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So, in terms of things like time/ contact , money/ contact , and "times used" (how many times we can put one piece of information out to the market), blogging and related social media is, by far, the most efficient activity. So, I break it down to this: products and technology generate content (meaningful information) which generates (customer) contact which generates profitable sales.

The Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies

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Doug Kessler Tuesday, June 9th, 2009 Your prospects are being buffeted by a firehose of information. First Name (required) Last Name (required) Email (valid email required) Company (required) cforms contact form by delicious:days Tags: Add new tag , B2B content marketing , B2B Demand Generation , B2B lead generation , B2B social media Posted in Featured Paper , Papers | Comments The Velocity B2B Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies says: June 11, 2009 at 2:25 pm [.] Add Comment Click here to cancel reply.

Lead Generation Checklist - Part 2: Sales and Marketing – One Team

B2B Lead Generation Blog

Sales should be privy to invaluable information that will help them in their selling process. I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. In the first installment , I discussed tackling your organization’s mindset. Your touches should be conversations not just campaigns. Your “marketing” approach should be more consultative. The post received a lot of great comments. Thanks Ardath. Now for Step Two.

5 tips to build more relevant and engaging lead nurturing emails

B2B Lead Generation Blog

Stage in the buying process : Be sure to provide different kinds of information to your prospect based on what point they are in the buying process. Industry vertical: Industry information will more than likely tell you what pains your prospects are experiencing, while company size will give you a hint as to the resources they have available to tackle these challenges. Be sure to add this information to your marketing data often so that you can easily define your target segments based on these indicators. But be honest: How well are you really connecting with your audience?

Podcast: Why sellers don’t have the right tools to help buyers buy

B2B Lead Generation Blog

They are informed, they know how to pitch - they know their business. A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that gets a lot of feathers ruffled. However, this is one question that Sharon Drew Morgen isn’t afraid to tackle. Basically: How do we convert leads to sales? Morgen has some great suggestions. think you’ll find Morgen’s insight helpful and her book more than a little tempting.

Developing your Go/No-Go decision tree

Confluent Forms

Use this information to formulate the questions that will enable you to put proper perspective into your business prospecting. Start writing the tough questions that will enable you to figure out if you have enough information to bid on the project and if you have a worthwhile shot at winning the project. If you don't have all of the information you need to answer your questions make sure to ask the client the questions that will enable you to continue. The situation: A potentially juicy RFP falls into your lap. So what is a Go/No-Go decision tree?

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The Top 3 Priorities for 2010 Marketing Budgets

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About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Design PR SEO-SEM Social Media Strategy More testchannel AdROCK eBooks Educational Facebook Guest Posts Twitter The Top 3 Priorities for 2010 Marketing Budgets November 2nd, 2009 | By guestblogger By Tom Pick | Online Marketing Executive | KC Associates With a lingering recession, the U.S. Social media and PR support this by providing both more links to your website and more places, other than your site, where information about your company and products can be found. Ideally, do both.

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Five Guys Burgers and Fries Really Understand in Person Content Marketing

Content Marketing Today

When that sub optimal behavior is observed, a store operator will be informed so that they can take corrective action. How They Use Secret Shoppers to Catch Their Team Members Doing the Right Thing. If you are looking for great basic meat and potatoes cooking in a casual atmosphere, you can’t do much better than Five Guys Burgers and Fries. They understand their customers. Far from it.

Two Non-Traditional Approaches to B2B Registration

Savvy B2B Marketing

Last week, Stephanie recommended marketers collect incremental information during the registration process , asking for more information during each interaction. Along with Stephanie's suggestion, I also want to share two other alternatives. Option 1: Self-selection. Want the White Paper and I'll Contact You When I'm Ready. Title. First name. Last name. Email address. Company website.

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Top Automated Marketing Personalization Tactics

Anything Goes Marketing

If you've already collected information from someone, avoid asking for it again at all costs. We use a technique called "Progressive Profiling" where we collect addition information over time and build a more complete picture for the sale team. You can blend other elements such as merge fields, form pre-population, and dynamically displaying the sales rep’s contact information to make the web experience as personalized as possible. personalized approach facilitates this process. I've listed the top tactics that I typically discuss in my day to day client meetings.

Chex and Content - Where's Your Party Mix?

Junta 42

Are you developing marketing information so outstanding that people like me are motivated to share it with anyone who will listen Corn Chex, Cinnamon Chex, Rice Chex.    We currently have boxes of it around the house.    And it's all because of relevant content. How you might ask? It started with one box of Cinnamon Chex.    My oldest son Joshua, who's eight years old, took great interest in the back of the Cinnamon Chex box. The subject was ChexPartyMix.com. The first recipe, Chocolate Chex Caramel Corn Bars , was first up. except for Joshua).

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Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

Heather has some good tips to ensure that your information and call to action(s) is up to date. In the past, email recipients were used to receiving a text based email that had a simple message that thanked the subscriber for submitting their information. Now, there are many different types of autoresponder emails from product/service confirmations to event detail information.

Are You Creating Necessary Content?

Junta 42

  I'm not talking about the information you create that talks about your products and services.    In this case, look at the type of information you distribute that educates your customers and positions you as an expert resource. In addition, is the information necessary for your customers' growth?  In this article , Mr. Magazine discusses the importance of publishers creating truly necessary information for target readers. Your customers want to share this information because they, in most cases, want to solve their challenges. 

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Looking for Social Media Policy Examples?

Everything Technology Marketing

Concerned about what happens when an employee shares insider information? Do you hesitate to jump on the social media bandwagon with your company? Social media is inherently dynamic, even chaotic. Provide no guidance and you likely end up damaging your brand. Be too restrictive and your social media initiative will never take off, putting you at a competitive disadvantage. Clear policies help you better navigate this new communication channel and provide guidance to your audience as to what is ok to post and what isn't.

Do you want your customers to be able to reach you?

Junta 42

 I mean in this internet age with internet savvy bloggers, finding their contact information should be a cinch. This is a guest post compliments of Junta42's VP of Operations Pam Kozelka.  It's all about being accessible for your customers?  Today, your customers expect you to be reachable, in whatever way they want to reach you.  Are you? Every time we update the Junta42 Top 42 Content Marketing Blogs list, one of the jobs is to get the name and email for each blogger.  Doesn’t sound too tough, right?   HA!  Fooled you.  

To register or not, revisited: could there be a third way?

EMagine B2B Blog

One of our earliest posts was “To Register or Not?” – way back in late 2006 – in which we looked at both sides of the burning issue of whether or not to insist on collecting visitors’ strategic information in exchange for allowing them access to some crown jewel of your content suite (typically a [.].

How to Launch an eBook or White Paper - Authority Rules

Junta 42

Here's why: No forms, gates, or information required to access the content. Brian compiles the information in a handy, downloadable PDF. 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 as important as Brian's content, is how he produced this report. Brian's launch model is something you, as a small business or brand, need to duplicate.

How to Make Your B2B Website More Buyer-Centric

Savvy B2B Marketing

Put on your prospect glasses and really look at your website: Can your reader easily find important information? Acknowledge that readers need different levels of information This week I was looking at the resources page for a technology company, and they did something very simple that I thought was very effective. Make this prominent interesting. tell them!

B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

This study tracks with Return Path’s Deliverability Benchmark Report on the first half of 2009, which is based on the data Return Path manages for ISPs and corporate system administrators. The Golden Rule of email marketing is to treat your subscribers the way you would like to be treated – only sending them information that is relevant, timely and helpful. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Witness your own Junk folder. Yikes!

BtoB Content Marketing: Six Places to Find Hidden Content Gems

Savvy B2B Marketing

While that may or may not be true, marketers often overlook the most obvious of places when searching for valuable information to share with customers. If you are sending out information in print and nowhere else, you lose the power of the asset. Looking for more content to support your marketing efforts? Companies churn out miles and miles of content. If so, do two things.

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BtoB Content Marketing: Six Places to Find Hidden Content Gems

Savvy B2B Marketing

While that may or may not be true, marketers often overlook the most obvious of places when searching for valuable information to share with customers. If you are sending out information in print and nowhere else, you lose the power of the asset. Looking for more content to support your marketing efforts? Companies churn out miles and miles of content. If so, do two things.

BtoB 19

Web Leads - Pounce, Pause, Nurture or Wait?

Smashmouth Marketing

So the results of my informal survey were confirming our gut. 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. What do you think?

6 Reasons to Embrace Social Media Today

Content Marketing Today

They are relying increasingly on social media for buying information in both the b2b and b2c worlds. If it’s good enough for their information gathering and sharing where it really counts, it’s certainly good enough for the rest of us. Social media marketing is a trend, not a fad. Social media marketing is here to stay. Not next week. Not next month. But now. Summing up.

Need Content? 20 Formats to Consider

Savvy B2B Marketing

Case studies Customer testimonials are some of the most powerful types of content around, and there are a lot of ways to present this information. Microsites Microsites are web pages that include information about specific things. Related articles: BtoB Content Marketing: Six Places to Find Hidden Gems Are You Giving Your B2B Prospects Too Much Information? Try a slideshow.

Need Content? 20 Formats to Consider

Savvy B2B Marketing

Case studies Customer testimonials are some of the most powerful types of content around, and there are a lot of ways to present this information. Microsites Microsites are web pages that include information about specific things. Related articles: BtoB Content Marketing: Six Places to Find Hidden Gems Are You Giving Your B2B Prospects Too Much Information? Try a slideshow.

Ebooks and White Papers: A Complementary Pair

Savvy B2B Marketing

And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. For a great example of this, see the Lumension ebook, 7 Things Every CEO Should Know about Information Security.) I have been thinking a lot about ebooks lately. Both are lengthy, yet they should be easy to scan.

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Ebooks and White Papers: A Complementary Pair

Savvy B2B Marketing

And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. For a great example of this, see the Lumension ebook, 7 Things Every CEO Should Know about Information Security.) I have been thinking a lot about ebooks lately. Both are lengthy, yet they should be easy to scan.

Paper 17

Top 10 Triggered B2B Email Marketing Campaigns

Anything Goes Marketing

One of the themes for marketers in 2009 is “doing more with less”. For more information on autoresponder emails, see my post “ Email Autoresponders 2.0 in B2B Marketing ”. If it is a new contact, send that person an email that acknowledges that they are a new registrant and provide information on what they will receive and when they will receive it. white paper, webinar, etc.),

What are YOUR Top Three Marketing Challenges for 2009

PR Meets Marketing

  I recently asked a question on LinkedIn about what were the top three challenges that marketers faced in 2009. As companies reduce their budgets for 2009, this may limit on what marketers can do with their programs. In 2009, the challenge will be cost-effectively reaching those customer with money to spend. The responses were varied and unexpected in many ways. Budget Woes.

Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

It's an easy trade: a bit of information for some content, right? loved the books as well, and in addition to the points Jamie raised, this quote jumped out at me: "When you eliminate the requirement of supplying personal information in order to receive something, the number of downloads or views goes up by as much as a factor of 50. What's the harm in that? Makes a lot of sense!

Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

It's an easy trade: a bit of information for some content, right? loved the books as well, and in addition to the points Jamie raised, this quote jumped out at me: "When you eliminate the requirement of supplying personal information in order to receive something, the number of downloads or views goes up by as much as a factor of 50. What's the harm in that? Makes a lot of sense!

Interviews and Content Marketing - Ambal Balakrishnan

B2B Marketing Zone Posts

Some other bits of background about Ambal: Ambal’s book “Content Marketing Tweets: Bite sized tips on creating compelling content your customers and prospects will love&# will be published in late 2009. The goal for our Experts interview Series is multi-fold: Educate and inform blog readers (readers at all the blogs of expert who are part of the ClickInsights interview Series as well as readers at ClickDocuments). Her recent post: Aggregating the Best Content in B2B Marketing covers a lot of ground on aggregation especially as it relates to B2B Marketing.  of Penn.

B2B Search Marketing: 5 Must-Read Tips - Online Marketing Blog

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Home About Resources Archives Subscribe Consulting Contact 5 Must-Read Tips for B2B Search Marketing Comments | Posted by Michelle Bowles on Dec 4th, 2009 in B2B , SEO , SEO Tips [Note from Lee: A few weeks ago, Michelle wrote a great post on Retail SEO tips and this week, Ive asked her to tackle B2B SEO and general search marketing tips, since one-size SEO does not fit all programs. Enjoy!]

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Six Steps to Content Marketing Execution Success

Junta 42

What is the intersection between your expertise and the informational needs of your audience (your customers)? Step 3: Goals Notice that we first have to find out what our customers' information needs are first, and what our informational expertise can be in relation to our product/service offerings, before we move onto goals. Just finished this last post on content strategy before content marketing , then saw this perfect post from Seth Godin. It really puts what we are trying to accomplish with content marketing in perspective. Attitude. Approach. Goals. Strategy.

10 Reasons Why You Won't Do Content Marketing (and continue doing the same thing)

Junta 42

Your company is set up to sell products or services, not to provide relevant and valuable information to customers and prospects. It takes a real mindset change to start thinking about your customers' informational needs as part of your marketing strategy. I had an amazing conversation this week with an agency that was trying to convince their client to invest in a content strategy and full content marketing program.    Just to give you the quick take, the client's goal was to reach certain consumer segments in the southeastern states.  What did we miss?