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B2B Marketing | Business to Business Marketing Information Portal

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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. profile your customer base Advice on developing a picture of your customers to enable enhanced targeting and more meaningful insights. Edward Appleton 15 June 2009 Alternative marketing goes mainstream Scot McKee 11 June 2009 Dont hurt me Arch.Im Tap into the resources in the Data section of the Knowledge Bank to get the biggest bang from your data buck. But too few marketers understand how to use it as a strategic route-to-market.

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. Due to the East coast and West coast being predominant in our targeting, we tend to call 40% ET, 40% PT, and 20% CT/MT, so to simplify the discussion, I've just shown ET and PT. Target West Coast 11 am - 1 pm.

Rick Short Explains How to Turn Staff Into Prolific Bloggers

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Because blogging helps Indium reach target audiences, get the company message out and -- above all -- get found via search engines and social media. This, theoretically, delivers customer contacts on targeted topics-leading to increased sales, as well as insight into future opportunities (technologies, developments, etc.). Submit guest post ideas to rburnes[at]hubspot[dot]com. Wrong.

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. Next in the series, I’ll discuss how to clearly define your target market. 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. Thanks Ardath.

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. Your next step is to create an e-book that targets your ideal customers. Thanks to everyone for their support in 2009! But now.

Top Automated Marketing Personalization Tactics

Anything Goes Marketing

If you've already collected information from someone, avoid asking for it again at all costs. In countless examples it has led to increased response rates and reduced the time needed to execute campaigns by eliminating redundant steps when targeting multiple segments. We use a technique called "Progressive Profiling" where we collect addition information over time and build a more complete picture for the sale team. There is a lot of talk these days that personalization is back in marketing but what does that really mean and what are some of the tactics you can use?

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. However, by tracking your ability to get past such filters as Postini, Cloudmark and Outlook 2007, you can say, "Yes, I know the message didn’t reach your particular inbox, but the data shows that we are reaching about xx% of all the inboxes at businesses we target." Watch rendering. My guest today is Stephanie Miller , email expert and co-author of Sign me up! Yikes!

Ebooks and White Papers: A Complementary Pair

Savvy B2B Marketing

In many ways, white papers and ebooks are similar: Both should be targeted to a specific reader. 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.)

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Ebooks and White Papers: A Complementary Pair

Savvy B2B Marketing

In many ways, white papers and ebooks are similar: Both should be targeted to a specific reader. 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.)

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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.),

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.   Target important keyword phrases and follow the conversation. Is it necessary?   Why? 

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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.   Higher payoff, but harder none-the-less. #12 (from Jonathan Kranz ): You don't know how to connect your knowledge/experience/expertise with the hopes, fears, desires and objectives of your target market.   They had a budget of $2.5 million dollars for marketing spend for the campaign.

B2B Lead Generation Blog: On building targeted lists for B2B Lead Generation Programs

B2B Lead Generation Blog

« Now Announcing the "Start With A Lead" Podcast Show | Main | Your questions answered on Lead Generation via Podcasts » On building targeted lists for B2B Lead Generation Programs Would you buy this business card? Or perhaps you’d like to do a targeted, direct-mail campaign to a select group of people on behalf of their salesperson. But in either case its a big number.

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Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

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So click here to find out whether they changed my mind… Read more… Stan Woods | June 16th, 2009 | one comment The Content Marketing Workbook It’s here. Read more… Doug Kessler | June 11th, 2009 | 3 comments Choose your patients carefully The most respected surgeons in the world have the best survival rates. Here’s why B2B marketers should do the same thing… Read more… Doug Kessler | June 8th, 2009 | no comments Featured post The Content Marketing Workbook It’s here. Come and get it! Come and get it! World&#.  See it here.

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How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

In my definition for this post, I’m referring to a process that automatically delivers highly targeted emails to prospects or customers in a specific time frame via a marketing automation platform. Here are the key items that you need to consider in building a lead nurturing culture: Targeted, Engaging Content is King. It needs to be engaging and be targeted to your intended audience.

7 Critical Steps to Getting Effective Survey Results

Savvy B2B Marketing

She is a veteran of the target marketing industry with 20+ years building innovative data and consulting solutions; a 10 years+ serial entrepreneur. When you have special data needs, often you are left with the only viable solution to get the exact information you need: a custom survey. We are very pleased to have Wendy S. Focus – Brevity and clarity counts. Budget for it.

Got Content? 10 Steps to Repurpose Your Best B2B Assets

Savvy B2B Marketing

If you are looking for a way to highlight your best content, think about developing a series of emails on a targeted topic. They can be very targeted (and you can have multiple series covering different topics). Related posts: Are You Giving Your B2B Prospects Too Much Information? Do you have great content that is buried on your blog? Think this is something you want to try?

ClickInsights: What was your "Aha" moment in 2009? - Part 2

Connect the Docs

have invited our Panel of B2B Marketing Experts to reflect on 2009 and answer the following question: What was your aha moment in 2009 ? B2B Lead Generation Benchmark Study 2009. Google alerts pull a wide variety of information to you. What was your "Aha" moment in 2009? It’s almost the end of the year and we will soon start a fresh one. Blogs.

Smashmouth Review - LeadLander - Who's Really Visiting Your Site?

Smashmouth Marketing

Realized that the fact that Oracle and SAP visited is cool, but we can't really take targeted action on it since they have hundreds of individuals we could target. Nice to know someone there is sharing our information. He shared with me "LeadLander was designed to turn traditional web analytics statistics that benefit marketing staff into reports that benefit sales staff, by providing specific information about the companies and people visiting web sites. We thought it might be interesting to augment our thought leader interviews with some demand gen product reviews.

Comparing B2B Online Data Sources - New Research

Acquiring Minds

The list providers were requested to provide counts across a variety of industries and asked to match data to ten real-world contacts that shared their contact information. Sometimes one data provider can provide very accurate information at the account level but the number of contacts is sparse. This is especially true when we try and target mid-level contacts. Centralized vs. decentralized authority - A critical consideration is whether you are targeting centralized locations (i.e. Run a test by providing a file to a number of vendors for data append. branches).

Best of ClickDocuments "Connect the Docs" Blog in 2009

Connect the Docs

2009 was the first year of Connect the Docs. A big thank you to all our readers, guest bloggers and interviewees for helping us build Connect the Docs. Enjoy the following collated list of best blog posts from Connect the Docs in 2009. How to pick the right content type to reach your target audience. You would first take notice of the person(aka target market segment) walking into the car dealership show room and then know what car(aka right content) to show them. Why not apply the same rule when choosing content type to reach your target audience? Purpose.

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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Survey Looks for Hostility to Behavioral Targeting, and Finds It

Customer Experience Matrix

Summary: a new survey found that most Americans oppose behavior-based Web targeting. As eMarketer pointed out in its article on the study , this conflicts with other surveys have found consumers receptive to targeted Web ads. Another series of questions found support for laws giving consumers rights to insist that companies delete their information. I don’t take the results too seriously because the questions didn’t indicate these would be new laws or balance the laws against reduced free content or the cost of more regulation. Tags: behavioral targeting privacy

Do Psychographics work in B2B Marketing & Sales?

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skip to main | skip to sidebar The Marketing Mélange A blog on all things Marketing with Strategy & Information Technology focus Blog Archive ▼ 2009 ( 22 ) ▼ June ( 2 ) Strategic Insights from Calculating Lifetime Custo. to segment and target relevant markets. This is actually a good thing since the primary research will be tailored to your situation, providing valuable data and analysis to really differentiate yourself from competitors and connect more specifically with buyers in target markets. What do your C-Level Execs want from Marketing?

The Single Best PR Advice for 2009 – Think Like a News Organization

Marketing Edge

In the first Marketing Edge episode for 2009 we talk with Kevin Dugan, co-author of the Bad Pitch Blog. Meanwhile here’s an old PR versus new PR list for 2009, Kind of like a PR fashionista list. Consider information as it is perceived by a variety of communities impacted by your company, that’s who really determines news. News can be targeted by community participation, posted to a blog, included in a podcast and a variety of other means, you don’t need to blanket the world. Time 27:53. Why clients? Old PR Thinking. Limit most of communication to print or text.

We seek RFPs for Innovation, not Inspiration

Confluent Forms

You can usually tell this by the information, or lack of information, that they provide in the RFP, and sometimes by the seemingly random insertion of buzzwords and industry jargon. And no, it's not a matter of how much information they put into the RFP, but the type of information that it contains. Are they asking you targeted questions, seeking potential answers to specific questions? Are they providing you with the necessary information to enable you to respond with detailed solutions? For us, this boils down to Innovation vs. Inspiration.


How NOT to pitch a blog | Online Marketing Blog

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If you have any questions, feel free to let me know, and if you’re interested I hope you can share this information with your readers. We ran an outreach campaign recently for a viral video (well, we wanted it to go viral thus some very targeted outreach). receive dozens of scripted link requests daily all promising the tremendous benefits achieved from reciprocal linking despite the abundance of information available today touting the dangers of excessive linking from Google’s point of view. Please don’t. That’s what AdRants is for. Kudos! Get it?

Six Steps to a Successful Small Business Content Marketing Strategy

Content Marketing Today

In 2009, most small businesses do have websites and the term, ‘content marketing,’ has gone from obscure to fashionable. think it’s much more powerful than its 19-year-old predecessor, "Always low prices." As a small-business owner, you have even less margin for error than Wal-Mart and certainly must be at least as precise in your understanding of your target buyers.

ReTweeting: Science or Art – Is 120 The New 140?

B2B Marketing Savvy

Being cited as an information source reinforces thought leadership and brand importance; gaining any level of viral messaging further impacts the marketing campaign.  The diversity in audience target segments, social media objectives and marketing goals demand that most B2B marketers establish their own benchmarks over time.  So why the fuss to understand RTs? million (comScore).

Deconstructing Twitter: Analytics for Reach and Impressions

B2B Marketing Savvy

Peak just one click under the follower count to see how quickly “circulation&# falls apart.  If the target community isn’t well represented in the follow list, who cares how large the list is.  Without marketplace perspective, human analytics factoring in target audience community, anecdotal experiences and dialogue – the numbers are just numbers.  Welcome!

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6 Reasons Why Your Blog Is Your Most Important Social Media Tool

Content Marketing Today

And that sounds an awful lot like social media as Wikipedia defines it: Social media is information content created by people using highly accessible and scalable publishing technologies. At its most basic sense, social media is a shift in how people discover, read and share news, information and content. You can provide an unlimited amount of vital information in a single location.

Developing a Marketing Communications Strategy

Cliff Allen on Marketing

Raising awareness of your product in your target market is where sales begin, and this is where marketing communications activities begin the selling process. This is because every awareness-building and product information program needs to paint a clear, concise picture of what you sell and how customers will benefit from using your products. Selecting effective marketing programs.

Best of 2009 (So Far): SEO Guidance, Part 4


Which factors are really most important in search engine rankings? How do search engines treat different forms of keywords? How can you get the most of out of Google's free webmaster tools to improve rankings? What other tools are worth checking out for keywords, linking and website analysis? Find the answers to these questions and others here in more of the best SEO blog posts from this year.

4 Ways to be a Better B2B Twitterer


Where can you find such information to share? You don't have to limit your tweets to purely practical content; information or news items that are odd, unexpected or trivial can add some life to your Twitter stream, provided they aren't overdone. There's a tremendous amount of interest in Twitter among b2b marketers. Nobody wants to be a dork. Help me do my job better. Make me laugh.


Best of 2009 (So Far): Search Engine Marketing


Aaron interviews Ben and Karl from Conversion Rate Experts (CRE) by SEO Book Aaron Wall talks to Dr. Karl Blanks and Ben Jesson of Conversion Rate Experts about improving conversion rates, the most common mistakes search marketers make, messaging, audience targeting, testing, the role of public relations in the conversion process, generating referrals and more.


B2B and the tourism industry: A strong digital strategy can make the difference

Integrated B2B

After experiencing a dramatic slump in 2009, the global tourism industry is steadily regaining momentum. Target, target, target. The B2B tourism industry has been somewhat slower to embrace digital communication channels, but where some markets have effective, targeted digital B2B platforms, others have yet to realize the full potential of the media. Company culture Voice of Company Voice of Industry digital media guest post information technology Tourism industryWith revenue increasing at an annual rate of 1.5 trillion globally in 2012. Vidal.

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Research shows small business owners struggle with Twitter

grow - Practical Marketing Solutions

In fact, Twitter topped the write-in list with small business decision makers praising the ability to get quick feedback and access relevant business information. One typical quote: “On Twitter, the people I follow provide me with more relevant links and information than any other tool. Businesses value convenience and speed in their information sources.

Best of 2009 (So Far): AdWords Tips and Tactics, Part 2


Which AdWords reports are the most critical, and how you can take full advantage of the information they provide? Actually, by combining the geo-targeted features of AdWords with careful keyword selection and close monitoring, AdWords can be a cost-effective advertising tool even for very modest sized enterprises. Another Inside AdWords post worth checking out is AdWords Editor 7.5.1


Using Audience Targeting to Own the Latent Pipeline

B2B Marketing Confidential

Wednesday, December 16, 2009 Using Audience Targeting to Own the Latent Pipeline B2B marketers are intimately familiar with the concept of a funnel or a pipeline. It is the implicit pipeline that we dont have information about but that we know exists. Whichever term you use--you might use both--the ideas are the same from company to company. call this the latent pipeline.


Dreamforce 2009: The Secrets to Email Marketing Success: A Marketing Panel

Modern B2B Marketing

Here are my takeaways from the session: 5 Tips for email marketing best practices from’s Robin Daniels : Targeted Lists - Segment your audience to get more out of your email campaigns.  This field could be used when populating emails with a sales rep’s information, not only sharing your company Twitter account, but their individual account. . Content is King.