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Help! We Have a Trade Show Coming Up!

Savvy B2B Marketing

They either have a limited amount of time, money, or both, but suddenly have a trade show coming up and they need something to give to prospects. The following is a step-by step guide for creating customer-facing marketing collateral for that impending trade show: 1. These include white papers, case studies, and relevant third-party research.

Help! We Have a Trade Show Coming Up!

Savvy B2B Marketing

They either have a limited amount of time, money, or both, but suddenly have a trade show coming up and they need something to give to prospects. The following is a step-by step guide for creating customer-facing marketing collateral for that impending trade show: 1. These include white papers, case studies, and relevant third-party research.

B2B Lead Generation Blog: Using White Papers for Lead Generation

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

Tom Pisello: The ROI Guy: The End of Marketing as We Know It.

Tom Pisello

Friday, September 17, 2010 The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. Do White Papers Still Engage? They do if they are.

E-Quip Blog: More White Papers Worth Downloading

E-Quip

More White Papers Worth Downloading. like white papers. Ive collected over 100 white papers in a folder on my hard drive, organized by subject matter. And when Im really crunched for time (like this week!), my white paper collection provides a ready source of quick-yet-useful content to include in my blog. More White Papers Worth Downloading.

Need Content? 20 Formats to Consider

Savvy B2B Marketing

White Papers We write about white papers a lot on Savvy B2B Marketing because they are pieces that have a lot of power if written well - and they are very much requested by the IT audience (and others). In the recent TechTarget Media Consumption Report, white papers were the most widely used online content type that IT professesionals used to evaluate new technology.

MarketingSherpa Seeks Case Study speakers for 2009 B2B Demand Generation Summits

B2B Lead Generation Blog

If you have a great B2B story to tell, think about sharing it with other B2B marketers at MarketingSherpa’s 6th Annual B2B Demand Generation Summit 2009. Experienced B2B marketers who want to present will need to submit speech proposals by May 21, 2009. MarketingSherpa is looking for speakers for the events which will be held September 23-25 in San Francisco and October 23-25 in Boston. These summits feature case studies based on real-life marketers’ actual lessons learned about what is working at this moment in advanced business marketing. Click here to learn more.

So you have a prospect list….now what?

Savvy B2B Marketing

Be sure to reference the trade show or association that generated the list. Once you have a relationship then it is appropriate to link to your own white paper or case study but as an initial contact it comes across a bit pushy if your goal is to build a relationship. Clients frequently call me almost giddy with anticipation. Next put it on a webpage you can track.

So you have a prospect list….now what?

Savvy B2B Marketing

Be sure to reference the trade show or association that generated the list. Once you have a relationship then it is appropriate to link to your own white paper or case study but as an initial contact it comes across a bit pushy if your goal is to build a relationship. Clients frequently call me almost giddy with anticipation. Next put it on a webpage you can track.

Warning: Bad Marketing Habits Are Worse in 2.0

Savvy B2B Marketing

It's easy to get caught up in the internal rhetoric, and even easier to repeat it in the form of Web copy, white papers, trade show materials, and all manner of marketing assets. Think of them as an extension of your team and show them due respect. "Truth in Advertising" has long been the butt of many jokes. But, you have to be careful in today's market.

ClickInsights: How should case studies be used in marketing activities versus sales activities?

Connect the Docs

The reason: Not every buyer follows the exact same path in the marketing and sales processes, so case studies show up at different points in the cycle. Trade show handouts. Michele Linn is a freelance marketing writer specializing creating buyer-focused B2B marketing content, such as white papers, research reports, feature articles and case studies. Blogs. Books.

Marketbright's Campaign Flows Work Well for Serena Software

Customer Experience Matrix

See my recent white paper Restoring the Balance for more on this.) But the stories also raise a note of caution: in both cases, the prospect approached the actual sales rep at a trade show, and the rep had no idea what they were talking about. Summary: Serena Software is pleased with Marketbright's Visio-style interface for complex campaigns.

Tradeshows Need to Get in the Information Business

Aggregage

looks at various aspects of what trade shows need to do to be successful in the future.  For decades, tradeshows provided the space, exhibitors brought the products, and journalists covered the show. This may be in the form of podcasts, blogs, or social media — but the point is that information needs to flow more freely and on a more timely basis so exhibitors are able to make better, more informed choices while attendees receive relevant information that will enhance their experience at the show. A recent post - Could Tradeshows Be ‘Googley’? And, guess what?

Survey Suggests Marketers Are Moving from Paid to Social Media

Customer Experience Matrix

Spending on Acquisition vs. Existing Customers Media spending by purpose was distributed: - 56% for new leads - 33% for retention - 10% for other This is interesting because I don’t recall seeing other data showing this split. The actual numbers show much more spending on retention than I would have expected. Presumably this was the result of the survey method – an online survey based on email invitations to the lists of King Fish and co-sponsors HubSpot , Junta42 and Upshot Institute. Here goes. 1. without a sales force) than in other industries.

More evidence that give-to-get is the key to success

Reputation to Revenue

And you see it when marketers hand off the first hint of a "lead" (e.g., a name from a trade show or white paper download) to the inside or outsourced sales team to begin "qualifying" opportunities. A new survey from B2B agency Doremus and the Financial Times provides yet more evidence that the old ways are of little use. The executives in the survey are saying "help me." 

B2B Lead Generation Blog: New PDF Tracking Gives Us Pause

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

102 Compelling Social Media and Online Marketing Stats and Facts for 2012 (and 2013)

Webbiquity

Most outbound marketing spend is on telemarketing, followed by direct mail and trade shows. ( Just 139 of the Fortune 500 corporations maintain public-facing blogs, only 29 more than in 2009. ( e-Strategy Trends ). The most popular type of content: white papers, read by 88% of buyers. What do buyers really want from social media marketers? Earnest Agency ). 4.

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B2B Lead Generation Blog: Lead Generation via Industry Experts

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Two new reports on marketing and lead generation

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

Marketing Automation: Bringing a Gun to a Knife Fight

WebMarketCentral

One of the biggest challenges b2b marketers face is what to do with all of those "names" that come into your system that aren't really "leads" yet; contacts collected from white paper downloads, webinar registrations, trade shows and other activities. How do you separate hot leads from long-term leads from tire-kickers? They apply technology to a difficult process.

Study: B-to-B Marketers Lagging With Social Media

delicious b2bmarketing

White Papers. 2009 Eddie and Ozzie Awards Winners. Data shows about 40 percent of b-to-b brands aren’t using social marketing. Awards Show/Gala. Fashion Shows. Trade Show. ); E-Mail Alert Sign-Up. --> Subscribe Now. --> Media Kit. --> About FOLIO. RSS Feeds. --> --> Bookmark FOLIOMag.com. folio. MediaPRO Community. Job Board. Careers. Awards.

The Extreme Marketing Makeover

E-Quip

Television shows like Extreme Makeover, Extreme Makeover: Home Edition, Flip This House, What Not to Wear, and The Biggest Loser are enormously popular. These shows tap into the universal human desire for betterment. Brochures, newsletters, direct mailings, websites, advertisements, trade show exhibits, all with the same central theme: Look at us! Focus on meeting needs.

Creating Consistent Content - A Content Marketing Plan

Junta 42

Examples of what you can publish on a quarterly basis include: Publish a research-based White Paper. Utilizing the content you’re producing (stories, photos, images), participate in a trade show or conference. 1 = Annual Birthdays and anniversaries come around once per year. Produce an annual industry White Paper, or eBook. As you will learn from Russell's post, he's advocating a content marketing schedule that is quite ambitious, challenging for most companies. Check it out and let me know what you think. This is a story about story budgets.

Top Social Media Measurement and Tracking Tools

delicious b2bmarketing

White Papers. 2009 Eddie and Ozzie Awards Winners. Raman Kia, Executive Director, Digital Strategy, Condé Nast Media Group. T ool: Chartbeat Publishing (formerly Newsbeat) URL: chartbeat.com/publishing What it does: Shows the most popular content on a site at a given time, how readers move around the site, the level of engagement for each story and which stories people read all the way through versus abandoned after one paragraph. Paper Merchants. Awards Show/Gala. Fashion Shows. Trade Show. RSS Feeds. --> --> Bookmark FOLIOMag.com.

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Marketing Metrics 101 for B2B Startups

delicious b2bmarketing

conversion prospects/targets – This shows how many targets took action or showed interest enough to become prospects.  conversion leads/prospects - This can be an indicator of the quality of your marketing materials in terms of how well it is prompting the right types of prospects to take action.  It can also show the effectiveness of your inside sales team. Yes they do.

Generating More “Educated Leads” on a Small Budget

Industrial Marketing Today

Instead of spending most of their marketing budget on traditional industrial marketing channels like trade shows or direct mail, Vico produces webinars and creates content that site visitors download and others link to. This white paper aims to change that perception of them. Get Engineers Can Sell white paper now. All I can say is WOW! All Rights Reserved.

B2B 2

Does your B2B Marketing have Consistent Messages?

Connect the Docs

For example, how can trade show marketing strategy be consistent with blogging and other social media strategy? Problems arise when marketers think that social media is a stand-alone strategy or that trade shows are an island. B2B Lead Generation Benchmark Study 2009. Creating Sales Opportunities with Lead Scoring – Genius.com white paper by Ardath Albee.

Don't Count on Marketing Automation to Solve All Your Lead.

Industrial Marketing Today

Or do we need to show a verifiable ROI? Number of campaigns sent out, trade shows attended or press releases published do not generate revenues. FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. This white paper aims to change that perception of them. All Rights Reserved.

B2B Lead Generation Blog: Content ideas for lead nurturing and tactics to use

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: MarketingSherpa Demand Generation Summit 2007

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Content Marketing - Less is the New More?

Connect the Docs

You add in some of your company’s expertise taking a position on the stance of the expert and turn the transcription into a white paper. Feature the white paper on your website and as an email offer. B2B Lead Generation Benchmark Study 2009. Creating Sales Opportunities with Lead Scoring – Genius.com white paper by Ardath Albee. Blogs.

B2B Lead Generation Blog: Optimizing Lead Generation - Whats the Payback?

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

Thought Leadership Interview #8 – Brian Kardon, CMO of Eloqua

Fearless Competitor

Most of our clients were forecasting like it was still 2009.  Another example is trade shows, often a costly black hole of expense.  Some of our clients are doing a great job of measuring their trade show participation by automating a series of touch points to leads collected at events.  wish to thank Brian for his contributions to Fearless Competitor.

Marketing Automation: Like Bringing a Gun to a Knife Fight

Webbiquity

One of the biggest challenges b2b marketers face is what to do with all of those “names&# that come into your system that aren’t really “leads&# yet; contacts collected from white paper downloads, webinar registrations, trade shows and other activities. Note: this post was originally published on the WebMarketCentral blog in September 2009.

B2B Lead Generation Blog: Off topic: Response to meme - 8 Random Things About Me

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Should blogs and RSS be a part of your lead generation strategy?

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Webinar: A Multimodal approach to Lead Nurturing for Complex Sales

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: E-Book: What Sales Really Needs from Marketing

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Lead Generation for the Complex Sale Listed Among BtoB Magazine’s Best Marketing Books

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0 Very cool!

B2B Lead Generation Blog: How Podcasts Impact B2B Purchase Decisions

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0