B2B LEAD GENERATION BLOG | WEDNESDAY, DECEMBER 15, 2010
 Need to Know Where to Go for Marketing and Sales Insight? Come to The Blog Tree
If you’re a follower of marketing and sales blogs beyond just this one, you’ve probably noticed all kinds of blogs and tweets sprouting up today around The Blog Tree , just released by Eloqua and JESS3. And I think the attention is well deserved. Until The Blog Tree.
FEARLESS COMPETITOR | MONDAY, JANUARY 3, 2011
 What was the best B2B Marketing Idea of 2010?
We’re publishing our ideas on which is best each Friday for four weeks, but we want to hear from you. Whom do you think has the best idea?
B2B LEAD GENERATION BLOG | MONDAY, OCTOBER 11, 2010
 Are Marketers Measuring Their Success or Someone Else’s?
Everyone’s getting squeezed for ROI. This is nothing new but the pressure is even higher for marketers who are looking at proving their revenue contribution. We've all heard the stories about the accolade-winning marketing campaigns that didn't move the sales needle. CEOs want far more than just awards and pretty brochures. They want proven results.
DIGITAL BODY LANGUAGE | MONDAY, DECEMBER 20, 2010
 Can Marketing Really be a Revenue Engine?
It's a key question in today's business environment - can marketing really be a revenue engine, or is this current energy around marketing driving revenue just a fad that will blow over. I was truly honored to host a panel at Dreamforce to discuss that question with three of the very best in the field.
CUSTOMER EXPERIENCE MATRIX | FRIDAY, NOVEMBER 19, 2010
 More on Marketo Financials: Despite Past Losses, Prospects Are Bright
million) for 2010. Data I've collected over the years shows that Marketo had about 120 clients at the start of 2009, 325 at the start of 2010, and should end 2010 with about 800. Assume there were 70 at the start of 2010 (which matches my own data) and will be 140 by year-end, for an average of 105. million.
GROW - PRACTICAL MARKETING SOLUTIONS | SUNDAY, NOVEMBER 21, 2010
 Get ready. Social scoring will change your life.
There is an interesting, and perhaps alarming, trend brewing on the social media scene. Take a look at a couple items in the news last week: The Palms Hotel in Las Vegas is providing perks to guests based on their Klout score (an assessment of social media influence)**. People are now curating lists of the most influential bloggers by Klout score.
LOOPFUSE | WEDNESDAY, SEPTEMBER 15, 2010
 Marketing Automation Buyer's Guide to Email Deliverability.
Marketing Automation Buyers Guide to Email Deliverability September 15th, 2010 by Roy Russo Email Deliverability is a hot-topic today as marketers seek to fine-tune their outbound messaging and engage customers with mass email campaigns and lead nurturing programs. Report Email Abuse © 2010. Still with me? LoopFuse ,Inc.
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, APRIL 27, 2010
 Social Media and the Contact Center for Dummies (Wiley)
One of the biggest challenges for organizations today is managing the flow of information about their brands, products, and services that occurs in social media channels, including microblogs (such as Twitter), social networking sites (such as Facebook), blogs, and online forums. Tweet This! Share this on Facebook. Share this on Linkedin. Digg this!
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, SEPTEMBER 29, 2010
 Social Media for the Boardroom
At a recent BlogWell event I got a chance to hear Robert Raines from Chevron present his Social Media program and how he reports their activity into the Boardroom. It all starts with the Pulse Report that Chevron had produced by Edelman (their PR firm) using their Alterian’s SM2 social media monitoring tool. Email this to a friend? Tweet This!
SAZBEAN | THURSDAY, SEPTEMBER 2, 2010
 8 Ways to Increase Social Media Interaction
If you’re just getting started with social media, it can be very frustrating if you’re not getting a lot of interaction. You may feel like you’re putting a lot of effort into creating great content and no one is responding. Post it to Twitter, Facebook, Stumbleupon, etc. Chat it Up! Well, don’t wait!
BUZZ MARKETING FOR TECHNOLOGY | THURSDAY, FEBRUARY 11, 2010
 Does Bit.ly convert for B2B Marketing – a case study
This would prove to be a seminal event for Avaya and on January 19, 2010 we did released the roadmap to a staggering crowd of 24,000 people. The short answer – heck yeah! On December 19, 2009 Avaya completed the acquisition of Nortel Enterprise Services. link ( [link] ) so we could track the response from the social sphere. Tweet This!
MARKETING GENIUS BLOG | MONDAY, OCTOBER 25, 2010
 Marketing Automation Is No Longer About Competitive Advantage, All About Keeping Up
Having been in the business of Marketing Automation for the past five years or so, I’ve witnessed a rapid growth in adoption. It’s clear that we are beginning to emerge from a state of early adopters to general market interest and need. Interestingly, most of these practices can be tied to Marketing Automation. Tweet This! Share this on LinkedIn.
MI6 MARKETING AGENCY | WEDNESDAY, JULY 14, 2010
 What was Linkedin Thinking?
Author: Chris Herbert, B2B Specialist & Founder of Mi6. Audience: Linkedin Group Managers, Linkedin Product Managers, Community Managers. In October 2009, Rick Stomphorst and I founded Silicon Halton a grassroots “ unassociation for Hitech entrepreneurs, companies and professionals in the Halton Region in Ontario, Canada.
CUSTOMER EXPERIENCE MATRIX | THURSDAY, OCTOBER 21, 2010
 CMO Council: CMOs and CIOs Are Not Aligned
Summary: a CMO Council survey shows that CMOs and CIOs agree they need to cooperate, but disagree on how well they're doing and what their roles should be. Both sides need to work harder to close an increasingly-unacceptable gap. This affects marketing automation vendors too, since they sell to both sides. CMOs and CIOs select tools separately.
SOCIAL MARKETING FORUM | MONDAY, DECEMBER 6, 2010
 Social Media Marketing Metrics Explained
Social media marketing is a broad term that covers many underlying forms of marketing and measuring it requires a cross-channel, integrated and customer-centric process. However, one can also look at social media measurement from a vertical perspective, while not forgetting the main overall goals and integrations.
SAVVY B2B MARKETING | TUESDAY, MARCH 30, 2010
 The Dos and Don'ts of B2B Content Reuse
One trend in B2B marketing is repurposing content. For instance, you can make your eBook into a podcast, a series of blog posts, an article, etc. Content reuse is a great idea because effective content is time-consuming to produce, and you want to extend its reach as much as possible. some people prefer tex while others prefer audio or video).
EVERYTHING TECHNOLOGY MARKETING | THURSDAY, APRIL 8, 2010
 5 Steps to B2B Marketing Success
By Holger Schulze Major shifts are taking place in B2B marketing that started a few years ago but have accelerated in recent months – in the marketplace as well as inside vendor organizations. Prospects and customers are becoming more sophisticated and better informed than ever before. Customers are are in the driver’s seat today. Time to get read
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, MARCH 23, 2010
 It pays to provide Support with Social Media
In a recent Forrester Report on “ Customer Experience Pays Off as Social Media reduces Obstacles for Real Change ” they have really nailed down the argument I have been making over the last year about why Support is the single best place to build your business case for Social Media. Why not be on the winning side of that equation. Tweet This!
PAUL GILLIN | WEDNESDAY, DECEMBER 1, 2010
 Five Lessons From the Web 2.0 Summit
I had a chance to attend the recent Web 2.0 Summit in San Francisco and hear from some of the business leaders of the new Internet, including the CEOs of Google, Facebook, Yahoo! and Twitter. Here are five key insights I took away. 1. The traditional role of marketing has been to create an image or deliver a message. Consider item 1 above.
SAVVY B2B MARKETING | THURSDAY, JANUARY 14, 2010
 Is Less Content Better? 5 Steps to Simplify B2B Marketing Content
Over the holidays, I was on a cleaning rampage. organized my basement and in the process, I got rid of boxes of books, and a minivan full of miscellany. It felt great! Similarly, I think it's a good idea to occasionally "clean house" with your B2B content. What needs to be updated and/or repurposed? What is no longer needed? Got Content?
WEBBIQUITY | WEDNESDAY, FEBRUARY 2, 2011
 Best Content Marketing Guides, Tips and Tactics of 2010
How many times have you heard the expression “content is king? That’s the case because, in an increasingly competitive and noisy market, buyers care not so much about what you sell as about what you know , and what you are passionate about. Great content fills a need for both the consumer and the producer. by Savvy B2B Marketing.
SAVVY B2B MARKETING | WEDNESDAY, MARCH 31, 2010
 Buyer Personas: How to Deliver Relevant Content to B2B Buyers
Of the 250 B2B marketers surveyed between June 2009 and January 2010 for the Executive Benchmark Assessment , less than half (46%) have developed buyer personas. One point really caught my eye. The problem with that approach is that generic categories don’t tell you enough to make a meaningful connection with the reader.
B2B MARKETING ZONE POSTS | TUESDAY, AUGUST 3, 2010
 Top 47 B2B Marketing Posts - Hot Topics Ning and Facebook - July 2010
July 1, 2010 to July 31, 2010. The 20 craziest things you can do on Twitter - grow - Practical Marketing Solutions , July 7, 2010 OK, we’ve heard all the great business success stories about connecting and learning through Twitter. Free Download: 2010 Online Marketing Blueprint. July 2010. Best of B2B Marketing.
SAZBEAN | MONDAY, OCTOBER 18, 2010
 13 Twitter Tips for Increasing Engagement
A major frustration for people trying out Twitter for the first time is figuring out how to get anyone to respond. They set up their Twitter account, tweet a few times and wonder why no one responds. While it’s ok to post your blog posts to Twitter, etc., people are only going to listen if you provide valuable content. Don’t spam!
FIFTH GEAR ANALYTICS | THURSDAY, OCTOBER 14, 2010
 Are Personas the New Customer Segments?
Martha Bush. In the old days, say 18 months ago, I understood the concept of a Persona to be an archetypal web visitor to a particular site. There isn’t a single user or customer or prospect, there are many different segments, which you can easily forget if you focus on just one. Of course, the meaning of buzzwords morphs over time! Tweet This!
DIGITAL BODY LANGUAGE | FRIDAY, JULY 30, 2010
 The Results: Is B2B Content "Likeable"
A few months back, with Facebook’s announcement of a “Like” button for the web, I decided to run a quick, highly unscientific experiment to see if B2B content was “likeable”. Put more simply, is B2B content as likely to be shared in the social atmosphere of Facebook as it is to be shared in the more hybrid social/business atmosphere of Twitter.
STORIES THAT SELL | THURSDAY, NOVEMBER 11, 2010
 Why Companies Need to F-R-E-E Their Case Studies
A small software company recently ran an experiment… The company, which had been requiring registration to download its customer case studies, decided to unlock those stories on their website. Site visitors could read or download stories freely, without having to provide any information. The results were pretty shocking. Don’t miss out!
BUZZ MARKETING FOR TECHNOLOGY | THURSDAY, MAY 6, 2010
 1:1 Social Advertising in B2B Marketing
Imagine a world where B2B Marketers could target specific decision makers in specific companies using Social Media ads. Think that sounds like the future years from now? Think again – it happened to me last week! Read on …. Last week the clever folks at G.1440 targeted me with a personal ad on Facebook that was aimed at just one person – ME.
FIFTH GEAR ANALYTICS | MONDAY, OCTOBER 25, 2010
 Understanding the Five Customer Relationship Stages to Full Engagement With Your Brand
Martha Bush. We’ve been talking a lot at SIGMA Marketing Group recently about the end benefit we deliver to our clients. Our paradigm has shifted from just acquisition and retention. Today we need to think about every stage of the customer relationship and how we can coordinate and optimize each to improve the overall value of the customer. Share.
MARKETING INTERACTIONS | THURSDAY, SEPTEMBER 23, 2010
 The New B2B Marketing Manifesto
Velocity puts out some innovative B2B marketing content known for inspiring advanced thinking and innovative takes on the roles and responsibilities of marketers—and this manifesto is no exception. “B2B marketing is a profession of ideas.”. love that statement. Doesn't it change the way you think about marketing?
SAVVY B2B MARKETING | THURSDAY, FEBRUARY 11, 2010
 Do You Have Any Idea Who You're Talking To?
It's a no-brainer: You can't make a connection with your audience unless you know who you're trying to reach. This gets down to marketing basics – you need to develop buyer personas. Yet my unscientific polls show that a fair number of B2B marketers haven't undertaken the exercise of developing buyer personas. What is a Buyer Persona?
B2B LEAD GENERATION BLOG | THURSDAY, OCTOBER 21, 2010
 B2B Lead Generation Roundtable: A Heated Sales and Marketing Alignment Debate
When I asked members of the B2B Lead Generation Roundtable on LinkedIn how companies can improve alignment between sales and marketing, our discussion board was inundated with keen insight and brutal honesty. Marketers and sales professionals were clearly eager to square off about why we too often miss the mark and what we can do about it.
CUSTOMER EXPERIENCE MATRIX | WEDNESDAY, DECEMBER 22, 2010
 Teradata Buys Aprimo for $525 Million: More Marketing Automation Consolidation To Come
But, as Eloqua ’s Joe Payne points out in his own comment on the Aprimo deal , the remaining vendors are all much smaller: while Unica and Aprimo each had around $100 million revenue, Eloqua and Alterian are around $50 million, Neolane and SmartFocus are around $20 million, and Marketo said recently it expects around $15 million in 2010.
FIFTH GEAR ANALYTICS | WEDNESDAY, OCTOBER 20, 2010
 Social Media Use by Job Function Stats – Indicates Need to Change.
Resources: NetProspex Fall 2010 Social Business Report. Wendy Boyce. This is not to say that all employees should be updating their Facebook status 20 times per day, but there are some socially acceptable activities that can impact your social networking efforts, which all levels of employees can contribute to. Tweet This! Digg this!
SAVVY B2B MARKETING | WEDNESDAY, MARCH 10, 2010
 A 7-Step Plan for Getting Started with Content Marketing
A few years ago, my husband and I were preparing for our daughter's arrival. Like many parents-to-be, we wanted to have everything ready before we brought our daughter home. Not only were we prepping the nursery, but we also started thinking about everything from childproofing the house to saving for her college education. Where do you start?
SAVVY B2B MARKETING | THURSDAY, NOVEMBER 18, 2010
 How to Engage Hyperactive Tech Buyers: Insights from TechTarget
In my last post , I summarized key findings of the newest research from TechTarget: A Profile of TechTarget’s Hyper-active IT Researchers. Here Marilou Barsam, Senior Vice President of Client and Corporate Marketing for TechTarget, shares further insights from TechTarget’s interviews with the participants in the survey.
DIGITAL BODY LANGUAGE | MONDAY, DECEMBER 13, 2010
 Four Interesting Trends from Dreamforce
Last week I had the pleasure of wandering the floor at Dreamforce, Salesforce.com ’s annual conference. As the SaaS conference of the year, it’s a great time to get a pulse on how everyone is thinking about the next few years. With that possibility, revenue analytics jumps to the forefront as an extremely hot area.
CONNECT THE DOCS | MONDAY, APRIL 26, 2010
 B2Bs should get Serious about Social
We asked " What are key marketing trends and predictions for 2010? What actions should marketers take in 2010? " Parker Trewin's Marketing Prediction for 2010. Parker Trewin's Marketing Action for 2010. 2010 Content Marketing Trends and Predictions. To survive marketers must participate in conversations.
B2BMARKETINGSMARTS | MONDAY, MARCH 8, 2010
 If B2B marketers do nothing else, they should follow these 9 rules.
The Sales Lead Management Association recently invited its members to vote for the 50 Most Influential Sales Lead Management Professionals. Jim Obermayer , host and author on the Association’s blog, has been conducting a series of interviews, each featuring one of the “winners.”. If you don’t have one, build it. Measure everything.
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, JANUARY 26, 2010
 Why is Google Scared and What it means for B2B Marketing!
10 BtoB Marketers Predictions for 2010 Around this time last year I wrote about some Predictions. At a recent dinner with a buddy of mine from Microsoft (who helped launch Bing) – I learned a lot more about the search market and a very important trend that can effect the future of B2B Marketing. perhaps there will be shortly. Digg this!
PAUL GILLIN | THURSDAY, OCTOBER 7, 2010
 Social CRM: Curb Your Enthusiasm
If you’re a marketer in a medium-to large-sized B2B company, you’re almost certainly using customer relationship management (CRM) software to track your customers and prospects. And if you’re a CRM user, you’re almost certainly hearing about Social CRM, the hottest new craze in that 20-year-old field. encourage you to restrain your enthusiasm.
SAVVY B2B MARKETING | WEDNESDAY, APRIL 21, 2010
 How to Create Remarkable B2B Content
With so much content online, it's getting harder to attract attention. Ideally you want to provide content that your readers find so valuable they talk about it and pass it along. If you're able to produce something entertaining, like this humorous video from Kadient or this witty interactive quiz from Marketo, great. But if not, don't worry.
LEADSLOTH | TUESDAY, AUGUST 10, 2010
 Will Marketing Automation Be Free?
Today Genius.com announced a free version of their Marketing Automation system. Only about a month ago, Loopfuse also started offering a free version of their Marketing Automation system. What does this mean for companies interested in adopting Marketing Automation? How Much Is Free? Genius.com. Users. unlimited. 5. Emails / month. 5,000. 2,500.
EVERYTHING TECHNOLOGY MARKETING | SUNDAY, AUGUST 22, 2010
 A Framework for B2B Customer Segmentation – Part 1: Why Segment Your Market?
Marketing segmentation is about subdividing markets into segments of customers that have similar needs and behaviors. This way, vendors can optimize their product offering, marketing, and sales approach to meet the specific requirements of the segment better and more cost efficiently than the competition. In short, they are more profitable.
SOCIAL MARKETING FORUM | SUNDAY, NOVEMBER 28, 2010
 How Content Travels and Works in Social: Stories and People
How Content and Social Work Together – Content summit Antony Mayfield 2010. Content is a key element in all forms of marketing: without good and relevant content there are no emails, there is no sharing and your site or blog doesn’t rank in search engines. However, content in a social context is about more than that.
DIGITAL BODY LANGUAGE | TUESDAY, JULY 27, 2010
 Marketing Dashboard: Active Discovery
One of the most valuable areas to gain an understanding of is the current state of how your prospects actively discover your company and your solutions. The richness of insights that can be gained with a deep understanding of how buyers are using search is nearly without parallel. An increased investment in content creation may be warranted.
FEARLESS COMPETITOR | FRIDAY, JANUARY 7, 2011
 Laugh and Learn featuring the Fearless Competitor – Top B2B Marketing Ideas of 2010 – #4
This is the first of our weekly posts sharing the best B2B marketing ideas of 2010. Of the four nominees, here is #4 and each Friday we’ll share one till we get to #1, on Friday, January 28th. If you … Continue reading → Demand Generation Funny Laugh and Learn Leadership Management best practices Marketing
MI6 MARKETING AGENCY | THURSDAY, OCTOBER 21, 2010
 Win a ticket to see some of the greatest minds in management
Mi6 is teaming up with the team from the Art of Productions to promote their upcoming event: The Art of Management being held on November 15th, in Toronto, Canada. The Art of Management – Canada’s Management and Innovation Conference. The Lineup. To enter all you need to do is send out a tweet promoting the event. hope to see you there!
SAVVY B2B MARKETING | MONDAY, NOVEMBER 1, 2010
 How Tech Buyers Consume Content: New Findings from TechTarget
In October, TechTarget released A Profile of TechTarget’s Hyper-active IT Researchers , a report providing insight into the media consumption habits of the media publisher’s most active users. These users are the folks conducting research about technology products and services they might purchase.
SALES LEAD INSIGHTS | THURSDAY, JUNE 10, 2010
 Be my guest at B2B Marketing University in Dallas on June 23, 2010
When: June 23, 2010. If you are a B2B Marketer, or are responsible for lead generation, don't miss this complimentary, half-day, educational event! What: B2B Marketing University. Where: Westin Galleria. 13340 Dallas Parkway, Dallas, TX 75240. Register here. Why bother attending? Yet change is everywhere. Click here for the agenda.
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, MARCH 30, 2010
 Generating a Buyer Persona with Facebook Advertising
I am a big fan of David Meerman Scott’s work and I am in the middle of re-reading his book the New Rules of Marketing and PR 2nd edition ! Translation – it provides a rich target for your marketing, you may even put a name or a face to it as one of his blog post detailed called How Well do you Know your Buyer Personas ? Not any more …. Tweet This!
MARKETING INTERACTIONS | THURSDAY, JULY 1, 2010
 Using Editorial Calendars in B2B Content Marketing
This post is due to a Twitter exchange that ended a bit badly because I misunderstood the person's intentions. He was using Twitter to fire rapid questions at me after I completed my session at the Lead Management Summit on Tuesday and into Wednesday morning. Many roads to Oz, as they say. The context can get skewed. finally asked him to stop.
LEADER NETWORKS | MONDAY, AUGUST 2, 2010
 The Humanness of Moderating Online Communities
Effective community moderation often requires the ability to engage in (sometimes shameless) acts of human exchange. This has long been understood by experienced moderators. We understand that modeling conversations is critical to getting people to engage with each other. This is social media.
FIFTH GEAR ANALYTICS | THURSDAY, OCTOBER 21, 2010
 8 Tips to Improve Campaign Landing Page Conversion
Barb Coté. Are you running campaigns that are getting a decent click-through rate, but no conversions? Are you running campaigns that don’t really deliver? You might want to consider these 8 tips to improve landing page conversion. 1. Define WHAT a conversion is. What do you want the visitor to do in order to consider your page a success?
SAVVY B2B MARKETING | THURSDAY, MAY 13, 2010
 3 Keys to a Winning Call to Action for B2B Content
Last week when Stephanie and I were presenting about content marketing at MarketingProfs B2B Forum, one of our co-presenters, Amy Black , asked the audience what they had learned thus far. Yes, having a call to action is Marketing 101, but hearing stories like that was a good reminder. So, what makes a good call to action? Simple and effective idea!
BUZZ MARKETING FOR TECHNOLOGY | THURSDAY, JANUARY 21, 2010
 The 4 P’s to Social Media Marketing
Ok ok – based on the great response I got from my readers on my last blog post The 4 C’s of B2B Marketing I thought I would try to apply the same principle to Social Media Marketing. Frankly, I have been brewing this post for a while now and its time to let it loose. Slide 1. Tell Good Stories. Make them Sticky. Tweet This! Digg this!
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, FEBRUARY 23, 2010
 Going Mobile with B2B Marketing
As I mentioned in my Top 10 predictions for 2010 – I think the Mobile Marketing in 2010 will become more mainstream. As a marketer I always like to play the “odds not the lottery and to me when you have a market of 3.3 You really have a shot at getting some attention. Tweet This! Share this on Facebook. Digg this!
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, NOVEMBER 10, 2010
 Mapping Content to the Sales Funnel AND Buyer types
You often hear about the concept of mapping content to the sales funnel (especially in B2B Marketing) but it’s not so common in practice. will self confess that I have ignored this one for a while. The other version of this is the mapping of content to your buyer types and this too is one I have ignored for a while … until now! would love to know.
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, JUNE 15, 2010
 Do you need to be an Extrovert to be in Social Media Marketing?
Great question which I found myself asking last night after I reviewed my recent Myers Briggs score. found it interesting that my score came in as ENTJ. But focusing on the Extrovert angle for a second, I began to wonder if you need to be an extrovert to be in social media. Tweet This! Share this on Facebook. Share this on Linkedin. Digg this!
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, SEPTEMBER 8, 2010
 B2B Marketing needs a stronger Why
Last year I wrote about how the balance of content has shifted. Bottom line is there is more content being produced by Users than by Publishers these days. Which means Publishers (or Marketers) are now the “white noise” in comparison to User Generated Content. Our messages are being drowned out by user generated content. Enter Simon Sinek.
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, APRIL 21, 2010
 Understanding the Value of Social Media Data
There is a big difference between data and insights. Technology may have given us access now to endless amounts of data from every corner of the world. But the real challenge is making sense of all this seemingly disconnected data. When it comes to Social Media data the same holds up to a point! Tweet This! Share this on Facebook. Digg this!
SAZBEAN | TUESDAY, AUGUST 17, 2010
 14 Ways to Spy On Your Competition
Competitive analysis is important to any business strategy. Knowing what your competitors are doing and how they’re pricing and marketing their products will help you figure out how to market your own products. Luckily, there are many online tools that can help you get a look (or spy) on what your competitors are doing. photo by DaveFayram ).
FIFTH GEAR ANALYTICS | TUESDAY, OCTOBER 26, 2010
 Pareto’s Law or the Long Tail Theory? What Marketers Must Measure Now.
Martha Bush. The foundational concept of all database marketing is the Pareto Principle, that 80% of your sales and profitability will come from about 20% of your customers. The 80/20 theory often holds true for product sales as well – 80% of sales often comes from just 20% of the products offered by a manufacturer. Tweet This! Post on Google Buzz.
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, OCTOBER 27, 2010
 3 More ROIs in Social Media – Conversations Leads and Advocates
If you follow me you know I talk a lot about the ROI of Social Media since I happen to have stumbled on a great ROI using Social Media in providing support for our customers at Avaya. But I think there are 3 more ROIs out there where you can build a great business case with Social Media. Which leads me to my next ROI …. Email this to a friend?
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, FEBRUARY 2, 2010
 Social Media is not a campaign it’s a commitment!
A while back I created a post called – There is no “campaign in Social Media because when marketers use the word “campaign,” it tends to suggest an initiative to get a message out to a targeted group of constituents. It also implies there will be a beginning and, somewhere down the road, an ending. Tweet This! Share this on Facebook.
B2BMARKETINGSMARTS | TUESDAY, JULY 27, 2010
 Bad thoughts that block B2B marketing success.
Blogs are mostly written from the experience of the individual blogger. This post is no exception — it came to mind when I heard a prospective client repeat one of the following statements, which I had already heard dozens of times. “Our target is IT. They won’t respond to direct mail marketing. They do everything online.. Yikes!
B2B LEAD GENERATION BLOG | FRIDAY, DECEMBER 17, 2010
 Marketers Deserve Attention Too
It shares the best thoughts, ideas, anecdotes and takeaways from marketers in 2010. Have you had some great marketing successes this year? Then you’ll want to let my colleagues at MarketingSherpa know. They’re compiling their ninth annual MarketingSherpa 2011 Wisdom Report. After all, failure is often the best teacher.
B2B IDEAS @ WORK | THURSDAY, SEPTEMBER 30, 2010
 B2B Marketing Events Around The World – Oct 2010
October 2-3, PodCamp Philly 2010 Philadelphia, PA: This event is targeted to audio and video podcasters, bloggers, social media enthusiasts, professionals and hobbyists, musicians, marketers, and people who want to understand more about the new media space. The changing nature of our industry propels us to stay on top of the latest trends.
WRITING ON THE WEB | THURSDAY, NOVEMBER 11, 2010
 Content Marketing Matters: What’s Your Brand Personality?
What are two key elements to creating content that get results? stumbled across an interesting quote on a site that gets to the heart of content marketing matters: “Evolution tends to favor action over thinking. That hasn’t changed. Emotion controls the mind as it did when humans first came on the scene. The first is an attractive personality.
WEBBIQUITY | THURSDAY, AUGUST 5, 2010
 Best Business Blogging Tips and Guides of 2010 (So Far), Part 1
Learn how to make your blog the center of your social media efforts, build traffic, write great posts and more here in some of the best tips, tactics and guidance for blogging of 2010 so far. 100+ SMB Blogging Ideas to Kick Start 2010 by Small Business Trends. Stumped for new blog post topic ideas? Struggling to increase blog traffic?
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, MARCH 16, 2010
 Social Media Lead flow in B2B Marketing
Word spreads quickly in Social Media – sometimes more quickly than you can keep up with. You must keep a constant eye on mentions of your brand, your products and your services in order to survive in this market landscape. The best way to watch for expressed needs is to look for keywords often used to describe those needs. Tweet This!
FEARLESS COMPETITOR | WEDNESDAY, JUNE 30, 2010
 The 7 Second Test for B2B Marketers
At the Social Media Camp on Long Island last week, we got into an interesting discussion about how to get attention to drive sales leads. When I shared the “7 Second Test, one of the experts agreed “That’s why every comedian makes sure his first joke is his best. That’s what grabs the audience..
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, JULY 28, 2010
 B2B Marketing needs to Curate a Vibrant Community
If you ask the members of my leadership team – they will tell you I keep talking about how I think we have B2B Marketing backward. Let me explain …. We focus a lot of energy on the acquisition part of marketing looking for new customers and getting them up the awareness to consideration to purchase cycle. Tweet This! Share this on Facebook.
THE POINT | FRIDAY, DECEMBER 17, 2010
 The New B2B Buyer Dialog: A Conversation with Kathleen Schaub
Most B2B companies will readily acknowledge how much the Web has transformed the way they market their product or service, most visibly in the form of vehicles like search, content marketing, social media, and lead management. Fewer companies, however, can claim to have adapted their sales process as readily. Vendors leveraged that knowledge gap.
EVERYTHING TECHNOLOGY MARKETING | SATURDAY, JUNE 19, 2010
 What B2B Marketing Tactics Are Up, Down, Flat? (Survey Sneak Peek)
Last week, we talked about the changing B2B marketing mix (" Is Traditional B2B Marketing Dead? which caused a heated debate about whether these changes are real and consequential). Let's take a look at some data. Here are the preliminary results for this question (click chart to enlarge | n = 176). Want to read the survey report?
WEBBIQUITY | WEDNESDAY, JANUARY 26, 2011
 Best SEO Guides, Tips and Resources of 2010
Google Search Engine Optimization Starter Guide 2010- Plain Speak on SEO by WorkingPoint. The Art and Science of SEO Site Audits [Best of SEW 2010 #10] by Search Engine Watch. ** 5 Stars. Eric Enge reviews some of the most impactful changes for search optimization in 2010 (e.g., What common SEO mistakes are critical to avoid?
LOOPFUSE | THURSDAY, SEPTEMBER 9, 2010
 LoopFuse Integration for Drupal 6.x released « Loopfuse Marketing.
released September 9th, 2010 by Richard Murdock We’ve had several requests for better LoopFuse integration with Drupal CMS version 6.x. released Martin Bittner says: September 12, 2010 at 10:06 am It sure would be nice to make it so it captures user registration as a new lead, so we can nurture it and all. LoopFuse ,Inc.
BUZZ MARKETING FOR TECHNOLOGY | THURSDAY, MARCH 11, 2010
 Social Media Listening for B2B Marketing
One of the biggest challenges for organizations today is managing the flow of information about their brands, products, and services that occurs in social media channels, including microblogs (such as Twitter), social networking sites (such as Facebook), blogs, and online forums. To me this is the most fertile area on which to prove ROI. Tweet This!
B2B IDEAS @ WORK | WEDNESDAY, SEPTEMBER 8, 2010
 Save the Date! 2010 September B2B Marketing Happenings & Goings-on
If the answer is yes, join us for iStrategy 2010 to learn, network, share ideas, and understand how to build your online marketing strategy to its fullest potential. The changing nature of our industry propels us to stay on top of the latest trends. Meeting and learning from other professionals helps us do our jobs better. New Tactics.
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, JUNE 30, 2010
 Getting a customer is not the end goal it’s the middle
In a recent speech by Josh Bernoff of Forrester Research at the ITSMA Marketing Leadership forum it occurred to me that customer acquisition is no longer an “end state” for marketers its somewhere in the middle. Let me explain …. would argue (and so did Josh) that the real work comes on Day 2 of the customers purchase. Tweet This! Digg this!
SAVVY B2B MARKETING | MONDAY, SEPTEMBER 13, 2010
 Can’t Sales and Marketing Just Get Along?
It’s no secret – the classic love-hate relationship between sales and marketing groups negatively impacts top-line results. Even worse, fully 80 percent of enterprise technology deals won are not influenced by marketing at all." But the devil, as they say, is in the details. creating their own content and messages, etc.).
TOM PISELLO | FRIDAY, SEPTEMBER 10, 2010
 Tom Pisello: The ROI Guy: IT Budgets into 2011 - Robbing Peter to.
Friday, September 10, 2010 IT Budgets into 2011 - Robbing Peter to Pay Paul? Gartner Executive Programs midyear survey indicates that IT budgets are growing at a paltry 1.1% in 2010, essentially flat in 2010. Gartner reduces IT Spending Outlook for 2010, but. Posted by Tom Pisello at 5:09 AM Email This BlogThis!
BUZZ MARKETING FOR TECHNOLOGY | THURSDAY, MARCH 4, 2010
 Will Facebook replace your B2B Marketing email system?
I want to roll the clock back a few weeks to the announcement of an initiative by Facebook called – Project Titan. At the time that I saw it and tweeted about it (of course) it really hadn’t hit me just how important this could be to any business. But what does that really mean. Did I forget to mention all of this is FREE! Tweet This!
DIGITAL BODY LANGUAGE | THURSDAY, MARCH 25, 2010
 Is Foursquare Relevant for B2B Marketers?
Recently, I’ve been playing around with foursquare to get a better understanding of it, and think about how it might have a significant impact on B2B marketers. With South by Southwest happening recently, the number of foursquare announcements on Twitter, of people “checking in” made #SXSW a top Trending Topic.
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, OCTOBER 20, 2010
 Facebook’s Like Button adds Life to your Content
Like it or hate it – the Like button is here to stay. In the first week of its launch 50,000 like buttons were integrated on various websites and more than 1M “likes” were registered within 24 hours of its introduction. At last count well over 100,000 websites integrate some form of Facebook’s social plugins (including my site!). Tweet This!
REPUTATION TO REVENUE | MONDAY, JUNE 28, 2010
 The four engines of B2B marketing success
A friend recently had the good fortune not only to take over marketing for a successful B2B firm, but to do so with a mandate to build a new strategy that ensures a much greater impact on the business. The existing program has been pretty traditional, focusing mostly on collateral, events, advertising, and direct support for the sales team.
FEARLESS COMPETITOR | FRIDAY, JANUARY 21, 2011
 Laugh and Learn featuring the Fearless Competitor – Top B2B Marketing Ideas of 2010 #2
In this episode, we explore the second best b2b marketing idea of 2010. Next Friday, we share the winner of the BEST B2B marketing idea of 2010. Don’t miss it. Congrats to the second place winner. Marketo, and their VP … Continue reading → Demand Generation
WHAT WORKS - WHAT DOESN'T | THURSDAY, DECEMBER 16, 2010
 12 Quick Content Marketing Tips and Trends
The frigid cold along Route 128 the other morning didn’t keep a standing-room-only crowd from Schwartz Communications’ Breakfast Roundtable on content marketing (using information shared on the Web to drive sales.) Including hot key words and being snarky (i.e., Email or call at (781) 599 3262 to learn more.
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, APRIL 6, 2010
 Could Facebook become a Lead Nurturing platform?
When you think of lead nurturing platforms you typically think of firms like Eloqua, Marketo, Aprimo, LeadLife, Market2Lead, Silverpop, even Salesforce.com is getting into the lead nurturing space. But Facebook? Element #2 – Email – the most critical element of a lead nurturing platform is email. Tweet This! Share this on Facebook. Digg this!
LEADER NETWORKS | TUESDAY, AUGUST 17, 2010
 The Difference Between Doing Social Vs. Being Social
There is a rather large difference between companies "doing" social and "being" social. For a company to succeed at this new business model, they must learn how to do social and also, enable their people to be social. Doing social is the imperative part of the equation. They give more than they take from the customer.
SAZBEAN | FRIDAY, SEPTEMBER 24, 2010
 How-to: Use Netvibes for Social Media Monitoring
Keeping track of everything that’s going on can be a challenge — especially with social media which moves at the speed of light. Netvibes is a great way to get an eyeball on what’s going on, all in one dashboard. Better yet, you can easily setup a dashboard for each subject you want to monitor, making it simple to switch between.
SAZBEAN | TUESDAY, JUNE 8, 2010
 Add WordStream’s Advanced Keyword Tools to Your Website for free
Register for our free live webinar – Using Google Analytics to Measure Social Media Success on June 23rd, 2010 at 12pm (EDT). WordStream , provider of keyword tools for SEO and PPC, is making three of their advanced keyword tools available to add to any website for free. Free Keyword Niche Finder. Free Keyword Grouper. Register Now!
SAVVY B2B MARKETING | MONDAY, JANUARY 25, 2010
 3 Fantastic B2B Marketing Videos and Why They’re Successful
We're pleased to present a guest post by Kim Cornwall Malseed, the principal of MarCom Ink. Here she shares a behind-the-scenes view of how three B2B companies succeeded with video. Do you want to successfully incorporate video into your B2B content marketing strategy? Objective: Increase awareness of the concept of inbound marketing.
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, FEBRUARY 16, 2010
 In B2B Marketing: Content is Media
For some reason there is a lot of confusion about the word Content lately. Back in the late 90s when the internet was just heating up we all heard alot about how “Content is King. But these days for B2B Marketers I think we need to take it a step further and say that “Content is Media. What is your publishing calendar? Tweet This!
MI6 MARKETING AGENCY | THURSDAY, NOVEMBER 18, 2010
 Twitter for B2B Marketing
Author: Chris Herbert. Audience: Business Development Professionals, Marketing Managers, Channel Managers, Customer Service Professionals, Product Managers. Every Thursday night Jeremy Victor and a group of B2B marketers hold a B2B Twitter Chat session. These sessions are a tremendous source of ideas, insights and data. Learn more here ). PR Dept?
SOCIAL MARKETING FORUM | MONDAY, NOVEMBER 29, 2010
 Employees Have No Clue if Their Company Has a Social Media Policy
Almost 40% of British employees criticize their ‘workplace’ on social media platforms like Facebook and Twitter. Furthermore, one in five admit slandering their bosses on them. These are conclusions from a survey done earlier this year by MyJobGroup.co.uk. Furthermore, 70% has no idea whether or not their company has a policy on the subject.
CHRIS KOCH | TUESDAY, DECEMBER 28, 2010
 15 things marketers should stop doing and thinking in 2011
Here’s a list of things I wish we would stop doing and thinking as of December 31 st : Social media. Social media cause people to waste time at work. Companies have a long and pointless history of resisting new forms of communication. Dude, this stuff isn’t heroin, okay? If the company is well managed, people who waste time will get fired. Mobile.
SOCIAL MARKETING FORUM | WEDNESDAY, DECEMBER 1, 2010
 What You Really Must Know To Succeed in Social Media Marketing
In social media marketing, value often means relevant content, tailor-made promotions, useful information and a “real” relationship. It's about people. And of course it also means value for your business: the bottom-line. Here is what you really should know to be successful in social media marketing.
DIGITAL BODY LANGUAGE | TUESDAY, JUNE 1, 2010
 Content as Advertisement
Content has long been a key driver of success for great B2B marketers in today's world. That's nothing new, and we've talked about related topics such as the content gap and the need to get more subject matter experts involved. However, one challenge that remains is how to draw attention to your content. It is, however, a turbo-charging of it.
B2B MARKETING ONLINE | FRIDAY, NOVEMBER 26, 2010
 B2B Marketing Awards 2010 – the biggest and best yet!
Image via Wikipedia. I am certainly biased but I thought last night’s B2B Marketing Awards was an absolutely fantastic night. And to be fair, the tweets emails and general social media buzz seems to be backing this up. It was our biggest awards yet with 700 people, which puts us up there in the big league of marketing events.