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  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, JANUARY 28, 2010
    [2010] Influencers vs Advocates in B2B Marketing
    According to Wikipedia – Influencer Marketing is a form of marketing that has emerged from a variety of recent practices and studies, in which focus is placed on specific key individuals (or types of individual) rather than the target market as a whole. They are non partial and therefore they write about many firms. Tweet This! Digg this!
  • FIFTH GEAR ANALYTICS  |  THURSDAY, OCTOBER 14, 2010
    [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. have to argue with this word swap.  Tweet This! Post on Google Buzz.
  • FIFTH GEAR ANALYTICS  |  WEDNESDAY, OCTOBER 20, 2010
    [2010] Social Media Use by Job Function Stats – Indicates Need to Change.
    In a previous post we looked at the top 25 industries using social media , as presented in the NetProspex Fall 2010 Social Business Report.  Resources: NetProspex Fall 2010 Social Business Report. Wendy Boyce. In that report, there is also a section on social media usage by job function. The proof is in the numbers.  Tweet This!
  • SALES LEAD INSIGHTS  |  MONDAY, JUNE 21, 2010
    [2010] What B2B marketing automation is all about, and why you should care: An Executive Breakfast Briefing near Boston on June 29, 2010
    Interested in learning more about B2B marketing automation and how it may benefit your company? What B2B marketing automation is all about, and why you should care. Presented by AcquireB2B, a division of Mac McIntosh, Inc. Date: June 29th. Time: 8:30 am to 10:00 am. Location: Waltham, MA. Information and Registration. And only do what works.
  • FEARLESS COMPETITOR  |  MONDAY, JANUARY 3, 2011
    [2010] 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?
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, DECEMBER 1, 2010
    [2010] FOUND the ROI of Social Media for B2B Marketers!
    I think it is fair to say that Social Media has hit the mainstream these days but the big concern on every B2B Marketers mind has been where is the ROI? As a result I hear of many Social “science experiments” going on across several organizations that may or may not yield the results the marketer is hoping for. Enter Social Customer Support ….
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 23, 2010
    [2010] 6 Keys to B2B Marketing Success Today
    With fewer than 1/2 of all salespeople making quota ( CSO Insights ) and almost 7 out of 10 saying they don’t have enough high quality leads ( MarketingSherpa ), it’s painfully obvious that times have changed and companies need to adapt. How can more salespeople make quota, CMOs get more job security and shareholders prosper? Simplify.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, SEPTEMBER 30, 2010
    [2010] Four Must-Have Metrics for Marketing Measurement
    Summary: Four critical metrics tell you most of what you need to show the value of your marketing efforts and to optimize your results. And, here's a funny picture. There’s still time to sign up for my October 7 Webinar on stage-based marketing measurement (sponsored by Marketo and hosted by the American Marketing Association ). Marketing ROI.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, OCTOBER 6, 2010
    [2010] Facebook can’t be stopped and here’s why!
    In my Top 10 B2B Marketing Predictions for 2010 blog post last year I called that day to be February 14, 2010 (betting on the social activity that the holiday brings) but I was actually 2 months late – the first time Facebook surpassed Google was on Christmas day 2009. and I am here to tell you – No one and here why …. Tweet This!
  • CONTENT MARKETING FOR BI  |  THURSDAY, MAY 20, 2010
    [2010] Is Twitter Dying?
    In January of this year (2010), CNN published an article, “ Has Twitter Peaked ?” I thought it was just me. My daily tweet count is down this year but I attributed that to my suddenly being insanely busy. Busy is good but I do miss the pint-sized social interaction, even if it’s limited to 140 characters. It was developed by Joe M.
  • EVERYTHING TECHNOLOGY MARKETING  |  TUESDAY, NOVEMBER 16, 2010
    [2010] Social Media in B2B Marketing - Survey Results
    The B2B Technology Marketing Community on LinkedIn conducted a survey earlier this year to explore the rapidly changing landscape of social media in the context of B2B marketing. The survey generated over 270 responses from B2B marketers - and the results are in! What is your experience with social media in B2B
  • PAUL GILLIN  |  FRIDAY, AUGUST 20, 2010
    [2010] Tips For Making That “Networking” Meeting More Fruitful
    Back in the early days of my career, I made a point to go on frequent informational interviews. These meetings, which were usually conducted in person, gave me a chance to sit down with people who were successful in their field and to learn from their experience. never overtly asked people for a job or anything more than a little of their time.
  • CK'S B2B BLOG  |  FRIDAY, NOVEMBER 5, 2010
    [2010] B2B Mobile Marketing: 10 Key Mobile Arguments. Now With Audio!
    I've had several readers ask me to include audio in my slideshows and here goes! This important piece, which answers the "Why Mobile For B2Bs?,  provides 10 Key Arguments to Turn Mobile Skeptics Into Mobile Supporters. and it's new and improved with audio  (thanks to my new friends at Brainshark ).  No problem!
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, OCTOBER 17, 2010
    [2010] What is Social Media’s Next Big Thing?
    One possible answer:   The Enterprise. No, no. Not the Star Trek kind of Enterprise (although that would be pretty cool). I mean using social media technologies internally, within the large company kind of enterprise. I’m often asked what I think the next big thing in social media might be.  Information sharing and education. Collaboration.
  • SMALL MANUFACTURER BLOG  |  SUNDAY, DECEMBER 12, 2010
    [2010] B2B Print Ads: 10 Tips for Increasing ROI
    Tweet With print magazines and newspapers in serious decline, it’s easy to say that B2B print advertising no longer works. beg to differ. firmly believe that print advertising does work (and that people still read print, but that’s a different story). It just takes a little know-how. It works the same for your ad copy. You don’t.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, APRIL 1, 2010
    [2010] Using Content to Build Trust in B2B Marketing
    In the recent Edelman Trust Barometer report they detail out how trust is rebounding in a handful of Western countries especially in the United States where trust in business jumped 18 points to 54 percent. Which was an interesting statistic no doubt for many of us in business today. To me this is the story for any content marketer like myself.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, OCTOBER 5, 2010
    [2010] Marketing Dashboard: Passive Discovery
    We spoke recently about various ways of looking at marketing benchmarks and how to better dashboard and analyze the entire revenue performance management process. This thinking needs to be applied to all areas of the revenue engine, and each has its own unique challenges. This view is instructive in two ways.
  • TRADESMEN INSIGHTS  |  TUESDAY, APRIL 12, 2011
    [2010] LinkedIn Logins See Big Rise in 2010
    According to a recent article in eMarketer.com, social media Gigya  saw a 17% increase of logins using LinkedIn in a six-month period from July 2010 to Jan 2011. 2010 Highlights of the State of Social Media for Business. I’ve alway been a big supporter and advocate of B2B companies engaging social media with LinkedIn.
  • SAVVY B2B MARKETING  |  WEDNESDAY, SEPTEMBER 22, 2010
    [2010] B2B Technology Buyers Share Their Content Preferences
    The 31-page Eccolo Media 2010 B2B Technology Collateral Survey Report is well worth reviewing for more insights around content preferences and consumption patterns. Eccolo Media just released its third annual B2B Technology Collateral Survey Report. The majority of respondents consumed most content in the pre-sales phase of the sales cycle.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, JANUARY 14, 2010
    [2010] Sharing is how you build a Brand
    In a recent BusinessWeek article featuring Tony Hsieh from Zappos – they closed with a quote from Tony “Sharing is how we build our brand.&# And I couldn’t help but agree. Whether you are a CMO’s of a B2C or B2B Marketing team the key in this next decade is sharing and the key to sharing is Content! Tweet This! Digg this!
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, DECEMBER 15, 2010
    [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. It blooms naturally.”.
  • THE POINT  |  THURSDAY, MARCH 11, 2010
    [2010] 7 Mistakes To Avoid In Your Next Webinar Invitation
    I’ve written a number of times in this space about how to maximize response from email Webinar invitations. The campaign below from Parallels , a Swiss-based software company, provides a handy illustration of those techniques by displaying what key mistakes to avoid. For example: 1. Sell the offer, not the product. Use images wisely. See #1 above.
  • LOOPFUSE  |  WEDNESDAY, SEPTEMBER 15, 2010
    [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.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, NOVEMBER 19, 2010
    [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. at the end of 2010.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 11, 2010
    [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
    [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. was truly honored to host a panel at Dreamforce to discuss that question with three of the very best in the field.
  • FIFTH GEAR ANALYTICS  |  TUESDAY, OCTOBER 26, 2010
    [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.
  • PAUL GILLIN  |  WEDNESDAY, DECEMBER 1, 2010
    [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. The traditional role of marketing has been to create an image or deliver a message. Service had little to do with it.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, FEBRUARY 11, 2010
    [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!
  • FIFTH GEAR ANALYTICS  |  THURSDAY, OCTOBER 21, 2010
    [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. Define WHAT a conversion is. What do you want the visitor to do in order to consider your page a success? Bad!”.
  • SOCIAL MARKETING FORUM  |  SUNDAY, NOVEMBER 28, 2010
    [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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, SEPTEMBER 29, 2010
    [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
    [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. Take your list and divide it out onto your calendar. Post it to Twitter, Facebook, Stumbleupon, etc.
  • MARKETING GENIUS BLOG  |  MONDAY, OCTOBER 25, 2010
    [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. Cutting to the point, these practices are: 1.    Know your marketing mix. 3.    Align with your sales team.
  • MI6 MARKETING AGENCY  |  WEDNESDAY, JULY 14, 2010
    [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.
  • B2B MARKETING ZONE POSTS  |  TUESDAY, AUGUST 3, 2010
    [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.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 21, 2010
    [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
    [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
    [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).
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MARCH 23, 2010
    [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. Every Industry! Why not be on the winning side of that equation.
  • SAVVY B2B MARKETING  |  THURSDAY, JANUARY 14, 2010
    [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?
  • SAVVY B2B MARKETING  |  WEDNESDAY, MARCH 31, 2010
    [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.
  • STORIES THAT SELL  |  THURSDAY, NOVEMBER 11, 2010
    [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!
  • THE POINT  |  FRIDAY, DECEMBER 17, 2010
    [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.
  • SAZBEAN  |  MONDAY, OCTOBER 18, 2010
    [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!
  • DIGITAL BODY LANGUAGE  |  FRIDAY, JULY 30, 2010
    [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.
  • FEARLESS COMPETITOR  |  FRIDAY, JANUARY 7, 2011
    [2010] 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
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, MAY 6, 2010
    [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.
  • MARKETING INTERACTIONS  |  THURSDAY, SEPTEMBER 23, 2010
    [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
    [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
    [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
    [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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, DECEMBER 27, 2010
    [2010] Social scoring and the business case for blocking Twitter spammers
    Judging by her school-issue personal photo, Twana Florance appears to be a mild-mannered, middle-aged matron from Twin Falls, Idaho.  But there is no Twana Florance. Twana is probably some teenager in a Third World country hired to propagate and populate fake Twitter accounts that will later be sold on eBay. What does it hurt?  Here’s why.
  • SAVVY B2B MARKETING  |  WEDNESDAY, MARCH 10, 2010
    [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?
  • PAUL GILLIN  |  THURSDAY, OCTOBER 7, 2010
    [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.
  • B2BMARKETINGSMARTS  |  MONDAY, MARCH 8, 2010
    [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.
  • SAVVY B2B MARKETING  |  THURSDAY, NOVEMBER 18, 2010
    [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.
  • EVERYTHING TECHNOLOGY MARKETING  |  SUNDAY, AUGUST 22, 2010
    [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.
  • CONNECT THE DOCS  |  MONDAY, APRIL 26, 2010
    [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.
  • DIGITAL BODY LANGUAGE  |  MONDAY, DECEMBER 13, 2010
    [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. 4) 2011 will be the Year of Analytics: It is now beginning to be possible to see the entire buying process from end to end.
  • SALES LEAD INSIGHTS  |  THURSDAY, JUNE 10, 2010
    [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, JANUARY 26, 2010
    [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!
  • SAVVY B2B MARKETING  |  WEDNESDAY, APRIL 21, 2010
    [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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, JUNE 20, 2010
    [2010] A fascinating “hardcore” B2B social media success
    With many companies now engaged in social media marketing strategies for nearly two years or more, success stories are starting to emerge, even in the difficult marketing world of industrial B2B.  I discovered a great success story to share with you through a masters thesis being developed by Haakon Jenson of Norway. BACKGROUND. STRATEGY. ACTIONS.
  • LEADSLOTH  |  TUESDAY, AUGUST 10, 2010
    [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. Emails / month. 5,000. 2,500. 2,500.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JULY 27, 2010
    [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. Are you Being Discovered?
  • WEBBIQUITY  |  THURSDAY, AUGUST 5, 2010
    [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?
  • MI6 MARKETING AGENCY  |  THURSDAY, OCTOBER 21, 2010
    [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. How You Can Win a Ticket. There will be one entry per person (not per tweet).
  • SAVVY B2B MARKETING  |  MONDAY, NOVEMBER 1, 2010
    [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.
  • WEBBIQUITY  |  MONDAY, APRIL 19, 2010
    [2010] Five Big Shifts in Social Media Marketing
    Social media reflects a larger trend toward buyer empowerment that has changed not only the practice but the underlying philosophies of marketing over the past several years. Power has gradually shifted over the past couple of decades from manufacturers (e.g. HP, P&G) to the channel (e.g. TigerDirect, Wal Mart) to consumers and b2b buyers.
  • B2B IDEAS @ WORK  |  THURSDAY, SEPTEMBER 30, 2010
    [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
    [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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MARCH 30, 2010
    [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!
  • FEARLESS COMPETITOR  |  FRIDAY, JANUARY 21, 2011
    [2010] 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
  • WEBBIQUITY  |  FRIDAY, FEBRUARY 4, 2011
    [2010] 8 (of the) Best Web Analytics Guides of 2010
    One of the great advantages of online marketing is that it’s measurable to far greater degree of precision and richness than older media like broadcast and print. How do you filter out that noise and focus on the measures that provide real guidance for improving online business results? What common analytics mistakes should you avoid?
  • LEADER NETWORKS  |  MONDAY, AUGUST 2, 2010
    [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  |  FRIDAY, NOVEMBER 5, 2010
    [2010] Is RFID Getting Primed to Change Digital Marketing?
    Mike Fuqua. As I walked toward a digital wall monitor I noticed the image changing to a jacket similar to the one I was wearing and with it a shirt and pair of pants with text indicating “great match.” More surprising was the next statement, indicating that my jacket would provide me an instant 25% discount on either of the other items-today only.
  • FIFTH GEAR ANALYTICS  |  FRIDAY, OCTOBER 8, 2010
    [2010] Don’t Let Meetings Be the Death of Your Organization
    Wendy Boyce. Our company kicked off an employee book club last month, with the inaugural book being “Death by Meeting,&# written by Patrick Lencioni.  The author weaves a fictional tale of a company struggling with staff meetings, and how those affect the long-term success of the organization.  Invite relevant participants only. Tweet This!
  • B2B IDEAS @ WORK  |  WEDNESDAY, SEPTEMBER 8, 2010
    [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  |  TUESDAY, FEBRUARY 23, 2010
    [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!
  • SAVVY B2B MARKETING  |  THURSDAY, MAY 13, 2010
    [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
    [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. 2 Make them S ticky – think Made to Stick by Chip and Dan Heath.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, NOVEMBER 10, 2010
    [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
    [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
    [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
    [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
    [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 ).
  • B2B LEAD GENERATION BLOG  |  FRIDAY, DECEMBER 17, 2010
    [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.
  • EVERYTHING TECHNOLOGY MARKETING  |  SATURDAY, JUNE 19, 2010
    [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?
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, OCTOBER 27, 2010
    [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 …. With a Coupon Code!
  • B2B MARKETING INSIDER  |  THURSDAY, NOVEMBER 18, 2010
    [2010] B2B Marketing Predictions For 2011
    2010 was the year social media moved from cutting edge to mainstream (right?). Michael Brenner Nov 18 2010 Hi Chris, Thanks so much for your comments. James Nov 18 2010 Good points Chris. cheers, James Michael Brenner Nov 18 2010 Hi James, Thanks for your comments. Eric Martin Nov 21 2010 Michael, Good list.
  • WEBBIQUITY  |  MONDAY, DECEMBER 13, 2010
    [2010] Five Audiences for Social Media Marketing
    One of the first precepts aspiring writers learn is to “write for your readers.&# A technical audience is different from a business one. level executives respond to different messages than do mid-level management. Every industry and profession has it’s own “language.&#. Prospective Customers: the most obvious audience. Engage them.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, FEBRUARY 2, 2010
    [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.
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 13, 2010
    [2010] 5 things you need to know from Dreamforce 2010
    Today thousands of marketers, sales reps, developers, admins, consultants, and more are returning back to the office after an amazing and full week at Dreamforce 2010.  things you need to know from Dreamforce 2010 was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. Chatty, Sassy and Markie at Dreamforce.
  • B2BMARKETINGSMARTS  |  TUESDAY, JULY 27, 2010
    [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!
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MARCH 16, 2010
    [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
    [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
    [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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, MARCH 11, 2010
    [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!
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, DECEMBER 22, 2010
    [2010] 5 Most Popular Industrial Marketing Blog Posts from 2010
    2010 has been another tough year for the industrial sector but I’m encouraged by all the good news that I’ve heard throughout the year about a modest rebound in U.S. In keeping with that spirit, here are my five most popular industrial marketing blog posts from 2010. We’re almost at the end of the year and you made it. Congratulations!
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