Destructive B2B Sales Practices
MAY 17, 2010
There are a number of events that could perpetuate rather than reduce destructive sales practices: The Sales Funding Squeeze - According to IDC’s Tech Barometer, in 2010 investment in sales will again outstrip IT investment. This gap between revenue and costs will pressure sales organizations to scrutinize training expenditures. . Tech Mergers & Acquisitions - In Q1 2010, $68.8
Savvy Buying of B2B Data
JUNE 17, 2010
An Interview with Ruth P. Stevens and Bernice Grossman. I am pleased to welcome Ruth P. Stevens and Bernice Grossman, two well recognized B2B direct marketing experts. Ruth P. Stevens consults on customer acquisition and retention, teaches marketing at Columbia Business School and blogs at HBR.org. . Bernice Grossman created DMRS Group an independent marketing database consultancy. Resources.
Selling to the Digital B2B Buyer
JULY 22, 2010
The digital world is bringing great change to how buyers wish to interact with B2B sales teams. Today's B2B buyer prefers online communication for a variety of reasons explained in this post. buyer behavior inside sales outbound marketing sales enablement telesales David Skok Facebook Jill Konrath LinkedIn Steven Woods
Juniper Networks: Reaching for the Sky, Feet Firmly on the Ground
APRIL 17, 2011
Juniper Networks is on a roll after coming off a strong 2010. The mood was buoyant at the Juniper Networks Americas Partner Conference , held April 11 – 13 in Phoenix. Revenue and operating margin in calendar/fiscal year 2011 is expected to grow by 20% and 23% respectively. 73% of revenue is generated through partners.
The Sales Lead & the Language Police
OCTOBER 21, 2010
At its simplest level, language allows one person to understand another in the course of basic communication. . On a broader scale, language defines who we are, what groups we belong to and our culture. . Do we need language police in our world of B2B sales & marketing? Perhaps this is an early example of mis-aligment between sales and marketing. Related Blog Posts. Photo Credit.
The Risky Business of Exclusive Reselling
OCTOBER 7, 2010
Last month, Eloqua terminated its reselling relationship with The Pedowitz Group, a marketing automation reseller. Rob Brewster, SVP Business Development at Eloqua explained in a blog post that The Pedowitz Group’s decision to partner with some of Eloqua’s competitors jeopardized Eloqua’s IP (Intellectual Property) and caused Eloqua to make the change. Vendor Sells Direct.
Messaging Maximus for Lead Generation
NOVEMBER 30, 2010
Does your messaging speak to the lowest common denominator? I am speaking of the email blast or direct mail piece that is one-size fits all. Or the telesales call that is the same for every conversation and simply asks: are you buying? Buyers react negatively not because lead generation and outbound marketing interrupts their day but because the message is not appropriate and brings no value.
The Moment of Truth for Sales
SEPTEMBER 2, 2010
In IDC ‘s 2010 IT Customer Experience study, over 50% of IT sales reps are showing up to their prospect and customer meetings ‘unprepared’ Forrester Research reports that only 15% of executives believe that sales meetings live up to expectations. CSO Insights , a B2B sales researcher, recently released their 2010 Telemarketing Inside Sales Optimization survey. .
Insights on the Outbound Renaissance
APRIL 12, 2010
Outbound demand generation is experiencing a renaissance. Organizations such as Ariba, LivePerson and TriNet are reinventing their go-to-market and sales strategies through innovative approaches to outbound demand generation. The significance of the outbound renaissance on B2B sales & marketing is profound as these innovative approaches drive organizational change.
Has Sales 2.0 crossed the chasm?
MARCH 12, 2010
Have Sales 2.0 tools crossed the chasm to the stage of the early majority? Do these low risk, user-friendly tools accelerate the adoption of technology? Sales 2.0 Conference Technology innovation cloud computing Bluewolf Crossing the Chasm Geoffrey Moore
Outbound Demand Generation is Dead (Darwin says no)
MARCH 3, 2010
Outbound marketing must adapt or face declining returns or even extinction should obsolete practices be used. Darwin would say that outbound demand generation is not extinct but faces challenges in adapting.
Lead Generation Takes Precedence in the Downturn
FEBRUARY 19, 2009
Digital Marketing - IDC reports that digital marketing spend is over 9% of total marketing investment in 2008 and predicts that digital marketing will carve out the largest slice of marketing spend by 2010. In response to a substantial drop in technology spending, B2B marketers will cut budgets and re-jig their media mix. This was one of the main conclusions drawn from the recent BtoB webinar: Outlook 2009: Marketing Priorities and Plans. Although this is a sombre forecast, it does not compare to the steep drop in spend in 2001 (see my previous blog post on this).
Top-10 B2B Marketing Topics of 2010
Everything Technology Marketing
DECEMBER 1, 2010
With 2010 coming to an end, it is time for a quick review of the most popular B2B marketing posts on the Everything Technology Marketing blog. Thank you all for participating in this blog - I learned a lot from our discussions this year. See you in 2011
Eloqua Experience 2010
OCTOBER 20, 2010
This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco. The big news of this event is the launch of Eloqua 10. It’s the result of 2 years of hard work, and it looks very good. The revamped user interface makes working with Eloqua a lot of fun. Here is a preview: Eloqua 10 Campaign Builder (click to enlarge). They are raving about Eloqua 10. Overall.
Best of 2010 – 13 Twitter Tips for Increasing Engagement
DECEMBER 22, 2010
2010 in Review! original on increasing engagement posted October 18, 2010) A major frustration for people trying out Twitter for the first time is figuring out how to get anyone to respond. We’re posting the best articles from the year to help you get 2011 off to the right start! They set up their Twitter account, tweet a few times and wonder why no one responds.
Best Social PR Guides and Tips of 2010 (So Far)
SEPTEMBER 1, 2010
Read on to learn how social media is changing PR, how pitching bloggers is different from traditional media outreach, how to optimize press releases for search and online distribution, which tools should be in your social PR toolbox and more here in some of the best articles and blog posts on social PR of 2010 so far. Social media has fundamentally altered the practice of public relations. And as any blogger can tell you, PR pros understand this, as witnessed by the incredible increase in blogger outreach “pitches from corporate PR departments and firms over the past two years.
The State of the Blogosphere 2010
DECEMBER 13, 2010
Brian Solis Home Articles Business – Marketing PR 2.0 – New Communications Social Media Speaking Books Appearances About The State of the Blogosphere 2010 December 13, 2010 View Comments The question we ask ourselves when examining the state of the blogosphere is whether or not the cup is half full or half empty? If drinking from the glass, it is then half empty. startups.
50 (of the) Best Twitter Guides, Stats, Tips and Tools of 2010 (So Far)
OCTOBER 5, 2010
You’ll find the answers to these questions and many more here in 50 of the best Twitter tools, posts, how-to guides and rants of 2010 so far. Brian Solis provides a wealth of statistics that answer these questions and more, e.g., 87% of Americans said they were familiar with Twitter in 2010, up from just 26% in 2009. So what are the best ways to use Twitter for business? Crabs.
The Best B2B Marketing Ideas of 2010
DECEMBER 15, 2010
Click to download How to Find New Customers, our remarkably popular white paper. It’s the first year of Fearless Competitor Favs – my favorite B2B marketing ideas from this past year. We’ll do this each December from now on. I … Continue reading → lead generation sales leadership Sales knowledge marketing funnel Management best practices Marketing Demand Generation Sales 2.0 Remarkable content Leadership
Best Email Marketing Tips, Tactics and Metrics of 2010
FEBRUARY 21, 2011
items that should be in your 2010 email budget by BtoB Magazine. While social media is the flashy show horse of online marketing, email remains the solid workhorse. According to recent research , 92% of marketers consider email to be one of their “most important marketing tools” and 54% plan increased spending on it in the coming year. Well, unlike social media, email is virtually universal.
The Best B2B Marketing Ideas of 2010
DECEMBER 20, 2010
MarketingProfs Member Login | About Us | Members Benefits | PRO Members MarketingProfs Daily Fix Blog Home Marketing Resources Online Seminars Conferences Videos Research Store PRO Members Forum Blog Jobs Blog Home Archives RSS/XML Veronica Maria Jarski BIO 12.20.10 The Best B2B Marketing Ideas of 2010 A guest post by Jeff Ogden , president of Find New Customers Although companies like Marketo, Eloqua and Kinaxis have produced terrific written content in blogs, e-books, etc., 19, 2010. Those are a few of the favorites we found in 2010. They all are very entertaining, too.
Best Social Media Stats, Facts and Marketing Research of 2010
JANUARY 17, 2011
Americans spent nearly a quarter of their time online on social networking sites and blogs in 2010, up from 15.8 At its current rate, Twitter will process almost 10 billion tweets in 2010. Facebook, Twitter and LinkedIn continued to add users in the second half of 2010, albeit at a slower pace than in previous quarters. The State of the Blogosphere 2010 by Brian Solis.
78 (of the) Best Social Media Marketing Tips, Guides, Tools and Strategies of 2010 (So Far)
AUGUST 16, 2010
10 Free Social Media Tools Every PR Pro Should Master In 2010 by the COMMS corner. With the amount of helpful content about social media marketing growing faster than Facebook’s user base or Lindsay Lohan’s court appearances, it’s tough to keep up. Here’s a modest contribution to help with that effort; more than six dozen of the best, most bookmark-able articles and blog posts about social media tactics, tools and strategies written so far this year, by leading writers like John Jantsch , Lori Dicker , Lee Odden , Lisa Barone , Jay Baer and many more. s, 50?s,
Best of 2010 – Understanding Facebook Page Insights
DECEMBER 20, 2010
original on Facebook page insights posted February 26, 2010). The Year in Review! We’re posting some of the best articles from the year to help you get 2011 off to a great start! Facebook provides some pretty interesting statistics for business pages. But what does it all mean? In the upper right corner, you’ll see a number with some stars – post quality. Liked this post?
Marketing Automation Trends for 2010
JANUARY 12, 2010
In this post I want to focus on the trends in Marketing Automation for 2010. In 2010 you’ll start to hear about marketing methods. At Marketbright, we believe Agile Marketing will emerge as a popular methodology so marketing professionals can adapt and survive in 2010. Social Media Marketing FAIL: In 2010, we’ll see a lot of companies spend a lot of money trying to make a big splash into social networks and many will crash and burn. Manticore Technology wishes you a full-funnel in 2010. Marketers over 2010 will get much savvier about doing this, however.
35 (of the) Best Guides to Facebook Marketing, Advertising, Search and More of 2010 (So Far)
AUGUST 26, 2010
Whether you’re anxious to get started marketing on Facebook, already there but looking for better results, or not sure if Facebook is right for your company (despite the eye-popping audience numbers), you’ll find guidance here in some of the best posts on Facebook marketing so far in 2010: tips, tactics and best practices for building Facebook pages, growing your fan (or “like ) base, advertising, optimizing for search, using Facebook apps and tools, and more, from experts like Mari Smith, Lisa Barone, Ching Ya, John Haydon, Brian Carter, Marty Weintraub and Shel Holtz.
Best Twitter Guides, Tips and Tools of 2010
JANUARY 31, 2011
Twitter came of age in 2010, growing at a scorching pace —from 75 million users at the beginning of the year to more than 190 million by the end of December. Best of 2010: 14 Ways Every Business Should Be Using Twitter by Inkling Media. All You Need to Know About Twitter in 2010 [Infographic] by Mediabistro. What types of information are worth sharing, beyond blog posts?
Best of 2010 – Increase Sales by Improving Customer Touchpoints
DECEMBER 30, 2010
We’re posting the best articles from 2010 to help you get 2011 off to the right start! original on customer touchpoints posted on November 30, 2010) You may think improving your website or your point of sale system or even your after-sales service will help increase your sales. The year in review! They most likely will. How do they accomplish them? image by Patrick Hoesly ).
11 B2B Marketing Predictions for 2011
Buzz Marketing for Technology
DECEMBER 8, 2010
Around this time last year I wrote about the 10 B2B Marketing Predictions for 2010 and while I would say 7 out of 10 have already materialized and the others are on their way. Related posts: 10 BtoB Marketers Predictions for 2010 Around this time last year I wrote about some Predictions. So that begs the question – what’s on the horizon specifically for B2B Marketers next year? Enjoy!
Best LinkedIn Guides, Tips and Tactics of 2010
FEBRUARY 16, 2011
Mark Walsh reports on company pages, another new feature added by LinkedIn in late 2010. LinkedIn is firmly ensconced among the “big 3″ social networks for marketing and business purposes, and though its base of 80 million members is far smaller than the 600 million users of Facebook, its impact in B2B marketing is larger. What new features should you get familiar with?
Best Website Design Guides and Tips of 2010
MARCH 3, 2011
Things That Websites Need in 2010! Website design standards continue to evolve and grow more sophisticated. Tables are out; CSS is in. Flash is out (or should at least be used sparingly): HTML5 is (almost) in. Screen sizes now range from small smartphone screens to large, widescreen desktop monitors. What website design trends should graphic artists take note of? Visual Website Design.
31+ of the Coolest Social Media, Search and Web Tools of 2010
JANUARY 24, 2011
Economic conditions may have been tough in 2010, but there was no shortage of online innovation. Most Popular Free Windows Downloads of 2010 by Lifehacker. ** 5 Stars. Looking for an easy way to create a cool graphical email signature with trackable interactive buttons? Supplement your email list with your contacts’ social network info? Create video emails? Create animations?
Ten reasons to blog – even if nobody reads it
grow - Practical Marketing Solutions
NOVEMBER 7, 2010
. Building an engaged community through a business blog can be extremely difficult — sometimes impossible. Look at companies like General Electric who do an amazing job with their blog and yet have almost no “community or comments at all. There must be some good business reason they do it, right? . There better be. Do your competitors have a blog? This is valuable real estate!
10 Best Posts of 2010
Buzz Marketing for Technology
DECEMBER 29, 2010
This inspired me to do a quick 10 Best Posts of 2010 as we slide into the New Year. Far and away one of the best blog posts I wrote this year was on the new 4′c of B2B Marketing – it was read over 15,000 times and 3X more popular than the next most read blog post of the year. Fire your Director of Social Media! Is The White Paper Dead for B2B Marketing? What a Trifecta of a Year!
Calculating the Value of the Customer Life Cycle
Social Marketing Forum
DECEMBER 1, 2010
The value of the customer life cycle, also called CLV, looks at the investments we plan to make for the customers (retention, sales, promotion, customer service, etc) and the return we expect from the customers. CLV has everything to do with the present and the future. An introduction. CRM Customer analytics ROI customer equity customer lifecycle marketing ROI return on marketing investment ROMI
How to Produce and Promote Webinars Successfully [#B2Bchat Recap]
JUNE 22, 2010
Technology Naughty Vs. Nice In 2010 2. What advice do marketers have when it comes to producing, promoting, and following up on webinars? We put this question to our #B2Bchat audience in our latest session. Here is what the experts had to say: Q. What are innovative ideas of promoting webinars? Schedule the webinar on a Tuesday, Wednesday or Thursday. Offer a short video preview. If a rep.
Primer: Understanding Word-of-Mouth Marketing in the Social Media Age
Social Marketing Forum
NOVEMBER 26, 2010
Word-of-mouth is not something new. People have always talked about their experiences, emotions, needs and also products, services and brands. With the arrival of interactive and social media the patterns, role and impact of word-of-mouth have changed. However, the rules of word-of-mouth marketing have changed and evolved and they continue to evolve. Think about it. Period. Distinction. Certainly.
Cartoon: Who is creating content for your company?
Digital Body Language
NOVEMBER 19, 2010
Today's my first attempt at cartooning (okay, not really, all the hard work was done by gifted cartoonist Brady Bonus ). hope you enjoy it! First posted this morning on It's All About Revenue : Tags: Social media Content
Best of 2010 – How-To: Setup Social Media Monitoring in HootSuite
DECEMBER 28, 2010
2010 in Review! original on social media monitoring posted September 13, 2010) A vitally important part of achieving success with social media is responding when someone does reach out to you. We’re posting the best articles of the year to help you get 2011 off to the right start! Choose the Twitter profile and click the “+ Add Stream button. How do you monitor Twitter?