ANNUITAS

JANUARY 10, 2011

As we exited 2010, there were a lot of predictions for what’s in store for B2B Marketing in 2011. In 2009 & 2010 there was a lot of noise about how marketing automation adoption rates among B2B companies were going to sharply increase, yet the adoption rates remain less than 20%. In your opinion, why is that?

Enterprise Management 100

Enterprise Management Marketing Automation Services Work Management Marketing Management 100

ANNUITAS

APRIL 26, 2011

Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. This blog originally posted in August 2010 on Silverpop.com. Myth #3: Lead Management = Lead Scoring + Lead Nurturing.

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 100

ANNUITAS

MARCH 22, 2011

This week we are fortunate to have the winner of the 2010 B2B Twitterer of the Year, Michael Brenner , guest post and share his thoughts on Marketing ROI. Retention: Customer satisfaction and Net Promoter scores are often used to identify the likelihood that we will keep our customers. Michael Brenner is a Sr.

ROI 100

ROI B2B Thought Leadership Lead Scoring Lead Ranking 100

ANNUITAS

JULY 28, 2011

Determine What Your Customer Wants. Too many companies are marketing and selling in a way that bypasses the customer. Marketers who focused on ROI delivered 24% incremental customer demand in 2010 and generated business growth for their organizations. In short, set your sights on revenue.

Work Management 100

Work Management Marketing Management Advertising Agencies Sales Qualified Leads 100

ANNUITAS

OCTOBER 17, 2010

Rather than taking the shotgun approach of batch and blast and let’s see who responds and then sales will go out and try to close them, smarter companies are much more focused on creating qualified leads and building their campaigns to match the characteristics of recent customer wins.

Marketing Automation Services 100

Marketing Automation Services Demand Marketing Management Web 2.0 100

ANNUITAS

OCTOBER 6, 2010

It seems that most of my recent conversations with prospects, customers and others in the B2B marketing industry are centered on lead nurturing. The best success with nurturing will come when you understand the buying phases of your customers and prospects and develop a nurture program that aligns to those phases.

Lead Ranking 100

Lead Ranking De-duping Work Management Lead Qualification 100

ANNUITAS

DECEMBER 21, 2010

Another year has come and gone and if anyone thought that 2009 was the year of the B2B marketer, then 2010 may have trumped it. 2011 should be the year of the customer. Taking the time to define and document these personas is a good first step in customer alignment. They need to view sales as their customer.

B2B Marketing 100

B2B Marketing Work Management Marketing Management B2B 100