markempa

APRIL 3, 2006

« Customer Referrals and Your Sales and Marketing Department | Main | Best Practices in Demand Generation » Reaching Decision Makers Reaching decision makers today seems harder than ever. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

Paul Gillin

OCTOBER 5, 2011

Editor & Publisher Daily – This newsletter is little more than a curation of articles from other sources, but the fact that E&P puts it together in a compact, scannable format makes it one of my most useful daily reads. Think Like the Customer. The weekly newsletter is always good for a laugh. And I do, nearly every day.

Direct Marketing 50

Direct Marketing BtoB Word of Mouth Conference 50

markempa

MARCH 30, 2007

The goal is not to try to buy the biggest list possible, but instead build the most relevant list possible based your ideal customer profile. Related Article: BtoB Magazine: Unisys gets boost from good data I recommend you start by collecting all of your existing in-house marketing lists into one place.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

The ROI Guy

MAY 6, 2010

New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax. Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu.

Work Management 40

Work Management Marketing Automation Services Marketing Management ROI 40

The ROI Guy

JANUARY 25, 2011

However, solving this problem will be difficult for most teams, as sales remains inwardly focused on the traditional funnel based selling process, rather than having a keen understanding of how customers make decisions and actually buy - the buying lifecycle. Alinean recognized by BtoB Magazine’s as one of To.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

JANUARY 17, 2011

For sales teams, more advanced versions can be used to empower sales led workshops, helping to make sales more valuable again, and elevate perceptions from product sellers to valued consultants. Alinean recognized by BtoB Magazine’s as one of To. One could argue both are right.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

JANUARY 10, 2011

IDC’s most recent customer experience survey of over 200 key IT decision makers confirms that business growth is indeed a priority, but also, that Frugalnomics is indeed in full effect. Alinean recognized by BtoB Magazine’s as one of To. ► September (18) Tech Media Publishers looking more Like Interactiv.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 40

The ROI Guy

DECEMBER 6, 2010

The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#. Alinean recognized by BtoB Magazine’s as one of To. ► September (18) Tech Media Publishers looking more Like Interactiv.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 8, 2006

Moving the task from a highly skilled expensive resource to less expensive resources The direct benefits are often easy to quantify, and as such there is usually little risk in considering 100% of the expected cost avoidance or productivity improvements in the ROI calculation (ROI = net benefits / cost). Do White Papers Still Engage?

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

ViewPoint

MAY 2, 2012

He is a regular contributor to BtoB Magazine and was founding editor of TechTarget and editor-in-chief of Computerworld. Your photos from your annual customer meeting can be slides on Flickr.” I'm pleased to have Paul Gillin as a guest for our fourth episode of PowerViews.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

The ROI Guy

NOVEMBER 4, 2010

IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. To engage better with skeptical buyers, sales could use benefit calculators and ROI tools to help quantify the impact that various solutions and options could have to the customer’s bottom-line.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

NOVEMBER 8, 2006

Although maximizing IT labor productivity is a major goal of most IT organizations today, when making the purchase decision, it will be important to analyze all factors and not rely solely on TCA advantages of one platform or the other. Alinean recognized by BtoB Magazine’s as one of To. Do White Papers Still Engage?

ROI 40

ROI Marketing Budget Work Management Marketing Automation Services 40

Paul Gillin

MARCH 24, 2011

I’ve spent some time over the last week judging the finalists in BtoB magazine’s annual social media awards. Another defined the blog’s mission as being “to provide actionable and thought-leadership content for customers and prospects on…topics the company’s product helps optimize.&#.

BtoB 50

BtoB B2B B2B Thought Leadership Multi-Channel 50

Paul Gillin

JUNE 9, 2011

Marketers often ask how they can train engineers and technical people to blog, podcast and otherwise engage in deep online conversations with customers. A word on words: Freelancers are usually paid by the published word. Payment is based upon the published word, not the number of words the writer submits. 10 per word.

BtoB 50

BtoB Burn Rate Blogger Sample 50

The ROI Guy

DECEMBER 14, 2005

Carr’s assertions are completely correct - that indeed most infrastructure solutions have become commodities with uniform products, standardization and little pricing power for the IT solution providers. As well, personal productivity applications such as word processing, e-mail and messaging could be considered commodities. .

ROI 40

ROI Work Management Marketing Management Budget Programs 40

Ambal's Amusings

AUGUST 27, 2009

B2B marketers are producing, managing, and distributing marketing content to reach prospects and turn them into customers. Get Customers. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready. Get Customers.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

Ambal's Amusings

NOVEMBER 19, 2009

Get Customers. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready. She has helped to define, position and launch over 75 individual products and companies since she began consulting 20 years ago. Get Content.

Work Management 100

Work Management Marketing Management Demand Generation Agencies Paid Search Agency 100

B2B Marketing Zone Posts

JUNE 9, 2010

How Facebook’s privacy disasters will change B2B marketing - Chris Koch , May 21, 2010 Have you ever noticed that your Facebook profile page looks like one of those horrible qualification forms that we make our customers fill out? Customers are less willing to give up information. Customer Analytics. come at a price.

Paid Content 40

Paid Content B2B Marketing Marketing Management B2B 40

Online Marketing Institute

JUNE 22, 2009

Read more… Doug Kessler | June 11th, 2009 | 3 comments June 2009 Watch the Velocity web seminar on Content Marketing Stan just presented our web seminar with B2B Marketing magazine, called “Content Marketing: Thought Leadership in a Web 2.0 Case studies and customer testimonials. Seemed to go really well.

Paid Search Agency 40

Paid Search Agency Demand Generation Agencies Advertising Agencies B2B Marketing 40

Webbiquity

AUGUST 18, 2012

Note: a slightly shorter version of this compilation was recently published as a guest post on Jeff Bullas’ blog. While prospective buyers are using search and social to research products and services before making purchase decisions, marketers and PR professionals can use those same tools to research buyer wants and needs.

Paid Content 100

Paid Content Social Media Social Marketing Statistics 100

The ROI Guy

SEPTEMBER 17, 2010

The survey highlights this, with Leaders growing investments over laggards in: innovative marketing activities around e-platforms; engaging clients through social media, and; developing custom content. Alinean recognized by BtoB Magazine’s as one of To. Frugalnomics: Business Productivity and Cost Reduc.

Marketing Budget 40

Marketing Budget ROI Budget Programs Work Management 40

The ROI Guy

AUGUST 4, 2010

This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Research shows that customers do not want generic messages or the hard sell, but instead want relevant and consultative tips and advice. Here are the top six benefits: 1.

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40

The ROI Guy

SEPTEMBER 16, 2010

Transferring knowledge to sales representatives, and then helping these reps more effectively share this knowledge with customers and prospects is the mission of sales enablement, and it has become a vital best practice to overcome Information Overload, fight Frugalnomics and take control of Internet driven Buying Cycles.

Work Management 40

Work Management Marketing Management Marketing Budget ROI 40

The ROI Guy

SEPTEMBER 28, 2010

Worse, the information is often not customized for the buyer, and is viewed as irrelevant "noise". Instead of being engaged, buyers are now inundated with more meaningless product information and offers than ever before, creating "marketing fatigue". of IT buyers, consuming an average of 3.2

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

The ROI Guy

SEPTEMBER 9, 2010

The path most traveled represents squeezing that last ounce of productivity from the tried-and-true practices that got you to where you are today. These value-exchange patterns are different based on your customer types, the problems you help address, and the role your organization plays in solving them." according to Forrester.

Forrester 40

Forrester Marketing Budget ROI Budget Programs 40

Webbiquity

NOVEMBER 28, 2011

” And 93% planned to use some form of user-generated content in their marketing efforts this year, including customer stories, product suggestions or ideas, and customer reviews. ” 60% of shared information contains links to published content (online publications, blogs, etc.);

Paid Content 100

Paid Content Social Media Statistics Paid Search Agency 100