Paul Gillin

DECEMBER 12, 2013

I only update this blog occasionally because most of my writing these days appears on other people’s websites. Social is the Future of Search (Profitecture Blog). These publishers eschew search optimization in favor of creating content that people want to share. Marketing’s big miss (BtoB magazine).

BtoB 50

BtoB Social Networks B2B Sales Network Marketing 50

Marketing Insider Group

SEPTEMBER 2, 2010

Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider. In order to meet new revenue and ROI goals, marketers need to improve their strategic skills (50%) and sales skills (40%).

B2B Marketing 100

B2B Marketing Planning B2B Paid Search Agency 100

Marketing Insider Group

SEPTEMBER 2, 2010

Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider. In order to meet new revenue and ROI goals, marketers need to improve their strategic skills (50%) and sales skills (40%).

B2B Marketing 100

B2B Marketing Planning B2B Paid Search Agency 100

Industrial Marketing Today

JULY 29, 2010

As a result, most BtoB marketers tend to credit sales-ready leads to the last marketing touchpoint. The report was based on a survey of over 70 BtoB marketers and was conducted by Genius.com. Achinta offers his industrial clients marketing for engineers by an engineer. He is the Founder & President of Tiecas, Inc. –

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

Industrial Marketing Today

NOVEMBER 1, 2010

While there are plenty of business blogs from B2B marketing consultants (including this one), industry portals and vertical search engines, there aren’t too many from manufacturers and industrial companies. A niche business blog run by Jim Cahill that targets process manufacturing engineers and professionals. Results: 2.7

Business Blogging 60

Business Blogging Enterprise Management Paid Search Agency ROI 60

markempa

AUGUST 16, 2006

« E-books: A Hip and Stylish Younger Sibling to the Nerdy Whitepaper | Main | Lead Generation for the Complex Sale Listed Among BtoB Magazine’s Best Marketing Books » Article: Why Most B2B Websites Fail To Convert Sales Leads Check out a new article that I wrote for RainToday , called “ Why Most B2B Web Sites Fail to Convert Sales Leads.”

B2B Sales 120

B2B Sales Lead Generation Sales Leads B2B Thought Leadership 120

KoMarketing Associates

OCTOBER 30, 2012

According to BtoB Magazine’s latest report on social media marketing, B2B marketers are leveraging social media for customer service, product marketing, hiring and recruiting, and traffic and lead acquisition.

Planning 120

Planning Marketing Budget BtoB Word of Mouth 120

Industrial Marketing Today

OCTOBER 2, 2010

They are combining video, audio and sophisticated tracking tools to deliver email campaigns with highly customized messages that engage prospects in their preferred format and measure interactions beyond just open and click-thru rates and well into website behavior.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

AUGUST 17, 2010

BtoB marketers need to create and deliver content that is relevant to those searching for their solution while mapping it to the prospect’s buying cycle. Keep in mind your marketing content may exist in various forms and formats; company website, blog, email campaigns, press releases, marketing collateral and social networks.

Optimization 60

Optimization Web 2.0 Planning Buying Cycle 60

Industrial Marketing Today

MAY 14, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website 7 Strategies for Using Content to Market Industrial Products by Achinta Mitra on May 14, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Blog I am a big fan of Content Marketing or as some people like to refer to it as Inbound Marketing.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Writing on the Web

JULY 9, 2010

Just last week, BtoB Magazine Online reported that Dow Jones hired an online marketing company. Remember that Google only includes results cached to its servers, so try other search engines of yesteryear. For instance, VA Mortgage Center.com ratings are shared on Twitter and on our company’s website.

Tips 100

Tips Ning BtoB Digg 100

markempa

JUNE 7, 2005

« Strategize to get more referral leads | Main | Landing Page Handbook: How to Raise Conversions by 40% » Website Landing Pages impact Lead Generation results Lead generation remains the top priority for B2B websites. On average, web visitors spend just 8-seconds scanning a website landing page before they decide to leave.

Landing Pages 120

Landing Pages Lead Generation Lead Scoring Lead Ranking 120

Industrial Marketing Today

MAY 7, 2010

The recently released B2B Marketing Skills Survey jointly done by Genius and BtoB Magazine reveals some new trends and contradicts certain popular beliefs. Achinta offers his industrial clients marketing for engineers by an engineer. Get Engineers Can Sell white paper now. He is the Founder & President of Tiecas, Inc. –

Lead Generation 60

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing 60

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. I recently noticed a bylined article by a veteran Wall Street Journal reporter on a Cisco promotional website. Search for others. My advice: don’t bother.

BtoB 50

BtoB Burn Rate Blogger Sample 50

markempa

APRIL 18, 2005

The best lead generation techniques are: Your website Search engine marketing Outbound telemarketing Direct mail Trade shows (if the audience is highly qualified) Nigel includes a link to Ruths PPT slides via PDF. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Telemarketing 120

MLT Creative

JANUARY 20, 2012

Large websites face unique SEO problems. Enterprise websites can have a thousand pages -- creating unique search-engine optimization challenges, writes Nick Stamoulis. Search Engine Optimization Journal. BtoB Magazine. "When there is less other noise to compete with. DanZarrella.com.

B2B Marketing 40

B2B Marketing B2B B2B Thought Leadership BtoB 40

markempa

JUNE 6, 2006

A podcast version of the show is available via iTunes or the host website RSSRay.com. A podcast version of the show is available via iTunes or the host website RSSRay.com. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 120

markempa

MAY 24, 2006

You can read the advanced endorsements here , more here , and via my new book website before theyre posted on the major on-line bookseller websites. You can read the advanced endorsements here , more here , and via my new book website before theyre posted on the major on-line bookseller websites.

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 120

markempa

JULY 11, 2005

Thanks to Kate Maddox and BtoB Magazine for pointing me to the upcoming 2005 Marketing Accountability Forum. Relying on just on the tactics that are easy to measure such as tele-prospecting , webinars , website logs , email campaigns while not measuring ROI for public relations and branding is not being fully accountable.

Lead Generation 120

Lead Generation ROI B2B Marketing BtoB 120

markempa

AUGUST 17, 2007

Download Lead-Nurturing-Content-Catalog-Sample.xls Next, start digging around for good content in places such as your website, shared network folders and other content management systems that you have access too and collect that data in your spreadsheet. To help you get started, I’ve put together a simple spreadsheet (with example data).

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

markempa

SEPTEMBER 5, 2006

While youre there, I encourage you to take some time to visit 800-CEO-READs other websites. While youre there, I encourage you to take some time to visit 800-CEO-READs other websites. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Listen to podcast now (MP3 43:47 min 30.1

Lead Generation 120

Lead Generation B2B Sales B2B Marketing B2B Thought Leadership 120

markempa

NOVEMBER 14, 2005

Google (web) Analytics is now free for websites that have less than 5-million page views. Research shows that the number one priority for B2B websites is lead generation. So the challenge is connecting website log file data (analytics), with marketing data (inquiries) and then connecting them with the sales process.

Lead Generation 120

Lead Generation Analytics Generation Google 120

markempa

JUNE 29, 2007

They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

JUNE 14, 2006

« New Book: Lead Generation for the Complex Sale is officially released | Main | PR Has New Rules for Reaching Buyers Directly » Why Most B2B Sites Fail to Convert Sales Leads Most people coming to your website arent coming to your website to buy. They are coming to your site for information.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

AUGUST 16, 2006

« Speaking at MarketingSherpas B-to-B Demand Generation Summit 2006 | Main | Article: Why Most B2B Websites Fail To Convert Sales Leads » E-books: A Hip and Stylish Younger Sibling to the Nerdy Whitepaper If you’re reading this, it’s likely that you are a reader of other blogs.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MAY 23, 2005

Blogs: Marketing Beyond the Website FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 The live workshop will take place in Washington, DC on February 17th.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

JUNE 7, 2005

« Website Landing Pages impact Lead Generation results | Main | Lead generation modality map for complex sales » Landing Page Handbook: How to Raise Conversions by 40% MarketingSherpa released their Landing Page Handbook: How to Raise Conversions. Do you have questions about website landing pages?

Landing Pages 120

Landing Pages Lead Generation Conversion B2B Thought Leadership 120

markempa

MARCH 30, 2005

« My Mention In Writers Digest | Main | Word of Mouth Marketing relies on reputation not branding » New PDF Tracking Gives Us Pause If you require registration on your website to download white papers or other "free" resources, youre losing up to 75%-85% of your potential sales leads (2004 MarketingSherpa Report ).

Lead Generation 120

Lead Generation B2B Thought Leadership Word of Mouth Generation 120

markempa

JUNE 7, 2005

« One-to-one lead generation for B2B companies | Main | Website Landing Pages impact Lead Generation results » Strategize to get more referral leads This article is a good reminder that our personal connections with our existing customers are an excellent source of future business via referrals.

Lead Generation 120

Lead Generation Word of Mouth Leads Lead 120

markempa

FEBRUARY 28, 2007

He said something like, "I think companies [like yours] give away many of their trade secrets on their website. all I would need to do is read your website or blog. The purpose of a website is to solicit interest. all I would need to do is read your website or blog. The purpose of a website is to solicit interest.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JUNE 13, 2007

You can research new business opportunities based on trigger events, for little to no cost, by leveraging press releases, websites and news wires. BTW - You can read more about trigger events in Chapter 5 of Lead Generation for the Complex Sale or search my blog archives for " trigger event." Are you using trigger events?

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

Adobe Experience Cloud Blog

MARCH 25, 2010

The problem is that these companies are using an outdated revenue engine that was originally built for a different buying and selling climate. In contrast, today’s best companies are using a new revenue engine that uses repeatable marketing and sales 2.0 The Old Revenue Engine. Companies need a new revenue engine.

Sales Management 48

Sales Management Lead Ranking Work Management Sales Qualified Leads 48

markempa

NOVEMBER 10, 2005

» Winning the Complex Sales Cycle with Thought leading Content David Meerman Scott shares some great ideas on how to leverage your thought leading content on your website. For lead generation, the concept of thought leading content should go beyond the website. This is where lead nurturing fits in.

Sales Cycle 120

Sales Cycle Lead Generation B2B Sales Leads 120

Ambal's Amusings

AUGUST 27, 2009

He holds the Certified Business Communicator (CBC) designation awarded by the Business Marketing Association and was designated by BtoB magazine as one of its “Top 100 in BtoB Marketing.” Use content in your newsletters, blog posts and articles on your website. ” Mac McIntosh's Tip.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

markempa

APRIL 3, 2005

» Podcast: Landing Pages for Lead Generation "Web visitors spend just 8-seconds scanning your website landing page before they decide to leave," says Anne Holland, Publisher of MarketingSherpa. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Landing Pages 120

Landing Pages Lead Generation Generation Leads 120

markempa

MAY 24, 2005

They generate 12,000 inquiries per year, mostly via their website. They generate 12,000 inquiries per year, mostly via their website. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

markempa

MAY 20, 2005

Many experts will give you permission to post their articles and resources on your website or newsletter. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 You have something in common already - the same customer. This is an effective way to expand your network and generate more leads.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120