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  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, APRIL 3, 2013
    [Companies] 5 Ways to Guarantee Customer Loyalty and Retention
    Many companies make the mistake of not listening closely to their customers. Instead, do regular outreach to gauge how they feel about your company, services, and products, and use their feedback as a guide for how to proceed. 1) Pay Attention to Customer Feedback. 2) Keep Detailed and Updated Records on Every Customer Interaction.
  • KOMARKETING ASSOCIATES  |  TUESDAY, SEPTEMBER 16, 2014
    [Companies] 3 Reasons Mobile Optimization Should Be in Your B2B Marketing Mix
    Furthermore, 67% reported they would buy a product or use a service from a company that gives them a positive mobile experience. 'The mobile platform is something that marketers are beginning to catch hold of, but haven’t quite fully embraced yet. Mobile is The Fastest Growing Niche. Smartphone Use Continues to Grow. Larger Screens. to 10.1
  • SALES CHALLENGER  |  MONDAY, SEPTEMBER 17, 2012
    [Companies] Does Challenger Confuse Marketing with Sales?
    When we look specifically at how average performers engage customers in the market, here’s are the variables that popped in the analysis: Rep believes lead generation is the company’s responsibility. Companies that have taken the next step into Insight Selling will tell you that these are not things that can be taught in the classroom. 
  • HUBSPOT  |  TUESDAY, JANUARY 8, 2013
    [Companies] 7 Real Marketing Interview Questions From HubSpot's CMO
    Now pretend you're the CMO for the company, and you have to decide what your marketing team should do to improve their marketing.". The file contains information about each lead, such as their industry, title, company size, and what they did to become a lead (e.g. All my best interview questions are here for the taking. Next Steps.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 6, 2014
    [Companies] How to Make it Rain in the Marketing Department: Selling Event Sponsorship for Beginners
    This list should be comprised all of companies that you partner with, including agencies and consultants. Here’s where you should look when compiling your list: Your partner ecosystem directory on your company website (like Marketo’s LaunchPoint directory ). Sponsors your company has partnered with in the past. And why not?
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 18, 2011
    [Companies] The Death of Cold Calling – Ending the Debate
    So when a company finally does “get some love” from a prospect, the tools have to be in place to make every opportunity count, to have the highest chance to contact and close the deal. Even marketing automation companies like Marketo see the value in leveraging social media for sales. Much faster than most companies can adjust.
  • HUBSPOT  |  TUESDAY, AUGUST 30, 2011
    [Companies] 33% of B2B Marketers Don't Measure Marketing ROI [Data]
    To put it bluntly, if you're a marketer and you're not reporting your return on investment to your company's executives, then you have a problem. In new research reported by eMarketer , a B2B marketing survey conducted by Sagefrog Marketing Group revealed that 68% of B2B companies in the U.S. Did you read that title? at all.
  • BIZNOLOGY  |  FRIDAY, DECEMBER 7, 2012
    [Companies] What the State of Social Media Today Means for 2013 Marketing Plans
    And, the always-excellent Mary Meeker presented her Internet Trends report at Stanford, concluding that we haven’t seen it all yet – there’s much more to come with tech and mobile companies. Photo credit: Great British Chefs. As you plan your digital media marketing strategy for 2013, you might want to consider some of these usage statistics.
  • MARKETING ACTION  |  THURSDAY, MARCH 6, 2014
    [Companies] Is 2014 the Year of Marketing Automation? For SMBs, Signs Point to Yes.
    So I posed this question (asking it three times to mitigate the fluke-factor): Will smaller companies increase their adoption of marketing automation this year? Here are the numbers: Employee Count of Buyers’ Companies. That’s the percentage of companies using no software systems at all to manage their sales and marketing.
  • MARKETING GENIUS BLOG  |  THURSDAY, APRIL 1, 2010
    [Companies] CRM & Marketing Automation: 7 Critical Integration Points
    Often it’s best to match on email address, but in some cases you may want to match using other rules, like first name + last name + company name or phone number. While  CRM systems are not built for marketers , Marketing Automation systems are and you can use the same contacts. But it’s not just a one-time import of your contacts.
  • B2B MARKETING UNPLUGGED  |  MONDAY, AUGUST 5, 2013
    [Companies] This Old Website – 7 Unfortunate Realities
    'Years and years ago somebody thought it would be a great idea if the corporate communications function in the company I worked for reported in to the CFO.  And all the time we were gathering data, setting cookies and pretending to understand the reports our hosting company sent over. I left soon after. Even the ones you forgot about.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, AUGUST 30, 2012
    [Companies] A B2B Marketing Labour Day Reading List
    It’s geared for small and medium companies but I think the concepts apply to roadkill everywhere. Now I don’t like to kick a company when it’s down on its luck. So I’ll let Fast Company do it. Well just a few more trips to the hammock for most of us and then it’s back to the trough for four months of Fun with Revenue. Hooray.!
  • B2B MARKETING UNPLUGGED  |  FRIDAY, MARCH 16, 2012
    [Companies] Social Media is the Lighter Fluid, Not the Barbeque
    Shocking as this may seem, you’re not the only ones in your company trying to decide what the heck is up with Pinterest. In a large company, so has your PR department, your product management department, your HR team and, heaven help you, your CEO. Who takes down the people who think your company owns Area 51? Readership?
  • MEASURABLE MARKETING  |  MONDAY, JANUARY 16, 2012
    [Companies] Perspectives on The Digital Privacy Debate in 2012
    agree that online companies have access and control over too much of their personal information, with male consumers following at 74%. Adding to this dispute are the differing ideas around how transparent companies should be in their data collection. Privacy in the digital age.an oxymoron for. some, a heated debate for most. Trust.
  • MEASURABLE MARKETING  |  WEDNESDAY, OCTOBER 13, 2010
    [Companies] How to Revive Tired Email Subscribers
    Having a large number of inactive subscribers is completely normal for most companies' email lists. While this is a quick fix to the situation, it does little to stop the problem from arising again in the future, and potentially costs your company business opportunities with people who were interested in your company at one point in time.
  • EMAGAZINE B2B BLOG  |  THURSDAY, JULY 18, 2013
    [Companies] What is the Measure of Success in SEO?
    The SEO of 2013 (and beyond can be defined as the ongoing process of determining highly converting non-branded keyword phrases that can drive organic search traffic and conversion— and then taking action across your company’s web presence to improve upon its impact, plus make new impact.  What have you done to try to reach these goals?
  • BIZNOLOGY  |  THURSDAY, OCTOBER 28, 2010
    [Companies] The Importance of Google Place Pages in the B2B Space
    We seem to equate local with retail (for which it is a great tool), but many local businesses are B2B companies, for whom online local marketing is rarely talked about. To apply new Internet marketing opportunities, the B2B space requires more thinking and strategy because buyers come to B2B companies from many different angles.
  • HUBSPOT  |  WEDNESDAY, JUNE 25, 2014
    [Companies] 10 Examples of Simply Wonderful Email Marketing
    Be it lovely design, captivating copy, or just a great use of the medium, please enjoy the following companies'' great email marketing. If someone needs your help, you get to be a superhero -- you need help with a content strategy for your SaaS company!? Which companies constantly impress you? I''M ON MY WAY, BOB! K.I.S.S.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 12, 2012
    [Companies] 8 of Our Absolute Favorite 2012 Holiday Campaigns
    That means by now, you should have your own business' holiday campaign all ready and raring to go, especially if you want to stand out from all the other companies doing that exact same thing. And there are some companies that are doing this whole "standing out" thing particularly well with their holiday marketing campaigns. The game?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JUNE 28, 2011
    [Companies] Dead Man Blogging
    This company has a great slogan: “You only get one chance to make a last impression.&#. Entrustet is an example of a company who will manage your assets as your “digital executor&# when you pass away. “Here it is. I’m dead, and this is my last post to my blog.&#. Johnny Russo , added a link to a post by Derek K.
  • WINDMILL NETWORKING  |  MONDAY, JANUARY 9, 2012
    [Companies] Which Social Networking Sites Are Best Designed for B2B Sales?
    People buy from you first and then from your company. It is extremely powerful for sharing your message, driving people to your website, and discovering new and interesting people, companies, and news. B2C companies do very well if they do it right. If your goals include: Being found by others who are in need of your services.
  • BIZNOLOGY  |  TUESDAY, DECEMBER 20, 2011
    [Companies] Christmas is a perfect time to create havoc online
    We’re entering a time when most companies — and people — are ill-prepared to defend their online reputations while they’re spending every last minute of their “use it or lose it” end-of-year vacation time! Image via Wikipedia. Turn it up to 11! If Suckers! From now until some time in January.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JANUARY 18, 2012
    [Companies] Is New Google like the New Coke?
    Then in 1985, in a moment no consumer could figure out (and no major company should ignore), Coca-Cola decided they would ditch their cash cow and make an entirely different product. A guest post by {grow} community member Helen Brown. Let me tell you a story:  Back in the 1980s there was a brand war, and it was a big deal at the time. 
  • BLUE FOCUS MARKETING  |  SATURDAY, AUGUST 30, 2014
    [Companies] What is a Brand, and why does it matter? New @DavidAaker Book #branding
    In B2C organizations, this often involves the development of a distinct brand personality, an identity that speaks not just to what that company does, but also to how it shares values, passion, and concerns with its target community. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company.
  • LEADER NETWORKS  |  WEDNESDAY, JUNE 27, 2012
    [Companies] Let the B2B Games Begin!
    Companies like Deloitte are using online games to train clients and its own consultants in leadership best practices via the Deloitte Leadership Academy. We are a research and strategy consulting company that helps organizations succeed in social business and B2B online community building. This is sometimes a disadvantage.
  • E-QUIP  |  THURSDAY, NOVEMBER 29, 2012
    [Companies] How Committed Are Your Employees?
    Companies make hiring decisions based primarily on qualifications and experience, but the biggest difference among employees is likely what they feel about their job and their employer. They believe in the company's goals and are committed to helping them succeed. Gallup observes that people join good companies and leave bad bosses.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 7, 2013
    [Companies] Social Media Lead Generation: Easy As 1,2,3?
    Now using Social123, you are able to pull a list based on twitter handles, have that list appended with Linkedin data and produce a marketing list containing Name, Title, Company, and Email Address. Lead Generation activity dominates as one of the most important objectives for today’s marketing professionals. At least, not at first glance.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JULY 30, 2012
    [Companies] 5 Ways To Maintain Your Clients
    I was chatting with a Sales Director at our company this morning who asked an interesting question: How do you explain the increase in our client retention rates recently? While some factors are out of our control, there are many steps we should take in order to retain clients as long as possible.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 4, 2010
    [Companies] Why You Absolutely MUST Cold Call At The End Of The Year.
    There are thousands of other companies with products that don’t compete with yours but the person that buys their product also buys yours so while you are not competing with them for the same line item, you are absolutely competing with them for something just as precious… face time. Come November attitudes change. Everyone.
  • SAVVY B2B MARKETING  |  WEDNESDAY, MARCH 24, 2010
    [Companies] Want to make money? Teach them how to fish
    heard story after story of people who had worked at the same company for years, were laid off and have since not been able to find jobs. I recently went to a networking event where it turned out the majority of attendants were middle aged unemployed people. She scoffed at the idea and refused the opportunity. Right now it's not about you.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JANUARY 13, 2011
    [Companies] A PR 2.0 Success Story: How I Became a Mommy Blogger
    They’re involved with the company and the products. The company asks to be contacted directly for feedback if bloggers don’t feel they can write a positive review. This is a true story.  The names have been changed to protect the innocent. Wait, no they haven’t. Of those, about 11.5 Wait a minute. FREEBIES? 
  • INSIGHTIQ BLOG  |  TUESDAY, JUNE 12, 2012
    [Companies] Dashed hopes and expectations - the big no-no in customer experience
    That is a real shame.    In this era of customer engagement, when customer experience and involvement are supposed to be paramount and companies are trying to listen into social networks for customer feedback, airlines remain a throw back to another era - see no feedback, hear no feedback -  in what remains primarily a service industry.   .
  • WRITESPARK  |  TUESDAY, FEBRUARY 16, 2010
    [Companies] Do You Need a Freelancer or an Agency?
    Technology companies typically maintain relationships with one or more advertising, marketing, and public relations agencies for services related to sales promotion, including copywriting. How can you determine whether a project needs an agency or a freelancer? The questions below can help your decision-making. Lower costs. Time savings.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, FEBRUARY 22, 2012
    [Companies] Your Niche: The First Step to Networking Success
    Problems Solved – The online marketing firm that specializes in companies reaching baby boomers. Service Offering – The IT firm focusing on Fortune 500 companies with high risk/high reward projects. In Seven Rules for Effective Networking , I argue that a successful networker must be: Distinctive. Strategic. Systematic. Responsive.
  • HUBSPOT  |  WEDNESDAY, JULY 16, 2014
    [Companies] SEO Evolved: Why Quality Content Is Instrumental to Off-Page SEO
    Google has also been known to drop the proverbial hammer-of-SEO-doom on numerous occasions when they catch companies partaking in those types of deals. Because over time it’s become a more and more spammy practice, and if you’re doing a lot of guest blogging then you’re hanging out with really bad company.”
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 10, 2011
    [Companies] Marketo’s Position on the New Privacy Developments
    Marketo lets companies track their own customers, but we do not build for ourselves, nor support for our customers, building cross-company targeting profiles.  The FTC does not object to companies tracking their own customers and subscribers.  Tracking standardization is great for companies with marketing automation programs. 
  • HUBSPOT  |  TUESDAY, JULY 2, 2013
    [Companies] How to Ease Your Sales Team Into Social Sales
    Recommendation: Ask them to write a blog post about why they joined their company. So having them defend their decision to work for your company will seem fairly straightforward. Hopefully, they can now transfer their pride in working for your company to pride in writing something that elicits positive feedback. And Twitter?
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 10, 2009
    [Companies] Genius.com Accelerates The Close Part 2 - Smashmouth Product Review
    As opposed to the obligatory comment from the company, I asked if I could speak with a power user. In the Smashmouth Review of Genius.com Part 1 , we focused on Genius Pro. Since then, we've had the opportunity to work with and evaluate Genius Enterprise. The one liner summary: marketing automation and sales enablement with a 2.0 twist.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, SEPTEMBER 1, 2009
    [Companies] Lead Generation Checklist - Part 2: Sales and Marketing – One Team
    Your organization’s way of selling and marketing must confirm to the customer’s buying process, driven by a clear understanding of both the needs and the impact of those needs on both the company and your customers. I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ The post received a lot of great comments.
  • ANYTHING GOES MARKETING  |  SATURDAY, MAY 12, 2007
    [Companies] How do I Generate More Leads from my Website?
    In addition, you may need to use data from third party sources (such as D&B) to verify how qualified a company is rather then relying on what the web visitor provided. Many B2B marketers ask these questions daily: We have this great website, we use email, we use search - what else can we do? What does this mean? What does this mean?
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, JULY 1, 2009
    [Companies] On Lead generation: Insist on lead quality over quantity
    If you really want to make a difference in your company’s sales, dig deeper. Under increased pressure to help drive revenue in this challenging market, many of us are tempted throw as many leads as we can to our sales team. I'm still my the cost-per-lead focus only approach to lead generation. Dig deeper.
  • PR MEETS MARKETING  |  THURSDAY, APRIL 17, 2008
    [Companies] PR Meets Marketing Weekly Articles: April 17, 2008
    Maybe I'm spoiled that my company has incorporated lead scoring into our products.    .  . This week's Weekly Articles looks at a variety of topics from Twitter, search to spamming bloggers. Another interesting article highlights lead scoring benefits and how sometimes a bad pitch isn't really a bad pitch. Enjoy.  . He succinctly states:  .
  • PR MEETS MARKETING  |  THURSDAY, JANUARY 17, 2008
    [Companies] PR Meets Marketing Weekly Articles: January 17, 2008
    No matter how big a company gets, it's the little things that win over your satisfied and dissatisfied customers. I know you've missed your summary of weekly articles. It's been a slow start to the New Year, but I how you enjoy this week's selection. Engagement Overrated? AdAge just released a survey of marketers and media buyers. del.icio.us
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 5, 2014
    [Companies] The Lowdown on Native Advertising
    Companies like LinkedIn, Instagram, Spotify, and Yahoo! are not only partnering with brands to create native ads, but are also buying other companies to help with content and delivery. Basically it’s the “anti-ad”…as an ad. In the space of two days last month, Yahoo! One thing’s for sure – native advertising is a big business.
  • ENGAGE  |  MONDAY, JULY 23, 2012
    [Companies] Monday Morning Reads: Infographics, Logos, and Silly Tweets from 2006
    Fortune magazine writer and a graphic designer collaborated with GeoTel Communications, a telecom and infrastructure company, to create the “ultimate map of the Internet.” When Fast Company talked to CEO Stew Langille last year , he said he was already planning what was next for the company. Here are some of the stories.
  • READYPULSE  |  MONDAY, AUGUST 19, 2013
    [Companies] Visual Storytelling #WOMMAchat
    As a company that specializes in content marketing strategies, ReadyPulse jumped on the opportunity to co-host a #WOMMAchat on Twitter. Storytelling allows consumers to see the less serious side of companies, and they form a stronger bond with them through relatable interests, other than business. What is visual storytelling?
  • HUBSPOT  |  FRIDAY, NOVEMBER 11, 2011
    [Companies] Google's SSL Change Actually Impacts 11% of Search Traffic [New Data]
    While no individual customers in this set had lost more than 50% of their search referrers, 54 of these 1,255 companies still lost more than 20% of their search intelligence. We also segmented this across companies that were actively blogging vs. companies that do not blog actively. Google's Anticipated Effect vs. Reality.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 13, 2010
    [Companies] Tips For Opening Your Sales Prospecting Calls
    recommend trying this instead: “Hi Prospect Name, this is Laney Pilpel with XYZ Company. Prospect Name, are you the person responsible for managing the tracking and shipping at XYZ company?” If I were to receive a phone call from someone I didn’t know that said, “How’s your Tuesday going?”
  • REVENUE JOURNAL  |  SATURDAY, JULY 16, 2011
    [Companies] Your revenue and Buyer Personas, Buyer Journeys, the Buying Process, and Buyer Scenario
    Creating them helps everyone in the company understand better who buyers are and what they want. Buyer Personas have become standard website design tools. Of course, the personas must be created by interviewing real customers, or they will not be accurate - which will defeat the whole purpose. Guessing or assuming is a big mistake. read more.
  • ILLUMINATING THE FUTURE  |  TUESDAY, MARCH 22, 2011
    [Companies] Level the Field, Win the Deal
    What I'm seeing is companies failing to position themselves as thought leaders on the issues that matter most to their potential clients. We've helped these companies articulate a thought leading position on key issues. What's impeding your growth and undermining your success? I'm wondering if it's an issue that you face. Let them.  .
  • VOICE-BASED MARKETING  |  MONDAY, APRIL 7, 2014
    [Companies] 5 Tips to Market Your Event Using Social Media
    If a holiday, special day, or concept is important to the goals or mission of your company, then build social media campaigns around it. For something like Women’s History Month, the goal might be merely to raise awareness and demonstrate your company’s commitment. 'Last week we joined Chicago women-centric tech organization Ms.
  • SAZBEAN  |  THURSDAY, AUGUST 4, 2011
    [Companies] 15 Sources of New Content for Your Social Media Strategy
    Customer Service – What questions and concerns are customers bringing to the company? Producing content on a consistent basis seems to be one of the biggest holdups for many businesses attempting to use social media. Coming up with new ideas for content doesn’t have to be difficult, though. Ask co-workers and colleagues as well.
  • MARKETING ACTION  |  WEDNESDAY, FEBRUARY 27, 2013
    [Companies] Responsive Web Design Solves Marketing’s Growing Multi-Screen Problem
    Consumers have high expectations for companies to provide a great website experience on every device, and are increasingly less patient with websites that are not mobile friendly. Some companies are solving the problem by creating mobile versions of their sites. Does your company need a responsive website? Pretty amazing right?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 11, 2011
    [Companies] Inside Sales Managers: You're Only As Good As The People On Your Team
    When I landed my first sales job I reported to the owner of the company. That company churned and burned faster than any business I'd ever been with, to the point you were hesitant to say Hello and start a conversation with a new hire because the reality was they'd most likely only last a month or so until they disappeared from the office.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 6, 2011
    [Companies] Are You Making Enough Teleprospecting Mistakes To Succeed?
    was recently calling into fortune 500 company. You can only imagine the difficulty and road blocks the most resourceful BDR runs into without a contact name at a company of that size with a strict no name, no transfer policy. This post is a follow-up to a spinoff of my recent blog “Are you Calling a List or Finding Opportunities?”
  • SAVVY B2B MARKETING  |  TUESDAY, FEBRUARY 9, 2010
    [Companies] Improve Business with Surprise and Suspense
    Godin's closing remarks, suggesting that companies try to "radically over-deliver," reminded me of the "Pyramid of Expectation" described to me by Savvy friend Scott Gould. Many companies consider this to be a huge accomplishment, when - in truth - this is just how it should be. " in 300 words or less.
  • SOCIAL MEDIA B2B  |  WEDNESDAY, APRIL 4, 2012
    [Companies] Top 10 Social Media Marketing Questions
    This survey with 3800 marketers, half of whom work for B2B companies, uncovers the “who, what, where, when and why” of social media marketing. Our friends at Social Media Examiner just released their 2012 Social Media Marketing Industry Report. This was an open-ended question on the survey. Top 10 Social Media Marketing Questions.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  THURSDAY, JANUARY 27, 2011
    [Companies] One Totally Game-Changing (and Easy) Strategy to Beat Your Competitors
    Every time you interact with them, they're evaluating you and asking themselves: "Is this a person (company) I want to work with on a long-term basis?"  They'd been invited to make a presentation to a buying team, along with five other companies. You know what your prospects are thinking -- all the time?  
  • HUBSPOT  |  TUESDAY, OCTOBER 1, 2013
    [Companies] Social Media Managers Must Work Around Lousy Business Models
    The company requested my ticketing information and went to work trying to help me. And again, the company tweeted back, requesting I keep checking back in case something opened up. You can''t make a company care about its customers. 'Raise your hand if you''ve ever been screwed over by an airline. Yeah, me too -- multiple times.
  • MARKETING ACTION  |  TUESDAY, APRIL 1, 2014
    [Companies] 5 Tips for Maximizing Your Marketing with Google AdWords
    The question: “Should my company use Google AdWords?”. And for many companies, AdWords definitely IS worth it because it delivers measurable ROI. Here’s an example: Let’s say your company specializes in restoring classic British sports cars. 'The answer to your question is “probably yes … and definitely probably.”. Here are ….
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JANUARY 16, 2014
    [Companies] 2014: The Year of the Cheer
    He was a young man my father had mentored in his company and over the years he had watch him mature and flourish. My He was a young man my father had mentored in his company and over the years he had watch him mature and flourish. My 'By Jessica Rogers, {grow} Contributing Columnist. He taught by example. 2014: The year of the Cheer.
  • B2B IDEAS @ WORK  |  FRIDAY, MARCH 18, 2011
    [Companies] B2B Blog Q&A: What's Most Critical to a Great Blog Post?
    First, any company blog should be aligned with your marketing objectives and those will vary company to company. Guest Post by blogger and author, Mark W. Schaefer. Great Title. Image. Introductory Paragraph. Content with facts, figures and links, Call to Action, RSS Feed, Social sharing options. Fight to never disappoint them.
  • DIGITAL VOICES  |  FRIDAY, DECEMBER 27, 2013
    [Companies] This Week in Digital Strategy 12.27.13
    This failure can be a lesson to companies big and small trying to climb up the Google search rankings. 'Happy Friday, everyone! With the major holidays behind us we look forward to a new year filled with insights into the world of digital strategy. How Habits Can Impact User Behavior via inspireUX. Numbers do not lie.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 11, 2012
    [Companies] 7 Ways to Use Email Marketing to Make More Money After the Initial Sale
    According to Bain and Company, repeat customers spend an average of 67% more than new customers, and are 6-12 times cheaper to sell to. So in addition to the order details and email opt-in confirmation, include a clear call-to-action in these emails to encourage customers to stay engaged with your company in ways other than via email.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 6, 2012
    [Companies] How to Hire an Awesome Inbound Marketing Manager
    With over 1,500 worldwide customers, Marketo is a leader in cloud software and one of Silicon Valley’s fastest-growing companies. In fact, we were recently rated as #1 on the Silicon Valley Business Journal’s Fastest Growing Private Companies list for 2011! And it appears we are not alone. Time management skills. thick skin.
  • CONVERSIONATION  |  THURSDAY, JULY 28, 2011
    [Companies] The Lack of Customer-Centricity and Integration in (Mobile) Marketing
    With social media marketing, we noticed exactly the same phenomenon at first (and unfortunately still do with many companies). Marketers quite often ask the wrong questions as long as they think from a channel, company, product and message-oriented view rather than a customer-centric and purpose-driven one. Sounds familiar again?
  • HUBSPOT  |  MONDAY, JUNE 13, 2011
    [Companies] 3 Marketing Lessons From HubSpot Customer Benchmarks [New Data]
    Conversion Rates are Agnostic to Company Size We also calculated the visit-to-lead conversion rates based on company size. And there was no correlation between the conversion rates and the size of the company. Visit-to-lead conversion rate for 1-5 employee companies? For 51-200 employee companies? Monthly Leads.
  • DIANNA HUFF - B2B MARCOM  |  WEDNESDAY, NOVEMBER 27, 2013
    [Companies] Quick Tip: 1Password Makes it Easy to Store Passwords
    You want to record the hosting company, the company’s URL, a phone number (in case you can’t access the Internet and need to call customer support), and your login information. 'I used to spend a great deal of time searching for passwords — mine and those that belonged to my clients. Or a character. Or six characters.
  • E-QUIP  |  FRIDAY, JUNE 17, 2011
    [Companies] E-Quip Blog: More Favorite Free White Papers
    Download Closing the Delivery Gap (Bain & Company). Eighty percent of the companies surveyed in this study claimed to deliver a "superior experience" to their customers. Drawing from Bains research findings, this white paper outlines how companies can close the obvious "delivery gap." Harding & Company. Posted by.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 1, 2010
    [Companies] Thought Leadership Interview #9 – Eric Goldman of Gossamar
    It’s not a cake walk – you need a lot of visitors to produce one sale: some companies tell us it takes 1,000 visitors to make a sale; some say it’s closer to 2,000. process which can and should be designed to suit the company (it’s resources, philosophy and culture, its state-of-need (urgent or long-term), and its budgets).
  • FATHOM  |  FRIDAY, OCTOBER 25, 2013
    [Companies] Customer Personas Simplified
    The Custom Content Council reports 61% of consumers say they feel better about, and are more likely to buy from a company that delivers custom content. 'I think we are all on board with the notion that mass marketing is out and personalized communications are in. One way in which you can segment your database is by creating customer personas.
  • BIZNOLOGY  |  FRIDAY, JULY 18, 2014
    [Companies] How do I track the source of phone calls?
    'I recently was working with a B2B company that does no tracking of how its digital marketing leads to offline sales. As an alternative, I’ve been suggesting companies put a special phone number on their website and use Google Voice to forward calls. But they don’t. When I asked about it, they turned on their thinking caps.
  • B2B MEMES  |  MONDAY, JULY 22, 2013
    [Companies] Time to Surf the Wave of the Personal Brand
    As Jeff Jarvis said in a tweet Ingram quoted, they need to be thinking of themselves as platforms for building individual brands—something I see few B2B publishing companies doing. For the moment at least, editorial personal brands are growing more powerful primarily—or most obviously—in big media. link]. Time is running out.
  • SAZBEAN  |  TUESDAY, JUNE 14, 2011
    [Companies] Providing Content Your Customers Want
    The same thing happens online, where companies push more and more marketing and promotional information at people hoping that it’ll drive someone to buy something. No one likes that pushy salesperson that keeps giving you more and more reasons why you should buy their product. Finding Your Customers’ Passion. Being a Resource.
  • CONNECT THE DOCS  |  WEDNESDAY, JULY 28, 2010
    [Companies] Campaigns to Conversations
    Listed companies will have to figure out relevance of terms like “silent period” and ‘selective disemmination” in this media. Social media requires constant interaction and almost instantaneous response. How should marketers tackle this challenge? What actions should marketers take in 2010?" Jessie Paul.
  • INBOUND SALES NETWORK  |  WEDNESDAY, JULY 25, 2012
    [Companies] Are Your Prospects Bleeding?
    The problem is, too many companies want to be their prospect’s new best friends that they are afraid to prick them with a pin let alone bleed in agony. So many companies talk about why you need to be the subject matter experts in your field, or about developing content around the solution your provide. And no one will.
  • SALES CHALLENGER  |  TUESDAY, APRIL 12, 2011
    [Companies] Does Skill Certification Enable Rep Complacency?
    The level of rigor that companies put into their certification varies though.  ve had conversations with companies that don’t believe there is such a thing as mastery in a competency though.  There’s been a lot of member interest of late (on our web site , in our discussion forums , etc.) about sales force competencies. 
  • EMAGAZINE B2B BLOG  |  THURSDAY, NOVEMBER 22, 2012
    [Companies] What eMagine Customers are Saying: Client Recommendations
    “Having worked with this company in the past, I can proudly recommend eMagine’s work on web design and support!” would highly recommend eMagine to any company looking to optimize the opportunity websites offer.” We interviewed several firms prior to selecting eMagine. would work with Emagine again.”
  • SAZBEAN  |  FRIDAY, FEBRUARY 24, 2012
    [Companies] What Community Builders Can Learn From Research
    Last week at CSCW, 160 researchers from private companies and universities presented a paper. Universities and private companies like IBM, Microsoft and Google do some legit research. Two weeks ago, Tom Critchlow suggested that we work to close the gap between inbound marketing and content marketing communities. Why Should You Care?
  • SAZBEAN  |  TUESDAY, OCTOBER 18, 2011
    [Companies] 5 Steps to Ensure Your Business Blog Isn’t Boring
    This is not a meeting with another company or some agency. This is your chance to give customers an opportunity to identify with your company, so be friendly, show some personality, and maybe even crack a joke here and there. It seems that in the last few years, businesses have finally wizened up some. Need a better web presence?
  • ANNUITAS  |  SUNDAY, JUNE 30, 2013
    [Companies] Adobe To Buy Neolane For $600M To Fill Out Marketing Cloud
    'Industry observers say the acquisition helps to fill some gaps in Adobe’s Marketing Cloud but still leaves the company without a CRM platform. News & Press
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 22, 2014
    [Companies] Time Management Tips for Cold Calling Inside Sales Reps
    Research as we all know is absolutely necessary, but rather than reading that interesting article on your target company during prime calling hours, set the research aside for the first or last half hour of your day. 'Over the years, I found that I innately gravitate towards the part of my job I enjoy doing the most.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, FEBRUARY 2, 2010
    [Companies] Can Old Database Marketers Learn Digital Tricks?
    This is still more obvious at the start of the marketing cycle, when companies are first attracting customers into a relationship. Reality is a bit more messy, but it’s true that database marketing does support proper champion/challenger testing for companies willing to make the investment. Sorry for the rant.
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 20, 2012
    [Companies] Sales and Marketing Alignment: How to Sell To A Sales Person
    Learn how to deliver your company’s elevator pitch, software demo or main features and benefits. Sales and Marketing alignment continues to be a major issue for both sides. Marketing often seeks to drive long term while also helping sales has to hit their quarterly numbers. But the balance can be delicate at times, to say the least.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, DECEMBER 4, 2011
    [Companies] What Your Last Facebook Post Says About Your Brand
    If your company tends to update your pages in bursts, or leaves it idle over the weekend, and one of the goals of your social strategy is to guide a conversation about your brand by customers and prospects both online and in person, then you might consider this for your business as well. more or less ever.  Post on weekends.
  • HUBSPOT  |  MONDAY, APRIL 28, 2014
    [Companies] Why Your Blog Is Failing
    Most businesses struggling to get their blog off the ground aren''t failing because they''re choosing topics like "10 Reasons I''m Not on Board With Clooney''s Engagement" for their marketing software company; it''s because they''re choosing topics that are just a little bit off from what their persona needs and what their solution can deliver.
  • MARKETING ACTION  |  TUESDAY, JULY 29, 2014
    [Companies] Health Care Marketing: Personalization, PHI, and Preference Centers
    As I mentioned in a previous post , healthcare, pharmaceuticals, and insurance companies must make sure their marketing communications conform to the Health Insurance Portability and Accountability Act of 1996 ( HIPAA ). Online behavior can show the topics members are interested in. Too bad much of it is unusable for email marketers. Web URL.
  • MARKETING ACTION  |  MONDAY, OCTOBER 21, 2013
    [Companies] How to Attract New Customers – i?marketing (Part 2)
    Build out personas that match potential customer types, including at a minimum company size, industry, problems to solve, why they might buy from you, and the channels they use to get information. 'Editor’s Note: Our first regional i ? This blog p ost covers the key points of the  Attract rapid-fire session. Personas. Content. Reuse, recycle.
  • WINDMILL NETWORKING  |  WEDNESDAY, JANUARY 12, 2011
    [Companies] 8 Things to Learn from How HopStop Uses Social Media
    Joe’s introduction to his company and how they use social media was eloquent, effective, and very easy to understand.  Conclusion: Do a keyword search on your brand, company, product, or even competitor’s name to ascertain if it makes sense to have a presence on that social media site. The ROI of Social Media.
  • SOCIAL MEDIA B2B  |  TUESDAY, NOVEMBER 30, 2010
    [Companies] Does B2B Social Media Drive Holiday Sales?
    Adding some holiday cheer to an active Twitter account where you communicate regularly with your customers and prospects can help humanize your enterprise software company and contribute to closing sales. Here in the US, this past Friday marked the beginning of the retail holiday selling season. Let’s look at some examples.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 28, 2013
    [Companies] How To Bridge The Gap Between Inside And Outside Sales Reps
    The key to bridging this gap is to put some best practices in place so that a mutual trust is established and everyone is working towards the ultimate goal of bringing in more sales pipeline and revenue for the company. This is an obstacle that never seems to go away, and all sales and marketing VPs seem to face it again and again.
  • SAVVY B2B MARKETING  |  THURSDAY, FEBRUARY 3, 2011
    [Companies] 5 Ways to Get More from Your Content Marketing Plan
    She's also a B2B content marketing consultant who has a passion for helping companies use content to connect with their ideal buyers. Ok, I’m going to reveal a bit of my neurotic planning side. Several years ago, I was working full time and getting my MBA. My husband and I still laugh about the 15 cans of black beans loaded in our cart.
  • SAVVY B2B MARKETING  |  THURSDAY, DECEMBER 16, 2010
    [Companies] 4 Secrets of Socially Shareable Content
    This applies to you, B2B companies! You're down with social. You've got yourself a blog, a Twitter account, and even a Facebook page. You understand that none of this works unless you're also down with content marketing, and you work hard to create excellent content so you have something to blog/tweet/Facebook about. But, something's missing.
  • B2B MARKETING TRACTION  |  FRIDAY, FEBRUARY 3, 2012
    [Companies] 5 Marketing Things to Stop Doing and 5 to Start
    Start creating great content , including a company blog and videos. When it comes to your marketing, sometimes it’s important to stop doing what you’ve been doing. And start some new things. Here are some marketing things to stop doing and some you should start. What Marketing Things You Should Stop Doing. Spend it on content.
  • B2B MARKETING TRACTION  |  MONDAY, AUGUST 23, 2010
    [Companies] Why Marketing Content is Key to Getting Found Online
    Let’s say you are a metal-stamping company, and your prospective customers are searching for “flat springs.” Tweet. The major search engines are placing more emphasis on content, not so much on tricks and behind-the-scene tactics, to rank web sites higher for keyword searches. It takes time to create all this content.
  • FEARLESS COMPETITOR  |  SATURDAY, JULY 20, 2013
    [Companies] Should You Do Buyer Personas In-House or Outsource Them?
    Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert (see award below) and President of the  sales lead generation company   Find New Customers. 'Adele Revella. Jeff Ogden , the award-winning marketing expert has been trained in Buyer Personas by the Buyer Persona Institute. He responded with “We have it covered.”
  • MARKETING LEADERSHIP COUNCIL   |  TUESDAY, AUGUST 30, 2011
    [Companies] 4 Lies Marketers Tell Themselves
    It’s a rational first response to a disruptive new communications technology: surely the demographic that uses the technology the most (in this case, young people) are the best possible people to help brands and companies adapt. We talk to marketers every day, and here are some of the biggest, most persuasive whoppers in the bunch.
  • BLOG MY CALLS  |  THURSDAY, APRIL 4, 2013
    [Companies] The Zombie Apocalypse of Keyword Call Tracking
    For BtoB companies, like LogMyCalls, the number is over 70%!!!! So, do you think they''re going to let call tracking companies marry those keywords to calls? Fortunately, companies like LogMyCalls offer those other DNI methods. If that was true 9 months ago when we wrote that article. It is even more true now. Uhhh.no. Our Plea.
  • BLOG MY CALLS  |  THURSDAY, MARCH 28, 2013
    [Companies] 6 Ways to Use Webhooks and Call Tracking for Marketing Automation
    After Harry calls LogMyCalls, webhooks can be used to post call detail information to your company’s CRM application. As soon as his call connects, LogMyCalls can send caller details to the companies CRM which will trigger a pop-up screen on Sally’s computer screen telling her that Harry is on the phone. Enter stage right: webhooks.
  • NUSPARK  |  MONDAY, JANUARY 16, 2012
    [Companies] A Lesson from Microsoft: Control Your Own Destiny
    Shaw, the company’s communication chief, wrote that the time had come, “because our product news milestones generally don’t align with the show’s January timing.”. First, even if you weren’t at CES competing for attention with 3,000 other companies, you may not be getting heard. Even if you’re part of a small or medium sized company.
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