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  • 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:  .
  • B2B MARKETING INSIDER  |  TUESDAY, DECEMBER 20, 2011
    [Companies] How To Generate ROI (Return On Interesting) With Content Marketing
    But they typically aren’t very  engaging  or  interesting , and do little to differentiate the company from other vendors. ”  Since the categorization is much more subtle than simplistic definitions like industry, title and size of company (as I tried to explain here ). Do you start with products, personas or topics?
  • HUBSPOT  |  TUESDAY, MARCH 15, 2011
    [Companies] Leveraging the Pounce Strategy to Increase Sales
    Quickly scan their LinkedIn profile for connections, bits of data, company background, etc., Check their lead score in Salesforce and make sure that we have adjusted it for title and type of company (we specifically look for marketing and demand gen managers at companies that sell b2b), 4. Green Leads is a HubSpot customer.
  • 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?
  • 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?”
  • GREAT B2B MARKETING  |  THURSDAY, MAY 6, 2010
    [Companies] What’s the Big Idea? Why You Need to Pay Attention to Your Brand Promise
    company can occupy different positions among various audience segments. While there are some pitfalls to avoid, companies can gain major benefits from properly positioning their key executives. In reality, even a great product or service has to be marketed properly to succeed. The lesson is simple: be different and have a BIG IDEA.
  • 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.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  FRIDAY, FEBRUARY 8, 2013
    [Companies] The Rise of Social Selling
    It's about researching this user-created content to learn more about the people and companies you're meeting with. Have you heard the term "social selling" yet? If not, brace yourself. It's the way of the future. So what is it? Basically, it starts with social media -- which is simply user-created content. Gathering sales intelligence.
  • B2B LEAD BLOG   |  FRIDAY, JULY 8, 2011
    [Companies] B2B vs. B2C: What Does It Really Mean?
    David Meerman Scott in this interview insists that B2B and B2C are essentially the same: “Ultimately it’s people doing business with people…I think a lot of business-to-business companies forget that and they think they’re selling to Xerox and IBM and Cisco. Tweet I’ve been having an identity crisis of sorts lately. Do you agree?
  • 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.
  • 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?
  • KOMARKETING ASSOCIATES  |  TUESDAY, APRIL 23, 2013
    [Companies] You’re Not eBay. Why Paid Search Still Makes Sense for B2B Marketers
    According to eBay’s study, when a company is not advertising for branded search terms, click traffic is completely replaced by organic search traffic. Someone going to the level of searching a specific brand name is well aware of the company and fully intends to visit the site. Study Takeaways. Brand Advertising. This is probably true. 
  • 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.
  • 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.
  • HUBSPOT  |  TUESDAY, NOVEMBER 8, 2011
    [Companies] How to Create a Google+ Business Page in 5 Simple Steps
    Company, Institution or Organization. your company name), your business' website URL, your category (i.e. The profile basics include your tagline (think of it as your business' elevator pitch) and an image (your company logo is a great option). But don't worry -- it's simple! Choose an Accessible Gmail Account. Product or Brand.
  • WRITTENT  |  MONDAY, JANUARY 13, 2014
    [Companies] 10 Bizarre Inbound Marketing Strategies that Actually Work
    There’s a number of notable companies with really creative copywriting which stands out against their competition – Betabrand and AppSumo are two famous examples of companies which use humor and slang with great results. 'Image credit: FreeDigitalPhotos. There’s nothing old in the world of inbound marketing. Be Wacky. QR Codes.
  • 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.
  • 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?
  • 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. 
  • 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?
  • 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.
  • HUBSPOT  |  TUESDAY, FEBRUARY 28, 2012
    [Companies] How to Tackle Real-Life Social Media Customer Service Obstacles
    It looks like companies intent on keeping social media in the marketing department alone are missing out on a huge opportunity -- the chance to give the people what they want. They employ one person from job functions across the company to answer questions that relate to their area of expertise. See that first Twitter account?
  • 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.
  • 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.
  • 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.
  • 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.
  • BIZNOLOGY  |  FRIDAY, OCTOBER 12, 2012
    [Companies] Being Honest About Digital Marketing
    Sief, a former colleague of mine, has an MBA from a top business school and is a rising star at a technology company. Photo credit: Wikipedia. Over the course of my day I speak to quite a few people about Internet / digital marketing in one capacity or another. have essentially given up evangelizing the medium. I’m not either.”
  • 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.
  • 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?
  • 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.
  • TRADESMEN INSIGHTS  |  THURSDAY, JUNE 27, 2013
    [Companies] B2B Marketing: 9 Ideas for Solving Your Biggest Content Challenges
    'Today we have a guest post from Michele Linn the Content Development Director of the Content Marketing Institute and a B2B content marketing consultant who has a passion for helping companies use content to connect with their ideal buyers. The eBook breaks costs down for both midsize and large companies. Engagement. Quantity. Budget.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  MONDAY, JUNE 24, 2013
    [Companies] [Video] Strategy to Increase Your Profit Margin
    'How can two sellers from the same company calling on the same types of customers sell their services at totally different profit margins? On the other hand, Jack''s projects were usually the highest priced in the company. One had highly profitable sales, the other did not. Their typical project ranged from $60,000 to $80,000.
  • 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.
  • 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.
  • 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? 
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 27, 2010
    [Companies] Tools That Every Inside Sales Rep Needs to Succeed in 2011
    Many organizations out their have already adopted CRM for their sales teams, but you’d be surprised by the amount of companies that are still using excel and other manual methods. We are well into the Holiday season now and in just a few more days, we will be ringing in 2011! By providing a CRM system like Salesforce.com, Zoho, etc.,
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 6, 2010
    [Companies] Is a Top-Down Prospecting Approach Necessary?
    During these little sessions one of my BDRs asked, "Is it necessary for me to target C-level contacts with my first dial into every company?" This should significantly cut down on the time it takes for you to determine a need, plus you are getting plenty of valuable intelligence on the company along the way. 5% of the time?
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 5, 2009
    [Companies] Breaking the code on Twitter for business
    Resist the temptation to sell yourself and your company. manager from GE put it best when he counseled that no matter how casual the conversation, it is still a conversation about you and your company. The Savvy Sisters are proud to welcome back our friend, Mark W. Schaefer. Enjoy! and profitable new opportunities. in that order.
  • 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. 
  • DIGITAL B2B MARKETING  |  TUESDAY, JUNE 4, 2013
    [Companies] 6 Best Tactics for B2B Lead Generation
    Although inbound has the longest rampup time, it is increasingly the first choice for smaller companies and startups and a quickly growing focus for larger marketers. 'You need to generate leads, right? The B2B lead generation landscape has changed tremendously in the last decade. The B2B Lead Generation List. Inbound or Content Marketing.
  • 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.
  • 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.
  • 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.
  • VERTICAL RESPONSE  |  FRIDAY, SEPTEMBER 12, 2014
    [Companies] Facebook Boosted Posts: 3 Ways to Target Your Audience
    If you’re talking about your company on a broader scale and trying to get more new customers, then you may want to focus on “people similar to people who like your page.” 'You may have noticed that getting organic engagement (unpaid) via your Facebook page isn’t as easy as it used to be. Which option is best?
  • VERTICAL RESPONSE  |  THURSDAY, MARCH 6, 2014
    [Companies] Using Humor in Your Marketing
    It must be difficult for these big companies to “toe the line” with how far they can go, not to mention the legal approvals they have to jump through to pull it off. ” Or Kmart going out on a huge limb with the “Ship my pants”  commercials. And Even  Chobani , a relatively small guy in the mix, had a funny ad.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  TUESDAY, DECEMBER 18, 2012
    [Companies] Does Playing Santa Work in Selling?
    Plus, you really need to update them about all the new things your company is doing. If you're like most people who sell, the fear of missing out on a potential opportunity is just too overwhelming - especially when you may only get one shot at this company's business. The big meeting is set for early afternoon. So much to say.
  • LEAD VIEWS  |  TUESDAY, JANUARY 17, 2012
    [Companies] Top Challenges Content Marketers Face
    Enterprise content, more often than not, is focused on the company and its products, rather than meeting the consumer’s need. The corporate website is the digital face of your company. However, this begs an important question to be asked- Is content marketing all that easy? Is producing quality content a cakewalk? Absolutely not!
  • HUBSPOT  |  FRIDAY, MARCH 22, 2013
    [Companies] Facebook Updates Cover Photo Guidelines to Allow Calls-to-Action
    By 2012 , 77% of B2C companies and 43% of B2B companies had acquired a customer from Facebook. For example, if your cookie company launches green-dyed cookies for St. I've always considered myself quite the sneak when it comes to marketing on Facebook. But today, I learned that Facebook has been keeping secrets from me, too.
  • 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.
  • 3D2B  |  TUESDAY, AUGUST 19, 2014
    [Companies] Are You Reaching Executive-Level Decision Makers
    The theory of “first-mover advantage” asserts that the company that is first to enter a market gains a substantial advantage over potential competitors. Think of eBay, for example, the first company to offer online auctions. Many companies reach out to high-level decision-makers every other month through telemarketing.
  • HUBSPOT  |  TUESDAY, OCTOBER 9, 2012
    [Companies] 10 Genius Ideas That Changed Marketing Forever
    companies use blogs for marketing purposes. Companies that focus on inbound tactics have a 62% lower cost-per-lead than companies that focus on outbound tactics. Viral marketing is word-of-mouth marketing that is carried out voluntarily by a company’s advocates. Heck, you could argue it made our industry possible !
  • ANNUITAS  |  THURSDAY, MAY 1, 2014
    [Companies] Data Privacy,Protection and Compliance from Silverpop Amplify
    A key takeaway from the event — to be an effective marketer, the goal is not only to send customer-focused emails, but to report and show that marketers are adding to their company’s bottom line. 'Today was another great day at Silverpop Amplify 14 #SPOP14. Accountability in marketing.
  • KOMARKETING ASSOCIATES  |  MONDAY, SEPTEMBER 9, 2013
    [Companies] Keeping Up with KoMarketing: Team Updates, Events & More
    His father owns a PR company  here in Boston. companies that want to explore new export market development strategies, innovative tools to be competitive, and the next wave of rapidly growing markets.”. Also, don’t forget to check us out on social media for company news, industry updates, and a look inside the KoMarketing office.
  • SOCIAL MEDIA B2B  |  FRIDAY, APRIL 22, 2011
    [Companies] Customer Service Ideas and Examples for B2B Social Media
    While they are not specific to B2B companies, and some are not even about social media, they provide good examples for how all companies should be thinking about customer service. So how come most companies struggle to maintain consistency? Today’s posts are about customer service. from Phaseware Files. That’s right.
  • B2B MARKETING TRACTION  |  WEDNESDAY, APRIL 3, 2013
    [Companies] Should You Outsource Your Marketing? A Cost Analysis
    Your company gets a senior-level, outside, strategic viewpoint. If you’re considering hiring marketing staff, one of your options is to outsource this key function. To decide if outsourcing is an option for you, do a simple cost analysis. What are the costs of hiring versus outsourcing? Salary. Benefits (35%). Bonus (20%). Annual Total.
  • B2B MARKETING TRACTION  |  THURSDAY, FEBRUARY 28, 2013
    [Companies] B2B CMO – What Type of Ethical Manager Are You?
    If their company does not have an ethical culture, they may not be able to stand up for what is right according to their personal standards. Ethical marketing? Is it an oxymoron? Here are four ethical types of marketing executives and how to identify them. Egotistic or relativistic marketers. ” 2. Legalist marketers. Moral strivers.
  • B2B MARKETING TRACTION  |  THURSDAY, OCTOBER 18, 2012
    [Companies] More Marketing Will Be Outsourced in 2013
    67% of the companies surveyed use temps and contractors,  71% use a mix of outsource and full-time staff, and 21% plan to increase outsourcing. More businesses are considering outsourcing staff in the future, according to a study by Randstad. What does this mean for business owners and marketers? plan is more important than ever.
  • B2B MARKETING TRACTION  |  FRIDAY, FEBRUARY 24, 2012
    [Companies] Dear LinkedIn Member – About Your Invitation To Connect
    We are known by the company we keep. Please tell me who you are and how we know each other. Because I do not have ESP. Nor do I have a photographic memory of recent people whom I’ve met. Please, help me with a reminder of how we know each other and a compelling reason to accept your invitation. But we’ve never discussed anything.
  • B2B MARKETING TRACTION  |  FRIDAY, NOVEMBER 11, 2011
    [Companies] B2B Marketer: How are You Going to Win the War?
    Of the three options, it seems to me an attack strategy could net the most results, although it depends on the strength of your company, the strength of you competitors, and the lifecycle stage of your industry. Since it’s Veteran’s Day I thought this blog entry might be timely. strat·e·gy    strate -j?. Merriam-Webster.com.
  • B2B MARKETING TRACTION  |  WEDNESDAY, NOVEMBER 2, 2011
    [Companies] B2B Marketers: It’s Time to Apply the Stockdale Paradox
    In the book Good to Great, Jim Collins wrote about how great companies confronted the brutal truth, yet never lost faith in their vision of success. B2B Marketers need to confront and act on today’s brutal reality, but they must never lose faith in the end result. What does this mean for marketing? Understand your customers.
  • B2B MARKETING TRACTION  |  THURSDAY, OCTOBER 27, 2011
    [Companies] Is It Time for a B2B Marketing Audit?
    Many companies want to market to a broad audience or the wrong audience. Tweet. In today’s economy, every dollar you spend on marketing must produce results. Are you sure that the marketing you spend money on is working? As a new year approaches, this is a perfect time for a marketing audit. Bad strategy. The wrong results.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, OCTOBER 16, 2013
    [Companies] [Video] The Only Sales Letter You'll Ever Need to Write
    You wonder just how much you should include about your company, products and services. 'If you''re like most sellers, you want to create the perfect message -- one that your prospects will read and immediately pick up the phone to invite you into their offices. You agonize over what to include in it. Here''s the deal. You need to get over it.
  • 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.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 23, 2014
    [Companies] A 7-Step Process for Building a Blog Content Backlog
    In fact, companies that blog generate 55% more website visitors, 97% more inbound links, and 434% more indexed pages on average. Step 6: Ask others in your company to write posts. Go around your company and hear about these ideas from co-workers outside of the marketing team. Step 1: Figure out your blog''s goals. and so on.
  • MARKETING ACTION  |  THURSDAY, MAY 9, 2013
    [Companies] Email Marketing: Best Practices in a Multichannel, Multi-Device World
    If you’re spending more on email, you’ve got plenty of company. Phil Dolan, CMO of Navicure, spoke about some of his company’s challenges, including complacency and differentiation. 'In the last twenty years, email’s become a well established, stalwart marketing channel with dependable ROI. Just sayin’.). Use trigger emails.
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 28, 2012
    [Companies] The Buyer Really Doesn’t Care
    This in turn opens opportunities for competitors to take revenue from your company. by Phil Fernandez Sales is from Mars and Marketing is from Venus. Historically that is how it’s been. Today’s buyer doesn’t really care where the walls and boundaries exist between sales and marketing. Want to see how you stack up?
  • CHRIS KOCH  |  THURSDAY, APRIL 3, 2014
    [Companies] How Manchester United Revolutionized Sports Marketing
    A family receptionist would greet them and offer a surprise like a seat upgrade, a free gift, or a chance to meet a player,” says Mark Bradley, founder of The Fan Experience Company , a consultancy that worked with the club. 'Ask me which English soccer, uh, football team I would support and I would say Liverpool. Have a Backstory.
  • VOICE-BASED MARKETING  |  FRIDAY, AUGUST 29, 2014
    [Companies] Chicago Tech Community: Anyone Can Learn to Code, Part 3
    The founder of this amazing program, Jay Wengrow (pictured below), aims to take “total newbies” and transform them into professionals with hands-on experience to fill the technology talent gap that plagues tech companies around the world. Needless to say, we were impressed. . Popular Penguins. And, boy, were these penguins popular. General
  • 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.
  • ENGAGE  |  TUESDAY, APRIL 15, 2014
    [Companies] Staying Relevant with Social and Content in the Battle over Breakfast
    With all of this talk, one might wonder what other fast-food companies are doing to join in the social conversation. In addition to the war on breakfast, the company is also using targeted content marketing in its pursuit of millennials. So what can your company learn from all of this marketing mayhem? Going after the youth.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 19, 2009
    [Companies] Advanced Lead Scoring Secrets — Moving from ‘Good’ to ‘Great’ as a B2B Marketer
    Note that this pattern will differ by company, product and industry.) For companies looking to optimize each  marketing campaign in  b2b lead generation who wish to improve the way they acquire customers , Find New Customers is the place to go. A great post penned by Adam Needles, Director of Field Marketing at Engage B2B. Enjoy.
  • VOICE-BASED MARKETING  |  THURSDAY, SEPTEMBER 4, 2014
    [Companies] Guest Post: Are You Maximizing Call Tracking Potential?
    But is your company maximizing its call tracking potential? The optimization also generated better results for the ticket company’s online sales – Acquisio’s BBM in collaboration with Ifbyphone yielded a 20% increase in Online Sales and a 17% decrease in Cost per Online Sale. Intro to Call Tracking. Integration. Optimization. Month.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MARCH 26, 2014
    [Companies] Big Data is Buzzing, But Small Data Packs a Punch [Q&A]
    He was founder and CEO of one of the first SaaS-based web-analytics companies, Keylime Software (Yahoo!), Rand is currently board member and advises numerous mobile and social media companies, including Qualcomm and SRI on big data topics, and is a managing partner with Efectyv Digital. Various companies apply different methodologies.
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