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  • BUYEROLOGY  |  MONDAY, APRIL 16, 2012
    [Customer] Are Your Marketing and Sales Systems Broken?
    In marketing and sales, various systems and processes have been built around how to market and sell to the customer and prospective buyer.  Everything Is Broken (Photo credit: Wikipedia). For many in marketing and sales, the march continues towards the attempt to develop tactical plans that will connect them to buyers.  Follow @tonyzambito.
  • HUBSPOT  |  THURSDAY, FEBRUARY 23, 2012
    [Customer] 12 Ways to Create a User-Friendly Website Registration Process
    Because if you rub your site visitors the wrong way when they're trying to register for something on your site, you might just lose a lead or customer because of it. Or maybe they intend to be a one time customer. As a user, registering for websites is no fun. Why does this matter? Build value around registration. Image credit: danja.
  • MARKETING INTERACTIONS  |  TUESDAY, JANUARY 18, 2011
    [Customer] The Power of Monotony in Content Marketing
    Then prospects wonder - What if my experience as a customer with them will be like this? I bet you're thinking, no way does the idea of monotony in B2B content marketing make sense, right? Monotony is boring. Monotony is the enemy. Same, blah, blah, blah will just drive our prospects away. That's not what I'm talking about.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 3, 2012
    [Customer] Thriving in the Pressure Cooker: 5 tips for optimize your time, knowledge for better lead gen
    My colleague Dave Green and I were essentially giving marketers the ingredients they needed to thrive in a pressure-cooker lead-gen environment: Build the foundation for lead generation programs.  ( Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target ). Tweet It’s year-end. We expect robust sales. Lift results.
  • HUBSPOT  |  THURSDAY, OCTOBER 10, 2013
    [Customer] 51 Ridiculous Keywords Google Won't Let Me Track Anymore
    18) "sick of being customer serice rep". Customer Support Rep happiness is literally a metric we track. 39) "worst thing a customer has ever yelled at you for". 'This post originally appeared on Inbound Ecommerce , the ecommerce section of HubSpot''s Inbound Marketing blog. Even my dog, Zoe, got in on the analysis. Right? guess.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 13, 2011
    [Customer] Using Social Sharing Buttons Leads to 7x More Mentions [Data]
    Adding social sharing buttons for sites like Facebook , Twitter , LinkedIn , and Google+ to your website, blog articles, and landing pages is a simple way to encourage visitors to spread your content and reach even more potential customers. So if it's so easy, everyone must be doing it, right? Wrong. of websites. Marketing Takeaway.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, AUGUST 6, 2013
    [Customer] Teens increasingly moving the conversation to Twitter
    by Barry Ricks Related Stories Social media research, customer insight, and the power of the one 5 Great ideas to unleash business benefits from Twitter Lists Few brands driving online influence and advocacy, study shows Twitter leads Fortune 500 social media surge Is time running out for establishing your social media strategy?
  • MARKETING INTERACTIONS  |  TUESDAY, APRIL 2, 2013
    [Customer] Is Social Selling in Need of Sales Enablement?
    Comments like these sum up the need for a bit of intervention: “[I] don't have the right content and approach yet to really engage with potential customers on LinkedIn to gain new prospects, thus new sales.”. The fact that only 4.9% of the 3,094 survey respondents are identified as Top Sellers is a wake-up call. Although it shouldn’t be.
  • THE POINT  |  TUESDAY, SEPTEMBER 6, 2011
    [Customer] Segmentation, Social Media Drive Lead Nurturing Success for iDirect
    Custom workflow helps profile leads, identify high-potential opportunities. Next, Spear designed a custom lead nurturing workflow – a series of automated email communications to be triggered by different types of both inbound inquiries (Web registrations) and imported lists.
  • SAZBEAN  |  MONDAY, SEPTEMBER 12, 2011
    [Customer] Hard Learned Lessons about Advertising and Small Business
    Advertising promises to reach new potential customers or create an image for your company in the marketplace. They have a lot of experience advertising to the same audience and know best when to reach the targeted customer. It’s more effective to dominate a time slot or customer segment. Trust but Verify. Watch your email box.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 7, 2014
    [Customer] Sales Planning for 2014
    In addition, any networking events, salesperson personalized marketing activities or corporate marketing programs would be defined as well as any specific key customer meetings. 'Sales Planning: Sales Leadership and Sales Execution. At this time of year all the planning, budgets and compensation plans are done or should be. Like a sample?
  • BLOG MY CALLS  |  TUESDAY, OCTOBER 22, 2013
    [Customer] Don't Be Fooled: Introducing REAL Phone Lead Scoring
    They argue that an IVR (that thing where you can push 1 for sales, 2 for customer service, 3 for billing questions) basically functions as lead scoring because only ''good'' leads push 1 for sales. 'Fool me once, shame on you. Fool me twice, shame on me. Some of our call analytics competitors claim they offer lead scoring for phone calls.
  • BLOG MY CALLS  |  TUESDAY, JULY 30, 2013
    [Customer] Why Agencies NEED Call Tracking
    They are the #1 customer of LogMyCalls and are the focus of our entire sales team and business development staff. 'Hundreds--maybe thousands--of agencies across North America use call tracking. These agencies run the gambit from conversion optimization consultants and SEO firms to PPC agencies and traditional ad agencies. Genius.
  • WRITTENT  |  MONDAY, JULY 15, 2013
    [Customer] Content Promotion Strategy: 23 Proven Ways to Explode Website Traffic
    Determine the Interests of Your Followers, Customers and Prospects. To find out the networks which could be a potential goldmine for content promotion, interview your current customers about their social media usage. Share tutorials on how to get the most from your product or service with new customers. Reach Your Tipping Point.
  • MARKETING INTERACTIONS  |  TUESDAY, MARCH 8, 2011
    [Customer] Lead Generation is NOT IT
    In the 2010 B2B Content Marketing Trends report from Marketing Profs and Junta42 they found: "Marketers report that content marketing supports multiple business goals, led by brand awareness (78%), customer retention/loyalty (69%) and lead generation (63%); the least widely employed goal for content marketing is lead management/nurturing."
  • TRADESMEN INSIGHTS  |  TUESDAY, MAY 15, 2012
    [Customer] Have You Drawn a Line in the Sand Yet?
    You can attract and retain customers by creating and curating valuable and compelling content on a consistent basis. The reality is you can’t be all things to all people. Pick a side, draw a line in the sand. Your company will be better for it. As a matter of a fact, it defines who you are and what you stand for. Content marketing.
  • PAUL GILLIN  |  FRIDAY, APRIL 22, 2011
    [Customer] My Video Interview About B2B Social Media on EWeek Biz Advisor Blog
    I recently chatted over Skype video with Eric Lundquist about how small and medium-sized businesses can use social networks to reach their customers. made the point that social media plays perfectly to the passion that small business owners bring to their work. It’s an unfair vantage that small companies have.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 5, 2011
    [Customer] How to Squeeze More Lead Gen Juice From Your Social Presence
    Sure, social media engagement can be a great way to connect and interact with fans, prospects, and customers alike. Create custom landing pages on Facebook. Create a custom Facebook page tab , and use it to promote your best lead generating content. Are you juicing your social media presence for all it's worth?
  • HUBSPOT  |  WEDNESDAY, JULY 13, 2011
    [Customer] How to Use Social Media to Maximize Your Trade Show Presence
    He is currently editorial director for Hologram Publishing , a provider of custom content for companies, large and small. After all, where else are all the competitors in any one sector lined up row after row, one after the other, competing for customers? But they are also one of the most competitive battlefields in business.
  • TRADESMEN INSIGHTS  |  THURSDAY, JUNE 17, 2010
    [Customer] Social Media Marketing Continues to Grow: Great Way to Reach the.
    Different industries are adopting social at different rates and many haven’t positioned it as one of their top priorities to reach their customers. see social media as a customer service tool more than a marketing tool. Does your company fit any of these profiles? What are you doing new in social for 2010? Email? high ROI?
  • E-STORM  |  WEDNESDAY, MARCH 12, 2014
    [Customer] Conversion Attribution: How Do You Know What Model Is Best?
    If you can understand which channels your converting customers are coming from, you can understand exactly where to concentrate your efforts upon. 'Knowing where your conversions have come from is a pretty important aspect of any marketing improvement initiative. There are many different Conversion Attribution tools available. Google (with
  • JUNTA 42  |  WEDNESDAY, DECEMBER 1, 2010
    [Customer] The Three Rules of Content Marketing
    As publishers, we innovate to solve our customers' pain points. Successful publishing is all about the reader.your customers. On the flight over to Belgium I was reading a combination of Content Rules by Ann Handley and C.C. Chapman, Screw It, Let's Do It by Sir Richard Branson, and Why We Suck by Denis Leary.  Not maybe.
  • WINDMILL NETWORKING  |  FRIDAY, JANUARY 4, 2013
    [Customer] The 17 Best WordPress Plugins for Social Media, SEO, and Better Visitor Engagement in 2013
    The customization capabilities – and ease of doing so – give this plugin my thumbs up in the field of Twitter integration. Gravity Forms hands down is both the easiest to customize and most customizable contact form plugin out there. Speed may not be the most important ranking factor, but it’s a factor nonetheless.
  • LEADSLOTH  |  WEDNESDAY, FEBRUARY 10, 2010
    [Customer] B2B Marketing Analytics
    In reality, you may still have to do some customization to be totally closed-loop. On Saturday I presented a session about B2B Marketing Analytics at AnalyticsCamp in Chapel Hill ( slides here ). My specialty is Marketing Automation, but Analytics and Reporting come up in pretty much any project I do. Why Analytics? Optimize marketing budget.
  • MARKETRI  |  MONDAY, NOVEMBER 26, 2012
    [Customer] 2013's Top Three Priorities for Accounting Marketing
    Let’s first start with a clear definition: Content Marketing is a marketing technique of creating and distributing relevant and valuable content to attract , acquire, and engage a clearly defined and understood target audience – with the objective of driving profitable customer action. Content Marketing Institute ). ” 3.
  • HUBSPOT  |  WEDNESDAY, MAY 12, 2010
    [Customer] Twitter Gets Business-Savvy with New Business Center
    Several exclusive features will become available for companies to better communicate with customers and improve their online presence. Previously, users could only connect via DM when both parties followed each other, often limiting the amount of interaction between companies and customers. What's New in the Twitter Business Center?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, NOVEMBER 24, 2013
    [Customer] Tips to Manage ‘Always-On’ Nurturing
    We’ve had insight into how our prospects and customers are interacting with our website and communications, we’ve given sales access to that insight, and we’ve been able to set up programs to automatically send content to prospective buyers based on those actions.  She focuses on lead generation, sales enablement, and marketing automation.
  • VIEWPOINT  |  THURSDAY, SEPTEMBER 6, 2012
    [Customer] PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps
    Many of these challenges can be traced to a root cause: “Companies haven’t realized how significantly their prospects or target customers have changed, and they haven’t retooled their salespeople to deal with this. Social Media: Know Where Your Customers Are & Use LinkedIn. My guest today is Jill Konrath. Don’t come in here.
  • WINDMILL NETWORKING  |  WEDNESDAY, SEPTEMBER 25, 2013
    [Customer] 5 Keys to Using SlideShare for Maximum Impact
    Related Stories Best Friends: Social Media and Content Marketing for B2B Branding Social Media: It’s Not Just for Kids Anymore – 9 Adaptive Tips for Fundraisers Using Social Media 7 Ways A Customer Journey Map Can Improve the SoLoMo Experience. If you’re a B2B marketer, SlideShare deserves your attention.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SATURDAY, FEBRUARY 11, 2012
    [Customer] The six elements of human behavior that drive social media
    You have to love a person who describes herself as somebody who studies “the dark side of Customer Management.” shows that restaurants and hotel chains who successfully make customers feel part of an exclusive clan engender loyalty. ”   Ana Isabel Canhoto is just such as person. Altruism. Hedonism. Homophily.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  TUESDAY, JUNE 14, 2011
    [Customer] The Limerick Challenge
    He made customers itch When he delivered his pitch Then wondered why no one called back. __. A few weeks ago I went to Ireland to speak to a group of entrepreneurs. While there, I was inspired me to write some limericks, an Irish form of nonsensical poetry.   They were so fun to create, that I decided to sponsor the.   __.
  • SAVVY B2B MARKETING  |  THURSDAY, JUNE 24, 2010
    [Customer] Mama Nature’s Marketing Tips: 16 Tips for a Strong Social Web Root System
    Your business is like a tree, the various departments (product development, sales, marketing, operations, customer service, etc.) For example, the root system for customer service might include comprehensive training for the reps, state-of-the-art technology solutions, and a beautifully architected customer experience. Listen.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, APRIL 3, 2014
    [Customer] 12 Experts Define Key Performance Indicators (KPI’s)
    Get loyal customers to buy 30% or more. Will you: - Shorten the sales cycle by half - Generate 50% more leads - Create a new usage occasion - Get loyal customers to buy 30% or more. 'By Rob Petersen, {grow} Community Member. They are too often taken to mean any metric or data used to measure business performance. How will you do it?
  • HUBSPOT  |  THURSDAY, SEPTEMBER 26, 2013
    [Customer] The 45 Inbound Marketing Terms You Should Know [Glossary]
    The bottom of the funnel refers to a stage of the buying process leads reach when they’re just about to close as new customers. An example would be tracking a website visitor as they become a lead to the very last touch point when they close as a customer. Yes, there will be debate on the imperative-ness of these terms. B Testing.
  • CONNECT THE DOCS  |  FRIDAY, NOVEMBER 12, 2010
    [Customer] How to measure ROI on creating and marketing content?
    She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready. Get Customers. Measuring ROI on content marketing is not straightforward; that is why most firms put measurement on the back burner. But measuring doesn't have to be difficult.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 6, 2012
    [Customer] Facebook, Tumblr, Twitter, Oh My!
    You want to be sure that any potential customer or client will be able to find you and your name where ever they look, otherwise they will find a competitor. Brian Carter has a great article on Social Media Examiner in which he discusses 7 Ways to Prospect for New Customers with Linkedin. Maybe you don’t spend ? Linkedin.
  • SALES PROSPECTING PERSPECTIVES  |  SUNDAY, AUGUST 5, 2012
    [Customer] Sales Prospecting Perspective Weekly Recap - Week of July 30, 2012
    Ten Haken, author of Do You Mean Business , writes a guest post in which she discusses identifying your customers, both internally and externally. It’s how you move from being perceived as an order-taker to serving your customers as an innovator and leader. Babette N. Now, on to our recap of the week. Monday, July 30, 2012.
  • LOOPFUSE  |  TUESDAY, AUGUST 10, 2010
    [Customer] The Last Mile : Required Fields for JavaScript Illiterati.
    Another option would be to use a complete validation framework like JQuery that includes custom error messages, custom field hints, and format validation for phone numbers, email addresses, etc. Refining which and how much information to capture based on our percieved value of what we offer in return (whitepapers, free trials, etc.).
  • LOOPFUSE  |  MONDAY, OCTOBER 4, 2010
    [Customer] A Lead: An Expression of Interest
    It’s someone you’ve just met who you hope will mature into a customer.  Injecting this notion of an “expression of interest&# gets marketing focusing on the things important to the customer, and why they will buy as opposed to a raw count of bodies.  Yet, the results are still very hit or miss.  LoopFuse ,Inc.
  • SAVVY B2B MARKETING  |  WEDNESDAY, DECEMBER 9, 2009
    [Customer] 5 Ways to Repackage Your Best B2B Content
    This is a great format for highlighting customer quotes or industry trends. I think about B2B marketing at the strangest times. Yesterday, it crossed my mind while eating lunch. What does this have to do with B2B marketing? And, you have new readers who may have missed your best stuff. Will it make their job easier?" Need Content?
  • ENGAGE  |  MONDAY, JANUARY 7, 2013
    [Customer] Are You Throwing Money Down the Drain by Ignoring Little Data?
    An excellent study by IBM and the Said Business School at the University of Oxford gives real world examples on how companies are using Big Data to serve customers better. If you aren’t paying attention to Little Data – that is, those pieces of data that tell you about your target customers, you are throwing money down the drain.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 15, 2013
    [Customer] Three dazzling examples that turned online influence into offline results
    The dinner led to a tweet-up, the tweet-up led to significant new business opportunities, and the new opportunities led to new customers. 'Andre Niemeyer (second from left) and the paddle board crew. There has been a lot of talk about finding powerful word of mouth influencers who can help your business. Mining the halls. “Mark!
  • SAVVY B2B MARKETING  |  MONDAY, MARCH 28, 2011
    [Customer] 6 Ways To Win As A B2B Social Media Turtle
    Plug in the key terms that best identify your industry, your products and services, and your customers. This week's guest post is by Billy Mitchell, president of MLT Creative based in Georgia. Read on for the first in his multi-post series on how to succeed with social media marketing. It’s time to come out of you shell. Comment.
  • MODERN B2B MARKETING  |  SUNDAY, JANUARY 25, 2009
    [Customer] Demand Generation Trends for 2009
    This has resulted in a steep funnel with a very large front end that quickly narrows to relatively few new customers. Last October, Craig Rosenberg shared some insightful best practices in one of my first thought leadership interviews, titled Lead Generation Best Practices: Thought Leadership with The Funnelholic. Enjoy!
  • MARKETING INTERACTIONS  |  THURSDAY, FEBRUARY 2, 2012
    [Customer] Marketing Cloud Computing to Non-Believer CIOs
    Ask customers with similar characteristics if they had to answer any of these questions during their buying experience and how much importance was placed on those they did have to sort through Cloud computing is a pretty big deal. It's one of the top priorities for many CIOs. Or is it? In my Inbox today was a bonanza of a resource.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, JULY 24, 2013
    [Customer] The Ultimate Sales Strategy
    The salesperson must   now speak to ‘ how the benefits”  of the solution will impact the prospect’s business PLUS how the prospect will leverage those benefits to gain a competitive advantage; drive increased levels of sales, improve operational efficiency, impact customer responsiveness or improve market share. 'The Ultimate Sales Strategy.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 5, 2014
    [Customer] How to Create a Microsoft Excel Graph: A 1-Minute Explanation
    Cook up a pie chart (HubSpot customers can also play around in Sources to see how their organic traffic compares to other traffic sources). 'This post is an excerpt from the video series 4 Essential Microsoft Excel Skills Every Marketer Should Learn. If you want to become a master of the almighty spreadsheet, watch the full video series here.
  • B2BMARKETINGSMARTS  |  SUNDAY, NOVEMBER 8, 2009
    [Customer] Is your marketing barking up all the right trees?
    Scour your customer base for the one or two rare examples of a company that does not fit your typical profile. Look for ways your product or service could be renamed or repositioned to appeal to an entirely different group of customers. Each night at bedtime, I work on a crossword puzzle. Yet I was stumped.
  • INBOUND SALES NETWORK  |  FRIDAY, JUNE 22, 2012
    [Customer] Targeting the C-Suite: Might be easier to break into Fort Knox
    This guide will help you build a lead generation engine that maps to your customers buying process and delivers maximum measureable ROI. For years, it has always been sales’ responsibility to generate revenue and marketing’s job to make sure everything looks pretty and professional. The Bottom Line.
  • VIDYARD  |  MONDAY, NOVEMBER 11, 2013
    [Customer] The Future of Video Marketing: My Top 10 Predictions
    Whether it’s a recorded webinar you send out to attendees or non-attendees in annotated chapters, or a video announcing to relevant contacts that you’ll be attending an industry conference, your email nurturing campaigns will contain customized videos you create to personalize your message. Sales teams will crave video resources.
  • MARKETING ACTION  |  FRIDAY, JULY 26, 2013
    [Customer] My, It’s A Noisy World. Make That Work For You.
    But if you’d like to raise your game, we invite you to watch How and Where to Leverage Social Marketing in the Customer Lifecycle: Tactics to Drive Marketing Success. Register now for How and Where to Leverage Social Marketing in the Customer Lifecycle: Tactics to Drive Marketing Success. 72%+ of U.S. Register for the webinar.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 12, 2014
    [Customer] How to Win Valentine’s Day the Marketing Way
    Marketers conduct buyer research by using marketing automation to track online and offline behaviors, or by conducting interviews/surveys with customers and prospects. Keep it relevant and timely with a message specific to the holiday, and customize by including an inside joke or a personalized compliment. The best part? Nurturing.
  • SAVVY B2B MARKETING  |  WEDNESDAY, MARCH 10, 2010
    [Customer] A 7-Step Plan for Getting Started with Content Marketing
    Listen Every company can benefit from listening to what their customers and prospects are saying about them - and about their competition. A few years ago, my husband and I were preparing for our daughter's arrival. Like many parents-to-be, we wanted to have everything ready before we brought our daughter home. It was positively overwhelming!
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, FEBRUARY 17, 2012
    [Customer] How to Avoid Sending the Worst Sales Email
    In fact, a quick Google search for “worst sales email” yields a strong sampling of entertaining emails and customer rants. by Jody Mooney | Tweet this Has your inbox ever been plagued by a poorly made “sales email”? You’re not alone. Most of us have received one of those cringe-worthy emails from some anonymous seeming sales rep. Be Timely.
  • MARKETING ACTION  |  MONDAY, FEBRUARY 10, 2014
    [Customer] 5 Traits of Great Marketing Content
    It’s daunting when you think about it: At any given moment, more than three-quarters of your potential customers are busily checking you out, making value judgments about your products and services in order to narrow their options and, if you’re lucky, contact you. 'Eighty percent. Which means you’d better have great content. Sign Up Today.
  • BLOG MY CALLS  |  WEDNESDAY, FEBRUARY 12, 2014
    [Customer] What Content Should You Put Behind Forms?
    This could impact whether or not a site visitor will return, branding, and even whether or not the person will become a customer. 'This is the million dollar question. What content should you freely allow access to and what content should you require a form fill out to access? The Form Fill Question: Webinars. But, should we? Conclusion.
  • WRITTENT  |  FRIDAY, JULY 5, 2013
    [Customer] Video Content Marketing Strategy, Email Painkillers and Expensive Mistakes
    To inspire your content marketing strategy , we’ve curated five of the coolest stories we encountered in the past week: 17 Expensive Marketing Mistakes That Cost You Customers. Even worse are careless or innocent mistakes which can cause your company to lose customers. How have you elevated your marketing and use of customer insights?
  • HUBSPOT  |  THURSDAY, MARCH 24, 2011
    [Customer] How to Maximize PPC Campaigns and Optimize Landing Pages with @JoannaLord [@InboundNow #13]
    Joanna is Director of Customer Acquisition over at SEOMoz, an expert in PPC campaigns, and remarketing. Have customized content, something that’s relevant to the person clicking through. Think about how you can leverage these new customers. This week on inbound now we have a special guest from SEOMoz , Joanna Lord.
  • THE ROI GUY  |  WEDNESDAY, JULY 18, 2012
    [Customer] Case Study: IBM PureFlex TCO Analysis
    Used by sales professionals and channel partners in workshops, or self-service by prospects via the web, the tool collects information about the current computing needs and then projects the TCO for the two alternatives using industry research for a company of similar type and size. Click here to see the tool in action.
  • WEBMARKETCENTRAL  |  MONDAY, JULY 30, 2007
    [Customer] Viral Marketing for B2B Lead Generation, Part 1: Viral Media
    corporate blog, if done well—that is, focused on industry issues and customer problems as opposed to company "news" and product pitches—can be an effective viral tool. Viral marketing campaigns can be effective for B2B marketers—but they aren't easy to pull off. Online games are also hot viral items and can be a lot of fun to develop.
  • SALES LEAD INSIGHTS  |  TUESDAY, DECEMBER 22, 2009
    [Customer] B2B Lead Generation by Phone: An Interview with Michael Brown
    Customers expect in-depth content knowledge and business process skills. The effort, energy and investment you make in educating your marketers should return value to your customers and to you, not to rented callers. Frequent discussions among marketing, sales, prospects and customers. My guest today is Michael A. Brown. Cheers!
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  SUNDAY, FEBRUARY 12, 2012
    [Customer] Salespeople Should Never, Ever Do This.
    NEVER talk politics with a prospect or customer -- unless you are 100% sure you're totally aligned. When Forbes magazine interviewed me about what salespeople should never do, the five "no-nos" below immediately popped into my mind. But it was so fun thinking about them that I decided to run a NEVER-EVER contest.
  • MUTT GROUP  |  FRIDAY, JANUARY 28, 2011
    [Customer] Where Branded Content Stalls Out
    This used to be the other way around, marketers eyes would glaze over when you brought up branded content or content marketing or what we used to call our service, custom media and custom publishing. Your goals will guide whether your audience is existing customers or your audience is prospective customers. Strategy.
  • BUSINESS GROWTH DEVELOPMENT  |  MONDAY, AUGUST 27, 2012
    [Customer] B2B Sales and Marketing And What They SHOULD NOT Do Together
    With all the challenges that lay ahead with the ever changing landscape we face it should be obvious that your message library, collateral, or pitches can’t remain static and so they must be constantly evolving to stay current with the customer’s business environment and with the competitive, dynamic landscape ahead of you. NO WAY IN HELL!…
  • BUSINESS GROWTH DEVELOPMENT  |  MONDAY, AUGUST 27, 2012
    [Customer] B2B Sales and Marketing And What They SHOULD NOT Do Together
    With all the challenges that lay ahead with the ever changing landscape we face it should be obvious that your message library, collateral, or pitches can’t remain static and so they must be constantly evolving to stay current with the customer’s business environment and with the competitive, dynamic landscape ahead of you. Industries. S / M.
  • BUSINESS GROWTH DEVELOPMENT  |  MONDAY, FEBRUARY 13, 2012
    [Customer] Three Ps of business success
    On the surface they deal with completely separate people – probably both in terms of staff and customers – yet they are both trying to get consumers to part with cash for a service. Every industry is different, but at their heart there are a few basic concepts that drive every business forward. Business
  • HUBSPOT  |  THURSDAY, JANUARY 17, 2013
    [Customer] The 9 Circles of Marketing Hell: Where Will You Spend Eternity?
    People are using social media to communicate with you -- for customer service, research, and sales -- whether you like it or not. The Punishment: You have to personally respond to every angry customer complaint that comes through social media, for every brand in the world. We've all committed marketing offenses. Muaaahahaha. Gross.
  • SAVVY B2B MARKETING  |  MONDAY, APRIL 22, 2013
    [Customer] 10 Must-Dos for Successful B2B Lead Generation
    Just make sure you are absolutely clear about who your ideal customer is. 'We are pleased to present this guest post by Clare Moorhouse, Search Manager for Torpedo Group in the UK, named one of the top B2B marcomms agencies in 2012. Read on for ways you can set yourself up for lead-gen success. Has your campaign been thoroughly planned?
  • SALES INTELLIGENCE VIEW  |  MONDAY, DECEMBER 5, 2011
    [Customer] 15 Blog Posts to Increase Sales Productivity
    What’s Driving Your Customers Away? It’s not only sales managers that are interested in increasing sales productivity. Every sales rep that is serious about their career tries to be more productive and effective in their sales efforts. How Entrepreneurs Can Increase Productivity by 500% - TechCrunch. Top 5 Sales Strategies for 2012.
  • E-QUIP  |  MONDAY, AUGUST 12, 2013
    [Customer] Brand Strategy: The Foundation of a Successful Brand
    Many companies expand their service offerings to attract more customers. Ask for and use customer testimonials that speak to how you work with clients, rather than solely what you accomplished. Additionally, "delivering on promises" was the most significant factor for customer loyalty to a firm (21%). You need both. Be focused.
  • LEADERSHIP  |  TUESDAY, SEPTEMBER 17, 2013
    [Customer] A Winning Business Philosophy: “Everything We Do Is Impossible”
    TAKE THE ULTIMATE CUSTOMER WISHLIST…THEN DELIVER ABOVE AND BEYOND. There is no substitute for customer delight. don’t know what the first quarter’s or even the first year’s sales will report, but if I were to speak from customer experience, I’m giving this full marks—Tesla has really hit one out of the park.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, OCTOBER 25, 2013
    [Customer] Sales Prospecting Perspectives Weekly Recap - Week of October 25, 2013
    Sales managers should spend time with their customers, but also concentrate no their employees as well. For the first several years of AG Salesworks’ history, growth was almost 100% dependent on networking and customer referrals. 'Good morning, Sales Prospecting Perspectives Readers. Aren’t you glad it’s Friday?
  • HUBSPOT  |  WEDNESDAY, JUNE 22, 2011
    [Customer] 101 Awesome Marketing Quotes [New Ebook]
    Make the customer the hero of your story." There is no black magic to successfully attracting customers via the Web." We often forget what a versatile profession marketing is. We write press releases, create videos, run analysis, design presentations and hold conferences. Here is a sneak preview of some of the featured quotes: 1.
  • MARKETING INTERACTIONS  |  SATURDAY, DECEMBER 31, 2011
    [Customer] The Myth of the Magic Bullet for Content Marketing
    Interviews with customers. I'll just come right out and say it. There is no such thing as a magic bullet for B2B content marketing. This was a question brought up recently during a B2B Year in Review roundtable where I was one of the panelists over on Focus.com. I've been thinking quite a bit about it since then. That's right.
  • ENGAGE  |  THURSDAY, MAY 31, 2012
    [Customer] Making Magazines More “Pinteresting”: An Interview with Digimarc EVP
    While waiting to board his flight, Digimarc’s Executive Vice President of Sales and Marketing Ed Knudson took some time to chat with me about the new venture, and how he thinks it’ll affect custom publications and the content marketing space. lot of our customers are now looking for companion applications. They didn’t get it.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 29, 2013
    [Customer] The 8 Lead Nurturing Tracks You’ve Never Heard Of
    Make your customers stick! Nothing adheres like Gorilla Glue…so glue customers to your solutions for the long run. This is your chance to show customers that you value their business. 'Author: Sam Boush It’s tempting to build lead nurturing streams around your major campaigns—and stop there. Red Carpet Track (welcome).
  • PAUL GILLIN  |  WEDNESDAY, APRIL 10, 2013
    [Customer] Book Review: Tales From a Veteran Blogger
    Brill’s engaging and readable book is aimed at product managers, those corporate jacks of all trades who fret about everything from market research to customer support. Brill was a longtime product manager for IBM’s Social Business products, where he fought an uphill and often public battle against Microsoft. Telling Stories. Ed Brill.
  • PAUL GILLIN  |  WEDNESDAY, JULY 14, 2010
    [Customer] Paving Media Cow Paths
    CalTrain deserves credit for adopting an important customer communication tool, but it deserves a spanking for failing to understand the consequences of that action. Regardless of whether it earnestly desired to engage with customers or was just trying to be trendy, it had created an expectation that it couldn’t possibly fulfill.
  • INSIGHTIQ BLOG  |  TUESDAY, JUNE 12, 2012
    [Customer] Data Obesity - the next big corporate epidemic?
    Similarly, early CRM systems were IT driven and did not take into account how sales people entered and used customer information.    These problems were eventually solved in many companies in subsequent cycles but not after much money had been thrown at the problem and time wasted.    . Not so for a lot other companies.
  • VIEWPOINT  |  MONDAY, JULY 25, 2011
    [Customer] Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting
    Hunters are sales people with an instinct for closing deals and acquiring new customers. This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. Because a closer is not a starter.
  • SALES LEAD INSIGHTS  |  MONDAY, AUGUST 31, 2009
    [Customer] Want To Generate More Leads? Leverage Your Prospects’ Five Senses
    When Garth Johnson, EVP North America for Fotolia, heard that I recommended his company, he offered to give my customers, readers, seminar attendees and business friends 5 free credits to give Fotolia a try, and 30 percent extra credits whenever you buy more. Sight: Many of your prospects process information best visually.
  • BLUE FOCUS MARKETING  |  MONDAY, JULY 18, 2011
    [Customer] Getting Your Small Business Ready for Google+
    To date, Randy has been active with various social media tools like Twitter and Facebook to build communities of family, friends and customers. For example: loyal customers, medium to low value customers, contractors, friends, etc., –  many are already part of Randy’s social media community.  Building Your Circle of Trust.
  • MODERN B2B MARKETING  |  FRIDAY, NOVEMBER 16, 2012
    [Customer] Social Fresh CEO Jason Keath Talks Pinterest, Visual Content, and the Importance of Mobile in Social
    used to be a lot more but as soon as you start a business, you start spending less time tweeting about things and you start spending more time on building solutions for your customers. We’re bringing ebooks, webinars, and long-form online conferences to our customers in a new format. We automate a lot of stuff.
  • FUNNEL FOCUS  |  WEDNESDAY, JANUARY 12, 2011
    [Customer] Developing Content to Reveal more Details about our Prospects – 5 Tips from Ardath Albee
    Since many of our customers site content development as one of their biggest challenges, I asked b2b content expert Ardath Albee to share some tips on how to develop content that helps us learn more about our prospects as we work to become more effective in helping them choose to buy our products. They likely create a workaround.
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 17, 2011
    [Customer] The 140 Conference on Long Island
    Jeff Ogden ( @fearlesscomp ) is President of the  B2B lead generation  consultancy,  Find New Customers. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. Jeff Ogden. I’m one of the featured speakers at this social media conference today.
  • WINDMILL NETWORKING  |  WEDNESDAY, JUNE 13, 2012
    [Customer] The Big Data Impact on Social Media Marketing
    What matters to your business may not matter to mine, and Big Data may usher in an era of customized algorithms that will enable companies to assess their global social positioning on scales that may be irrelevant to colleagues and competitors. If you haven’t already guessed, custom algorithms will rule the day.  Gigabytes?  Hardly. 
  • HUBSPOT  |  TUESDAY, DECEMBER 17, 2013
    [Customer] Want to Dominate Organic Search? How Blogging Can Help
    And it makes sense; search engines are in the business of surfacing the content that''ll make their customers the happiest. We''ve been talking about search engines as businesses -- their product is quality search engine results, and their customer is. 'We always hear that blogging is important for our search engine rankings. But like.
  • FATHOM  |  MONDAY, OCTOBER 7, 2013
    [Customer] If All Content is the Same, Will Anyone Read it?
    Any site can create custom product descriptions, but there has to be content that only your brand can create. Custom product offerings. Use it as an opportunity to be creative and have some fun with your company and your customers. 'If a tree falls in the woods, does it make a sound? But, what is it really? What does that mean?
  • BUSINESS GROWTH DEVELOPMENT  |  FRIDAY, FEBRUARY 3, 2012
    [Customer] Why product knowledge is important for your business
    All too often individuals or businesses design the perfect website, they take the time to go through every minute detail to ensure that they have all the accurate product information for their customers, with the latest gadgets and technological wonders to go along with it. The same principal can be applied in today’s internet world.  Sales
  • CONFLUENT FORMS  |  WEDNESDAY, APRIL 1, 2009
    [Customer] Press Release: Wanna Get Dirty? The RFP Database is Proud to be Featured on MikeRoweWorks.com to put America Back to Work
    About Confluent Forms LLC: Confluent Forms LLC ( [link] ) is a boutique branding, graphic design, web design and custom software development firm based in Northampton, MA. In honor of Mike's site going live last month, the RFPdb Team scoured the web to add more than 100 new construction RFPs. That's what RFPdb.com is all about."
  • CHRIS KOCH  |  FRIDAY, AUGUST 5, 2011
    [Customer] 4 Reasons Why Facebook Stinks for B2B Marketing
    It’s yet another channel for reaching customers and the effort required to set up a Facebook page and create RSS feeds of your content to update it is pretty small. Recently, I was preparing a workshop on social media for an ITSMA client. We don’t see the value of it for B2B and we want it off the table. Why not? Relationships, right?
  • SOCIAL MEDIA B2B  |  MONDAY, MARCH 17, 2014
    [Customer] I Went to a B2B Trade Show, Was Underwhelmed by Your Presence and Kept Walking
    'B2B companies make products to solve problems and make their customers’ lives better or easier. B2B service organizations help customers run their businesses more efficiently or more cost effectively. These are noble causes. And social media doesn’t help this problem. Really take a look at it. Are you telling a compelling story?
  • SAVVY B2B MARKETING  |  THURSDAY, NOVEMBER 1, 2012
    [Customer] 4 Mistakes You Are Making With Your Case Studies
    asked the same basic set of 12 or so interview questions to each customer. Let the customer describe the day to day benefits and balance it with the big picture results. Case studies are very valuable elements of the B2B content marketing mix. Well executed they can solidify and clarify your benefits in the mind of your prospect.
  • HUBSPOT  |  WEDNESDAY, MARCH 21, 2012
    [Customer] The Time-Crunched Marketer's Guide to Creating Lead-Gen Offers
    For example, your presentation may have proprietary internal data, or perhaps you customized it with your client's logo -- audit your presentation for these details so the content appeals to a general audience. MarketingSherpa reports that 60% of marketers have fewer than 10 landing pages on their website. So what gives? Blog Bundle.
  • SAVVY B2B MARKETING  |  FRIDAY, OCTOBER 23, 2009
    [Customer] Savvy Week in Review - October 23
    Custom Publishing Budgeting - by @juntajoe The content marketing experts at Junta42 provide a step-by-step outline for coming up with your content publishing budget. Post includes links to the 2008 B2B study on custom content development. If you're in the northern states like we are, there's definitely the feel of autumn in the air.
  • VOICE-BASED MARKETING  |  TUESDAY, SEPTEMBER 24, 2013
    [Customer] How to Generate Leads and Engagement through B2B Social Media with Tips for Google+ and LinkedIn
    You can connect over video with current customers to address customer service issues. Businesses often take advantage of LinkedIn company pages for recruiting, but these pages can also be a valuable asset for engaging with customers, informing prospects of the products and services your business provides, and generating leads.
  • VIDYARD  |  THURSDAY, SEPTEMBER 5, 2013
    [Customer] Amp Up Your Video Marketing With Branded Entertainment
    Rather than just asking a customer for a testimonial, tell their story in the most compelling way possible. When creating your videos, consider What struggles you help customers get past. Marketing an Experience. On a basic level Red Bull has branded the street trials entertainment experience. This video was no easy task to create.
  • ANYTHING GOES MARKETING  |  THURSDAY, JANUARY 25, 2007
    [Customer] Viral Marketing in B2B - It Works!
    B2B marketers rely on their targeted audience and customers to spread the word by forwarding on an email invite to a webinar or telling a fellow colleague about a great new software package that they just starting using. It usually involves a landing page that contains a blurb about the offer and a form that you need to fill out. Translator.
  • B2B VOICES  |  THURSDAY, MAY 31, 2012
    [Customer] Live from BMA International Conference: Tapping Into P2P Side of B2B
    The biggest one is that there is a lot of emotion involved in becoming a customer, even in a business buy. You need to make it clear that the pain your customer is living with is bigger than the pain of change. It’s been a lot of fun and the speakers have been quite interesting. And that fact has a lot of implications for us.
  • SAVVY B2B MARKETING  |  WEDNESDAY, SEPTEMBER 22, 2010
    [Customer] B2B Technology Buyers Share Their Content Preferences
    webinars, product tutorials/demos, marketing videos, and customer testimonials) All respondents were responsible for either making or influencing B2B technology purchases for companies of all sizes. Eccolo Media just released its third annual B2B Technology Collateral Survey Report. You can download it after registering.
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