Thu.Nov 17, 2011

Trending Sources

Romi Mahajan leaves Microsoft to Join Metavana as CMO

Buzz Marketing for Technology

Long time friend and well respected CMO buddy of mine Romi Mahajan is leaving Microsoft to join Metavana. Romi has been profiled on my blog several times so its only fitting that reached out to find out why. What follows is a transcript of what I learned. I understand that you’ve recently made a significant change in your work situation what can you tell me about that? We are an engine!


12 Ways to Avoid Being a Dork on Twitter


Note: a version of this original post appeared previously on the B2B Twitterer of the Year (B2BTOTY) blog. If you regularly read blogs like this, you’re probably already a Twitter pro. This post will be review for you. But, you also almost certainly come across new followers and others who haven’t attained your level of expertise. You know the type. You may want to pass this along as needed. Complete your Twitter bio. You’ve got 160 characters to tell the world who you are, what you do, who you do it for, what you’re passionate about. Plus a link. Use it. or “Master of the Universe.”

Just Say No to Marketing Advice

Digital B2B Marketing

All Marketing Advice Should Include a Disclaimer Your strategy is your direction; it should never be prescriptive. The strategy you develop should be unique to your business, an outgrowth of the challenge or opportunity you are facing and the environment surrounding your target audience. The problem is, marketing advice is prescriptive. All of this advice is prescriptive. So own your own strategy!

78 Tweetable Moments From Social Media Plus #SMPlus

B2B Marketing Insider

Returning from a conference I always have that crazy buzzing going on in my head. You hear so many great stories, meet so many great people and then I always try to spend some time processing it all and deciding what actions I am going to take. This week I attended the Social Media Plus conference in downtown Philadelphia, PA and for the second year in a row, the organizers of the event did an amazing job bringing together some of the best minds in social media in both the speakers and the attendees. Serve. Don’t Sell. via @jasonfalls). What is the ROI of social media? Forrester Study.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

More Trending

Book Review of Ruth Stevens’ Maximizing Lead Generation


Image by shutterhacks via Flickr. I like to do book reviews once in a while on Biznology, and this one was a natural because I know Ruth Stevens and I know her expertise in B2B marketing, so I needed to pore over her book, Maximizing Lead Generation , for tips–and I found them. Her voice comes through when you read this book, which you’ll enjoy, but it is the content that matters.

Marketing Automation Selection: Finding a Future-Safe Vendor

Customer Experience Matrix

Marketers can do a better job of picking their marketing automation vendors if they roll up their sleeves and work at it. I wrote yesterday about building a requirements document to define the features you'll look for. But you also need a vendor who will support your long-term success. Here are some ways to identify a “future-safe” vendor. Financial strength: it's not enough to just survive.

There’s More to Pipeline Metrics Than Leads


Many marketing organizations use lead volume as the primary way they evaluate program effectiveness. This metric is too limiting. Here’s a common scenario to help illustrate why marketing organizations need to use metrics beyond lead volume when evaluating program effectives and marketing’s contribution. The cost per lead for Camelot is $5/lead and it is $15/lead for Excalibur. Program. Lead Cost.

Making the Short List: How to Drive Top-of-Mind Awareness

Marketing Craftmanship

The Key to Making the Short List. For most companies, there is no way to predict when a prospect will purchase their product or engage their services. Sales cycle management is particularly challenging for B2B firms, and for professional services firms in particular, where top-of-mind awareness (getting people to remember you) is a critical part of business development.

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B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

GM Uses Google Plus for News Distribution to Media

Junta 42

Idea today from Mary Henige , director of social media and digital communications for General Motors, from the 2011 Midwest Social Media Summit. General Motors uses Google+ to distribute the right news to the right groups of people. Step 1: Set up your Google+ Brand Page ( Here is General Motors’ Google Plus Page ). Step 2: Set up your circles (journalists, bloggers, staff, etc.).

Catvertising: The new wave of business tools

Ad Your Comment Here

This is completely awesome: Goofball Catvertising

Tools 21

The Buyer's Lament: What Your Prospects Really Want

Jill Konrath's Fresh Sales Strategies Blog

If you're finding it harder and harder to set up meetings with with potential buyers, you're not alone. Sales prospecting isn't easy these days. But the real problem is that most sellers don't understand how their prospects are evaluating their attempts to get in. This lack of understanding is the root cause of most prospecting failure. Enjoy! The Buyer's Lament. I will not talk with you today.

How to Optimize a PDF for Search


The debate rages on about whether or not your marketing content such as ebooks and webinars should be gated behind lead-capture forms. However, there is plenty of content such as case studies, FAQs, fact sheets, and brochures that aren't very suitable for lead generation and can benefit from being ungated and readily available in organic search. 6 Steps to Optimize a PDF for Search.

FAQ 19

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

Over 25 FREE Must-Have Marketing Books, Magazines, Courses, Tools and Conferences

Modern B2B Marketing

by Maria Pergolino So, if you know me you know I am pretty thrifty. I like to call it strategically miserly- since I believe in putting dollars into big impact items, and trimming costs on unnecessary extras. As part of this I have built up a pretty big list of freebies that I thought I would share. Now, keep in mind that for most of these you need to be a professional marketer. Website Magazine.

Loaded for Book. A {growtoon}.

grow - Practical Marketing Solutions

Join the growtoonists each Friday for a humorous take on marketing, social media, and current business events. Joey Strawn is a social media strategist that loves enjoying a good book and then drawing in it. Check him out on Twitter: @joey_strawn” {growtoons

Using LinkedIn for business: best practices – II

EMagine B2B Blog

This is the second of a four-part series aimed at helping our readers understand how best to use LinkedIn for their companies’ benefit. It assumes some beginning familiarity with LinkedIn, but nothing approaching proficiency. The next part will appear here in 2 weeks. In the first installment of this series, I showed you how to [.]. B2B Web Strategy Social Media

20 Ways to Increase Content Visibility on the Top 4 Social Networks


With all the content and information cluttering the web, it’s a constant struggle to get people’s attention online. And with so many different social media channels available to marketers, it’s difficult to make your content truly stand out. As soon as you follow a few hundred Twitter users, a few hundred Twitter users are inundating your Twitter feed with information that may or may not pertain to you. So the question is, as a marketer, how do you cut through the clutter and direct the attention of prospects and customers to your social media content and messages?

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

The Ultimate Guide for Mastering Long Tail Search


When marketers and SEOs decide to target a highly competitive keyword, it could take months or even years to see meaningful movement in the SERPs. But the search landscape is shifting, and more searchers are typing in long tail search terms to find what they're looking for in search engines. What Are Long Tail Keywords? For example: Head term: unicorn. Why Target Long Tail Keywords?

Becoming Sally Part Two – Get to the Point

B2B Marketing Unplugged

Last week we talked about the first step toward becoming the Sally Field of B2B email marketing. Other than not letting sales people write email, the primary take-away was to think about how and where the message is being consumed, whether it’s a newsletter, solicitation or webinar invitation. That’s Sally Step One. Today, step two, is about actually getting to the point. Ignore that.

Find New Customers welcomes its newest client

Fearless Competitor

Find New Customers is pleased to announce our newest client, Silverpop – who has hired us for a new white paper and guest blog contributions. Silverpop joins other great clients like Act-On Software, Haller-Zaremba Insurance, and Keyedin. The latter company has retained the services of Find New Customers to help them design and deploy a best-practices demand generation program for their fast-growing software company. What’s interesting in how different companies find results from Find New Customers. Not only are we great writers, but we know how to market content.

My Love for Magazines Lies Bleeding

B2B Memes

MUD day 17: There are days, perhaps when my inner curmudgeon breaks through my usual resistance, when I’m convinced that magazines, as a useful format, are truly dead. Yes, it may just be me or my desperation for a topic in this month of mandatory daily blogging. Ask me tomorrow and I may feel more hopeful. But what has me worried is my oddly sour reaction to this Folio article on magazine design. A few years ago I would have been vitally interested. Now it just seems irrelevant. It’s not just the paper version of magazines I’m pessimistic about, but the very concept.


The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.

Integrate Value Marketing & Selling with CRM & Marketing Automation

The ROI Guy

Easy integration of value marketing & selling tools with CRM and marketing automation systems is essential to properly connect, engage and sell to today’s more empowered, skeptical and frugal buyers. With this integration, intelligence can be shared and leveraged, campaigns can be better targeted, and prospects can be better nurtured and engaged. integration Value Marketing Marketing Automation Value Selling CRM XcelLive

Mad Marketing TV premiers now!

Fearless Competitor

The show I host goes live today. Mad Marketing TV , sponsored by Act-On Software premiers now. It’s my interview with Adele Revella of the Buyer Persona Institute. – Part 1. You’ll find new shows at and YouTube every Thursday at 9am PT/ noon ET. “Mad Marketing TV is an excellent show” Jim Burns, CEO of Avitage. No show. MadMarketingTV

Companies Relying on Online Lead Generation Are 2X More Profitable [Data]


Most marketers these days recognize that inbound marketing is a critical component of lead generation. But did you also know it's also a proven strategy for a company's profitability ? A recent study released by the Hinge Research Institute revealed a remarkable correlation between profitability and online lead generation among professional services firms. Source: Hinge Research Institute. YouTube.

Aligning Sales and Marketing – Why It’s Not Working and What to Do About It

Fearless Competitor

B2B Demand Generation | Aligning Sales and Marketing – the Importance of Elephants. Each day I hear the drumbeat… Align sales and marketing for revenue results. One problem: The message is wrong and is not working. Marketing and Sales are as far apart as ever in most firms. At one of Find New Customers clients the marketing team complained about the lack of cooperation from sales. In the book at left, Chip and Dan Heath share insights on how to effect change when change is hard – like aligning two very different groups in your company. It makes sense. And it is not specific.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

3 Ways to Waste Money on Online Advertising


When executed properly, leveraging paid marketing opportunities to a limited degree can help to complement a business' inbound marketing efforts. Display ads, for instance, can be a great way to promote your content and drive visitors to your website for conversion. Advertising on The New York Times , for example, is pretty sexy. Unless you're doing it wrong. Mistake #1: No Guidance.

B2B Marketing: How Your Target Audience Thinks & Remembers

B2B Ideas @ Work

The Internet has changed how our brains process and remember information; so, in order to influence your target audience’s B2B buying behavior, you must work within the confines of how our brains’ functionality. BtoB Magazine recently developed a very important webinar for B2B marketers on this topic, called, “From Caveman to Customer: What the Evolution of Storytelling Means to Marketers.” ” How Your B2B Target Audience Thinks Because of search engines and social networks, people process and remember information very differently than they have in the past.

Alinean Translates Fight Frugalnomics Momentum into Strong Third Quarter 2011 Performance

The ROI Guy

Demand for Interactive White Papers, Diagnostic Assessments, ROI Calculators and TCO Comparison Tools Drives Growth. For 2011 Q3, we are delighted to announce the addition of six important new customers , two major partnership s, and several significant awards during the third quarter of 2011. Building on demand for its Fight Frugalnomics movement, an initiative to arm sales and marketing with value-focused sales and marketing tools , Alinean added several new customers including NetSuite, IGT, Falconstor, Palo Alto Software, Xirrus and Lifesize. Inc 5000 Pisello Alinean Eloqua