Wed.Mar 07, 2012

Trending Sources

A New Definition for Inbound Marketing

Digital B2B Marketing

Inbound marketing is a hot topic in B2B marketing. However, as more B2B marketers grab the inbound marketing flag, many will miss the two keys to making inbound marketing effective: Be found through the recommendation of others. Delight those that find you. ” The most common functional definition of inbound marketing is the combination of search, social and content. Social media?

Social proof and your battle for credibility

grow - Practical Marketing Solutions

While researching my new book Return On Influence , I immersed myself in the world of the Internet elite and concluded that on the social web, the badges of “social proof” really do matter … probably more than real achievement! So it may come as a surprise that I have made a decision to ignore them, for good business reasons. Which directions are you likely to follow?

Are You Communicating Synchronously in an Asynchronous World?


We live in a world that prefers to receive information asynchronously. But we tend to focus on using live, synchronous delivery methods. This is a key source of high costs and low results in every area of a business. I cannot overstate the importance of this idea and distinction, as well as the implication for individuals and organizations. First, some simple definitions. Synchronous communications happen at the same time with all participants. Synchronous communications tend to be traditional voice-based conversations to deliver intended messages.

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6 Tools for Turning Content Consumers into Customers

It's All About Revenue

by Jesse Noyes | Tweet this Maybe no one needs to sell you on content marketing. You’ve got some guidance on how to map content to the buyer’s journey. But perhaps you’re still wondering what tools can help make the path smoother. From blogging to email, there are so many touches in the journey from someone first finding your content to becoming a customer that it can feel overwhelming.

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.

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LinkedIn Power Tips: Give Before You Receive

Writing on the Web

If you’ve noticed, LinkedIn is quickly becoming the social networking site for professionals to connect and do business. Maybe Facebook is better left for your family and friends? Just wondering… I’ve invited Chris Buffaloe of to share tips on using the LinkedIn recommendations feature. photo courtesy jannoon028 ). They also raise your credibility.

Savvy Speaks: Top Tips for Conducting B2B Interviews

Savvy B2B Marketing

Learning to interview well is an important skill for B2B writers. Sometimes, we need to interview internal resources for reference material, and sometimes we need to interview our client's customers to get those gold nugget quotes for case studies, testimonials, and so on. In this week's Savvy Speaks, the Savvy Sisters share their best tips for making each interview count. Michele. Wendy.

More B2B Marketing on Mad Marketing TV — The After Party

Buzz Marketing for Technology

After last weeks show, guest host Jeff Ogden and B2B marketing expert, Paul Dunay discuss: - Marketing at a small company versus a larger company. Buyer personas and the importance of knowing your buyers. Approaches for creating engaging content. - How writing a book can help generate awareness and build reputation. Visit [link] to learn more.

Review of Return on Influence – by Mark W. Schaefer

Fearless Competitor

Four and one-half stars out of a possible 5. This is my review of the book Return on Influence , which discusses Klout, Social Scoring and Influence Marketing. I found it to be a superb book. Great job, Mark. Mark was my guest on Mad Marketing TV – the online marketing show hosted by yours truly.) below). The book is filled with practical tips and concrete examples. Good job, Mark!

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 One Graph Marketers Should Update Daily: The Leads Waterfall


Being able to provide the right number of quality leads to your sales team on a consistent basis is one of the essential responsibilities of a marketing team. But without the right tools in place, you can have wild variations in the number of leads you generate, and at the end of a month or quarter, you can end up way ahead or (more likely) way behind your goal. Just scroll down for a screenshot.).

BI Vendor QlikTech Reveals QlikView Pricing: I Modestly Help to Clarify

Customer Experience Matrix

Business Intelligence software vendor QlikTech * officially published its price list last month, after years of keeping it a not-very-closely-held secret. I was personally pleased, since people occasionally ask me what QlikView costs. But then I looked more closely at the list and realized I wasn’t quite certain what it meant. Happily, it didn’t take long to set up a briefing and clarify matters. Just in case anyone else is also confused, here’s what they told me: - The lowest entry price for a fully functional version is $1,350. After all, they're the analytical experts, eh?

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CIO Challenges Educators to Stay Relevant

Paul Gillin

Wichita State University CIO Dr. Ravi Pendse last month issued a provocative challenge to educators to rethink their tools and tactics if they are to remain relevant a decade from now. In his view, educators who continue to rely upon lectures and chalkboards as the tools of their profession are becoming dangerously out of step with the ways in which young people learn. he asked. he asked.

Customer-Centric Marketing: Optimize and Integrate


Have you noticed? Since the beginning of this year bloggers, experts, research companies and marketers are increasingly talking about cross-touchpoint marketing, integration and customer-centric marketing. Social media pundits tackle topics such as conversion and cross-channel strategies. SEO experts say search should be seen in an integrated and customer-centric context. Email pros are defending how [.].

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.

Yelp IPO: Did social media inflate Yelp’s stock price? Find out in Future of Engagement!


yelp-ipo-columns-mentions.png">. Store review company Yelp is not profitable and it hasn’t made money since it was founded eight. years ago, yet social media was aflurry with positive responses when Yelp announced that it would go. public. On the day of the IPO, Yelp’s stock price rose almost 60%, from $15 to almost $25. Was this a. similar buzz? Highlights. Monitoring and Management.

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My Dirty Little Social Media Secret? Content Hoarding Tools.

WindMill Networking

I have a confession to make. I don’t usually share this sordid obsession, but I feel it’s long overdue. A cathartic moment is good for the soul, and it doesn’t hurt one’s Google page view rankings either. So please let me unburden myself, step into my tawdry, secret pixelated world. I am a hoarder. I collect things. Lots of things. Let me explain myself. I am a digital collector. It happens.

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How Marketers Can Use Evernote to Organize and Simplify Their Lives


Post-its, notebooks, whiteboards, starred emails, and who knows what else. there are a million ways we inbound marketers keep track of all the things we need to do. But nothing ever seems to quite fit every project or situation. I, too, have gone through my fair share of tools to organize my work, but the tool I find myself continuing to go back to is the free app, Evernote. back up. I don't.

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Getting Sales to Accept More Qualified Leads


Would you like to reduce the number of qualified leads passed on by marketing that sales rejects? It’s a relatively easy disconnect to resolve. All it takes is marketing and sales collaborating around the definition of the various stages in the opportunity pipeline and a scoring methodology. If you want to get serious about opportunity management, just follow these three steps: 1. Define Each Stage in the Buying Pipeline. The best way to do this is to outline the customer buying process based on observable behaviors, then mapping these to the appropriate opportunity stage. Behaviors.

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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.

9 Questions You MUST Ask Before Hiring a Freelance Blogger


You know that blogging is indispensable for a successful inbound marketing strategy, but despite trying all the tricks of the blogging trade , you just can't find enough time to consistently blog at the frequency and quality level you need to stay ahead of your competitors. When other marketers in your shoes reach this point, there are a couple of routes they commonly take. The Basics.

Never Avoid the Opportunity to Get a No

Jill Konrath's Fresh Sales Strategies Blog

Today's article is by Andrea Waltz , co-author of Go for No! Yes is the Destination, No is How You Get There. She teaches salespeople how to remove the one major roadblock standing in their way to success -- how they respond to the word NO! _. We’ve all been taught and trained to operate in a world where yes equals success and no equals failure. It's NOT to avoid hearing “No.”

Sales Professionals: Our Future Looks Bright

Sales Prospecting Perspectives

I had the opportunity to visit Plymouth State University, my Alma mater last week to do some guest lecturing. I’ll admit I am a bit biased, but if the students at PSU are any indication of our future, we are in very good hands. The students I had the good fortune of meeting we’re a great group of brilliant and engaging young professionals.

Inbound Marketing Secret Ingredient of Effective Business PR

Tomorrow People

What has changed in PR? Once upon a time, PR for business used to be simply about gaining coverage in the local and national press. There’s no doubt that developing a credible and consistent profile for your brand is as important as ever. Or that gaining positive recognition within industry media channels is both highly valuable and highly desirable. Provides only a limited or one-off impact.

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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.

6 Things Your Home Page Must Do (to Keep from Sucking) | A Better User Experience

Content Marketing Today

Home pages. If you have a website, you have one of these bad boys. And no matter whether you’re selling real estate or racoon prevention (that’s really the entire spectrum there, right?) there are certain things that your home page MUST do if you hope to sell your product or service. Let’s break it down. The 6 Things Your Home Page Must Do. Needs to speak the users language. Needs to communicate who the customer is. Needs to communicate the core benefits. Needs to show passion for the product. Needs to build trust. Needs to push user into the sales funnel. Via

Blinded by Facebook


When big business leaders think about social media they tend to focus on three things: innovative technologies, marketing applications, and IPOs — the three factors that make Facebook and Twitter so hot. But if that’s the focus, it’s surely misplaced. Because it isn’t the social media per se that you should be attending to; it’s the media used by the people and organizations that care most about what you do. These “stakeholder media” aren’t always Facebook or Twitter. With my colleagues Luk N. – Blinded by Facebook by Mark Lee Hunter.

INFOGRAPHIC: Modes of Marketing

Client Bridge

From SearchEnabler, here's an infographic that weighs the merits of online vs. offline marketing for start-ups and small businesses. View Original Article

Social Media Agency Simply Zesty Creates Content in Balance

Social Media B2B

Irish social media agency Simply Zesty has made quite a name for themselves creating content and growing their social media footprint. They do this with a small staff, while serving blue chip clients like Sony and Volkswagen. When founder Lauren Fisher reached out to me to let me know they were acquired by UTV Media , I jumped at the chance to ask her about their content strategy.

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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.

Why Create Content Like a Publisher?


We are told, “think and create like a publisher.” ” (Pulizi, Meerman Scott, Albee) What does this really mean? Why is this necessary? Traditionally, business content creation occurred in a centralized, marketing directed, professional creation organization and process. Today, creation has disbursed to front line creators in the executive ranks, marketing, sales, and even channel and partner organizations. This creates new challenges and requirements. ” (IDG) How do people throughout your organization know what content to build next? Why it should be created?

SocialMediaB2B Founders to Speak at SXSW

Social Media B2B

The South by Southwest (SXSW) Interactive Conference in Austin Texas is one of the biggest web and social media conferences in the world with over 20,000 attendees expected. Kipp and I are super-excited that we are speaking at the event this year. We are doing a book reading session for The B2B Social Media Book on Sunday at 12:30 in the Austin Convention Center Ballroom G. This short session will be followed by a book signing at the SXSW Bookstore, right outside of Ballroom G. We would love to see you there, if you are in attendance at the show. Other B2B Sessions at SXSW.

Lead Nurturing and the Inside Sales / Telesales Role


We are working with several clients to help them improve their lead nurturing program to deliver a higher volume and quality of sales ready leads to the outside sales team. We have found a tendency on the part of Inside Sales to conduct their work from what I would term a traditional mindset. In many cases they are actively prospecting for new leads from an unqualified list. They may be qualifying, using a BANT process, opportunities that have been created through marketing programs — something one of my partners refers to as “waterboarding to BANT.”