October, 2009

Trending Sources

5 Secrets of Creating Successful Marketing One-Sheets

B2B Marketing Traction

Tweet. One of the networks I belong to, ProVisors , advocates the use of one-sheets or one-pagers that describe each member’s differentiators and the benefits of the service(s) they provide. See samples at the end of this post.) These one-sheets are important, because in each ProVisors meeting there are about thirty different service providers giving their elevator pitch to the group. The Grabber.

CPA 49

Why Are Marketing Automation Managers So Hard to Find?


Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only  2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators. But – if you decide to hire a Marketing Automation manager – what should you look for, and where do you find them? New technology requires people with a new set of skills, nothing new about that. But that’s for web analysts.

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.

Podcast: Why sellers don’t have the right tools to help buyers buy

B2B Lead Generation Blog

A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that gets a lot of feathers ruffled. However, this is one question that Sharon Drew Morgen isn’t afraid to tackle. spoke with Morgen recently to ask her about her take on the question and her new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it. Basically: How do we convert leads to sales?

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

Developing your Go/No-Go decision tree

Confluent Forms

The situation: A potentially juicy RFP falls into your lap. You try not to get too excited because you know that creating a winning proposal can be an expensive and time-consuming affair. Before you get invested in the project proposal you want to determine whether this is, in fact, a worthwhile project for you to chase, or one that you should pass. Companies should always be taking a hard look and evaluating their leads as a way of increasing their win percentage and return on investment (proposal writing), but this is especially important in today's tough economic environment.

RFP 24

Prospecting with LinkedIn: a how-to for B2Bs

EMagine B2B Blog

In any number of recent posts, we’ve always included LinkedIn in our Holy Trinity of B2B-useful social-media networks. Recently, Dianna Huff took another look at LinkedIn in her guest-post for Savvy B2B Marketing and concluded:  “In the last year or so, LinkedIn has significantly increased its functionality – making the business networking site a great way [.].

Is Social Media Wasted on PR Agencies?

The Point

First, let’s get this out of the way: I know some very smart people in the PR field. Yes, some of my best friends are PR people. But good grief. I’m ready to conclude that many PR agencies don’t really get it when it comes to social media. Either that, or they’re just choosing to frame the discussion in such a way as to greatly limit the potential of their clients’ social media initiatives. Recently I was made privy to a social media plan authored by a client’s PR agency. The stated objectives of said plan were: * increase awareness amongst bloggers, influencers and prospects. All true.

Interviews and Content Marketing - Ambal Balakrishnan

B2B Marketing Zone Posts

Ambal Balakrishnan and I have been having some interesting conversations around her interview series and how it relates to B2B Marketing , visible networking and Browse My Stuff.  Her recent post: Aggregating the Best Content in B2B Marketing covers a lot of ground on aggregation especially as it relates to B2B Marketing.  Some other bits of background about Ambal: Ambal’s book “Content Marketing Tweets: Bite sized tips on creating compelling content your customers and prospects will love&# will be published in late 2009. of Penn. She lives with her family in Silicon Valley.

Use Social Media to spot issues before they hit the Contact Center!

Buzz Marketing for Technology

Firey laptop batteries, defective chips, tainted foods, toothpaste that stains teeth – these are just some real examples of issues that struck companies recently that might have been headed off at the pass by Social Media. When you have an issue these days – what’s the first place you go for more information? Conversely most people don’t just pick up the phone and call a company anymore.

Spot 13

Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation Blog

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. In fact, in a recent lead generation poll I conducted through my LinkedIn group, I found that converting leads to pipeline revenue was the biggest challenge for marketers. The key is to look back at your past marketing activities to find the gold that’s been lost in the Sales and Marketing pipelines.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

Lead Generation Tip - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.

Got Content? 10 Steps to Repurpose Your Best B2B Assets

Savvy B2B Marketing

Do you have great content that is buried on your blog? Or maybe you have older content that is still very relevant but you're not quite sure how to use it in your marketing campaign? If you are looking for a way to highlight your best content, think about developing a series of emails on a targeted topic. You have multiple touch points with a client over a period of time. Step 1: Select your topic.

How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

Are any of you out there new fathers? How about new parents? I’m still getting the hang of holding my 2 month old son while I check my emails or read a book. I’m getting much better at this juggling act and on some of those nights when he stays up I’ ve been able to generate some blog post ideas – I just didn ’t have the two hands needed to type until now. :) So here we are. 20 Formats to Consider.

B2B 9

Evaluating Marketing Automation/CRM Integration

Digital Body Language

In a recent post, we talked about the three key elements in the Marketing Automation/CRM integration stack ; data, activity, and process. This gives a good sense of the key elements that need to be integrated in order to have a seamless flow of the business process between marketing and sales. The way to think about this is a 2X2 matrix. The second method, however, is a more passive approach.


Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Here's what we learned.

Interview with Leading Sales Expert: Jim Keenan

Buzz Marketing for Technology

1) Why do you think it so hard for marketers to tune into what is effective at the sales level? Marketing is “passive selling”. think the problem is execution and rests in two places. The first is with corporate structure. Companies can do a better job at integrating the two functions. Marketing and Sales need to be tightly integrated with the same incentive and management plans. No one is coming.

Why marketers must become the new publishers

Chris Koch

One of the great trends were seeing at ITSMA is increased automation of the lead process. It’s great because the software acts as a battering ram for alignment between marketing and sales. But this trend has an unintended side effect: it exposes our content development processes (or lack thereof). If we now have a system measuring how long it takes marketing to nurture a lead until it is sales ready, we will now also have a measure of whether the nurturing period increases or decreases over time. We accomplish this feat through content. Improvement through relevance. Research the reader.

Lead Generation Tip - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.

Stats 11

WTF, B2B? Lighten up already! 7 Examples of Humorous B2B

Savvy B2B Marketing

Life is not meant to be that hard, and neither is marketing. Every once in a while, a swift kick in the pants is just what the doctor ordered to remind us not to take ourselves quite so goddamn seriously. As Brandan Gill wisely observed, "Not a shred of evidence exists in favor of the idea that life is serious." They even come with emotions, and - most importantly - a sense of humor.

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

Finally! A B2B social media success story

grow - Practical Marketing Solutions

At long last, I bring to you my valued {grow} folks, a true B2B social media success story that can really be measured by MONEY.  I believe this is the only one in the world.  ; )  And it is GENIUS! Best of all, the success comes from one of our very own {grow}-er’s, Nathan Dube aka @DubiousMonk, a frequent comment contributor. The submissions can be found here and they are hilarious. 

Creating Consistent Content - A Content Marketing Plan

Junta 42

The following is a guest post courtesy of Russell Sparkman from Fusionspark Media , a new media communications company based in Washington state. I've had the pleasure of working with Russell on a number of projects, most recently their amazingly successful New Media 2012 conference. As you will learn from Russell's post, he's advocating a content marketing schedule that is quite ambitious, challenging for most companies. We believe this sort of thinking is not just nice to do, but necessary to the overall business and marketing strategy. Check it out and let me know what you think.

Top-of-Funnel Analysis - Net New Names, Inactive Leads, and Reactivated Interest

Digital Body Language

Analyzing marketing actions at the top of the funnel has some interesting nuances. This is a direct result of the fact that having a contact’s name within your marketing database does not in any way imply interest. In looking at the top of the funnel, it is critical to be able to carve out these “inactive names” from the rest.

Is Content Marketing the New PR?


Today my  article on Content Marketing was published on the Genius.com blog, and I wondered whether I could visualize how Content Marketing is different from traditional public relations and advertising. came up with two low-fi sketches. I’m interested to hear your opinion on these visualizations. The OLD Situation. This is blasted out to a mass audience. The NEW Situation. Black and White.

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

B2B Demand Gen Letter to Google: Real Time Search

Smashmouth Marketing

If someone has already written about this, forgive me. But twice in the past few weeks the discussion of real time search came up and how it might touch b2b demand gen. Today, unless someone is searching in multiple places -- Google, Twitter Search, Facebook Search and others -- they will never find the trending topics that people are talking about. Personally, I'll love it.

Why Social Strategies are Difficult for Agencies to execute?

Buzz Marketing for Technology

Many agencies today are offering Social Media services (if they aren’t they need to). But for many of them it is often hard to architect the strategy since so much of the knowledge of ‘who to go to’ for ‘what type of Social Media conversation’ is very internal knowledge. Agencies have to get internally savvy fast to navigate the waters of an organization and this typically doesn’t happen overnight.

Is Your B2B Website Inspiring Trust?

Savvy B2B Marketing

I've been doing a number of competitive analyses for clients, which means I've been spending a lot of time looking at websites. As I discern the the basics about each company, I also realize that, for right or wrong, I make quick judgments regarding how formidable a competitor each company is. Here are the things that make an impact on me. Is the website professionally designed?


Media Change, Behavior Change - A Must See Video

Junta 42

If you are interested in how our media behavior has changed and will change in the future, take two minutes and watch this video. Thanks to Kevin Lund for passing this on. btw, great example of how to promote a conference

Marketing Optimization Toolkit: The Science behind Marketing Analytics

Marketers are well-versed in the art and science of optimization.

Relationships Salespeople's Biggest Competitor

Digital Body Language

Truly great sales skills are both rare, and genuinely valuable in the overall revenue creation process. The art of understanding the people, politics, and pains within an organization, and positioning your offering in such a way to navigate through to a closed deal is difficult and needed. Google. Only by providing that valuable insight do you earn the right to their time and consideration.

Marketing and Public Relations – Nothing but lies?

PR Meets Marketing

Note:  This past year has been one of reflection regarding family, friends and career, especially in light of what happened earlier this year. This will be one of many posts regarding various topics that I’ve mulled over from time to time through the year. Thank you in advance for your support and comments as I explore these topics.  . When he tells me this, I am completely offended.

Home Pages: Treat Them As The Ultimate Landing Page

Smashmouth Marketing

Whenever I get a new lead from a prospective company, I always check its web site to see if it looks like a good fit. good deal of the time I'm unimpressed with what I see. The home pages are cluttered, not structured for a quick read, and no actions are suggested. Isn't a home page the ultimate landing page? We all put a great deal of effort into landing pages. Here are two great examples.

Want proof that the C-suite is into social media? Here it is.

Chris Koch

There are two rivers of content at conferences. One is the river of planned content—the conference theme, the presentations, etc.; the other is the river of conversation that flows through the event at breaks, meals and receptions. This is where you get the dope on the shared challenges of the attendees. We just wrapped up our ITSMA Annual Marketing Conference this week and the strongest current driving the river of conversation was social media. Specifically, frustration over how to use social media to reach the C-suite. CEOs Use Social Media More than Other Buyers. What do you think?

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

25 LinkedIn Etiquette Tips to Ponder – Revisiting “What is Your Favorite LinkedIn Pet Peeve?”

WindMill Networking

Image by Ann Douglas via Flickr We need to start watching our manners on LinkedIn. There are a lot of people who are getting perturbed by the actions of some of us LinkedIn users. You may not be guilty of “poor etiquette,&# but keep reading to make sure! A few months ago I blogged about what my [.] Related posts: LinkedIn Group Etiquette: What are the Rules? have seen a growing interest in LinkedIn Groups from. What is Your Favorite LinkedIn Pet Peeve? We wake up and visit LinkedIn after booting up our. How to REALLY Get More from LinkedIn Groups?

Who's Outsourcing Content? - A Junta42 Annual Report

Junta 42

We just delivered the Junta42 annual report email to the Junta42 content marketing vendors and I thought I would share it with the community. As you'll see in the email, these are high-level numbers.    Over the next few weeks, we'll be putting together a "State of Content Marketing Outsourcing" (better title to come) that will take the mounds of data we have on content marketing projects and put it together in a handy report.  It's people like yourself that have made our little experiment a content marketing success.   Project Statistics. Home Depot.

A Financial Pro Charts the Way to a Great Online Business Presence

Content Marketing Today

Dean Piccirillo Makes a One-Person Blog-powered Website Look like a Major Corporate Presence Online. Building a solid business blog-powered website is challenging for all of us. But it’s even more difficult for anyone who lives in the financial services universe. Even more impressive is the quality of his own site’s design which manages to be simultaneously newsy and professional.

Sales 2.0 and Social Media: Thought Leadership with Anneke Seley

Modern B2B Marketing

What can Sales 2.0 do to improve your sales success?  Anneke Seley, Author and CEO, shares some of her thoughts about using social media in our newest B2B Marketing thought leader interview.  Anneke was the twelfth employee at Oracle and the designer of OracleDirect, the company’s revolutionary inside sales operation.  She is currently the CEO and founder of Phone Works, a sales strategy and implementation consultancy that has helped over 350 large and small businesses across industries increase sales productivity and results.  Anneke is also the coauthor of a new book, Sales 2.0: Sales 2.0

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.

MarketingProfs Digital Mixer: Top 20 Tweets #mpdm

Smashmouth Marketing

MarketingProfs Digital Mixer kicked off yesterday with some great speakers. unfortunately was not able to attend, but thanks to our buddy's at Hubspot , I was able to watch the live video stream--and thanks to twitter, I was able to capture tons of great data. Here are my top 20: MattTGrant : Recap of Sesh on Webinars and Lead Gen at. mpdm if you missed it - enjoy - - [link]. MikeBarzacchini : "Viral video (and social media) is. like ROI: both can only be determined after the fact.". jaybaer : RT @jaygleaton : Assume. the top of the page. andrewspoeth : @britopian mentioned. mpdm [Yaaay!].