October, 2009

Trending Sources

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.

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.

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.

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.

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Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

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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?

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.

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.

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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 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.

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. 

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

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.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

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.

The Doing-Not-Doing Matrix


I was recently invited to a talk by Phil Styrlund about adding value to B2B relationships, sponsored by Vistage. Almost as an aside, Phil mentioned this matrix, which I quickly scribbled on my napkin. I don’t remember what he called it, or if he had a name for it — so I’m calling it the Doing-Not-Doing matrix. How the Doing-Not-Doing matrix works. Important things you are doing.

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.

Three reasons why Microsoft is cool again

grow - Practical Marketing Solutions

One of the points that differentiates me from other bloggers:  I’m old enough to remember when Microsoft was cool. They were the college drop-out geeks who conquered the world.  Then David turned into Goliath. And nobody likes Goliath. But I just get this sense that Microsoft is recaputuring its mojo. Let’s They would not fix my product and would not even recommend somebody who could. 

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

Be the Pig!

Phoenix Rising

Changing the Game can save our butts. This little pig Changed  the Game on the Queen of the jungle.    The result was, well - see for yourself. How often do you change the game? The world changes all around us, every day. Sometimes opportunities to change our business game come with new and shiny products, markets, customers and a happy fanfare. Click here   to register. 

Savvy Week in Review - October 30

Savvy B2B Marketing

Did we scare you? No worries - nothing but treats here at the Savvy Week in Review. The Halloween holiday may be upon us, but our B2B community is still cranking out the good stuff. Enjoy, but don't over indulge! ;) The Savvy Sisters How to Craft an 'About' Page: 5 Keys to Telling Your Story - by @patsiblogsquad Your About Us page is one of the most visited pages on websites. Couldn't agree more.

Service Economics in a "Something Failed to Go Right" World

Digital Body Language

I don’t think I’ve been to a conference lately that didn’t have a mention of Twitter and its effect on service teams everywhere. What I mean is, the idea that Twitter and social media can, and should, be used to enhance our service offerings will almost certainly fail if we just think of it as a service team challenge. Let’s look at the math. Where will this budget come from?

ClickInsights: Aggregating the Best Content in B2B Marketing

Connect the Docs

The pace at which content is being added to the web has increased dramatically and so has the value of aggregating the best. How will the content aggregation landscape change in the next few years? What will the impact on content aggregation be as the semantic web starts to really take off? We have invited Tony Karrer to share his insights on content aggregation. and Ph.D. in Computer Science.

The Ultimate Guide to Content Experience

The process of content marketing has typically been defined by a three-pillar system that consists of “Creation”, “Distribution”, and “Insights”. However, this system neglects to include the significant fourth pillar of content marketing: Experience.

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.

Postcard Marketing: budget benchmark


A remodeler recently asked me the following question: “How much would it cost to send the same postcard to my list of 4000 contacts and prospects, four times?&#. The answer was about $2.00 per contact, or 50-60 cents per postcard. That would be enough to cover creative, printing, mailing, and postage. But not photography or custom illustration.). “That’s $8000,&# he said.

Be the Pig!

Phoenix Rising

Changing the Game can save our butts. This little pig Changed  the Game on the Queen of the jungle.    The result was, well - see for yourself. How often do you change the game? The world changes all around us, every day. Sometimes opportunities to change our business game come with new and shiny products, markets, customers and a happy fanfare. Click here   to register. 

Food for thought - on a scale of 1 to 10 - how do you feel?

Savvy B2B Marketing

Last night I was talking with the young cashier who was ringing up my items at the store. How are you this evening, he asked me. Very well, and how are you? replied. He looked at me and asked if I wanted his answer on a scale of 1 to 10 or in words. hesitated while I thought about the options. Really? also wouldn’t have been able to see his wit and enthusiasm. Take a chance.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.

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.


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.

Spend More Time Planning your Content Strategy!

Buzz Marketing for Technology

Because of my new book, Facebook Marketing for Dummies (Wiley), which is launching next week - I have been getting a lot of emails and questions from my readers that are very focused on launching their Facebook and Twitter presence. But what scares me even more than that is the seemingly singleminded focus on the launch of these mediums rather than conversational aspect.

ClickLaunch: Connect Direct's High-Tech Direct Marketing Handbook

Connect the Docs

ClickLaunch is ClickDocument's platform for launching new and exciting eBooks, books and white papers. We feature top notch industry experts and thought leaders and get an exclusive insider view into their latest creation. T he High-Tech Direct Marketing Handbook is packed with 65 tips and techniques on demand generation strategy. We have invited Howard J. Howard J. Howard J. Sewell. Howard J.

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.