May, 2009

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Lead Nurturing is Walking the Buying Path with Your Customers

markempa

A recent study of B-to-B buyers shows that sales people who become trusted advisors and understand the needs of economic buyers are 69% more likely to come away with a sale! That’s why forming a plan for lead nurturing is such an integral part of your lead generation process. I wrote an full article that outlines the basic steps to help you get started down the path of lead nurturing success , but here’s a quick synopsis: 1.

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New White Paper and Eloqua Prospect Profiler

Customer Experience Matrix

Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system. In honor of the event, they sponsored a white paper by Yours Truly on the general topic of, um, why it’s important to make it easier for salespeople to review prospect behaviors that are captured by the demand generation system.

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There Are No Secrets to Social Networking, SEO and Web Development

B2B Marketing Traction

Home. Services. Blog. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page.

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Kindle Marketing Lessons « The Effective Marketer

The Effective Marketer

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Kindle Marketing Lessons Amazon’s Kindle e-Book Reader Shows You What NOT To Do I love my Kindle. The one I have is the first generation and I have been using it for almost one year now. An avid reader, I’m always reading two or three books at the same time and the Kindle’s simplicity and storage capacity (hundreds of books!

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WorkCast's Ultimate Webinar Handbook 2024

Elevate your webinar game with WorkCast's Ultimate Webinar Handbook! Packed with insights from our seasoned webinar experts, this comprehensive guide is your go-to resource for mastering the art of B2B webinars. Learn the fundamentals, from defining webinars to exploring their benefits and diverse use cases. Discover the key elements of running a successful webinar, avoiding common mistakes, and making your sessions more engaging.

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SiriusDecisions' Joe Galvin on Sales & Marketing Trends In A 2.0 World

Smashmouth Marketing

Last fall at a NETSEA event, Joe Galvin , Vice President and Research Director for SiriusDecisions , was the speaker. His insight and knowledge regarding sales and marketing was deep. His speaking skills, btw, if you are ever looking for a good speaker, are phenomenal. We were talking last week and I asked him if he would put some thought to a few questions regarding sales and marketing alignment.

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Free inbound marketing training program to help you get ahead

markempa

If you are a marketing professional looking to gain new skills in this competitive workforce or a marketer between jobs check out the Inbound Marketing University’s marketing retraining program. I’ll lead one of ten webinar classes held during this free, week-long program June 15-19. All classes will be taught by industry experts with years of hands-on experience in the topics they will be discussing.

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More on the Future of Demand Generation Systems

Customer Experience Matrix

Summary: let's not forget that most companies are still not even doing simple demand generation. Systems for that might succeed even though advanced integration between sales and marketing is the long-run trend. And, my car hit a deer. I hit a deer last Thursday while driving to Boston for the Sales 2.0 conference. I'm treating the four hour delay that followed as field research into customer relationship management, which ranged from great (the family-run auto shop that towed my car and took me

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Can Twitters growth continue?

Buzz Marketing for Technology

The most recent numbers from Nielsen indicate that Twitter grew 1,382% year-over-year, registering a total of just more than 7 million unique visitors in the US. Not only is that huge growth in one year, but in one month like in January, Twitter.com clocked 4.5 million unique visitors in the US, meaning the service grew by more than 50 percent month-over-month.

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Webinar Presentations That Suck « The Effective Marketer

The Effective Marketer

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Webinar Presentations That Suck You are not even 3 minutes into the webinar and you know it: The presentation will suck. You roll your eyes and switch to your email while you wait for the presenter to appear alive, for the next slide to have something meaningful, for the pain to end… and wonder if you’re the only one wasting your time watching this session.

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The Top 3 Tips for Writing Successful White Papers

In the B2B marketing toolkit, white papers can be a powerful option for reaching decision-makers and experts, presenting them with interesting information that improves their perception of your organization's competence and thought leadership. That said, a poorly executed whitepaper will not only be unable to influence your desired audience but will also come with significant costs that other assets won't incur.

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SEO Industry Has Some Snake Oil, But Also Much Success

B2B Marketing Traction

Home. Services. Blog. About. Resources. Contact. Resources. B2B Marketing Articles. Marketing articles written by New Incite are organized under several categories, including Marketing Analysis and Planning, Branding/Collateral Materials, Web Sites/the Internet/Online Marketing, Marketing Organizational Development, and Results Tracking. B2B Marketing Glossary.

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What do CMOs and Sales 2.0 Junkies Have In Common?

Smashmouth Marketing

This past week I was lucky enough to attend both the CMO Club Summit in New York, and the Sales 2.0 Conference in Boston. There was a definite overlap of key discussion points that I believe is critical for all sales and marketing execs to consider. These are the areas that impact both the marketing discipline and the sales discipline, and where critical mass may be for your company's success.

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B2B Lead Generation Roundtable Group on LinkedIn

markempa

A few weeks ago I wrote a post called 5 steps for using LinkedIn as a lead generation tool and step number five was ‘create your own LinkedIn group and share relevant content.’. Well, last Thursday I launched the B2B Lead Gen Roundtable Group on LinkedIn. I wanted to create a group to discuss and share ideas that focus on the many aspects of B2B lead generation such as lead nurturing, lead management, teleprospecting and more.   I’m jazzed at how fast the group is growing and even more exc

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Eloqua Adds Free Implementation Offering

Customer Experience Matrix

On Monday, Eloqua announced a new free deployment service for its clients. This is part of a larger industry trend to offer free deployment. It follows last month’s free deployment offer from Eloqua reseller Pedowitz Group , which generated quite a bit of comment on this blog. The new service, called QuickStart, will also be delivered by Eloqua partners, giving them an opportunity to start a relationship that could lead to future paid business.

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21 Advanced ChatGPT Prompts To Take Your Social Media to the Next Level

Upgrade your social media game with our in-depth playbook: "21 advanced ChatGPT prompts for social media managers". These powerful prompts are tailored to supercharge your content creation, strategy development, and results analysis. Say goodbye to writer's block and hello to endless creativity as you effortlessly generate engaging posts, come up with original strategies, and optimize your social media performance - all in a fraction of the time.

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The first steps to take when your brand is in crisis

Chris Koch

I had a great conversation recently with two of ITSMA’s brand gurus, Geoff Dodds and Julie Schwartz. We put ourselves in a hypothetical situation that some of you may have faced for real: when something bad happens that involves your company–think Tylenol poisonings, accounting scandals, etc.–what do you do to protect the brand image you have spent years building up from crashing down around you?

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Why is measuring Lead Gen in Social Media so hard?

Buzz Marketing for Technology

This isn’t a new problem – how to measure lead generation from online activity is as old as the web itself. Not everyone had a shopping cart on their website year ago either, so ways of correlating offline business with online activity had to be devised. Take for example a car company – if you were browsing a new car on their website and then walked into a dealer to check it out – there was no way that the brand manager could know that or even judge the effectiveness of their web presence.

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Freelance Marketing Automation Consultant

LeadSloth

This week I’m finishing up my day job as Sr Marketing Manager at Backbase, and will be available full-time for Marketing Automation Consulting. If you have Marketing Automation challenges, I’d love to hear from you ( or toll-free 1-888-4A-SLOTH). I have hands-on experience with Marketo, Market2Lead, Pardot, Hubspot, Salesforce.com, DemandTools, various Email Service Providers, multiple CMSs (Wordpress, Drupal), and a range of other tools.

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CMO Cub Summit Tweets

Smashmouth Marketing

I'm at the CMO Club Summit for a couple days and the room is sharing the event with twitter hashtag #cmoclub. You can find a stream of the tweets on twitter search. I'll be writing a more detailed article later, but I wanted to share some tweets of value from the day thus far: jkrohrs : Actionable idea #6 for CMOs in down economy: "Outsource." More done with same $.

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What Questions Are Brands Asking About Their ESG Initiatives Ahead of 2024?

Temperatures are rising (and not just metaphorically) as key stakeholders anxiously anticipate the outcomes of COP28. While companies reconsider their 2024 environmental sustainability strategies, there is another aspect of ESG that deserves exploring, the social sector. In the latest edition of "Navigating ESG Comms Through the Cosmos - Sagittarius Edition", 3BL hones in on this sign’s bold quality of asking questions others are burning to know the answers to.

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Using Kaizen to improve your lead generation results in 90 days or less

markempa

B2B companies need a systematic approach to lead generation, yet, I’m constantly surprised to find that most do not have one. Michael Webb, President of Sales Performance Consultants , and I met a few years back when I began writing my book and he was working on his. Over time, we came to realize that our approaches to designing and implementing lead generation process were complimentary.

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Demand Generation Deployment Survey: Preparation Saves Two Months

Customer Experience Matrix

Summary: My survey of demand generation deployments found that some companies deploy many features immediately, while others take two or three months to reach the same stage. A fast start depends on ample preparation. A white paper on the Raab Guide site explores the results in detail. ** I finished my detailed analysis of the demand generation deployment survey results yesterday and posted it to the resource library of the Raab Guide site.

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Salesforce.com Webinar Invitation Gets It Right

The Point

There are many things that work well in the Webinar invitation below from Salesforce.com, but one of my favorite elements is the smallest: the link at the top left corner that reads: “View on a PDA.” Click and you’re linked to a hosted, plain text, narrow-column version of the same message. In a [.]. Tags: B2B Marketing E-mail Event Promotion Webinar Invitations Webinars email design email marketing web seminar invitations Web seminars.

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Praise the Lord and pass the tweets!

Chris Koch

I’ve done enough presentations about web 2.0 to see that the sessions tend to fall into one of two categories: revival meeting or therapy session. This week, I experienced both. Most of my web 2.0 sessions are with marketers from big B2B technology companies and I often experience deep cynicism, even anger, from people who question whether web 2.0 has any value for marketing.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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You can’t Restructure your Way to Transformation

Buzz Marketing for Technology

Takeaways on a speech by Dr Vijay Govindarajan speaker at the World Innovation Forum. When you visualize your strategic plans visualize your plans in 3 boxes: Box 1 - Managing the Present Box 2 - Forgetting the Past Box 3 - Creating the Future Most organizations over focus on Box 1! And strategy is really about Box 2 and Box 3. Strategy is about creating leadership in the year 2030.

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Sales 2.0 Panelist Trish Bertuzzi Talks about Insourced vs. Outsourced Inside Sales

Smashmouth Marketing

I've known Trish Bertuzzi for years and always find her one of the most knowledgeable experts on inside sales there is. Trish is President of The Bridge Group. She founded The Bridge Group with a mission to help technology companies build highly successful inside sales teams. She writes for the Inside Sales Experts Blog. I'm looking forward to hearing Trish speak this Thursday at the Sales 2.0 Conference in Boston.

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Webinar on Integrating Online and Offline Strategies

markempa

Addressing risk has always been a factor in the B2B complex sale. But research shows that risk must be better addressed by marketers and sellers because it's a primary motivator in many B2B purchase decisions. So how do adjust your lead generation tactics, your marketing messaging and sales presentations to address risk?  I’m thrilled to be a special guest for Enquiro’s B2B Expert Series, Integrating Online and Offline Strategies on Monday, May 11th at 1:00 PM CDT.

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Less is More when you Pitch

B2B Marketing Traction

Home. Services. Blog. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page.

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Lets Get Physical: How to Blend Direct Mail Marketing with Your Digital Strategy

Speaker: Akeel Jabber, B2B SaaS Investor and Growth Marketer at Horizen Capital

⭐ Are you ready to boost campaign success? Consider the untapped potential of integrating direct mail marketing seamlessly with digital marketing strategies. Combining the physical, tangible impact of direct mail with the dynamic reach of digital marketing can be a game-changer, significantly increasing your ROI when done right. Direct mail grabs attention, making it great for reaching your target audience 📩 Digital marketing keeps the momentum going, driving action 📲 So.

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How Often Should I Email My Database?

The Point

A client writes: “What’s best practice in terms of how many times per month you hit each key contact in your database?” This is becoming a common question, driven in part by the trend in B2B towards more proactive lead nurturing and the rapid adoption of marketing automation systems. Suddenly, companies have the tools at [.]. Tags: Blogs Database Marketing E-mail Installed Base Marketing Lead Management Lead Nurturing Marketing Automation e-newsletters.

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Want to get along better with sales? Find a way to work together.

Chris Koch

Right now, it seems that the gap between sales and marketing is mostly papered over with technology. For example, the trend towards creating a closed-loop lead generation and nurturing process between marketing and sales is a positive step, but it seems like a bridge across the chasm rather than a true route to collaboration. Sales and marketing create a shared definition of a sales-ready lead, implement software to track leads from marketing to sales and back to marketing, and then go back to d

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Connecting to customers using emotion

Buzz Marketing for Technology

A case study on how GlaxoSmithKline is building an emotional strategy in its business GSK was represented by Donna J Sturgess at the World Innovation Forum Now more than ever before emotion is saturating buying decisions and marketing needs to tap into this and use new ways to research and connect with customers. A recent study determined: 15% of decision making is rational 85 % of decision making is emotional Another Harvard study said that only 5% is rational.