Sat.Jan 03, 2009 - Fri.Jan 09, 2009

Trending Sources

The Sin of Inclusion

Buzz Marketing for Technology

The IT Services Marketing Association (ITSMA) recently did an interview with Malcolm Frank the Senior Vice President, Chief Strategy Officer and Chief Marketing Officer for Cognizant. In the interview Malcolm talked about 5 messaging traps that IT Marketers tend to fall into. Check out what Malcolm has to say about it and the synergistic mulitpolar world that we live in!

Doctors’ Grades Help Patients Decide on Healthcare

Marketing Edge

Time 20:53. As more consumers use the web to research their medical needs and choices, the greater the demand for some type of performance metrics in healthcare delivery. This dynamic taking place in healthcare is causing greater competition among providers, and more healthcare marketers to look for ways to tell their story. Other physician rating sites include Find a Doc , Vitals , and RateMDs.

Does the Younger Generation Listen to Green Issues?

Smashmouth Marketing

So back in November I posted a couple articles about Apples and Oranges and how the industrialized US agriculture market has warped our natural foods. Then earlier today I got an email from my sister with the following picture of Ben showing me their version of the bionic orange versus the normal orange. Did they understand the ecology issues? Maybe not. But something stuck.

My book is now available on Kindle

B2B Lead Generation Blog

I just heard that Lead Generation for the Complex Sale is now available on Kindle. It joins more than 200,000 books available via this service. Here’s an overview of Kindle: Kindle is a portable reading device from that allows you to download books, blogs, magazines, and newspapers in less than a minute. It’s a wireless device, so there’s no PC and no syncing required.

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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Sourcefire's Open Source Marketing Ecosystem

Digital Body Language

One of the great things about writing a book is that you have so many great conversations with leaders in the field. Chatting with Michele Perry and Karin Pindle, at Sourcefire was definitely one of those conversations. They have an interesting challenge as marketers; too many leads. Their open source product, SNORT, is wildly popular in the security space, and leads to large numbers of downloads. The marketing team's challenge, however, is to translate that interest into purchases of their commercial product, Sourcefire 3D.

Survey says. Marketers are tired of Web 2.0!!

Buzz Marketing for Technology

In a recent survey conducted online among the members of MENG (Marketing Executive Networking Group). All 1,800+ active members of MENG were emailed on November 15, 2008 and asked to complete an online survey. The Survey was closed on December 2, 2008 with a total of 643 responses (representing a 36% response rate). was cited most frequently. In addition, many terms related to Web 2.0 Web 2.0

Marketing Edge

Marketing Edge

time 20:53. as more consumers use the web to research their medical needs and choices, the greater the demand for some type of performance metrics in healthcare delivery. this dynamic taking place in healthcare is causing greater

Company-Level Data in Demand Generation Systems

Customer Experience Matrix

I had an interesting email conversation last month with a Raab Guide buyer about the nuances of company-level data management in demand generation systems. He started from the perfectly reasonable premise that the demand generation system should give an overview of activity for all leads associated with a given company. This is a topic we do cover in the Guide, but not in the detail he needed. The conversation has sharpened my own thinking on the subject and prompted a couple of conversations with vendors. think it’s worth discussing here in some detail. So far so good.

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.

Enabling Sales to Thrive - 6 Things B2B Marketers Can Do

Digital Body Language

In looking at a lot of blog posts and comments from luminaries around the space, there seems to be a lot of agreement on a few of the current trends in B2B marketing. would summarize one of the main themes as "The buyers are in control, and the best way to connect with them is to provide great content, relevant at any key part of the buying process, make this content discoverable, use it to nurture their interest over time, and then understand who is ready to buy by understanding their activity." But that leaves an interesting question. Only the breadth and depth of the challenge differs.

B2B 2

Why Meetings Still Matter

PR Meets Marketing

John Baldoni’s article in Harvard Business Publishing highlights why meetings still matter, and maybe even more so during the downturn. His last paragraph resonated with me: Tough times are a great time to renew trust. When customers and employees see the leadership team standing front and center and delivering the message, it demonstrates that that management cares about them and considers them essential to weathering the storm. Cancelling such meetings, except when there are no other alternatives, sends the message that employees and even vendors and customers are expendable.

Market Research, Freakonomics and the Butterfly Effect

Smashmouth Marketing

Do you trust the statistics you use when you are making marketing decisions? Yahoo recently published a research study claiming that "77% of consumers identify themselves as green". They go on to state that "23% claim to be deeply committed to environmental issues", and that "71% have an interest in purchasing an environmentally sound car." And, that "72 percent saying they get (green) information in traditional media and 68 percent citing online," and tout portals as still being strong sources of information (of course). Could this possibly be tainted NOT to represent consumers as a whole?

Raab Marketing Automation Webinar on January 14

Customer Experience Matrix

Just a brief note to let you know that I'll be giving a Webinar on "How to Get the Most Value from Your Marketing Automation System" on Wednesday, January 14 at 4 p.m. Eastern / 1 p.m. Pacific. You can register at [link] This is part of a two-day Marketing Automation Summit organized by BrightTALK , a vendor of webcasting technology that sponsors channels of specialized content, as well as running regular online conferences. Whether their conferences are simply a way to promote this or have another revenue stream attached, I don't know. Eastern / 4 p.m. Pacific on the 13th

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.

Kadient: Blogging About Internal Processes Connects With Buyers

Digital Body Language

Transparency is a great approach to marketing, even when you might think that the internal workings of your organization might not be of any interest to your audience. Heather Stokes and Heather Margolis at Kadient found this out when leading bloggers took note of their internal efforts to develop user personas. The effort resulted in traffic to the Kadient site and an increase in credibility for their products and company. As with many investments of this nature though, it can be hard to measure the economic return. What are your thoughts as B2B marketers? Have you measured them successfully?

marketing action plans

The Effective Marketer

effective marketer principle 3: develop action plans. now that you have identified the most important thing to be done now and making sure it will contribute to the company's goals (see previous post), is time to develop action plans

First Appointment = First Date

Smashmouth Marketing

We get asked all the time, "how good will the appointments you set for us be?" It's a good question and the answer relies on many variables. One thing for b2b sales execs to remember though is that an introductory appointment , as long as it's with the right person at the right company, is exactly that, it's an introductory appointment. Some will be good, some will be great, every once in a while there will be a complete dud. tell them to treat the first meeting as if it were a first date, and make the goal of that first date to be a second date (if there is a mutual fit). That's your goal.

Avoiding Cost Cutting Mistakes


There is much written and taught about how to build your business. But what are you to do when you need to cut back? I've witnessed many a firm laying off staff and cutting expenses over the years. I've had to let people go in an economic downturn, and I've been one of the ones shown the door. suppose that's understandable. We don't get much practice at it, fortunately. Think strategically.

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.

Mobile Codes and B2B

B2B Marketing Confidential

Over the past decade, I've been involved with many projects to de-tangle digital marketing for big companies. Big companies want to know what's out there in the digital landscape, and how it all fits together

B2B 1

8 principles of effective managers

The Effective Marketer

peter drucker fans will recognize the subtitle of my blog “effectiveness is a discipline and it can be learned” as one of his famous quotes, and this pretty much sums up my thoughts on it. anyone can learn how to become more effective


Best of 2008: SEO Guidance, Part 1


Welcome to the first post in the official Best of 2008 series, which will summarize and link to some of the best blog posts and online articles about SEO, social media, online marketing strategy and more. Matt Cutts Translated: 8 SEO Tips I Heard Him Tell Eric Enge by SEOmoz SEO expert Brent D. Payne summarizes nuggets of SEO knowledge gleaned from an interview Eric Enge did with Matt Cutts.


Lessons From Bob


This morning I received word that my former boss, mentor, and friend Bob Dunlap has died. He was the founder and former CEO of RETEC , one of the best environmental consulting firms in the business during his tenure. Under his leadership, RETEC enjoyed unparalleled success. Plus it was a truly special place to work. spent 10 great years there. He taught me much about leadership and business.

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.

Thoughts on and Definition of Inbound Marketing (Listening)

B2B Marketing Confidential

Marketing is a word that has lost its meaning, and marketing is a discipline that has lost its way. When I say marketing to most people on the street, the first words that are mentioned are overwhelmingly negative

new year's resolution: share ideas

The Effective Marketer

new year's resolution: start a blog to share ideas to improve the effectiveness of marketing managers around the globe


Don't They Know Who You Are? Why Reputation Management is Critical


In the old days—like, six or seven years ago—if someone had a bad experience with a company, he or she generally vented about it to a few friends and that was the end of it. The emergence of social media changed all that of course, so now that person can vent online to, essentially, the entire world. Another executive acquaintance has things a bit worse. Buy if it is available.

Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with Aaron Ross, formerly with and founder of PebbleStorm:CEOFlow. I've long been a fan of his blog Build a Sales Machine and I learn something new every time we interact. 1. Tell us a little bit about how you got into marketing, and what you like most about it. Getting into lead generation was an accident. Back in 1999-2001, I was CEO of an internet company. I had more ego than understanding about lead generation and professional selling. It's funny how life takes you places you never expected to go!

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.

The Power of Yous

Confluent Forms

A week or so I was reading the discussions under a group I belong to on one of my favorite business portals, LinkedIn , and I came across a post by a man named Al Walsh. His discussion was about his series of blogs "aimed at start-up to mid-market businesses"; I of course asked him for a mention in his blogs about the RFP Database since I feel it's a service that every startup and mid-market business should know about as a destination for getting competitive bids and new project leads. His reply: Okay David, you're in. call it "the Power of Yous". The moral of the story?


what is an effective marketer?

The Effective Marketer

according to, the word effective means “adequate to accomplish a purpose; producing the intended or expected result”. an effective marketer, therefore, is someone who can accomplish his/her goals and produce the results

6 Internet Marketing Articles You Really Ought to Read

My Travels on the Net

These are all article I wish I’d written but definitely don’t have the hundreds of hours necessary to do it. 12 Different Types of Links and How To Get Them by Todd Malicoat “What is a backlink?” is one of the top five most frequently asked questions I get from clients and colleagues. My short answer is that a backlink is a link from another website or blog to your website. It’s like a vote of popularity for your website and backlinks are a crucial but often ignored aspect of improving your website’s rankings. It will definitely help improve the conversion rate of your website.

Unleash Your House Database with Lead Nurturing

Modern B2B Marketing

Five Tips for Effective Lead Nurturing. Like most companies, you have probably built a significant database of prospective customers. It’s not uncommon to have 100,000s of contacts, or even millions, in a B2B company’s contact database. That database is a significant asset that gets undervalued at most companies. Think about it: if your average cost per new contact is even just $20 (a low assumption) and you have a modest database of 250,000 contacts, then your house database is a $5 million asset. Do you treat as such? How many other assets of that size do you have in your company?

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.