Sat.Mar 27, 2010 - Fri.Apr 02, 2010

Trending Sources

Using Content to Build Trust in B2B Marketing

Buzz Marketing for Technology

In the recent Edelman Trust Barometer report they detail out how trust is rebounding in a handful of Western countries especially in the United States where trust in business jumped 18 points to 54 percent. Which was an interesting statistic no doubt for many of us in business today. To me this is the story for any content marketer like myself. Tweet This! Share this on Facebook. Digg this!

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The silent majority: Why people don’t comment on your blog

grow - Practical Marketing Solutions

“Why don’t I get comments on my blog?&#. Brian O’Kane and I had a lengthy Skype call on a range of topics, including the fact that most people just don’t feel comfortable commenting … on anything. “Conventional businesses have no way of knowing how many engaged customers they have,&# he said. Engagement outside of the blog. Emotional connection without sharing.

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The Dos and Don'ts of B2B Content Reuse

Savvy B2B Marketing

One trend in B2B marketing is repurposing content. For instance, you can make your eBook into a podcast, a series of blog posts, an article, etc. Content reuse is a great idea because effective content is time-consuming to produce, and you want to extend its reach as much as possible. some people prefer tex while others prefer audio or video). again and again. That's not going to be very compellig.

The real reason why Telemarketing is coming out on top

B2B Marketing Online

Guest blog by Geoff Thomas, managing director, Integrity Business Connections. What’s the real reason telemarketing, or appointment arranging, works? Here’s the intellectual reason. During the recession I’ve noticed some companies have been forced to find another angle to reach their audience and gain new business. Direct marketing has been pushed down the list because of cost, public relations has also been dropped as there was no guarantee that the business would see an instant ROI. So what marketing campaigns are worth pursuing? Building trust has got to be top of the list.

150 Content Marketing Tips

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

Generating a Buyer Persona with Facebook Advertising

Buzz Marketing for Technology

I am a big fan of David Meerman Scott’s work and I am in the middle of re-reading his book the New Rules of Marketing and PR 2nd edition ! In the book he stresses the importance of having a “buyer persona” and his definition a buyer persona is a “distinct group of potential customers expressed as an archetypal person whom you want your marketing to reach”. Not any more …. How … Facebook! Digg this!

How to build emotional engagement in B2B marketing

Chris Koch

I got a really interesting question last week through my Skribit box: How do you use emotional engagement when talking about dry technology? This may be the ultimate question in B2B, especially as we struggle to integrate social media into the overall marketing mix. Most of the things we sell are about as emotive as army ants. Where are thepeople and the stories? It’s the same in B2B. Respect.

The Next Transition in Communication

Digital Body Language

Over time, the way in which communication happens has gone through some very interesting transitions. Each of them resulted in profound changes in information flow, and with that, significant changes in the discipline of marketing. We’re about to see the evolution of a fifth form of communication, and it will have an equally interesting effect on our lives. 1. Conversation Discovery So what's next?

Social Media is Simpler Than You Think

Webbiquity

With the tidal wave of how-to articles , jargon and self-proclaimed “social media experts&# hitting the online world, it’s easy for marketers and business executives to view social media as something akin to the unexplored regions of the earth as presented on medieval maps—&# here be dragons.&# Potentially fascinating, but dangerous, mysterious and scary. Social Media Demystified.

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Size Matters.When it Comes to Your Teleprospecting List

Sales Prospecting Perspectives

There can be a variety of factors that play into the success and/or failure of your telemarketing campaigns. If the campaign fails, it seems to me that the commonly accepted reason is the down economy, otherwise known as " no available budget." Other reasons for failure can range from the wrong industry focus, or off target messaging, or calling on the wrong title; the list goes on. The unfortunate thing is we tend to overlook what generally seems to be the most obvious problem, THE COLD CALL LIST. The good thing is most of the time it can be solved very easily. Problem solved right? Wrong.

Can Twitter be used as a workplace tool?

grow - Practical Marketing Solutions

A recent research study by IBM indicates that micro-blogging sites like Twitter can be a powerful internal workplace communications tool. The study said that despite the inherent simplicity, microblogs are evolving into a richly-nuanced medium for maintaining awareness, building relationships, and finding and sharing valuable information from internal and external sources. Why or why not?

Content Marketing 2016: Staffing, Measurement, and Effectiveness

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

Marketing Like the Big Boys—Facebook for Small Business

Content Marketing Today

A Quick Guide to Getting Started with this Essential Social Media Tool. Thanks to content marketing maven, Beth Hrusch of Interact Media for this great guest post. Marketing your small business with Facebook sounds like a lot of fun and a great idea—until it hits you. You really have no clue how to do it. So, now you know how your parents felt when confronted with email. Don’t worry.

Three Steps to Make Sure You Get What You Want from Your Freelance Pro

Savvy B2B Marketing

Hiring a freelance marketing pro, copywriter, web designer, etc. is a great way to get fantastic results without laying out the cash required for a full-service agency or full-time employee. But hiring a freelance pro is not the same as ordering a pizza for delivery; you will have to put a little work into making sure your freelancer has what they need to succeed. Is it conveying the right message?),

A Careful Approach to Prospect Personalities

Sales Prospecting Perspectives

Today's guest post on Sales Prospecting Perspectives is from Jill Ryan, one of our top producing Business Development Reps. Thanks Jill! think it's safe to say after teleprospecting into many different regions of the United States, there are various tones and personalities that can set the stage for a successful call. How do we address this? By comparing time zones to social personalities.

12 Mobile Marketing Stats You Need to Know

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Our January content marketing spending study showed that one thing was clear - marketers are desperate for more information about mobile marketing.    Of all content marketing areas, only mobile marketing rose year over year re: educational needs (see the chart below).   Very relevant to this mobile marketing need, I had the pleasure of sitting through a fantastic presentation on mobile marketing trends and stats by David Doherty at Ascend Media yesterday. Hoping these will be helpful to you. Growth of Mobile Marketing. 234 million people age 13 and older in the U.S.

Study: How Much of Your Content Marketing Is Effective?

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

Are You Interesting To Me?

The Content Factor

Once tweeting and checking-in have become mainstream, the next trend in communications will be "passive conversation discovery," blogs Eloqua's Steve Woods. read more.

8 Point Social Communications Checklist – Is Social Right For Your Association

Marketing Edge

In an open discussion yesterday during a panel on social media at the Midwest Society for Association Executives , the question was asked how to determine whether to be in social space. This led to a larger conversation about content, because I believe content is a prerequisite to participating in social spaces. check the video of a mechanic working on a car.). The audience was [.].

Four Principles that Apply to Teleprospecting, Too

Sales Prospecting Perspectives

I came across an entry on B2B Ideas@Work Blog, shared by Craig Lindberg. Craig is Partner and Executive VP with B2B Marketing experts MLT Creative out of Atlanta GA. Craig's entry, entitled, " In BtoB Sales, There's No Time for Monkey Business ," really made me laugh, but made me think, too. The story that the entry starts with produces a pretty funny visual in your head even if you do not know "Ken" the referenced main character. It reminded me of the scene in the Naked Gun when Leslie Neilson is in a office and it is a comedy of errors as he is trying to retrieve his pen from the fish tank.

Savvy Week in Review - April 2

Savvy B2B Marketing

As we look back on our first Savvy year, one of the things we're most nostalgic about--and grateful for--is all of the wonderful people we have met in the B2B community. These are the posts that inspired us this week, but as you have seen from our wraps up every week, we're learning something from you. Thanks for sharing your ideas and being part of Savvy B2B! ~ The Savvy Sisters.

Marketing Technology: 3 Solutions You Can't Live Without

In order to successfully execute modern marketing initiatives around attracting, engaging, prioritizing, converting and retaining customers, you need technology. Of course that opens up a whole other can of worms, as both the type and number of marketing technology systems has exploded over the past few years.

Personas are critical, Mr./Ms. CEO

Fearless Competitor

Recently I had the pleasure of speaking to the CEO and Enterprise Sales Director for Marketbright , a West Coast marketing automation company. Then I was given an introduction to the product and learned where they fit best  – the mid market, with revenues from $100MM to $500MM. This lead to a discussion of marketing techniques, such as: webinars. white papers. eBooks. Which do you choose?

Hire, Train, Retain Top Talent #5 of 6 Sales Training

Your Sales Management Guru

Sales training makes a difference in creating top performing sales teams. In this video blog you will learn how and why you need to create Quarterly Sales Training plans, why you need your sales team training each other, how to build a quality New Hire On-Boarding process and why a focus on building culture is required to push everyone over the top! www.AcumenManagement.com.

Sales Prospecting Perspectives, March 29th - April 2nd

Sales Prospecting Perspectives

Well, this week brought us the close of Q1 2010; it's over. Caput. Finito. We'll never have it back to do differently. Maybe that's good for some of us, and maybe for some a repeat performance would be killer. Either way, the only thing we can do with it now is learn from it's successes or shortcomings. So, what are YOU going to do with it? We had four great blog entries this week, and here's the rundown on all four: Monday March 29th. Matt found that the principles run parallel with teleprospecting, too. Tuesday March 30th. Wednesday March 31st. Thursday April 1st.

Lead Gen Tip for Q2: Face Time

Smashmouth Marketing

Measuring the effectiveness of lead gen programs is always at the top of a demand gen expert's list of priorities. One of the gating factors happens to be out of their control -- what does the sales team do with a lead once they start working it? In a previous blog article, I shared poll results showing C Level prospects being more than willing to take their first introductory appointment by phone.

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

Read this report to learn how B2B marketing professionals are developing strategies and programs to engage buyers in shaping opinion and sentiment about offerings. And learn how advocate marketing builds longstanding relationships that persist even when individuals move from one career opportunity to the next.

How to use great story-telling to engage prospective buyers

Fearless Competitor

Author’s note — We just learned that Vistage , the world’s largest CEO organization, will share this article with over 14,000 Chief Executive Officers this month.  We’re proud that Vistage found so much value in it and honored that so many CEOs will be reading it. And you can now subscribe to this blog on Kindle. What is remarkable content? She’s emotionally engaged.

Buyer Personas: How to Deliver Relevant Content to B2B Buyers

Savvy B2B Marketing

New research from Frost & Sullivan, the Growth Partnership Company, and demand-generation agency Bulldog Solutions confirms that even high-performing marketers struggle to consistently produce compelling content. One point really caught my eye. The problem with that approach is that generic categories don’t tell you enough to make a meaningful connection with the reader.

Edit Twice, Measure Once

The Content Factor

There are people who think with numbers, and people who think with words. Numbers people—I will call them the Quantifiers—come off as business focused because they have their eyes on the bottom line: a number. They are the results managers. Words people—you guessed it, the Qualifiers—look for the substance, the meaning, and the integrity behind what is being said. read more.

Webinar: Beyond Lead Generation - Helping Sales Drive Revenue with Jeff Thull

B2B Lead Generation Blog

The purpose of B2B marketing and lead generation is to help the sales team sell; hpwever marketers can often get so wrapped up in driving campaign activity they seem to forget it's about driving sales conversion and helping the sales team achieve better results. Receive executive sponsorship and privileged access to the organization. Build and prove the financial case for your solution.

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.

My experience with Inbound Marketing University

Fearless Competitor

(Editor’s Note – We recently learned that Amazon.com offers this blog on Kindle for just $.99 99 a month.). How to Blog Effectively for Business (GF101). Inbound Marketing is red-hot. 9 out of 10 buyers say they find sellers. As a result, cold callers are competing over table scraps. Here are my three blogging goals: Keep it short and engaging. Use lots of images.

Predicting Twitter’s Success in 2006

Marketing Finger

Twitter Feasibilty Study Excerpt (2006) from 747 Media on Vimeo. When did you first hear of Twitter? Four years ago, could people have predicted the evolution of this micro-blogging site at its onset? Apparently, yes. The 20-somethings that were interviewed as part of a study by 747 Media were able to assess the power of Twitter quite accurately, even though they had never used it.

Hire, Train, and Retain Top Talent #4 of 6—Tools/Monday Sales Meetings

Your Sales Management Guru

Hire, Train, and Retain Top Talent #4 of 6—Tools for Interviewing. This video blog is designed to improve your success in hiring high performance sales teams. In this video I cover assessments, Interviewing Scorecards, Case Studies, Group Interviews’ and using presentations to validate sales skills. also review Acumen’s agenda to hold a successful Monday morning sales meeting. Acumen Mgmt.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Smashmouth Marketing

Over the past four months Green Leads has been starting new reps on the first Monday of each month. Inside sales seems to be like that, growth and replenishment. In our case, we have pretty stringent criteria for success since we are a performance-based appointment setting company. We have to have our reps deliver. Our goal: Get to three keepers out of four. This session turns them into detectives.

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.

4 CEO Priorities in 2010

Fearless Competitor

Price WaterhouseCoopers recently released their 13th annual Global CEO survey. Thanks for Arthur Clark of Clark Search Group for sharing it.) But my busy readers don’t have time to read the whole report, so I share the 4 key points here.  ’ You’ll get key take-aways quickly. Smarter Growth. Cost-Cutting. This was the top priority last year and, though down a bit, it remains #1.

Individual Catalysts, Leadership Keys to Successful Communities – Part 2

Marketing Edge

Social networks can be organic, they can form based on the desire of two people and grow from there. It’s up to the desires of the group. The key that turns a group that grows organically to a dynamic organization is leadership. When there is leadership, meetings become events, individuals know who to turn for action, and success begets success. The Social Media Breakfast Minneapolis/St.

Efficiency at What Cost?

Phoenix Rising

Think Again

Roger That: Developing Meaningful Buyer Persona Relationships

Tony Zambito

Image by Emmanuele Contini via Flickr. Every once in a while, we come across an article that just seems to nail it on the head ever so profoundly.   Roger Martin, Dean of the Rotman School of Management at the University of Toronto authored such an article in the Harvard Business Review entitled The Secret to Meaningful Customer Relationships.   I should have just called Roger.

Marketing Optimization Toolkit: The Science behind Marketing Analytics

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

Master narratives and framing the debate with B2B marketing

Reputation to Revenue

Years ago, when I was a lowly graduate student at MIT, I learned an essential lesson about communications while taking a course on "framing" the news. The lesson, as my professor Bill Gamson so ably taught, was that he who frames the terms of the discussion is halfway home with a public debate before it even begins.  Politicians understand this the best. It's critical with B2B marketing, too.