Sat.Jan 09, 2010 - Fri.Jan 15, 2010

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9 tips for running a considerate procurement RFP process

Confluent Forms

We've been on both sides of the procurement process and have seen more than our fair share of RFPs. With this background in mind we've put together our top 9 tips for running a more considerate procurement/RFP process. Be upfront with bidders Creating a winning proposal can cost thousands, even hundreds of thousands, of nonbillable work within a company. If you are issuing a RFP you can never forget that. Speak with one voice When you receive a proposal you expect it to be well-written, concise, and a meaningful response to your RFP. We changed the. last week!"

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Is Less Content Better? 5 Steps to Simplify B2B Marketing Content

Savvy B2B Marketing

Over the holidays, I was on a cleaning rampage. I organized my basement and in the process, I got rid of boxes of books, and a minivan full of miscellany. It felt great! Similarly, I think it's a good idea to occasionally "clean house" with your B2B content. What needs to be updated and/or repurposed? What is no longer needed? Why is this necessary? And what did this mean for me?

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Sharing is how you build a Brand

Buzz Marketing for Technology

In a recent BusinessWeek article featuring Tony Hsieh from Zappos – they closed with a quote from Tony “Sharing is how we build our brand.&# And I couldn’t help but agree. Whether you are a CMO’s of a B2C or B2B Marketing team the key in this next decade is sharing and the key to sharing is Content! You need to put out a steady stream of content to build your brand.

What is Webbiquity? How to Be Everywhere Online


Welcome to Webbiquity! What exactly is that? Briefly, Webbiquity, or web presence optimization (WPO for those who prefer TLA’s), is the fusion of SEO, social media, interactive PR, online reputation management and other disciplines to make an individual or organization ubiquitous on the web for their name/brand and unique descriptive phrase. If SEO is about getting your website onto page one of Google, WPO is about owning that page. For example, Jill Konrath is webbiqitous for the phrase “selling to big companies,&# holding all 10 spots on the front page of Google for that phrase.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

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B2B Ads From the Past

Sales Lead Insights

I always find it interesting to take a look at the work done by our predecessors in B2B marketing. In post in Jackie West’s UK Industrial Marketing Blog , she mentions Richard Stone’s Insights into PR and Online Marketing blog post where he links to The Vintage Ad Browser. Simply click on one of the categories in the Vintage Ad Browser, or type something into the search window and you will get to see some of the advertising work done by those B2B marketers that came before us in what then was called “industrial advertising.&#. I don’t know your company.

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Marketing Automation Trends for 2010


2009 was the year in which Marketing Automation really took off. Several new vendors appeared on the market, many existing vendors experienced rapid growth, and Marketing Automation as a term gained popularity among B2B marketers. In this post I want to focus on the trends in Marketing Automation for 2010. I have asked many of the vendors, consultants and thought leaders to give their opinion. The response was overwhelming: see below for all 18 (!) predictions. There are lots of interesting opinions, from practical to visionary, with consensus on some topics, and differences on others.

5 Ways How I Can Help You Find a Job on LinkedIn

WindMill Networking

As you probably already know, I am very active on LinkedIn as a LinkedIn Open Networker or LinkedIn LION. I accept all LinkedIn invitations, and I respond to each invitation with asking my new connections how I might be able to help them. I often get the following response, which I again received just this [.] Related posts: Jobseeker in 2010? Why LinkedIn for Your Job Search will Become the New Monster. It’s no surprise that jobseekers flocked to LinkedIn with. Related posts brought to you by Yet Another Related Posts Plugin

Best of 2009: Social Media Marketing, Part 1


With the rapidly increasing use of social media tools for marketing and PR comes growing pressure to demonstrate results. But what metrics are really most appropriate for social media measurement? How can you monitor everything that’s being said about your company, competitors and key industry topics across the social media landscape without spending a fortune on monitoring software? Is your social media strategy built on a solid foundation, or is it more like a Hollywood movie set—a pretty facade with nothing behind it? ROI Is Dead by StraightUpSearch. by HubSpot. by Dave Fleet.

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.

How and where to advertise your Requests for Proposals (RFP)

Confluent Forms

An important part of the Request for Proposals process is the distribution strategy that you use for disseminating your RFP. Without a good distribution strategy you likely won't receive the proposals you need to make your process competitive and in line with your project goals. Some factors to consider: Distribution requirements Physical location of the company to you Type of company that you are seeking Size of company you are seeking Monetary value of your contract There are lots of other factors that you might want to consider, but these are typically the top five.

Savvy Week in Review: January 15th

Savvy B2B Marketing

Have the last couple of weeks seemed plagued by technical snafus and miscommunications? Have you found yourself frequently baffled by someone's inablity to understand your point of view, or your own difficulty making sense of someone else's chatter? Well, fear not. We've been in Mercury retrograde, but it ends today. Enjoy! Check out this list by Forbes. What is Webbiquity? Where Do You Start? -

White Paper Success Summit 2010

Connect the Docs

White paper marketing works! based on recent study by Eccolo Media ). White papers yield powerful influence: 84% of businesses find white papers either moderately or extremely influential in their purchasing decisions. White papers yield the most strength early in the sales cycle: Regarding the sales cycle, 80% of marketers claim that white papers are most effective in the presales process.

How Social Media Changed the Sales Cycle into the Buying Cycle


Back in prehistoric times (before the Internet, that is), b2b buyers learned about products and services by reading (print) magazines and (printed) analyst reports. Once they developed a short list of vendors for consideration, they contacted the companies (using phones, which were connected via wires) and the companies sent them (printed) sales collateral by mail (postal, that is). DBXNT74M6AKY.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

The Foundation for Great Marketing is Great Data

Digital Body Language

Data is key to all your marketing efforts. Whether it is segmentation, personalization, lead scoring, lead routing, or marketing analysis, if you don’t have clean and consistent data, your efforts will be built on the shakiest of foundations. However, when thinking about your marketing automation efforts, data management can often be an afterthought. This is never a good idea.

Is Your Business the Marrying Kind or a One-night Stand?

Savvy B2B Marketing

When people talk about "marketing," they are usually referring to finding, engaging, and converting prospects. Unfortunately, when it comes to actual customers, many companies display the same cavalier behavior as your typical playboy. So not cool. The Marrying Kind I know AT&T is not known for their service. The thing is, when I was in need, AT&T was there for me. A YEAR. So, Ms.

What you can learn from Mister Splashy Pants

Buzz Marketing for Technology

Ok so what does a humpback whale have to do with marketing? Check out this campaign from Greenpeace for the answer. Greenpeace was hoping to raise the awareness about humpback whales that were being threatened by the Japanese Fisheries Agency’s plan to kill 50 humpback whales. Some of the names we very thoughtful like Shanti or expressive like Libertad. Tweet This! Share this on Facebook.

Content Relevance Boosts B2B Vendor Success

Content Marketing for BI

I came across some research done by IDG spread across two different posts that was pretty interesting. They interviewed over 100 information technology buyers about their content preferences from vendors. IDG noted there has been a 60% increase in content assets over the past five years. These same buyers say that if they find relevant content, it increases that vendor’s success rate.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.

Mapping the Buying Process - A Framework

Digital Body Language

One of the recurring themes in this discussion has been the concept of thinking in terms of a buying process not a selling process. Many times when I speak about this topic publicly, there is general agreement in the audience, but the question of how to map a buying process often comes up. Every organization, and every industry, deals with a slightly different set of buying challenges.

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Every B2B Company Can't Be a Thought Leader -- But That's Okay

Savvy B2B Marketing

Yesterday's guest post by Billy Mitchell was timely, as I've been thinking a lot lately about the concept of thought leadership. By definition, every company can't be a thought leader. And that's okay. As long as you're able to satisfy your prospects' needs, you don't need to develop groundbreaking concepts. That said, it's understandable why companies pursue thought-leadership initiatives.

The Keys to Pursuing Your Passion – It Can Happen

Marketing Edge

Time 37:29. Make no excuses, only make decisions. That’s the quote I’ve come up with as a result of talking to our Marketing Edge Podcast guest Laura Fitton. Fitton is known to many by Pistachio , the name of her consulting firm and what she uses on Twitter. This podcast will cover two areas, the first is about how social media is providing a channel for entrepreneurial innovation. Go Jets. Timing.

Content Relevance Boosts B2B Vendor Success

Content Marketing for BI

I came across some research done by IDG spread across two different posts that was pretty interesting. They interviewed over 100 information technology buyers about their content preferences from vendors. IDG noted there has been a 60% increase in content assets over the past five years. These same buyers say that if they find relevant content, it increases that vendor’s success rate.

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth.

Tenacity is Key When Marketing Clean Technologies

B2B Marketing Traction

Tweet. I attend programs on technology innovation, marketing and financing for entrepreneurs whenever possible. Yesterday I attended the CalTech/MIT Forum to hear Dr. Nathan Lewis speak on the need for clean technology and participate in a panel discussion on clean technology. He talked about global energy demand, the problems of CO2, sources of renewable energy, and solutions for storing energy.

I Thought I Knew More Than You about B2B Marketing, But I Forgot

Savvy B2B Marketing

We're delighted to welcome Billy Mitchell to Savvy B2B. Billy does a wonderful job of building community with B2B marketing professioinals, and in the post today he gives you a lot of great resources. After 25 years in business-to-business marketing, I thought I knew all the tricks. But if the economic downturn gave me anything, it was the time to realize how much I still had left to learn. Thanks!

Don’t Forward This To A Friend! – Email Marketing Best Practice

Modern B2B Marketing

I recently read a DMNews article published a while ago that had comments from two marketers about forward-to-a-friend links. One marketing expert supported the use of a forward-to-a friend link, saying 'pass along readership’ helped share the message and that personal endorsements are powerful. The other marketing expert said that forward-to-a-friend was a ‘gimmick’ that failed and at most causes people to hit their forward button that’s already built into their email software. These links often just forward an email along to a new recommended address with a canned standard introduction.

Love notes from the social web

grow - Practical Marketing Solutions

A lot of social media content elicits “rants,&# “vents&# and snark these days. But today I am overwhelmed by the positive feelings flowing from the blogosphere. Let me back up a step. This has been a difficult couple of weeks. I have been very sick, had a string of daily technology disasters, and the perfect storm of critical customer deadlines. By today I am exhausted.

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.

Autonomy Promises to Automate Delivery of Tailored Marketing Messages

Customer Experience Matrix

Summary: Autonomy is a leader in enterprise search and content management (it owns Interwoven). Its concept of "Meaning Based Marketing" comes quite close to my idea of "content grazing" as a way to reduce marketing complexity while delivering the right content to each customer or prospect. In my last post , I proposed the (somewhat tongue-in-cheek) term of “content grazing” to describe automatically extracting small bits of information from company documents and feeding them to prospects and customers. The good folks at Autonomy apparently had similar thoughts. Automatically.”

Pre-show Marketing to Drive More Trade Show Leads

B2B Lead Blog

Aren't we all looking for ways to draw more people to our trade show booth? Start by generating traffic before the show. Do whatever you can to get on the attendee's short list of must see sponsors. Here are a few ideas for pre-show marketing: Send pre-show emails and/or direct mail

Social media isn’t enough. We need a marketing transformation.

Chris Koch

During one of the first few days I went to work at CIO magazine in 1995, I had what we called a “vendor visit”—one of many I would have in the coming years. The idea behind the visits was to avoid having us journos become isolated in our ivory tower. We needed to hear from marketers who were out there day-to-day listening to CIOs’ problems and aspirations. Plus, many were advertisers, so the visits made it seem like we weren’t completely ignoring what they had to say. But mostly we were. Back then what marketers had to say was all about their offerings. And why not? Bibles, vacuums, and boxes.