Sat.Apr 17, 2010 - Fri.Apr 23, 2010

Trending Sources

When Emails Go Bad: A Lesson in How to Apologize

The Point

If you’ve been involved in email marketing for any length of time, no matter how diligent and prepared you are for every campaign, something somewhere at some point will go wrong. And when that happens, a very large number of people will receive a message from you that isn’t quite what you intended for them to receive. It’s happened to all of us. It happened to Boingo Wireless last week. Perfect.

Is there science behind PR? We think so.

B2B Marketing Online

By Jennifer Janson, managing director, Six Degrees. For many B2B companies the thought of implementing a B2B PR campaign can be daunting. Not only is the investment in PR notoriously difficult to measure, but the best campaigns take time to build momentum. And in an instant gratification culture, time is often the most difficult thing to justify to CFOs looking for some sort of payback. In order to make the most of any PR activity, it is critical for the entire team (both client and agency side) to understand what goes into a successful campaign. Ct: Content 5. If your score is 0–40: Abandon.

PR 16

Meaningful Metrics for B2B Blogging

Proteus B2B Marketing Blog

Whether you’re just starting a B2B blog or have been blogging for a long time, you should be hungry to see results. After all, a lot of time and effort is going into creating new content, and it’s hard to continually feed the content marketing dragon. But if you’re looking to traditional consumer blog metrics [.].

Five Big Shifts in Social Media Marketing

Webbiquity

Social media reflects a larger trend toward buyer empowerment that has changed not only the practice but the underlying philosophies of marketing over the past several years. Power has gradually shifted over the past couple of decades from manufacturers (e.g. HP, P&G) to the channel (e.g. TigerDirect, Wal Mart) to consumers and b2b buyers. Buy my stuff now!&# That equation is now reversed.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

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5 Tips for Developing Strong Buyer Personas

Fearless Competitor

Buyer Personas are the foundation of great B2B marketing. Without personas, you simply cannot be great at demand generation. Personas are needed to tell you where to launch your campaigns, what topics to cover, what content you need, etc. To understand why personas are so important, refer to my earlier blog post,  Personas are Critical, Mr/Mrs CEO. “ Those are NOT personas. What about IT?

Blog Makeover Nets Sales Leads for Software Company

The Point

How do you reinvent a company blog in a way that does more than simply provide a platform for thought leadership? That was the challenge faced by Navicure , a leading Internet-based medical claims clearinghouse in Atlanta that helps medical practices increase profitability. convert that search traffic to measurable sales leads. The results have been startling.

Savvy Week in Review - April 23

Savvy B2B Marketing

Is it just us, or is everyone busier than ever? If you have a few extra minutes or if you need a quick breather, take a sip of joe and enjoy some of our favorite posts from around the web this week. Have a great weekend! ~ The Savvy Sisters. Ways to Get People to Believe You Online - by @rohitbhargava Credibility. We all want it. Read on. Easy to understand and very informative.

The Distribution Trap – How Innovations Become Commodities

Industrial Marketing Today

I read an eye-opening article by Andrew R. Thomas, PhD Assistant Professor of International Business, University of Akron and the Editor-in-Chief, Journal of Transportation Security. He has outlined what is wrong with the theory of mass

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.

My Take on a Teleprospecting Culture

Sales Prospecting Perspectives

At AG, we feel like our corporate culture is something that sets us apart; it attracts the employees we want and keeps them here long term. We feel like that benefits our clients because they're getting seasoned teleprospectors calling on their behalf. Today, Steve Giordano , one of our teleprospectors, blogs about the differences he noticed when coming on board. This woman was the latter.

Referrals: Give Before You Get

Sales Lead Dynamics

“It is better to give than to receive.” Yeah, right. In your dreams. Actually, with referrals, it’s true. The best way to get a referral is to give one first. In fact, it doesn’t even need to be a referral. It can even be an article or just an idea. Your goal is to maintain visibility and credibility with your referral sources (current and former clients and networking colleagues).

Up on my Bio-Degradable Soapbox for Earth Day

Savvy B2B Marketing

My mother was green way before it was cool. She reduced, reused and recycled her way through the ME generation of the 80’s. She worried about how increasingly convenient packaging and single serving containers were clogging landfills long before the Brita filter started telling us how many miles of bottles it saves. Very poorly played. Engage in a dialogue. recommend you check out Earthsense.

RFP 2

Generating More “Educated Leads” on a Small Budget

Industrial Marketing Today

Doing more with less is pretty much the mantra du jour in industrial and B2B marketing these days. How does one generate high quality, educated leads, not just site visitors on a marketing budget that is less than 1% of the projected

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.

Lead Gen Experts Should Take "Campaign" Out of Their Vocabulary

Smashmouth Marketing

Last week, I was out with the team at Focus.com and enjoying "bourbon and proteins" with Craig Rosenberg ( The Funnelholic ) when the subject of campaigns came up from his point in a recent post to " forget campaigns, build a factory. " We agreed completely that marketers that think in the world of "campaigns" are shortchanging their results. Budget for ongoing activity - Treat it like headcount.

Customer Service at its Best: Wind Mobile

Anything Goes Marketing

For someone who lives and breaths customer service as part of my profession I am very critical with companies I deal with as I have a high expectation on the type of service I should receive. I’ve finally found a company that does a fantastic job at servicing its customers across many channels and you know I have to blog about it. Enter Wind Mobile into the picture. Now that is a loyal community!

Be Green but Not a Green Washer

Content Marketing for BI

“It’s not easy being green.” – Kermit the Frog. In honor of Earth Day, I thought I’d write about something green—specifically, green washing. No this isn’t what happens when your three year old accidentally leaves a green crayon in his pocket and it goes through the wash. found this on SourceWatch : The U.S.-based Ouch!! But, our efforts must be in the context of our overall environmental impact.

The 10 Rules for Creating a Buyer Persona: Rule 6

Tony Zambito

Image by kevinzhengli via Flickr. The quest for information can be addicting.    In organizations where the leadership is mostly analytical in nature, the need for information and analysis can be interwoven into the corporate culture and is a component of every decision.    A cognitive dissonance occurs over sampling sizes in quantitative areas such as market research. 

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.

Event Marketing and the Information Concierge Concept

Digital Body Language

I was down at IMS in Atlanta recently, spending time with a lot of very interesting and creative marketers. The interesting thing about marketing events for the marketing field is that you see many interesting new ideas experimented with. One of the techniques that caught my eye this time came from Jamie Turner and the team at BKV Digital. They are looking for insights, ideas, and great content.

Understanding the Value of Social Media Data

Buzz Marketing for Technology

There is a big difference between data and insights. Technology may have given us access now to endless amounts of data from every corner of the world. But the real challenge is making sense of all this seemingly disconnected data. Data by itself is generally valueless which is why for the most part it takes human gray matter applied to the data to make it into actionable insights. Tweet This!

The Rise of Content in B2B Marketing

Connect the Docs

Why should you quickly groom internal resources for content assets and blogging? How should you adapt to the changing trends in B2B marketing? We asked Galen De Young "What are key marketing trends and predictions for 2010? What actions should marketers take in 2010?". Galen De Young. Galen De Young's Marketing Prediction for 2010. Galen De Young's Marketing Action for 2010. Strengthen weak spots.

Interviews Part 2: Are your questions leading or asking?

WriteSpark

I keep a file of interview questions for case studies that I have collected from various client projects over the years. Some question lists are short.  Others run to multiple pages, with questions covering every detail of a customer's situation or product implementation. Of course, you want to match the number of questions to the allocated interview time. Learn More: All posts about case studies.

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.

Why B2B Marketing Buyer Personas Rule

B2B Marketing Traction

Tweet. When I created B2B marketing buyer personas (“personae” for those of you who studied Latin) for one of my clients last year, it became crystal clear why they beat working from demographic and even psychographic profiles hands-down. Years ago it was considered a standard marketing practice to create marketing programs with demographics in mind. Great! How do they spend their time?

Social Media and B2B Marketing Do Pair Well

Industrial Marketing Today

For a while, it was difficult to find hardcore data to make a business case for social media. I'm happy to see that's no longer the case. Just this week, I received two invaluable reports with charts and graphs to answer many of the

OneSource Survey: Salespeople Accept Value of Leads from Marketing

Customer Experience Matrix

Summary: A survey of business-to-business salespeople finds they (still) consider themselves their best source of qualified leads. But marketing-generated leads are gaining increasing respect and salespeople are increasingly looking for help from outside data vendors. Marketers should work closely with salespeople to reinforce these trends, which promise to lower the overall cost per sale.

Sometimes you have to be hit over the head - Instructional Design at home

Savvy B2B Marketing

Oh boy, it’s report card time at our house and while this is not usually a cause for any real concern, this time one of my kids managed to perform a spectacular academic implosion this quarter. But I did. Hey, I’m only human, I thought. But then looking at her crumpled at the table, I also thought: : So is she. The kind of investigative work in which I’ve been trained for years.

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 10 Rules for Creating a Buyer Persona: Rule 5

Tony Zambito

Image via Wikipedia. When you travel to a foreign country where you are not familiar with the culture or the language, it can be exciting yet very trying. The first few hours are like being in a giant maze and you wonder how you will ever get to find your way around and be able to communicate with the locals. At the very least you now know how to order an espresso nonverbally.

Sales Prospecting: Add A Little Personality

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you an encore guest post from Chris Lang, AG's Sales Director. Chris lives and breathes sales and sales prospecting, and we are very happy to have the opportunity to share this entry from him with our readers. Thanks again Chris! In 2008 my ISR's delivered great leads. I'm a little quirky with my sales process. found myself doing this quite a bit.

5 dials to tune in your lead generation process

B2B Lead Generation Blog

It's important to think of lead generation as a process, rather than an isolated event, or a series of campaigns. process can be continually improved through ongoing testing and refinement and will generate higher quality results more cost effectively (i.e. reduce expense-to-revenue ratio) and improve overall ROI. Think about your lead generation process as being controlled on a mixing board.

The Flywheel Effect

Digital Body Language

I'm back to blogging after a rather spontaneous, two-week hiatus. My wife were expecting our daughter to arrive at the end of April, but were surprised and thrilled to welcome a happy and healthy Sejal Anya Woods, to the world on April 2nd, a full four weeks early. looked at the analysis of blog traffic for the two weeks that I was inactive, I saw an interesting result.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.