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

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Five Big Shifts in Social Media Marketing


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.

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.

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.

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.

150 Content Marketing Tips

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

Lead nurturing is trendy, but Content is king


An eye-popping integration of digital media

grow - Practical Marketing Solutions

This short video was a total “wow&# for me — and a digital best practice to share with you. The case study shows an inventive way of integrating several digital technologies to engage people in a charitable cause  … people on the street actually interact with a digital projection of a homeless man through text messages. The only thing missing here is results. Digg this!

Digg 14

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 [.].

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.

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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.

How to Create Remarkable B2B Content

Savvy B2B Marketing

With so much content online, it's getting harder to attract attention. Ideally you want to provide content that your readers find so valuable they talk about it and pass it along. If you're able to produce something entertaining, like this humorous video from Kadient or this witty interactive quiz from Marketo, great. But if not, don't worry. Here are some ideas to get your started.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

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

Here’s What New Media Broadcasting Looks Like

Marketing Edge

Interview with Danny Schreiber of Silicon Prairie News(download video here or play it below on the page). Silicon Prairie News Spotlights Midwest Innovators, Business, & Culture In a couple of. Hitting on a single topic in marketing, social media and business communications. Quick and to the point. Its founders, Jeff Slobotski and Dusty Davidson, and [.].

Getting Measurable Results on the Hard-to-Measure

Stories that Sell

In customer case studies and success stories, specific results impress. But not every product or service is easy to measure. Coaches, consultants and other service providers, for example, often provide services that lend themselves to qualitative benefits, rather than measurable. If you think you can’t measure what you do, there’s hope.

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?

How Do You Describe Your Organization?

Sales Prospecting Perspectives

At the start of this year we, as an organization, opted to put 2009 in the books. We learned our lessons and have moved on to bigger and better things. As part of that process it was important for me to re-visit the list of adjectives I keep to describe how I want our organization to be perceived by all those people who come into contact with us. This is an exercise I've done since 2002 and it always helps to keep me focused as we work to navigate AG Salesworks towards what will be a very successful year end. keep the list simple, no more than 3 adjectives.

Study: How Much of Your Content Marketing Is Effective?

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

A Marketer's Guide to Facebook's New Social Plugins


Yesterday Facebook released a like button for the internet. At their annual f8 Developer Conference, Facebook announced platform updates that work to integrate their platform with sites across the web. major part of the announcement and one that is of great interest to marketers was new social plugin. Facebook’s New Social Plugins Like Plugin - This plugin is simple and requires no login. Context.

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.

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.

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!

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.

Simplify and entertain, Mr. B2B seller – a great example

Fearless Competitor

In the vast ocean of companies that sell products and services to businesses, all boats look alike. “We’re the leading provider 0f (blank) software.&#. “Our products are world-class.&#. “We have the best people.&#. Sure you do. But there’s one BIG problem. NO ONE CARES. except you and your staff). How you you stand out in that vast ocean? My answer? Four words. Thanks.

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.

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.

Why Aren't You the Industry Expert?

Junta 42

Over the last few days I've been doing some research into how printers are using online content marketing. For the most part, almost all the websites were exactly the same.  A few resource sections.  A few inconsistent blog posts.  For the most part, brochure-ware. Little activity in the right social networks. No content strategy. I'm not picking on printers here.  You could insert a number of industries in place of printing and find the same thing.    I started writing down some questions yesterday after my analysis.

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.

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

Effective Time Management for Teleprospectors

Sales Prospecting Perspectives

I've worked with some unique sales reps in my day, some were good at their job and some should have thought about an alternate career path. Though most of the top producers applied different tactics to hit their goals, every one of them contained a trait that the poor performers did not, the ability to consistently and effectively manage their day. From what I've discovered, this also applies to the teleprospectors here at AG. We train our teleprospectors to focus on getting the most out each dial, and that every minute of each day matters. Pre-call planning is key. Set goals!

Forget your website, create a social footprint

grow - Practical Marketing Solutions

On a webinar last week, I briefly covered an idea I call the information eco-system (or social footprint) and received a lot of questions about it.  This is a critical concept for businesses today so I thought I should expand on the idea. The implication is that if you have a website and think that’s all you need any more, you’re not understanding the social web. Does this make sense? 

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.


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.

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

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

Smashmouth Marketing

Last week, I was out with the team at 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.

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).

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!

Marketing Optimization Toolkit: The Science behind Marketing Analytics

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

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 Essential Elements of Demand Generation

Fearless Competitor

In a recent meeting of the Sales Association, I sat down with the sponsor, Oracle, who told me about an earlier meeting with a large group of VPs of Sales. He said they all suffer from the same problem — a lack of sales-ready leads. In the tough and difficult market of today, that is a very real challenge for businesses. What are they to do? How can they go about fixing this problem? Thanks.

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?


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.

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

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?

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