Sat.Sep 26, 2009 - Fri.Oct 02, 2009

Trending Sources

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.

If you’re not tracking calls, you may be missing some online ROI

EMagine B2B Blog

We’ve blogged on this subject before, but now comes Melissa Burdon with a similar message on FutureNow …which basically is: If you’re tracking only clicks as conversions, and not phone calls, you could be missing a significant portion of the ROI that’s due to your online marketing. B2Bs tend to assume the universality of their usual [.].

Click 23

5 Reasons to Include FAQs in Your Content Marketing Strategy

Savvy B2B Marketing

Lately, I've become a big fan of FAQ pages on websites. I never thought that I would be recommending this type of "old school" content to so many of my clients, but I find myself doing so all the time. Here are several reasons. They're fantastic for SEO. These pages are content-rich gems that help drive organic traffic to your website. "Oh yeah, a reader may be thinking about this.

Understanding the Concerns of Technology Buyers


In her blog post "Why can't selling be more like buying?" marketing consultant Ardath Albee provides a good list of the concerns that buyers have in mind when considering a purchase. To Albee's list, I would add the following buying concerns that are of specific interest to technology marketers: A broad view of potential solutions that includes nontechnical ways of obtaining the desired results.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

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Savvy Week in Review - Oct 2

Savvy B2B Marketing

In New England, the weather's turning and there's a chill in the air. If you're looking for something to warm the spirits -- or fire your imagination -- check out the following posts from around the blogosphere. Enjoy! -- The Savvy Sisters The Easiest Way to Explain the Marketing Process - by @ducttape John Jantsch explains his "hourglass" twist on the traditional marketing sales funnel.

Social Media will Disrupt every Function in your Company

Buzz Marketing for Technology

We are at an interesting inflection point with Social Media today. One that threatens to disrupt and reinvent every function in your company over the next few years. Social Media already has changed Marketing forever. You can’t attend a conference or read a blog post without hearing about the latest in this field. This makes it harder to keep up. This is very different than even 6 months ago.

Lead Generation Tip - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.

Fit, Engagement, and MQLs: Mapping the Lead Handoff to Sales

Digital Body Language

Marketing organizations looking to only hand qualified leads over to their sales teams are faced with an interesting analysis challenge. Whereas it might seem to be a simple task to look at implicit data on a prospect and understand their engagement, or look at explicit data on a prospect and understand their fit, the reality is that this is often a relatively difficult task.

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.

Talk Is Cheap – What Else You Got?

Savvy B2B Marketing

In today's intensely competitive marketplace, it's a losing proposition to go into battle armed only with lower prices or the latest whiz-bang whoosy-whatsit. In the world of Web 2.0 and 3.0, word-of-mouth and innovation move at the speed of a submit button. Any feature you can develop, your competition can mimic. Any price point you can negotiate can be replicated. But what? Ka-ching.

Myth measurement: what you really need to know about your advertising


In the new era of accountability responsibility and state-authorised bonuses everyone is trying to measure everything. Most of the time, this is a justification of activity, inactivity, existence or jobs. But in the world of advertising, we need to be particularly careful what we measure. As the saying goes, we know that only half of our advertising is working - we just don't know which half.

Off Topic. Tribute to Disabled Sailors

Buzz Marketing for Technology

2 weeks ago my sons and I had the opportunity to assist at the U.S. Disabled Championship regatta which was being held right here in Greenwich CT. What we thought would be just a weekend filled with helping sailors get into and out of their boats quickly became much more. What we saw not only impressed us but will leave a lasting impression on us for years to come.

Market Relationships, Social Relationships, and B2B Marketing in Social Media

Digital Body Language

I just wrapped up a great book – Predictably Irrational by Dan Ariely – that discussed, among many other things, the different relationship types we have between people; especially market relationships and social relationships. The meal ends and you pull out your wallet to pay your mother-in-law for the great meal she has provided. Neither type of relationship, by itself, is problematic.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.

Win Free Sex! – Taking a Tip from the Tabloids

Savvy B2B Marketing

So I am having trouble confirming if this is actually a true story or not, but the legend goes that a tabloid editor, eager for more readers, tested which words in the main headline would sell the most papers. The top three were -you guessed it - “Win,&# “Free,&# and “Sex.&# What does this mean for today’s savvy marketer? Written any good headlines latey?

Flunkin’ Dunkin Donuts

grow - Practical Marketing Solutions

. This is going to be one sweet blog. It’s about donuts and ice cream. What’s not to like? Am I out of touch or does the following statement also strike you as deep-fried, chocolate-covered hooey? . Customers will decide what our brand is about. And there is nothing we can do about it. And that is a very liberating thing. In the end, you can’t control it. 2) Quality. Consumers?

3 Steps Towards Tackling Your Database Woes – B2B Marketing and Sales Tip #262

B2B Lead Blog

Having trouble seeing the good in your database? Separating the diamonds from the dirt can be tough and time intensive, but if you map out a plan ahead of time it can save you time and sanity! Create a CRM data standard sheet and separate the data elements into three categories: Information


Marketing Automation Weekly Wrap-up - 2009/10/2

Digital Body Language

I was thrilled to see an extremely kind accolade from Pete Jakob on his B2B Marketing blog about these updates, so hopefully this week's selections don't disappoint. The pressure is on now, I realize. A few of this week's best posts tackled topics around word-of-mouth marketing. Who is most likely to be influenced to recommend you, and some new technology announcements that will change how we have to think about word of mouth, comments, and influencers. Worth considering, as it is very much in your control: [link] Louis Gray looked at Twitter's recent announcement on their Lists capability.

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.

Survey Says…Tech Buyers Read and Forward White Papers

Savvy B2B Marketing

B2B technology marketers have access to lots of evidence when it comes to proving the value of white papers. A few reports include: How to Maximize the Use of White Papers in Your B2B Marketing and Sales Process , released by InformationWeek in February 2009. Eccolo Media surveyed 501 technology-purchasing decision makers and influencers in its second annual technology collateral survey.

How To Make Sure Your Drip Marketing Campaigns Are Not Water Torture

B2B Marketing Traction

I Really Should.

Phoenix Rising

'Should' can go the way of the Woolly Mammoth. It limits us, keeps us in a repetitive pattern of thinking and behavior. Think about it. Our parents used the 'should' word to teach us their version of right and wrong, to take responsibility and to follow the local cultural and social rules. And yes, some 'shoulds' are good things. We should be responsible, contributing members of society. We should follow the important guidelines of humanity. We should brush our teeth:) The problem? 'Should' 'Should' limits our new thinking and behaviors. I believe in me.

MarketingSherpa B2B Summit in Boston October 5-6

B2B Lead Blog

In the Boston Area? You should be at the Marketing Sherpa event Monday and Tuesday We’re still trying to get caught up after being out last week at the Marketing Sherpa event but WOW was it worth it. It’s always great to be able to spend time with peers experiencing the

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.

MarketingSherpa Marketing Summit, Kim Albee of Genoo Talks Social Media Lead Gen

Smashmouth Marketing

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. Next week, Oct. 5 and 6, will be the Boston summit. Find me there and say hello. We published the Top 20 tweets of each day of the conference here: MarketingSherpa Marketing Summit, Top 20 Posts from Day 1 MarketingSherpa Marketing Summit, Top 20 Posts from Day 2. One of the speakers was Kim Albee, President of Genoo , a provider of online marketing tools. Here is the second in a series of Thought Leader Interviews for MarketingSherpa.

How To Make Sure Your Drip Marketing Campaigns Are Not Water Torture

B2B Marketing Traction

Tweet. A fellow consultant emailed me recently and asked, “What is a drip marketing campaign?” ” I explained that the phrase refers to marketing communications that are systematically dripped over time to a prospect to stay in touch and inform them about the product or service you are selling. But in today’s marketing world of “lead nurturing,” there are several factors you must have in place to ensure that your drip marketing campaign is effective and does not annoy (or torture!) your prospects. Know your prospects. After they download your eBook?

The Power of Commenting: How a Skeptic Became a Believer

Connect the Docs

When it comes to content marketing, the power of one simple habit is often forgotten. If you're consistent and genuine, commenting on other blogs and websites is an efficient way to highlight your own content and, more importantly, build relationships and reputation. In a funny guest post on , Josh Hanagarne aka World’s Strongest Librarian , talks about how he has gone from being a commenting skeptic to a believer. "For the record, I read a ton of blogs. It’s just rare that I comment." He spent one week trying to leave as many comments as possible.


Influence the Buying Process with Automated Marketing

B2B Lead Blog

Engagement Systems is one of the newer players in the marketing automation space. We let them "speak for themselves" earlier this week, but I wanted to dive further to check out some of their content. So far they only have a few whitepapers and case studies, but I have to

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.

I'll Try.

Phoenix Rising

Do, or do not. There is no 'try.' ' Jedi Master Yoda I never thought I'd open a blog post by quoting a short green alien. Yet wiser words have seldom been spoken. Whether in business or your personal endeavors, following Master Yoda's wisdom will change your life and your business. 'Try' 'Try' is little more than a cop out. Wanna limit your responsibility and waffle on a commitment?    Use the 'try' word. I'll 'try' to get that done. But if I don't finish at least I tried.). I'll "try' to make the deadline.(When

101 Tips from 50 Small Business Bloggers

Industrial Marketing Today

I came across an incredible blog post recently that I think every small business owner should read. As an entrepreneur your days are probably packed with items that need your immediate attention. As a result, it becomes increasingly

More Surveys Agree: Web and Non-Web Data Must Be Integrated

Customer Experience Matrix

It’s not that I’m obsessive, but just to gnaw a bit more on last week’s bone about the coming unification of Web and other marketing data. - a recent survey sponsored by enterprise marketing automation vendor Unica found that “integration with other marketing solutions” was the most commonly cited web analytics challenge (46%). This was followed by “verifying accuracy of data (inflation/deflation)” (41%) and “not comprehensive/missing types of data” (32%). It’s interesting that the question was about Web analytics in particular – even analyzing Web results by itself requires non-Web data.