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

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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 / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.

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.

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 [.].

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. 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. If done well, FAQ pages answer the questions your audience has in the language they use (which means using words they are searching with).

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150 Content Marketing Tips

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

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 / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.

Lead Generation Check list – Part 4: Clear and Universal Lead Definition

B2B Lead Generation Blog

This is the fourth installment in an eight-part series I’m calling the ‘Lead Generation Checklist.’ With each post, I’m addressing a step that in my experience helps improve lead generation efforts. For the first post, I focused changing your mindset to focus on conversations not campaigns. In Step Two, I discussed how to align sales and marketing as one team. In Step Three, I discussed how to develop and intensify your Ideal Customer Profile - which is all too necessary when determining how to reach your target market. Inquiries are not leads. Believe me, nothing fancy is required.

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.

Check out the Content Marketing Playbook - a free eBook Experiment

Junta 42

After months of work, Junta42's Content Marketing Playbook is complete. What is it? - 42 ways to tell and share your business story through content. The examples include long-form, short-form, social media, online, print and in-person initiatives.    We've also included over 50 mini-case studies and well over 100 resources relevant to each content marketing tactic. The goal - to create an ongoing content marketing resource for marketing and publishing professionals. In return, we're looking for more people to use Junta42's free vendor-matching service. 

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 / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.

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6 Secrets to Creating a Positively Remarkable Brand Name

Content Marketing Today

A Great Product with a Terrible Name Will Sink. Great Product with Terrific Name Will Soar. Think Google. Think Bing. Think Kleenex. Think Nike. But most of all think carefully before you attach that all-important brand name to your shiny new product. That’s the essential advice from Caitlin Randolph of BrandBucket.com in this guest post. An idea in Need of a Name. Visit us at: [link].

Content Marketing 2016: Staffing, Measurement, and Effectiveness

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

Project Management as the Product?

E-Quip

Bruce Lynch of PSMJ has an interesting post on their blog this week: " Why design isn't king anymore." He draws a parallel between the proliferation of web content and the plentiful availability of A/E design services. The result of abundant supply in both cases is a product of diminished value. Great content, like great design, is still vitally important. Is there a similar role in our industry?

Help Me Help You - Spend Content Marketing Money

Junta 42

Well, first the bad news. After months of trying to work this out, the winner of Junta42's $4200 in 42 Days Contest, 48HourPrint , decided not to move forward with their project. for those of you who don't remember, every project match that went through the Junta42 system over a 42 day period was eligible to receive the $4200 dollars). When we started this contest, we all thought how easy it would be to give this money away. mean, who wouldn't want $4200 to kick-start a content project, be it a blog, a newsletter, a video series or even (heaven forbid) something in print?

Tweet or Trouble: 2.0 Investor Relations

B2B Marketing Savvy

Other Twitter Topics:       Marketing at Twitter Speed           Multiple Account Layering Strategy       Social Media: Not Just for Kids       Email The Scoopdog Team. Read time = 3-4 minutes) With the buzz around social networking, I’m struck by how small the conversation seems to be regarding investor community/investor relations. Yes, IR outreach is by nature cautious… and regulated. There’s concern about disclosure and eDiscovery, in particular. Here also  is one of the better blog posts on that by brian solis.  So… Who’s Doing What? What Can Be Learned from the Pioneers?  . Welcome!

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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.

Study: How Much of Your Content Marketing Is Effective?

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

Understanding the Concerns of Technology Buyers

WriteSpark

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.

ClickInsights: How to choose a white paper syndication partner?

Connect the Docs

ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature top notch industry experts and thought leaders and get their insights, opinions and predicitions. We also ask for their suggestions on what reports, whitepapers etc to read to keep abreast with latest trends in their industry. Find White Papers.

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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.

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.

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.

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

Beyond

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.

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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.

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.

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. What does this mean for today’s savvy marketer? But while Win Free Sex is very attention grabbing, you have to have the free sex contest to back it up. Written any good headlines latey?

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.

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

Improve your connect rates

Fearless Competitor

Great post by Jim Burns, CEO of Avitage on a problem faced by many businesses. Email is cheap and easy but it’s effectiveness is very, very low. How can we improve its effectiveness? In this post Jim explains how businesses might use phone, email and video together to build trusted relationships and more sales-ready leads.  I highly recommend business leaders read it. Improve your connect rates.

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

B2B Marketing Traction

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.

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.

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' limits our new thinking and behaviors. So the internal dialogues began.

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 Make Sure Your Drip Marketing Campaigns Are Not Water Torture

B2B Marketing Traction

Tweet. 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. 1. Know your prospects. After they download your eBook?

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.

Marketing Optimization Toolkit: The Science behind Marketing Analytics

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

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 Problogger.net , 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.

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Improve your Lead Generation: 8 Takeaways from the B2B Marketing Summit

B2B Lead Generation Blog

Last week, I was a speaker at MarketingSherpa's B2B Summit in San Francisco. I had a great time learning and connecting with fellow attendees. For me, the most valuable part of attending was hearing what other marketers are doing to drive results in their companies. If you didn't get a chance to attend last week's event here's a summary by the Sherpa team on 8 things you can focus on to improve your lead generation results. There's still time to register for next week's Boston B2B summit on October 5-6. Register here. Read: 8 Takeaways from the B2B Marketing Summit

The 3 ingredients of business success today

Fearless Competitor

In this tough marketplace with companies struggling to make their numbers, I will share a big secret.  It’s the Holy Grail of business today — the three things a company needs to success. A key point here is that you MUST have all three. One or two won’t do the job.  It’s three or die. Marketing Automation — Good packages out there like Marketo and Eloqua. Content Marketing — Marketing automation starves without great content. Trigger Events — look for InsideView for software and ShiftSelling for ideas. Marketing automation is the tool. It works.

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

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.

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' 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 YEAH for them.

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