markempa

AUGUST 15, 2011

Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients. They had promised us a “high-quality list” from their database: tens of thousands of names of c-suite executives who were in their target-market sweet spot.

Top of Funnel 208

Top of Funnel Practices Lead Generation Contact Marketing 208

Writing on the Web

AUGUST 16, 2011

Your Blog & Facebook, Social Sites" alt=" Say NO to Auto Feeds: Your Blog & Facebook, Social Sites" />. Your Blog & Facebook, Social Sites" width="300" height="104" /> Today’s guest post is written by Christine Buffaloe, of Serenity Virtual Assistant Services , a great resource for social media know-how, for Facebook , LinkedIn and Twitter.

Facebook 201

Facebook Social Media Tagging Linkedin 201

Customer Experience Matrix

AUGUST 16, 2011

I’ve long believed that B2B marketing automation is just a passing phase: that, ultimately, B2B marketing automation systems will be absorbed into CRM systems instead of operating independently. It’s a view I discuss sparingly in public, since so many of my friends in the marketing automation industry have a vested interest to the contrary. But there are also a few vendors who have bet in favor of merged systems, so it wouldn’t be fair to ignore their view entirely.

Marketing Automation Services 192

Marketing Automation Services Enterprise Management Work Management Marketing Automation 192

Marketing Insider Group

AUGUST 16, 2011

One of the major problems at technology start up’s today is the lack of understanding of how much sales and marketing principles have changed. “If I need to double revenue growth, I need to double my sales force to drive it” or “I need to generate 1,000 leads to generate one sale. Therefore 2,000 leads will generate two sales.”. This doesn’t make sense and management teams are confusing correlation and causality.

Work Management 182

Work Management Marketing Management Word of Mouth Paid Search Agency 182

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Webinar Metrics

ViewPoint

AUGUST 15, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members. More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king.

Sales Qualified Leads 168

Sales Qualified Leads High Quality Lead Generation Leads 168

Writing on the Web

AUGUST 19, 2011

Remember the 4 E’s of Better Business Blogging ? It’s my short hand memory checklist before publishing a blog post: Educate, Entertain, Engage & Enrich readers. You write to educate, entertain, engage and enrich readers when you want to build readerships and get great results with your blogging. When it comes to educating readers, it’s important to take a page out of teachers’ notebooks.

Education 159

Education Blogger Business Blogging Analytics 159

Marketing Insider Group

AUGUST 18, 2011

Social. Digital. Content. Inbound Marketing. Community. These are the words that swirl around in my head all day long and fly-by on my Twitter feed. And while there are plenty of big thinkers who are debating the semantics, I am concerned about driving real change in business. To me, marketing’s main goal is to advocate for customers. To make sure that our business solutions reflect the real needs of our customers.

Social Marketing 176

Social Marketing B2B Thought Leadership Work Management Marketing Management 176

ViewPoint

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. You can enjoy even more posts from other exceptional bloggers at their website. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

Work Management 163

Work Management Training Verticals Sales Qualified Leads 163

Webbiquity

AUGUST 17, 2011

Several great new features were recently added to the B2B Marketing Zone and Social Media Informer by co-founder Tony Karrer. One of the most obvious is that posts now include images, making the sites more visually appealing than the former text-only design. Both of these sites bring together content from leading experts and companies like Brian Carroll , Paul Dunay , Ambal Balakrishnan , Harry Hoover , Gini Dietrich –really too many to list.

Social Media 145

Social Media Paid Search Agency Features Social Marketing 145

Speaker: Kristin Hess - Senior Product Marketing Manager, Drift; Will Lyon - Head of Vertical Marketing, 6sense

The past three years have forced nearly every industry to rethink their prospect and customer engagement strategy. But while we’ve all been thrust into digital transformation, we haven’t all made the transition efficiently. Now that we know digital selling is the new norm, how can we ensure our website is doing as much of the leg work as possible for us - even in the midst of economic challenges?

Work Management

Tony Zambito

AUGUST 17, 2011

Image by Ross Mayfield via Flickr. In my recent article, The Ascent of the Social Buyer , I made mention that social buyers today were exhibiting an internalized Social Engagement Index.  The mention of a Social Engagement Index is not new.  The people at Alterian have talked about a Social Engagement Index (SEI) as well as a Social Sentiment Engagement Index (SSEI).  Recently, Brent Leary and John Hernandez offered a perspective for The Social Customer in a report called The S

Social Networks 143

Social Networks Buy Interactive Marketing Social Marketing 143

Biznology

AUGUST 16, 2011

Image via Wikipedia. by Chris Abraham. Maybe the reason why you can't even quite get into the top-five or number-one spot on Google search is because you're not spending enough time or money getting the best Web host and Web server you can afford and then optimizing how your serve your Web pages , especially when your modern CMS is backed by a database.

Adsense 133

Adsense Industry CMS Google Long Tail Marketing 133

B2B Marketing Traction

AUGUST 17, 2011

Tweet. Blog entry excerpted from the Marketing chapter written by Jennifer Beever in The Book on Business from A to Z. I have several favorite tools and models for analyzing a client’s marketing strategy. I wrote about them in my answer to one of ten top questions business owners have about marketing in the marketing chapter of The Book on Business from A to Z – “ What’s the best strategy for marketing my product or service?

SWOT 132

SWOT Planning Analysis Marketing & Strategy 132

The Point

AUGUST 18, 2011

A client asks: “If we’re offering a white paper as part of an upcoming campaign, should we remove it from our Website for the duration, especially if it’s ungated?”. As demand generation marketers, no matter how skillfully we construct a clear, unambiguous, unfettered path to our precious content, some prospects will still go out of their way to avoid having to register for it.

Landing Pages 126

Landing Pages Marketing Websites Campaigns Demand Generation 126

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Thinkers360, the world’s premier B2B thought leader and influencer community, has released its 2022 B2B Thought Leadership Outlook Research Report conducted in association with the British Computer Society (BCS). The purpose of the research was to better understand current and future trends with regard to both thought leadership creators – such as individuals, agencies and brands – and thought leadership consumers and their plans for 2022.

B2B Thought Leadership

The Effective Marketer

AUGUST 16, 2011

This is the second post in a series of “ Principles of Great Content Marketing ”. The first post talked about creating simple content. So just to recap, there are three key principles for creating great content: Is it simple? Is it timely? Will it solve a problem? Simple content was explained earlier and is a sure way to create engaging and direct content.

Urgency Marketing 120

Urgency Marketing Content Marketing Automation Services Automation 120

Digital B2B Marketing

AUGUST 16, 2011

Twitter is not a communication channel, it is a platform that allows each of us to create and evolve our own custom communication channel. If Twitter is not working for communication, it is not a problem with Twitter. As a platform, Twitter is developing and our behavior reflects its infancy, with the full spectrum of human behavior on display. The societal norms for Twitter have yet to be established.

Twitter 117

Twitter Social Media Google Advertising Channels 117

B2B Marketing Traction

AUGUST 15, 2011

Tweet. More businesses recognize a need to have a presence on Facebook, but a common question is, “What should we post on our Facebook wall?” My colleague Kim Defenderfer of California United Bank , asked me to speak about Social Media to a CEO Forum sponsored by California United Bank and CPA firm Rosenthal Pearson Fong & Frew. Kim cares about his customers and prospects and works hard to bring growth opportunities to them.

Facebook 122

Facebook Trade Show Press CPA 122

Chris Koch

AUGUST 16, 2011

Image by roboppy via Flickr. The other day, I kept getting calls on my cell phone from the same number. Never left a voice mail, (which my gut was telling me should have been a signal), but the number was local. Could it really be that someone I knew was trying to get hold of me? So, like a fool, I finally called back (the iPhone makes it so easy to do!).

B2B 113

B2B Privacy Click Rate Internet Marketing 113

Speaker: Mason Cosby - Director of Growth at Gravity Global

In the world of marketing, content is king. Despite this importance, many marketing teams struggle to find the time and resources necessary to create engaging content. As a result, they don't see proper account engagement. Adding an Account-Based approach makes it even more difficult to get the content right. If you're trying to implement an ABM strategy but your accounts aren't engaging, this workshop is for you.

Account Based Marketing

Marketing Craftmanship

AUGUST 19, 2011

Brochureware is the term used, often with derogatory marketing implications, to describe websites consisting entirely of static pages that promote a company’s products and services, people and value proposition. Most brochureware websites contain no content that requires updating, and other than perhaps a “Contact Us” form, no interactive capabilities.

Thought Leadership 109

Thought Leadership Paper Press Case Study 109

Convince & Convert

AUGUST 18, 2011

Social media optimization gives you the ability to not waste bullets. Every tweet and status update has a cost associated with it. Perhaps not a direct financial cost, but a real, and at times considerable labor cost. The time you spend tweeting and Facebooking and Google Plussing on behalf of yourself or your company is time you could be spending on some other form of communications or customer service.

Social Media 128

Social Media Optimization Media Paper 128

B2B Marketing Traction

AUGUST 19, 2011

Tweet. As a B2B Marketing Consultant, I am often asked how many messages a business should post on their social media accounts. Yesterday I was reviewing Hubspot information and saw that they recommend no more than two or three updates on Facebook each week. It got me thinking about the importance of strategic planning and tactical goal setting in marketing – even for what seem to be the easiest tactics.

Social Media 106

Social Media Media Gartner Planning 106

Digital B2B Marketing

AUGUST 16, 2011

Twitter is not a communication channel, it is a platform that allows each of us to create and evolve our own custom communication channel. If Twitter is not working for communication, it is not a problem with Twitter. As a platform, Twitter is developing and our behavior reflects its infancy, with the full spectrum of [.].

Twitter 105

Twitter Advertising Channels Social Media Facebook 105

Biznology

AUGUST 19, 2011

Image by Getty Images via @daylife All of our existing controls around content, intellectual property, and information exchange were developed when moving information around was an ancillary function to what mattered at the time: moving goods efficiently to generate wealth. The most powerful nations and organizations throughout the centuries were the ones that mastered the [.].

Efficiency 105

Efficiency Generation Organization Content 105

Adobe Experience Cloud Blog

AUGUST 15, 2011

by Shonal Narayan Even in the digital age, trade shows continue to have a place in the marketing mix. For many businesses, trade show participation is a great way to generate new pipeline, build prospect relationships and create brand awareness. But before you print out your conference badge and grab your lead scanner, make sure you’re ready. Here are 7 common trade show pitfalls to avoid.

Trade Show 104

Trade Show Planning Buzz Marketing Management 104

Convince & Convert

AUGUST 16, 2011

Ultimately, almost every website is about conversion rates. That blog design that you slaved over should eventually drive conversion rates where your prospects read, download, call or otherwise behave in a way that is beneficial to your company. I know this first-hand, as my former company was a leader in conversion optimization in the early aughts.

Optimization 123

Optimization Conversion Conversion Rate RSS 123

Digital B2B Marketing

AUGUST 19, 2011

We each build our own communication channel on Twitter, choosing who to follow and list. However, based on a number of recent conversations I have had on Twitter and Google+, many Twitter users are overlooking a significant tool to customize their channel and reduce noise: filters. If your Twitter stream clogs up every evening with [.].

Twitter 104

Twitter Advertising Channels Google Conversion 104

Speaker: Kate Marx, VP of State Street Global Advisors; Tara Quehl, Marketing Director at Demandbase; Lee Zucker, Global Head of GTM & Revenue Strategy at Drift

The world of financial services is shifting as clients demand online experiences that feel similar to those in B2C. What’s the key to meeting their expectations? Humanizing their experience on your website. By personalizing your client’s online experience, your firm can build more trust and value into every interaction. Your team can also go into conversations with more context around a client’s long-term objectives, resulting in a faster time to investment.

Personalization

Chris Koch

AUGUST 16, 2011

Image by roboppy via Flickr. The other day, I kept getting calls on my cell phone from the same number. Never left a voice mail, (which my gut was telling me should have been a signal), but the number was local. Could it really be that someone I knew was trying to get hold of me? So, like a fool, I finally called back (the iPhone makes it so easy to do!).

B2B 100

B2B Privacy Click Rate Internet Marketing 100

Adobe Experience Cloud Blog

AUGUST 18, 2011

by Phil Fernandez. In several previous posts I have been discussing the ways that marketers (and other business professionals) can gain and maintain a secure position at the senior management table. Taking hold of that seat means being more agile , social , and connected in your marketing activities, and in everything else you do to generate revenue and drive profitable results.

ROI 99

ROI Work Management Marketing Budget Marketing Management 99

Paul Gillin

AUGUST 19, 2011

Scott Wright is the general manager of the Wyndham Wingate Hotel in Erlanger, KY, and in a 15-minute ride to the airport yesterday morning he taught me something about the future of business. The fact that the manager of the hotel was driving me to the airport was unusual in the first place, but Wright makes it part of his routine. “I try to get out of the office at least a couple of times a week and connect with the customers,&# he said. “I don’t ever want to be stuck in a bac

Marketing Management 96

Marketing Management Advertising Agencies Business Marketing Budget 96