Sat.Feb 20, 2010 - Fri.Feb 26, 2010

Trending Sources

Nine mistakes to avoid in writing online B2B lead-generation copy

EMagine B2B Blog

Ambal Balakrishnan has done us a great service by collecting the thoughts of several experts on the subject above, then posting the collection in ClickInsights. His experts: Michael Stelzner, Stephanie Tilton, Cindy King, Michele Linn, Jonathan Kranz. We’ve picked out a “top nine” here; for the rest – plus more depth – just click on [.].

Maximizing the Return on Your BD Costs


With business still languishing, A/E firms are understandably being very cautious about spending. Some continue to trim costs. Interestingly, many firms have substantially reduced their business development expenditures. Marketing staff positions have been eliminated, with corresponding cuts in marketing activity. One large firm halted a major initiative to improve its business development process.

RFP 23

Optimize Your Tradeshow Presence

PR Meets Marketing

"conference hall" by shinemy via Flickr. Exhibiting and sponsoring at trade shows is an important component of the marketing mix. While physical meetings and conferences experienced a hit in 2009, I believe that more marketers will return to physical events in 2010. Here are five tips to optimize your trade show presence: Media Alert. Consider issuing a media alert (a smaller version of a press release) one to two weeks before the conference. Announce News. Consider announcing significant news at the conference to drive buzz about your company. Media Outreach. Social Media.

Brands as Publishers - Where's Your Content Strategy?

Junta 42

Just returned back from Online Marketing Summit 2010 where the statement "brands as publishers" almost seemed overused. Although we've been talking about that on this blog for three years now and in more detail in Get Content Get Customers , this is the first time I've heard this type of statement in force "out in the real world". It started with John Batelle from Federated Media. John might be most well-known for being one of the creators of Wired magazine. does not work without first having content strategy. Need more proof? what are the informational needs of my customers? Want proof?

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.

More Trending

You Can’t Expect to Hear “No”

The CRAP Report

Did you ever have a Magic 8-Ball ? You remember that, right? You ask it questions, shake it up, and then look at the bottom of the ball to see which side of the twenty-sided die inside floated to the top. There were answers like, “It is certain,” “Ask again later,” and “Very doubtful.” I had one as a kid and always thought they were pretty cool. And what do you think happened? I think so. .

Be a Strategic Planning Action Hero with Micro-Strategies

B2B Marketing Traction

Tweet. Dave Logan, Co-Founder/Senior Partner of Culture Sync, Professor at the Marshall School of Business at USC, and C0-Author of the book Tribal Leadership , presented the opening keynote at the Association for Strategic Planning annual conference in Pasadena, California. Here’s a summary of the talk: Dave started by discussing an important disconnect in strategic planning. 93% compliance!


Social media measurement: Sometimes a picture is worth a thousand tweets

grow - Practical Marketing Solutions

In all of the posts I’ve read about social media measurement, very few address the possible role of qualitative research — measuring when you don’t have data — so let’s take a look at that today, shall we? This will not be boring, I promise. Quantitative marketing research is descriptive and conclusive. These are the facts and figures that get all the headlines. .

Media 10

Conversen Simplifies Complex Messages Through Multi-Channel Dynamic Content

Customer Experience Matrix

Summary: Conversen makes it easy to generate dynamic messages across multiple channels. It's more a supplement than a replacement for conventional campaign management but should save a lot of work for marketers and their agencies. The problem is that this requires creating hundreds of versions of the messages and making sure that each is matched to the correct end-point. So where’s the catch?

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.

Are You Backing Up Your Social Data?

Savvy B2B Marketing

What would you do if Gmail crashed, your facebook account got suspended for suspicious activity, your LinkedIn network disappeared, or the Fail Whale moved in permanently? Online networking and collaboration services provide us with great tools that have become part of our everyday routine. It's important to remember, however, that we don't own that data. EVERYTHING. I admit it. Now - off we go!

There is no social media strategy, only marketing strategy

Chris Koch

Image via Wikipedia. I’ve been working with my colleagues at ITSMA on another survey on social media for B2B marketers that I hope you’ll take by going here. As we put together the questions, we struggled with the issue of social media strategy. I resisted treating it as a standalone in the survey. B2B marketing lays the path to a sales discussion and supports relationships with existing customers.

The NEW “Four P’s” of marketing

grow - Practical Marketing Solutions

Place, product, price and promotion. We all learned these basic marketing principles in college and they still stand up today. But the social web is a true shift in the way we communicate and go to market. For the first time, mankind has access to real-time, free, instantaneous, two-way, global communication — and the good old marketing mantra needs a little updating. People. Publicly.

Publicly Available Pricing: Theory and Practice

Digital Body Language

A lot of what I write on this blog has to do with the changes that have happened as a result of buyers’ increasing access to information. Often, these changes are looked at from a general perspective. Today, I want to look a very specific example of how this overall market transition affected us at Eloqua. It’s a very representative, specific, example of what’s going on in the market in general.


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.

Savvy Webinar Resources from the iConnect Conference

Savvy B2B Marketing

Greetings to those who attended the iConnect Webinar event From Sale to Renewal: Leveraging Webinars to Improve Your Entire Customer Lifecycle this afternoon sponsored by iLinc. As promised during the live webinar we are sharing our presentation and some additional resources to further illustrate the points we made during the presentation. Have no idea what I am talking about?

Going Mobile with B2B Marketing

Buzz Marketing for Technology

As I mentioned in my Top 10 predictions for 2010 – I think the Mobile Marketing in 2010 will become more mainstream. As a marketer I always like to play the “odds not the lottery&# and to me when you have a market of 3.3 Billion Handsets worldwide (half the population) versus only 1 Billion PC’s with Internet access playing with a 300% larger base is pretty safe bet. Tweet This!


Lead Gen Companies Should Not Dictate Your Pace

Smashmouth Marketing

On a recent sales call, the prospect told me he is working with a pay-for- performance appointment setting company like Green Leads. The difference, and the reason for the call, is that he wants more meetings per month, but the other vendor is " dictating the pace " at which he gets them. Was I dreaming? Did I hear that right? Establish and manage to a Service Level Agreement (SLA). A list issue?

Blog with Discipline to Get Marketing Results

B2B Marketing Traction

Tweet. A recent Hubspot survey showed that most business bloggers write no more than one blog entry a week. In 2010 2-3% write multiple blog entries per day, 8% write one per day, 29% write 2-3 per week. 38% write once a week, 17% monthly and 6% less than once a month. For those who write 2-3 blog entries per week, Hubspot says 69% have acquired a customer from their blogging activities.

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.

Are people really reading more?

Savvy B2B Marketing

For years "they" have been telling us that the next generation is going to heck in a handbasket. This includes a serious decline in the nobler pursuits, including marriage, lifetime careers, and reading. The report is based in part on information derived from data gathered by the United States Census Bureau in 2008. The greatest gains were made in the 18-24 year old set. MTV who?

How to Answer a Question: 5 Tips for Making the Most of LinkedIn

The Point

One of the biggest clients of my 15+ year agency career was won as a direct result of a question to which I responded on LinkedIn , the popular business networking site. LinkedIn now boasts more than 60 million registered users , but far fewer than that number are active members in group discussions and in LinkedIn’s “Answers” section. Set up alerts for questions in your area of expertise.

Buyer Persona 2.0 – Part 7 – Buyer Personas Segmentation

Tony Zambito

Over the past few years, our firm Goal Centric has engaged with high profile organizations that place a high value on performing market segmentation.   Where buyer personas fit in the scheme of segmentation has been a source of confusion since the early days of design personas.     Buyer Personas Segmentation.   Bring to Life. Humanistic.   Goals Not Roles.

Management Motivation from Jay-Z

The CRAP Report

Where do you get inspiration from? Better yet, how do you inspire your teams to bigger and better things? To pass more leads of higher quality? To make more calls today than they did yesterday? To make more calls tomorrow than they’re going to make today? To talk with more people who will probably hang up on them? How do you get them to do that if you’re feeling burned out yourself?

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth.

Google, Display Ads, and B2B Marketing

Digital Body Language

Google just pushed a tiny bit further into their long-stated strategy of making display advertising their next billion dollar business. Former DoubleClick exec Barry Salzman joined the team to bring this vision closer to reality, and it’s expected that we’ll see more movement from Google in this direction over the next year. What does this strategy mean for B2B marketers? A lot.

Getting Provocative: How Visual Provocation Engages Buyers and Drives Growth

Savvy B2B Marketing

This week we are happy to have a guest post by Britton Manasco. Britton has a very insightfl blog that we enjoy called Illuminating the Future. In this post, he illumintes us on how we can use visuals. It's now tougher than ever to turn prospects into customers. These are complex matters requiring far-reaching discussions and explanations. The Unprovoked Buyer. The Case for Visual Provocation.

Weekly Contest - Win a high-level website SEO review!

Connect the Docs

Our expert contributors to ClickPredictions 2010 eBook are giving away many exciting and wonderful prizes this week. Win eBook version of Jonathan Kantor's new book Crafting White Paper 2.0. To enter this giveaway, just use this precrafted tweet or include the link to this post or this page with '#CLICKPRIZE'. Include @clickdocuments and @Jonathan_Kantor in your tweet. Over to you.

A tweet fit for a queen

grow - Practical Marketing Solutions

Today I’m privileged to feature a wonderful social web success story from my friend Imad Naffa. He recently told me about being re-tweeted by Queen Rania of Jordan and how he increased his business by 25 percent in six months through Twitter alone. I hope you enjoy learning from Imad as much as I have: Imad, first tell us about your famous tweet and how it was picked up by the queen.

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.

How social media will change lead generation in B2B

Chris Koch

The era of the sales process beginning with a lead is over. The number of B2B buyers who are ready to buy as soon as they engage with our marketing is small—and social media will make it even smaller. We have to come to terms with the fact that there is a stage of the buying process that comes before the buyers we are pursuing are ready to become leads. We call it the epiphany stage. This is the stage that occurs long before any discussion of products, services, or RFPs—indeed, it occurs before customers have even begun to think about a purchase. This is where social media comes in.

Sales Prospecting Perspectives, February 22nd - 26th

Sales Prospecting Perspectives

Well, we're just about to close the door on another month. Looking back on the start of February, we kicked off our year of "winning" and the folks who work with us made sure that we did so in full force. Our BDR's are uncovering more sales ready opportunities than ever, all because we want our clients to experience more wins than they ever have. We're very thankful for the organizations who've entrusted us with the mission to bring them sales qualified leads, and we're hoping to ride February's successes right on into March and throughout the rest of the year. Who do Your Teleprospectors Call?

Savvy Week in Review - February 26

Savvy B2B Marketing

It's a windy day here in the Boston area. Seems like a perfect time to hunker down and peruse some thought-provoking posts from the past week. Enjoy! The Science of Building Trust with Social Media - by @ferenstein via @mashable This post explores what type of content formats are best if you want to establish trust with your audience. B2B Buyers Need to Look Beyond Decision Makers - by @ardath421 Ardath Albee looks at how and why we need to consider how our content is shared between those making purchasing decisions. Content Marketing is for Customers Too!