Sat.Jul 11, 2009 - Fri.Jul 17, 2009

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Annoucing a new family member

B2B Lead Generation Blog

I seldom write personal posts but I'm making an exception to share my joy. Lydia Faith Carroll was born on 7/8/09. She is 7lbs 6oz and 19 inches long. Mindy and Lydia are doing great! Lydia getting some rest : ). Our first family photo with Lydia. happy family of five! feel very grateful and blessed

Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

I've been thinking a lot of the registration process lately. How should marketers decide if they want they want to require registration for their latest offer? In the past, it seemed common to require registration for most things. It's an easy trade: a bit of information for some content, right? What's the harm in that? My second "ah ha" moment was more gradual. Makes a lot of sense!

10 Reasons Why You Won't Do Content Marketing (and continue doing the same thing)

Junta 42

I had an amazing conversation this week with an agency that was trying to convince their client to invest in a content strategy and full content marketing program.    Just to give you the quick take, the client's goal was to reach certain consumer segments in the southeastern states.    They had a budget of $2.5 million dollars for marketing spend for the campaign. The client's VP of Marketing didn't think anything could be done with a marketing budget that small. That client is thinking about the world we used to live in.  million dollars left.

We seek RFPs for Innovation, not Inspiration

Confluent Forms

One of the biggest conundrums that companies encounter when they are reviewing Requests for Proposals (RFPs) that they are interested in bidding on is whether the RFP is for a real project, or whether it's a fishing expedition for ideas to be implemented by an existing vendor or internally. For us, this boils down to Innovation vs. Inspiration. If the RFP is asking for potential solutions to a clearly defined concept, challenge or goal, then that is Innovation (and good). How can you tell if it's seeking Innovation or Inspiration? Organizations must invest their time and effort.

RFP 6

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

More Trending

Leads Don't Suck - Good Leads Are.

Smashmouth Marketing

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". I was suprised that I heard such a jarring statement at multiple venues, but I did. Is it a common trend across the b2b industry? What if you could get your sales team to NEVER say "Leads Suck"? There are lots of terms describing leads. But let's get old school.

Crowd Sourcing Cars, Ford Breaking the Mold

Marketing Edge

Time 11:30. Let them built it and they will come is an appropriate phrase for the Ford Fiesta Movement - This will go down as a text book study of incorporating real time information about a new product into that product’s final production, and social media as a communications ecosystem for the product. Monty is one of the Goodfellas of social media. BRILLIANT! Have any questions I should ask?

Savvy Week in Review - July 17

Savvy B2B Marketing

The week seems to have flown by, but that didn't stop folks from producing thought-provoking, insightful posts, articles, and videos. We've gathered a few of the ones that caught our attention. Enjoy! How old-school data capture is poisoning marketing and what to do about it - by @CKochster Chris Koch dares us to rethink how and if we should gather information from prospects.

Giving Away Your Expertise IS Your Competitive Advantage

Junta 42

Erica brings up a great point about companies not wanting to share their expertise through content marketing. Why not share? Sharing secrets and expertise arms customers with too much information. Sharing secrets and expertise gives an advantage to the competition. Neither are true, and I'll tell you why. Most companies believe that their competitive advantage is in some process, some product, some service. That's hardly ever the case. Anyone at almost anytime can copy your process, product or service.especially today. Now what are you waiting for?

Field 17

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.

Why You Don't Date Inbound Marketers [Cartoon]

Smashmouth Marketing

In response to Hubspot's Cartoon post today: Jill is going back to the Outbound Marketers when it comes to dating. Who do you date? Inbound or Outbound

Use Outbound Marketing to target these 5 Buyer Types

Acquiring Minds

Given the popularity of social media and inbound marketing, when should outbound marketing be used ? For some types of buyers, outbound marketing is the only way to engage (e.g. direct mail, email, events, teleprospecting). Outbound marketing may be your only option to reach these buyers. The Puzzled Buyer - this buyer has some misconceptions that have precluded consideration of your solution.

Savvy Week in Review - July 17

Savvy B2B Marketing

Popsicles for everyone! Hope you stay cool this hot summer weekend. The week seems to have flown by, but that didn't stop folks from producing thought-provoking, insightful posts, articles, and videos. We've gathered a few of the ones that caught our attention. Enjoy! Think about how you could do the same for your B2B customers. Check out Amber Naslund's in-depth outline of how to do it right.

A quick word about ideas

Beyond

I received a letter from the DMA today. Well actually, I didn’t. The envelope asked the question “Does digital spell the end for the letter?&# I opened the envelope to find there was no letter inside, just an invitation to join the debate on Twitter. I’ve no idea if digital spells the end for the letter. short post, but it’s best to keep things simple, isn’t it?

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.

When will Amazon go Social?

Buzz Marketing for Technology

I was just searching on Amazon for my new book Facebook Marketing for Dummies (Wiley) which is due out in late August. And I was looking at the “personalized recommendations” that Amazon provided me. There was a section on books that were “Frequently Bought Together” with my book. Obviously it lists Facebook for Dummies and maybe not so obvious, Twitter Power. How personal is that?

Recession Accelerates Marketing Trends Caused by Disruptive Technology

B2B Marketing Traction

Forrester Research reports that 71% of Chief Marketing Officers (CMOs) have cut budgets. Most of the reduction is in traditional marketing: 61% in TV, Radio and Magazine advertising and 52% in direct mail. Email has been cut 11% and

5 Ways to Leverage Infomercial Structure in Your White Papers

Savvy B2B Marketing

Years ago, when I worked for Digital Equipment Corp I, along with all my colleagues took some training in personality types. In the training, I found out I was considered a “band wagon&# kind of person who was heavily swayed by testimonials of others. This is true even to this day. want to trust people and from the people I trust, I want to know what they would recommend. It works great.

Right On Interactive's 5Buckets Simplifies Multi-Channel Messaging

Customer Experience Matrix

Summary: Right On Interactive's 5Buckets connects lists from external customer management systems with many types of output vendors (email, print, fax, text message, automated voice). It's a low-cost, easy-to-use alternative to more powerful marketing automation systems for companies who don't need other marketing automation features. Last Wednesday’s revised ranking of demand generation vendors by Web traffic reminded me that I never published notes from a conversation I had several months ago with Right On Interactive , developer of the 5Buckets marketing automation software.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

16 best practices for creating customer councils

Chris Koch

I was researching the ITSMA archives this week to see what we’ve written about customer councils over the years and discovered some great advice that I pass along here: Research what customers would like to see from a council—make a few calls to lead customers before getting started. Vet potential members careful to make sure they are all genuine peers. Create a set of common objectives as a basis for collaboration, such as: Knowledge creation. Market change. Policy change. Organizational change. Consider bringing in a partner to coordinate/facilitate the council. No selling—ever.

Webinar for job seekers

Bungalo

Most of us know someone who is looking for a job — sometimes because we’re ready for a change, sometimes because change has been forced on us. My good friend, Jill Konrath , is hosting a free webinar for job seekers. If you know someone who is looking for a job — perhaps a client, or former-employee — tell them about it. Jill knows her stuff! Complimentary Webinar for Job Seekers: Creating Opportunities Using Get Back to Work Faster Strategies. Date: Thursday, July 23 at 1 pm ET. Register now for this free session: [link]. FTAF 1. Companies still have needs.

5 Ways to Leverage Infomercial Structure in Your White Papers

Savvy B2B Marketing

Years ago, when I worked for Digital Equipment Corp I, along with all my colleagues took some training in personality types. In the training, I found out I was considered a “band wagon&# kind of person who was heavily swayed by testimonials of others. This is true even to this day. want to trust people and from the people I trust, I want to know what they would recommend. It works great.

Alterian Pushes Into Social Media Management with Techrigy Acquisition

Customer Experience Matrix

Summary: Alterian's purchase of Techrigy marks the first integration of serious social media management with marketing automation. Others are sure to follow. Marketing automation vendor Alterian yesterday announced its acquisition of social media monitoring company Techrigy. Even though the Techgrity deal is the first direct acquisition I recall of a social media monitoring system by a marketing automation vendor, it strikes me as an obvious step. Previous acquisitions include Web content management (MediaSurface, 2008), contact optimisation (Campaign Calculus 2.0, Sparingly. billion entries.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

Social Media for B2B Lead Generation

LeadSloth

Earlier this year Jame-Ane Ervin wrote a great post about the results of promoting her webinar via Social Media. She got a 400% increase in leads! Now that’s effective use of social media. couple of weeks ago I met one of the founders of the site Social Media B2B : Jeff Cohen ( @dgtlpapercuts ). We started talking and he asked me to write a post about using Social Media for B2B Lead Generation, as LeadSloth has done a fair bit of work in that area. decided to limit myself to Blogging, LinkedIn and Twitter. “Twitter is getting more popular every day. Let me know what you think!

16 best practices for creating customer councils

Chris Koch

I was researching the ITSMA archives this week to see what we’ve written about customer councils over the years and discovered some great advice that I pass along here: Research what customers would like to see from a council—make a few calls to lead customers before getting started. Vet potential members careful to make sure they are all genuine peers. Create a set of common objectives as a basis for collaboration, such as: Knowledge creation. Market change. Policy change. Organizational change. Consider bringing in a partner to coordinate/facilitate the council. No selling—ever.

11 Golden Rules for Lead Generation that Works

Savvy B2B Marketing

Effective lead generation requires strategic planning, a well-considered process, and continual attention. While the following is by no means an exhaustive list, it will help you build a solid foundation for your lead-generation activities. 1. Establish a common understanding. Know your prospect. Understand as much as you can about your buyers' habits. Focus on your prospects' needs.

Stop Blaming Sales!

Phoenix Rising

I had to remind a client of that fact as we were discussing their last product launch - a launch that was less successful than they'd hoped. The executive was complaining to me that the revenues just hadn't ramped as expected. The field was discounting, selling point products versus the complete solution, so margins were disappointing as well. The company had to finally assign quotas against the newly launched product to get the field to pay attention to this revolutionary whatchamadoodle. Does anyone else smell a rat? surely did. hear this story too often. What a bunch of baloney.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.

More on Web Traffic Rankings for Demand Generation Vendors

Customer Experience Matrix

Last week’s post on Web traffic rankings of demand generation vendors generated a couple of private responses from vendors, pointing out that the Alexa statistics include traffic to operational subdomains for client landing pages and user log-in. In itself, this doesn’t bother me, since it provides data on actual use of the systems. But different products work differently*, so figures for some vendors include landing page traffic while figures for other vendors do not. This makes the rankings even less accurate than they seemed before (which wasn’t very accurate to begin with).

Great New Resource for B2B Marketers – B2B Marketing Zone

The Point

Here’s a new site to head for when you’re looking for the latest insight, news, or tips on B2B Marketing. B2B Marketing Zone was launched earlier this month by a pair of Web entrepeneurs, Tony Karrer (BrowseMyStuff) and Tom Pick (WebMarketCentral). B2B Marketing Zone is designed to be a one-stop destination for B2B [.].

11 Golden Rules for Lead Generation that Works

Savvy B2B Marketing

Effective lead generation requires strategic planning, a well-considered process, and continual attention. While the following is by no means an exhaustive list, it will help you build a solid foundation for your lead-generation activities. 1. Establish a common understanding. Know your prospect. Understand as much as you can about your buyers' habits. Focus on your prospects' needs.

A Shiny Needle in the B2B Marketing Haystack

Phoenix Rising

  There's so much information available across the web.It's a tough task to find the most relevant content for your own B2B efforts. Even aggregrators compile too much information - making the search for B2B Marketing content feel like that proverbial hunt for the needle in the haystack. Tom Pick and Tony Karrer decided to do something about it. They created B2B Marketing Zone as a resource for serious B2B marketers. I had the chance to interview these two guys about their thoughts, goals and insights for the future of B2B Marketing Zone. Here's the scoop. Tony: Well said Tom.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.