2010

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The Best Email Subject Line For Teleprospecting I've Seen Yet.

Sales Prospecting Perspectives

The best email subject line I've seen in my career came through my Inbox this week. Brad G, one of our inside sales reps shared an email he had received from a prospect praising his persistence in prospecting him. We call it "polite persistence" here at AG and I was very proud that the prospect not only responded to Brad, but took the time to compliment his approach and work ethic. Love to see that. As I was closing out the email I glanced at the subject line that Brad had sent to the prospect. It read " Attention: Jim - Final Follow up". or "do I know Pete"? Next he uses Jim's name.

Best 115

Want a Bigger Marketing Budget? Send Less Leads to Sales

B2B Lead Generation Blog

If your 2011 marketing budget is tighter than you want it to be, trying giving sales less leads. According to Marketing Sherpa’s just-released 2011 B2B Marketing Benchmark Report , a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. That’s a costly mistake. Let me explain why: For every 100 raw leads, only 4 to 7 are ready to buy.

Lead 99

A Simple B2B Marketing Framework

Everything Technology Marketing

We often discuss in this blog how B2B marketing is becoming more complex, and how to manage this complexity. Marketing is getting involved in many more areas that touch the customer along the buying process, multiplied by a dizzying variety of new tactics, online communications and engagement platforms. But that's content for another blog post. Let me know your thoughts about this framework.

11 B2B Marketing Predictions for 2011

Buzz Marketing for Technology

Around this time last year I wrote about the 10 B2B Marketing Predictions for 2010 and while I would say 7 out of 10 have already materialized and the others are on their way. So that begs the question – what’s on the horizon specifically for B2B Marketers next year? Here are 11 concrete ways I think the environment in which B2B Marketers operate will evolve in 2011. Enjoy! Email this to a friend?

The Rise of the Customer Marketer

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

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How PR and Social Media Can Work Together

Webbiquity

Social media and PR would seem to be natural allies. Both are primarily focused on brand awareness, credibility building and image enhancement. Both are critical tools for dealing with bad news or crisis situations. Both require relationships with influential people in one’s industry to be effective. And both rely on the ability to tell an interesting story. Since many (most?) Share this on Bebo.

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Ten reasons to blog – even if nobody reads it

grow - Practical Marketing Solutions

 . Building an engaged community through a business blog can be extremely difficult — sometimes impossible. Look at companies like General Electric who do an amazing job with their blog and yet have almost no “community&# or comments at all. There must be some good business reason they do it, right? . There better be. Do your competitors have a blog? This is valuable real estate!

Improve Service with a Customer Touch Point Map

B2B Marketing Traction

Tweet. Have you ever bought a product or service where you were excited about your decision to buy (maybe after a rigorous buying process), only to be very disappointed by the delivery? It happens all the time. Could that describe your level of service to your customers? Make sure you provide an excellent customer eperience by doing a customer touch point analysis. “What’s that?”

Best of 2010 – 13 Twitter Tips for Increasing Engagement

Sazbean

2010 in Review! We’re posting the best articles from the year to help you get 2011 off to the right start! original on increasing engagement posted October 18, 2010) A major frustration for people trying out Twitter for the first time is figuring out how to get anyone to respond. They set up their Twitter account, tweet a few times and wonder why no one responds. Comment on their updates.

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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.

How Do You Define a Quality Sales Opportunity?

Sales Prospecting Perspectives

During my years as an Inside Sales rep, I've always appreciated working with the young hungry territory reps willing to talk to anyone "with a pulse". While I could appreciate that work ethic and the tenacity that hungrier reps displayed, I usually found that passing over anything lukewarm usually resulted in a lead that didn't go anywhere.and generally I was cold calling back into that company months later. On the other side of the coin, I struggled when passing leads to the veteran sales folks who wanted every opportunity completely teed up. Should you pass them anyone who wants to talk?

The 39 Social Media Tools I’ll Use Today

delicious b2bmarketing

Also, at my social media speaking engagements hither and yon I’m often asked what tools I use. So, I took a personal inventory and created this overview of the 39 social media tools I use daily. Twitter Tweetdeck I use Tweetdeck for serious twitter sessions. Tweetie This extremely intuitive Mac-only app is my hour-to-hour choice for Twitter. It’s a good choice for agencies, too. Smart.

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Is Traditional B2B Marketing Dead?

Everything Technology Marketing

Earlier this week, I was on a panel at the WIT event "The Intersection of Marketing & Technology" in McLean, VA. One of the discussions was about the dramatic changes happening in B2B marketing today and what the future will hold. The question "Is traditional B2B marketing dead?" ignited a lively discussion. think we are experiencing nothing short of a major disruption in marketing today.

The 4 C’s of B2B Marketing

Buzz Marketing for Technology

We’ve all heard about the four P’s of marketing. Product. Price. Placement. Promotion. The four P’s were created mainly to describe the ideal “marketing mix&#. The term “marketing mix&# became popularized after Neil H. Borden published his 1964 article, Concept of the Marketing Mix. Connection – connecting with the audience you wish to attract. Digg this!

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.

Four Must-Have Metrics for Marketing Measurement

Customer Experience Matrix

Summary: Four critical metrics tell you most of what you need to show the value of your marketing efforts and to optimize your results. And, here's a funny picture. There’s still time to sign up for my October 7 Webinar on stage-based marketing measurement (sponsored by Marketo and hosted by the American Marketing Association ). Marketing ROI. Inputs: marketing costs and marketing-related revenue.

17 Examples of Great Presentation Design

Hubspot

Last week we shared 10 rules to help instantly improve your presentations. While readers mostly agreed with the rules, they requested some examples of well-designed slides, so Dan and I did some digging. We gathered some of the best examples of slides and presentation design to help provide a clear picture of what great presentation design is and isn't. Sample Slides Based on Food, Inc.

Report: Blogs Are An Important Part Of The Marketing Mix

B2B Marketing Insider

The proof is in folks: blogs are an important part of the marketing mix, according to Technorati's recent ”State of the Blogosphere” report. And even though bloggers stated feeling that they aren't treated with the same respect as

Seven Ways to Use Social Media for Business

Webbiquity

Though business use of social media is rapidly increasing, many executives remain skeptical of its value. more recent study reported by Forbes stated that while “60% (of small businesses surveyed) credit social media with positively impacting their businesses…(only) 36% have attracted new business as a result of their social media efforts.&#. Share content (your own and others’).

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.

A fascinating “hardcore” B2B social media success

grow - Practical Marketing Solutions

With many companies now engaged in social media marketing strategies for nearly two years or more, success stories are starting to emerge, even in the difficult marketing world of industrial B2B.  I discovered a great success story to share with you through a masters thesis being developed by Haakon Jenson of Norway. BACKGROUND. Limited marketing budget and employee resources. STRATEGY. RESULTS.

Social 101

How to Calculate Social Marketing ROI

Paul Gillin

This is a draft of chapter 10 of Social Marketing to the Business Customer by Paul Gillin and Eric Schwartzman. This chapter focuses on how to calculate ROI of social media and Internet marketing programs in general. I’m particularly interested in your feedback on this chapter because it presents some new ideas I’ve been playing with about how to calculate the ROI of almost anything.

Can Marketing Really be a Revenue Engine?

Digital Body Language

It's a key question in today's business environment - can marketing really be a revenue engine, or is this current energy around marketing driving revenue just a fad that will blow over. I was truly honored to host a panel at Dreamforce to discuss that question with three of the very best in the field. Revenue Performance Management marketing analysis marketing dashboards Revenue Engine

It’s The Little Things That Make Inside Sales Teams Perform Better

Sales Prospecting Perspectives

Like having your operations director dress up as a figure skater. We don’t play around on Halloween. Store bought costumes and cliché ideas are frowned upon at AG Salesworks. Today is our Halloween party and the office is buzzing. One of our operations directors is dressed as a male figure skater. How does a figure skating director increase sales for the outside reps? Absolutely!

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.

The More B2B Marketing Changes, the More It Stays the Same

B2B Lead Generation Blog

I’m back from presenting at the Cisco Partner Velocity Conference in Barcelona; the experience was every bit as meaningful and memorable as I thought it would be. You see, I turned 40 there and brought my family along to celebrate. It was a great experience for all of us. Barcelona is a beautiful city. especially noticed this when we went out to dinner (at 10pm which is quite typical in Spain).

Top-10 B2B Marketing Topics of 2010

Everything Technology Marketing

With 2010 coming to an end, it is time for a quick review of the most popular B2B marketing posts on the Everything Technology Marketing blog. Thank you all for participating in this blog - I learned a lot from our discussions this year. See you in 2011

Facebook Advertising Tricks for B2B Marketers

Buzz Marketing for Technology

If I could offer you a billboard in the middle of Times Square for little to no cost for you to advertise your company would you do it? One of the great things about the Facebook is that it provides you access to a large audience of over 550 Million people worldwide at a very low cost so why not take advantage of it. Trick 1) Place specific Job Titles into the Likes and Interest field. Tweet This!

Buyer Personas: Where (and How!) to Start | B2Bbloggers.com - B2B.

B2Bbloggers

How And Why You Need To Create Buyer Personas So That Your B2B Marketing Is For Someone And Not Everyone - Including A Buyer Persona Worksheet For You

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.

5 Corporate B2B Blogs That You Should Copy

Anything Goes Marketing

The importance of blogs in your B2B marketing mix can't be overlooked. Blogs are too important in keeping customers and future customers informed about your industry, your products and your company, driving people to your website, and generating leads. recent study by Hubspot found that those companies that use blogs generate 67% more leads than those that don't. However, anyone that can open a.

The New Marketing Accountability

B2B Marketing Insider

The most popular posts on B2B Marketing Insider over the last few weeks have a common theme: accountability and The Role of B2B Marketing. You can review both How To Align Marketing With Sales and Marketing Leads: Quality Vs

11 Myths of Social Media Marketing

Webbiquity

Though social media marketing is rapidly advancing in terms of adoption and sophistication, many marketers and business executives still struggle with it. They wonder if their organizations are doing enough, if they are doing things right, even if they should be involved in social media at all. This confusion is partly due to some still-common misconceptions about social media marketing. Argh, no!

Don't Fix Your Marketing Process

Customer Experience Matrix

Summary: In a constantly changing world, flexibility is more important than optimization. Marketers need people, processes and technology that allow them to react quickly to new opportunities. The always-insightful Adam Needles is running a series of blog posts this week that summarize the “real state” of B2B demand generation. So far, his main points have been that the role of B2B marketing has expanded to cover the entire buying cycle from initial lead generation through closed deals and that new technology must be accompanied by changes in people, process and content to have an impact.

The B2B Marketer's Field Guide To Customer Engagement

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