| |  Lock-In + Software | 20 articles |
| Page 1 of 1 | Previous | Next | CUSTOMER EXPERIENCE MATRIX SEPTEMBER 1, 2009 Net-Results Simplifies Demand Generation for Small Business In an industry where every competitor is striving for grater ease of use, stand-out simplicity is an impressive achievement. This simplifies the system in two ways: marketers have fewer features to learn, and they can reuse their work across many functions. Let’s run through the standard demand generation process to see how this works in practice. Net-Results argues that its approach avoids the “vendor lock-in” that comes from using forms hosted by the demand generation vendor. Some have converted from a simpler predecessor product that was launched in 2006. | SALES INTELLIGENCE VIEW DECEMBER 15, 2012  Nature or Nuture – How the Superstars Seal the Deal In fact, a study done by Harvard University found that 4% of sales reps make 94% of the sales in the United States. By identifying and nurturing future buyers, top sales reps always have warm calls to close instead of searching endlessly for those cold call needle in a haystack closes. Are they just born sellers, or do they know something that you don’t? | | | | | |
| LEAD VIEWS MAY 1, 2012  Old CMOs, New CMOs and Broken Marketing Organizations – Part 2 of CMO Series In first post, we reviewed our thoughts about how CMOs obtain their jobs; and we posed a question about how to approach that first day in the office. In this post, we’ll try to answer that question, especially in the context of fixing a broken marketing organization. In spite what you heard in your interviews, offline gossip, etc., Don’t do that. | B2B CONVERSATIONS NOW NOVEMBER 18, 2009 Before Nurturing a New B2B Lead, Send the Golden Document (part 2) In my last post Before Nurturing a New B2B Lead, Ask the Golden Question we talked about asking a compelling question for new B2B leads before you send the lead down the nurturing path. Thank you for your interest in WWW. In that complex sale environment, you are usually working over a 6-24 month process that includes project awareness, criteria definition, budgeting, procurement and implementation. Let’s say that your company sells high-end computer related hardware and/or software. My name is YYY and I approved your request for ZZZ. First, some background. | B2BMARKETINGSMARTS SEPTEMBER 14, 2010  B2B Nurturing: It Isn’t Just for Leads Anymore But customer loyalty to a coffee brand like Starbucks® and loyalty to a piece of enterprise-wide management software are about as similar as the coffee bean is to the server. Loyalty to a product that a company has spend hundreds of thousands of dollars to acquire and months to implement is often based on fear of the cost and time involved in moving to another solution. | REPUTATION TO REVENUE OCTOBER 6, 2010  Why is customer-centric marketing still more talk than action? Michael Shrage’s recent Harvard Business Review post, Great Customers Inspire Great Innovations , got me thinking: Why, amid so much evidence of the power of customer-centric business, are so many companies still mired in inside-out operations? Busicom, a scientific calculator company, for example, commissioned Intel [in 1969] to design a chipset for its new programmable calculators. | | | | | | | |
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MODERN B2B MARKETING | FRIDAY, FEBRUARY 25, 2011  Does Your Drip Marketing Leak Leads?
In the stampede to corral leads, B2B marketing efforts can lose momentum as soon as the prospects have moved into their sales cycle. Once you’ve got them in, how do you establish a lead management cycle that nurtures the leads you worked so hard to get? Once prospects have given you their information and are locked in the drip cycle, don’t overcrowd their inbox with irrelevant information. Compare drip campaign lead numbers for purchasing frequency, amount and time in relation to prospects not in the campaign to understand ROI success. MORE >> -
HUBSPOT | TUESDAY, FEBRUARY 14, 2012  11 Ways to Give and Get Customer Love
Feature Customer Successes in Case Studies and Testimonials: If your product or service is one that helps make peoples' lives better in one way or another, feature your top customers in case studies or testimonials that you can publish on your website and share in social media. Whether your products/services help them succeed in their business or allow them to improve a certain aspect of their personal lives, highlighting happy customers not only gives them an ego boost, but it also contributes to a positive brand image. you ask? Your customers, that's who. MORE >> -
HUBSPOT | THURSDAY, MAY 16, 2013  In (Partial) Defense of Tracking Cookies
No more feeling like you’re being stalked by those hiking boots you looked at last week, didn’t purchase, but now keep popping up in ads on every site you visit, begging to you to reconsider. So I understand why Mozilla has decided to block third-party cookies in Firefox , why Apple does the same in Safari, and why Microsoft has made Do Not Track the default setting on Internet Explorer 10. And in our haste to block the stuff we hate, we might kill off some good stuff, too. Instead, they rely on commercial software programs to do the tracking for them. get it. MORE >> -
 Eight steps to thriving on information overload
In a world in which the pace of developments and amount of information available in any given domain is soaring out of sight, itâ??s intend to spend more of my time answering this question in a practical fashion, as this has become an absolutely vital issue in a world of information run amok. post an article I originally published 10 years ago in the October 1997 issue of Company Director magazine. However now we have access to many technological tools, which if used well, can assist us in coping with information overload. About Ross Dawson. MORE >> -
DIGITAL B2B MARKETING | WEDNESDAY, JULY 6, 2011  Give Us Freedom! Lessons for Corporate America
In America, we relish our freedom. Many early European settlers to America were seeking freedom to live a Godly life, one they were not able to freely and openly live in Europe. Our nation’s founders fought to enshrine the freedom those early settlers came in search of when our nation was formed. The formation of our country illustrates what happens when people are not allowed to pursue a course they firmly believe in. In the enterprise software market, we see the rise of SaaS or Anything-as-a-Service offerings competing with traditional enterprise providers. MORE >>
- Virtual Desktop (VDI) 9-11% more expensive than PCs? THE ROI GUY | THURSDAY, APRIL 22, 2010
- B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 2 B2B CONVERSATIONS NOW | THURSDAY, JANUARY 24, 2013
- The ROI of Business Intelligence THE ROI GUY | THURSDAY, DECEMBER 15, 2005
- VDI can save you big! Don't count the savings just yet. THE ROI GUY | WEDNESDAY, MAY 19, 2010
- The ROI of Business Intelligence TOM PISELLO | THURSDAY, DECEMBER 15, 2005
- Tom Pisello: The ROI Guy: VDI can save you big! Don't count the. TOM PISELLO | WEDNESDAY, MAY 19, 2010
- Why Google Doesn't Sweat Phone Apps BIZNOLOGY | TUESDAY, JUNE 1, 2010
- Prediction: Statistical Methods Will Replace Conventional Rules for Marketing Decisions CUSTOMER EXPERIENCE MATRIX | WEDNESDAY, MAY 20, 2009
- The information processing view of humanity BUZZ MARKETING FOR TECHNOLOGY | FRIDAY, JUNE 27, 2008
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