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| | CUSTOMER EXPERIENCE MATRIX
SEPTEMBER 1, 2009 [Lock-In, Software] 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 [Lock-In, Software] 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?
JULY 26, 2013 | HUBSPOT
[Lock-In, Software] The New Cloud Stack: Here's What the Company of the Future Looks Like
MAY 16, 2013 | HUBSPOT
[Lock-In, Software] In (Partial) Defense of Tracking Cookies
JANUARY 24, 2013 | B2B CONVERSATIONS NOW
[Lock-In, Software] B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 2
DECEMBER 15, 2012 | SALES INTELLIGENCE VIEW
[Lock-In, Software] Nature or Nuture – How the Superstars Seal the Deal
MAY 1, 2012 | LEAD VIEWS
[Lock-In, Software] Old CMOs, New CMOs and Broken Marketing Organizations – Part 2 of CMO Series
FEBRUARY 14, 2012 | HUBSPOT
[Lock-In, Software] 11 Ways to Give and Get Customer Love
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| | LEAD VIEWS
MAY 1, 2012 [Lock-In, Software] 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.
| | HUBSPOT
JULY 26, 2013 [Lock-In, Software] The New Cloud Stack: Here's What the Company of the Future Looks Like
'In late June, something pretty massive happened in the world of tech, though chances are most people didn’t even notice it. At the same time, Oracle made a similar deal with another much smaller software maker, NetSuite. You work in marketing , so who cares about this techie stuff? It''s about building for the future versus being stuck in the past. But how?
| | B2B CONVERSATIONS NOW
NOVEMBER 18, 2009 [Lock-In, Software] 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 [Lock-In, Software] 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.
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REPUTATION TO REVENUE | WEDNESDAY, OCTOBER 6, 2010 [Lock-In, Software] 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. Shrage’s post also reminded me of an essential book from way back in 2003 by IT industry analyst David Moschella, Customer-Driven IT. Why do we hear so much talk but see so little action? MORE >>
BUZZ MARKETING FOR TECHNOLOGY | FRIDAY, JUNE 27, 2008 [Lock-In, Software] 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 >>
HUBSPOT | TUESDAY, FEBRUARY 14, 2012 [Lock-In, Software] 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 >>
THE ROI GUY | THURSDAY, APRIL 22, 2010 [Lock-In, Software] Virtual Desktop (VDI) 9-11% more expensive than PCs?
In a presentation at Microsoft's Management Summit 2010, new research was previewed from Microsoft on the total lifecycle costs of VDI compared to traditional desktops, particularly for Office Workers. Microsoft’s objectives in the study were to understand customer perceptions and expectations from VDI, gather real world data from deployed organizations, and provide customers with TCO guidance from a collection of industry experts. The TCO model compared the Direct Costs of both solutions, including CAPEX – Hardware, Software, and OPEX – Administration, Operations, Fees. MORE >>
MODERN B2B MARKETING | FRIDAY, FEBRUARY 25, 2011 [Lock-In, Software] 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 >>
- [Lock-In, Software] In (Partial) Defense of Tracking Cookies HUBSPOT | THURSDAY, MAY 16, 2013
- [Lock-In, Software] Give Us Freedom! Lessons for Corporate America DIGITAL B2B MARKETING | WEDNESDAY, JULY 6, 2011
- [Lock-In, Software] B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 2 B2B CONVERSATIONS NOW | THURSDAY, JANUARY 24, 2013
- [Lock-In, Software] The ROI of Business Intelligence THE ROI GUY | THURSDAY, DECEMBER 15, 2005
- [Lock-In, Software] VDI can save you big! Don't count the savings just yet. THE ROI GUY | WEDNESDAY, MAY 19, 2010
- [Lock-In, Software] The ROI of Business Intelligence TOM PISELLO | THURSDAY, DECEMBER 15, 2005
- [Lock-In, Software] Tom Pisello: The ROI Guy: VDI can save you big! Don't count the. TOM PISELLO | WEDNESDAY, MAY 19, 2010
- [Lock-In, Software] Why Google Doesn't Sweat Phone Apps BIZNOLOGY | TUESDAY, JUNE 1, 2010
- [Lock-In, Software] Prediction: Statistical Methods Will Replace Conventional Rules for Marketing Decisions CUSTOMER EXPERIENCE MATRIX | WEDNESDAY, MAY 20, 2009
- [Lock-In, Software] The information processing view of humanity BUZZ MARKETING FOR TECHNOLOGY | FRIDAY, JUNE 27, 2008
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