THE CRAP REPORT | WEDNESDAY, FEBRUARY 3, 2010
[Product] Keep Your Teleprospectors from Becoming LOST
Help your BDR’s by nailing down the top two or three titles in an organization who would want to buy your product or service. If you’re like me and my friends, you were pretty hyped up for last night’s season premiere of LOST. To tell you anymore within the confines of this blog would break the space-time continuum. What do you think?
HUBSPOT | THURSDAY, MAY 8, 2014
[Product] 6 Careless Mistakes That Lead to Inaccurate Buyer Personas
For starters, your current customers aren''t always the best example of the person who would buy your product today; the pain points of yesteryear aren''t the pain points of 2014. Decision criteria: What aspects of each product will the buyer assess in evaluating the alternative solutions available? Not so fast. How do they dress?
HUBSPOT | SUNDAY, MARCH 23, 2014
[Product] How to Work Less, the Modern CMO & More in HubSpot Content This Week
Then, of course, there are always the issues of time management and productivity, no matter what department. This week in HubSpot content, we discussed time as it relates to all aspects of business to help you optimize your marketing, sales, and your productivity. 'This week in HubSpot content: time. Lewis. All things take time.
HUBSPOT | MONDAY, DECEMBER 15, 2014
[Product] 10 Inbound Marketing Myths It's Time to Leave Behind
It''s SEO, social media, content writing, design, development, strategy, project management, data analysis, business thinking, audio/video production, just to name a few. Since inbound marketing takes a lot of time, effort, and money, it is best suited for organizations that sell an expensive product or service. Hold on there, sport.
ILLUMINATING THE FUTURE | SATURDAY, APRIL 10, 2010
[Product] Leading Lights: Marketing and PR Strategist David Meerman Scott
Before the Web came along, there were only three ways to get noticed: buy expensive advertising, beg the mainstream media to tell your story for you, or hire a huge sales staff to bug people one at a time about your products," he writes. We've been liberated to elevate our businesses and ourselves through the new tools of marketing.
INDUSTRIAL MARKETING TODAY | THURSDAY, OCTOBER 7, 2010
[Product] Rules of B2B Lead Scoring – Who’s Hot, Who’s Not
Lead scoring increases sales productivity and drives revenues. It plays an important role in increasing the productivity of your sales team and driving bottom-line revenues for your company. According to Marketo , a 10% increase in lead quality = 40% increase in sales productivity. Leads sent to sales 1,372 1,058. 40.9%.
SALES INTELLIGENCE VIEW | TUESDAY, OCTOBER 2, 2012
[Product] How to Build a Lead Qualification Team
Communicating with leads to overcome objections and determine if a need exists between the product and the potential customer. Lead qualification representatives often make the first impression potential customers have of your company, so you want to trust that your reps present your company and products in the best light possible.
MODERN B2B MARKETING | WEDNESDAY, JUNE 13, 2012
[Product] 10 Fantastic Tactics to Fuel Your Content Marketing Strategy: Part 1
Then, use the Google Blogs search option and search for blog directory sites such as Technorati and Blogcatalog for blogs that are relevant to your product or service. For example, find a group of tweets that mention your brand, product or industry and drop them into a tag cloud application such as Wordle. Linkedin Today .
VIEWPOINT | TUESDAY, DECEMBER 17, 2013
[Product] B2B Prospecting Data Just Keeps Getting Better
Technology usage “intensity” score, by product (HG Data). 'The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. Self-identifying keywords used on the company website (ALC). Company SWOT analysis (OneSource).
VERTICAL RESPONSE | FRIDAY, MAY 2, 2014
[Product] Taking the Next Step – Optimizing Your Emails
Active customers are people who are opening and clicking your email, taking the action you want them to take and in many cases purchasing your products or services. The active customers should receive regular emails with information about your company, products, new releases etc. But what comes next? “ 2. All rights reserved.
B2B MARKETING MENTOR | WEDNESDAY, APRIL 2, 2014
[Product] Is Free CRM Software Right for Your Business?
Meanwhile, the reporting capabilities of a CRM system help evaluate the performance and productivity of sales and marketing efforts. To find out, we spoke to some of the most popular free CRM vendors on the market, as well as customers using their products. You’re also responsible for downloading and implementing product upgrades.
WEBBIQUITY | MONDAY, APRIL 11, 2011
[Product] The Social Media Monitoring Metric We Need, But Can’t Get
Advertising is product- or service-focused: buy our product or service because it does A, B and C. Social media monitoring tools continue to proliferate in number and advance in functionality. But there’s one critical metric that remains elusive to measure. And real important. Good social media marketing creates positive karma.
SALES INTELLIGENCE VIEW | FRIDAY, FEBRUARY 15, 2013
[Product] Are You Marketing to the Right Audience?
Figure out what needs to happen for your client to buy your products in the shortest amount of time possible. For example, if you sell legal management software, organizations and individuals in the midst of legal action are most likely to purchase your products. few practices, however, can help you understand your customers.
BIZNOLOGY | TUESDAY, AUGUST 6, 2013
[Product] Why you must armor your online reputation
Aside from being perfect, noble, generous, and awesome all the time while making sure that all of your employees, past and present, and all your products and service are above reproach, something’s going to eventually try to give you a black eye online. There’s no barrier to entry — all it takes is some time. “But hey!,”
ENGAGE | TUESDAY, APRIL 12, 2011
[Product] 6 Content Marketing Lessons from Warren Buffett
But: “Should you find yourself in a chronically leaking boat, energy devoted to changing vessels is likely to be more productive than energy devoted to patching leaks.” W arren Buffett would have made an excellent blogger. He’s been through highs and lows in the stock market, and has always managed to come out on top. Simple, right?
SALES CHALLENGER | MONDAY, JUNE 2, 2014
[Product] 5 Ways to Deal With a Horrible Boss
On the flip side, bad bosses sap motivation, kill productivity and drive everyone crazy. Working for someone difficult will take its toll on your health as well as your productivity and performance. 'Everyone complains about their boss from time-to-time. In fact some in the U.S. consider it a national workplace pastime. Commiserate.
MARKETING ACTION | TUESDAY, MARCH 19, 2013
[Product] Five Tips for Achieving Social Media ROI
Qualitative benefits from social media could include business intelligence; customer feedback; market insight; new ideas for products or services; publicity; brand awareness; solutions to problems; connections to new partners and suppliers; cost-effective customer service, and recruiting. First define what you’re trying to accomplish.
SAZBEAN | MONDAY, MAY 13, 2013
[Product] The Future of Facebook is…. Grey?
Where is its money-printing AdWords product? 'Image via CrunchBase What is Facebook’s future? It seems to me, like it does to Derek Brown, that perhaps it’s stumbling slightly. The seeming failure of Facebook Home isn’t making the future look any rosier. Add to that the meh type of changes lately. appeared first on Sazbean.
SAZBEAN | THURSDAY, MAY 9, 2013
[Product] The Importance of Content Distribution to B2B Brands
Content marketing has therefore become much more than product and solutions collateral, campaigns, mailings, and fulfillment. 'newspapers (Tehr?n) n) (Photo credit: birdfarm) We all know that the B2B buying cycle is much longer than the typical B2C cycle (hello, <5 mins?). News & Notes
SAZBEAN | WEDNESDAY, FEBRUARY 27, 2013
[Product] Every Brand Will Need A Content Strategy
Content strategy often is the starting point before getting into the nuts and bolts activities which support it, like developing a content calendar, putting an editorial process in place or supporting content production with writers producers and creative talent. Both have their place and they can and should work together. News & Notes
SAZBEAN | WEDNESDAY, FEBRUARY 13, 2013
[Product] 5 Reasons SMBs Should Focus on Search, Not Social for Customer Acquisition
New customer acquisition is the primary objective, and search allows SMBs to get in front of prospective customers who aren’t already familiar with their brand, but are in need of their products or services. Social media is all the rave, and for good reason. News & Notes
SAZBEAN | THURSDAY, FEBRUARY 7, 2013
[Product] Word-of-mouth: focus on the steak, not the sizzle
Media, or product? Is social media, and the data it produces, overvalued? As companies continue to struggle the ROI from their social initiatives, some are starting to suggest that social’s impact might have been overestimated. According to Ed Keller, the CEO of Keller Fay Group, we may be doing just that in 2013. News & Notes
SAZBEAN | SATURDAY, FEBRUARY 25, 2012
[Product] Top Internet strategy, marketing and technology links for the week of February 25, 2012
Discover the Secrets of 9 Productive Bloggers: Blog Wise (ProBlogger). Here are the top Internet strategy, marketing and technology links for the week of February 25, 2012… . The Four Starring Roles Every Business Project Needs (Marketing Profs). Blogging: It’s all about doing the work (Jim’s Marketing Blog). Take the Test.
SAZBEAN | MONDAY, FEBRUARY 13, 2012
[Product] Is Your Blog Doing Okay?
We could take that a step or two further—a post like that could give you the expectation that you should be selling products, or even that you should be monetizing your blog. Last week, I told the story of how I achieved my best month ever on DPS. Neither of those ideas is necessarily appropriate for every blog, or every blogger.
SAZBEAN | FRIDAY, DECEMBER 16, 2011
[Product] Five key marketing trends for 2012: Are you being served?
Whether it’s a brand’s CSR strategy, product innovation or instructional demo – brand stories are never told via traditional TV ads. In a fluctuating economic world, it is essential for brands to adapt. Here’s how. Advertising-as-a-service. Traditional advertising must evolve. Connected devices. by Chris Gorell Barnes.
B2B MEMES | WEDNESDAY, DECEMBER 7, 2011
[Product] There Are Two Sides to Every Editorial Wall
Benkoil seems to recognize this when he writes (emphasis mine), “Can you name another business in which the people who make the key product are allowed, even encouraged , to be ignorant of how they make money?” My only complaint is with what seems to be his guiding premise: that the fault is all theirs. Ethics Journalism
SAZBEAN | WEDNESDAY, MARCH 23, 2011
[Product] Jumpstarting Your Crowdsourcing with a Bounty
Every business hopes to use the power of the crowd to spread the word about their fabulous products and services. Many are disappointed when they put this awesome offer out there and no one picks it up. Or they create and post a hilarious video that no one shares. What gives? free copies?), What are your thoughts?
SAZBEAN | WEDNESDAY, JULY 7, 2010
[Product] 5 Tips for Reaching Your Audience Online
Define Your Benefits – Understanding what benefits your product or service offers to your potential customers will help you fine tune not only your marketing, but also your content and can help you look in the right places to connect. It can help to think in terms of job titles. Be as specific as you can. Converse. What did I miss?
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JULY 24, 2013
[Product] Why Mad Men Marketing is Moot: Account Managing in the Digital Era
The conversation needs to move away from “We need five banner ads to go live in one week” to “We need to develop a strategy to increase Product X purchases 10% from last quarter.”. 'Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. This is a real shame.
SYNECORE | THURSDAY, FEBRUARY 21, 2013
[Product] Not All Responsive Web Design is Created Equal
This is the difference between a visitor looking at your website and saying “Oh these are the products” (not thinking) versus “Where do I start? RWD is an amazing way to design your website that makes it possible for visitors to access your content anywhere, anytime, from virtually any device. Usability Trumps All. Why do they call it that?
B2B MARKETING SAVVY | THURSDAY, OCTOBER 8, 2009
[Product] Twitter Misunderstanding
Double think before you click, or risk suffering the consequences, Real time case study: An electronic firm last week issued news as part of a product line refresh. Other Twitter Topics: Marketing at Twitter Speed Multiple Account Layering Strategy Social Media: Not Just for Kids Email The Scoopdog Team. Welcome!
IT'S ALL ABOUT REVENUE | FRIDAY, AUGUST 19, 2011
[Product] 5 Ways Sales & Marketing Can Bond at Dreamforce
After all, there are great speakers to check out, new products to explore, amazing parties to attend. New products and tools galore abound. by Jesse Noyes | Tweet this Dreamforce is one of those unique events that bring together sales and marketing under the same roof. That’s a shame. Catch A Couple Of Sessions Together. Mix it up.
VERTICAL RESPONSE | MONDAY, MARCH 31, 2014
[Product] How to Gauge Email Responses
If your customers associate your brand with a quality product and quality information, they are more apt to click on a link in the email. Whether the action is buying a product or filling out a form, the conversion rate shows you how many of your customers followed through with your call to action. These are all valid questions.
VERTICAL RESPONSE | TUESDAY, MARCH 11, 2014
[Product] Content and Pay Per Click – Using them Together for Success
Oftentimes, customers choose companies, products, and/or services based on brand recognition and trust. Perhaps your business produces video blog posts (vlogs), webinars, video tips, or other video content such as product demos and loads them onto a business YouTube page (another good idea). Placing PPC Ads on Your YouTube Videos.
HUBSPOT | WEDNESDAY, DECEMBER 29, 2010
[Product] 7 Proven Facebook Marketing Tactics
Introduce a new product on Facebook. Reward them by giving them the information about a new product before everyone else. It’s been quite the year for Facebook. The company is nearing the 600 million user mark. It announced its new email massaging system. And Mark Zuckerberg was named Time magazine’s Person of the Year.
B2B MARKETING INSIDER | THURSDAY, JANUARY 13, 2011
[Product] How To Create Killer Content: Speak To A Customer
We need to develop innovative new products. We had a great product and amazing customers. Any advice for small business marketers? write a lot about social media but we all know it all really comes down to the quality of our content. Trust me, I have been there. Talk to a customer! Talk to a customer! Talk to a customer! Step 1.
CUSTOMER EXPERIENCE MATRIX | WEDNESDAY, NOVEMBER 27, 2013
[Product] Aginity Puts a Customer Data Platform on an Analytical Appliance
Its current product, first released in January 2012, is based on tools it developed as a service agency. 'When your only tool is a hammer, everything looks like a nail. ve been illustrating the point recently by asking whether every system I see is really a Customer Data Platform (CDP). On to Aginity itself.
B2B CONVERSATIONS NOW | MONDAY, APRIL 2, 2012
[Product] Adopt Zero-Time Selling and Boost Sales Now
Given the trove of information available on the Internet about every type of product and service, if a buyer still has a question for a seller after doing their online research, then their need for an answer is, by definition, urgent and critical. The book details 10 essential steps that can accelerate sales for companies large and small.
FEARLESS COMPETITOR | MONDAY, AUGUST 29, 2011
[Product] Medium Sized companies struggle with B2B demand generation too
Young and inexperienced marketing managers can blast out emails and create product brochures. Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. B2B Lead Generation | Mid Sized Companies. Would they do better?
FEARLESS COMPETITOR | TUESDAY, MAY 10, 2011
[Product] (Don’t) Get Caught Snoozing: Reducing List Churn
By Bryan Brown, Director of Product Strategy, Silverpop. We help companies with between 150 and 5,000 employees who sell complex products to businesses to implement world-class lead generation programs. Find New Customers is a Gold Silverpop partner. Introducing the Snooze function in email marketing. That’s all. Go grab it now!
CUSTOMER EXPERIENCE MATRIX | WEDNESDAY, APRIL 13, 2011
[Product] Step-by-Step Guide to Selecting the Right Marketing Automation System - Part 2
Yesterday' post described the first three steps in Raab Associates' vendor selection process: defining requirements, researching options, and testing vendors against scenarios. This post lists the four steps needed to complete the task. As before, there's a worksheet for each step that can be a model for your own, more detailed version.
FEARLESS COMPETITOR | WEDNESDAY, MARCH 23, 2011
[Product] B2B Lead Generation: Edelman Trust Factor 2011: Credentials Count More Than Ever
In the case of a product recall , the technical expert and the CEO are the preferred spokespeople (30 percent and 37 percent,respectively). Do Salespeople want more leads? Yes, indeed! Trust in experts rises—and after years of being at or near the bottom, CEO s see increase in credibility. Click here for the Executive Summary. About Edelman.
FEARLESS COMPETITOR | THURSDAY, JUNE 17, 2010
[Product] 5 Lessons a BtoB Marketer can Learn from “Breaking Bad”
In contrast, most B2B websites are deadly dull – products, services, about us and other boring content. B2B marketers need to learn how to tell stories about their people, products and services. Have you heard of AMC’s critically acclaimed series “Breaking Bad? consider it an Owners Manual for B2B marketing today.
FEARLESS COMPETITOR | THURSDAY, JULY 25, 2013
[Product] Why Your Personal Brand Represents Your Career Insurance
Not bad for a product I’ve been using for only a few weeks. 'If you lost your job tomorrow, how would you and your family be affected? Undoubtedly it would be shocking and scary. You would have to apply for unemployment. You would have to update your resume. You would have to start looking for a new job. Are you ready for this? Quora.
FEARLESS COMPETITOR | WEDNESDAY, SEPTEMBER 7, 2011
[Product] How Do You Do It? – My super secret (shh!) 6 Tips for blogging success
Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. B2B Lead Generation | 6 Tips for Blogging Success. Help us make September the best month ever for this blog. Tweet it, share it, email it – tell the world. 1,085 Posts.
FEARLESS COMPETITOR | MONDAY, AUGUST 22, 2011
[Product] Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function
Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. B2B Demand Generation | Why it belongs in Marketing – Not Sales. Want to truly understand the values of Find New Customers ? Great show! It’s a must-watch! We thank J.
SALES PROSPECTING PERSPECTIVES | FRIDAY, JANUARY 17, 2014
[Product] Sales Prospecting Perspectives Weekly Recap - Week of January 17, 2014
Why shouldn''t you start your introduction with a description of your product or service? 'Good afternoon, Sales Prospecting Perspectives readers. How was your week? Were you able to build your pipeline for 2014? Were you able to prioritize your marketing initiatives for the first and second quarter? Inbound or outbound. That is the question.
SALES PROSPECTING PERSPECTIVES | FRIDAY, NOVEMBER 8, 2013
[Product] Sales Prospecting Perspectives Weekly Recap - Week of November 8, 2013
This article advocates for healthy and productive tension between sales and marketing, which sometimes sparks creativity and ensures multiple sides of an issue are expressed. 'Happy Friday, blog readers! Here at AG, we’ve been hard at work having meaningful conversations with clients and continuously calling new prospects. Check it out!
SALES PROSPECTING PERSPECTIVES | TUESDAY, JULY 30, 2013
[Product] Mass Email Campaigns Made Easy: Gaining Traction Through Simplicity
But let’s face the facts: It’s a big world out there, and the amount of businesses that can, and are, a good fit for any given technology or product is seamlessly endless. 'You get them in your inbox. get them in my inbox. Sometimes our email has the intuition to deflect them to our spam folder. Five sentences or less! Image: ©canstockphoto
SYNECORE | SATURDAY, JUNE 8, 2013
[Product] The Best Branded Content of the Week: June 8, 2013
The Internet seems to love bacon, so it comes as no surprise that Oscar Mayer should try and capitalize on this popular product. 'I’m not sure if it is due to the quickly approaching Father''s Day holiday, or simply a coincidence, but some of the best content marketing efforts from the past few days are quite clearly aimed toward men.
SALES PROSPECTING PERSPECTIVES | FRIDAY, JANUARY 25, 2013
[Product] Sales Prospecting Perspective Weekly Recap - Week of January 21, 2013
Responsiveness to your messaging and how well your product fits into the marketplace are two areas that can be uncovered rather quickly and easily through your calling efforts, as well as your target titles and feedback on collateral (what resonates?). First, as most of you are aware, I have a post to share with you that I read this week.
SALES PROSPECTING PERSPECTIVES | THURSDAY, JULY 19, 2012
[Product] Have You Refreshed Your Insides Sales Training Program?
You risk losing your audience with product overload or wasting precious time moving too slow. I recently sat in on a meeting with a team of BDRs and Management that are re-vamping the new hire training program. There are so many different thoughts and opinions on how to make the most of a training week. Learn. Practice. Shadow. Prove.
SALES PROSPECTING PERSPECTIVES | FRIDAY, JUNE 29, 2012
[Product] Single And Looking For Leads
Or I may showcase how helpful our training program is if the prospect has expressed that they don’t want to deal with learning how to use a new product. I don’t know about you, but nothing gives me a greater sense of satisfaction than when I introduce two people and come to find out it has blossomed into a beautiful relationship.
GREAT B2B MARKETING | THURSDAY, OCTOBER 27, 2011
[Product] B2B Lead Generation – How Much Information Should You Capture?
If you have a well-developed website, with lots of relevant information about your products and/or services – your prospect s can educate themselves and come to you whenthey are ready to engage in the buying process. In I just read an interesting article at Web Ink Now, titled New B2B Lead Generation Calculus. Your sales process.
SALES PROSPECTING PERSPECTIVES | TUESDAY, NOVEMBER 9, 2010
[Product] How Conscious Are You Of Your Prospects Time?
We recognize that it isn’t easy to get someone live, but from our perspective it just doesn’t make sense to launch into a qualification call/product overview with out getting their permission. When you’re cold calling into a prospect, do you take into account how much time they have to speak with you?
WRITTENT | FRIDAY, OCTOBER 31, 2014
[Product] 7 Writing Tactics You Are Wasting Your Time On
Should they buy a product or download a tutorial? Don’t sell features, whether yours, your company’s or your product’s. 'Image source. Learning to write well is not a quick and easy process. It takes time and experience to know which writing tactics to keep in your toolbox and which ones to avoid. Skimping on quality. Image source.
BLOG MY CALLS | WEDNESDAY, DECEMBER 3, 2014
[Product] Is Your Call-to-Action Failing you?
Whether you want to persuade your visitors to sign up for a newsletter or membership, download a guide or purchase a product or service you need to have an effective CTA. If you don''t have confidence in your products or services why should they? the following list outlines some of the most common CTA mistakes and tips to counter them.
B2B IDEAS @ WORK | WEDNESDAY, NOVEMBER 10, 2010
[Product] B2B Seminar Eavesdropping: “Branding Schmanding”
He was an old-school print production guy who could accurately declare the details of a paper stock with a glance, a graceful flick of a corner, and a gentle fingertip stroke. The product was fully recognizable and conveyed the client’s ownership across all means of communication. “Feels like a 14-point Kromekote cover.
WRITTENT | FRIDAY, SEPTEMBER 19, 2014
[Product] 11 Steps to Effective Website Copywriting
Your website copy must tell them up front, loud and clear, how your product or service can benefit them and why they should take action now. This can include pricing, product details, and full contact information. 'Effective website copy can be broken down into two simple parts: it conveys information and convinces visitors to act.
ONPATH | TUESDAY, JULY 2, 2013
[Product] I am a Sales Pyrotechnician
Your Sales Trainer should not only know the product and the audience it’s intended for, but they should be able to step in front of the Sales Rep at any stage of the buying process and take the reins seamlessly. We’re critical of the output and we make changes on the fly to ensure a good overall product. am a Sales Pyrotechnician.
ONPATH | THURSDAY, NOVEMBER 15, 2012
[Product] FREE Salesforce Executive Breakfast (Ottawa)
About OnPath OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Date : Thursday November 29, 2012 Time : 8:30-10:30am / Price : Free. Country Inn & Suites Kanata 578 Terry Fox Drive / Ottawa, Ontario Register Now : [link]. You’ll learn: 1.
ONPATH | WEDNESDAY, NOVEMBER 7, 2012
[Product] Oh Snap! No One is Opening My Emails
About OnPath OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Most companies are doing email marketing, but few are doing it well. Spam filters, undeliverables and low open/click rates cause most emails to never reach the desired recipients.
ONPATH | MONDAY, MAY 7, 2012
[Product] Webinar - They're Just Not That Into You
About OnPath OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Date : Wednesday May 23, 2012 Time : 3:00pm EST / 12:00pm PST Duration : 29 Minutes Registration : [link]. B2B prospects don't care about your fancy packaging or glossy brochures. Not in sales.
ONPATH | MONDAY, NOVEMBER 21, 2011
[Product] Ottawa Salesforce User Group Meeting - November 24th 2011
About OnPath Located in Ottawa Canada, OnPath specializes in B2B Lead Generation and Appointment Setting for enterprise clients who sell complex products and services. Please join us for our next Ottawa Salesforce User Group meeting on Thursday November 24. The host for this meeting is Tim Rees, Adobe. Register Here: [link].
MARKETING ACTION | TUESDAY, OCTOBER 8, 2013
[Product] Blurred Lines: Where Does Marketing End and Sales Begin?
Here’s one very simple example: 78% of purchasers now start the buying process with a web search, and at least 50% turn to social media and peer reviews to glean insight about a particular product or service. The buyer begins to develop product preferences, which may or may not be borne out through the sales process. Awareness.
THE POINT | WEDNESDAY, JUNE 26, 2013
[Product] Checklist: 5 Ways to Minimize Webinar No-Shows
However, in the context of, say: lead nurturing , getting a prospect to attend the event, see your product, listen to your vision/message/expertise/thought leadership, etc. 'First, a question. From a marketing perspective, does it matter if prospects actually attend Webinars once they register? First, let’s talk about “optimal” attendance.
BIZNOLOGY | FRIDAY, MAY 30, 2014
[Product] When does competition heat up for cheap travel searches?
The metric of ‘Number of Advertisers’ in our vertical-focused Lighthouse ad intelligence product. It could be that cheap cruise advertisers know that their product needs consistent year-round advertising in order to increase the chance that consumers see them right when they’re ready. Data from the US only.
SALES INTELLIGENCE VIEW | THURSDAY, DECEMBER 6, 2012
[Product] 5 Sales Blunders to Avoid when Prospects Are Ready to Buy
Once you’ve explained your product, it’s your turn to listen to what your prospect needs, and you can’t listen when you’re talking. As a salesperson, your skills make or break a deal. You own responsibility for bringing revenue to your company, but if you can’t cut it, you’ll lose a lot more than deals. Talking too much. Don’t cross it.
TOM PISELLO | FRIDAY, OCTOBER 22, 2010
[Product] Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.
According to the Harte-Hanks survey results, technology buyers become aware of new technology solutions most often through peers/ colleague interactions, magazines and trade journals, product review websites, search engines and industry analyst reports. Frugalnomics: Business Productivity and Cost Reduc. Do White Papers Still Engage?
VIEWPOINT | THURSDAY, NOVEMBER 29, 2012
[Product] A Salesperson's Wishes from Marketing
How about some leads on products I have a quota on?”. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. So, what do you want from Marketing?” I asked the gathered salespeople. Don’t hold back; tell me like it is. What gives?
WRITING ON THE WEB | WEDNESDAY, MARCH 21, 2012
[Product] Online Persuasion: Seeing Through the Eyes of Customers
Emotions play a more powerful role in what makes people click than facts, numbers and a rational assessment of your products and services. There’s an important shift in content marketing tactics that affects professionals who want to get found, get known and get clients online. And that shift means a different mindset.
VIEWPOINT | THURSDAY, FEBRUARY 16, 2012
[Product] How to Make Social Sell: From Thought Leader to Thought Provoker
My research revealed how people like Laura Messerschmitt of Intuit are convincing more and more customers to sign up for their Online Payroll product. Jeff Molander is a professional speaker, author of Off the Hook Marketing: How to Make Social Media Sell for You and adjunct faculty at Loyola University Business School. What's their secret?
VIEWPOINT | THURSDAY, OCTOBER 20, 2011
[Product] The 11th Question to Ask Before Buying a Marketing Automation Solution
Lauren notes that many people, if given the chance, would go back and do things differently, and their top ten most popular responses have been nicely aligned in four categories: integration, support, product roadmap and maintenance. A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor?
WRITING ON THE WEB | FRIDAY, AUGUST 26, 2011
[Product] Get Personal: 5 Tips for Putting YOU in Your Blog
Rohit Bhargava’s written a whole book about it, filled with examples of how companies are successfully using personalities to market their business products and services: Personality Not Included. If you’re writing for your business, how much of yourself should you include? How personal should you be? Don’t go overboard.
WRITING ON THE WEB | THURSDAY, DECEMBER 9, 2010
[Product] Content Marketing Tips to Get More “Juice”
Make suggestions to other resources, including upselling to your products and services. Here are some content marketing tips to save you time and energy while getting more visibility on the Web. Then you expand each one into 3-5 blog posts. Write one longer article (600-850 words) that ties together the 3-5 blog posts you used in your series.
HUBSPOT | MONDAY, JANUARY 21, 2013
[Product] Why Marketers Need to Rise Above the Deluge of Crappy Content
Even the not-so-great products benefited from the new brand glow. And the great products turned into unstoppable brands that generated massive profits for decades. When we at Velocity Partners published our latest SlideShare rant, “Crap: The content marketing deluge,” we got a big, big response. The Content Marketing Deluge. Great.
IT'S ALL ABOUT REVENUE | THURSDAY, OCTOBER 25, 2012
[Product] What I Mean By “Community”
Not just your employees, but also your customers, the people your customers trust, and the partners that help extend the value of your products and services. by Heidi Melin | Tweet this We talk a lot about community at Eloqua. So often I get asked, “What is the Eloqua Community?”. Is it our premier customers? You need to cultivate them all.
GROW - PRACTICAL MARKETING SOLUTIONS | MONDAY, DECEMBER 17, 2012
[Product] The Business Case for Buying Facebook Likes
Brands capitalized on his social proof as a TV doctor and extended all of those powerful positive attributes to their products, even though the man wrapped in the white lab coat was suffering as a human being. With exuberant joy, he bursts into the shop and yells “Congratulations!”. The essence of social proof. My instinct said no.
GROW - PRACTICAL MARKETING SOLUTIONS | MONDAY, JULY 18, 2011
[Product] Happiness, joy and big fat Klout scores
For example, this week I was offered a lot of money to begin having “sponsored posts (aka paid product reviews) on my blog. Back in my 20s I was full of energy and ambition. “Piss and vinegar we used to say. had a very special and influential teacher when I was in grad school who was a living Yoda. My defensiveness was up.
MODERN B2B MARKETING | FRIDAY, MARCH 8, 2013
[Product] The 5 Key Marketing Metrics You Should Be Watching
With the advent of marketing automation, the production of evidence is not only expected but also demanded. To produce this kind of evidence, marketers must think beyond measuring lead production and shift to monitoring the entire sales cycle – because marketing qualified leads are only one dimension of the result of marketing effort.
BUYEROLOGY | SUNDAY, APRIL 17, 2011
[Product] Importance of Context to Understanding the New Social Buyer Persona
Context also serves as the foundation of ethnographic and anthropological research often associated with the design of products or services as well as experience design. Image via Wikipedia. This is especially true when you consider there are several important strategic areas evolving at a rapid pace. What is Context?
WEBBIQUITY | MONDAY, AUGUST 30, 2010
[Product] Should a Blog be Part of Your Corporate Website or Stand on Its Own?
This is valuable because blog posts are often more effective “link bait than typical website copy (“About Us, product/service descriptions, etc.). Whether viewing the blog or regular product/service content, visitors never leave your site. The next question is: where should I put the blog? widget-industry-news.com).
HUBSPOT | THURSDAY, MAY 9, 2013
[Product] 'Being Full of Sh*t Doesn't Work Anymore'
Since Red Bull is very far from a healthy or green product, it proves that any brand can do it. You also say that instead of just spending huge amounts of money on advertising companies should first look inward and spend money on making themselves better, on improving their products. How has the movie done? It has done great.
E-QUIP | MONDAY, NOVEMBER 28, 2011
[Product] E-Quip Blog: Conducting Project Debriefings
Here are some guidelines for making these sessions productive: Keep the tone of the review positive. Sometimes production staff and junior professionals are reluctant to speak out in these meetings, especially in the presence of senior managers. Productivity. Monday, November 28, 2011. Conducting Project Debriefings. Posted by.
KOMARKETING ASSOCIATES | TUESDAY, OCTOBER 21, 2014
[Product] Content Marketing and Halloween: 5 Eerie Similarities
While it’s a nice gesture if you aren’t home (or are just too lazy) to serve the neighborhood children, leaving a bucket of candy on the front step likely won’t be very productive for any of the parties involved. In fact, some of my fondest Halloween memories have a direct correlation with content marketing best practices. Be Original.
TRADESMEN INSIGHTS | TUESDAY, MAY 8, 2012
[Product] How Are You Using Social Media to Find and Engage Your Target Audience?
Develop content that is relevant to your reader - Content is king and if you want to stand out in the crowd, you need to become a good source for not only product info, but for industry issues. Do you know where your customers and prospects are spending their time online? Do you know where your customers and prospects are spending their time?
MARKETING ACTION | WEDNESDAY, APRIL 24, 2013
[Product] How to Link Content Marketing and Sales
Michiels identified productive content strategies you can employ, and introduced ways to measure and justify the investments. Outbound marketing is the traditional form of advertising communications, designed to promote and sell products and services to customers. Can you map content to sales results? Reduce the noise.
WONDERING OUT LOUD | WEDNESDAY, JANUARY 13, 2010
[Product] Information isn’t power anymore
They wanted information about your products and services and where better to go then the company website? Leigh Anne Reynolds of The B2B Lead Blog posted yesterday about tearing down the gates in front of her marketing content and watching the clickthroughs rise. But that was when information was power and that time is long gone. Difficult?
HUBSPOT | FRIDAY, APRIL 25, 2014
[Product] Scoble: Google Is Starting to Remind Me of Microsoft
Then the guy who runs marketing for Google Glass found himself fending off a blast of bad publicity from people like Robert Scoble (once a huge evangelist for Glass) who say Google has done a lousy job of launching the product. But if you can’t finish the product and make it good, it hampers our belief that you can be really innovative.”
JUNTA 42 | WEDNESDAY, MAY 30, 2012
[Product] Finding Your Content Marketing Hedgehog
Once you find that, then you can look for where your product or service fits in. If you’ve read anything from Jim Collins , most notably the author of Good to Great , you know about the hedgehog. believe the hedgehog exists in content marketing as well. The Move to the Hedgehog. There was some backlash to this. Cover what you do best.
VERTICAL RESPONSE | FRIDAY, AUGUST 29, 2014
[Product] Google Retires Google Authorship
Authorship joins other retired Google products like Google Reader to face an early Google grave. 'Google announced yesterday that after three years, the company has retired Google Authorship. With this in mind, we’ve made the difficult decision to stop showing authorship in search results,” says Muller. Why or why not?
TRADESMEN INSIGHTS | TUESDAY, NOVEMBER 1, 2011
[Product] New IBM Study Addresses Major Challenges Facing CMOs
new IBM study of more than 1,700 chief marketing officers reveals that most CMOs are well aware of the changing marketing landscape and the need to make fundamental changes to traditional marketing methods of brand and product marketing. As CMOs struggle, there is a window of opportunity for ad agency new business. .
WRITESPARK | TUESDAY, OCTOBER 8, 2013
[Product] Maximizing the Content Value of an Interview Call
For example, the customer''s creative use of your product may be good source material for an application note. 'Good content is a shame to waste. Especially when it''s right in front of you, ready to be adapted for a document, video, or presentation. And so, a potentially very valuable marketing opportunity is wasted.
WRITESPARK | TUESDAY, AUGUST 13, 2013
[Product] Do You Need a Long-Form or Short-Form Copywriter?
Another benefit offered by long-form copywriters: They are able to translate these skills across multiple content types, including technical white papers, product brochures, web articles, e-books, and customer case studies. Sounds good, right? Different project types simply have differing needs for a writer''s knowledge, skill, and focus.
MARKETING CRAFTMANSHIP | FRIDAY, AUGUST 19, 2011
[Product] Brochureware Is Not a Dirty Word
Brochureware is the term used, often with derogatory marketing implications, to describe websites consisting entirely of static pages that promote a company’s products and services, people and value proposition. Brochureware simply sits online, like a printed brochure sits on a coffee table.
MARKETING CRAFTMANSHIP | WEDNESDAY, SEPTEMBER 21, 2011
[Product] Debunking the 80/20 Rule…and 4 Other Sales Force Myths
Myth: Sales productivity can be improved by teaching the successful techniques of the top 20% performers to the rest of the sales team. Do the top 20% really bring in 80% of the bacon? Some of the conventional wisdom that’s debunked in the article is worth noting, including: Myth : The Internet is making sales professionals obsolete.
WRITESPARK | TUESDAY, JUNE 12, 2012
[Product] White Papers: Too Much Fat, Not Enough Meat
Basic information about your company isn't the place to drone on about your company's mission, historical achievements, information about individual products, commitment to providing outstanding customer support, blah, blah, blah. According to an Eccolo Media survey of IT buyers, ". Avoid throat-clearing text. Segment lengthy content.
INSIGHTIQ BLOG | THURSDAY, JUNE 7, 2012
[Product] Choosing the Right Social Media Platform
Personally, I don’t want to see an offer or coupon on Pinterest- I want to see a great picture of your product and how I can use it in my daily life. I recently watched a video on Mashable and decided to share it with some of my “followers." Facebook, Twitter, Pinterest, Linked-In, Google+ and StumbleUpon. Where should I share this? .
CLIENT BRIDGE | THURSDAY, APRIL 26, 2012
[Product] Website Elements that Hamper Inbound Marketing
Generic Stock Photography Show pictures of real customers, real employees, your product, and your location, instead. Hubspot says that one of the central tenets of inbound marketing is "Do Not Annoy". And yet, many websites contain elements that only generate complaints from visitors. Here are Hubspot's 15 most annoying things on websites.
INSIGHTIQ BLOG | TUESDAY, APRIL 24, 2012
[Product] Embrace Your Digital Shadow
We work with digital data every day and I can assure you there is no lengthy historical, Hoover-like file on even your anonymous online behavior. First, the average online cookie only lasts 45 days. These two basic factors alone should put your mind at ease when contemplating the extensive digital tracks you may or may not be leaving behind. .