There’s also advice on how to know when your marketing needs a makeover and how build a great sales-win story. really cool case study from someone who’s read eMarketing Strategies for the Complex Sale and then applied the techniques. Traits of Sales-Win Stories by @casey_hibbard. Great article from Casey Hibbard on the importance of sales win stories. Make sure yours are doing their job of educating and motivating your sales force. Tweet This week has been another busy one in the world of marketing. Enjoy! How do you engage with your prospects online? MORE >>

Though you may not make a direct sale every time someone visits your site based on the quality content, you build a foundation for future partnerships and revenue. Tweet Today's  post from the Chamber of Commerce features advice on why quality content matters. Writing for the Web is a particular science all in itself. The rules regarding things like SEO are constantly changing and businesses must evolve in order to best market themselves. One thing is consistent, however – quality of content is vital. Careful placement of keywords is one way this is accomplished. Blogs. Articles. MORE >>

sales, lead generation, brand awareness, etc.). More than once I’ve gotten answers like “because the competition has it” or “because our sales manager wants it.” Do you know why the sales manager wants the piece? Tweet When you think “creative brief” you may automatically think “ad agency.” And that’s ok. Creative briefs are well within the traditional stomping grounds of agencies. Many won’t start a project without one. Interestingly, while clients seem happy to provide key project information for a creative brief, they often look at it as an agency product. It’s not. MORE >>

The vast majority of content is consumed either pre-sale (i.e. before RFPs or discussions with vendors) or in the initial sales process (i.e. Far less content is consumed during the mid-sale and ending sales process. This report also showed the top three measurement criteria for content marketing success as web traffic, direct sales and lead quality. Tweet Last week Eccolo Media released the 2010 B2B Technology Collateral Survey Report. This survey gathered preferences of 500 U.S.-based And here’s what they shared…. The number one disappointment? Tweet This! MORE >>

And getting your customers to talk about their experience with you not only influences prospects to do business with you, it can even trim the sales cycle. Here’s just a few more ways to get a lot of mileage from your case studies: Handouts for sales people (specific to the client). Tweet What’s one of the most valuable pieces of collateral you can have in your B2B marketing toolkit? Case studies. Customer stories. Success stories. Whatever you like to call them, they’re marketing gold. And survey after survey shows customers value them. 1: Be Strategic. Try and get them all. MORE >>