PR Meets Marketing

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Where does video fit in your marketing mix?

PR Meets Marketing

Video as an engagement – not – sales tool. Objectives related to sales leads and revenue were 4th and 6th respectively. And with the emphasis of video for brand, engagement, and education, marketing teams may opt for tactics that directly contribute to the sales funnel. Over the past few years we’ve seen the value of content marketing. Conclusion.

Top 5 Marketing Skills

PR Meets Marketing

In addition to driving top of the funnel sales lead, this content can also increase lead velocity, enabling sales to provide relevant content throughout the buying cycle. 3. Photo credit: by Will Lion via flickr: [link]. One post that continues to get views is from 2012 about about  the top 5 skills for marketing professionals. In reviewing the post, while some of the information still resonates, I decided to provide an updated list of skills. 1. Understanding these touch points and rich data will provide insights to better refine your marketing programs. 2.

Understanding the Buyers Journey

PR Meets Marketing

Sales and marketing must understand the circle of influence surrounding a purchasing decision and develop the right messages and sales collateral and tools addressed to each audience. Plus, social isn’t only for top of the funnel – buyers are continually gathering information from social channels throughout the entire sales cycle. Buyers are Social.

PRMM Interview: Dennis Shiao on Lead Generation via Virtual Events

PR Meets Marketing

In this installment of PRMM Interview, I spoke with Dennis Shiao, author of the It’s All Virtual blog and “Generate Sales Leads With Virtual Events.&# This video highlights the motivation

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

PRMM Interview 21 with Scott Lum on content and social media marketing

PR Meets Marketing

We also wanted to make sure that we nurture them after the sale to make sure that we continue to create great content that we push out through those channels so they can make better use of the things that they’re doing. This week, I had the opportunity to interview content and social media expert Scott Lum for PRMM Interview #21. Connect with Scott on Twitter – @ScottLum.

7 Tips for Competitive Analysis

PR Meets Marketing

As part of your sales cycle, stay attuned to prospects using competitive products in your funnel. Image credit: by Steven Depolo via flickr. As marketers, part of our role is maintaining insights on key competitors and the industry. Here are my top seven tips for getting the upper hand on competitors, in no particular order: Search Google’s Patent Library. Check Glassdoor.

Top 3 Similarities and Differences Between Product Marketing and General Marketing

PR Meets Marketing

The competitive intelligence work I do today definitely cascades to sales, marketing and beyond. Earlier this year, I shifted from general marketing into product marketing. Since the move, I’ve found myself explaining the differences between the two. Yet I’ve realized there are many similarities. I’ve noticed these 3 ways that these roles are similar and different at the same time. 1.

Guest Post – Go Virtual for your Next Press Event

PR Meets Marketing

number of formats soon followed, including the virtual career fair, virtual sales meeting, virtual product launch and virtual partner summit. Similarly, follow up with prospects to move them further along in the sales cycle.   I asked my former colleague, Dennis Shiao, to share his insights on how virtual events can augment PR and marketing. Briefly, Invite Customers and Prospects.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

How much does a fleece jacket cost?

PR Meets Marketing

noticed a wall of fleece zipper jackets on sale. I was shopping at the GAP the other day looking for a cardigan or sweater. Perfect. In typical GAP fashion, there were several different colors available – grey, baby blue, pink, etc. checked the price of the grey one – $15. Nice – just what I’m looking plus inexpensive. looked at the clerk quizzically.

Going to the Sales 2.0 Conference on March 4-5, 2009

PR Meets Marketing

I will be attending the Sales 2.0 Tags: pr DemandGen Report Sales 2.0 Conference at the Intercontinental Hotel on behalf of DemandGen Report. will be checking out a few of the panels for the magazine. Besides my duties for the publication, I look forward to checking out some of the products for demand generation management and measurement. If you’re planning to be there, please let me know via twitter (@csalomonlee). All content copyright Cece Salomon-Lee, Creative Commons Attribution-Noncommercial-Share Alike 3.0 Conference

Sales Cycle and PR

PR Meets Marketing

PR's Role in the Sales Cycle

Online Reputation Management: Radian6

PR Meets Marketing

like how Radian6 has incorporated a CRM flow to manage possible sales leads. Depending on the context, the lead generation manager can review and assign certain items to sales people. While this isn’t linked to a larger CRM system like Salesforce, this is a nifty function to have for marketing and sales. Photo courtesy of Radian6. General Capabilities. CRM Management.

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Using Social Media: Part 4 - Linking Strategies

PR Meets Marketing

believe it was Jeremiah Owyang who mentioned that your website is no longer the first place that sales leads or customers see.  . This is the fourth post in a 6 part series on using social media. In this fourth installment, I look at linking strategies.  . Linking Strategies. Rather, Google’s search results is now the new home page for your company.  . Conclusions. del.icio.us

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

How I Use Social Media in My Job: Part 3 - Social Networking Sites

PR Meets Marketing

Your participation can also have competitive advantages as well when potential sales leads are researching and evaluating vendors.  .  .  . This is the third post in a 6 part series on how I use social media for my day-to-day job.  . To summarize, my company seeks to reach business-to-business marketers. Social Networking Sites. know, I know – that isn’t the point. LinkedIn Specifics.

PRMM Interview Part 1: Dannette Veale of Cisco on Innovative Virtual Events

PR Meets Marketing

Following previous interviews with key virtual event vendors, I interviewed Dannette Veale, Virtual & Social Technology Strategist, Global Sales Experience (GSX) of Cisco, to get an end-user perspective about virtual

Sales Lead Generation Cycle: PR's Role

PR Meets Marketing

Since working in-house, I'm getting a glimpse of how PR directly impacts my organization's sales lead generation initiative and overall sales cycle. The crude PowerPoint representation (to left)provides a rudimentary look at the sales cycle and how PR fits into this process. Simply put, there are four steps from identifying sales prospects to closing a sale with this prospect: Prospect: This is your target audience. Sales: Through all this effort, the ultimate goal is to finalize the sale and secure a signed contract.  .

Event Marketing: Five Ways that PR Enhances Events

PR Meets Marketing

And from a marketing perspective, drive quality sales prospects to the booth. Value of tchokes tchotchke : As quality of sales prospects is key, you have to weigh the value of giving out  tchokes tchotchke. Rethink the press kit:  For a small company, the press kit may double as the "sales kit." As many attendees now carry usb or flash drives, reconsider putting together heavy kits.

Are You Ready for Virtual Trade Shows?

PR Meets Marketing

And hopefully, at the end of the show, you have quality sales leads, connected with possible business partners, or even run into key media in your industry. Disclosure: My company, ON24 , just introduced a new solution today - ON24 Virtual Show.   I decided to take this occasion to write a larger post about the virtual events/tradeshows market. Click the image to play video:  . del.icio.us

The Role of SEO in PR

PR Meets Marketing

PR now has the opportunity to demonstrate real value through increased SEO and web traffice, which in turn, increases potential sales leads. I've been in public relations for over 10 years. But it wasn't until I went in-house in late 2005 that I even heard these three letters: S - E - O. Search engine optimization, what's that?  . Little did I know how important this was. If so, how many?  .

Sourcing Leads from Twitter: Good, bad and ugly

PR Meets Marketing

While I do see Twitter becoming a real-time source for sales leads, especially when directly related to your product and services, I think there are some best practices to follow: Reference Source: As the sales person acknowledged, he/she forgot to highlight that this was based on my Twitter posting. In the end, just because you track down a possible lead on Twitter, Linkedin, or some other way, there are certain best practices that sales folks need to practice. Any other tips for marketing folks mining social media for sales prospects? The response?:

SiriusDecisions Reseach: Implications for B2B Marketers

PR Meets Marketing

Refine your definition of a “sales-ready” lead by communicating with your sales team. Create an aggressive lead nurturing program to move prospects through the funnel to deliver “sales-ready” leads to your salesforce. technorati tags: Lead generation Lead nurturing Marketing Research Sales SiriusDecisions. tags: Lead generation Lead nurturing Marketing Research Sales SiriusDecisions. icerocket tags: Lead generation Lead nurturing Marketing Research Sales SiriusDecisions.  . The goal is to position the company for when the economic upswing happens.

PRMeetsMarketing Weekly Articles: December 20, 2007

PR Meets Marketing

SEOd Blog Drives Sales Results - BtoB Magazine highlights how a company leveraged SEO to increase blog traffic which in turn drove sales leads. OOPS - forgot to publish this last week =). This will be my last summary until the New Year. Come back next week for my post reflecting on my first 6 months of blogging and popular posts.  Oh No Spock! del.icio.us

Social Media and Customer Service

PR Meets Marketing

The purpose of this post is to solely highlight the increased use of social media for sales, customer service, and customer feedback. Now back to where I was headed =) In the past, most of these sales and customer support activities were done out of the public eye either through customer advisory boards, email customers surveys and other communications methods. Tags: Social media Twitter Chris Heuer Customer Service customer support marketing sales I noticed this series of tweets with Chris Heuer, Social media Club Founder , on Twitter the last couple of days.

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Cash for Clunkers, Ford, EV Vehicles and Scott Monty

PR Meets Marketing

Since we spent a good portion waiting for paperwork and discussing which car to buy (used or new), I naturally wanted to see if Ford’s social media programs filtered down to the sales guy at the dealership. None of the sales folks on the floor seemed to be aware of the efforts. However, there is evidence that the Cash for Clunkers program is spurring sales. wonder if the auto sales numbers will start to climb in August?  . Not the truck we bought. We went used instead. Last year, my husband and I had started shopping for pick-up trucks. Fast forward 7 months.

PR Meets Marketing » Top Ten 2008 Posts – From Beijing to Public Relations

PR Meets Marketing

Going Virtual Isn’t Necessarily the Answer to Replacing Your Physical Events

PR Meets Marketing

While I am a huge advocate of virtual events ranging from online seminars, virtual summits, virtual tradeshows to conferences and sales meetings, I do believe that going virtual isn’t necessarily the right answer for everyone. Is this an employee motivation get together, a white-glove customer event or a sales training meeting. would argue that a white-glove customer event is important for future business while a sales training meeting can easily be moved to an online format. This imparts exclusivity, while holding a virtual event for general sales training.

Measuring The Cost of Bad or Good Online Reputation

PR Meets Marketing

The Value of a Single Customer Won or Lost. I am assuming that you have a sense of your sales pipeline and what the average deal size (let’s keep this simple, ok? =). By noblelgnoble via flickr. received this question from Nathalie Seoteman after she read my free ebook on using social media:  . How [can you] calculate the value of a company’s online reputation and (marketing) PR 2.0 efforts? What did these activities produce, put in figures and - preferably - in euro’s/dollars? This raises an interesting and very complex question. Conclusions: Not an Exact Science, Yet.

Response to Comments regarding “Would YOU Trust a PR Firm without a Social Media Presence with Your Social Media Programs”

PR Meets Marketing

This includes increasing incoming sales leads, communicating with key customers, building thought leadership, reaching key audiences, etc.  .  . There has been quite a bit of discussion from the original post and on a post by Jeremiah Owyang titled “Walking the Talk: Some Agencies and Vendors Demonstrate Social Media Prowess,&#. Yes agencies should strive to have a presence of their own but not having a presence on Twitter or LinkedIn for their corporation is not a good measurement — at all. When reviewing Jennifer Leggio’s post “Is ’social PR’ for real?”,

Using Social Media: Part 6 - Measurement

PR Meets Marketing

And who can argue with a program that has a low cost per lead and high conversion rate for sales?  . Copyright 2007 by noblelgnoble. This is the sixth post in a 6 part series on how I using social media. In this sixth installment, I discuss measurement.  . Measure What Counts. There has been discussion about how to measure social media and can it truly impact your bottom line. The same could be said of public relations. In the end, it’s measuring what counts for your business.  . Consider keeping it simple, selecting 3-4 points to track. Here are some basic points to measure:  .

Top Ten 2008 Posts – From Beijing to Public Relations

PR Meets Marketing

Sales Lead Generation Cycle: PR’s Role. As we’re all recovering from our New Year celebrations, I checked to see what the top posts were 2008. And here they are:   . Off topic: Beijing Olympic Torch Relay. Let the 2008 Trend Lists Begin. Lunch or Networking? Oracle Lunch 2.0. The New Era of Reputation Management. Astroturf Burns! PR Agency - Retainer Becoming More Popular. Search and Find - SEO Your Press Release. Additional Twitter Tricks – Twhirl. Brave New World of Media Pitching: LinkedIn. Have a great new year!  .

Case Study, Media Opps and More - Getting a Customer to Yes

PR Meets Marketing

Sales is your friend: A happy customer is more likely to renew contracts. Believe me, sales will know who these folks are and can point you to the right contact or make the initial introductions. As long as you’re providing something of value to the customer, sales will support as much as they can. Customer participation in your marketing and PR efforts provides validation of your products and services. While you may have many satisfied customers, getting them to YES is one of the challenges we face as marketers.  . Otherwise, you’re just constantly asking for a favor.

The Value of Tradeshows

PR Meets Marketing

It's costly, requires staff and must provide concrete results in the form of sales gold - the almighty sales lead.   T hese folks have done a great job as discussing the value of tradeshows: cadence blog - The Emergence of Virtual Tradeshows. Sales Lead Insights - Better Ways to Qualify Leads at a Trade Show. technorati tags: Marketing PR Public relations Tradeshows Trade Shows Virtual Trade Shows Virtual Tradeshows B2B Lead Blog Marketing Pilgrim The Lonely Marketer Sales Lead Insights cadence blog. I noticed a recent spat of posts about tradeshows. Marketing WTF?

PRMeetsMarketing Weekly Articles: April 10, 2008

PR Meets Marketing

This recent posting provides anecdotal examples of how the company's blog has helped the sales process. The Weekly Articles list is back! Thanks for everyone's patience as the last few weeks have been a bit hectic. frankly haven't been able to get through my RSS feeds, which at one point, numbered over 600.  . will now try to keep up with my blogging duties in the future =):  .  . Bordering Cultural Differences - AdAge highlighted the issues of cultural advertising in an increasingly global world. Frankly, I thought this was funny and was obviously meant for a specific market.  .  .

PRMeetsMarketing Weekly Articles: March 11, 2008

PR Meets Marketing

This way, better quality leads are forwarded to sale. Sending quantity doesn't do anything if sales views the leads as "poor." Hence, you may be generating lots of leads and blame the sales team for not following up. I'm a little late in posting my Weekly Articles. will try to post another set of articles at the end of the week. However, future weekly updates may be more spotty as I'm focused on an upcoming launch. You can click on the Weekly Articles tag for previous issues or subscribe to the Weekly Articles Feed. Disclosing Everything? In this post.

PRMeetsMarketing Weekly Articles: February 15, 2008

PR Meets Marketing

Blogs are the Music to My Ears - Mack Collier writes about how blogs have contributed more to music sales than MySpace. This past week has seen some interesting conversations about press releases/newswires, how to conduct social media campaigns and the relationship with customers. Enjoy this last issue before the President's Weekend Holiday.   You can click on the Weekly Articles tag for previous issues or subscribe to the Weekly Articles Feed.    . The Power of News Wires - Read/WriteWeb has an interesting post about how BusinessWire's influence and ability to be a top Techmeme source.

PRMeetsMarketing Weekly Articles: February 7, 2008

PR Meets Marketing

Don't Do this When Promoting Your Event  -Mac McIntosh writes the Sales Lead Insights blog. Here is this week's summary of articles. You  can click on the Weekly Articles tag for previous issues or subscribe to the Weekly Articles Feed. Measuring Social Media - Hubspot's blog provides some good tips for measuring your social media marketing efforts. I'm surprised that the number of links to your blogs and Technorati Authority weren't included as ways to measure your social media. She discusses some of the challenges that organizations face when trying to innovate and build brands.

Can You Survive the Truck Test?

PR Meets Marketing

Centralize - Laptops are great for their mobility - you can take it home or away on a sales trip thereby getting more work done outside of traditional work hours. In case of an extended leave, the challenge is accessing documents that may be relevant to the team, especially for sales information, marketing plans or other documents critical to the company.   When I was with Niehaus Ryan Wong, we used to have this saying, "If a truck, God forbid, hit one of your team members, what would you do?"  . Yes, not a pleasant thought, but this did happen to me. del.icio.us