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Content Selling: How Sales Can Better Leverage Marketing Content

The Point

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. telesales Content marketing content selling daniel chalef knowledgetree sirius decisions

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Why is Inside Sales So Scared of Lead Nurturing?

The Point

The campaign is initiated when a contact is “added” to the campaign via a simple command within the client’s CRM, Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives.

Salesforce “State of Marketing” Report: Better Happy Than Good

The Point

B2B Marketing Campaign Measurement Campaign Planning Demand Generation Market Research Marketing Technology Social Media Social PPC b2b marketing trends marketing measurement marketing metrics marketing performance marketing ROI marketing technology marketing trends martech state of marketingYou can download a copy of the report here (registration required.).

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5 Common Content Syndication Mistakes

The Point

If you offer a white paper on “ Success Tips” you’ll attract users of Though it predates what we think of today as “content marketing,” content syndication is still a cornerstone of many B2B companies’ demand generation strategies. And yet content syndication is no slam dunk. Excessive Use of Filters. Most offer filters on geography and company size.

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Research Report: Lead Gen Not as Easy as Marketers Think

The Point

I just returned from a few days at Dreamforce in San Francisco, the annual circus-slash-conference hosted by CRM leader, and was struck by the wave of technologies on display that centered on analytics. Just when did demand generation get this complicated? In reality, however, things aren’t quite so convoluted.

Segmentation, Social Media Drive Lead Nurturing Success for iDirect

The Point

First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, Working with Spear, iDirect developed a system of classification to identify specific categories of end users and partners, a system that required the set-up of new fields in both and Marketo.

Animoto: Easy, Cost-Effective Video Content to Go

The Point

At a recent marketing conference I attended, an exec from CRM giant tagged video as far and away their heaviest focus for new marketing investment, but not all of us have the same kind of marketing spend at our disposal. Good video content engages customers and prospects like no white paper or webinar can. Videos are easily accessible at any time, from any place, and adapt readily to mobile devices. And integrating video content into a campaign microsite or lead nurturing program is an effective way to add spark and visual interest and drive response. Enter Animoto.

Getting the Most from A Conversation with David Taber

The Point is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. To learn how we marketing types can get more from, I spoke recently to David Taber, CEO of CRM consultancy Saleslogistix and author of the Prentice-Hall book, Secrets of Success.

Radian6 Email Campaign Hits the Mark

The Point

There’s a lot to like about the email below received last week from Radian6 , makers of social media monitoring tools (and recently acquired by B2B Marketing Content marketing Copywriting Creative Demand Generation E-mail email design email marketing Social Media graphic design radian6 salesforce.comThis is content marketing, pure and simple. What I like: 1.

Top 10 Posts on B2B Lead Gen for 2010

The Point Webinar Invitation Gets It Right. 4. Getting the Most from A Conversation with David Taber. 9. Without further ado, here are the top 10 most popular blog posts from our blog, “ The Point ” in 2010 (as measured by page views). Comments after the fold. 1. 26 Must-Have Negative Keywords for B2B PPC Campaigns. 2. The First (Almost) Clickable Direct Mail. 5.

Take a Sales Guy to Lunch: Bridging the Sales & Marketing Divide

The Point

BAS) I think the marketing systems are maturing and becoming more easily integrated into leading CRM packages like and Oracle CRM On Demand. Tags: Marketing Automation barbara angius saxby CRM eloqua marketo’s no secret that I am a fervent evangelist for marketing automation, and at our agency we see the real-life benefits every day in the form of clients generating higher conversion rates, more qualified leads, and shorter sales cycles. Sales management and executives, however, are focused on hitting monthly and quarterly targets. Thanks Barbara!

CRM 2 to acquire ExactTarget

Fearless Competitor

June 4/2013 It was announced this morning that has reached an agreement to acquire ExactTarget. is expanding their Marketing Cloud offering. ” With their close relationship with, it was considered a likely acquisition. The post to acquire ExactTarget appeared first on Fearless Competitor. Acquires ExactTarget


The impact of the convergence of these technologies continues to grow, made evident today by the acquisition of ExactTarget by As companies move beyond marketing automation as a standalone product and into a more integrated solution, I expect''s entry into this space to shine a huge spotlight on the integration issue. That was yesterday. Be awesome.

Breaking: Announces the Marketing Cloud. So What is It?

It's All About Revenue

The “marketing cloud”, which has hinted at for a while, was announced today at Dreamforce ’12. Marketers who use both Eloqua and will be able to enjoy an enhanced version of the social marketing cloud. Breaking: Announces the Marketing Cloud. Digital Marketing b2b marketing Buddy Media CMO Eloqua Marc Benioff marketing automation Marketing Cloud Radian6 social marketing cloud social media marketingby Jesse Noyes | Tweet this The long-whispered rumors are finally confirmed. So what is the “marketing cloud?”.

Godzilla vs. King Kong aka Hubspot vs.

Fearless Competitor

This announcement puts them squarely into battle with one of the toughest firms on Earth, contact-form] Filed under: CRM , Hubspot , CRM Hubspot At their recent Inbound Marketing conference, Hubspot announced the release of their first Customer Relationship Management (CRM) platform. Godzilla vs. King Kong.

Marketo’s Take on’s ExactTarget Acquisition

Modern B2B Marketing

Author: Phil Fernandez Today, announced plans to buy ExactTarget. Many of our customers, prospective customers and business partners may be wondering what this move means for Marketo, since we are a leader in the marketing software space and so many customers also choose Marketo as their marketing automation platform. Where marketing is going.

Tomorrow People Leaves in Favour of Workbooks CRM

Tomorrow People

Tomorrow People has selected British Cloud CRM provider to replace its CRM system after two years of using the Salesforce Professional Edition. Alistair Norman, Marketing Director at Tomorrow People commented, “Workbooks is not only far more cost-effective than, it is also more intuitive for our users and much easier for us to customise.

The Importance of Attitude – great article at or Find New Customers

Fearless Competitor

The Importance of Attitude is a great article that published on the blog yesterday. You can read it there or on the blog. When you do a post for a company like, always include a Resource Page with your information and ask the publisher to share it, as it is great publicity for your company. About the Author.

The Pond Just Got More Crowded: Google, and Sequoia Invest in HubSpot

Customer Experience Matrix

Summary: HubSpot announced a $32 million investment yesterday by Sequoia Partners, Google and and Google announced their long-anticipated entry into the marketing automation industry, in the baby-step form of investments in HubSpot. But if likes what it sees, who knows where that will lead? intended to extend Google’s own business). Announces Web Site Management: Will Marketing Automation Features Follow?

Customer Experience Matrix yesterday announced the launch of , an enterprise-class Web site management system. The news didn’t seem to get much attention, perhaps because itself pretty much buried it. But VP of Product Management Anshu Sharma did post a detailed explanation of the rationale on a blog. That’s the first reference I can find to a “digital marketing platform”. crm industry consolidation Web content management marketing automation industryHere’s a piece from 2009.)

Dreamforce 2011: Will Leave Marketing Automation Alone. But Revenue Performance Management Might Be Another Story.

Customer Experience Matrix

I spent most of this week at ’s Dreamforce conference. So I wouldn’t be surprised to see Salesforce encourage third party developers to build marketing automation systems using Salesforce's and Heroku platforms and database, or to see them encourage existing vendors to migrate to the infrastructure. dreamforce revenue performance management enterprise software b2b marketing automationPeer pressure worked, and there I was. Oh dear, I do sound pretty crotchety, don’t I? As a $2.1 Or maybe I'm being naive.

4 B2B Insights from’s Acquisition of Radian6

Social Media B2B

Today announced the acquisition of Radian6. is an evolution from standalone versions to a web-hosted, company-wide platform that can integrate with other company systems. The addition of Radian6 to the suite of tools (even though the companies will still run separately) creates awareness among salespeople that company or industry mentions found through social media monitoring can be considered trackable events in their CRM tools. 2. Communications Marketing Monitoring radian6 sales cycle sales funnel

Good-bye Hello

Fearless Competitor

Dear Jeff, We have received your request to cancel, upon your contract end date of 7/30/2012, your subscription. Sincerely, Billing. I’m a longtime user of I’ve implemented it many time in my companies and I use it at the sales lead generation company Find New Customers. Feel free to reply to this email.

Is a Player in Marketing Automation Software?

Webbiquity is the cloud computing darling of customer relationship management (CRM) software. So, where does stand as a marketing automation solution? Up front, will garner appeal because the marketing app is bundled with the Sales Cloud 2 product. So, when should make your marketing automation software shortlist?

Intuit / Alliance Is No April Fool's Joke

Customer Experience Matrix

Am I the only one who missed the April 1 announcement of a strategic alliance between and Intuit ? Given our industry's endless nattering about whether will move into marketing automation, this should have attracted more attention (or, at least, enough attention that I would hear about it sooner than I did). In case you too missed the news, it comes down to this: will be available on Intuit’s App Center and be deployed so that the Intuit and databases are synchronized. billion for vs. $16.5

Review: An Admin’s Take on Spring ’14


’ With Spring ’14, has yet again dazzled us with a fantastic new release of salesforce1 mobile, platform, connected and social communities. The post Review: An Admin’s Take on Spring ’14 appeared first on Fathom. Sales & Marketing Alignment Sales Operations CRM The word on the street is ‘salesforce1!’ What I like about this release is that Salesforce is recognizing that connectivity for the sake of connectivity is not enough. With Spring ’14, we don’t need to ask.

Why Change Management Comes into Play in B2B Marketing


This week is Dreamforce14 , the mega-event that takes over half of San Francisco. revisited a recent ANNUITAS eBook, Change Management – Staying Relevant, Productive and Sane in the Changing Landscape of Demand Generation, co-produced with Mathew Sweezey from and pulled out two big barriers to change: Lack of Leadership: Change needs to come from the top, and be demonstrated by example. Blog Buyer''s Journey Change Management Dreamforce Mathew Sweezy There’s no better time to be a B2B marketer – we know that. Simple Stage Definitions Driven by Prospect/Client Commitment


We recently streamlined the stage definitions of our Opportunity funnel to eliminate any ambiguity across our client services, sales development, business development and inbound marketing teams. The post Simple Stage Definitions Driven by Prospect/Client Commitment appeared first on Fathom. Find out  how Fathom defines lead stages [Free PDF].

Oracle Buys Eloqua: Winners and Losers for B2B Marketing Automation

Customer Experience Matrix

Oracle may also be gaining a more sophisticated “cloud native” platform, since other Oracle products grew largely from on-premise roots.** So that’s all fine, but what industry observers really want to know is how will react. Okay, now we can talk about demand generation systems marketo eloqua marketing automation industry oracle

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My online influencer research and engagement process


Content Marketing Influencer Marketing Internet Marketing Social Media Marketing 37signals American Broadcasting Company Arthur Ashe Courage Award Author Autopilot basecamp British Summer Time Customer relationship management Facebook Facebook features Google Google Search Highrise linkedin twitter YouTubeAt least, right now, it’s a one man band. Really big. Got it?

Open Lounge: Day One Inspires at Dreamforce

Sales Intelligence View

Market Intelligence df15 Dreamforce dreamforce 15 dreamforce 2015 dreamforce events dreamforce insideview dreamforce marketing dreamforce parties dreamforce sessions dreamforce talks salesforce CRM insideview salesforce insideview insideviewInsideView’s Open Lounge at Dreamforce started of […].

A Marketing Automation Evangelist and Change Management


ANNUITAS: What does the Marketing Automation Evangelist at do on a daily basis?  Mathew Sweezey:  My role at entails spearheading primary research efforts, writing up the analysis, and then translating that back to our audience with what can be learned from it. What is your strategic focus? ANNUITAS: Why did you decide to write about change management? and Oracle Buy Social Marketing Systems: Not the End of Marketing As We Know It

Customer Experience Matrix yesterday announced agreement to buy social media publishing vendor Buddy Media for $689 million, thereby adding another big fluffy piece to its “marketing cloud”. Just for symmetry, it’s worth pointing out that acquired its own social monitoring system, Radian6 , in March 2011. is another story. But could close those gaps by gradually extending its existing products. This might actually be easier than acquiring a separate marketing automation system and shoe horning it into other components.

Dreamforce 2011: Talks Platforms #DF11

It's All About Revenue

by Jesse Noyes | Tweet this This is the moment most of the people that flock to Dreamforce each year can’t wait for:’s CEO and Chairman Marc Benioff ‘s keynote addresses. But it was also about’s investments as it pushes deeper into enterprise operations market. In his second keynote, he did it again. million round for the startup.


Forbes Insights: Value First

The ROI Guy

Alinean CSO Insights Forbes Pisello Sales Enablement sales execution Value Selling Value StoryAlthough helping sales reps consistently find the right content for each selling situation is deemed important and is garnering much attention / investment, it’s not the top way to create higher performing reps and drive the most revenue.

20 Experts, 1 Awesome Resource: The Social Media ProBook

It's All About Revenue

by Joe Chernov | Tweet this You may have noticed that over the past month or so, several influential social media professionals changed their profile pictures to funky avatars of themselves.  Edelman’s David Armano went so far as to name his digital persona Vector David (I didn’t have the heart to point out his digital doppelganger’s unfortunate initials). That project goes live now. Right now.

Marketing Automation News from Dreamforce: B2B More Integrated, B2C Stays Separate

Customer Experience Matrix

I spent the early part of this week at ’s annual Dreamforce conference. app exchange customer data management dreamforce exacttarget marketing automation marketing software trends pardot predictive modeling Here are my observations. The big news was for geeks. The main theme of the conference was Salesforce1, a new set of technologies that make it vastly easier to deliver and integrate mobile versions of Salesforce-based applications. It is apparently a major technical accomplishment and at least one of my technical friends was hugely impressed.

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The Cloud Must Go On – How to Catalyze a PR Win into Revenue with Marketing

Modern B2B Marketing

More than 40K attend this software technology conference, and many expect to hear each year from Marc Benioff, CEO and chairman of In less than 24 hours, used social media and search to turn a bad situation into success that will likely generate revenue in the months to come. The team was ready with handouts and matching Salesforce garb.

8 Key Business Takeaways From Yahoo! CEO Marissa Mayer

It's All About Revenue

Expected to draw a whopping 135,000 attendees, the annual annual event is focused on cloud, mobile, social, and connectivity. Marketing Efficiency #DF13 Compendium Content Marketing Dreamforce 2013 Dreamforce takeaways employees empowerment leadership Marc Benioff Marissa Mayer marketing takeaways mobile prioritization usability Yahoo

Marketing Automation from

Client Bridge has become the most well known name in customer relationship management (CRM) software. CRM Market Analyst Lauren Carlson recently took an in-depth look at the free marketing automation application included with's CRM software to see how it compared to the offerings from marketing automation specialists like Eloqua, Marketo and Pardot. Overall,'s marketing automation capabilities didn't have the same depth of functionality as specialized marketing automation software. How does their marketing automation software stack up?