JILL KONRATH'S SELLING TO BIG COMPANIES | TUESDAY, FEBRUARY 18, 2014
[Work] Two Ideas for Breaking Through Sales Barriers
ve often found that it works well to say something like this: “Listen, John. 'Recently I was approached by a salesperson who was facing a tough challenge. When he gets his targeted buyers on the line he frequently has to deal with these sales objections: "We recognize your proven credentials but aren''t taking on any new suppliers.".
B2B MARKETING INSIDER | TUESDAY, FEBRUARY 15, 2011
[Work] Are You Feeling The Love In Social Media?
What works for me is to think of my social interaction more like sharing. If a product designer blogs about the product he is working on, is that promotion or opinion? have decided to try to work this into every discussion I have about social media. Human beings want to love something. Something to live! Isn’t it?
HUBSPOT | FRIDAY, JULY 19, 2013
[Work] How to Repair Your Ecommerce SEO Strategy in a Post-Panda World
National Positions works with hundreds of companies and has been named to Inc. 'Driving new visitors to your site is essential in order for an ecommerce business to succeed, and getting ranked at the top of Google’s organic search results offers the visibility necessary to generate new leads and drive more traffic straight to your site.
VIEWPOINT | THURSDAY, AUGUST 30, 2012
[Work] PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software
He cites the work of Nick Panayi, Director of Global Brand and Digital Marketing at the large consulting firm, CSC, and how he has created a culture of content marketing: sharing, lead nurturing, and a highly interactive site that’s hugely social and building content on a by-the-second basis. There are all these things we’ve got to do.’
HUBSPOT | THURSDAY, JANUARY 17, 2013
[Work] Is 2013 the Year Marketers Lose Keyword Research?
The reason we lose information with encrypted search has to do with how HTTPS works, not anything Google is doing (note the “S” at the end, indicating “secure HTTP”). Trying to perform keyword research to inform your SEO strategy is tough these days. And it’s getting crowded under that carpet! Well, there's no time like the present, right?
KOMARKETING ASSOCIATES | TUESDAY, SEPTEMBER 18, 2012
[Work] 9 Key Points & Action Items from BtoB Magazine’s Social Media Report
As B2B marketers work on refining 2012 strategic marketing initiatives, social media has become a central focus. Can Social Media Advertising Work? YouTube launched full availability of a paid search service for video that works similar to Google AdWords. The Role of Social Media. Define Social Media Goals. Look Before You Leap.
TRADESMEN INSIGHTS | THURSDAY, OCTOBER 7, 2010
[Work] LinkedIn: 5 Ways to Make the Most out of Your Connections
LinkedIn works for those who work at it. LinkedIn, like anything else, responds to someone who is active. In other words, you need to participate and engage people in order for the network to be effective. For those of you who follow me know that I personally think LinkedIn is one of the most useful business tools out there.
SALES PROSPECTING PERSPECTIVES | FRIDAY, MAY 11, 2012
[Work] Growing Revenue: Not Always As Simple As It Seems
While challenging and frustrating at times, working with my team to meet and exceed goals and solve problems is what gets me out of bed in the morning. Don’t get me wrong, I’m not whining. We have done quite well and have emerged from the 2009 downturn with double digit growth in 2010 and 2011. Existing customers notice as well.
AD YOUR COMMENT HERE | MONDAY, MARCH 5, 2012
[Work] Other Side Group at #SXSW – What is Entrepreneurship? #SXSW
She specializes in social media marketing, content production and entrepreneurship and works diligently and passionately for issues around women in technology and entrepreneurship. She considers herself privileged to have worked with nearly 100 brilliant and gutsy seed-stage web software entrepreneurs. Or Are They? Salon C, Hilton.
AD YOUR COMMENT HERE | FRIDAY, JULY 1, 2011
[Work] [Jun 25 - Jul 1] Social Media Highlights
Read More about How Google Take Out Works (Via Venture Beat), and Google Analytics’s improvement (Via ReadWriteWeb). Google + Project Launched on Tuesday. Launched on Tuesday, Google + Project, the long anticipated Social Networks, marks a grand ambition of the Search Engine Giant into Social Mediasphere. Learn more about Google +.
SALES PROSPECTING PERSPECTIVES | FRIDAY, JUNE 17, 2011
[Work] Sales Prospecting Perspectives Weekly Recap - Week of June 13th
Thanks to g reat work by the folks over at MarketingProfs , attendees were provided with great content. Happy Friday Everyone! As I'm sure many of you are aware , o ur beloved Boston Bruins are FINALLY Stanley Cup Champions! As you can imagine , it's been a pretty exciting week for Bruins fans everywhere! He really sums it up perfectly!
FUNNEL FOCUS | FRIDAY, OCTOBER 29, 2010
[Work] Webinar: Social Media Integration into Marketing Campaigns – Does it Drive Leads?
Which tactics work well and which are a waste of time? Join us in this webinar to find out. In the last couple years, there's been such a buzz around social media. Every b2b marketing conference seems to offer at least half a dozen sessions on how to use social media effectively. How do I integrate it into my next campaign? Register Now.
AD YOUR COMMENT HERE | FRIDAY, OCTOBER 22, 2010
[Work] 5 Great Resources to Maximize the SEO of your Online Content
This article suggests several key questions to ask, as well as identifies topics related to these different types of content and media for optimization, giving you a better picture of what you have to work with. How to Make SEO Friendly Copy – In the right hands, SEO friendly copy doesn’t have to sound unnatural. Related articles.
FUNNEL FOCUS | WEDNESDAY, JULY 21, 2010
[Work] Spotlight: Brian Massey Provides Pointers on Performance Marketing
We’ve made the argument here on Funnel Focus that marketing automation works best when implemented in support of a well-defined marketing process. Brian Massey calls himself a Conversion Scientist. Since 2001, Brian has built the marketing strategy and infrastructure for a number of technology companies.
WRITTENT | WEDNESDAY, NOVEMBER 20, 2013
[Work] 9 Practical Ways to Implement Agile Content Marketing
Agile was designed specifically for software teams working on large projects. In order to improve the final product and reduce waste, the project is broken down into smaller components and the team works in “agile sprints” towards smaller goals. 'What do business bloggers have in common with software developers? 4. Deliver Often.
CONTENT MARKETING TODAY | FRIDAY, MAY 11, 2012
[Work] How to Attract an Audience by Integrating Content, Social, and Search | Copyblogger
How to intelligently plan a content strategy that works. Written by Robert Bruce. Google’s been pissing people off lately. Panda, Penguin, Parakeet (okay, I made that last one up), who knows what’s next …. Then there are the social networking evangelists whose entire fortunes are deep in Zuckerberg’s asset. SEO isn’t bad.
THE FORWARD OBSERVER | TUESDAY, APRIL 30, 2013
[Work] The 5 Things Your Website Really Needs To Get Found Online
301 Redirects – When you make a website change and want to keep getting the SEO juice of inbound links you’ve worked so hard to get, a 301 redirect is like a permanent change of address notification. 'Artillery B2B Marketing Blog > The Forward Observer “If a tree falls in a forest and no one is around to hear it, does it make a sound?"
ANNUITAS GROUP | THURSDAY, JUNE 2, 2011
[Work] Alignment – It’s More Than Marketing and Sales
Conversely, I’ve also had the pleasure of working with IT staff who understood that their role was ultimately to support engagement with the buyer. I recently had the opportunity to participate in a roundtable discussion hosted by Focus called “Building the Ultimate Revenue Machine”. David is one of the top thought leaders in Sales 2.0
SAVVY B2B MARKETING | MONDAY, MAY 23, 2011
[Work] 3 (Eye-Opening) Benefits I Learned Writing a Free E-Book
Ever wish people would spread the word about your work or your website? This week we are thrilled to welcome Tom Clifford. We really enjoy Tom's straightforward and practical inights. if you're thinking about writing an eBook, here are some ideas for you! You think giving away your e-book isn’t the brightest idea, right? Wrong.
HUBSPOT | FRIDAY, NOVEMBER 23, 2012
[Work] How UK Data Collection Laws Affect Email Marketers
We spend so much time as marketers building up our online reputation and working on improving engagement rates, it would be damaging to contradict this. With email, there are no geographical boundaries, and growing your business to leverage new locations is increasingly viable. UK Email Marketing Laws in a Nutshell. What About Buying Data?
GROW - PRACTICAL MARKETING SOLUTIONS | SUNDAY, OCTOBER 31, 2010
[Work] To succeed in social media, set aside your marketing plan
They are thinking of reducing their newspaper ad budget since this customer acquisition strategy worked so well. Forget your marketing PLAN? Have I gone MAD?? To succeed, let’s put the long-term plans aside for a moment and consider a new way to think about and organize around the social web called REACTIVE MARKETING. And why not?
INDUSTRIAL MARKETING TODAY | FRIDAY, JUNE 17, 2011
[Work] Why Industrial Companies and Manufacturers Struggle with Content Marketing
Make a business case for content marketing being a sales enabler and that sales and marketing can work together as a team. Many industrial companies and manufacturers struggle with content marketing. Usually the problem stems from three possible scenarios that I’ve come across. Assimilate all that knowledge. Hiring an outside content creator.
VIEWPOINT | TUESDAY, MARCH 22, 2011
[Work] B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?
There are a variety of web analytics and web feedback solutions that can give you insight on how well the buying process is working for buyers. Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. Imagine going into bank to open up a checking account with a few dollars you've managed to scrape together. Improved? Social?
SALES CHALLENGER | TUESDAY, MAY 22, 2012
[Work] Decoding Commercial Insight
SEC Members , to learn more, review our latest work on Shaping Demand Through Pre-Funnel Engagement. What qualifies as insight? That is by far the most common question we’ve heard from members looking to implement commercial teaching in their organization. We find this makes the distinction clear without having to resort to semantic nuances.
SALES CHALLENGER | WEDNESDAY, MARCH 28, 2012
[Work] 4 Ways to Make or Break Rep Credibility
As one customer put it, one wrong move by the seller can undo years of work in an instant, and “the relationship could come tumbling down like a house of cards.”. Credibility is a need to have for sales reps – but it’s just one of many factors critical to winning a deal. Sellers must have a positive, “we can solve this together” attitude.
B2BMARKETINGSMARTS | MONDAY, APRIL 18, 2011
[Work] Tips for winning the B2B company or product “name game.”
Although many think a long name can hurt you, bothsidesofthetable.com proves this strategy can work. Welcome my guest Steven Moody, who has some excellent advice to share on company and product naming. noticed five different ways to go about it: Name + type of business (“Smith’s Accounting ). Unused brand (“Salesforce ).
MARKETING INTERACTIONS | THURSDAY, JULY 29, 2010
[Work] The Customer-Focused Content Difference
hate to disappoint here, but that's simply not the way it works. One of the most difficult challenges for marketers is to shift their messaging from company-focused to customer-focused. The disconnect is that these marketers think they can do what they've always done, shift a few words around and, voila, they're customer focused.
MARKETING INTERACTIONS | WEDNESDAY, MAY 5, 2010
[Work] Survey Highlights Contradictions for B2B Marketers
The thing is that they don't move separately, but rather work best when integrated through an eMarketing strategy to achieve the best outcomes. In reviewing the results from the B2B Marketing Skills Survey conducted by Genius.com and BtoB Magazine, I saw a few disconnects that should be flags for concern. Let's talk about two of them.
HUBSPOT | FRIDAY, JANUARY 6, 2012
[Work] The Critical Difference Between A/B and Multivariate Tests
There's seemingly no end to the things you can test in your marketing, and if you've laid a solid framework for your inbound marketing programs, now's a great time to start optimizing and making what works pretty well work amazingly well. And the best way to get started is to conduct some A/B tests ! Or.multivariate tests? But no fear!
B2B MARKETING TRACTION | THURSDAY, JANUARY 17, 2013
[Work] Has B2B Social Media Marketing Crossed the Chasm?
Other factors that indicate that B2B social media marketing has crossed the chasm include the existence of industry case studies that offer proof that it works, reducing the risk of taking on this new marketing approach, and the emergence of credible market leaders that the early majority can buy from. Crossing The Chasm Social Media/Web 2.0
B2B MARKETING TRACTION | THURSDAY, NOVEMBER 1, 2012
[Work] Anyone Can Create a Facebook Page Using Your Brand
Keep in mind that some may have been created when well-intentioned employees set up their personal profiles and said they worked for your company. Did you know that Facebook will allow anyone to create a Facebook Company Page? With someone else’s – maybe your – brand? Facebook believes in open networking.
B2B MARKETING TRACTION | FRIDAY, DECEMBER 16, 2011
[Work] What does B2B Marketing Have to Do with Downhill Skiing?
Your shoulders and torso should be pointed down the fall line while your legs and skis angulate and do all the work to make those ski turns. Basing marketing plans and campaigns on intuition isn’t enough anymore. liken counterintuitive marketing to one of my favorite sports: skiing. Counterintuitive. Intuitive. ” Not true!
B2B MARKETING TRACTION | THURSDAY, APRIL 14, 2011
[Work] Marketing Case Study: How I Got Results from LinkedIn
Not bad for three weeks work. Tweet. m the Chief Marketing Officer (CMO) for Hire for Geeks, Scientists and Engineers. Since, 2004, I’ve been connecting to colleagues, associates, friends and classmates via LinkedIn. continued to invest time in LinkedIn, and, as it turns out, my efforts paid off. Could I help them? Yikes! Three weeks?
B2B MARKETING TRACTION | TUESDAY, MAY 3, 2011
[Work] Why Product Launch Plans Need to Include Social Networking
” The old approach to product development and launch – develop the product and then work on the launch in a linear fashion – isn’t effective in today’s fast-paced technology world. Tweet. recently provided some marketing consulting and services for a technology start-up about to launch a new product.
B2B MARKETING TRACTION | WEDNESDAY, JUNE 15, 2011
[Work] Does Your B2B Sales Team Dominate LinkedIn?
Make it clear that your company will be working with employees to create guidelines for use while in your employ. Tweet. Wouldn’t it be great if, when your prospects search on LinkedIn for your products or services, your sales team dominates the results? How Can Your Sales Team Dominate LinkedIn for Your Industry? Wrong!
B2B LEAD GENERATION BLOG | MONDAY, MAY 23, 2005
[Work] B2B Lead Generation Blog: Tips for better webinars, webcasts and improved ROI
Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Dont waste their time with a sales pitch.
HUBSPOT | TUESDAY, JANUARY 4, 2011
[Work] New Chart: Biggest Challenges Facing Email Marketing in 2011
This lead generating and nurturing cycle relies on every piece of the marketing puzzle working to its fullest. That’s why every inbound marketer needs to understand the challenges that go with email marketing and what works best in order to leverage it effectively. Offer content that fits the needs of the recipient. Headlines.
FUNNEL FOCUS | THURSDAY, MARCH 31, 2011
[Work] Interview: Tibor Shanto Reveals How to Use Lead Nurturing to Prevent Sales Funnel Leakage
Once engaged, Sales can also help determine the appropriate approach by working with Marketing and comparing online behavior and real-world actions observed by the salespeople. In today’s b2b environment, connecting with buyers over the phone and in one-on-one meetings is becoming increasingly difficult. Engage Zone. Discovery Zone.
HUBSPOT | TUESDAY, NOVEMBER 6, 2012
[Work] Top SEO Tips Straight From the Industry Experts [INFOGRAPHIC]
Instead of squinting our eyes for the right match, search engines do the matching work for us. Once upon a time (the past hundred years or so), in a land not far from here (all of our respective doorsteps), lived the concept of "yellow books.". These books were not like other books you may stumble upon. Instead of flipping pages, we type.
MARKETING CRAFTMANSHIP | THURSDAY, AUGUST 9, 2012
[Work] PR Lesson from the Lolo Jones / New York Times Controversy
just thought that that was crazy because I worked six days a week, every day, for four years for a 12-second race and the fact that they just tore me apart, which is heartbreaking.”. Did Jere Kill Lolo’s Mojo? Olympic athletes and instead they just ripped me to shreds. The public appears to agree with Lolo regarding Longman’s attack.
SALES LEAD DYNAMICS | TUESDAY, FEBRUARY 26, 2013
[Work] Don’t Just Show Up. Follow Up.
If that works for you, please let me know some good times to call you. “70% of success in life is showing up.” ” Woody Allen. Well, Woody, maybe that’s true “in life” But it’s certainly not true with networking events. There are three keys to a successful networking event. Each is equally important.
B2B MARKETING UNPLUGGED | FRIDAY, JANUARY 25, 2013
[Work] Four Things Marketing Should Say “No” About in 2013
am almost constantly approaching businesses for money in the course of my volunteer work, and I think marketers need to say “No” to the vast majority of these requests for one reason: it’s NOT marketing; it’s much more important than that. Are you feeling the love yet? Have you been saying “Yes” more often than a room full of sycophants?
SALES LEAD DYNAMICS | TUESDAY, JANUARY 22, 2013
[Work] Referrals: Give Before You Get
Understanding Mary’s niche may take some work. We all network for one reason: to find business. But guess what? That’s only one part of networking. The other part is helping your colleagues. Networking is a two way street. Don’t sit around waiting for a referral. Give one first. Mary hasn’t given you an intro yet. But it’s worth it.
B2B MARKETING UNPLUGGED | MONDAY, NOVEMBER 26, 2012
[Work] Lost Squirrels: Putting Sales Where it Belongs
Fix a broken process, speed up another process, help the Keebler Elves off the discount ledge and work on new guidelines (I know the Squirrels will ignore them, but not right away). Mostly statistics just annoy me, but every now and again I am absolutely gobsmacked by one. You read that right, folks. Complaining about product delays – 9%.
B2B MARKETING UNPLUGGED | FRIDAY, JANUARY 27, 2012
[Work] One Simple Way to Stop Undermining Your Brand’s Credibility
So why then do we so willingly put the credibility of our brands on the line by not proofreading (or paying someone to proofread) the work before we unleash it on the world? But sometimes, they’re so big, so gross and so, um, present, that I have to leave the room or I will simply lose it. Let’s see some examples.
INSIGHTIQ BLOG | THURSDAY, DECEMBER 22, 2011
[Work] A Marketing Reflection: Quaero's 2011 Webinar Recap
As we plan, however, we don't want to forget the success of 2011, because we were fortunate to work with some fantastic people, and create a good deal of content that we trust will live far beyond the new year. Here at Quaero, it's a magical time of the year. whole new collection of events, webinars, eBooks, etc. Quite the opposite, in fact.
DIGITAL VOICES | FRIDAY, JULY 16, 2010
[Work] Maximizing the effectiveness of your social marketing activities
For instance, at Ayantek, we feel our business audience is usually checking twitter between the hours of 7-10am (at the breakfast table, so to speak), 12-1pm (during lunch hour) or 4-6pm (wrapping up at work). The proliferance of social channels over the last 5-6 years is simply amazing. Do you need to because your competitors are in it?
B2B MARKETING UNPLUGGED | THURSDAY, JUNE 10, 2010
[Work] Trade Shows Part 7 – It’s All in The Follow Through
company I had worked with in the past and with whom my current company has some business and, most importantly, where there is significant opportunity to expand that business. Just like a tennis or a golf swing, you only hit your target with a great follow through. And I’ve been tracking the follow-up by same. ll get right on that. How sad.
B2B MARKETING UNPLUGGED | THURSDAY, DECEMBER 16, 2010
[Work] Eyechart or Apocalyptic Warning?
They play on your assumption that anyone who can’t push F4 while licking a 9-volt battery and humming the Battle Hymn of the Republic , (the combination of which is what makes things work) can’t possibly be bright enough to peddle an evil plan right under your nose. Here is a brief field guide to the six subspecies of EPG. The Literati.
B2B MARKETING UNPLUGGED | THURSDAY, APRIL 7, 2011
[Work] Small Business Website Woes? Get it to The Geek
Not a work of art, just a page. Did you know that almost half of Canadian small businesses don’t have a website? Maybe you did know that but did you know that of the half that do have sites, many of them are complete rubbish and haven’t been updated for months or even years? no idea how to build or maintain a site. fear of screwing it up.
INSIGHTIQ BLOG | TUESDAY, JULY 5, 2011
[Work] Unica Campaign: Target Customers Based on Proximity to a Location
It also wouldn’t be feasible to look up neighboring counties and zip codes because every time you pull a similar campaign you'd have to do the same leg work. As a former marketer at Macy's Central , it was very typical of our department to pull lists, sometimes adhoc, for local promotions. It's pretty simple. The guessing game is eradicated.
MODERN B2B MARKETING | FRIDAY, MAY 17, 2013
[Work] One Small Step for Marketo, One Giant Leap for the Marketing Nation
Finally, I want to extend a sincere thank you to all of Marketo’s employees for your dedication, hard work, and passion. It is a privilege and an honor to work with such a high caliber team, so thank you – THANK YOU – for everything you do. You can read about it and see some pictures here. Thank You Marketing Nation. B2B Marketing
FEARLESS COMPETITOR | FRIDAY, JUNE 29, 2012
[Work] The Unique Office Phone System of Find New Customers
As the host of a TV show, Marketing Made Simple TV , I have an incredibly fast internet connection, which means online tools work great. The Unique and Unusual Phone System at Find New Customers. As the host of Marketing Made Simple TV , I have what most people would consider a unique phone system. See this huge studio mike.
FEARLESS COMPETITOR | MONDAY, MARCH 12, 2012
[Work] Why Michael Jordan would get a rejection letter | The Fatal Flaw in the Job Description/Resume Process
For more on why resumes don’t work, read Here Are 8 Important Traits That A Resume Just Can’t Illustrate. Why doesn’t it work? In hindsight, it was the best thing that ever happened to him, as he worked twice as hard to become the best of all time. (This is one of the most popular posts ever here.).
FEARLESS COMPETITOR | THURSDAY, MAY 5, 2011
[Work] Changing direction | The difficulty in changing a tiger’s stripes
To do this successfully, they’ll first need to develop deep buyer personas and then work Outside In – from business leaders back. Had a very interesting conversation with an SVP of Marketing for a $500MM software company this week. Their challenge? They sell mainly to IT, but want to sell to business leaders. What do you think?
FEARLESS COMPETITOR | WEDNESDAY, MAY 4, 2011
[Work] Jill Konrath on HubspotTV
Jill Konrath, sales expert and author of Selling to Big Companies , SNAP Selling , and Get Back to Work Faster (which extensively discusses yours truly) will be the special guest on HubspotTV this Friday, May 6th. Jill Konrath. Please support Jill! Don’t Miss it! It’s lots of fun. Break a leg, Jill. Click to watch my show.
FEARLESS COMPETITOR | SATURDAY, NOVEMBER 28, 2009
[Work] Lead nurturing — critical but poorly understood
Sure hope it works.). I had the opportunity to be interviewed two times last week. Both of these interviewers want to speak with me about lead nurturing. What’s lead nurturing? It’s process of sharing compelling and interesting information that builds trust with target clients, regardless of their timing to buy.
FEARLESS COMPETITOR | TUESDAY, OCTOBER 6, 2009
[Work] The Fearless Competitor takes to the road
I’m working with Kevin Temple of The Enterprise-Selling Group to set up these lead generation workshops. Full day events will be held the week of November 9, 2009 — and will cost only $975 per attendee. Stay tuned as we plan and set these exciting events up. Jeff Ogden, the Fearless Competitor, is President of Find New Customers.
ANNUITAS GROUP | MONDAY, APRIL 8, 2013
[Work] Marketing Down Under – Q &A with Jodie Sangster, CEO, Association of Data-Driven Marketing and Advertising
In particular, ADMA has always worked to ensure that organisations can use information to create effective, personalised marketing and this remains a core philosophy. However, big data is currently in its infancy and we are still working through how organisations can reap the benefits of big data in a compliant manner. The
B2B MEMES | THURSDAY, MAY 31, 2012
[Work] Writing for the Web: The Human Algorithm and Zero-Sum SEO
If you want your content to work, write for people, not for search engines. Do you write for the Penguin, or the human? sometimes fear that search-engine optimization (SEO) is the only aspect of new media that people have really cottoned to. Not that they’ve understood it, necessarily, but that they feel it is both justified and essential.
B2B MEMES | TUESDAY, APRIL 10, 2012
[Work] Blog Comments: Chaos or Currency?
Then figure out how much you’re spending to maintain comment communities that are civil, vibrant, and not an embarassment sitting just below your own work. Are comments more trouble than they are literally worth? According to Animal’s Joel Johnson, the answer is a resounding Yes. You’d probably save a bundle on therapy for authors alone.).
B2B MEMES | MONDAY, NOVEMBER 7, 2011
[Work] 3 Traits of Editorial Success
Though it’s not a personality trait that serves editors well, in their work, a touch of ruthlessness, a soupçon of Jobs-like jerkiness, is sometimes a necessity. MUD day 7: Editors should be pleased by Malcolm Gladwell’s review in the latest New Yorker of Walter Isaccson’s Steve Jobs biography. and ruthlessly refining it.”
B2B MEMES | FRIDAY, SEPTEMBER 30, 2011
[Work] Editorial Quality Vs. Revenue: A False Dichotomy
But the internet, Godin explains, “has squeezed inefficiencies out of many systems, and the ability to move work around, coordinate activity and digitize data all combine to eliminate a wide swath of the jobs the industrial age created.” To the editor, this was a clear case of sales priorities trumping editorial quality.
SAZBEAN | WEDNESDAY, JULY 27, 2011
[Work] How Social Media Activity Affects Sales
He wasn’t seeing an increasing trend in online sales, so to him, social media wasn’t working. Measuring social media ROI can sometimes be difficult. Metrics like followers, fans, and site traffic are easy to measure. What’s not so obvious is how your efforts on social media are affecting your bottom line (sales, revenue).
SAZBEAN | WEDNESDAY, SEPTEMBER 1, 2010
[Work] Woot.com Inspires Repeat Purchases with Irreverent Humor
You make an effort to just ask us how our day was more often and we’ll make an effort to be more understanding that you work hard all day and you don’t always need us starved for attention when you come home at the end of the day. From email titled, “Re-Kindle the passion with Woot. Hey there, Woot here. Nice, right?
SAZBEAN | MONDAY, JULY 19, 2010
[Work] Improve Your Tweets Using HootSuite’s Twitter Stats
An important part of any strategy is measurement — so you know what’s working and what’s not and where to improve. Using Twitter to have conversations and provide useful information to your intended audience can be a valuable part of your online strategy. But how do you know what your audience likes or dislikes?
PHOENIX RISING | MONDAY, NOVEMBER 30, 2009
[Work] Primal Thinking
Bull hockey:) We know so little about how perception really works! I wrote a post last week entitled Ready, Fire, Aim. closed with what I thought was a cute little double entendre' Something lifke "Who knows, maybe we'll hit the bullseye!" Get it? My gal friends got the pun. My guys friends didn't.
IT'S ALL ABOUT REVENUE | SUNDAY, MAY 15, 2011
[Work] Facebook Enables Brands To Tag Photos. Proceed With Caution.
Here’s a quick rundown of how this works. by Jesse Noyes | Tweet this. Not sure if you heard, but last week Facebook made some changes to its photo tagging feature. Where once only people could be tagged in photos, now pages (brands, celebrities, etc.) can be tagged as well. It might seem small, but for marketers this could represent a boon.
SALES PROSPECTING PERSPECTIVES | FRIDAY, SEPTEMBER 20, 2013
[Work] Sales Prospecting Perspectives Weekly Recap - Week of September 20, 2013
The sales rep was helpful, and tailored his questions to Mike''s own situation, even asking how he could improve from the last company he worked with. 'Happy Friday, Sales Prospecting Perspectives readers! Enjoy! Employee productivity is key to a successful business. Now, they need to learn to build and grow communities on the visiual web.
SALES PROSPECTING PERSPECTIVES | FRIDAY, AUGUST 16, 2013
[Work] How to Eliminate Fluff From Your Business Blog
You probably have a general understanding of the working sales and marketing gears of your company, but let''s face it, every company is different and is comprised of unique methodologies and office environments. 'I don''t like fluff on my sandwiches or on my computer screen. One too many times I''m sure. Host guest writers.
BIZNOLOGY | MONDAY, AUGUST 6, 2012
[Work] Three Ways to Build Links in the Age of Google Penguin
Prior to blogs, the primary way to build external links was to work with media relations to get links and descriptions into press releases, where you hope some editor will pick them up and publish them on his site. Image credit: Getty Images via @daylife. Why is this important? That’s what we’ll cover today. Internal Links.
VOICE-BASED MARKETING | TUESDAY, OCTOBER 8, 2013
[Work] 7 IVR Use Cases for Marketing, Sales, and Support Teams
The IVR will ask callers the questions you determine work best to qualify them for your particular campaign. You can even send them to a second IVR if that works best for your campaign. There are dozens of ways these groups use IVR applications to generate leads and revenue, improve customer support, increase efficiency, and cut costs.
THE ROI GUY | MONDAY, DECEMBER 12, 2011
[Work] Infographic: Technology an Alternative for Business Travel?
Working with Alinean, we developed a tool for AT&T to help businesses quantify the value of technology which can provide a better solution than travel in many cases. This time of year business travel is more painful than ever, especially with weather related travel delays, packed flights and holiday travelers.
BUSINESS GROWTH DEVELOPMENT | TUESDAY, FEBRUARY 8, 2011
[Work] Just Why Isn’t Anybody Listening To Me
So, instead of spending all your time reaching out to people based on your own marketing or sales preferences you should be using every opportunity to reach your audience on their terms and that includes using every channel at your disposal, because all channels work. Ever stood in an empty room and delivered a key note speech ?
HUBSPOT | THURSDAY, JUNE 16, 2011
[Work] Why Marketing Best Practices Aren't Always Best
As helpful as best practices can be, sadly they’d don’t always work. But it didn't work. Why did industry-proven techniques not work for Dropbox? After all, they worked great for other companies? Download this free ebook for step-by-step instructions on how to make internet marketing work for your business.
BIZNOLOGY | THURSDAY, DECEMBER 16, 2010
[Work] Terms of Engagement for Social Media Marketing
Unsurprisingly, this doesn't work very often. Not only will it work better, but I'd argue you'll feel better about it, too. Cover via Amazon. Some books deserve to be read and re-read. Every few years, I crack open Terms of Engagement by Dick Axelrod, to remind me of how to really bring about organizational change. You'll get advocacy.
ENGAGE | MONDAY, MAY 2, 2011
[Work] Solve Problems for Your Customers with Content, Don’t Create New Ones
During March Madness, NCAA.com knew that much of their audience would be stuck at work while the early games played, so they allowed for streaming broadcast of the games on people’s computers. W e in marketing love us some big ideas. It’s how we get noticed. It’s how we win awards. It’s how we achieve ROI. Or so we think. On paper.
WRITING ON THE WEB | SUNDAY, SEPTEMBER 4, 2011
[Work] 5 Blog Writing Lessons from the U.S. Open Tennis Championships
Blog writing doesn’t work that way. Every time I watch top tennis players compete, I learn something about blog writing. The US Open is on right now, through next weekend. Seriously, I think about tennis when I’m blogging.) Here are five blog writing tips. You’ve got to keep moving. Keep your eye on the ball. Mix it up.
HUBSPOT | FRIDAY, DECEMBER 27, 2013
[Work] What Is Browser Cache? [FAQs]
The important thing to know is how a browser cache and cookies together can affect your work as it pertains to updating pages on your site, testing forms, and other pages not rendering appropriately, among other related issues. 'So you''ve just finished redesigning your home website. What the heck''s going on here? Show of hands? Design
MODERN B2B MARKETING | TUESDAY, NOVEMBER 6, 2012
[Work] Lead Qualification Best Practices: Sniff: “Inspect What You Expect”
Recently, when I was working my new sales qualified leads, all senses of logic ran out the door. by Stephanie Yung Every lead a Marketo Sales Development Representative calls into goes through an initial prospecting process, called “the sniff test”. Why are you calling? had to call it right away! But, boy was I wrong. Confirm Headquarters.
WRITING ON THE WEB | WEDNESDAY, FEBRUARY 27, 2013
[Work] Better Content Marketing: Words and Numbers Matter
Words and Numbers Matter" src="[link] width="202" height="184" title="Better Content Marketing: Words and Numbers Matter" /> As a psychologist, I’m fascinated by how our brains work. When writing online content , I try to apply neuroscience to understanding why some copy outperforms others. Words matter. Content matters.
LEADER NETWORKS | TUESDAY, JULY 12, 2011
[Work] Why Online Communities and Vegas Have Nothing In Common
Both company and customer inform and value each other and work together toward defining and refining the future. Las Vegas is all about lady luck - If only you face the horseshoe, touch your talisman, and never ever enter a casino through the front door, you will succeed tonight. member expereince roadmap for online customer communities
WRITING ON THE WEB | FRIDAY, NOVEMBER 18, 2011
[Work] Content Marketing that Speaks to the Old Brain
Knowing how the brain works will help you write better as well as help you with presentations to influence others. You get better results with your content marketing when you speak to the “ old brain ,” the one that’s also known as the primitive brain or the survival brain. His sign read, “Homeless. Please HELP.”
WRITING ON THE WEB | THURSDAY, JUNE 23, 2011
[Work] Engaging Content: 7 Tips to Get Readers to Think
Bonus question: How does doing this actually work to market your business? When it comes to content marketing , there are ways to write content so it actively markets you and your business without being “in-your-face” sales copy or boring product reviews or press releases. How can you do that? What methods do you use? Blog this on Blogger.
MODERN B2B MARKETING | TUESDAY, JULY 3, 2012
[Work] Email and Spam – The Two That Shouldn’t Tango
Are there any other email marketing best practices that have worked for you that you would like to include or share? by Ravali Ravulapati. With the increasing importance of email marketing , spam proofing your content is one of the most important tasks in today’s marketing. Email Marketing Best Practices to Spam-Proof Your Content.
VERTICAL RESPONSE | THURSDAY, OCTOBER 31, 2013
[Work] How a Welcome Email Can Boost Your Business
Here are some tips from Parsons on how to make that welcome email work for your business: Ditch the “do not reply” receipt. ” Dunked, a website that helps people create a personal portfolio of creative work, uses a conversational tone in its welcome email. “The ‘do not reply’ email sends a message.
MARKETING INTERACTIONS | MONDAY, OCTOBER 5, 2009
[Work] Sales Executive Enablement Summit - John Aiello
Likewise, 10 years ago there were only 4 companies working in the space - today there are at least 100. " They ask questions, share insights and work on handling objections collaboratively. According to John, ten years ago if you searched on the term "sales enablement" you'd get 3 measly returns. Formal content.
CUSTOMER EXPERIENCE MATRIX | MONDAY, APRIL 5, 2010
[Work] VisualIQ Measures Marketing Impacts Across All Channels
But it is working to automatically feed those findings as rules into execution systems such as ad servers and ad exchanges. Summary: VisualIQ combines customer-level transactions and contact history with traditional aggregate data to produce better marketing performance measurement. So maybe the criticism isn’t particularly new.
INDUSTRIAL MARKETING TODAY | MONDAY, JANUARY 10, 2011
[Work] More Manufacturers Are Using Videos For Content Marketing
There must be a logical explanation for what seems to be a contradiction of everything I’ve read and have experienced in my 20+ years of working with manufacturing and industrial clients. That in my opinion is exactly how inbound content marketing is supposed to work for lead generation. Here are three examples that I found on YouTube.
INBOUND SALES NETWORK | TUESDAY, MAY 17, 2011
[Work] The Importance of Social Media Marketing to Validate Your Customers Purchase Decision
That just does not work in social media. For most, the buyer’s focus is more along the lines of verifying the type of results that can be achieved by using your offerings, along with how the offerings can be implemented and supported as well as what type of company you are to work with. We are social animals. Answers, and others.
CUSTOMER EXPERIENCE MATRIX | WEDNESDAY, JANUARY 22, 2014
[Work] Next-Generation Marketing Automation Systems Target Small Business
The system adds email marketing and campaign tracking to Dynamics, working with Dynamics files directly rather than synching to a separate database. 'I’ve been gearing up for the next edition of our VEST report on B2B marketing automation systems, which involves catching up with established vendors and chasing down some new ones. Among U.S-based
HUBSPOT | MONDAY, NOVEMBER 19, 2012
[Work] How to Craft the Perfect Marketing Elevator Pitch
Make sure this is free of business babble and, particularly if you're talking to people who don't work in your industry, jargon terms that mean nothing outside of your office's four walls. That's why one of the first things marketers and business owners should try to totally nail is their elevator pitch. Tsk, tsk. Structuring the Pitch.
FEARLESS COMPETITOR | FRIDAY, MARCH 7, 2014
[Work] The Top 10 Reasons NOT to Talk to Find New Customers
They do great work, and they are willing to help anyone in need. 'According to Chris Malone , Warmth and Competence is the characteristics of great brands – and people. We like people and brands that are not only skilled at what they do, but they are friendly and nice as well. Think of a high end brand like Rolex watches. Nice = Warm.
IT'S ALL ABOUT REVENUE | TUESDAY, SEPTEMBER 4, 2012
[Work] All-Time Fantasy Marketing Team: 7 Experts Share Their Draft Picks
Having worked with James in the trenches over the years, his ‘get your hands dirty in the data’ approach is one that I am all about, but see time and time again that not enough marketers follow. by Jesse Noyes | Tweet this Over the long weekend, football fans will participate in hard-fought, strategy-heavy fantasy football drafts. Carl Hahn.
TRADESMEN INSIGHTS | TUESDAY, APRIL 24, 2012
[Work] B-to B-Marketers: What Are Your Most Effective Sales Channels?
B-to-B customers are doing more homework online when it pertains to buying well before they start the actual buying process. So what are you doing to take advantage of these “opportunity zones” to be successful? to-B marketers – are you prepared for a more educated buyer?
JILL KONRATH'S SELLING TO BIG COMPANIES | THURSDAY, MAY 3, 2012
[Work] [Video] Why You Must Be a Visible Irritant When Prospecting
It's your responsibility to keep bugging them -- especially if your prospect told you that they're interested and really do want to work with you and then disappear into the black hole. Whenever I do a sales workshop, I get asked, "How often should I contact my prospects?" VIDEO TEXT: If you're like most sellers, you worry about being a pest.
WRITTENT | MONDAY, DECEMBER 2, 2013
[Work] How to Optimize Your Blog Posts for SEO: an Easy-Peasy Guide
Creating amazing titles is a huge component of their marketing strategy – and it really works! Find more in 7 Steps to Creating Titles that Work. In the early days of content marketing, loading your pages up with tons of tags worked, and it was a great way to rank for similar keywords. Content Marketing = Guaranteed SEO.
VIDYARD | MONDAY, OCTOBER 21, 2013
[Work] Tracking the Success of Your Sponsored Content
Before running your sponsored content, work with the publisher or supplier to determine as much as possible about the audience, inventory, past performance, logistics, tracking, and best practices. What kind of ad copy/content has worked best with the audience in the past? Know your audience. What kind of inventory is available?
IT'S ALL ABOUT REVENUE | FRIDAY, MAY 6, 2011
[Work] 5 Resources For Warming Up Your Lead Nurturing
Why not grab a blank piece of paper and jot some ideas that might work for you? by Heather Foeh | Tweet this. Lead nurturing is a always a hot topic among marketers and that definitely holds true on the Topliners community as well. Summer is coming and it’s a great time to “warm up your leads! Sorry, I couldn’t resist.).
SALES INTELLIGENCE VIEW | WEDNESDAY, JANUARY 12, 2011
[Work] LinkedIn is Facebook With a Tie
I ran across an interesting quote as I was working on the InsideView guide for Social Selling with LinkedIn. As soon as I heard it, an image popped into my head and I went to Photoshop to create it. The thought that LinkedIn is Facebook with a Tie is a great differentiators between the two [.].