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  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, AUGUST 2, 2013
    [Work] Sales Prospecting Perspectives Weekly Recap – Week of August 2, 2013
    He worked with our COO Peter Gracey to see if our employees’ grit factor coincided with their sales performance. 'It’s finally August, the Sunday of summer. The scorching heat brings with it a bittersweet reminder that summer won’t last forever, and that fall is just around the corner. hope you’re embracing this month as well!
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JANUARY 25, 2013
    [Work] Sales Prospecting Perspective Weekly Recap - Week of January 21, 2013
    We had a shortened work week due to the holiday on Monday, but we were still able to get in a few great posts that I'll recap for you in a minute. First, as most of you are aware, I have a post to share with you that I read this week. In December, I had stumbled upon (bad pun intended!) Now on to this weeks recap. Tuesday, January 22, 2013.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 4, 2012
    [Work] Why You Need To Demand A CRM
    It will work for you; it will increase your profit margins and will increase your client retention rates One of my first jobs out of college was a staffing and recruiting agent for Java developers. The office was in the heart of the city, but it was tiny, cramped and looked like a scene from the movie Boiler Room. This was 2006. In 4 weeks?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 1, 2012
    [Work] Why It May Not Be Your Demand Generation Program
    understand this could be thinking outside of the box, but could it be as simple as your product either isn’t a fit in that target market, doesn’t work as well as you thought it did, or it doesn’t address the business pains like you thought it should. Your Product. Your Sales Team.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JULY 19, 2012
    [Work] Have You Refreshed Your Insides Sales Training Program?
    was extremely impressed with their thought process and the amount of work they have put into a strong curriculum of training covering Call Strategy, CRM, Resourcefulness, and Client Communication. I recently sat in on a meeting with a team of BDRs and Management that are re-vamping the new hire training program. Learn. Practice. Shadow.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JUNE 29, 2012
    [Work] Single And Looking For Leads
    When it works out, they’ll have someone to bring to their cousin’s wedding! 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. Yes friends, I am referring to my favorite sport, match making.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JUNE 5, 2012
    [Work] One Simple Sales Tip
    During his career he worked for a commercial lumber company as their credit officer. I was able to get some quality time with my old man down the cape over Memorial Day weekend. In this role, he wasn’t required to glad hand everyone he met like the typical salesperson. Man would I have loved to be a fly on that wall!).
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JULY 11, 2011
    [Work] Don't Give Up On Those “Old” Sales Leads!
    At first, I think we were all a bit unsure as to how this would work out – luckily we were pleasantly surprised by the end of the week. Last week my team truly made me realize how important it is for inside sales teams to never give up on nurturing their leads, no matter how “old” the lead is. What do you think
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 29, 2010
    [Work] How To Motivate Your Inside Team Through The Holiday Months
    You’ll find that your team really unites while working towards their number and this truly helps to keep the momentum going. We’ve officially begun the holiday season and it’s important for us all to stay motivated. If expectations like this are not made, it is easier for reps to get into a negative mindset.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, NOVEMBER 16, 2010
    [Work] 5 Important Tips You'll Need To Be Successful At Cold Calling
    Like any other well run organization I've worked for, we recognize that it's also up to us to provide the infrastructure to ensure a reliable lead volume from the team. At times it can be difficult for us to sum up the keys to success for any of our new hires that walk into the door here at AG. You will get blown off.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, NOVEMBER 16, 2010
    [Work] 5 Importants Tips You'll Need To Be Successful At Cold Calling
    Like any other well run organization I've worked for, we recognize that it's also up to us to provide the infrastructure to ensure a reliable lead volume from the team. At times it can be difficult for us to sum up the keys to success for any of our new hires that walk into the door here at AG. You will get blown off.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 30, 2010
    [Work] Does your inside sales team have the tools to succeed?
    have had the opportunity to work for a variety of clients. So, you have set your next years goals. You know what revenue numbers you need to hit and you have established the campaigns and marketing events that are going to get you there. Now you need to execute and follow up on your leads. Is your website up to date? Do you have case studies?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 28, 2010
    [Work] The Best Email Subject Line For Teleprospecting I've Seen Yet.
    We call it "polite persistence" here at AG and I was very proud that the prospect not only responded to Brad, but took the time to compliment his approach and work ethic. The best email subject line I've seen in my career came through my Inbox this week. Love to see that. It read " Attention: Jim - Final Follow up". or "do I know Pete"?
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 5, 2009
    [Work] When Sales is from Mars and Marketing is from Venus
    I have worked on retainer in the marketing departments of a few larger companies. am usually brought on for a special project, or to ease the crunch of a new product release. On one of these occasions, there were no cubicles available in the marketing area, so I got assigned one a little further out, near the sales team.
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 5, 2009
    [Work] When Sales is from Mars and Marketing is from Venus
    I have worked on retainer in the marketing departments of a few larger companies. am usually brought on for a special project, or to ease the crunch of a new product release. On one of these occasions, there were no cubicles available in the marketing area, so I got assigned one a little further out, near the sales team.
  • BIZNOLOGY  |  TUESDAY, JULY 15, 2014
    [Work] Domain name registration strategy
    common way to work around the problem is to provide false contact information, particularly a false e-mail address, but this is dangerous. 'Thinking of a great domain name, registering it or if unavailable, buying it from its owner, and possibly initiating trademark proceedings are the first steps to implementing a domain name strategy.
  • LOOPFUSE  |  TUESDAY, JANUARY 17, 2012
    [Work] Connect the dots to get the big picture of your prospects
    use it every day when helping customers track down questions they may have like “ Why didn’t this lead flow work as expected? One of the best diagnostic tools available within the OneView product is the ability to see Prospect Events. Use the filters to see what information is most relevant to your current interests for that prospect.
  • FUNNEL FOCUS  |  TUESDAY, JULY 20, 2010
    [Work] Thought Leadership Interview: Jill Konrath on Closing the Gap between Marketing and Sales
    When they finally work through this exercise, both groups are blown away by the invaluable insights and overlooked information that comes out through the use of the Buyer's Matrix. If only companies were that brave. CD: What does marketing need to do to get salespeople to use the content they provide? JK: Write good content. Make it simple.
  • MARKETING INTERACTIONS  |  THURSDAY, APRIL 2, 2009
    [Work] Virtual Events plus Twitter ROCK!
    Here are a few of the things I'm pondering in that light: Do you work harder to make your slides more engaging, or create them more as placeholders so people can listen and watch the Twitter stream at the same time without being in conflict about missing something? also attended last year. All their events are great.) Twitter.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, DECEMBER 21, 2011
    [Work] Beyond Marketing Automation: Building a Complete Marketing Infrastructure
    Maybe they understand those better and see how much work is involved. You might think that Empathy Logic isn’t needed because a marketing automation system is supposed to build that integrated database. But B2B marketing automation products are largely limited to data they generate internally or import from CRM.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, SEPTEMBER 2, 2011
    [Work] Dreamforce 2011: Salesforce.com Will Leave Marketing Automation Alone. But Revenue Performance Management Might Be Another Story.
    Peer pressure worked, and there I was. I spent most of this week at Salesforce.com ’s Dreamforce conference. With 45,000 registrants, the company says that Dreamforce is now the largest technology industry gathering. don’t know whether that’s true (as someone pointed out, the Consumer Electronics Show is much bigger, for starters). Maybe so.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 12, 2010
    [Work] Genius.com Offers Free Edition: How Much Does It Lower True Cost of Entry?
    How it works it this: Genius creates URLs that send visitors to a proxy server, which in turn forwards their page calls to the client’s actual Web site. Summary: Genius.com has added a free version of its system. LoopFuse also provides automated Salesforce.com integration, but doesn’t have Genius’s Web tracking technology.
  • HUBSPOT  |  WEDNESDAY, APRIL 28, 2010
    [Work] Poll Results: How Aligned Are Your Sales & Marketing Organizations?
    If you work as an inhouse marketer, are a small businesss owner or work at an agency, and you're trying to improve your sales and marketing performance, these poll results should help you. There is plenty of work to be done on creating clarity in messaging unique value. Question 1. How Important is your/your clients' message?
  • ONPATH  |  WEDNESDAY, NOVEMBER 7, 2012
    [Work] Oh Snap! No One is Opening My Emails
    What subject line works best? 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. Software Advice just published a fantastic article about this topic. You can read the full article here. There is nothing more to it.
  • ONPATH  |  TUESDAY, AUGUST 21, 2012
    [Work] Google+ is Dead! Or is it?
    Ask us today about our new FLEXFORCE credit system for Salesforce consulting work. Google+ is Dead! Or is it? My friends aren't on Google+ (even though I invited most of them). As a result, Google+ has low value to me. Google+ is also really boring compared to Facebook or Twitter. also can’t remember the last time I logged into Google+.
  • ONPATH  |  MONDAY, MAY 7, 2012
    [Work] Webinar - They're Just Not That Into You
    Ask us today about our new FLEXFORCE credit system for Salesforce consulting work. 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. What they care about is how you can help them solve their business problems.
  • ONPATH  |  TUESDAY, APRIL 17, 2012
    [Work] Free Webinar - Sales is from Mars, Marketing is from Venus
    They may not get along but they both work for the same employer. Date : Thursday April 26, 2012 Time : 3:00pm EST / 12:00pm PST Duration : 29 Minutes Registration : [link]. One of the biggest reasons for conflict is that sales and marketing play by a different set of rules. Sales are quota and “what did I close today” driven.
  • SOCIAL MEDIA B2B  |  FRIDAY, FEBRUARY 15, 2013
    [Work] 5 Ways to Use B2B Social Media to Break Company Silos
    When marketing and sales work together to develop personas and social media content to address those personas’ issues, they both have skin in this game. Rather than share a customer presentation with your team by email, share it on your internal social network and tag it so others can benefit from your hard work. With silos.
  • VIDYARD  |  WEDNESDAY, FEBRUARY 19, 2014
    [Work] 3 Secrets Hiding in Your Video Data
    Instead of simply guessing what people might like, I’ve found it’s a good strategy to look at video engagement data after each video we release to get a sense of what’s working and what’s not. Using a fast-acting joke at the start really works to grab and hold people’s attention. Observation # 2.
  • MARKETING ACTION  |  FRIDAY, MAY 30, 2014
    [Work] The Cobbler’s Children Have No … Marketing Campaigns
    Commenting on others’ posts on LinkedIn can offer good exposure with a long shelf life, and is less work than starting your own threads. Look for assets that scale: that you can create once and use in multiple formats, or that scale as inbound marketing assets that work for you 24/7. Socialize strategically. LinkedIn. Create it.
  • TRADESMEN INSIGHTS  |  THURSDAY, APRIL 18, 2013
    [Work] From MAGNET: Fail Fast, Fail Cheap
    Building on those that seem to work and quickly eliminating those that don’t work out as we had envisioned. 'Each month we’ll be featuring a blog post from our friends at MAGNET (Manufacturing Advocacy & Growth Network). You can visit MAGNET online at manufacturingsuccess.org. Fail Fast, Fail Cheap. How do we go about this?
  • FUNNEL FOCUS  |  FRIDAY, JULY 9, 2010
    [Work] Marketing Operations 2.0 – 5 Questions for Gary Katz
    Gary Katz is doing extensive work in defining and championing Marketing Operations 2.0., When Marketing strategy is aligned with enterprise strategy, CMOs are repositioned in their organizations from brand czars or product champions to true business partners working side-by-side with CEOs to create value and drive top- and bottom-line growth.
  • SOCIAL MEDIA B2B  |  TUESDAY, MARCH 15, 2011
    [Work] 7 Steps to Visualizing B2B Social Media Data
    Work with Designer to Wireframe and Design. If you can clearly communicate your story and you have the right data, a good designer can work through this to create a great visualization of your data. Once B2B companies start creating social profiles and interacting with customers and prospects online, they start accumulating data.
  • HUBSPOT  |  THURSDAY, AUGUST 26, 2010
    [Work] Google Launches Real-Time Search Homepage and New Tools
    Search engines have been working at a rapid pace to improve their systems to handle and deliver results from social networks in real time. How Does Google’s Real-Time Search Work? Today, the real-time search industry got a lot hotter. Visit Google.com/realtime to give it a try. Now you can. Marketing Takeaway.
  • VIDYARD  |  WEDNESDAY, JANUARY 22, 2014
    [Work] From Supercars to Sales: How to Drive Revenue with Educational Video Content
    Nobody knows this better than Larry Kosilla, a professional car detailer who left his job on Wall Street to work with luxury cars and create a line of products to care for them. First he uses everyday products (the least expensive method), and then works his way up to the more expensive options car enthusiasts are interested in.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 30, 2011
    [Work] How to Create a Facebook Business Page in 5 Simple Steps (With Video!)
    How much work will it take? You may already use Facebook for personal reasons such as keeping up with your friends or sharing photos, but the idea of running a business page on the world's largest social network might still seem intimidating. Where do you start? What should your goals be? Fret no more! Choose a Classification. Entertainment.
  • THE POINT  |  THURSDAY, JANUARY 17, 2013
    [Work] 3 Demand Generation Goals to Avoid in 2013
    For one, they’re a lot of work. Launch a lead nurturing program. Don’t get me wrong: lead nurturing is a worthy investment for most companies, but making lead nurturing a goal for the new year is akin to saying you want to do more marketing. It just means too many things to different people. Ask yourself: why lead nurturing? And so on.
  • LEADER NETWORKS  |  TUESDAY, FEBRUARY 23, 2010
    [Work] Social Media=Organizational Change!
    For example, is there is a trend of dissatisfaction around a certain feature of a software platform, or if pricing is a trending issue, consider putting the issue on a working plan. Online communities are not neutral. They fundamentally change the nature and way a company does business. And then. But it won't, so they need to participate.
  • WRITING ON THE WEB  |  FRIDAY, AUGUST 26, 2011
    [Work] Get Personal: 5 Tips for Putting YOU in Your Blog
    How do you keep the YOU in Business Blogging and still make it work for business? If you’re writing for your business, how much of  yourself  should you include? Everyone agrees that blogs are a place to have a conversation. How personal should you be? There’s an ongoing trend to be personal with business communications.
  • THE POINT  |  FRIDAY, APRIL 29, 2011
    [Work] 5 Mistakes to Avoid in Your Next Email Campaign
    In an email like this one, sub-heads serve to break up the content, but they also work to grab the reader if he/she scans the copy at a glance. Can a campaign about how to improve email design be a prime example of how NOT to design an email? Let’s start with the subject line (not seen here): Optimizing Email Productivity and ROI. and so on.
  • WRITING ON THE WEB  |  MONDAY, NOVEMBER 1, 2010
    [Work] Smart Time-Saving Tips on Blogging…
    But it’s also a good chart for anyone working with a V.A. What are the steps you need to follow to ensure each blog post is optimized for search engines as well as for your readers’ interests? Oh my… there are a lot. But to keep me out of overwhelm, I wrote them down, and put them into a flow chart. How neat is that?
  • WRITING ON THE WEB  |  WEDNESDAY, SEPTEMBER 15, 2010
    [Work] How to Edit Your Blog Writing: Wot U Can Do
    “In reviewing your work, first tighten the wording. Some writers of content published on the Web think that substance holds more value than style , and if what you say is truly important, then readers will forgive your mistakes. Wot r u 2 do? Published in 1985, the only things out-of-date are the references to typing out a page.
  • CONTENT MARKETING TODAY  |  SUNDAY, MARCH 11, 2012
    [Work] Need Google Plus and Twitter content? Go old school | SEO Copywriting
    Here’s how you can leverage this technique and make it work for you: Via www.seocopywriting.com. Once upon a time, long before Twitter, Google + and Facebook, there was a powerful piece of marketing collateral that’s all but ignored now. The “tips” booklet. These tips were typically turned into a softcover booklet (like “101 Pet Care Tips.”
  • CONTENT MARKETING TODAY  |  SATURDAY, JULY 17, 2010
    [Work] Brief Comment on Comments, Content Marketing, and SEO
    It’s not that much extra work to find blogs and bloggers you enjoy. If any self-described search engine expert tells you that comments like the following actual example will get you SEO-friendly links back to your blog or website, I suggest you neither pay for nor follow their advice: "Great site you have here and great insight.
  • CONTENT MARKETING TODAY  |  TUESDAY, MAY 25, 2010
    [Work] Don’t Miss This Killer Combination: Wine, Women, and a Canadian Government Website
    Nice work, eh! It’s not an oxymoron. Cool government content marketing is thriving up North. Surprise! The Liquor Control Board of Ontario manages to tread the fine line of selling cases of liquor while extolling moderation. Their website, www.LCBO.com , couldn’t be any more graphically pleasing or fun to peruse. It’s even kind of sexy.
  • HUBSPOT  |  MONDAY, MAY 5, 2014
    [Work] 20 Must-See SlideShare Presentations That'll Inform, Inspire & Entertain
    But being an entrepreneur isn''t all the fun and glory it seems -- it''s a lot of hard work and perseverance. Now more than ever, culture is a key part of a person''s decision on where they want to work. working environment with Sales and Marketing acting as partners leads to a much healthier business. Okay, disclaimer.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 6, 2014
    [Work] Changing perspectives in a world without barriers
    Yet, we know that’s not the way innovation works. 'For the past hundred years of marketing that’s what we’ve been doing; we’re looking backwards, trying to piece together an incomplete view of how markets and consumers behave to better understand and better serve their needs. Are you a Loyal Brand?
  • BIZNOLOGY  |  MONDAY, AUGUST 4, 2014
    [Work] Maximize your social media marketing with Twitter’s new analytics
    If a campaign isn’t working out, you can find out in real time and then adjust the campaign mid-flight. 'For years, Twitter has been a very tricky platform to measure marketing ROI on. No more! Earlier this summer, Twitter quietly rolled out a powerful analytics suite to complement their Twitter Ads dashboard. Not a Twitter advertiser?
  • BIZNOLOGY  |  SUNDAY, OCTOBER 24, 2010
    [Work] Will the visual design of your pages help your SEO?
    If you have worked on SEO over the years, you know that a lot of different factors lead to your organic search success, but the visual appearance of your pages hasn't been one of them. Image via Wikipedia.
  • BLUE FOCUS MARKETING  |  MONDAY, FEBRUARY 4, 2013
    [Work] Lessons for Small Business From the Top Marketing Professors
    They should pick a platform that works with their intended customers and try a few different ways to engage people there. Just be yourself, see what works and do more of that. Approach your work and your business with steel-eyed honesty and clarity. Kent is also the author of 8 Mandates for Social Media Marketing Success.
  • WRITTENT  |  TUESDAY, JUNE 18, 2013
    [Work] How B2B Brand Storytelling Can Benefit Your Business
    After 3 weeks of using our product, our client’s operations department didn’t have to work past 6 pm. He often worked 12-14 hour days, and hadn’t taken a paycheck home in nearly a year. We’ve shared insights into the best work of a few favorites: Cisco. 'There once lived a valiant B2B marketer named Lance. What is a Narrative?
  • WRITING ON THE WEB  |  FRIDAY, FEBRUARY 28, 2014
    [Work] Expert Ebooks: Relax and Write
    In the work I do with executive coaches and consultants, they often become so entrenched in industry-specific business jargon , they aren’t clear to a global audience of working people. Often, the pre-work to writing an ebook hasn’t been done. When you write words to impress, you don’t write well.
  • WRITING ON THE WEB  |  MONDAY, JANUARY 20, 2014
    [Work] Expert Ebook University: Publishing at Sea
    'Sometimes my work involves traveling to far-off airports, and that’s never pleasant. told my husband, “Atila the Honey,” I just had to go, that it was work not a vacation. The problem in going on this cruise is that I’ll be brimming over with new ideas and have too much work to do when I get back!
  • ENGAGE  |  TUESDAY, MAY 28, 2013
    [Work] 10 Mobile Trends for 2013 (That Brands Need to Embrace)
    Be sure to work closely with IT and clearly express your needs to justify the shift in spending—remember, it’ll happen in small steps, not leaps. 'A revolution is upon us. Okay, so maybe that’s a little dramatic, but mobile is evolving and its value is growing with it. Hear that, businesses? Seems pretty definitive, right? Image: mikecogh ].
  • ENGAGE  |  TUESDAY, APRIL 12, 2011
    [Work] 6 Content Marketing Lessons from Warren Buffett
    Get to work and good things will happen. W arren Buffett would have made an excellent blogger. Unfortunately, he’s too busy finding places to stack his piles of money to give it a shot but he really could have been something special. He’s been through highs and lows in the stock market, and has always managed to come out on top.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, OCTOBER 30, 2013
    [Work] Ask the Author Series: Featuring Joanne Black, Author of Pick Up the Damn Phone! How People, Not Technology, Seal the Deal (Part 1 of 2)
    We are now working in the age of the informed consumer, the digital buyer, or “Buyer 2.0.” They don’t know the traps to avoid, what doesn’t work, or how to guarantee a knock-your-socks-off ROI. While technology has changed a lot about the way we work, it has not changed how we actually close deals. We’re always “on.”
  • VIDYARD  |  MONDAY, JULY 7, 2014
    [Work] YouTube Best Practices: Target Your Audience With Strategic Pre-roll Ads
    Overall, Wishpond gets all the video marketing points because they use their YouTube presence and videos (designed to work as a targeted pre-roll ads) to first capture attention, then qualify interest and drive folks back to their site where they can convert. leaving YouTube to cruise around their branded content instead!).
  • HUBSPOT  |  THURSDAY, SEPTEMBER 29, 2011
    [Work] 5 Ways to Analyze Landing Page Data to Generate More Leads
    While new campaigns are important, don't let last month's hard work fall by the wayside. You already did the hard work of creating the offer, and there's a good chance many of your prospects never saw it in the first place. Ever wonder how a landing page you created months ago is performing today? That's powerful stuff!). Whitepapers?
  • E-QUIP  |  WEDNESDAY, NOVEMBER 4, 2009
    [Work] Building Your Brand
    So let me offer a working definition for our purposes, one drawn from some of the most respected books I've read on brand: Brand is the perception in the mind of the customer that differentiates a product, service, or company. Work deliverables. There are relatively few strong brands in the A/E profession. Brand goes deeper. Invoices.
  • FUNNEL FOCUS  |  MONDAY, AUGUST 1, 2011
    [Work] Content Marketing Strategy – Step 1: How to Perform a Content Audit
    Your buyer personas might cover job titles, pain points, and work responsibilities for the key people participating in the buying process. With the increased attention on content strategy and how it drives the buying process, the content audit is becoming a routine exercise for many b2b marketers. The Preparation. The Audit. Yes or No.
  • WONDERING OUT LOUD  |  WEDNESDAY, JANUARY 13, 2010
    [Work] Information isn’t power anymore
    Let’s face it, we are all proud of the work we do. 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. They wanted information about your products and services and where better to go then the company website? Difficult? Impossible?
  • VERTICAL RESPONSE  |  THURSDAY, SEPTEMBER 26, 2013
    [Work] Get Touchy: Mobile-Friendly Email Marketing Design Tips
    While increasing font size is helpful, it’s just the first step in creating emails that work well on mobile screens. Let’s get touchy: Simple works no matter what. 'Anyone with a smartphone undoubtedly uses it to check their email. What else is a must-have when it comes to designing mobile-friendly emails? All rights reserved.
  • MARKETING CRAFTMANSHIP  |  SUNDAY, APRIL 17, 2011
    [Work] Will Internet Transparency Devalue Craftsmanship?
    Two months later, the CEO engaged me again, to help his marketing director make the plan actually work. As online access to information and insight into a broad range of professional and technical skills becomes more widely available, will “knowledge worker” craftsmanship become an anachronism?
  • CLIENT BRIDGE  |  SATURDAY, AUGUST 11, 2012
    [Work] 5 Steps To Get Daily Blog Visitors
    Work the “it takes a village” mentality. With well over 1 million blogs currently on the internet and growing daily, how can you make sure yours doesn’t fall behind? What steps should you be taking to make sure your blog is getting daily visitors? Some blog basics along with a little schmoozing could make all the difference. Make it unique?
  • CLIENT BRIDGE  |  THURSDAY, APRIL 26, 2012
    [Work] Website Elements that Hamper Inbound Marketing
    series of blog posts can give visitors a better understanding of who your are, who works at the company, and how you've grown. 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. Avoid business babble. View Original Article
  • INSIGHTIQ BLOG  |  TUESDAY, APRIL 24, 2012
    [Work] 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.  She went on to say that "never before. has so much data been gathered about so many people for the sole purpose of selling them ads". 
  • WRITESPARK  |  WEDNESDAY, APRIL 6, 2011
    [Work] What To Do With a "Not Quite Ready" Technology Case Study
    But be sure to reach agreement with the customer about working on a full case study in the future, when the outcome of the complete implementation and results achieved are known. One of your company's sales reps e-mails you in breathless excitement: "We just signed a contract with XYZ company and they are willing to say great things about us.
  • WRITESPARK  |  WEDNESDAY, OCTOBER 5, 2011
    [Work] Is Your Topic Worthy of a White Paper?
    This topic is of keen interest to technical decision makers, who want to know how the product works and how it will integrate within their technical environments before they will seriously consider it as a candidate for purchase. But of course, not every topic is suitable.or even best presented in a white paper format.
  • CLIENT BRIDGE  |  TUESDAY, MAY 24, 2011
    [Work] Using Social Media to Launch and Promote a Product
    Cost : $16,000 (borne by the publisher) Email Email still works, especially if you have built a database of 160,000 over the years. From JeffBullas.com, here's a look at how anyone can launch and promote a product, using only social media. Facebook Kawaski built a fan page specifically for his book.
  • INSIGHTIQ BLOG  |  MONDAY, FEBRUARY 28, 2011
    [Work] Building the Data Foundation, A Brief Interlude – Master Data Management
    understand the implications of MDM on marketing; it means working with other parts of the organization - including IT - to develop corporate-wide standards and define common data management processes.  A key component of that strategy is to establish the data management architecture that will most effectively support your objectives. 
  • SALES LEAD DYNAMICS  |  WEDNESDAY, JULY 21, 2010
    [Work] Don’t Turn Your Elevator “Speech” into a Commercial
    Explain briefly what you do, whom you work for, and the results you achieve. You’re at a networking meeting. A woman asks you what you do. You respond “ My firm is the leading provider of best-of-breed, next-generation, cutting-edge, enterprise-class, end-to-end solutions. Her reaction is immediate… and predictable. DON’T. Try to sell.
  • CONTENT MARKETING TODAY  |  TUESDAY, MARCH 6, 2012
    [Work] Effective Communication Tips for Web Designers
    How they display websites to users and how those users respond indicate exactly how communicative our work really is. Whether it’s in the design of a user interface or talking with clients and users, communication is an essential component of being a web designer. Reactive Design: Beyond Simple Objects. Via sixrevisions.com.
  • HUBSPOT  |  WEDNESDAY, JUNE 19, 2013
    [Work] 5 Simple Ways to Boost the Impact of Your Marketing Automation Workflows
    So if you understand how workflows work and you''ve implemented a few, you''re ready for the next step: making workflows work harder, better, faster, stronger for your business. 'We''ve talked about the basics of marketing automation workflows quite a few times before. Because when I think workflows, I think Kanye. Or Daft Punk. Right.
  • ENGAGE  |  THURSDAY, MAY 31, 2012
    [Work] Making Magazines More “Pinteresting”: An Interview with Digimarc EVP
    Tell me a little bit about how this “print to pin” technology works. Essentially it works like a QR code or a Microsoft tag but it’s imperceptible so you don’t mar the aesthetics of what you created with these codes. The general technology is a digital watermark. It’s very simple to implement. They didn’t get it.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  THURSDAY, MARCH 7, 2013
    [Work] [Video] Don't Ask Your Prospects This Qualifying Question
    thanked her for the insights, and asked if she did any work in that area. Should you as a prospect, "What's in your budget?" You know, a lot of sales training programs tell you that it's very, very important to qualify your prospects. Let me give you an example that I think refutes this entirely. Recently, I got a call from Lauren.
  • LEAD VIEWS  |  THURSDAY, MARCH 24, 2011
    [Work] When Employees Kill That Million Dollar Marketing Effort
    If I were to ask you – name the most important marketing asset of your company, how would you reply? Website? Facebook page? Would you be surprised if I  say, your Company’s most important marketing assets are its employees. The problem is, marketers often forget to look at this important aspect. No related posts.
  • B2B IDEAS @ WORK  |  WEDNESDAY, APRIL 18, 2012
    [Work] Life Cycle of Mass Media Technology
    We have no idea what may come next; all we can do is work with what we have so we’ll be prepared when it does. I was researching the life cycle of mass media and it brought up an interesting notion for us in B2B marketing. Market Penetration: The medium now enters the market, attracts users and begins developing new uses.
  • B2B IDEAS @ WORK  |  FRIDAY, MARCH 4, 2011
    [Work] What breast exams can teach you about B2B
    The team developed their messaging and materials around educating women about the importance of yearly screenings, but as time passed the campaign did not appear to be working. I recently read a study that clearly demonstrated the relevance of research in any B2B marketing campaign. Download content from our B2B Marketing Idea Series
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, FEBRUARY 28, 2007
    [Work] B2B Lead Generation Blog: On giving away ideas
    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. They provide too much information.
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, APRIL 18, 2007
    [Work] B2B Lead Generation Blog: On B2B Demand Generation tools and Lead Generation Dashboards
    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. What do you think?
  • BUZZ MARKETING FOR TECHNOLOGY  |  FRIDAY, JUNE 27, 2008
    [Work] Web 2.0 and Personal Learning Environments (PLEs) " Learning Matters!
    Those of you who are either digital natives and just do this or digital immigrants like me who work like the dickens to live/learn/work this way know that the learning (and responsibility to contribute.which is why I am sitting here exhausted on a Friday night but feeling the need to share) is so poweful that it literally changes the game.
  • LEADERSHIP  |  TUESDAY, NOVEMBER 26, 2013
    [Work] 5 Signs to Qualify Your Demand Generation Play
    And that is to be able to monitor and measure what’s working and what’s not while you’re still doing it. FOUNDATION IS SHAKY : For demand generation strategy to work seamlessly, you need a strong foundation. Here are 7 tactics that are working for B2B lead generation today. Let’s discuss what works and why. Less is more.
  • B2B IDEAS @ WORK  |  THURSDAY, MARCH 31, 2011
    [Work] When B2B Messaging Builds To A Climax, You've Made Your Point
    She is a Social and Behavioral Scientist who is currently working on her PhD in Communications, and uses her strong theoretical background in order to show how scientific theory should be used to develop strategy and effective B2B marketing campaigns. I feel like a constant dilemma in B2B marketing is determining how to structure the message.
  • THE ROI GUY  |  SATURDAY, AUGUST 16, 2014
    [Work] Several Experienced Value Experts Added to the Alinean Team
    Ron Paxton joins Alinean as a Principal Analyst, working hand in hand with B2B sales and marketing leaders to develop highly effective value messaging, tools and training. Before joining the Alinean team, Marc was a customer of Alinean’s at IBM, where he served as World-Wide Information Governance Strategy Consultant and Sales Lead.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MAY 25, 2012
    [Work] What Teleprospecting Means To Me
    Something that is very much a work in progress… so here goes! Likewise, I hope I’ve expressed what it means to be a teleprospector; not blindly dialing, but investigative work that is a huge part of providing quality opportunities to our clients. That person is NOT me (or my colleagues). Now, go eat a Snickers!
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, NOVEMBER 11, 2011
    [Work] I Was Prospected By A Robot
    Awhile back, prior to coming to work at AG, I was contacted by my cell phone company to take an automated survey. At the time, I was working at a market research firm where my job was to try to get businesses to take surveys much like the one I was being offered. …Okay, so that might not be entirely true. It was just too weird.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, OCTOBER 14, 2011
    [Work] Sales Pros: Let’s Start Talking Peer to Peer
    Confidence goes a long a way in a sales career; second to work ethic, it is what keeps a salesman/woman sane, well fed, and happy. I’m not consumed with what I am going to say next when talking to my friends, why would I act like that at work. To my surprise, I answered him.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, APRIL 13, 2012
    [Work] Sales Checklist: How Do You Prepare Your Day for Success?
    Before work this morning, I was preparing for a weekend getaway of my own to Cape Cod. have always been the type of person to make checklists in my head and I realized that I do the same thing when I tackle my day at work. Summer is upon us and so is the time of the year for weekend getaways. Blog post… Check
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 13, 2012
    [Work] Swag Marketing: Get Your Swagger in Check
    work at Marketo’s HQ in San Mateo, CA. by Rick Siegfried I had an “apple falling on the head” sort of moment a week or so ago during my morning coffee. Before I go any further, let me provide some background. BTW, doesn’t Koka have an awesome name? And that’s when it really dawned on me – swag marketing is a legitimate strategy.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, FEBRUARY 4, 2011
    [Work] The Revenue Performance Management Bandwagon
    The real work is in creating something new. Most executives simply don’t know which sales and marketing levers actually work on a repeatable basis.  If you have ever worked in software, you know how hard this can be.  Over the past 10 months we have all been hard at work on RPM …. by Brian Kardon | Tweet this. I saw it.  
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MAY 22, 2011
    [Work] Robert Egger On Why Nonprofits Need To Re-Think Marketing
    You spend a lot of time not only working with nonprofits, but talking about how the rest of world view them and how they view themselves. They’re basically saying, “Look man, I want to work. by Jesse Noyes | Tweet this. The previous articles can be found here , here and here. Robert Egger is an iconoclast in the nonprofit sector.
  • B2B MARKETING SAVVY  |  MONDAY, SEPTEMBER 21, 2009
    [Work] Q3 Roundup: Twitter Tools, Media/Marcom, Social Media Research and Branding
    The team here is focused on bringing B2B marketing and social media discussion to a larger audience as we all work to use new tools so solve markeing and business communication problems.  Thanx everyone for the reads, encouragement and support. Q3 Roundup of Twitter, Tools, Social Media Marketing, Research and the like.  Enjoy.  . Branding.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 9, 2011
    [Work] Facebook Tests Friend Filters to Challenge Google+ Circles
    It's pretty obvious that Facebook is working toward these changes in an attempt to compete with Google+ and its Circles feature , which enables Google+ users to share content with specific circles of friends. How Friend Filters & Smart Lists Work. Well, now it seems like Facebook is taking it up a notch. What's a Friend List?".
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 3, 2011
    [Work] Social Selling Gets a New Face
    After the announcement of our prize at Dreamforce , a major announcement with our partner SugarCRM , a new product release with some amazing enhancements, I had some other social projects to work on. It was a busy month and I’m catching up on some announcements. One of those projects was a redesign of Social Selling University. Forum.
  • HUBSPOT  |  WEDNESDAY, MARCH 5, 2014
    [Work] Don't Know What to Wear to an Interview? Check Out This SlideShare
    You need to work hard to perfect your resume , nail your phone interview, and impress multiple people in an in-person interview. 'Every time I find myself interviewing for a job, I feel lost at what to wear. But dressing for an interview shouldn''t feel like the hardest part of your interview process. Inbound Marketing
  • B2B MARKETING UNPLUGGED  |  MONDAY, JUNE 18, 2012
    [Work] Keeping Skippy Busy: The Scourge of the Summer Student
    Your summer just became an endless search for things to keep the student busy, because even if you stack up all those tiny tasks you keep wishing would just get done, they probably amount to a week of work, if that. Make your Skippy set it up and take it down a few times just to see if everything works. They can roll their eyes.
  • B2B MARKETING UNPLUGGED  |  FRIDAY, SEPTEMBER 3, 2010
    [Work] A Manifesto for Us Frogs
    Some of Godin’s previous books such as Tribes the Long Tail have focused on macro trends ,  while others have stayed in the marketing world, but Linchpin grabs themes from througout his work  and delivers a smack upside the head of everyone who still labours mightily waiting for the recognition and reward they dimly recall being promised.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, DECEMBER 2, 2010
    [Work] The Furry Dead Things at the Unimpressed Feet of Sales
    If you’ve been working in marketing for any length of time you have had a similar encounter with the sales team. And, because you are a team player and want to help, you’ve probably worked very hard to put together pages and pages and pages of materials to help your colleagues sell. Selling is work. And what did you get? grunt?
  • 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.
  • SALES INTELLIGENCE VIEW  |  MONDAY, DECEMBER 3, 2012
    [Work] Useful Tactics for closing a B2B Deal
    Closing time comes as a sweet victory to sales reps who’ve toiled for months over complex deals, and after all their hard work, the close is final step to triumph. B2B customer purchases usually follow a particular supply chain and business model. Simply put, you just don’t screw up the close. Allow the close to be natural.
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