January, 2010

The 4 C’s of B2B Marketing

Buzz Marketing for Technology

We’ve all heard about the four P’s of marketing. Product. Price. Placement. Promotion. The four P’s were created mainly to describe the ideal “marketing mix&#. The term “marketing mix&# became popularized after Neil H.

5 Outbound Calling Best Practices

Smashmouth Marketing

Dialing the phone all day is a task. I have one guy who calls it panning for gold. He'll say he just swished the phone 20 times, found 4 shiny objects and none were gold. Then an hour later he'll yell "Eureka!" when he does successfully set an appointment.

Trending Sources

Create a 1-Page Marketing Plan

B2B Marketing Traction

Tweet. I like working from a one-page marketing plan for my clients and for my own business, whether or not we have a multi-page written plan as well.

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The ultimate guide to blogging when you don’t have time to blog

grow - Practical Marketing Solutions

This is a blog post for anybody who has trouble finding the time to blog. In other words, everybody. I humbly submit a few practical ideas to help you become a time-efficient blogger. . 1) Leap. I mentioned this in a recent post, but it bears repeating.

The Content Marketing Pyramid

The Ultimate Framework To Develop & Execute Your Content Marketing Strategy

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Lead Gen Tips from Yogi Berra

Smashmouth Marketing

Yesterday I was using ConnectAndSell as a training tool and had one of our BDRs (Business Development Reps) live and working a list and three others listening in and critiquing. This, btw, is one of the many benefits of ConnectAndSell. You can train with 5-10 pitches in an hour versus 1 or 2.

How to Call to Action

Everything Technology Marketing

While marketing strategy and planning are critical to success, marketing often fails on the execution side. Take online campaigns, for example. Here you can often see campaigns break down not because of lack of a compelling offer or properly segmented audience but because the call to action is not powerful enough to trigger a response. The best offers never get consumed if your call to action doesn't convert the visitor to even get to the offer.

Ten ideas for the beginning blogger

grow - Practical Marketing Solutions

If you look around the web, there is so much advice about blogging it’s not funny. Still, I’ve learned a few lessons that might help if you’re a beginner blogger and I thought I would give you the inside scoop. . 1) The biggest obstacle to blogging is … not what you think.

LinkedIn for lead generation - Are You the Missing Link?

B2B Lead Generation Blog

It takes time and commitment, but LinkedIn has become ideal venue to nurture relationships and generate new leads, especially for sales people involved in a complex sale. On that topic, I wrote an guest article for MarketingProfs, titled " 10 Tips for Using LinkedIn to Generate Leads." MarketingProfs decided to make it a "premium article" so it's available only to paid subscribers. You can read some of the ideas I shared in this summary article published by MarketingProfs.

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Best Practices for a Marketing Database Cleanse

A framework comprising of best practices to consider and red flags to avoid.

B2B Ads From the Past

Sales Lead Insights

I always find it interesting to take a look at the work done by our predecessors in B2B marketing. In post in Jackie West’s UK Industrial Marketing Blog , she mentions Richard Stone’s Insights into PR and Online Marketing blog post where he links to The Vintage Ad Browser.

PR 9

Sharing is how you build a Brand

Buzz Marketing for Technology

In a recent BusinessWeek article featuring Tony Hsieh from Zappos – they closed with a quote from Tony “Sharing is how we build our brand.&# And I couldn’t help but agree.

Marketing Automation Trends for 2010

LeadSloth

2009 was the year in which Marketing Automation really took off. Several new vendors appeared on the market, many existing vendors experienced rapid growth, and Marketing Automation as a term gained popularity among B2B marketers. In this post I want to focus on the trends in Marketing Automation for 2010. I have asked many of the vendors, consultants and thought leaders to give their opinion. The response was overwhelming: see below for all 18 (!) predictions.

There is only one objective in social media: create learning networks

Chris Koch

There is too much wringing of hands and gnashing of teeth about social media objectives and strategy these days. We all assume that our organizations are unique and that we must devote great sums of time and money to figuring out what our particular motivation is for social media and how we will carry it out. We’re wired as humans to believe that we are each unique and different—indeed, this perception shoulders the bulk of our self-esteem. And yes, we are all unique. A little.

The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts.

Best of 2009: Social Media Marketing, Part 1

Webbiquity

With the rapidly increasing use of social media tools for marketing and PR comes growing pressure to demonstrate results. But what metrics are really most appropriate for social media measurement? How can you monitor everything that’s being said about your company, competitors and key industry topics across the social media landscape without spending a fortune on monitoring software?

PR 7

Introducing Seed Nurturing

Modern B2B Marketing

One thing you'll notice about most lead nurturing campaigns is the fact that they usually take place after prospects land on your site and enter your database. However, what happens when qualified prospects visit your site or social media sites anonymously where you don't necessarily have their names or e-mails? This is where seed nurturing comes into play. Seed nurturing is the process of building relationships with qualified prospects before you have their contact information.

Demand Gen's State of The Union Address - If Obama Were a Marketing/Sales Exec

Smashmouth Marketing

Last night I heard a few sound bites in Obama's State of the Union Address that brought to mind what I hear from sales and marketing folks daily. So here are a few interpretations had the president been talking about Demand Gen. "We We do not give up. We do not quit.

ClickInsights: Social Media Marketing in 2010

Ambal's Amusings

How will social media marketing evolve in 2010? We have invited 2 Social Media Icons - Pam Brossman and Chris Garrett - to shed light on the following question: "What do you foresee as the biggest change that will happen in social media marketing in 2010?

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales.

Why is Google Scared and What it means for B2B Marketing!

Buzz Marketing for Technology

At a recent dinner with a buddy of mine from Microsoft (who helped launch Bing) – I learned a lot more about the search market and a very important trend that can effect the future of B2B Marketing.

How much do you “charge” for your content?

Chris Koch

Image via Wikipedia. Okay, so it’s difficult to actually pull money out of buyers for your marketing content (though there are rare exceptions: McKinsey has been doing it for years with the McKinsey Quarterly). Yet while generally we can’t put a price tag on our content, we do charge for it.

5 Marketing Automation Email Tips

Anything Goes Marketing

I have the pleasure of welcoming a new bunch of Eloqua team members who we start off with a boot camp here in Toronto so they get to know each other and the rest of the company.

Buyer Persona 2.0 – Part 3 - Understanding Buyer Goals

Tony Zambito

In this segment of the Buyer Persona 2.0 series I would like to talk about an often overlooked aspect of buyer personas.   When it comes to finding the disruptive edge in B2B sales and marketing, understanding and leveraging buyer goals is paramount.

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation.

Social Media Marketing Tips from the Experts: Rick Burnes

Webbiquity

Late last year, I sat in on a couple of social media marketing webinars from two of the best: Rick Burnes , Marketing Manager at HubSpot , and Chris Abraham of Abraham Harrison , along with Sally Falkow of Expansion Plus. Here are some of the key takeaways on using social media effectively.

ClickLaunch: Seth Godin's Linchpin

Ambal's Amusings

What is a linchpin? Dictionary defines linchpin as - A locking pin inserted in the end of a shaft, as in an axle, to prevent a wheel from slipping off. Seth Godin has titled his new book as Linchpin (referring to a person). Who are Linchpins ?

Bye Bye, Advertising Madmen. Hello, Marketing Nurturers.

B2B Marketing Traction

Tweet. Many of us are pretty enamored with the television series Madmen , with its portrayal of advertising industry “madmen” who worked at the agencies behind the scenes, smoking incessantly, fueling their creativity with gallons of alcohol, and relieving stress with illicit affairs.

Why the volume and quality of interactions with customers has to pass for social media ROI

Chris Koch

Image by LollyKnit via Flickr. I wish I could say that social media leads to sales. I really do. But I can’t. And I haven’t encountered anyone else who can either, have you? So when we think about social media ROI, we need to make a leap of faith.

Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality.

The 4 P’s to Social Media Marketing

Buzz Marketing for Technology

Ok ok – based on the great response I got from my readers on my last blog post The 4 C’s of B2B Marketing I thought I would try to apply the same principle to Social Media Marketing. Frankly, I have been brewing this post for a while now and its time to let it loose.

Kynetx Lets Marketers Customize User Experience Across Web Sites

Customer Experience Matrix

Summary: Kynetx lets marketers enhance and coordinate user experience across multiple Web sites. It’s so different from site-based Web personalization that the possibilities can be hard to grasp. But I think they’re substantial.

Content Marketing Trends and Predictions for 2010

Webbiquity

What does 2010 hold for content marketing? ClickPredictions: Key Content Marketing Trends and Predictions for 2010 , an intriguing ebook just released by Marketo and ClickDocuments , attempts to provide some answers.

ClickPredictions: The Birth of a Meaningful Marketing Model

Ambal's Amusings

We asked Bob Gilbreath "What are key marketing trends and predictions for 2010?

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results