March, 2008

Podcast: A new role for sales as expert content filters

B2B Lead Generation Blog

I just had a great interview with Robin Carey, co-founder of the Customer Collective. Salespeople have become the second choice for information among buyers who'd rather just go to the Internet. This trend actually creates an opportunity for those who think and act like trusted advisors. You can listen here. In the interview, I share how I got my start and how the Internet has shifted control away from marketers and salespeople.

Technology Adoption Issues

Buzz Marketing for Technology

I'm sure we can all relate to this

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Trending Sources

Latest Trends in Email Marketing: RSS and Calendar Reminders

Anything Goes Marketing

As we move into a new week there are some interesting trends and technology enhancements that will start to change the way that B2B companies use email. For those that are thinking "email is email - how can it change?", keep reading. Trend#1: The Blogletter is Coming - Actually, it's Already Here.

Persona Centric Selling®: The New Science of Selling

Tony Zambito

For many sales executives today, the world of selling in the past ten years has changed at a faster pace than anytime in the 20th century when the sales profession grew in prominence. The advent of technology and the Internet has made selling a buyer-driven adventure versus sales-driven. For instance, buyers today may spend as much as three months researching products or services before ever engaging a sales professional into the buying process.

The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts.

More Trending

Blogger: Redirecting

Buzz Marketing for Technology

You're about to be redirected. The blog that used to be here is now at [link] Do you wish to be redirected? This blog is not hosted by Blogger and has not

Email Branding Tip to Increase Open Rates

Anything Goes Marketing

This is a quick post on a great tip from Stefan Pollard in hist post: Use Brand-Recognition Elements to Combat Inbox Triage. Stefan recommends putting your company name in the "view online" link at the top of your email. For example: "BEFORE : If you can't see the images in this e-mail, please click here to view this e-mail through your Internet browser. AFTER : If you can't see the images in your edition of Browning eBlast, please click here."

Service Oriented Architectures Might Really Change Everything

Customer Experience Matrix

I put in a brief but productive appearance at the DAMA International Symposium and Wilshire Meta-Data Conference running this week in San Diego. This is THE event for people who care passionately about topics like “A Semantic-Driven Application for Master Data Management” and “Dimensional-Modeling – Alternative Designs for Slowly Changing Dimensions”. As you might imagine, there aren't that many of them, and it’s always clear that the attendees revel in spending time with others in their field.

Should You Still Email Your Press Releases?

Anything Goes Marketing

On B2B Online, Tricia Robinson answers the question " Any tips for using e-mail to send press releases? ". She goes on to write about not placing the whole release in the email, not including attachments and some other typical email "best practices". Here's a tip: "Don't do it". Does your whole database need to know every time you hire a new executive or win an award?

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.

Blogger: Redirecting

Buzz Marketing for Technology

You're about to be redirected. The blog that used to be here is now at [link] Do you wish to be redirected? This blog is not hosted by Blogger and

eglue Links Data to Improve Customer Interactions

Customer Experience Matrix

Let me tell you a story. For years, United Parcel Service refused to invest in the tracking systems and other technologies that made Federal Express a preferred carrier for many small package shippers. It wasn’t that the people at UPS were stupid: to the contrary, they had built such incredibly efficient manual systems that they could never see how automated systems would generate enough added value to cover their cost. Then, finally, some studies came out the other way.

Blogger: Redirecting

Buzz Marketing for Technology

Brand building and reputation management are two sides of a coin. What brand managers do to build their company's reputation can come crashing down overnight with the keystroke of an angry blogger. Managing a company's reputation used

Blogger: Redirecting

Buzz Marketing for Technology

Nothing focuses the sales force on sales like a quota. But what does a CEO use to focus Marketing? Can Marketing really begin to source leads for Sales? And how can you really optimize the relationship between Sales and Marketing

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

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

Why cost-per-lead budgets fail and fewer leads are better

B2B Lead Generation Blog

A reader asked me to explain why fewer leads are better and why “cost-per-lead” budgets fail. These are two great questions that have the same fundamental answer: quality first then quantity. The truth is that sales people care very little about the cost of the leads we generate. What they really care about is how many of those leads will actually become viable sales opportunities.

B2B 2.0 marketing expo by MarketingProfs

B2B Lead Generation Blog

The gang at MarketingProfs put together conference that's worth checking out. Now here's the best part. no conference travel required. The B2B 2.0 Marketing Expo is March 5, 2008 and you can register here

Best of 2007: Amusing and Creative Marketing Stuff

WebMarketCentral

Sell your soul on eBay. Buy trash at Target. 404 Error" pages that are actually entertaining. A bedtime story about search engines. A rap about link building. What's going on here? It's the final—and best—installment of WebMarketCentral's Best of 2007 series.

WMC Interviews: Laura Ries

WebMarketCentral

I recently had the honor and pleasure of talking with best-selling author Laura Ries about her experiences and advice for marketers today.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Best of 2007: Miscellaneous Marketing Stuff

WebMarketCentral

From advertising to white paper syndication to voicemail, here are a few of the best marketing-related newsletter articles and blog posts from 2007 that simply didn't fit into any other category. Check out these stories from the penultimate entry in WebMarketCentral's Best of 2007 series.

Best of 2007: Cool Online Tools

WebMarketCentral

Here's a list of interesting and useful tools to help you convert files, find content, promote your blog, and add content to your website, among other activities.

Takin' A Short Break

WebMarketCentral

After being part of a team launching a company this week and four new website design projects, plus my "regular" work of helping clients achieve superior online and offline marketing results, I need a short vacation getaway for some family time. So, the blog will take a brief time out. I'll be back to writing about social networking, interactive PR, SEO and SEM, and the usual stuff as soon as I make sure my clients are well taken care of for the moment.

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Do Agencies Get Social Media?

WebMarketCentral

Late last week, MediaPost's Cathy Taylor wrote about the shortcomings of marketing agencies (large ones at least) when it comes to really understanding and utilizing social media on their clients' behalf—or even their own—in Blogger's Block - And Other Ways Agencies Aren't Walking The Walk Of Social Media. "

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.