Sat.Jan 14, 2012 - Fri.Jan 20, 2012

Chris Koch

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Generation

Tweet In his most recent post , Dave Green pointed out how marketers invest most of their budget on trade shows even though it ranks fourth in effectiveness. He went on to explain how to get a better return on your trade-show investment through lead scoring.

Turning Funny New Year Resolutions into Serious Business Marketing

Tomorrow People

How to turn funny New Year resolutions into serious business marketing. Wondering what you can do to make your business marketing more effective in 2012? Here’s a thought. Apply funny or daft new year resolutions to develop a wider range of marketing ideas.

24 (of the) Best Business Blogging Guides, Tips and Tools of 2011

Webbiquity

Despite any recent recent rants you may have seen about how blogging is dead or blogs are passé , the fact of the matter is that business blogging is now more important than ever.

14 Do’s and Don’ts of Marketing One Sheets

B2B Marketing Traction

Over the years I’ve assembled a book of sample one sheets that I use to review with clients. With these 1-sheet samples I’ve been able to point out some of the “Do’s” and “Don’ts” of creating marketing one-pagers.

Sample 230

How B2B Marketing is Changing in 2018

Gain exclusive insights on priorities, tactics, and challenges from SMB Marketing Leaders.

Website Evaluation Comes Before Site Redesign

Industrial Marketing Today

Many manufacturers and industrial companies consider a website redesign during Q1. The two main reasons are 1) Not showing up in Google search results ( SEO – Organic Search Engine Optimization ) and/or 2) Not getting enough qualified leads from the website (Traffic and Conversion). You know your industrial site needs a major makeover but diving right into a site redesign without first doing a website evaluation or a site audit can be a costly mistake.

Sites 222

Google+ for SEO? Don’t Focus on Your Brand Page!

Digital B2B Marketing

Google, Plus Your World was rolled out just over a week ago, and the online world has adopted the rallying call to get onto Google+ for the SEO benefits. Multiple articles point to brand pages as the solution.

Google 218

Three Reasons You Can’t Afford to Ignore the Latest Marketing Trends

Tomorrow People

Market trends 2012. Are they really something your business can afford to ignore? You may think so - or have the belief that if you’re already using tried and tested approaches, you shouldn’t need to change your ways just on the whim of the marketing world.

Trends 212

2 Recent Reports Show Mobile Ads And Apps Are Hot!

Marketing Insider Group

One of my “no-brainer” marketing predictions for 2012 was that mobile advertising and app development would begin to take up more than the meager 1% or less of marketing spend as reported by businesses in 2011.

Mobile 210

Lead Qualification & Lead Nurturing: Who's Job Is It?

ViewPoint

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? The answer is clear, and may surprise you. But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel.

Best Practices for Selling to Government Agencies

The US government spends over $235 billion on goods and services each year. Because of this, selling your product or service to a government agency can be a great way to increase profits. A government buyer also offers consistency, at least for the duration of your contract. However, there are key differences between selling to a customer or business and selling to the government. MarketJoy VP of Customer Success, Curtis Bendt, has used his vast experience in sales industry to craft a list of best practices for selling to government agencies to give you a more specific idea of what the process involves. MarketJoy also provides you with several tips on how to increase your chances of success.

Online Advertising Ready To Takeoff In 2012

Marketing Insider Group

Earlier this week, I wrote about the multiple reports coming out that identify massive growth in mobile marketing ad spend and impressions.

A Checklist for 2012 Content Marketing Plans

Writing on the Web

2012 Content Marketing – how did we get here so fast? I’ve been reviewing my 2011 blog posts, email broadcasts, videos , and taking stock. I hope you’re doing the same, so you’ll get an idea of what’s needed for your own business in 2012.

Plan 193

Web Presence Optimization Software Review: gShift Labs

Webbiquity

gShift Labs is the first (at least that I’m aware of ) integrated software package for managing web presence optimization (WPO). Given that WPO is the fusion of SEO, social media, interactive PR , and online reputation management, that’s a tall order.

Review 193

Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon

ViewPoint

When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The starting point in lead management is usually an inquiry consisting of a name, title, a company, a phone number or email address. The lead farmer must have the patience, discipline and skill to engage the inquirer in a conversation. This step alone can take weeks or months.

Paradigm of Strategic Value-Based Discounting for the B2B Industry

Competition has increased to new levels of intensity and organizations have begun to look for new ways to acquire customers. Discounted pricing is a strategic tool, which when used correctly can drive a variety of business goals, from marketing through to sales strategy

OpenView Names Top 25 Sales Influencers for 2012

B2B Lead Generation

Tweet I received some news today that leaves me both humbled and honored. OpenView Labs named its top 25 sales influencers for 2012, and I am among them. This is especially meaningful for two reasons.

Sales 188

Why Your Content Will Never Be Good Enough

Digital B2B Marketing

Quite simply, the marketing content you create will never be good enough. You will need to produce better content every single day. Today, someone trumped your content. Just now, they become a more useful source of information to your audience.

B2B Social Media Opportunities [#B2Bchat Recap]

Digital B2B Marketing

In our most recent #B2Bchat discussion, we looked at a number of social networks and how B2B marketers can take advantage of them, and once again I was pleased to have the opportunity to moderate the lively discussion.

Friday Wrap-Up: This Week in B2B Marketing Tips

Reachforce

Each week we present a collection of some of the best marketing tips, guides, and best practices from thought leaders around the blogosphere to help you stay informed, hone your craft, and improve your marketing efforts. Enjoy! Is a Google+ Brand page or Facebook Brand Page Best for Your

Tips 160

The Account-Based Marketing Playbook

Account-Based Marketing is a strategy, not a solution.

40 New Year’s Resolutions for Marketing in 2012

Tomorrow People

How to choose your marketing New Year’s resolutions for 2012. The brand new year brings with it the chance to review and update your marketing approach for your business. Are you making the most of your marketing? Have you made some New Year’s resolutions to get more out of your marketing in the year ahead? A great place to start is by looking at some key areas including: Your marketing strategy: Your overall marketing strategy and plans, both for 2011 and 2012.

What B2B Marketers Can Learn From a 14-Year Old Baseball Player

ANNUITAS

Over the past few months, I have most assuredly become a candidate for rotator cuff surgery. This development is due to the countless number of pitches I have thrown to my son during batting practice in preparation for the upcoming high school baseball season. Pitch after pitch he works to fine-tune his swing. He also began throwing, working on his pitching mechanics. What started out as a fun backyard activity when he was three, has become an obsession.

Ethics 157

No more SEO worries for dynamic content?

Biznology

Image via Wikipedia. If you care about how your site is found in organic search, you must spend some of your time thinking about search engine optimization (SEO). In the olden days (2005), certain kinds of content had no shot of showing up in the search index (and thus, could never be found).

SEO 154

Chart: Where Did Our Twitter Traffic Go?

Modern Marketing

by Egan Cheung | Tweet this Have you noticed that your referral traffic from Twitter has basically completely dropped off since July 2011? If so, you aren’t alone.

The Sales Enablement Handbook

In the sphere of sales, it helps to get your definitions down. You might have thought sales operations and sales enablement are the same thing - but there are important differences. Both have the objective of improving sales performance, and although there is some overlap, they do this in different ways.

Lead Qualification & Lead Nurturing: Whose Job Is It?

ViewPoint

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? The answer is clear, and may surprise you. But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel.

Friday Wrap-Up: This Week in B2B Marketing Tips

Reachforce

Each week we present a collection of some of the best marketing tips, guides, and best practices from thought leaders around the blogosphere to help you stay informed, hone your craft, and improve your marketing efforts. Enjoy! The 2015 Digital Marketing Rule Book. Change or Perish. If you’re going to

Rules 146

Fight Internet Censorship

B2B Memes

I have nothing particularly insightful or original to add in the case against Internet censorship represented by the bills up before congress, SOPA and PIPA, but not to say something today would be too miserable an omission to live with.

B2B Marketers Don’t Get Left Behind

B2B Marketing Traction

There are several trends bubbling up to the top for B2B Marketing right now. If you’re not addressing or implementing them in the near future, you could get left behind by your buyers and your competition. Online content is more important than ever in getting found on the Internet.

7 Key Insights from the "How B2B Marketing is Changing" Report

Speaker: Tom Pick, Independent B2B Digital Marketing Consultant

What are the top priorities, challenges, and trends in B2B marketing as we head into the final stretch of 2018? We conducted in-depth interviews with senior B2B technology marketers to find out. The results included a few expected areas of consensus but also some surprising divergence of opinions. Content marketing, for example, is widely viewed as the most effective lead generation tactic and area for additional spending in the coming year. But doing it effectively to optimize results is also the top challenge marketers face. Meanwhile, marketers report conflicting views about and are seeking guidance on search engine marketing, live events, and inbound vs. outbound tactics. And there's one promising avenue many marketers may be under-investing in. This webinar not only summarizes the issues raised in the study but also offers guidance from multiple sources on how to address the challenges of today's B2B marketers.

9 Must-Have Basic Business Blog Features

B2B Marketing Traction

If you’re just getting started in blogging, it’s not easy to know the basic features you need to include in your blog. There is a lot of information on the Internet about how to blog and about blog features. This post is designed as a checklist for those of you getting started.

A Lesson from Microsoft: Control Your Own Destiny

NuSpark

It’s nice to know that what happens in Vegas stays there. But with Microsoft’s announced departure from the Consumer Electronics Show, there will be fewer secrets in Glitter Gulch. Or not. Steve Ballmer’s opening-day keynote last week apparently conjured up a little déjà vu , with many of his product announcements having been heard before – more than once. There is even some speculation in the press and blogosphere that Microsoft’s decision to exit may not have been entirely its own.

Why does your website need SEO?

Cody Ward

Before you begin with the cultural and strategic “buy-in” of Search Engine Optimization, it’s important to start at the beginning and understand how you got here and why you need it. It’s likely that your website was created by designers. Either an individual designer on staff, a free-lancer, or a company. Designers (I’m generalizing here) know how to make a great looking website but don’t always know the most efficient way to code the website.

SEO 132

Digital Advertising that Fits Both Consumer and Marketer

Biznology

Image via Wikipedia. Tablets may well change digital advertising and increase conversion by fitting the digital advertising to the consumer’s preferences. Studies show that people engage with their iPads and other tablets at a higher level and have a higher level of trust.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Blogging Lessons from 317 Posts

Modern Marketing

by Jesse Noyes | Tweet this Why an arbitrary number like 317? Because that’s the number of posts we published in 2011. We focus on quality here so churning out that number of articles is no small task. Throughout the year we learned many lessons that could be applied to any number of B2B blogs. Today, we thought we’d share a year’s worth of tips for publishing a top-notch B2B marketing blog – even if you’re writing a new post every day. January: Think Far Out.

Eloqua 182

Wikipedia and the wiki utopia, revisited

Biznology

Image by Octavio Rojas via Flickr.

Wiki 121

4 Unproductive Sales Gripes Marketing Needs to Anticipate

Modern Marketing

by Michael Martin | Tweet this If enabling sales is one of your goals in 2012, then marketing is going to have ask the sales reps what they need. But if you go into the process unfocused and unprepared, you’re likely to run into some common, unproductive gripes from salespeople. Here are 4 examples of the kinds of non-strategic complaints you’ll need to expect and move beyond. Ya’ know, it’s all crap, crap, crap!”. This is the kind of complaint that gets you nowhere.

Sales 169

Listening to Your Customers In the Digital Age

The Effective Marketer

“You can’t just ask customers what they want and then try to give that to them. By the time you get it built, they’ll want something new” – Steve Jobs. What do customers want? Let’s do a focus group and find out. This tried-and-true approach to innovation leading to brand extensions, new product categories, and new marketing approaches has and continues to be used as a cornerstone of market research efforts.

Aging 108

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.