April, 2008

Forms, fields and flows

Buzz Marketing for Technology

In this short video (about seven minutes) I introduce some basic principles of visual language: Forms, fields and flows. I think of this as the “alphabet&# of visual language. This set of principles is the primary set of marks you need in order to create visual meaning. Did you like this? If so, please consider buying me a coffee

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In memory of my father in law

Anything Goes Marketing

Below is a video that I captured of my nieces, my sister in law and my recently deceased father in law. He was a wonderful and generous person and the best father a son in law could have. In the short time we spent together, he taught me much and I will dearly miss him

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Two Buyer Trends Affecting Sales and Selling Profession

Tony Zambito

If you think about one of your most recent household purchases, such as a car, grill, or even a lawn mower, it is a safe bet you found yourself on the Internet. You were pouring over specifications, opinions, consumer reviews, buying experiences, and where to buy. On some of these items, you were pleasantly surprised to find that you can "customize" the product to your specification and even have it shipped to your front door!

Podcast: How to Optimize Teleprospecting Vendors

B2B Lead Generation Blog

More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch.

The Marketing Landscape: Where Data and Content Merge

Understand the importance of good data and good content and how they work together to help your marketing efforts.

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Six Mistakes B2B Marketers Continue To Make With Organic Search

B2B SEO

By now, many B2B marketing professionals know the basics of content optimization and how to make a site search-friendly. With that complete, their focus turns to link building. While that’s an admirable pursuit, it may not yield the maximum results if unaddressed website issues aren’t resolved. Here are some of the most common mistakes we [.].

Reasons Why Sales Forces Must Change and What They Must Do

Tony Zambito

When I first found myself in sales, like many of you, I was put through "product training" courses by the dozen. We were tested on the ins and outs of a specific product. Contests were held to see who knew about the product intently and expertly. And merit was based on superior product knowledge. Product managers fed sales forces with detailed descriptions of feature after feature.

ITSMA: Elevating Demand in a Crowded World

B2B Lead Generation Blog

Generating demand has become a top priority for most companies in today's slower environment. The most successful programs are much more targeted than in past years and favor quality over quantity. You're invited to join me at ITSMA's (IT Services Marketing Association) upcoming Marketing Leadership Forum May 6-7, 2008 in La Jolla, CA. I'll be giving a keynote on “The Playbook for Effective Lead Management” and I'm looking forward to meeting the other speakers.

WiseGuys Gives Small Firms Powerful List Selection Software

Customer Experience Matrix

Like a doctor specialized in “diseases of the rich”, I've been writing mostly about technologies for large organizations: specialized databases, enterprise marketing systems, advanced business intelligence platforms. But the majority of businesses have nowhere near the resources needed to manage such systems. They still need sophisticated applications, but in versions that can be installed and operated with a minimum of technical assistance. WiseGuys from Desktop Marketing Solutions, Inc.

Make No Mistake: How Worst-Practices Derail Successful ABM Efforts

This Quick Study Slide Show from Node identifies the common mistakes of ABM executions and offers practical advice to help teams avoid them.

Blogger Outreach for PR: The Importance of Follow-Up

WebMarketCentral

Being social media savvy, you add blogger outreach to your PR plans for a new product launch. You carefully research blogs using related keywords and competitor names to build a solid outreach list.

Blogger: Redirecting

Buzz Marketing for Technology

Lots of brands are finding out the hard way that there are plenty of conversations taking place about them online. For good or bad. Many brands choose to ignore this. But hope is not a strategy. Since consumers rely heavily on the Web

Blogger: Redirecting

Buzz Marketing for Technology

A growing trend in B2B marketing today is in the realms of “lead nurturing” and “lead scoring.” I have often found the best way to impress the sales team is to feed them a stream of high-quality leads. Events, webinars, account-based

Blogger: Redirecting

Buzz Marketing for Technology

I can't get an idea out of my mind that I think is profound for this social media age. Recently I blogged about giving your customers and prospects the opportunity and the permission to start a dialog with your brand

Developing a Conversational Approach

Speaker: Carlos Hidalgo, CEO & Founder of VisumCx

B2B buyers are self-guiding their purchase journey, consuming more content along their purchase path and involving more stakeholders in the final decision. Therefore, it is necessary for B2B marketing teams to align to this purchase path and to the buying committees. This is not accomplished by creating more content or sending more communication, the key to success is establishing a conversation with your buyers that engages them in a meaningful dialogue and ultimately converts them to a customer.

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

Where is the Future of Selling Headed?

Tony Zambito

I recently read and listened to on Brian Carroll's blog, B2B Lead Generation Blog , an interesting Podcast about the new role of sales as expert content filters. Brian brings up the notion that today's role for sales people has changed due to the advent of the Internet. Therefore, allowing buyers to take control away from marketers and sales professionals. I agree with this and it has made for a complex world indeed. So, where is the future of selling headed?

Let's stop doing random acts of lead generation

B2B Lead Generation Blog

I don't know about you but I seldom meet a B2B marketer who has time to think. And it seems that the pressure keeps building as more of us seek to do more with less. That said, it's vital for us to think before we execute. It's not about doing more campaign activity… it's about doing the right things repeatedly better. The simple act of a sales and marketing team finding time to think and collaborate together is vital to developing a solid lead generation program.

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OpenBI Finds Success with Open Source BI Software

Customer Experience Matrix

I had an interesting conversation last week with Steve Miller and Rich Romanik of OpenBI a consultancy specializing in using open source products for business intelligence. It was particularly relevant because I’ve also been watching an IT Toolbox discussion of BI platform selection degenerate into a debate about whose software is cheaper. The connection, of course, is that nothing’s cheaper than open source, which is usually free (or, as the joke goes, very reasonable*).

7 Common Marketing Mistakes and strategies to avoid them

This white paper addresses the 7 most common challenges marketers hit when marketing products, solutions, or services and offers proven advice on how to avoid these missteps and improve the success of your marketing efforts.

Making Some Changes

Customer Experience Matrix

Maybe it's that spring has finally arrived, but, for whatever reason, I have several changes to announce. Most obviously, I've changed the look of this blog itself. Partly it's because I was tired of the old look, but mostly it's to allow me to take advantage of new capabilities now provided by Blogger. The most interesting is a new polling feature. You'll see the first poll at the right. I've also started a new blog "MPM Toolkit" at [link].

Top Lead Generation Tips for New Sellers

B2B Lead Generation Blog

The faster we can get new sales reps producing revenue the better. So what works? Jill Konrath shares 5 great tips for new sellers on her Selling to BIG Companies Blog and it's definitely worth a read. I particularity liked tip number four about creating an “account entry campaign.”. One of the most difficult and consistent challenges for sales people is getting their foot in the door with the right people, at the right companies.

Bah, Humbug: Let's Not Forget the True Meaning of On-Demand

Customer Experience Matrix

I was skeptical the other day about the significance of on-demand business intelligence. I still am. But I’ve also been thinking about the related notion of on-demand predictive modeling. True on-demand modeling – which to me means the client sends a pile of data and gets back a scored customer or prospect list – faces the same obstacle as on-demand BI: the need for careful data preparation.

Lead management software becoming a hot topic

B2B Lead Generation Blog

What do you do with leads or inquires once you generate them? This basic question is overlooked by so many and yet it's the leading cause of failure in what would otherwise be effective lead generation programs. The common-sense answer to this challenge is easier said than done: Have your best people respond to them quickly and consistently in order to qualify them into sales ready leads. The ones that aren't qualified yet (but are a fit) you put into a lead nurturing process.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

illuminate Systems' iLuminate May Be the Most Flexible Analytical Database Ever

Customer Experience Matrix

OK, I freely admit I’m fascinated by offbeat database engines. Maybe there is a support group for this. In any event, the highlight of my brief visit to the DAMA International Symposium and Wilshire Meta-Data Conference conference last month was a presentation by Joe Foley of illuminate Solutions , which marked the U.S. launch of his company’s iLuminate analytical database. Yes, the company name is “illuminate” and the product is “iLuminate”.

Hosted Email Service Price Comparison: Part 1

WebMarketCentral

Hosted marketing email services are almost a commodity.

The 5 Best Social Media Sites for Small Businesses

WebMarketCentral

Note: the following is a guest post from expert researcher and freelance writer Heather Johnson on how businesses can effectively use social media as a component of PR efforts, and efficiently focus their efforts on the most productive sites.

The 11th P of Blogging: Perspective

WebMarketCentral

The 10Ps of blogging may seem to be quite enough, but a recent article by Matt Richtel of the New Yorks Times entitled Work fast, die young: The blogger lifestyle? pointed out the need for an 11th "P" word—perspective. Why do you blog?

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

The Other 6 P's of Blogging

WebMarketCentral

Following up on my recent post on The 4 Ps of Effective Business Blogging , here are six more Ps to keep in mind for business blogging success.

Surprises from the SEOmoz SEO Industry Survey

WebMarketCentral

Search marketing hub site SEOmoz recently released the results of a survey of more than 3,000 search marketers covering demographics, practices, tools used and other topics. Their article, The SEO Industry Survey Results , by SEOmoz staff members Nick Gerner , Rebecca Kelley , Jeff Pollard and Rand Fishkin , provides an excellent summary of the results, so I won't rehash all of that here, but rather offer just a few observations on some of the more surprising findings.

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