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  • AMBAL'S AMUSINGS  |  TUESDAY, OCTOBER 6, 2009
    [2009] Happy Sixth Month Blog Anniversary!
    Six months ago we embarked on the ClickDocument: Connect the Docs blogging journey. It has been a thoroughly exciting adventure! Thank you Readers and Panel of Experts. Readers - A big thank you for reading, subscribing and for your enthusiastic involvement! Thank you for your support and encouragement. Also, a special thank you to our panel of experts for their invaluable contribution to ClickDocument: Connect the Docs project. White Papers Experts.
  • AMBAL'S AMUSINGS  |  THURSDAY, OCTOBER 8, 2009
    [2009] ClickInsights: How should case studies be used in marketing activities versus sales activities?
    ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature "top-notch" industry experts and thought leaders and get their insights, opinions and predictions. We also ask for their suggestions on what reports, whitepapers etc to read to keep abreast with latest trends in their industry. Marketing teams and sales teams are different within a company.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 1, 2009
    [2009] Net-Results Simplifies Demand Generation for Small Business
    The Net-Results system was launched in April 2009 and the vendor says it now has “hundreds” of clients. Summary: Net-Results is simpler to use than comparable demand generation systems because it applies the same features to many tasks. The system is aimed at small business but offers an interesting design lesson for everyone. When Net-Results ’ showed me their marketing automation system, the demonstration ended so quickly that I wondered what was missing.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, NOVEMBER 6, 2009
    [2009] B2B Marketing University Part 2: Marketing Content Has to Work Harder
    Summary: As marketers add more content to meet needs throughout the purchase cycle, they must work harder to ensure prospects actually read it. One of the emergent themes at Tuesday’s session of the B2B Marketing University was the growing importance of marketing “content”. The general logic was that marketers increasingly interact with prospects throughout different stages of the sales cycle, and each stage needs different materials.
  • SMASHMOUTH MARKETING  |  SUNDAY, NOVEMBER 29, 2009
    [2009] B2B Marketing Predictions for 2010 - Reflections
    So reflect on 2009. I recently was asked to participate in Ambal Balakrishnan's ( @ambal ) ebook, to be published at year'd end and then available from her blog, Connect the Docs. She asked a bunch of B2B marketing experts for their predictions for 2010. Being one of those tweeps who always barks by mid-January that "if I see one more predictions blog article, I'll puke," I chuckled as I sat down to write.
  • WRITESPARK  |  TUESDAY, DECEMBER 8, 2009
    [2009] Decision Makers Like Details
    Yet the 2009 Media Consumption Benchmark Report from the media/research firm TechTarget found that these media are ranked lower by IT buyers. I recently participated in a group to evaluate the effectiveness of sales materials produced by an insurance company. The group included people of diverse professions, ages, and life experience.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 16, 2009
    [2009] Alterian Pushes Into Social Media Management with Techrigy Acquisition
    Summary: Alterian's purchase of Techrigy marks the first integration of serious social media management with marketing automation. Others are sure to follow. Marketing automation vendor Alterian yesterday announced its acquisition of social media monitoring company Techrigy. Even though the Techgrity deal is the first direct acquisition I recall of a social media monitoring system by a marketing automation vendor, it strikes me as an obvious step.
  • THE POINT  |  THURSDAY, OCTOBER 8, 2009
    [2009] Is Social Media Wasted on PR Agencies?
    First, let’s get this out of the way: I know some very smart people in the PR field. Yes, some of my best friends are PR people. But good grief. I’m ready to conclude that many PR agencies don’t really get it when it comes to social media. Either that, or they’re just choosing to frame the discussion in such a way as to greatly limit the potential of their clients’ social media initiatives. Recently I was made privy to a social media plan authored by a client’s PR agency.
  • SALES LEAD INSIGHTS  |  THURSDAY, AUGUST 27, 2009
    [2009] The B2B Lead Generation Benchmark Study Report: Useful data and advice
    Get the 2009 B2B Lead Generation Benchmark Study Report. If your answer to the last question was "Yes", click here to buy and immediately download the information-packed 2009 B2B Lead Generation Benchmark Study Report. 2010 is just around the corner… There are only a few months left to generate leads and close sales before the end of 2009. Click here to buy and download your copy of the 2009 B2B Lead Generation Benchmark Study Report today.
  • B2B MARKETING ZONE POSTS  |  MONDAY, DECEMBER 7, 2009
    [2009] 10 Hottest Topics in B2B Marketing for 2009
    Using the system, we found that these are the hottest topics in B2B Marketing for 2009. Why are these the hottest topics during 2009? 2009 Big List of B2B Marketing and Sales Blogs , August 27, 2009. Twitter Analytics: Five Practical, Lesser Known Free Tools for B2B Professionals , August 31, 2009. B2B Lead Management Market Heats Up , July 31, 2009. May 28, 2009. Twitter Squatting - a new cyber sport , January 12, 2009. February 16, 2009.
  • LEADSLOTH  |  MONDAY, AUGUST 17, 2009
    [2009] What is the ROI of Lead Management?
    Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Similar books, but each with their unique approach and lots of smart advice. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Heck, why not nurture customers too? that is one of the great suggestions in Marketo’s book).
  • THE EFFECTIVE MARKETER  |  MONDAY, MAY 25, 2009
    [2009] Webinar Presentations That Suck « The Effective Marketer
    This entry was posted on Monday, May 25th, 2009 at 7:43 pm and is filed under Communication , Webinars. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Webinar Presentations That Suck You are not even 3 minutes into the webinar and you know it: The presentation will suck.
  • AMBAL'S AMUSINGS  |  MONDAY, OCTOBER 12, 2009
    [2009] ClickLaunch: The Content Marketing PlayBook
    Joe Pulizzi: Content marketing seems to be the buzz word for 2009. ClickLaunch is ClickDocument's platform for launching new and exciting eBooks, books and white papers. We feature top notch industry experts and thought leaders and get an exclusive insider view into their latest creation.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, FEBRUARY 16, 2009
    [2009] World Wide Rave – Works!
    In David Meerman Scott’s ebook Lose Control of your Marketing he talks a lot about the spread of ideas. Note his ebook is a preview for his upcoming book called World Wide Rave due out in March There are some great examples of how ideas spread in his ebook on the Top 10 unsigned bands from MySpace who just give away their music as a means of promoting themselves.
  • WRITESPARK  |  WEDNESDAY, FEBRUARY 18, 2009
    [2009] B2B Tech Buyers Like Social Media
             February 18, 2009 in Social Media | Permalink. WriteSpark Tech Marcom Insights. Ideas and Resources for Technology Marketing Communications and Public Relations from Janice King, freelance high tech copywriter and author, Copywriting That Sells High Tech. Case Studies. Content Marketing. Sales Materials. Social Media. White Papers. Working with Writers. « How Marketers Can Help Salespeople Succeed with Large Companies | Main. |
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, OCTOBER 26, 2009
    [2009] Driving Traffic to Your Homepage All the Time May Be a Big Mistake
    Home Marketing Matters About Contact B2B Marketing Store Company Website Driving Traffic to Your Homepage All the Time May Be a Big Mistake by Achinta Mitra on October 26, 2009 in Industrial Websites , Website Design & Development You’ve read up on all the traffic generation tactics and optimized your site to rank high on major search engines.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, OCTOBER 26, 2009
    [2009] Survey Suggests Marketers Are Moving from Paid to Social Media
    I don’t know quite what to make of the 2009 Survey on Marketing, Media and Measurement released earlier this month by custom content company King Fish Media. - Summary: a new survey suggests that marketers are less focused on lead generation than on final sales, growing current customers and building online communities. I’m not sure I trust the data, but it’s a pretty picture nevertheless.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, AUGUST 26, 2009
    [2009] Lead Generation Tip - Don't Be An Expert
    There was a LinkedIn Question today that I answered. It is such a valuable tip, I thought I would cross post it here. Question : If the goal of a call is lead generation and appointment setting for my sales engineer, how should I handle a prospect when they ask a tough technical question I can't answer? Answer : First, don't let the question drag you into a black hole or throw you off your game. Use the question as an opportunity to get what you are looking for -- a meeting.
  • WRITESPARK  |  TUESDAY, APRIL 7, 2009
    [2009] Article: Producing High-Value Customer Success Stories
    Customer success stories or case studies are powerful promotional tools for a high-tech product or service. Yet, as a long-time success story writer, I know that convincing customers to participate in a case study can be a long and frustrating effort. It can be equally difficult to motivate a customer to review and approve the story once it is written.
  • WRITESPARK  |  THURSDAY, OCTOBER 1, 2009
    [2009] Understanding the Concerns of Technology Buyers
    In her blog post "Why can't selling be more like buying?" marketing consultant Ardath Albee provides a good list of the concerns that buyers have in mind when considering a purchase. All of these concerns can be addressed through placement of appropriate information and discussion in online content as well as marketing documents such as white papers, case studies and success stories, and application guides.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, FEBRUARY 2, 2009
    [2009] QlikView Is Champion In Aberdeen AXIS (But Is This Graph Necessary?)
    I occasionally do some development work in QlikView and have made no secret that I think it's a great product. So part of me was pleased to learn that it had been listed as a—indeed, the only—“champion” in an Aberdeen Group AXIS report on BI/Performance Management software. Although QlikView has received plenty of recognition recently, it deserves every bit of it. (If
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 15, 2009
    [2009] Adobe Buys Omniture: Good for Marketers, Bad for Marketing Automation Vendors
    Summary: Adobe's agreement to purchase Omniture illustrates the on-going convergence of Web content management and Web analytics systems. This puts pressure on marketing automation vendors, who also want to provide Web analytics and content management, and who are already being pressed by customer relationship management (CRM) vendors. That's a pretty unpleasant position. Adobe 's announcement that it will purchase Omniture for $1.8 billion makes perfect sense.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, MARCH 23, 2009
    [2009] Facebook MythBusters
    Would you ever have imagined that your relationship status determines whether or not you're likely to use a Facebook app? Me neither! And, the common belief is that the more wall activity a person has on Facebook, the more likely they are to send virtual gifts. Not true. BLiNQ Media just released an unprecedented white paper that debunks common assumptions about social media behavior indicating branders may be missing the mark on their "sweet spot" of target users.
  • AMBAL'S AMUSINGS  |  THURSDAY, OCTOBER 22, 2009
    [2009] ClickInsights: Aggregating the Best Content in B2B Marketing
    The pace at which content is being added to the web has increased dramatically and so has the value of aggregating the best. How will the content aggregation landscape change in the next few years? What will the impact on content aggregation be as the semantic web starts to really take off? We have invited Tony Karrer to share his insights on content aggregation.
  • AMBAL'S AMUSINGS  |  TUESDAY, SEPTEMBER 1, 2009
    [2009] Content Marketing Event: New Media 2012
    Social and geopolitical changes, combined with economic and environmental factors, are rapidly altering, twisting and shaping the online landscape. While it's daunting to keep track of how far we've come in the past few years, it's absolutely staggering to imagine what New Media will look like in the next 3 years. This is the topic that thought-provoking professionals will tackle at New Media 2012 event.
  • AMBAL'S AMUSINGS  |  THURSDAY, SEPTEMBER 3, 2009
    [2009] ClickInsights: What is the biggest mistake to avoid when writing a white paper?
    ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature top notch industry experts and thought leaders and get their insights, opinions and predicitions. We also ask for their suggestions on what reports, whitepapers etc to read to keep abreast with latest trends in their industry. White papers can be really valuable tools to educate your prospects.
  • BASEONE  |  FRIDAY, SEPTEMBER 4, 2009
    [2009] A stronger, fitter brand in just 3 minutes?
    Normal.dotm. Base One. 12.0. false. 18 pt. 18 pt. false. false. false. Yes - your B2B brand can be stronger, fitter and altogether more gorgeous. And it takes just a few minutes. Allow me to explain and invite you all to join in an experiment. A few weeks ago I wrote a blog post that postulated the three fundamental questions that a B2B company needed to answer if it was to succeed in social media.
  • SALES LEAD INSIGHTS  |  TUESDAY, AUGUST 25, 2009
    [2009] B2B Marketing Tests Webinar: How to Improve Your Results & Fight for Your Budget
    On Thursday, Sept 24, 2009 at 2pm Eastern (1 hour). I look forward to having you join us on Thursday, Sept 24, 2009 at 2pm Eastern! B2B marketers responsible for lead generation. What? A live webinar, B2B Marketing Tests: How to Improve Results & Fight for Your Budget , presented by Anne Holland with her special guest, B2B lead generation expert Mac McIntosh. Yes, I’m honored to say that’s me!).
  • THE EFFECTIVE MARKETER  |  SUNDAY, JULY 12, 2009
    [2009] Presenting Effective Charts « The Effective Marketer
    This entry was posted on Sunday, July 12th, 2009 at 8:15 pm and is filed under Communication. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Presenting Effective Charts Are your impressive charts effective? Stop doing charts in Excel. At least don’t use the default options that give you 3D bar charts with dull colors and gray background. The fix?
  • SALES LEAD INSIGHTS  |  TUESDAY, DECEMBER 29, 2009
    [2009] B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff
    This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. My guest today is Dianna Huff of DH Communications. Dianna helps businesses with their B2B marketing communications content strategy and implementation.
  • SALES LEAD INSIGHTS  |  MONDAY, NOVEMBER 9, 2009
    [2009] Your B2B Lead Generation Budget: Start by Cutting It Into Thirds
    Here is a simple and effective way to allocate your business-to-business lead generation budget. Use the first third of your B2B lead generation budget for Internet marketing. Start with: Search engine optimization (SEO) so your web pages will be found when prospects are using the leading search engines to find companies, products or services like yours.
  • ANYTHING GOES MARKETING  |  TUESDAY, MARCH 24, 2009
    [2009] Sharing Space: Marketing and Sales
    How are the best in class companies still reaching their 2009 targets? Although we’re in a down economy I’ve still been able to travel twice out of the last three weeks meeting with clients, working until all hours of the night and seeing first hand what is on the minds of marketers these days. I personally wouldn’t have it any other way.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, OCTOBER 14, 2009
    [2009] The Networker's Dream
    This entry was posted on Wednesday, October 14th, 2009 at 7:00 pm and is filed under Online Marketing , productivity , Social Media. 2 Responses to The Networker’s Dream Darren says: November 5, 2009 at 12:28 am Daniel, thanks for this post. Look forward to meeting up with you at BOS 2009.)
  • SALES LEAD INSIGHTS  |  WEDNESDAY, SEPTEMBER 2, 2009
    [2009] Industrial Marketers: Is this News Good or Bad?
    According to a recent survey of engineering, technical, manufacturing and industrial professionals: Although the majority expects their companies’ spending to remain flat or down, more than a third (36%) said they expect spending during the second half of 2009 will increase compared to the first half of year. I believe it is good news that more than a third of companies in the industrial sector are expected to increase spending during this second half of 2009.
  • B2B LEAD GENERATION  |  WEDNESDAY, SEPTEMBER 16, 2009
    [2009] Lead Generation Data: Converting leads to pipeline revenue is biggest issue for marketers
    I recently hosted a poll to ask fellow marketers which aspect of the B2B lead generation frustrated them the most. Overall, 34% of the 94 participants replied that converting leads to pipeline revenue is the biggest issue for them. According to the comments, most folks weren’t surprised. View poll data here. One participant said he picked converting leads because he believes earning the trust of buyers is the single biggest challenge for businesses.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, DECEMBER 7, 2009
    [2009] Social CMO – Will CMO’s miss this opportunity?
    2009 was the year Social hit its tipping point and from here on out we will never be able to go backward. CMO’s have one of the most unique opportunities in front of them that they have ever had and I wonder if they will be able to capitalize on it. Naturally some will and some won’t but those that do have a shot a re-writing the charter for ALL CMO’s going forward. Let me explain ….
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, JUNE 25, 2009
    [2009] 7 Ways Facebook will Change your Life!
    So I have just finished co-authoring a book called Facebook Marketing for Dummies (Wiley) due out this summer. It was a very eye opening experience to say the least. But the one thing it taught me was a profound respect for the Facebook platform. What you are about to see is a number of ideas I have about the future of Facebook. These are not pie in the sky ideas or something I dreamed up - I feel these are very doable.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, SEPTEMBER 17, 2009
    [2009] Acxiom Uses Social Media Data to Segment Email Lists
    Summary: Acxiom's new social media marketing tool gathers public data about social media links and uses it to segment email lists. It's a different, and arguably more practical, approach to helping marketers take advantage of social media. Acxiom last week released a new “social media marketing” solution called Relevance-X Social.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JULY 20, 2009
    [2009] Active Conversion Offers Strong Lead Management and Leaves Out the Rest
    Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. That's fewer functions than traditional demand generation, but if those are the functions you need, who cares? The classic demand generation cycle starts with an outbound email campaign, captures replies on a landing page, scores the responses, and then sends qualified leads to a sales automation system and keeps the others for more nurturing.
  • SMASHMOUTH MARKETING  |  MONDAY, JUNE 22, 2009
    [2009] 5 Things My Father Taught Me About Selling
    Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. We're heading up to my sister's house today to visit with my dad, Roger Damphousse ("Pepere" as the kids call him), and eat again. That said, it reminded me that one of the most influential people in my business life was my dad.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, OCTOBER 21, 2009
    [2009] Magic Quadrant or Magic Numbers? A Judge Will Decide. « The.
    This entry was posted on Wednesday, October 21st, 2009 at 12:30 pm and is filed under Marketing Planning , Marketing Strategy. Suit over Gartner’s Magic Quadrant Big Marketing Ploy « The Effective Marketer says: November 6, 2009 at 12:10 pm [.] The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Magic Quadrant or Magic Numbers? A Judge Will Decide.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, DECEMBER 2, 2009
    [2009] Inbound Interaction Management (IIM)
    It’s no surprise that Direct Marketing response rates have dropped to a historic low with success rates in the low single digits. And further – that marketing organizations are becoming increasingly focused on Inbound Marketing (credit HubSpot for creating this term) which are a source of much higher response rates.
  • AMBAL'S AMUSINGS  |  THURSDAY, OCTOBER 1, 2009
    [2009] ClickInsights: How to choose a white paper syndication partner?
    ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature top notch industry experts and thought leaders and get their insights, opinions and predicitions. We also ask for their suggestions on what reports, whitepapers etc to read to keep abreast with latest trends in their industry. How do you market your white papers? Can syndication partners take your white paper to your prospects?
  • THE EFFECTIVE MARKETER  |  TUESDAY, JANUARY 6, 2009
    [2009] marketing action plans
    This entry was posted on Tuesday, January 6th, 2009 at 10:17 pm and is filed under Marketing Planning , Marketing Strategy.
  • THE EFFECTIVE MARKETER  |  SATURDAY, JANUARY 17, 2009
    [2009] effective marketer principle 5: take responsibility for communicating
    This entry was posted on Saturday, January 17th, 2009 at 3:26 pm and is filed under Communication , Marketing Management , Teamwork. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Effective Marketer Principle 5: Take Responsibility for Communicating To get things done you need to communicate, ensuring the team is aware of the plan, deadlines, and expected results.
  • THE EFFECTIVE MARKETER  |  SUNDAY, JANUARY 18, 2009
    [2009] effective marketer principle 6: focus on opportunities rather than.
    This entry was posted on Sunday, January 18th, 2009 at 9:31 pm and is filed under Communication , Decision Making , Marketing Planning , Marketing Strategy. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Effective Marketer Principle 6: Focus on opportunities rather than problems Have you ever run a marketing campaign that didn’t present any problems, hiccups, or unforeseen obstacles?
  • THE EFFECTIVE MARKETER  |  FRIDAY, FEBRUARY 6, 2009
    [2009] effective marketer principle 8: say “we” rather than “i”
    This entry was posted on Friday, February 6th, 2009 at 10:20 pm and is filed under Communication , Teamwork. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Effective Marketer Principle 8: Say “We” rather than “I” “Think and say we” is Drucker’s advice.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, NOVEMBER 4, 2009
    [2009] The Enemy of Productivity
    This entry was posted on Wednesday, November 4th, 2009 at 8:15 am and is filed under Communication , Marketing Management , productivity. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Enemy of Productivity Did you get anything done today? OK, maybe is still too early in the morning, but how about yesterday?
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, SEPTEMBER 23, 2009
    [2009] Web Analytics Is Dead. So Is Customer Centricity. I Need a Drink.
    Even as analysts are still sorting through the implications of last week’s acquisition of Omniture by Adobe , the industry saw two additional important announcements this week: Omniture combining its data with comScore to help measure Web advertising audiences , and Nielsen working with Facebook to poll consumers on advertising impact.
  • B2B LEAD GENERATION  |  THURSDAY, AUGUST 13, 2009
    [2009] 8 Tips for generating high quality leads that sales people love
    Ask most executives and marketers what sales people need to sell in this economy and they will say, "more leads." " So their lead generation focuses on getting MORE leads to their sales team but I've found that sales people really don't want more leads. Actually, what they want is more effective selling time with BETTER "sales ready" leads that will convert into pipeline opportunities.
  • B2B LEAD GENERATION  |  WEDNESDAY, NOVEMBER 11, 2009
    [2009] Lead Generation Check list – Part 6: A Multi-modal lead generation approach
    This is the sixth in an eight-part series I’m calling the ‘Lead Generation Checklist. I wanted to provide a checklist that helps organizations optimize their lead generation process.
  • SMASHMOUTH MARKETING  |  FRIDAY, AUGUST 7, 2009
    [2009] Hubspot - Smashmouth Preview
    Karen Rubin and Mike Volpe Hosting Hubspot TV's 1 Year Anniversary. Yesterday was the start of my evaluation of Hubspot. There will be a Smashmouth Product Review coming shortly, but I just had to comment on how it got started. After a one hour detailed demo from Bonnie and Chris, and an interrogation by me, Linda and I got to join the Hubspot team and local twitterati for the 1 year anniversary of Hubspot TV.
  • SMASHMOUTH MARKETING  |  SATURDAY, AUGUST 8, 2009
    [2009] Smashmouth Preview - Hubspot
    Karen Rubin and Mike Volpe Hosting Hubspot TV's 1 Year Anniversary Yesterday was the start of my evaluation of Hubspot. There will be a Smashmouth Product Review coming shortly, but I just had to comment on how it got started. After a one hour detailed demo from Bonnie and Chris, and an interrogation by me, Linda and I got to join the Hubspot team and local twitterati for the 1 year anniversary of Hubspot TV.
  • ANYTHING GOES MARKETING  |  SUNDAY, JANUARY 18, 2009
    [2009] Twitter and Customer Service - Potential PR Nightmare
    Your company may have just started down the path of using Twitter as another communication channel. (If If you're not there yet, that's cool but keep reading because there are some items to be aware of. Now back to our story). You may use it to highlight upcoming events, press releases and product/service updates. Using it for this purpose is fairly straightforward. It's mostly a marketing function and is controlled typically by the marketing team.
  • PROTEUS B2B MARKETING  |  MONDAY, DECEMBER 21, 2009
    [2009] 30 of the Best B2B Search Marketing Articles of 2009
    The velocity with which B2B marketing has evolved over the past two years (let alone five years) is amazing. Frankly, it’s a challenge to keep up with it at times. I’m particularly grateful to all those who take the time to share their knowledge to help others. Here are more than 30 of my favorite [.].
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, DECEMBER 29, 2009
    [2009] LoopFuse Offers No-Frills Demand Generation
    LoopFuse was founded in 2007 although it was largely in stealth mode through early 2009. Summary: LoopFuse offers attractive but limited demand generation functions at an easy-to-swallow price. It’s been nearly a year since I took my first close look at the LoopFuse OneView demand generation system. I didn't write about them because the vendor was planning some major improvements and it made more sense to publish a review after these in place.
  • THE EFFECTIVE MARKETER  |  SUNDAY, FEBRUARY 15, 2009
    [2009] if you're gonna copy, make it right
    This entry was posted on Sunday, February 15th, 2009 at 10:02 pm and is filed under Communication , Marketing Planning , Marketing Strategy. One Response to If you’re gonna copy, make it right Jason Cohen says: February 16, 2009 at 10:14 am Thanks for the great write-up!
  • B2B LEAD GENERATION  |  FRIDAY, DECEMBER 18, 2009
    [2009] Lead Generation Check list – Part 7: Effective lead management
    My checklist for optimizing the lead generation process so far has included six steps: the mindset of not pushing ; repairing the rift between sales and marketing ; creating the ideal customer profile (and the un-ideal customer profile as well); agreeing upon a universal lead definition that fits your company’s goals and culture; importance of a well maintained database ; and, in step 6, I outlined a multi-modal approach and discussed its importance in the lead gen process.
  • VIEWPOINT  |  FRIDAY, SEPTEMBER 11, 2009
    [2009] Ten Critical Questions to Ask about Your Marketing Strategy
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, NOVEMBER 15, 2009
    [2009] Aberdeen Predicts Web Content Systems Will Add Marketing Automation: I Agree, But.
    Summary: a new Aberdeen Group report argues that Web content management systems should add customer management features and will ultimately compete with traditional marketing automation products. I agree with one reservation: I doubt large companies will use a single system to manage all customer touchpoints. I’ve been convinced for some time that Web content management systems (CMS) will become important platforms for marketing automation.
  • THE POINT  |  TUESDAY, NOVEMBER 24, 2009
    [2009] Tempted to Do Away With Registration Forms? Think Again.
    A client asks: “Now that we have our marketing automation system in place, is it really necessary to use registration forms in our lead nurturing (follow-up) campaigns? After all, we already know who these people are, correct? If we offer them direct access to the content assets, we can still track their click-throughs and then trigger sales alerts or assign lead scores based on that action, and we won’t be forcing them to fill in a registration form. Can we do without?”.
  • SALES LEAD INSIGHTS  |  TUESDAY, NOVEMBER 3, 2009
    [2009] B2B Email Marketing: Interview with Stephanie Miller
    This study tracks with Return Path’s Deliverability Benchmark Report on the first half of 2009, which is based on the data Return Path manages for ISPs and corporate system administrators. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. My guest today is Stephanie Miller , email expert and co-author of Sign me up!
  • THE EFFECTIVE MARKETER  |  TUESDAY, JANUARY 13, 2009
    [2009] effective marketer principle 4: take responsibility for decisions
    from “What makes an effective executive”, Harvard Business Review, June 2004) This entry was posted on Tuesday, January 13th, 2009 at 10:21 pm and is filed under Decision Making , Marketing Management , Marketing Planning. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Effective Marketer Principle 4: Take Responsibility for Decisions The fourth principle can be summarized in one word: ACT !
  • THE EFFECTIVE MARKETER  |  SUNDAY, JANUARY 25, 2009
    [2009] effective marketer principle 7: run productive meetings
    This entry was posted on Sunday, January 25th, 2009 at 10:02 pm and is filed under Communication , Marketing Management , Marketing Planning. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Effective Marketer Principle 7: Run Productive Meetings Meetings are a necessity of today’s work environment.
  • THE EFFECTIVE MARKETER  |  SATURDAY, MARCH 7, 2009
    [2009] how to use social media - lessons from ama digital conference
    This entry was posted on Saturday, March 7th, 2009 at 9:32 pm and is filed under Marketing Planning , Marketing Strategy , Social Media , Uncategorized. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking How to Use Social Media – Lessons from AMA Digital Conference This past Friday (March 6) the AMA Tampa Bay chapter hosted an incredible full day event called the Digital Marketing Conference.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, APRIL 29, 2009
    [2009] tools of the trade: webinars and online presentations
    This entry was posted on Wednesday, April 29th, 2009 at 9:42 pm and is filed under Communication , productivity. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Tools of the Trade: Webinars and Online Presentations Webinars or webcasts, as they are sometimes called, have increased in popularity and in effectiveness within the past 5 years or so.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, MARCH 25, 2009
    [2009] The Future of Advertising is one word.
    Contextual Now I know this isnt such a new statement - but consider these clues. When the folks who created ET the movie (I hope I am not dating myself here) wanted to use M&M's as the candy that ET was most attracted to - Mars said no but Reese's Pieces said yes. Following the release of the movie Reese's Pieces sales went up 65%. That's no small feat to move the needle of a candy manufacturer that much! And some might say that's just good product placement (read Contextual).
  • BUZZ MARKETING FOR TECHNOLOGY  |  FRIDAY, NOVEMBER 13, 2009
    [2009] What to look for in a Social Media Marketer?
    Now that we are beginning to feel the relief of the economic uncertainty that has been hanging around us for the past few months, I am beginning to hear a lot about the invention of some new roles inside organizations looking to get “social media”. Typically this means hire someone who knows our “space” really well and someone who is an expert in social media. Well it’s the latter part that is the hard part.
  • AMBAL'S AMUSINGS  |  WEDNESDAY, SEPTEMBER 9, 2009
    [2009] Logo Inspiration for Branding and Identity
    A strong visual identity starts with a memorable logo. The best logos are those that can transcend time while also being relevant to its brand. A simple yet effective logo can stand being modernized (think Pepsi) without losing its essence. I have collected 15 of them for inspiration - some are well-established, successful logos, others are more on trend with today's designs while remaining simple and exciting! Here they are, in no particular order: 3M. 9Rules. Pepsi. Fedex. Leica. Miint.
  • AMBAL'S AMUSINGS  |  TUESDAY, SEPTEMBER 22, 2009
    [2009] Guest Post: The Simplest, Most-Efficient Way to Write a Case Study: The story behind the Making Your Case ebook
    I was introduced to Jonathan Kranz by Michele Linn a few months back. Both Jonathan and Michele are regular contributors to our ClickInsights Case Study Experts Interview Series. Jonathan Kranz is the principal of Kranz Communications and a 13-year copywriting veteran. His guest post today focuses on his eBook on case studies - Making Your Case: Everything you and your colleagues need to write compelling, lead-generating case studies (which has a fresh new look!).
  • BASEONE  |  TUESDAY, APRIL 21, 2009
    [2009] Who is the social media voice for your business?
    You don't often hear phrases like "305% ROI" attached to discussions about social media, so I was delighted to read, via Kipp Bodnar , about Forrester's recent research into "live chat" as a sales tool. Now, live chat is arguably a small subset of the wider social media sphere, but when it attracts serious figures from a serious researcher like Forrester, companies are going to sit up and take notice (if they haven't already).
  • SALES LEAD INSIGHTS  |  TUESDAY, MARCH 10, 2009
    [2009] Marketing-for-Leads Guide: Step 10 - How will you reach the best prospects?
    Step 10: Determine how to reach the best companies and contacts. After you have identified the right companies and contacts to target with your B2B lead generation efforts, you need to determine the best ways to reach them. The first step is to determine to what media your target audience is exposed to. For example, which magazines do they read? This may include national business or industry magazines as well as regional and local trade journals. In addition, you should think about the.
  • B2B LEAD GENERATION  |  TUESDAY, SEPTEMBER 22, 2009
    [2009] Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)
    I was somewhat shocked to find out that my 14-year-old daughter had searched YouTube recently for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. Isn’t it just amazing how easy it is in today’s world for our children to get the goods on their parents? It’s something that my generation will never quite adjust to.) But, excuse me, I’m digressing. The video turned out to be pretty interesting.
  • SMASHMOUTH MARKETING  |  TUESDAY, OCTOBER 6, 2009
    [2009] MarketingSherpa Marketing Summit, Richard Fouts of Gartner talks Social Media and Communications
    In the fourth of a series of Thought Leader interviews for MarketingSherpa's 6th Annual B2B Marketing Summit 2009 , we talk to Richard Fouts, research director at Gartner, Inc., an information technology research and advisory company. Fouts presented yesterday in Boston. Mike: You're presenting on the use of social media in communications. I'm assuming you are talking Marcom?)
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, JULY 23, 2009
    [2009] Why you need to build your Social Capital?
    So over the last few blog posts we have looked at ways in which websites will provide you with a very different web experience today and over the next 24 months. A web that brings your search results based on what your friends clicked on and a buying experience based on what others in your social network (like Facebook) have bought. A web where users can update their status, post photos, and play games with friends directly within web enabled appliances like Xbox Live!
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, AUGUST 20, 2009
    [2009] Is Real Time Marketing in your future?
    In fact I would argue it is here today. Take a look at one of my last post on Hey Marketer - When was the last time you talked with a customer?? And then ask yourself – how long did some of those interactions take. For Example - We resolved the issue for the person below in 15 minutes! When is the last time you baked up a marketing plan, executed it, got the reaction and closed the whole thing off in 15 minutes!
  • SMASHMOUTH MARKETING  |  SUNDAY, JUNE 21, 2009
    [2009] 5 Things My Father Taught Me About Selling
    Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. We're heading up to my sister's house today to visit with my dad, Roger Damphousse ("Pepere" as the kids call him), and eat again. That said, it reminded me that one of the most influential people in my business life was my dad.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, OCTOBER 27, 2009
    [2009] Use Social Media to spot issues before they hit the Contact Center!
    Firey laptop batteries, defective chips, tainted foods, toothpaste that stains teeth – these are just some real examples of issues that struck companies recently that might have been headed off at the pass by Social Media. When you have an issue these days – what’s the first place you go for more information? That’s right – the Internet – most likely Google but increasingly for real time information search you might use Twitter.
  • AMBAL'S AMUSINGS  |  THURSDAY, OCTOBER 15, 2009
    [2009] ClickInsights: What ROI metric should B2B marketers use in this digital marketing era?
    B2B Lead Generation Benchmark Study 2009. ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature top notch industry experts and thought leaders and get their insights, opinions and predictions. We also ask for their suggestions on recommended reading resources to keep abreast with latest trends in their industry.
  • CHRIS KOCH  |  FRIDAY, JUNE 26, 2009
    [2009] Three steps for B2B marketers to build a personal social media presence
    In my last post, I hope I convinced you why you should establish a personal presence in social media even if your company hasn’t done so yet. That was the why of social media. This time, I’d like to concentrate on the how. I’m going to attempt to explain it by humbly offering my own initiation into social media as a guide.
  • THE EFFECTIVE MARKETER  |  TUESDAY, JULY 21, 2009
    [2009] Why Social Media Is Not For Everyone « The Effective Marketer
    This entry was posted on Tuesday, July 21st, 2009 at 8:47 pm and is filed under Communication , Marketing Strategy , Online Marketing , Social Media. 9 Responses to Why Social Media Is Not For Everyone neoco says: July 22, 2009 at 3:44 am Nice post and very relevant. Reply Daniel Kuperman says: July 24, 2009 at 12:28 pm Neoco, Good to know you are not one of the ‘false prophets’ out there! says: July 24, 2009 at 4:41 pm [.]
  • SALES LEAD INSIGHTS  |  WEDNESDAY, AUGUST 12, 2009
    [2009] B2B Lead Generation Checklist: 22 Success Tips
    What do I like best about being a B2B lead generation consultant? The fun part is I get to work with some of the best people at the best companies in the business. The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need.
  • WRITESPARK  |  TUESDAY, MARCH 17, 2009
    [2009] Set the Purchasing Agenda with White Papers
    Many companies use white papers at the beginning of the sales cycle to attract prospects. But white papers can also be useful in a later stage of a sales cycle, when an individual customer or a buying committee is identifying the final purchase criteria and narrowing the list of products and vendors that will receive further consideration.
  • WRITESPARK  |  THURSDAY, APRIL 23, 2009
    [2009] Helping Your Customers Market to Their Customers
    Have you considered that helping your customers market the value of your products to their customers might be way to increase your company's sales? This strategy goes beyond creating materials for dealers, resellers, and system integrators that may also be appropriate to your product. Instead, the idea is to present key information and messages to consumers or business customers who are beneficiaries -- but not necessarily users -- of your technology.
  • WRITESPARK  |  TUESDAY, JULY 21, 2009
    [2009] Terrific Resources for Customer Reference Professionals
    If you develop customer case studies, success stories, or references, you'll want to explore the excellent resources offered by the Customer Reference Forum. The forum started as a community of professionals who manage corporate customer reference programs, including representatives from many technology companies.
  • WRITESPARK  |  THURSDAY, JULY 30, 2009
    [2009] Buyers Increase Use of New Info Sources
    Buyers involved in large purchase decisions are more hungry than ever for information resources, according to an article published by Marketing Sherpa. The resources with the highest levels of increased usage (20% or more): . Virtual events. Search engines. Business news and information websites. Vendor websites. Research and analysts. Technology B2B websites. Social media.
  • WRITESPARK  |  THURSDAY, AUGUST 6, 2009
    [2009] Roundup: Social Media Policies from Technology Companies
    In the spirit of openness that is encouraged by social media, many high-tech companies have posted their policies for employee blogging and social media use as public web pages. Some examples: Cisco's Internet Postings Policy. Dell's Online Communication Policy. HP Blogging Code of Conduct. IBM Social Computing Guidelines. Sun Guidelines on Public Discourse.
  • WRITESPARK  |  WEDNESDAY, AUGUST 12, 2009
    [2009] The Long-Form, Text-Heavy White Paper is Dead
    Every time I see a long-form, copy-heavy sales document these days, my first reaction is "Why do marketers still think prospects will read this?" Does this mean I think white papers are no longer effective as marketing documents? No, not at all. But they do need to change in length, content, and presentation. Continue reading this post on my Copywriting That Sells High Tech blog. Content Marketing White Papers
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 16, 2009
    [2009] Lyzasoft: Independence for Analysts and Maybe Some Light on Shadow IT
    Long-time readers of this blog know that I have a deep fondness for QlikView as a tool that lets business analysts do work that would otherwise require IT support. QlikView has a very fast, scalable database and excellent tools to create reports and graphs. But quite a few other systems offer at least one of these.* What really sets QlikView apart is its scripting language, which lets analysts build processing streams to combine and transform multiple data sources.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MAY 27, 2009
    [2009] New White Paper and Eloqua Prospect Profiler
    Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system. In honor of the event, they sponsored a white paper by Yours Truly on the general topic of, um, why it’s important to make it easier for salespeople to review prospect behaviors that are captured by the demand generation system.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 3, 2009
    [2009] Silverpop Engage B2B Adds Visual Campaign Builder
    Summary: Silverpop Engage B2B has added an innovative visual campaign builder that supports complexity without the drawbacks of a Visio-style flow chart. Thumbs up. This is the first of three planned posts on updated interfaces from demand generation vendors.) Silverpop Engage B2B (formerly Vtrenz) on Monday rele ased its first visual campaign builder, finally matching a feature offered by nearly all its competitors.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 3, 2009
    [2009] Marketbright's Campaign Flows Work Well for Serena Software
    Summary: Serena Software is pleased with Marketbright's Visio-style interface for complex campaigns. The real work is in designing the campaigns, not setting them up in the software. Second of three posts on demand generation interfaces.) I spoke last week with Marketbright client Michaline Todd, director of corporate marketing at Serena Software , to see how Serena likes Marketbright’s campaign interface.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JUNE 5, 2009
    [2009] Market2Lead User Interface: Attention to Detail Pays Off
    Summary: Market2Lead's revised user interface has plenty of refined details. But what's most important is it offers different ways to build simple and complex campaigns. This beats even the best "one size fits all" approach. Time flies. I saw a demonstration of Market2Lead ’s new user interface last December, and they released it in February. But I’m only now getting around to writing about it.
  • B2B LEAD GENERATION  |  WEDNESDAY, MAY 13, 2009
    [2009] B2B Lead Generation Roundtable Group on LinkedIn
    A few weeks ago I wrote a post called 5 steps for using LinkedIn as a lead generation tool and step number five was ‘create your own LinkedIn group and share relevant content.’. Well, last Thursday I launched the B2B Lead Gen Roundtable Group on LinkedIn. I wanted to create a group to discuss and share ideas that focus on the many aspects of B2B lead generation such as lead nurturing, lead management, teleprospecting and more.
  • B2B LEAD GENERATION  |  TUESDAY, JANUARY 6, 2009
    [2009] My book is now available on Kindle
    I just heard that Lead Generation for the Complex Sale is now available on Kindle. It joins more than 200,000 books available via this service. Here’s an overview of Kindle: Kindle is a portable reading device from Amazon.com that allows you to download books, blogs, magazines, and newspapers in less than a minute. It’s a wireless device, so there’s no PC and no syncing required. One of my co-workers got a kindle and purchased a copy of my book and it looks great and was easy to read.
  • THE EFFECTIVE MARKETER  |  MONDAY, APRIL 6, 2009
    [2009] get hired in marketing
    This entry was posted on Monday, April 6th, 2009 at 10:08 pm and is filed under Communication , Hiring. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Get Hired in Marketing Want a marketing job? Then you have to first understand the rules of the game. I was recently hiring a marketing coordinator for my company and once again it became obvious to me that most candidates do a poor job at interviewing.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, DECEMBER 7, 2009
    [2009] Social CMO – Will CMO’s miss this opportunity?
    Let me explain… 2009 was the year Social hit its tipping point and from here on out we will never be able to go backward. CMO’s have one of the most unique opportunities in front of them that they have ever had and I wonder if they will be able to capitalize on it. Naturally some will and some won’t but those that do have a shot a re-writing the charter for ALL CMO’s going forward.
  • ANYTHING GOES MARKETING  |  WEDNESDAY, FEBRUARY 18, 2009
    [2009] Lead Management and Football
    In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. Why football? Well, if I compared it to hockey no one outside of Canada would care. I'm going to introduce the players and coaches below and then summarize how the different parts fit together to create a Super Bowl caliber lead management process.
  • SMASHMOUTH MARKETING  |  THURSDAY, SEPTEMBER 17, 2009
    [2009] Inbound Marketing, The Uber List for Outbound Marketers
    Even though I preach my own brand of outbound marketing Kool-Aid, for the past six months or so I've been drinking some of the inbound marketing variety (the orange kind from Hubspot ). Before discovering this particular flavor, we had invested a year or so working on SEO, blogging, social media, and link building. But I didn't start formalizing some of the new marketing ideas I'd been learning until I took a deep swig and discovered the great taste. Outbound marketers live off of lists.
  • THE EFFECTIVE MARKETER  |  SUNDAY, JULY 5, 2009
    [2009] copywriting that sells: powerful copy is easier than you think
    This entry was posted on Sunday, July 5th, 2009 at 9:43 pm and is filed under Communication , Online Marketing. 4 Responses to Copywriting That Sells: Powerful Copy is Easier than You Think 519studio says: July 6, 2009 at 7:45 am Hi Thanks for the nice information. Regards [link] Reply Sandra Blum says: July 6, 2009 at 10:21 am Daniel — Great to read about the workshop and your takeaways. Reply Daniel Kuperman says: July 7, 2009 at 5:53 am @Matt, my pleasure!
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