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  • WRITESPARK  |  TUESDAY, AUGUST 18, 2009
    [2009] Recruiting Customer References on your Website
    Run a Google search on the phrase "customer reference programs" and you'll easily find links to information from many technology companies. Typical content on a customer reference page includes: A discussion of program activities and benefits for participating customers. An online form for expressing interest in becoming a reference customer. Links to current case studies and customer videos, user groups, and events. A link to request a reference call or visit.
  • WRITESPARK  |  THURSDAY, SEPTEMBER 24, 2009
    [2009] Why Technology Marcom Needs a Technical Copywriter
    A debate has been going around in writing circles about whether it is better for freelance copywriters to pursue a generalist path (any project, any industry) or a specialist path (selected projects and industries). But for marcom managers, the question remains: "What kind of copywriter is right for my projects?" For technology marketing, there's no doubt you will be best served by someone who truly qualifies as a technical copywriter, offering specific types of knowledge, skills, and experience.
  • 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.
  • B2B MARKETING TRACTION  |  FRIDAY, JULY 24, 2009
    [2009] Do Automated Twitter Tools Game Social Networking?
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  MONDAY, NOVEMBER 16, 2009
    [2009] How Live Blogging Makes You a Better Blogger
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  MONDAY, NOVEMBER 9, 2009
    [2009] Trust: Get It, Measure It, Grow It Online or Offline
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  WEDNESDAY, NOVEMBER 11, 2009
    [2009] Is Your About Us Page First or Last?
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  WEDNESDAY, AUGUST 5, 2009
    [2009] 12 Questions SEO Vendors May Not Want You to Ask?
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  SUNDAY, MARCH 8, 2009
    [2009] Less Email, More Web 2.0
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  FRIDAY, MAY 22, 2009
    [2009] SEO Industry Has Some Snake Oil, But Also Much Success
    Services. About. Resources. Contact. Resources. B2B Marketing Articles. Marketing articles written by New Incite are organized under several categories, including Marketing Analysis and Planning, Branding/Collateral Materials, Web Sites/the Internet/Online Marketing, Marketing Organizational Development, and Results Tracking. B2B Marketing Glossary. The marketing glossary provides definitions of marketing terms and phrases used on this website and in other marketing articles and whitepapers.
  • B2B MARKETING TRACTION  |  SUNDAY, MAY 31, 2009
    [2009] There Are No Secrets to Social Networking, SEO and Web Development
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  WEDNESDAY, MARCH 11, 2009
    [2009] Strategic B2B Marketing Tactics to Get You Through the Recession
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  FRIDAY, NOVEMBER 20, 2009
    [2009] Does Your Marketing Convey Your Values?
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  TUESDAY, APRIL 21, 2009
    [2009] B2B Chief Marketing Officers (CMOs) Must Change
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  THURSDAY, JULY 2, 2009
    [2009] Why Written Plans Improve Web Site Project Success
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  MONDAY, JULY 20, 2009
    [2009] Why Brand Impressions on Facebook are Way Better than Email
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  FRIDAY, JULY 10, 2009
    [2009] How to Choose a Web Development Company
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  WEDNESDAY, SEPTEMBER 9, 2009
    [2009] Does your Headshot Paint a Thousand Words?
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  FRIDAY, MAY 8, 2009
    [2009] Less is More when you Pitch
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  FRIDAY, MARCH 20, 2009
    [2009] Technology Marketers Adopt Web 2.0 Earlier
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  SUNDAY, JULY 12, 2009
    [2009] Recession Accelerates Marketing Trends Caused by Disruptive Technology
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  MONDAY, AUGUST 17, 2009
    [2009] Quit Yer Pitchin'
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  FRIDAY, SEPTEMBER 25, 2009
    [2009] Which Way Will You Go With Your Marketing?
    Services. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page. If you’d like to start over, go to the New Incite Home page and use the Search option to find what you are looking for.
  • B2B MARKETING TRACTION  |  MONDAY, NOVEMBER 9, 2009
    [2009] Trust: Get It, Measure It, Grow It Online or Offline
    Tweet. I just finished reading two books about trust, Trust Agents and The Trusted Advisor. Reading these books was very meaningful for Jennifer Beever the marketer who does social networking and wants to establish a better presence, and for Jennifer Beever the CMO for Hire and B2B marketing consultant who wants to add more value for clients. Here are some of my takeaways from the books. First I read Trust Agents by Chris Brogan and Julien Smith.
  • B2B MARKETING TRACTION  |  MONDAY, DECEMBER 28, 2009
    [2009] Do You Have a Marketing Plan for 2010?
    Tweet. If you haven’t yet done your marketing plan for 2010, don’t panic. There is still time. If you have already done your plan, check it against some of our marketing planning success tips below. Marketing Plan Success Tips. Keep it simple. Marketing plans don’t need to be elaborate. If you have the essential elements, the most important factor for success is your ability to execute the plan consistently and systematically.
  • 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 POINT  |  WEDNESDAY, OCTOBER 14, 2009
    [2009] How to Choose the Right Offer for your PPC Landing Page
    Do search campaigns demand a different approach to offer strategy compared to other demand generation programs, say emails? Answer: yes. Remember, there are two fundamental truths about someone arriving at your landing page via a search ad: 1. He/she received very little information about your company in the ad (105 characters to be precise, including the URL) so it pays to consider the person uninformed and unconvinced.
  • 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?”.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, JUNE 24, 2009
    [2009] Genius.com Accelerates The Close Part 1 - Smashmouth Product Review
    We all know that accelerating a prospect through the educational/discovery phase onward to a selling cycle and then a buying event takes time. Especially today when the buyer defines the sales cycle, not the seller. The typical decision maker is bombarded with marketing contacts each day, yet they are still finding information on their own, they are educating themselves on industry sites, blogs, twitter and your website and emails.
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 10, 2009
    [2009] Genius.com Accelerates The Close Part 2 - Smashmouth Product Review
    In the Smashmouth Review of Genius.com Part 1 , we focused on Genius Pro. Since then, we've had the opportunity to work with and evaluate Genius Enterprise. The one liner summary: marketing automation and sales enablement with a 2.0 twist. The product is so rich in features that this article alone will not do it justice. It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, NOVEMBER 3, 2009
    [2009] The Tipping Point and your Contact Center
    Back in the year 2000, Malcolm Gladwell published his landmark book called The Tipping Point. And little did he know 9 years later he would have set the stage for how many Contact Centers handle Social Media? Let me explain …. Many of the most Socially advanced Contact Centers today are using tools to listen in on Conversations.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, NOVEMBER 9, 2009
    [2009] 5 Tricks to B2B Marketing Socially
    Whenever I ask members of sales team from around the globe what they need – the answer never changes – more case studies. Its not to say that we don’t respond but for whatever reason it takes a village to get a single case study done. The reason the sales team loves case studies is it gives them evidence. Evidence for them to start a conversation around your solution and gauge whether there is a need with the potential buyer they are talking to.
  • 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, NOVEMBER 17, 2009
    [2009] CMO Challenges in Driving Data into Insights
    A good friend and former colleague of mine Dan Neely, CEO of Networked Insights reminded me recently that there will be more data created in this year than in the previous 5000 years combined! With all this data the question many CMOs wrestle with is – How to manage so much data from so many sources and separate systems to drive insights on how customers behave? With the goal being a seamless and consistent experience as customers and prospects pin pong across a variety of channels.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, NOVEMBER 30, 2009
    [2009] CMO Advice: What to look for when choosing a Social Media or Digital agency?
    I had a chance before the holiday to interview Romi Mahajan, President of KKM Group, an Advisory company focused solely on Strategy and Marketing to get his advice on what CMO’s should be looking for in an Agency. Here is his take … 1) What do you think is the one most important factor when choosing an agency? Romi: The single most important factor is the agency’s internal organizational principle. Are they siloed or do they coalesce around the business needs of their customers?
  • 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, DECEMBER 22, 2009
    [2009] Fire your Director of Social Media!
    At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media - I should be fired!" and after thinking about that I can’t help but agree with him.
  • SMASHMOUTH MARKETING  |  MONDAY, DECEMBER 21, 2009
    [2009] Lead Gen Call Center In The Cloud - Virtual Hybrid
    When we started Green Leads we set out to build the perfect Virtual Call Center. We accomplished it, and other than not seeing people face-to-face, the way we work is identical to a traditional call center. We can see people's dials, what CRM records they modify, listen in for training, etc.
  • AMBAL'S AMUSINGS  |  MONDAY, DECEMBER 14, 2009
    [2009] ClickLaunch: What Matters NOW - Things to Think About and Do in 2010
    Thunder. Rolling Thunder. You can hear and sense it coming. Similarly, I knew that some fantastic content was coming our way when a few weeks ago, over a cup of hot tea, Rajesh Setty had mentioned to me that he was contributing to an eBook that Seth Godin and Ishita Gupta were putting together. The eBook would include ideas from several thought leaders on what they think will matter in 2010 - somewhat similar to the special sections that Times runs just before the new year.
  • SMASHMOUTH MARKETING  |  THURSDAY, DECEMBER 10, 2009
    [2009] The Elves Are Making Appointments and Leads
    We hear this all the time, even from our own reps when they are having a slow week: "December is terrible for lead gen. End of year and the holidays.". True, people have other things on their minds. Some might be closing out the year, but many are willing to help those elves with their heads down making appointments. So I give you these thoughts to consider, and recommend you keep dialing with cheer: Prospects are thinking about next year.
  • AMBAL'S AMUSINGS  |  TUESDAY, DECEMBER 8, 2009
    [2009] ClickLaunch: Jonathan Kantor's Crafting White Paper 2.0
    We have grown accustomed to short, quick messaging methodologies and unable to read detailed information for a substantial period of time before becoming distracted by events that require our immediate attention. What impact does this have on the readers of our white papers? How do we ensure that our white paper is not only read but also acted upon? Jonathan Kantor addresses this question and more in his new book Crafting White Paper 2.0:
  • SMASHMOUTH MARKETING  |  WEDNESDAY, DECEMBER 2, 2009
    [2009] Lead Gen Strategies: Sales People Should Be Selling, NOT Prospecting
    This past week a prospect commented that she wanted to explore a third-party lead gen program because their sales reps were spending too much time prospecting and not selling. She said that if they had enough leads they would be SELLING and CLOSING -- not having to do lead gen. How many sales reps are caught in the prospecting grind and not closing? Sounded like a LinkedIn Poll to me. The results seem to make sense, right?
  • 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, NOVEMBER 30, 2009
    [2009] CMO Advice: What to look for when choosing a Social Media or Digital agency?
    I had a chance before the holiday to interview Romi Mahajan, President of KKM Group, an Advisory company focused solely on Strategy and Marketing to get his advice on what CMO's should be looking for in an Agency. Here is his take. 1) What do you think is the one most important factor when choosing an agency? Romi: The single most important factor is the agency’s internal organizational principle. Are they siloed or do they coalesce around the business needs of their customers?
  • SMASHMOUTH MARKETING  |  SUNDAY, NOVEMBER 22, 2009
    [2009] Appointment Setting: Did I Succumb to a Scam?
    In the collection of appointment setting techniques I've seen before, I've never seen the one that I fell victim to this week. Interestingly, if Green Leads did this for our clients we would soon be one a B2B Appointment Setting Vendor that had a tainted reputation. The scam : I got an unsolicited calendar invite in my inbox with a bridge number, date and time. My week is comprised of 5-8 appointments per day. I figured, what's one more?
  • SMASHMOUTH MARKETING  |  THURSDAY, NOVEMBER 19, 2009
    [2009] Hubspot Product Review: Inbound Marketing Methodology, Not Just a Product
    About 18 months ago, Green Leads embarked on an aggressive plan to increase our inbound marketing activity. We focused first on content and blogging and then decided to dig deeper into SEO best practices. Along the way we started drinking some Orange Kool-Aid in the form of Hubspot's inbound marketing educational materials.
  • SMASHMOUTH MARKETING  |  TUESDAY, NOVEMBER 17, 2009
    [2009] Lead Generation Tips: Business Card Data Entry For Free | Dreamforce Special
    How many business cards do you have laying around in one of the current states? On your desktop in a pile 2. Wrapped in a rubber band 3. In a ziplock bag 4. Distributed in the inside pockets of four blazers 5. In the bottom of your computer bag If you answer is more than 10 cards, then you have leads laying around that are going untapped.
  • SMASHMOUTH MARKETING  |  THURSDAY, AUGUST 27, 2009
    [2009] Lead Generation Tips - 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.
  • SMASHMOUTH MARKETING  |  FRIDAY, SEPTEMBER 4, 2009
    [2009] Lead Generation Tips - Make your Social Media Presence Known
    A while back, I read an article by Chris Brogan that discussed 19 chores we could each do daily to help us maintain an online presence. I was already doing a majority of the list, but then it got me thinking. What if I had my browser setup so when I wake up in the AM all my daily tasks for maintaining my social media prowess were just lined up waiting for me to get my coffee? Here's my Lead Generation Tip for today.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, NOVEMBER 17, 2009
    [2009] CMO Challenges in Driving Data into Insights
    A good friend and former colleague of mine Dan Neely, CEO of Networked Insights reminded me recently that there will be more data created in this year than in the previous 5000 years combined! With all this data the question many CMOs wrestle with is – How to manage so much data from so many sources and separate systems to drive insights on how customers behave? With the goal being a seamless and consistent experience as customers and prospects pin pong across a variety of channels.
  • 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  |  THURSDAY, NOVEMBER 12, 2009
    [2009] ClickInsights: What is your favorite case study? Why do you like it?
    Case studies come in all shapes and forms. Our Panel of Case Study Experts have written and reviewed thousands of case studies over the years. Which case study stands out in their mind? We have invited Case Study Experts to answer this query: "Give one example of your most favorite case study and why you like it" Cindy King. Blog CindyKing Twitter CindyKing. “Highlight business impact” Cindy King's Bio.
  • SMASHMOUTH MARKETING  |  SUNDAY, JANUARY 4, 2009
    [2009] Thought Leader With A Value-Added Opinion
    Just got an interview published on Craig Rosenberg's funnelholic blog. I'll share the intro here, and you can get the rest of the article on the site. Craig is publishing a series of Thought Leader articles and thus far they have been great reading for B2B Marketers. You can find all his articles on his site. Thanks Craig! Enjoyed doing the interview. Having worked with Mike Damphousse over the last couple of years, I can tell you this: He has a value-added opinion on anything and everything.
  • SMASHMOUTH MARKETING  |  TUESDAY, JANUARY 6, 2009
    [2009] Does the Younger Generation Listen to Green Issues?
    So back in November I posted a couple articles about Apples and Oranges and how the industrialized US agriculture market has warped our natural foods. Since it was around Thanksgiving, I made a point of telling our thanksgiving dinner guests all about it, and my niece and nephews heard the story. I had hoped they listened, but like most things out of my mouth, I expect only a small portion to actually stick.
  • SMASHMOUTH MARKETING  |  THURSDAY, JANUARY 15, 2009
    [2009] Business Lessons From Mars
    Many of you have seen my tagline "Market with Courage!" This emerged as a saying of mine back in the 90's and has stuck ever since. The Market part started with my love of marketing. The courage part came from several life changing business events. These events set the groundwork for how I work with clients today, and how I expect them to work with me, and are what I believe keep our client relationships long lasting.
  • SMASHMOUTH MARKETING  |  FRIDAY, FEBRUARY 13, 2009
    [2009] Green Living - Eco Community Planning
    I have my notebook of ideas for when Linda and I build our green home. It's a few years off, I'm sure, but it's full of sketches, articles, diagrams and some day, this wish book will be our home. I just added the article Eco Principles for Community Living from Treehugger. An excerpt from the article : "Acclaimed green architect Michelle Kaufmann is now trying to parlay her success with prefab homes into green community living in her new white paper Embracing Thoughtful, Walkable Neighborhoods.
  • SMASHMOUTH MARKETING  |  SUNDAY, MARCH 1, 2009
    [2009] Live Blogging Sales 2.0 Event With Twitter - INTENSE Experience
    I survived the first day of doing live twitter coverage of the Sales 2.0 event in San Francisco. If you want to follow it on twitter, use hashtag #sales20. When I first proposed doing live twitter coverage to Gerhard Gschwandtner, the publisher of Selling Power and the co-host of the event, I figured it would be an interesting thing to do, provide some value to the conference, and create a little marketing. I never imagined it would have taken the energy and time that it did.
  • SMASHMOUTH MARKETING  |  MONDAY, MARCH 2, 2009
    [2009] Kiva.org Adds Video to Community
    Green Leads has recently been doing a team micro-lending project. Our employees can donate on a regular basis, we match dollar for dollar, and then we decide as a team what Kiva borrower to invest in. It's a great cause, and in the current economy, a great way to push from the bottom. One of the best parts of doing this is getting updates from our borrowers. Finding out that the boat someone purchased is now harvesting fish for the fish market.
  • SMASHMOUTH MARKETING  |  TUESDAY, MARCH 3, 2009
    [2009] Poker Equity and Marketing II - Lead Equity Explained
    Ok, fair warning. If you are here for a two paragraph good marketing tip, you're in the wrong place. I'm deviating from my normal article style and getting down to some math. Geek Time! Back in November I posted an article, Poker Equity and Marketing - Lead Equity. The topic got resurrected this week with the posting of my interview on the Funnelholic site, when a question from @chadhorenfeldt from Eloqua caused me to bring up Lead Equity.
  • SMASHMOUTH MARKETING  |  TUESDAY, MARCH 24, 2009
    [2009] The Dreaded 404 Page Load Error - Use It!
    We've all seen it, more than web publishers would like. That dreaded 404 Page not found error. A couple months ago, someone wrote to me regarding my company site saying they got an external link back to my site and received a 404 error because the linker mistakenly referenced the URL. It happens. Then one day I stumbled on Smashing Magazine's article that showed creative 404 pages. I hadn't even known that using the 404 error to go to a specific page was possible.
  • SMASHMOUTH MARKETING  |  TUESDAY, MAY 5, 2009
    [2009] Sales 2.0 Panelist Trish Bertuzzi Talks about Insourced vs. Outsourced Inside Sales
    I've known Trish Bertuzzi for years and always find her one of the most knowledgeable experts on inside sales there is. Trish is President of The Bridge Group. She founded The Bridge Group with a mission to help technology companies build highly successful inside sales teams. She writes for the Inside Sales Experts Blog. I'm looking forward to hearing Trish speak this Thursday at the Sales 2.0 Conference in Boston. I'm sure she and Gerhard Gschwandtner will fill the room with words of wisdom.
  • SMASHMOUTH MARKETING  |  THURSDAY, MAY 7, 2009
    [2009] Sales 2.0 Panelist Anneke Seley Talks about Social Media
    This Thursday is the Sales 2.0 conference in Boston , and Anneke Seley from Phoneworks and author of the book Sales 2.0 will be speaking. Anneke and I met as a result of twitter, so it's fitting that she is speaking on Social Media this week. Mike : Anneke, I don't want to steal your thunder, but if I were a single sales rep, what two social media tips could I start implementing tomorrow that might impact my number? Anneke : You ARE stealing my thunder, Mike!
  • SMASHMOUTH MARKETING  |  FRIDAY, MAY 8, 2009
    [2009] What do CMOs and Sales 2.0 Junkies Have In Common?
    This past week I was lucky enough to attend both the CMO Club Summit in New York, and the Sales 2.0 Conference in Boston. There was a definite overlap of key discussion points that I believe is critical for all sales and marketing execs to consider. These are the areas that impact both the marketing discipline and the sales discipline, and where critical mass may be for your company's success.
  • SMASHMOUTH MARKETING  |  FRIDAY, JUNE 19, 2009
    [2009] B2B Appointment Setting - Best if Nurtured First
    37% of prospects that were nurtured move on to further sales activity from an introductory meeting -- 12% higher than those not nurtured. As you all know, Green Leads is in the b2b appointment setting business. Similar to b2b inside sales teams, we book meetings with C/VP level executives on our clients' behalf and only get paid when the meetings take place. The ROI is easy to calculate as clients only pay when the sales rep completes the meeting. So X meetings for $Y.
  • SMASHMOUTH MARKETING  |  TUESDAY, JUNE 23, 2009
    [2009] Web Leads - Pounce, Pause, Nurture or Wait?
    A few weeks ago I published a product review of LeadLander. Since then we've had a great experience using it. For what it touts itself to be, it does a great job. It did raise a question though, and before I put much thought into it I decided to ask 7 of my colleagues in the b2b demand gen/sales/marketing space.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, JUNE 24, 2009
    [2009] Genius.com Accelerates The Close Part 1 - Smashmouth Review
    We all know that accelerating a prospect through the educational/discovery phase onward to a selling cycle and then a buying event takes time. Especially today when the buyer defines the sales cycle, not the seller. The typical decision maker is bombarded with marketing contacts each day, yet they are still finding information on their own, they are educating themselves on industry sites, blogs, twitter and your website and emails.
  • SMASHMOUTH MARKETING  |  SUNDAY, JUNE 28, 2009
    [2009] Social Media is no Punk - Know Your Rights!
    One of the blogs I read is Web Ink Now by David Meerman Scott ( @dmscott ). Love the insight and tone, and the fact that he rarely lets me down. This week, David posted a great video (below) that he found through Trevor Young ( @trevoryoung ), that he found from Ross Monaghan ( @themediapod ) (boy, this twitter RT credit can get lengthy), that was produced by Engage | ORM and besides being a great short production, it too is insightful.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, JULY 1, 2009
    [2009] Inbound & Outbound Marketing - What is Your Mix?
    There have been a number of studies published about what marketing departments are spending budget on. We are looking at more of a granular study. What do people spend on Inbound Marketing and what do they spend on Outbound Marketing. We'll followup with a blog article discussing the results. Please spread the word. URLs to share. Copy & Paste the poll URL: [link].
  • SMASHMOUTH MARKETING  |  FRIDAY, JULY 3, 2009
    [2009] Leads Don't Suck - Good Leads Are.
    When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". I was suprised that I heard such a jarring statement at multiple venues, but I did. Is it a common trend across the b2b industry? What if you could get your sales team to NEVER say "Leads Suck"? I've asked our clients, I've asked my colleagues, and I've come to some conclusions.
  • SMASHMOUTH MARKETING  |  SUNDAY, JULY 5, 2009
    [2009] 5 Things You Can Do On Vacation If You Can't Get Work Out Of Your Mind
    My vacation read was The Historian by Elizabeth Kostova - an incredibly told story of Dracula from both an historical perspective, a thriller, and a biographical twist. It was a great book and I recommend it highly, but after a couple hours per day, some rain and relaxation, my mind still wandered back to work. Not much, mind you, but enough so that I wondered if I should pay attention to it.
  • SMASHMOUTH MARKETING  |  TUESDAY, AUGUST 4, 2009
    [2009] Lead Generation - Marketo's Definitive Guide To Lead Nurturing
    I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. Don't let the vendor logo fool you, this is a document that is a must read for all demand generation professionals. It's filled with useful information, starting with the basics and then working to the advanced. Excerpt: " the process of building relationships with qualified prospects regardless of their timing to buy, with the goal of arming their business when they are ready.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Appointment Setting, Blogging and Lead Nurturing - Interview on Marketo's Blog
    Just a quick post to point readers to an interview of me on Marketo 's blog, Demand Generation and Social Media: Thought Leadership with Mike Damphousse of Green Leads. Questions discussed: What is B2B appointment setting ? And why is it important to marketers? When it comes to leads, quality or quantity ? You specialize in reaching CXOs and VPs. Can you give marketers three tips to connect with these hard to reach decision makers?
  • 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  |  MONDAY, AUGUST 10, 2009
    [2009] Genius.com Accelerates The Close Part 2 - Smashmouth Review
    In the Smashmouth Review of Genius.com Part 1 , we focused on Genius Pro. Since then, we've had the opportunity to work with and evaluate Genius Enterprise. The one liner summary: marketing automation and sales enablement with a 2.0 twist. The product is so rich in features that this article alone will not do it justice. It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, AUGUST 12, 2009
    [2009] B2B Appointments, A Third of C/VP Execs Delegated Down - POLL
    At one time or another, I've been asked by demand gen folks, Green Leads' clients and prospects, "So you set b2b appointments only with C/VP level executives?" So a LinkedIn Poll was in order. A C Level meeting is the holy grail of outbound marketing, everyone wants to hear "Yes" and then implement a successful program.
  • SMASHMOUTH MARKETING  |  TUESDAY, AUGUST 18, 2009
    [2009] Inbound Marketing and Outbound Marketing, by Tony Soprano
    Tony Soprano: "Every decision you make affects every facet of every other #?%!% thing.". ok, the Tony Soprano thing was just a late addition after I read some hilarious quotes from the show on IMDB last night, and realized they had some.ahem. relevancy -- just a little fun ;). For years the world of b2b marketing has used outbound marketing as a source of lead generation.
  • SMASHMOUTH MARKETING  |  TUESDAY, AUGUST 25, 2009
    [2009] Poll: Demand Gen Experts Use Equal Mix of Inbound & Outbound Marketing
    Recently we conducted a poll on LinkedIn where we asked: Inbound Marketing & Outbound Marketing - What is your mix for lead gen? Mostly Inbound. Mostly Outbound. Both Equally. Inbound Only. Outbound Only. The target audience was Sales & Marketing job functions, from the industries of Computer Hardware & Software, Internet, IT and Tech Services, Marketing & Advertising.
  • SMASHMOUTH MARKETING  |  THURSDAY, AUGUST 27, 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.
  • SMASHMOUTH MARKETING  |  FRIDAY, AUGUST 28, 2009
    [2009] B2B Sales Leads from Data Services - Smashmouth Review
    When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads ? We obviously try to sell up to our high level appointment setting service , but not all companies are ready for that. So below is a collection of data sources we've used in our lead generation work. It's not a complete list, by any means, so if you have found other sources or want to submit some, please COMMENT below. We are always looking for quality lists.it
  • SMASHMOUTH MARKETING  |  SUNDAY, AUGUST 30, 2009
    [2009] Sales 2.0 Conference - Interview with David Thompson of Genius.com
    With he upcoming Sales 2.0 conference in Chicago September 10th, it's time again to provide a few pre-show interviews. David Thompson, CEO of Genius.com was one of the early leaders of the Sales 2.0 movement and recently co-authored Sales 2.0 For Dummies. Mike: David, what is the hot topic of the upcoming conference? Will Social Media dominate the discussions again? David: Social Media is taking the world by storm. There are 275 million blogs and 43 million LinkedIn users. Each day there are 1.9
  • SMASHMOUTH MARKETING  |  FRIDAY, SEPTEMBER 4, 2009
    [2009] Lead Generation Tip - Make your Social Media Presence Known
    A while back, I read an article by Chris Brogan that discussed 19 chores we could each do daily to help us maintain an online presence. I was already doing a majority of the list, but then it got me thinking. What if I had my browser setup so when I wake up in the AM all my daily tasks for maintaining my social media prowess were just lined up waiting for me to get my coffee? Here's my Lead Generation Tip for today.
  • SMASHMOUTH MARKETING  |  THURSDAY, SEPTEMBER 10, 2009
    [2009] Sales 2.0 Conference - Top 20 Tweets
    Ok, so of the top 20 posts, I've got a few myself. Well, I did do a big part of the tweeting, and darn it -- I think it was good stuff. nedelsha : RT @annekeseley : All Sales 2.0 conference presenters on Customer Engagement are using inside sales to connect with customers #sales20. gerhard20 : #sales20 Pelin says use the economy as an excuse to establish a culture of measurement.
  • SMASHMOUTH MARKETING  |  THURSDAY, SEPTEMBER 17, 2009
    [2009] Inbound Marketing, The Über 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.
  • SMASHMOUTH MARKETING  |  THURSDAY, OCTOBER 1, 2009
    [2009] Lead Generation Tip - Take 3 Hour Lunches
    There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. The report details such information as the right time of day to call, the best day of the week, how the response time to a lead impacts conversion, etc. It got me thinking.
  • SMASHMOUTH MARKETING  |  MONDAY, OCTOBER 5, 2009
    [2009] Voicemail Debate - To Leave One or Not - POLL
    This past week on Focus.com , there was an active discussion regarding if we Should or Should Not leave a voicemail when tele prospecting. The opinions are varied, but for those of us in the business, I thought we should put some stats behind the argument. Hence, time for a LinkedIn Poll. I've setup a non-targeted poll, below, and I've also paid for a random C/VP targeted poll. The results will be interesting. Clicking on the graphic below will bring you to LinkedIn to vote.
  • SMASHMOUTH MARKETING  |  MONDAY, OCTOBER 5, 2009
    [2009] Lead Generation Tip - Don't Use a Voicemail Script
    I know my colleagues in the sales consulting industry are going to fill this page with comments telling me why their Lead Gen Tip of the day would be to craft the perfect voicemail script. My response is -- Don't Bother. As a result of the recent question on Focus.com regarding "should we leave a voicemail?"
  • SMASHMOUTH MARKETING  |  WEDNESDAY, OCTOBER 14, 2009
    [2009] Home Pages: Treat Them As The Ultimate Landing Page
    Whenever I get a new lead from a prospective company, I always check its web site to see if it looks like a good fit. A good deal of the time I'm unimpressed with what I see. The home pages are cluttered, not structured for a quick read, and no actions are suggested. Isn't a home page the ultimate landing page? Granted, you don't want the home page hiding all the navigation and consisting of a form, but take landing page best practices and use what makes sense.
  • SMASHMOUTH MARKETING  |  MONDAY, OCTOBER 19, 2009
    [2009] Introductory Appointments: Your Goal is Meeting Number Two
    Which of the following is a good sales outcome for introductory appointments? Proposal : The prospect let you pitch him for 30 minutes, told you to send a proposal and CC his director, who handles these types of projects. 2nd Meeting : The prospect discussed her business issues with you, you asked good questions, you shared some anecdotal stories about how some of your clients have similar issues, and she asked for a second meeting.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, OCTOBER 21, 2009
    [2009] B2B Demand Gen Letter to Google: Real Time Search
    If someone has already written about this, forgive me. But twice in the past few weeks the discussion of real time search came up and how it might touch b2b demand gen. Today, unless someone is searching in multiple places -- Google, Twitter Search, Facebook Search and others -- they will never find the trending topics that people are talking about.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, NOVEMBER 4, 2009
    [2009] Appointment Setting Experts Pull A Columbo "Just one more thing."
    While recently updating our training materials for new hires, I was digesting all the valuable info from our friends at The Bridge Group on inside sales benchmarking and inside sales training. One particular article captured my attention because it stated some basic principles that many sales professionals sometimes fail to heed. The article, Sellers & Marketers: Have Them at Hello!
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, NOVEMBER 9, 2009
    [2009] 5 Tricks to B2B Marketing Socially
    Whenever I ask members of sales team from around the globe what they need – the answer never changes – more case studies. Its not to say that we don’t respond but for whatever reason it takes a village to get a single case study done. The reason the sales team loves case studies is it gives them evidence. Evidence for them to start a conversation around your solution and gauge whether there is a need with the potential buyer they are talking to.
  • AMBAL'S AMUSINGS  |  THURSDAY, NOVEMBER 5, 2009
    [2009] ClickInsights: What is your favorite white paper? Why do you like it?
    White papers come in all shapes and forms. Our Panel of White Paper Experts have written and reviewed thousands of white papers over the years. Which white paper stands out in their mind? We have invited White Paper Experts to answer this query: "Give one example of your most favorite white paper and why you like it" Read on to get their insights.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, NOVEMBER 3, 2009
    [2009] The Tipping Point and your Contact Center
    Back in the year 2000, Malcolm Gladwell published his landmark book called The Tipping Point. And little did he know 9 years later he would have set the stage for how many Contact Centers handle Social Media? Let me explain … Many of the most Socially advanced Contact Centers today are using tools to listen in on Conversations.
  • 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 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.
  • LEADSLOTH  |  TUESDAY, OCTOBER 20, 2009
    [2009] Is Content Marketing the New PR?
    Today my article on Content Marketing was published on the Genius.com blog, and I wondered whether I could visualize how Content Marketing is different from traditional public relations and advertising. I came up with two low-fi sketches. I’m interested to hear your opinion on these visualizations. The OLD Situation. This visual reads from the bottom up: as a marketing manager, you hire a PR agency and an Ad Agency.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, OCTOBER 20, 2009
    [2009] Spend More Time Planning your Content Strategy!
    Because of my new book, Facebook Marketing for Dummies (Wiley), which is launching next week - I have been getting a lot of emails and questions from my readers that are very focused on launching their Facebook and Twitter presence. Seems to me like these channels have gone mainstream in the minds of many marketers as evidenced by the number of inquires about these channels and also by my mom's Facebook profile and my dad's Twitter feed!
  • AMBAL'S AMUSINGS  |  TUESDAY, OCTOBER 20, 2009
    [2009] ClickLaunch: Connect Direct's High-Tech Direct Marketing Handbook
    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. T he High-Tech Direct Marketing Handbook is packed with 65 tips and techniques on demand generation strategy. We have invited Howard J. Sewell, the author of T he High-Tech Direct Marketing Handbook to get an insider look into the making of this Handbook. Howard J.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, OCTOBER 15, 2009
    [2009] Why Social Strategies are Difficult for Agencies to execute?
    Many agencies today are offering Social Media services (if they aren’t they need to). But for many of them it is often hard to architect the strategy since so much of the knowledge of ‘who to go to’ for ‘what type of Social Media conversation’ is very internal knowledge.
  • 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.
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