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  • B2B LEAD GENERATION  |  MONDAY, AUGUST 24, 2009
    [2009] Lead Generation Checklist - Part 1: The Mindset: Conversations, not campaigns
    Building an effective lead generation program is kind of like baking a cake. There are certain ingredients that are absolutely necessary. You can tweak the recipe a little here and there adding your own special touches as long as you include the main components. Over the next few months, I want to offer you a ‘recipe’ for building an effective lead gen program. It’s an eight-step checklist. Any one of the eight steps is as important as the others.
  • MODERN B2B MARKETING  |  FRIDAY, NOVEMBER 6, 2009
    [2009] 5 Reasons Dreamforce Is a Must-Attend Sales and Marketing Event For B2B Marketers
    Attend Dreamforce Global Gathering 2009, one of the year’s premier sales and marketing events, to gain proven best practices, how-tos and practical training on the latest Cloud Computing solutions. Tags: Sales Marketing Alignment dreamforce 2009 sales and marketing event Are you ready to improve sales, maximize marketing efforts and collaborate with 12,000 customers, partners and employees?
  • THE EFFECTIVE MARKETER  |  THURSDAY, FEBRUARY 12, 2009
    [2009] Outlook Productivity Tips « The Effective Marketer
    This entry was posted on Thursday, February 12th, 2009 at 11:12 pm and is filed under Communication , productivity. 2 Responses to Outlook Productivity Tips Jason Cohen says: February 16, 2009 at 10:17 am Terrific list of tips! Reply dkuperman says: February 16, 2009 at 9:50 pm GTD is a great system, and the best thing is that you can adapt Outlook to make it work with it.
  • AMBAL'S AMUSINGS  |  WEDNESDAY, DECEMBER 9, 2009
    [2009] The Importance of Powerful Visuals in Content Marketing
    Content isn’t just about text anymore. In fact, too much text can harm your efforts to engage an audience. With peoples’ shortening attention spans, you need to think visually, and use powerful visuals to attract and connect with your audience. People now post over 14 million photos a day on Facebook. Video content isn’t far behind. Easy-to-use cameras, video cameras and cell phones make it incredibly easy to shoot pictures and record video, and then share it online.
  • VIEWPOINT  |  FRIDAY, MAY 29, 2009
    [2009] Truth #2—Your Sales Force Needs Fewer Leads
  • VIEWPOINT  |  FRIDAY, OCTOBER 9, 2009
    [2009] Cold Calling: Often we don't fail, we just give up…
  • VIEWPOINT  |  FRIDAY, DECEMBER 4, 2009
    [2009] Big Hand Theory, Jack Welch and Hiring for Sales Lead Generation
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, AUGUST 21, 2009
    [2009] Aprimo Marketing Studio Expands the Scope of Marketing Automation
    Summary: Aprimo Marketing Studio includes traffic generation features missing from nearly all existing marketing automation products. This broader scope should become standard as marketers try to truly integrate their programs. Aprimo is in the early stages of launching Aprimo Marketing Studio , a new Software-as-a-Service marketing automation suite that is separate from the existing Aprimo product.*
  • SALES LEAD INSIGHTS  |  MONDAY, AUGUST 31, 2009
    [2009] Want To Generate More Leads? Leverage Your Prospects’ Five Senses
    If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. To accomplish these objectives, consider leveraging your prospect’s five senses. Sight: Many of your prospects process information best visually.
  • AMBAL'S AMUSINGS  |  MONDAY, SEPTEMBER 14, 2009
    [2009] Guest Post: Rebel Brown - Rolling Thunder - Powering Momentous Market Launches
    I met Rebel Brown through our common friend Ardath Albee earlier this year. Rebel is a go-to-market strategist specializing in start ups, turnarounds and start-arounds in the high technology arena. Rebel is a regular contributor to our ClickInsights B2B Experts Interview Series and her guest post today focuses on Powering Momentous Market Launches. Her new eBook named Rolling Thunder discusses the following: The key phases of a Rolling Thunder launch and how to maximize each for your launch.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, OCTOBER 6, 2009
    [2009] Interview with Leading Sales Expert: Jim Keenan
    1) Why do you think it so hard for marketers to tune into what is effective at the sales level? Marketing is “passive selling”. I think the problem is execution and rests in two places. The first is with corporate structure. Companies can do a better job at integrating the two functions. Marketing and Sales need to be tightly integrated with the same incentive and management plans. I don't see this enough.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, JULY 30, 2009
    [2009] Time to Replace your Online News Room with Facebook!
    Back in October of 2007 at a MarketingProfs conference I remember listening to a panel on how someone used a blog as their online news room. The panel was run by David Armano and featured Todd Andrilik the director of marketing and PR, for Leopardo Construction, who was using WordPress as a online news room. It was one of those marketing ideas that I walked away from it thinking – Damn I wish I thought of that! shout out to Andy Sernovitz who runs a blog by that name - [link] ).
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MARCH 17, 2009
    [2009] With Facebook Pages - Who needs a Website?
    I was talking to a small business owner last night. They are in the middle of a very costly redesign of their B2C website and I couldn't help but ask if they had plans to set up on Facebook as well. Right now, I have Facebook on the brain. As you may recall I am in the middle of writing a book called Facebook Marketing for Dummies (Wiley) due out at the end of the summer.
  • B2B LEAD GENERATION  |  TUESDAY, NOVEMBER 3, 2009
    [2009] A multi-modal approach to lead nurturing
    To be successful at lead nurturing marketers can't rely on one specific channel but rather they need to leverage a multi-modal portfolio of channels. The goal of lead nurturing is to maintain a relevant and consistent dialog with viable future customers - regardless of their timing to buy. In short, it’s about relationships. To help illustrate, I created a mind map of what multi-modal lead nurturing looks like (click image to enlarge). Are there any channels/modalities that I'm missing?
  • SALES LEAD INSIGHTS  |  MONDAY, AUGUST 24, 2009
    [2009] B2B Marketing Summit: Learn what’s really working best in today’s difficult business environment
    Join me, your B2B marketing peers and other marketing experts at MarketingSherpa’s 6th Annual B2B Marketing Summit 2009. 23-24 in San Francisco. 5-6 in Boston. Join America’s top B2B marketers to learn, apply and share the latest advancements in marketing while honing your traditional B2B marketing skills in parallel.
  • 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  |  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.
  • B2B LEAD GENERATION  |  MONDAY, SEPTEMBER 14, 2009
    [2009] Lead Generation Check list – Part 3: Develop and intensify your Ideal Customer Profile
    I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that in my experience helps improve lead generation efforts. The first installment discussed changing your mindset to focus on conversations not campaigns. In Step Two, I discussed how to align sales and marketing as one team.
  • 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  |  THURSDAY, OCTOBER 8, 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?)
  • 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.
  • SALES LEAD INSIGHTS  |  MONDAY, SEPTEMBER 28, 2009
    [2009] An Interview With Mike Damphousse About B-to-B Appointment Setting
    This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. Mike is an experienced marketer, having served as CMO of two software companies before starting Green Leads.
  • SMASHMOUTH MARKETING  |  TUESDAY, SEPTEMBER 22, 2009
    [2009] MarketingSherpa Marketing Summit, Emily Salus of CollabNet on Lead Scoring
    This week is MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco, to be repeated two weeks later in Boston. Both events are loaded with speakers and content, and I'm sure there will be tons of marketing goodness to share. I'll be at the Boston summit on Oct. 5 and 6, so if you are there please introduce yourself. If not, you can follow the live tweets here. As for other shows, Smashmouth Marketing enjoys delivering thought leader interviews with the speakers.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, FEBRUARY 25, 2009
    [2009] getting stuff done with ms outlook
    Some simple tips for MS Outlook Calendar that will help you become more productive. This entry was posted on Wednesday, February 25th, 2009 at 9:34 pm and is filed under Communication , Marketing Management , productivity. 2 Responses to Getting Stuff Done with MS Outlook CJW says: February 28, 2009 at 6:18 pm I’m actually new to Outlook but I love the whole GTD concept.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, MAY 6, 2009
    [2009] CMO Cub Summit Tweets
    jkrohrs : CMO SMS survey: If you had 10% more budget in 2009, where would you spend: 10% search, 20% social, 50% demand gen, 20% headcount #cmoclub. I'm at the CMO Club Summit for a couple days and the room is sharing the event with twitter hashtag #cmoclub. You can find a stream of the tweets on twitter search. I'll be writing a more detailed article later, but I wanted to share some tweets of value from the day thus far: jkrohrs : Actionable idea #6 for CMOs in down economy: "Outsource."
  • SMASHMOUTH MARKETING  |  TUESDAY, MAY 19, 2009
    [2009] CMO Cub Summit Tweets
    I'm at the CMO Club Summit for a couple days and the room is sharing the event with twitter hashtag #cmoclub. You can find a stream of the tweets on twitter search. I'll be writing a more detailed article later, but I wanted to share some tweets of value from the day thus far: jkrohrs : Actionable idea #6 for CMOs in down economy: "Outsource." More done with same $. List building. Trigger events. Creative.
  • SALES LEAD INSIGHTS  |  THURSDAY, MARCH 5, 2009
    [2009] Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled
    A recent press release from SiriusDecisions states that based on the company’s business-to-business benchmarks: Roughly 44 percent said their marketing spend for 2009 will be reduced; The hardest hit marketing budget categories are advertising (down 17 percent) and events (down 12 percent); 25 percent said marketing spending will remain about the same as in 2008.
  • SALES LEAD INSIGHTS  |  THURSDAY, MARCH 5, 2009
    [2009] Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled
    A recent press release from SiriusDecisions states that based on the company’s business-to-business benchmarks: Roughly 44 percent said their marketing spend for 2009 will be reduced; The hardest hit marketing budget categories are advertising (down 17 percent) and events (down 12 percent); 25 percent said marketing spending will remain about the same as in 2008.
  • B2B MARKETING ZONE POSTS  |  TUESDAY, OCTOBER 6, 2009
    [2009] B2B Social Media Content Strategy - Best of B2B Marketing Zone - September 2009
    September 2009. Deconstructing Twitter: Analytics for Reach and Impressions - B2B Marketing Savvy , September 10, 2009. Six Steps to a Successful Small Business Content Marketing Strategy - Content Marketing Today , September 4, 2009. 5 Ways B2B Marketing Professionals Can Leverage Social Media - Modern B2B Marketing , September 29, 2009. Show Me the Numbers: Hard Data on Internet Use and Media Spend - Customer Experience Matrix , September 3, 2009.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, OCTOBER 21, 2009
    [2009] MarketingProfs Digital Mixer: Top 20 Tweets #mpdm
    MarketingProfs Digital Mixer kicked off yesterday with some great speakers. I unfortunately was not able to attend, but thanks to our buddy's at Hubspot , I was able to watch the live video stream--and thanks to twitter, I was able to capture tons of great data. Here are my top 20: MattTGrant : Recap of Sesh on Webinars and Lead Gen at. mpdm if you missed it - enjoy - - [link]. MikeBarzacchini : "Viral video (and social media) is. like ROI: both can only be determined after the fact.".
  • THE ROI GUY  |  FRIDAY, MAY 22, 2009
    [2009] IT Spending Slows Further into 2009, making sales environment tougher
    in 2009. Forrester has recently adjusted estimates on IT sales growth, and the latest predictions point to a steeper than initially predicted decline of -3.1% This environment is expected to make IT sales more difficult than ever according to Selling Power. How to fight back?
  • LEADSLOTH  |  THURSDAY, SEPTEMBER 3, 2009
    [2009] 9 Marketing Automation Metrics
    Marketing Automation is on its way to the peak of the hype cycle. People start adopting software because it’s cool, not because they know what to do with it. The result: inflated expectations. However, there are a couple of B2B Marketing experts who understand how to avoid inflated expectations. One of them is Megan Heuer of SiriusDecisions. Together with Craig Rosenberg (aka The Funnelholic) of Tippit she presented a webinar called The 9 Metrics Every Marketer Must Track.
  • VIEWPOINT  |  MONDAY, JULY 13, 2009
    [2009] Truth #7—Attributes of a Well-Qualified Lead
  • VIEWPOINT  |  FRIDAY, OCTOBER 23, 2009
    [2009] Lead Generation: If your life depended on making a sale…
  • SALES LEAD INSIGHTS  |  WEDNESDAY, NOVEMBER 11, 2009
    [2009] Web Inquiry Management: Interview with Mike Wallen
    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 is Mike Wallen , CEO of The Lead Dogs , a B2B lead development company that provides sales lead generation, telemarketing and telesales services. Mike, I understand that you recently published a special report about the handling of web inquiries, titled " The Truth Behind Web Inquiry Management."
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, MAY 11, 2009
    [2009] You can’t Restructure your Way to Transformation
    Right now strategy is about projects going on in 2009 to stay relevant! But in 2009, 100% of your projects can’t simply be incremental Box 1’s, because the world is changing. Takeaways on a speech by Dr Vijay Govindarajan speaker at the World Innovation Forum. When you visualize your strategic plans visualize your plans in 3 boxes: Box 1 - Managing the Present Box 2 - Forgetting the Past Box 3 - Creating the Future Most organizations over focus on Box 1!
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, DECEMBER 10, 2009
    [2009] Making Sense Out of All this Data!
    2009 Report on American Consumers 3.6 Ok I admit it I am a bit of a data geek but I cant help myself when I see stats like this in a recent study titled How Much Information? zettabytes of total information used by Americans in their homes far exceeds storage or transmission capacity. One zettabyte is one billion trillion bytes – which sounds like something my kids would say!) The total is roughly 20 times more than what can be stored at one time on all the hard drives in the world.
  • 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  |  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!
  • SMASHMOUTH MARKETING  |  SUNDAY, OCTOBER 4, 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, SEPTEMBER 10, 2009
    [2009] Social Product Innovation: 2 Ways
    There are 2 ways in which you can use social media to innovate when it comes to developing new products. 1) Product led innovations – here companies like Dell and Salesforce have led the charge in using tools to help them prioritize new product features with IdeaStorm and IdeaExchange (respectfully). These are great for engaging your user base and getting them exactly what they request on a schedule that they can see and influence. But that’s only going to get you so far.
  • THE POINT  |  MONDAY, NOVEMBER 9, 2009
    [2009] Citrix Email Campaign Crashes on Takeoff
    First, there’s the leading candidate for Most Frequently Used Email Opening of 2009: “In these challenging economic times …”. Granted, I’m already sold on the value of Web conferencing, but even then, the email below from Citrix (makers of GoToMeeting ) leaves me thoroughly underwhelmed. Then there’s a string of lukewarm benefits that really say nothing – or more precisely, nothing specific and compelling – about why online meetings and GoToMeeting in particular is worthy of my investment.
  • THE EFFECTIVE MARKETER  |  TUESDAY, DECEMBER 8, 2009
    [2009] More Free Marketing Knowledge
    This entry was posted on Tuesday, December 8th, 2009 at 12:05 pm and is filed under Marketing Training. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking More Free Marketing Knowledge I love the internet. Free stuff abound and sharing is easy. But there is so much out there that deciding on what to read is a job in itself.
  • LEADSLOTH  |  MONDAY, NOVEMBER 16, 2009
    [2009] How Are CRM and Marketing Automation Different?
    Last week I presented a session at Silverpop’s B2B Marketing University in Atlanta. In addition to Marketing Automation, there were two big topics: Social Media and CRM. I will write about Social Media some other time, and focus on CRM in this post. Many attendees were confused by CRM vendors claiming to offer full marketing functionality. If that’s true, why would you still need Marketing Automation? So let’s dig in and find how Marketing Automation and CRM are different.
  • SMASHMOUTH MARKETING  |  FRIDAY, MARCH 27, 2009
    [2009] C-Level Prospects - Make the First Appointment By Phone
    When I was recently at the Sales 2.0 conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings. Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. With the advent and popularity of web conferencing and the price of travel, most executives are accepting con-call/web-meetings as a standard way of doing business - especially introductory meetings.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, MARCH 25, 2009
    [2009] C-Level Prospects - Make the First Appointment By Phone
    When I was recently at the Sales 2.0 conference, I had several conversations and debate about the value of Face-to-Face meetings versus Con-calls/Web-meetings. Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. With the advent and popularity of web conferencing and the price of travel, most executives are accepting con-call/web-meetings as a standard way of doing business - especially introductory meetings.
  • WEBBIQUITY  |  THURSDAY, APRIL 29, 2010
    [2009] Best WordPress Tips and Tools of 2009
    Which tactics and plugins provide the most powerful SEO boost for a WordPress blog? Which tools are best for Twitter integration? How can you make WordPress easier to use for non-technical content contributors? What plugins and techniques should you use to truly personalize your blog? Find the answers to these questions and more here in the best posts and articles about WordPress from last year. Must See SEO Guide for All WordPress Bloggers by wpbeginner.
  • AMBAL'S AMUSINGS  |  THURSDAY, OCTOBER 29, 2009
    [2009] ClickLaunch: Ardath Albee's eMarketing Strategies for the Complex Sale
    Ambal Balakrishnan: Tell us about what Marketing Interactions does? Ardath Albee: Marketing Interactions helps B2B companies with complex sales increase and quantify marketing-to-sales effectiveness by developing and executing interactive e-marketing strategies driven by compelling content. Essentially we help companies use content to engage with and help prospects choose to become buyers because of the strategic advantages they gain by doing so.
  • REACHFORCE  |  THURSDAY, AUGUST 27, 2009
    [2009] What is Loopfuse? - Marketing Automation Who’s Who
    Our customers, prospects and B2B Lead followers often ask us about marketing automation. Since ReachForce targeted role-based leads are fed into many of these solutions we decided to give each of them an opportunity to explain their key benefits and features in their own words. Thanks to Matthew Quinlan (@mattquinlan
  • 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, DECEMBER 10, 2009
    [2009] Making Sense Out of All this Data!
    2009 Report on American Consumers. Ok I admit it I am a bit of a data geek but I cant help myself when I see stats like this in a recent study titled How Much Information? zettabytes of total information used by Americans in their homes far exceeds storage or transmission capacity. One zettabyte is one billion trillion bytes – which sounds like something my kids would say!). The total is roughly 20 times more than what can be stored at one time on all the hard drives in the world.
  • ANYTHING GOES MARKETING  |  WEDNESDAY, JANUARY 21, 2009
    [2009] Email Marketing Gone Wrong - It's not the 1990s Anymore
    This email may have cut it 1999 but will be deleted or never make the inbox in 2009. In 2009, you need to ensure that emails are highly personalized. I've just got off the treadmill and getting ready to turn in and received an email from a Canada's largest retail drug store - Shoppers Drug Mart or "Shoppers" for short.
  • ANYTHING GOES MARKETING  |  SUNDAY, NOVEMBER 15, 2009
    [2009] B2B Marketing Trends From Eloqua Experience 09 Via Twitter
    RT @chadhorenfeldt: [link] - The Eloqua Markies finalists #EE09 For more information on the winners, see: Winners of the 2009 Markie Awards where you can learn more about the categories, the winners and why they won. Earlier this month I left my newborn and poor wife at home for an unforgettable week at Eloqua Experience in San Francisco. This sold out event brought together some of smartest marketers from all over the world.
  • 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.
  • ANYTHING GOES MARKETING  |  SATURDAY, FEBRUARY 21, 2009
    [2009] Email Autoresponders 2.0 in B2B Marketing
    Reflecting back on a long week I had the pleasure of meeting a number of new clients and seeing what they have accomplished as part of their online marketing initiatives. I am extremely lucky to see some of the most cutting edge marketing tactics being used and wanted to highlight some of them here. I was inspired this morning after my 11 cups of coffee by a former customer and now colleague, Heather Foeh and her blog post " Friday Quick Tip: Re-Visit Your Autoresponders ".
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, JUNE 8, 2009
    [2009] Is Twitter a Critical Part of your Resume?
    The short answer is – YES! In a recent article in the NY Times called Tweeting Your Way to a Job. They talk a lot about people who have found a new job Tweeting for an employer. Social Media roles are opening up in many firms and the Twitterati that have a combination of public relations, analyst relations and even customer relations are snapping them up. But what about those people that are interviewing for a job?
  • SALES LEAD INSIGHTS  |  TUESDAY, DECEMBER 22, 2009
    [2009] B2B Lead Generation by Phone: An Interview with Michael Brown
    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 Michael A. Brown. He is the B2B telemarketing and telesales consultant and telemarketing trainer whom I frequently recommend to our clients. Michael, first off, I know you hate to use the word “telemarketing.&#
  • AMBAL'S AMUSINGS  |  WEDNESDAY, OCTOBER 28, 2009
    [2009] Keep it Interesting: Strategies for Great Interviews
    Whether you watch them on TV, hear them on the radio, read them online or in the newspaper - you absorb a lot of information through interviews. News organizations rely on interviews to get information from authority figures and to show the different sides of a story. Your favourite magazines use interviews to profile interesting people and find out what makes them tick. You are just as capable of using interviews in a content marketing strategy.
  • BUZZ MARKETING FOR TECHNOLOGY  |  SUNDAY, NOVEMBER 1, 2009
    [2009] Some Weeks are Hard to Top!
    Monday , Oct 26th rolled around and I was privy to some huge news that was going to be announced – no it wasn’t just my son's 11th birthday – but BtoB Magazine (a Crain’s publication) voted me onto their list of Top 25 Marketers of the Year 2009 ! Last week was the perfect storm of 3 major life moments all coming together in one week to form the perfect trifecta. It’s a week that is going to be hard to top in Dunay history but don’t put it past me to try!
  • AMBAL'S AMUSINGS  |  WEDNESDAY, SEPTEMBER 16, 2009
    [2009] Free your Whitepapers from Registration!
    Too many whitepaper providers are hiding their documents behind a registration process. Not only does this obstacle prevent many users from going forward and download your whitepapers, it also annoys a lot of them (me included.) Furthermore, some of your competitors are not using a registration process to distribute their papers, which helps them stay ahead of the crowd. The Need for Registration.
  • SALES LEAD INSIGHTS  |  FRIDAY, AUGUST 21, 2009
    [2009] Business Software Marketers: Finally a Conference Designed Just For You!
    Join me and your business software marketing peers at this conference just for software marketing leaders. Capterra: The Conference. Empowering Software Marketing Leaders. September 13-15 in Washington DC. Make the absolute most out of your marketing efforts across the board. That’s the goal of this first-ever business software marketing conference.
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 24, 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, MARCH 19, 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.
  • REACHFORCE  |  WEDNESDAY, SEPTEMBER 2, 2009
    [2009] Marketing Automation Who’s Who - What Have We Learned
    It’s Show Time! Welcome back from summer vacation! The economy seems to be picking up, it’s event season and B2B marketers are being tasked with their biggest jobs yet – driving enough leads to make up for a slow first half of the year. With the help of a marketing automation
  • VIEWPOINT  |  FRIDAY, JUNE 26, 2009
    [2009] Truth #5—The Truth about Multi-touch, Multi-media Marketing Programs
  • VIEWPOINT  |  THURSDAY, NOVEMBER 12, 2009
    [2009] Driving Revenue: Ten Actions Senior Management Must Take Immediately
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 20, 2009
    [2009] Unica 8.0 Offers New, More Unified Interface
    Summary: Unica's new release has few functional enhancements but offers better integration of previously separate components. Unica on Monday officially launched the 8.0 version of its enterprise marketing suite. The main thrust of the new release was visual – a new company Web site and graphics and, more important, a new interface that finally unified the various components the vendor has built and purchased over the years.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, APRIL 8, 2009
    [2009] Pedowitz Group Offers Free Support for New Eloqua Clients
    The Pedowitz Group announced this morning that it was offering $15,000 in free consulting services and guaranteeing a five-day implementation to new clients who purchase Eloqua demand generation software. Click here for the announcement.) (If If you’re not familiar with The Pedowitz Group, President and CEO Jeff Pedowitz ran the professional services group at Eloqua for several years before starting the company.
  • 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, 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  |  SATURDAY, AUGUST 29, 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, 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, FEBRUARY 8, 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  |  MONDAY, MAY 18, 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.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JULY 28, 2009
    [2009] Entiera Offers Consumer Marketing Automation Software as a Service
    Tasks cannot be assigned to specific individuals, although this should be added by the end of 2009. Summary: Entiera is a sophisticated consumer marketing automation system, offered as a service and at a lower price than conventional competitors. Entiera Insight is a marketing automation system primarily for companies that sell to consumers.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, SEPTEMBER 2, 2009
    [2009] Sales 2.0 Conference - Nigel Edelshain, the Man who first said, "Sales 2.0"
    The biggest change has come in 2009. When I first met Nigel Edelshain at the Sales 2.0 Conference back in SFO a couple years ago, I was totally impressed with the fact that his company, Sales 2.0 LLC and Green Leads are competitors and yet we hit it off in just 5 minutes. No presumptions--just Sales 2.0 goodness. Since, Nigel and I have had long conversations about our businesses and the industry in general. I look forward to hearing what he has to say next week.
  • SMASHMOUTH MARKETING  |  TUESDAY, SEPTEMBER 22, 2009
    [2009] MarketingSherpa Marketing Summit: Emily Salus of CollabNet on Lead Scoring
    This week is MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco, to be repeated two weeks later in Boston. Both events are loaded with speakers and content, and I'm sure there will be tons of marketing goodness to share. I'll be at the Boston summit on Oct. 5 and 6, so if you are there, please introduce yourself. If not, you can follow the live tweets here. As for other shows, Smashmouth Marketing enjoys delivering thought leader interviews with the speakers.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, SEPTEMBER 2, 2009
    [2009] Sales 2.0 Conference - Nigel Edelshain, the Man Who First Said "Sales 2.0"
    The biggest change has come in 2009. When I first met Nigel Edelshain at the Sales 2.0 Conference back in SFO a couple years ago, I was totally impressed with the fact that his company, Sales 2.0 LLC and Green Leads are competitors and yet we hit it off in just 5 minutes. No presumptions--just Sales 2.0 goodness. Since, Nigel and I have had long conversations about our businesses and the industry in general. I look forward to hearing what he has to say next week.
  • THE ROI GUY  |  TUESDAY, FEBRUARY 10, 2009
    [2009] Another survey indicates IT budget cuts in 2009
    SearchCIO has just released results of their survey of 275 IT executives, and as anyone would suspect, companies both large and small are reducing their IT budgets for 2009. In large enterprises (companies with more than 1,000 employees), 42% of respondents are reducing IT budgets from 2008. In mid-size organizations, a third indicated budget cuts, with another third just holding the line.
  • 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.
  • 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  |  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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, AUGUST 4, 2009
    [2009] How Social Commerce leads to Advocacy Based Marketing (ABM)
    Every company today is headed for a Brave New World of eCommerce – and that is the world of Social Commerce. Almost a year ago, July 23rd 2008, Mark Zuckerberg launched Facebook Connect, which gives any website the power of a social network like Facebook right there on its own website. So what you say?
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, JUNE 29, 2009
    [2009] Social Search could it be a Google Killer?
    This morning I typed into Google the search term: VoIP (which stands for Voice over Internet Protocol) and I got 64 Million responses. 64 Million!! How archaic is that? Does Google have any idea how long would it take me to go through 64 Million responses? One day we are going to look back at the days of searching and getting 64 Million responses to anything and equate that to a Commodore 64 or Betamax tape.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JUNE 17, 2009
    [2009] Social Network based Caller Routing
    Ok, let’s say you are searching the web for a new fishing rod. You find the right website but you are having trouble locating the right rod and reel combination. Frustrated you consider giving up but give it one last shot and decide to call the 800 number on the site. And instead of getting the usual IVR tree – you are prompted for your Facebook id. What’s going on here you think?
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, JUNE 15, 2009
    [2009] No patience for the ROI of Social Media discussion
    In a blog post last week, Dell revealed that it has generated more than $2 million in revenue from @DellOutlet, one of its many Twitter sites. Late last year, there were some headlines about Dell crossing the $1 million mark via Twitter and it’s only gotten bigger since then. How did they do it? With a coupon code! Wow, now that’s inventive. But this is not a dig at Dell it’s a dig at all of us marketers who say they don’t understand how to calculate an ROI from Social Media.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, MAY 28, 2009
    [2009] Can Twitters growth continue?
    The most recent numbers from Nielsen indicate that Twitter grew 1,382% year-over-year, registering a total of just more than 7 million unique visitors in the US. Not only is that huge growth in one year, but in one month like in January, Twitter.com clocked 4.5 million unique visitors in the US, meaning the service grew by more than 50 percent month-over-month. But can that Growth be sustained? It is hard to imagine that any technology could sustain that kind of growth.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, MAY 14, 2009
    [2009] Growth through Disruptive Innovation
    Takeaways on a speech by C. Prahalad speaker at the World Innovation Forum. So we are beginning to see the impact of current economic crisis. The bad news is there is going to be significantly more regulation in the future but the good news is there is a tremendous access to global talent like we have never seen before. New competitors who we did not think could play on the global stage from India, China Brazil etc are coming online.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, MARCH 16, 2009
    [2009] Personal Brands RULE on Social Networks
    On Facebook you can’t be a Friend of a brand but you can be a Fan of a brand. While it sounds like a subtle difference it is actually an important distinction. Brands are the sum total of the experience a customer has when they are interacting with your brand. But on Facebook that interaction is relatively low and un-engaging. The interactions people may have with your brand will be limited to the people they interact with from your company.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, FEBRUARY 17, 2009
    [2009] Facebook as the Media
    An interesting trend has started to happen with Facebook lately - Media events are turning into Facebook groups!
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, FEBRUARY 4, 2009
    [2009] Personal Brand Organization Tips
    Ok so you are comfortable with getting your personal brand out there on the web. But periodically you are going to have to monitor, prune and synchronize it to keep it fresh. Here are a few tips for keeping your personal brand clean, organized and synchronized. Monitor Tons have been written about monitoring technologies for brands and here is a good list of them all – 170 Resources to help you manage your online reputation.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, JANUARY 26, 2009
    [2009] Positioning your Personal Brand
    Having taken on this new role of blogging on the Personal Branding Blog , I naturally have been looking at many of the other personal brands that are out there. A few names come to mind very quickly when you think about strong personal brands: Robert Scoble, Guy Kawasaki, Steve Jobs (the only non blogger), Jonathan Schwartz, Gary Vaynerchuk. Seems to me when you think of these individuals you also think of some attribute(s) about each of them.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JULY 7, 2009
    [2009] LucidEra's Failure: More Evidence that Marketers Won't Pay for Measurement
    When I spoke with them again in October 2008, the number was 50 and it was still at 50 when we spoke in April 2009. For recent evidence along these lines, see the 2009 Marketing ROI and Measurements Study published by Lenskold Group and sponsored by MarketSphere , which found that “6 in 10 firms (59%) indicate having an increased demand for marketing measurements, analysis and reporting in 2009 without the budget necessary for those measurement efforts.”
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 12, 2009
    [2009] Infusionsoft: Impressive Marketing Power for a Very Low Price
    Note: in July 2009, Infusionsoft dropped its implementation fees. Two economists are walking on the street. One looks down and sees a $100 bill. He points it out to the other, who says, “It must be counterfeit. If that were a real $100 bill, someone would have already picked it up.” The point of the story, other than showing why economists are poor comedians, is that the market is not always perfectly efficient. I suppose no one needs reminding of that in today’s economic situation.
  • THE POINT  |  TUESDAY, JUNE 16, 2009
    [2009] Top 5 Lead Management Excuses (with Poll)
    Furthermore, only 15% of those same respondents planned to deploy or expand their lead management initiatives in 2009. According to a recent industry survey by Demand Gen Report , fewer than 10 percent of marketing executives who responded have automated lead nurturing strategies and processes in place. As someone who sees clients achieving very real, [.].
  • REACHFORCE  |  TUESDAY, OCTOBER 20, 2009
    [2009] Content Ideas for B2B Lead Generation – B2B Marketing and Sales Tip #265
    We know all know Content is King in B2B Marketing. We use it for blogging, email campaign offers, sales support, website content, whitepapers/eBooks, social media teasers and webinars. In a recent study by Kingfish Media they found that over 70% of marketers are using custom content to communicate with current
  • B2B LEAD GENERATION  |  MONDAY, AUGUST 17, 2009
    [2009] When leads lie, what should you measure?
    Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to CIO article by David Tabor, " When Leads Lie." " Check both resources out they are well worth a read. Here's a few excerpts from Tabor's article:  Why do leads lie? Leads lie because we think they’re saying something that they aren’t. A lead is not ready to buy. They’re typically not even ready to talk with one of your sales reps.
  • ANYTHING GOES MARKETING  |  TUESDAY, OCTOBER 20, 2009
    [2009] How To Build a Lead Nurturing Culture Part I
    Are any of you out there new fathers? How about new parents? I’m still getting the hang of holding my 2 month old son while I check my emails or read a book. I’m getting much better at this juggling act and on some of those nights when he stays up I’ ve been able to generate some blog post ideas – I just didn ’t have the two hands needed to type until now. :) So here we are. My biggest inspiration for this post was re-reading Jim Collins’ famous Good to Great.
  • CHRIS KOCH  |  FRIDAY, NOVEMBER 20, 2009
    [2009] Six factors driving B2B social media marketing adoption
    Our latest annual survey of 355 buyers of complex IT solutions, How Customers Choose Solution Providers, 2009: The Importance of Personalization, Epiphanies, and Social Media, shows that the door to the C-suite is opening up. We found that usage of social media among IT and business buyers of technology rose 50% over 2008 and finally pushed to majority status—55% said they use social media as part of the technology buying process in 2009 versus just 37% in 2008.
  • SALES LEAD INSIGHTS  |  THURSDAY, SEPTEMBER 17, 2009
    [2009] Be my guest at my all-new webinar on A/B and multivariate testing *specifically for B2B marketers*.
    I’m presenting this Webinar with my co-host Anne Holland. You probably already know Anne. She founded MarketingSherpa. Now she’s publishing a new resource site called WhichTestWon.com. In our webinar, you’ll get: Case Studies of A/B tests run by B2B marketers to improve lead generation. How to convince your boss (or the CEO) to let you run tests. What to test (and what not to bother testing).
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