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The Top 3 Priorities for 2010 Marketing Budgets

delicious b2bmarketing

About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Design PR SEO-SEM Social Media Strategy More testchannel AdROCK eBooks Educational Facebook Guest Posts Twitter The Top 3 Priorities for 2010 Marketing Budgets November 2nd, 2009 | By guestblogger By Tom Pick | Online Marketing Executive | KC Associates With a lingering recession, the U.S. Virtually every b2b buying decision involves some level of research on the web.

SEM 24

Best Social Media Stats, Facts and Marketing Research of 2010


How are consumers and b2b decision makers using social media in their buying processes? Americans spent nearly a quarter of their time online on social networking sites and blogs in 2010, up from 15.8 At its current rate, Twitter will process almost 10 billion tweets in 2010.

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Trending Sources

what's your marketing approach?

The Effective Marketer

An interesting post by Steve Johnson talks about marketing not being a list, but rather an approach to solving customers problems and helping buyers to buy. This entry was posted on Wednesday, July 29th, 2009 at 8:29 pm and is filed under Communication , Marketing Management , Marketing Strategy. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking What’s Your Marketing Approach?

Top 25 Articles and 8 Topics in B2B Marketing for March 2010

B2B Marketing Zone Posts

March 2010. Great stuff in the world of B2B Marketing for March 2010. We’ve hit a new low: The shittiest social media marketing plan ever - grow - Practical Marketing Solutions , March 10, 2010 A local news and media company is getting into the social media consulting business. Real Examples of Social Media ROI - Customer Experience Matrix , March 19, 2010 Summary: some published examples of “hard&# ROI from social media. March 5, 2010. March 12, 2010.

Marketing Automation Trends for 2010


2009 was the year in which Marketing Automation really took off. In this post I want to focus on the trends in Marketing Automation for 2010. Sales & marketing alignment. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. An attached CRM system can kick the records back into a marketing automation system’s lead nurturing program and alert the assigned sales rep if the leads become active.

Translate Features into Benefits if You Want Your Marketing.

Industrial Marketing Today

students at Harvard: “People don’t want to buy a quarter-inch drill. The second tool for helping you convert features to benefits is the FTB Sales Technique , which stands for Features, Transition and Benefits. Copyright © 2010 Tiecas, Inc.

Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers. Copyright © 2010 Tiecas, Inc.

B2B social media case studies - 3 you can learn from and why they work

delicious b2bmarketing

Sep, 2010 in Uncategorized There’s no shortage of social media case study posts online these days. In fact, one of the key goals early on in the campaign was to give sales folks a door opener with businesses they were selling.

Top 24 B2B Marketing Posts in February

B2B Marketing Zone Posts

February 2010. Almost) 100 (of the) Best Social Media Marketing Blog Posts and Articles of 2009 - Webbiquity , February 1, 2010 Social media marketing activity exploded in 2009, and so did coverage of these practices. So in case you missed any of these, here are almost 100 of the best blog posts and articles covering social media strategy and tactics, measurement, monitoring, research, pitfalls to avoid, policies, tools and more from 2009. February 26, 2010.

Top 32 B2B Marketing Posts and Hot Topics of Social Media Forecast

B2B Marketing Zone Posts

April 2010. Five Big Shifts in Social Media Marketing - Webbiquity , April 19, 2010 Social media reflects a larger trend toward buyer empowerment that has changed not only the practice but the underlying philosophies of marketing over the past several years. HP, P&G) to the channel… The Difference Between B2B Leads and Personas - Marketing Interactions , April 17, 2010 B2B marketers have relied on lead definitions to define their marketing programs for years.

Marketing Metrics 101 for B2B Startups

delicious b2bmarketing

Oct, 2010 38 Comments I think people are finally coming around to the idea that good marketing requires good measurement. A good set of metrics will also give you a feel for inside and outside sales effectiveness and overall sales pipeline velocity as well.

Guest Post: Best Practices in Marketing Automation


It would be great if you can move towards the development of buying personas – so you can model what segmentation has been most profitable. Relevant content is not just about the content the user cares about, but also what is important to them at the phase of the buying cycle they are in.

Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

How can you use marketing content to generate a decent volume of sales-ready leads at a low(er) cost? and the author of eMarketing Strategies for the Complex Sale , calls this Contagious Content. And in a complex industrial buy cycle, things can get well…complicated.

Ecommerce Sales Grow in 2010 as Inbound Marketing Adoption Increases


economic concerns expectations were that eCommerce sales would remain flat or even decrease in 2010. eCommerce spending increased by 9 percent from 2009, reaching 227.6 million users when last note in Decemeber, an 38 percent increase from the same date in 2009.

Plan for the Social Buyer Before It’s Too Late

Tony Zambito

  Morgan Stanley (2010) recently reported in a study that there are now more social network users than email users.    If you are a Chief Sales Officer, when was the last time you checked how often your sales teams are making contact with potential buyers? 

Best Social Media Stats and Market Research of 2010 (So Far)


Data junkies, stats addicts, web trivia buffs rejoice — here are a deluge of social media, search and other marketing research facts and figures from 50 articles and blog posts published so far in 2010. 2009 Twitter Demographics and Statistics Report by iStrategyLabs.

B2B Marketers Have Little Social Media Engagement

delicious b2bmarketing

B2B Execs Have Low Interest Results indicate that both B2B and B2C marketers have difficulty with executive social media buy-in.

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B2B Search Marketing: 5 Must-Read Tips - Online Marketing Blog

delicious b2bmarketing

Typically, B2B markets are smaller, products and services are more complex, and sales cycles are longer. While B2C companies can reasonably expect to generate a purchase from a single site visit, the sales cycle for B2B companies is much longer.

Five New Year’s Resolutions for the B2B Marketer


Another year has come and gone and if anyone thought that 2009 was the year of the B2B marketer, then 2010 may have trumped it. Organizations who want to improve the return on their marketing and sales investments need to first identify their ideal buyer profile. Secondly, it is vital to create a map for each profile’s buying cycle. This is more than just time to sale. It’s truly understanding the buying journey of each persona to whom your organization sells.

Best of ClickDocuments "Connect the Docs" Blog in 2009

Ambal's Amusings

2009 was the first year of Connect the Docs. Enjoy the following collated list of best blog posts from Connect the Docs in 2009. If you were a car sales man would you recommend a soccer mom to test drive a 2 door, fast and flashy convertible? Do you want your readers to buy your product? Go ahead and blaze many trials in 2010! A big thank you to all our readers, guest bloggers and interviewees for helping us build Connect the Docs.

B2B Lead Generation Blog: On building targeted lists for B2B Lead Generation Programs

B2B Lead Generation Blog

« Now Announcing the "Start With A Lead" Podcast Show | Main | Your questions answered on Lead Generation via Podcasts » On building targeted lists for B2B Lead Generation Programs Would you buy this business card? Companies don’t buy; people do.

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7 Strategies for Using Content to Market Industrial Products

Industrial Marketing Today

Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle. Customize them to suit your particular product line, which makes it much easier to specify and buy your valves. Copyright © 2010 Tiecas, Inc.

Variety of Content is the Key in the Early Stages of the.

Industrial Marketing Today

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs.

Sales 2.0 and Social Media: Thought Leadership with Anneke Seley

Modern B2B Marketing

What can Sales 2.0 do to improve your sales success? Anneke was the twelfth employee at Oracle and the designer of OracleDirect, the company’s revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a sales strategy and implementation consultancy that has helped over 350 large and small businesses across industries increase sales productivity and results. Anneke is also the coauthor of a new book, Sales 2.0: Sales 2.0

Shortening the Industrial Buy Cycle in 5 Simple Steps

Industrial Marketing Today

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle.

Best Random but Interesting Posts, Articles and Resources of 2009


A collection of two dozen observations, insights and pearls of wisdom for b2b sales success, such as “It is not the increased efforts for getting more contacts, but the effort of getting the best contacts that will increase your sales,&# and “Having a lot of contacts, telephone calls, email exchanges and meetings with potential customers is not the best approach.

Genoo Aims to Shake Up Marketing Automation Market


Marketing automation / demand generation software enables marketers to build microsites and use content marketing to capture leads and nurture them through the buying process. Large companies can opt to pay a one-time fee of $2,500 for unlimited sales users. Note: this post was originally published on the WebMarketCentral blog in September 2009.

Forrester and IDC think Sales Enablement is a Big Deal. and We Agree!

The ROI Guy

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. Sales Enablement Defined What is Sales Enablement? Why such a sudden rush to address sales enablement? April 2009).


Using Content to Move Prospects Forward in the Sales Cycle

Industrial Marketing Today

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Your online content needs to play a much more active role in moving site visitors along in his/her buy decision.

B2B Websites: To Publish Prices, Or Not To Publish…That Is The.

Industrial Marketing Today

ThomasNet study, 2006) For IT solutions in excess of $50,000, the most wanted data in the early stage awareness was price ( Source: Joint study done by MarketingSherpa and Enquiro , 2007) Today, a majority of industrial buying decisions begin online. Copyright © 2010 Tiecas, Inc.

6 Tactics For Overcoming The High Cost Of Clicks In B2B PPC

delicious b2bmarketing

MEMBER LOGIN > | BECOME A MEMBER > Column: Strictly Business 6 Tactics For Overcoming The High Cost Of Clicks In B2B PPC Jun 8, 2010 at 9:05am ET by Andy Komack For anyone involved in marketing their B2B companies via paid search, it’s painfully obvious that the cost of clicks can be prohibitively high. In the last MarketingSherpa Search Marketing Benchmark Guide (2009), data indicated that the average CPC for B2B lead generation efforts was $3.33, vs. $0.78


Can Industrial and B2B Marketers Learn Creative Problem Solving.

Industrial Marketing Today

by Achinta Mitra on July 20, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing , Sales Strategies To be successful in industrial and B2B marketing, one has to engage with prospects and customers in a meaningful manner.

B2B Lead Generation Blog: Sales and Marketing as a Team: Five Tips to Improve Performance

B2B Lead Generation Blog

Likewise, the harmonious interaction of sales and marketing is crucial. If they are askew and going in dissimilar directions, sales and marketing will not empower a successful complex sale or sales lead strategy. Connect sales and marketing metrics together.

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Evidence of this shift can be found in IDC’s 2010 Customer Experience Survey.

B2B Lead Generation Blog: New Cartoon Series Depicts "Sales Lead Hell"

B2B Lead Generation Blog

« Better Sales and Marketing Integration | Main | Telemarketing is the top lead generation tactic » New Cartoon Series Depicts "Sales Lead Hell" Building off my last post, I wanted to share something fun. a new cartoon series by MarketingSherpa called "Sales Lead Hell."

Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

The ROI Guy

Tuesday, September 28, 2010 Do White Papers Still Engage? The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or engaging with prospects to advance the buying cycle? ► February (8) Boost Sales 10% with an Investment in Sales Enable.

2 Mistakes that Cause Content Syndication to Fail

delicious b2bmarketing

The common thread amongst these complaints is lack of 1) sales satisfaction and 2) lead quality. So what is it about some content syndication programs that create leads that sales reps don’t want?

B2B Lead Nurturing in 2010

Modern B2B Marketing

As we move closer to 2010, New Year’s resolutions are top of mind. The need for lead nurturing is significant: As many as 80% of B2B leads received are not ready to buy, according to consultancy Rain Today. But how about the large percentage of leads in between those who are ready to buy and those who never will? The right processes must be put in place to nurture and develop relationships with this group so they don’t fall in the crack between marketing and sales.

Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

The ROI Guy

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

Tom Pisello: The ROI Guy: Net Present Value (NPV) Savings Defined

The ROI Guy

Thursday, August 05, 2010 Net Present Value (NPV) Savings Defined NPV Definition: The sum that results when the discounted value of the expected costs of an investment are deducted from the discounted value of the expected returns. Your Sales & Marketing Ready to Do Business with F.