ViewPoint

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

ViewPoint

Even in companies with a TAM in the many thousands, there are key accounts and current customers that can be segmented for ABM applications while leaving the remainder of the marketplace to the normal marketing automation applications.

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing

ViewPoint

B2B Marketers Benefit from Customer Reviews. The best place for them to get this confirmation is from product or service reviews from satisfied customers. Learn the best ways to identify and request customer reviews.

Trending Sources

PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

ViewPoint

Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management. I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group.

PowerViews with Dave Munn: The Transformed Marketing Organization

ViewPoint

and notes how transformation has been driven by marketing budgets reaching new lows in 2009 and 2010: “Marketing, rather than just trying to do more with less, had to do something differently and had to transform.”.

New Response Databases - Valuable Resource for B2B Marketers?

ViewPoint

Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies. Have a look at the reports here: 2009 and 2010.

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

An exception is when you have a lot of customers, and want to use the Marketing Automation system to cross-sell and up-sell. Needless to say, Marketing Automation software is very popular today.

Is social media effective for B2B lead generation?

Sales Lead Insights

Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now.

Rick Short Explains How to Turn Staff Into Prolific Bloggers

delicious b2bmarketing

This, theoretically, delivers customer contacts on targeted topics-leading to increased sales, as well as insight into future opportunities (technologies, developments, etc.). It also delivers our customers a sophisticated source of support.

5 Steps for Brainstorming Your Marketing Plan

B2B Marketing Traction

Invite others who deal with your customers, including customer service, product development, sales, distributors and possibly suppliers or strategic alliance partners. Tweet. One of the most fun aspects of marketing planning can be brainstorming.

Plan 37

Ensighten Transforms Web Tags into Rich Customer Data

Customer Experience Matrix

Looking back once more at last month’s post on the future of marketing data , you may recall that I briefly mentioned the intriguing rise of Web tag management systems as platforms to integrate customer data. million to support its stated mission of “capturing and serving up real-time, 360-degree customer insight to all of their [customers’] enterprise applications.” Sounds like a Customer Data Platform to me.

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?

Help 36

Top 20 CRM Blogs of 2009

B2B Lead Generation Blog

Think Customers: the 1 to 1. Social Customer Manifesto - Chris. Customer Insider - Graham. Read Forecasting Clouds' Top 20 CRM Blogs of 2009 Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability and frequency of posting. I'm honored to have been included on the list. As I read over the list of blogs, I discovered some new ones worth reading along with a number of bloggers I already follow.

B2B Marketing | Business to Business Marketing Information Portal

delicious b2bmarketing

B2B Marketing News SMEs flock to BT Tradespace 10 June 2009, 11:30 GMT BT Tradespace has announced 400 per cent year-on-year growth. Reed Smith selects Concep Fujitsu eyes top prospects Orange digitises customer magazine View more news From audience selection to results analysis and strategy refinement , data has the greatest potential to increase your marketing effectiveness – but its also the hardest for B2B marketers to get right.

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.

Top Automated Marketing Personalization Tactics

Anything Goes Marketing

This is important : Besides all of the technology out there that can make this process easier, it’s important to keep in mind that the goal is to create engaging experiences for your customers and potential customers so that they will respond and ultimately purchase your products and services. You should make the customer feel that you are carrying on a conversation from where it left off last time – not starting all over again.

On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

Define that problem from your customer's perspective. The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful. Ardath's post gives some useful ideas on how we can better connect by thinking, "like your prospects do when they set out to solve a problem. One step leads to another.and another."

Lead 38

Lead Generation Checklist - Part 2: Sales and Marketing – One Team

B2B Lead Generation Blog

Your organization’s way of selling and marketing must confirm to the customer’s buying process, driven by a clear understanding of both the needs and the impact of those needs on both the company and your customers. Keep in mind that each customer will have a slightly different buying process. Be sure to create value for the customer throughout the process. I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’

B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

Stephanie describes herself as a customer advocate who, through her work with email performance company Return Path , helps marketers reach the inbox and connect with prospects and customers via email and social marketing. This study tracks with Return Path’s Deliverability Benchmark Report on the first half of 2009, which is based on the data Return Path manages for ISPs and corporate system administrators. Treat prospects differently from customers.

Email 22

Top 10 Triggered B2B Email Marketing Campaigns

Anything Goes Marketing

One of the themes for marketers in 2009 is “doing more with less”. It’s at times like this when you need a bounce in your step and powerful tools that will make it easy to keep you engaged with customers and prospects but allow you to leave work at a reasonable hour.

Gainsight Gives Customer Success Managers a Database of Their Own

Customer Experience Matrix

I had a conversation last week with a vendor whose pitch was all about providing execution systems with a shared database that contains a unified view of customer information from all sources. That could easily be pure fluff – doesn’t every company contribute to its customers’ success? –

Interviews and Content Marketing - Ambal Balakrishnan

B2B Marketing Zone Posts

Some other bits of background about Ambal: Ambal’s book “Content Marketing Tweets: Bite sized tips on creating compelling content your customers and prospects will love&# will be published in late 2009. Social Media (including blogging, twitter etc) is about building trust and relationships with our prospects, customer and community.

Launch International - Marketing for Technology Companies: Sales Enablement for Technology Companies

delicious b2bmarketing

See Samples We focus on marketing for sales enablement —we are experts at building the messages and tools that help salespeople close business faster and customers buy from you. The worlds largest and most successful technology companies arm their direct and indirect sales organizations with marketing, sales enablement and sales tools developed by Launch International.

Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

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 ".

Email 21

My List of Demand Generation Vendors, and Who They Sell To

Customer Experience Matrix

The vendors are divided into four categories based on my understanding of their target customers. One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue.

Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

So click here to find out whether they changed my mind… Read more… Stan Woods | June 16th, 2009 | one comment The Content Marketing Workbook It’s here. Read more… Doug Kessler | June 11th, 2009 | 3 comments Choose your patients carefully The most respected surgeons in the world have the best survival rates. We… Read more… Neil Stoneman | May 8th, 2009 | 4 comments Why we steal from our clients. Case studies and customer testimonials.

View 12

Getting Your First 100 Customers: Strategies That Work

B2B Marketing Insider

Ok I realize I usually and generally deal with and write about brands that are way beyond their first 100 customers. Anyone with experience with startup companies and sales and marketing knows how hard it can be to engage those first 100 customers.

Work 64

American Business Media - Research & Marketing

delicious b2bmarketing

How Twitter Amplifies a Customer Attack

Paul Gillin

The following is an excerpt for the forthcoming book, Attack of the Customers: Why Critics Assault Brands Online and How to Avoid Becoming a Victim , by Paul Gillin and Greg Gianforte. It’s also established the popular microblog service as a prime channel for customer complaints and a favored tool of the critics we call “Casual Complainers.” For a problem affecting multiple customers, consider creating a unique hash tag for updates.

How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

In my definition for this post, I’m referring to a process that automatically delivers highly targeted emails to prospects or customers in a specific time frame via a marketing automation platform. Are any of you out there new fathers? How about new parents?

The Fun Theory: How to Change Behavior

The Effective Marketer

How are you changing your customers and your prospects behavior? This entry was posted on Monday, November 30th, 2009 at 8:00 am and is filed under Communication , Marketing Strategy , Social Media.

A Customer-Centric Approach to Sales Intelligence

HG Data

This is a competitive market, so how have you designed RelPro to deliver such great results for customers? We are thrilled to be recognized, especially by our customers because, at the end of the day, that’s who we work for.

Sales 11

Is Social Media Wasted on PR Agencies?

The Point

educate, cultivate, and nurture existing customers and prospects. First, let’s get this out of the way: I know some very smart people in the PR field. Yes, some of my best friends are PR people. But good grief. I’m ready to conclude that many PR agencies don’t really get it when it comes to social media. Either that, or they’re just choosing to frame the discussion in such a way as to greatly limit the potential of their clients’ social media initiatives.

PR 9

ClickInsights: What was your "Aha" moment in 2009? - Part 2

Ambal's Amusings

I have invited our Panel of B2B Marketing Experts to reflect on 2009 and answer the following question: What was your aha moment in 2009 ? Get Customers. B2B Lead Generation Benchmark Study 2009. Customer interviews can help with understanding the true impact of issues.

ClickInsights: What was your "Aha" moment in 2009? - Part 1

Ambal's Amusings

I have invited our Panel of White Paper Experts to reflect on 2009 and answer the following question: What was your aha moment in 2009 ? Since I’ve started a Twitter presence in February 2009, I have been able to build a 4000+ following relatively easily.

Eight reasons to monitor social media and a list of tools for doing it

Chris Koch

Social media monitoring is a way to figure out what’s being said about your brand and reveals opportunities for engaging in conversations with customers and influencers. Furthermore, a vanity search cannot distinguish whether what’s being said about your brand is coming from a blogger with 2000 readers that include your most important customers or from a grad student whose RSS feed goes to his Mom.

Why marketers must become the new publishers

Chris Koch

Marketers need to talk to subject matter experts inside the company, influencers outside the company (analysts, academics, bloggers, journalists), and customers. Marketers need the same feedback from customers and from salespeople. One of the great trends were seeing at ITSMA is increased automation of the lead process. It’s great because the software acts as a battering ram for alignment between marketing and sales.

Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

The attraction to vendors like Marketo and Eloqua is quite clear: they can expand the size of their installations by serving new customers within existing clients. Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. But I expect the sales automation vendors to take the business for themselves.

Delighting People in 140 Characters: An Inside Look at JetBlue's Customer Service Success

Hubspot

We call ourselves a customer service company that happens to fly planes," Laurie Meacham says. Laurie''s been at JetBlue for over eight years now and has spent the last two as Manager of Customer Commitment. How JetBlue Uses Twitter for Customer Service.

Three ways to turn client email into new business value

grow - Practical Marketing Solutions

Back in the dark ages of 2009, I used to reply to all commission requests in the same way, regardless of the writing style of the client. He crafts words and pictures that help clients stand out online and reach their customers. By Mars Dorian, {grow} Contributing Columnist.

Email 52

Top B2B marketing posts for 2009 (hint: social media)

Chris Koch

I’m happy to say that traffic to my blog has quadrupled (I’ve gone from a D-list blogger to a C-list, I think) in 2009 thanks to you. Tags: Blogging Marketing Strategy Social Media Thought Leadership B2B marketing Customer Research Epiphany Stage ITSMA ITSMA Research Marketing ROI online community social media policy social media strategy Who says B2B marketers are lagging in social media? If they are out there, they aren’t reading this blog.