• GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 21, 2015
    [2010, Persona] 33 Inspiring B2B digital marketing case studies
    Here we go: CONTENT MARKETING ADP : Developed a content marketing campaign to connect and engage with their target audience on a ADP solution using white papers and a diagnostic assessment tool. DEMANDBASE : A B2B marketing cloud, helped B2B marketers make the right content technology investment by using a white paper, infographic, webinar, Slideshare and a live presentation to spotlight tools that can maximize the power of content.
  • LEADERSHIP  |  TUESDAY, DECEMBER 2, 2014
    [2010, Persona] 10 Tips to Plan B2B Content Marketing and Maximize Lead Generation
    MarketingSherpa offers a detailed case study but here’s a snapshot of the results—since embracing a content marketing strategy in 2010, the company has seen: 400% increase in site traffic in the past two years. 35% of monthly leads generated from paid ads promoting infographic and white paper content — up from 5% two years ago. Think short, simple, uncomplicated videos that are customized to various industries and personas that your target audience represents.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 23, 2014
    [2010, Persona] A New Framework for Sales Enablement
    No: In a 2010 blog post, Forrester’s Scott Santucci described the struggle an executive roundtable composed of VP-level sales and marketing executives representing 16 blue-chip companies had to define the term, way back in 2008. As of 2010, they’d determined that –. Your playbook will include the key resources that the Sales team needs to increase sales productivity including customer personas, content, messaging & positioning statements and collateral.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 19, 2012
    [2010, Persona] Purchases are fun, but…….they don’t move the business needle
    When used primarily as an email engine, adoption is “probably more than 50% (DemandGen Report, October 5, 2010). Buyer personas – interview your customers and prospects. Using the blog, eBooks, white papers, webinars, videos and other programs, keep publishing. Marketing buyer personas content marketing Find New Customers lead-generation lead-nurturing management-best-practices marketing-campaigns social media
  • FEARLESS COMPETITOR  |  SATURDAY, JANUARY 14, 2012
    [2010, Persona] 6 Tips For Building a High Quality Blog Following
    This blog for the B2B lead generation company Find New Customers is written by an experienced, polished blogger – and it’s all new for 2012 In fact, this author, Jeff Ogden, President and Founder of Find New Customers was recently featured in a white paper entitled “ B2B Blogging Trends in 2011 ” We liked this post at Mashable with consumer oriented blog tips and feel we could update it for B2B sellers. Check out the Mad Marketing Show on Buyer Personas.)
  • FEARLESS COMPETITOR  |  MONDAY, MAY 23, 2011
    [2010, Persona] Conclusions from study: Sales Speaks – Perceptions and Ponderings on Marketing Leads
    Only 50% of salesreps made quota in 2010 and in 42% of companies, fewer than 1/2 made quota. Action Item : Learn about B2B Lead Generation (Our white paper, How to Find New Customers ; Our Education page , or the book eMarketing for the Complex Sale by Ardath Albee.). B2B salespeople struggle mightily today. Are we willing to help? According to SiriusDecisions , over the last 4 years, sales quotas increased 33%, while quota achievement dropped by 25%.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 22, 2011
    [2010, Persona] 4 BtoB Marketing Action Items for 2011
    Download and read the white paper How to Find New Customers. This provides even more depth that the previous white paper so you can dive even more deeply into key topics. Please note: Most companies raised sales quotas in 2010 (as per CSO Insights), but IMHO raising quotas does not increase revenue. Your great white paper on business to business lead generation , How to Find New Customers was a huge help.
  • FEARLESS COMPETITOR  |  SUNDAY, MARCH 6, 2011
    [2010, Persona] Sunday thoughts
    Look at this list of challenges for Chief Marketing Officers (CMOs): When almost 8 out of 10 CMOs say generating high quality leads is a problem – and it has increased since 2010, it is a BIG problem. Follow Jeff on Twitter or download the free white paper on lead generation. Just got back from the Aprimo Marketing Summit. Great event. Great speakers. Great hotel room too (with a great ocean view).
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 16, 2011
    [2010, Persona] Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads
    Source: MarketingSherpa B2B Marketing Benchmark Study, August 2010 of 297 CMOs. You really fix the problem, you’ll need deep buyer personas, content marketing, lead nurturing, lead scoring and more. Follow Jeff on Twitter or download the free white paper on lead generation. “The vast majority of CMO’s in the study indicated that generating high quality leads is their top challenge.
  • THE ROI GUY  |  TUESDAY, FEBRUARY 15, 2011
    [2010, Persona] Tom Pisello: The ROI Guy: Updated Alinean Social Media ROI.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • THE ROI GUY  |  MONDAY, FEBRUARY 14, 2011
    [2010, Persona] Tom Pisello: The ROI Guy: Social Media ROI a Requirement for 2011
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • THE ROI GUY  |  TUESDAY, JANUARY 25, 2011
    [2010, Persona] Tom Pisello: The ROI Guy: Diametrically Opposed Forces: Selling.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • THE ROI GUY  |  THURSDAY, JANUARY 20, 2011
    [2010, Persona] Tom Pisello: The ROI Guy: New TCO Calculator: EMC SMB Virtual.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • THE ROI GUY  |  MONDAY, JANUARY 17, 2011
    [2010, Persona] Tom Pisello: The ROI Guy: Value Selling Tools and the Buying Lifecycle
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • THE ROI GUY  |  MONDAY, JANUARY 10, 2011
    [2010, Persona] Tom Pisello: The ROI Guy: Let the Good Times Roll? IT Spending on.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. IT Spending on the Rise, But Executives Remain Economic-Focused A recent IT spending survey from Forrester confirms that 2010 remained a tough year for IT. White Papers are Influence Kings, But Need Persona.
  • B2B MARKETING ZONE POSTS  |  TUESDAY, JANUARY 4, 2011
    [2010, Persona] Top 111 B2B Marketing Posts and 34 Hottest Topics for 2010
    Here it is - the very best posts and the hottest topics for 2010. 50 (of the) Best Twitter Guides, Stats, Tips and Tools of 2010 (So Far) - Webbiquity , October 5, 2010. Ten reasons to blog – even if nobody reads it - grow - Practical Marketing Solutions , November 7, 2010. Marketing Genius Blog , May 25, 2010. How to Calculate Social Marketing ROI - Paul Gillin , June 24, 2010. Vital statistics for every B2B marketer - Earnest about B2B , March 16, 2010.
  • THE ROI GUY  |  THURSDAY, DECEMBER 23, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: CIO Priorities for 2011 Indicate.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • SAVVY B2B MARKETING  |  MONDAY, DECEMBER 20, 2010
    [2010, Persona] B2B Marketers: Are Your Glasses Half Empty or Half Full?
    And it starts with developing buyer personas, defining qualified leads, and developing lead-scoring criteria. Tap into your audience for real-time insight into industry trends, along with feedback on product features and names, white paper and webinar topics, and more. Limiting the scope of your thought leadership initiatives to keynote speeches and white papers. Lots of marketers seem overwhelmed by everything that now falls under their purview.
  • THE ROI GUY  |  THURSDAY, DECEMBER 9, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Seeing ROI in the Cloud?
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Thursday, December 09, 2010 Seeing ROI in the Cloud? White Papers are Influence Kings, But Need Persona. Do White Papers Still Engage?
  • SAVVY B2B MARKETING  |  THURSDAY, DECEMBER 9, 2010
    [2010, Persona] One Tech Marketer’s Approach to Lead Nurturing: Interview with Pete Marino of D-Link Networks
    In October 2010, TechTarget hosted the Online ROI Summit focused on helping tech marketers understand how to identify, nurture, and convert prospects. Plus, we had to focus on a single persona due to our nurturing budget. Describe your process for developing ideal customer profiles/personas. The key is that you can’t guess in order to develop personas – you need to assess your sales history and customer base.
  • THE ROI GUY  |  MONDAY, DECEMBER 6, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? White Papers are Influence Kings, But Need Persona. Do White Papers Still Engage?
  • B2B MARKETING ZONE POSTS  |  WEDNESDAY, DECEMBER 1, 2010
    [2010, Persona] Top 60 B2B Marketing Posts and Hottest Topics November 2010
    Ten reasons to blog – even if nobody reads it - grow - Practical Marketing Solutions , November 7, 2010 Building an engaged community through a business blog can be extremely difficult — sometimes impossible. Social Media in B2B Marketing - Survey Results - Everything Technology Marketing , November 16, 2010 The B2B Technology Marketing Community on LinkedIn conducted a survey earlier this year to explore the rapidly changing landscape of social media in the context of B2B marketing.
  • THE ROI GUY  |  MONDAY, NOVEMBER 29, 2010
    [2010, Persona] Five Reasons You May Not Be Spending Enough on Content Marketing
    For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues. Evidence of this shift can be found in IDC’s 2010 Customer Experience Survey. Published: September 15, 2010, [link].
  • TOM PISELLO  |  MONDAY, NOVEMBER 29, 2010
    [2010, Persona] Five Reasons You May Not Be Spending Enough on Content Marketing
    For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues. Evidence of this shift can be found in IDC’s 2010 Customer Experience Survey. Do White Papers Still Engage?
  • AMBAL'S AMUSINGS  |  TUESDAY, NOVEMBER 23, 2010
    [2010, Persona] Killer Questions to Ask Before Starting a White Paper Project
    How can you create a white paper that serves it purpose - create high quality leads, provide useful information to potential customers etc. Well, like Stephen Covey said, "You begin with the end in mind" We asked our panel of white paper experts "W hat are the 3 key questions you ask before starting a white paper project? Jonathan Kantor is 14-year white paper marketing veteran. Generating More Leads with Video White Papers.
  • THE ROI GUY  |  THURSDAY, NOVEMBER 18, 2010
    [2010, Persona] How Do You Get Started in Content Marketing?
    This will include an understanding of what white papers, opinion posts, product data sheets and case studies already exist and could be leveraged, and most importantly, will highlight what is missing. Some pivot points could include: Persona (the particular targeted buyer segment the content aims to address) Type of content (opportunity, technical, business case, competitive comparison, testimonial / reference, etc.)
  • TOM PISELLO  |  THURSDAY, NOVEMBER 18, 2010
    [2010, Persona] How Do You Get Started in Content Marketing?
    Thursday, November 18, 2010 How Do You Get Started in Content Marketing? This will include an understanding of what white papers, opinion posts, product data sheets and case studies already exist and could be leveraged, and most importantly, will highlight what is missing. Tom’s latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • SAVVY B2B MARKETING  |  FRIDAY, NOVEMBER 5, 2010
    [2010, Persona] Savvy Week in Review - November 5
    The Design of Buyer Experience by @TonyZambito Buyer persona expert, Tony Zambito, describes the significant shift in mindset that B2B organizations must adopt to attract and retain customers over the long term. 9 Indispensible B2B Social Media White Papers – by @ AdamHoldenBache via @smb2b A useful list of white papers and eBooks social media, content and search.
  • THE ROI GUY  |  THURSDAY, NOVEMBER 4, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC.
  • THE ROI GUY  |  FRIDAY, OCTOBER 22, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • THE POINT  |  THURSDAY, OCTOBER 14, 2010
    [2010, Persona] 21 Tips & Other Impressions from the Marketo User Summit
    Creating a content map that categorizes your content by buying stage and buying persona can help identify gaps in your content portfolio. Consider allowing the reader to preview a content asset (for example, a white paper) before downloading the entire item. Use multiple excerpts from your new white paper as blog posts (or tweets). Earlier this week, Marketo , the marketing automation company, held its second ever user conference in San Francisco.
  • ANNUITAS  |  WEDNESDAY, OCTOBER 6, 2010
    [2010, Persona] What Do You Need for Successful Nurturing?
    Developing various profiles that match the multiple buyer personas will enable your company to better engage with each one through your nurturing program. Every time a person took a marketing action (download of a white paper, filled out a form, registered for an event), they were entered into the CRM system as a new lead. In doing so, they also deleted buyer behavior data, taking away the ability to track any kind of buying process or persona.
  • INDUSTRIAL MARKETING TODAY  |  SATURDAY, OCTOBER 2, 2010
    [2010, Persona] High-Performance Email Marketing for Attracting and Engaging.
    Home Marketing Matters About Contact B2B Marketing Store Company Website High-Performance Email Marketing for Attracting and Engaging Industrial Buyers by Achinta Mitra on October 2, 2010 in B2B E-Mail Marketing , B2B Lead Generation , Industrial Marketing Strategies In today’s “do more with less” industrial marketing environment, email marketing continues to be a productive marketing tool despite all the reports about its declining effectiveness. Get Engineers Can Sell white paper now.
  • THE ROI GUY  |  TUESDAY, SEPTEMBER 28, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tuesday, September 28, 2010 Do White Papers Still Engage? Do White Papers Still Rule? It’s no longer good enough to have a one size fits all approach to white paper content.
  • MODERN B2B MARKETING  |  MONDAY, SEPTEMBER 27, 2010
    [2010, Persona] 15 Inspirational Quotes About B2B Marketing
    Ardath Albee : You’ve likely heard a lot about creating buyer personas. A persona is definitely a key component in helping you to create successful content marketing programs. This said, with this information you should also be able to recognize who is not a potential customer for your company – regardless of whether or not they downloaded your white paper or attended your latest webinar.
  • THE POINT  |  MONDAY, SEPTEMBER 20, 2010
    [2010, Persona] Q4 Marketing Budget: 4 Key Areas to Consider
    If you decrease your media spend and invest those same dollars in a new white paper, or analyst report, or industry survey, or podcast – you name it – it’s highly likely you’ll end up reaping a greater reward. Instead of a “one size fits all” nurturing strategy where everyone receives the same Webinar invitation every two weeks, consider multiple tracks targeted by vertical, job function, buyer persona, or stage in the selling cycle.
  • THE ROI GUY  |  FRIDAY, SEPTEMBER 17, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Leaders indicate Growing Investment in.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • THE ROI GUY  |  THURSDAY, SEPTEMBER 16, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Measure to Manage - Driving Sales.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Sources: IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010 Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., White Papers are Influence Kings, But Need Persona.
  • THE ROI GUY  |  FRIDAY, SEPTEMBER 10, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: IT Budgets into 2011 - Robbing Peter to.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Friday, September 10, 2010 IT Budgets into 2011 - Robbing Peter to Pay Paul? in 2010, essentially flat in 2010. White Papers are Influence Kings, But Need Persona.
  • THE ROI GUY  |  THURSDAY, SEPTEMBER 9, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Forrester announces Sales Enablement.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • AMBAL'S AMUSINGS  |  THURSDAY, SEPTEMBER 9, 2010
    [2010, Persona] How to write lead generating white papers?
    White papers are powerful sources of lead generation. We asked our panel of white paper experts "What are the top 2 components of a white paper that is most effective to generate leads?" Jonathan Kantor is the principal and founder of The Appum Group, " The White Paper Company ", and has been producing commercial white papers for the past 11 years. He is also the author of the White Paper Pundit blog.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, SEPTEMBER 3, 2010
    [2010, Persona] Content Auditing and Mapping it to the Industrial Buy Cycle
    Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.” There is plenty of information out there about buyer personas. Read The Anatomy of a Great Web Persona by Brian Massey.
  • SAVVY B2B MARKETING  |  THURSDAY, AUGUST 19, 2010
    [2010, Persona] B2B Microsites: Driving Awareness and Leads - An Interview with Phillip Lin of FireEye
    In May 2010, FireEye launched a microsite – ModernMalwareExposed.org – aimed at educating prospects and customers about risks associated with malware. The one we conducted in early 2010 with the help of KJR Associates was our first. With an educational goal in mind, it was natural to create a microsite offering a diversity of content in several formats, such as podcasts, video, eBooks, and white papers.
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 17, 2010
    [2010, Persona] Savvy Roadtrip - White Papers
    The Savvy B2B marketing roadtrip began with White Papers. The six Savvy Sisters met when we were all participants at a White Paperseminar. It should come as no surprise that we have as a group written much collective wisdom about white papers from our journey ever since. 8 Ways to Make Key Points in Your White Papers Stand Out Even though you pore over every word in your white paper, readers are likely going to skim to get ket points.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, AUGUST 17, 2010
    [2010, Persona] The Twofold Benefit of Optimizing Marketing Content
    Home Marketing Matters About Contact B2B Marketing Store Company Website The Twofold Benefit of Optimizing Marketing Content by Achinta Mitra on August 17, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Strategies , Search Engine Optimization (SEO) Online optimization is usually associated with natural or organic search engine optimization (SEO). This white paper aims to change that perception of them. Copyright © 2010 Tiecas, Inc.
  • THE ROI GUY  |  THURSDAY, AUGUST 5, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Risk-Adjusted ROI Defined
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • THE ROI GUY  |  THURSDAY, AUGUST 5, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Net Present Value (NPV) Savings Defined
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • THE ROI GUY  |  THURSDAY, AUGUST 5, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Return on Investment (ROI) Defined
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • THE ROI GUY  |  WEDNESDAY, AUGUST 4, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Can a Value Selling / Marketing Program.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business? d=222693735895213178 Metrics / Research Source: IDC | Alinean 2010 Posted by Tom Pisello at 5:27 PM Email This BlogThis!
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 3, 2010
    [2010, Persona] Content Marketing = Sales $, otherwise, don’t do it
    But most of it, I think, misses the mark of delivering revenue because of five key flaws: They lack deep buyer personas. He’s also the author of three highly acclaimed lead generation and sales white papers, How to Find New Customers and Definitive Guide to Making Quota , and Moving from Transactional to Conversational Email , as well the e-book, Prospect Driven Marketing and holds a BBA in Marketing from the University of Notre Dame.
  • B2B MARKETING ZONE POSTS  |  TUESDAY, AUGUST 3, 2010
    [2010, Persona] Top 47 B2B Marketing Posts - Hot Topics Ning and Facebook - July 2010
    July 1, 2010 to July 31, 2010. The 20 craziest things you can do on Twitter - grow - Practical Marketing Solutions , July 7, 2010 OK, we’ve heard all the great business success stories about connecting and learning through Twitter. Marketing Dashboard: Active Discovery - Digital Body Language , July 27, 2010 One of the most valuable areas to gain an understanding of is the current state of how your prospects actively discover your company and your solutions. July 2010.
  • HUBSPOT  |  MONDAY, AUGUST 2, 2010
    [2010, Persona] 8 Steps to Build An Inbound Marketing GamePlan
    The Inbound Marketing GamePlan was first introduced by PR 20/20 in January 2010 as a free eBook download. Buyer persona profiles. Quarterly content marketing calendar , including: prioritization, budgets, abstracts and timelines for blog posts, case studies, videos, white papers, eBooks, webinars, articles and more. Social media dashboard of priority forums, groups, networks and blogs for target industries and buyer personas.
  • THE ROI GUY  |  THURSDAY, JULY 22, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: ShoreTel And Alinean Launch Online TCO.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.
  • AMBAL'S AMUSINGS  |  THURSDAY, JULY 22, 2010
    [2010, Persona] Does your B2B Marketing have Consistent Messages?
    A messaging storyline for a marketing strategy is a documented approach to address the informational needs of each buying segment (persona), at each stage of the buying process in relation to the problems your offerings address. To get started, answer the following questions for each persona addressing one specific problem: Why should they solve the problem? As you complete this exercise for different personas, you’ll begin to see similarities and differences.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 19, 2010
    [2010, Persona] Thought Leader Interview #10 – the Leadsloth Jep Castelein
    As part of my 7-step methodology, I recommend you segment your audience, develop a detailed persona for each segment, and then create compelling content for each of these segments. Our goal is to bring you insights from the smartest people in B2B Marketing today. I’m excited about this interview. This time w e interviewed a sharp guy in marketing — Jep Castelein, better known as LeadSloth , “Smart Ideas for Lazy Marketers&#.
  • NUSPARK  |  SATURDAY, JULY 17, 2010
    [2010, Persona] Set the Record Straight: Marketing Automation vs. Email Programs
    In this space, there has recently been a multitude of white papers, ebooks, case studies, and webinars pushing the technology, hoping a key executive finally says to the boss- “I suppose we should look into this.&# As he/she should. By reviewing the activity of your leads via Marketing Automation dashboards, you’ll know if your quality leads viewed webinars, downloaded which white papers, viewed which pages on your site, and responded to which offers.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 15, 2010
    [2010, Persona] The most intimate of marketing channels – the smartphone
    He’s also the author of three highly acclaimed lead generation and sales white papers, How to Find New Customers and Definitive Guide to Making Quota , and a new one on email marketing, as well the e-book, Prospect Driven Marketing and holds a BBA in Marketing from the University of Notre Dame. It’s your best friend, as well as your worst enemy. You have it with you all the time.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 14, 2010
    [2010, Persona] The Era of the Specialist has Arrived
    Write an e-book or white paper? He’s an expert in demand generation and also the author of three highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , and a new one on email marketing, as well the e-book, Prospect Driven Marketing and holds a BBA in Marketing from the University of Notre Dame. Tags: Business relationships Buyer Personas Buying Process Demand Generation Leadership Lessons
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 13, 2010
    [2010, Persona] The Problem with Kids: How Your Products and Services are Truly Perceived
    This is why Ideal Customer Profiles , Buyer Personas and Mapping Content to the Buyer Variables (Title, Buying Stage, Industry) and Content Marketing are critical in business to business marketing today. Download the highly acclaimed and free white paper, How to Find New Customers. I adore my kids. Three boys – 17, 14, and 11. Great kids. Want to watch my videos or flip through our family photos? Of course not.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 12, 2010
    [2010, Persona] Lighten up Mr/Ms BtoB Seller
    Have someone write the ideas on a white board. And if you want a guide to the world of business to business demand generation , download the free white paper How to Find New Customers. Tags: Business relationships Buyer Personas Chief Content Officer Demand Generation Fearless Competitor Funny Lead Nurturing Lead Scoring Leadership Lessons Management best practices Marketing Marketing Automation Remarkable content lead generation Paul Gillin.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, JULY 9, 2010
    [2010, Persona] Don't Count on Marketing Automation to Solve All Your Lead.
    Home Marketing Matters About Contact B2B Marketing Store Company Website Don’t Count on Marketing Automation to Solve All Your Lead Generation Problems by Achinta Mitra on July 9, 2010 in B2B E-Mail Marketing , B2B Lead Generation , Industrial Marketing Automation , Industrial Marketing Strategies Some B2B marketers tend to think of Marketing Automation as the silver bullet that will solve their lead generation crisis. This white paper aims to change that perception of them.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 8, 2010
    [2010, Persona] Tell your marketing stories with analogies
    He’s an expert in demand generation and also the author of three highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , and a new one on email marketing, as well the e-book, Prospect Driven Marketing and holds a BBA in Marketing from the University of Notre Dame. Everyone talks about the need to integrate Sales and Marketing. In fact, it’s become too much beating of a dead horse at this point.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 2, 2010
    [2010, Persona] 60 Seconds with the Fearless Competitor – V8 “7 Seconds”
    He’s also the author of the highly acclaimed lead generation and sales white papers, How to Find New Customers and Definitive Guide to Making Quota , and he’s currently writing a new white paper on using email to drive sales leads entitled: Moving from Transactional to Conversational Email: New Ways to Use Email to Engage Prospective Buyers and Grow Sales. Tags: 5 CEO tips Action Items sales Business relationships Buyer Personas Leadership Lessons
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 1, 2010
    [2010, Persona] The 6 Marketing Keys Today
    He’s also the author of the highly acclaimed lead generation and sales white papers, How to Find New Customers and Definitive Guide to Making Quota , and he’s currently writing a new white paper on using email to drive sales leads entitled: Moving from Transactional to Conversational Email: New Ways to Use Email to Engage Prospective Buyers and Grow Sales. Here are my six keys to business to business marketing today.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JUNE 30, 2010
    [2010, Persona] The Millenials Are Here!!! Are You Relevant?
    Concrete definition of your buyer personas and a detailed CRM system with personal preferences is going to be a requirement to build successful long term relationships. Sending a brochure or white paper in the mail or even through email isn’t going to cut it for this generation. It happens to all of us eventually. Your youngest sibling or maybe that annoying kid down the street suddenly grows up and becomes an adult.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 29, 2010
    [2010, Persona] Believe Me – the Story-Telling Manifesto
    He’s also the author of the highly acclaimed lead generation and sales white papers, How to Find New Customers and Definitive Guide to Making Quota , and he’s currently writing a new white paper on using email to drive sales leads entitled: Moving from Transactional to Conversational Email: New Ways to Use Email to Engage Prospective Buyers and Grow Sales. One of my passions is helping B2B marketers leverage the power of great story-telling.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 22, 2010
    [2010, Persona] The All-Star Cast of Thought Leader Interviews
    Need a deep understanding of value, targets and personas. He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , as well the e-book, Prospect Driven Marketing (and he’s about to start on his third white paper) and holds a BBA in Marketing from the University of Notre Dame.
  • HUBSPOT  |  MONDAY, JUNE 21, 2010
    [2010, Persona] 7 Key Elements Of Great Business Content
    There are undisputed benefits to blogging — more indexed pages, inbound links, website visitors and social media reach — and tremendous lead-generating potential in ebooks, case studies, webinars, white papers and original reports. Buyer Persona Focused - Great c opy writing makes personal connections with readers. Copy n eeds to speak directly to buyer personas , address their pain points and bring value.
  • INDUSTRIAL MARKETING TODAY  |  SATURDAY, JUNE 19, 2010
    [2010, Persona] Creating Relevant B2B Marketing Content: Walk the Talk
    Home Marketing Matters About Contact B2B Marketing Store Company Website Creating Relevant B2B Marketing Content: Walk the Talk by Achinta Mitra on June 19, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing There is plenty of advice out there about engaging B2B and industrial buyers with relevant marketing content at every stage of the buying cycle. This white paper aims to change that perception of them.
  • SAVVY B2B MARKETING  |  THURSDAY, JUNE 10, 2010
    [2010, Persona] A 7-Step Framework for Developing A Promotional Strategy for B2B Content
    When you want to promote your latest eBook, white paper or any other offer, there are two things to consider: Where do you want to promote your offer. Your decision in this area is one of the determining factors to decide if you should require registration for your white paper or eBook. To hone in on important prospect details, I suggest creating a buyer persona. At Savvy B2B, we talk a lot about content creation, but content promotion is equally important.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 9, 2010
    [2010, Persona] Why’s that Ferrari collecting dust?
    He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , as well the e-book, Prospect Driven Marketing (and he’s about to start on his third white paper) and holds a BBA in Marketing from the University of Notre Dame. Tags: Content marketing Customer personas Demand Generation Easy lead generation Fearless Competitor Marketing Automation Remarkable content inbound marketing
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 9, 2010
    [2010, Persona] Marketing Automation Acceleration Package – our exciting new service
    Persona development and targeting – the better you know prospective buyers and how they buy, the more effective you become. He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , as well the ebook, Prospect Driven Marketing (and he’s about to start on his third white paper) and holds a BBA in Marketing from the University of Notre Dame. From $5,995 to $18,995 plus expenses.
  • B2B MARKETING ZONE POSTS  |  WEDNESDAY, JUNE 9, 2010
    [2010, Persona] Top 35 B2B Marketing Posts for May 2010
    May 2010. 9 Social Listening & Tracking Tools - Marketing Genius Blog , May 7, 2010 Here is a list of 9 social media tracking and monitoring tools. 11 Myths of Social Media Marketing - Webbiquity , May 24, 2010 Though social media marketing is rapidly advancing in terms of adoption and sophistication, many marketers and business executives still struggle with it. Is The White Paper Dead for B2B Marketing? Kill the white paper!” May 18, 2010.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 7, 2010
    [2010, Persona] Four Stages of Buying
    In this insight from the highly acclaimed white paper, How to Find New Customers , we explore a customer buying process. To learn more about buying processes and especially demand generation, please download the free white paper, H ow to Find New Customers. Tags: Buyer Personas Buying Process Management best practices Sales 2.0 How can salespeople win more often, despite tight budgets and well-educated buyers?
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 3, 2010
    [2010, Persona] How Lack of Marketing Content Can Derail Your Website Redesign Project
    Home Marketing Matters About Contact B2B Marketing Store Company Website How Lack of Marketing Content Can Derail Your Website Redesign Project by Achinta Mitra on June 3, 2010 in Content Marketing , Industrial Websites , Search Engine Optimization (SEO) , Website Design & Development What comes first – site content or site design? Don’t be persona non grata – take the time to really understand the persona of the target audience. Get Engineers Can Sell white paper now.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 3, 2010
    [2010, Persona] The big mistake most companies make in content marketing
    They have a Resources (or something like that) section on their website and it contains white papers, eBooks, webinars and the like. Their content’s not mapped to buyer personas or buying process stage – which renders it virtually useless. Tags: Buyer Personas Content marketing Customer personas Demand Generation Lead Nurturing Management best practices Marketing Marketing Automation lead generation marketing campaigns sales process
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 1, 2010
    [2010, Persona] Thought Leadership Interview #9 – Eric Goldman of Gossamar
    You essentially design a piece of content with the persona of your ideal prospect in mind, to provide the information which that person needs, at this precise moment in their buying-cycle. And then tempt the person with even more valuable information in the form of a take away (white paper, downloadable tools or videos), but for which the person is going to pay by giving his or her name or email address.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 27, 2010
    [2010, Persona] Gobbledy-Gook Words Don’t Work
    He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , as well the ebook, Prospect Driven Marketing (and he’s about to start on his third white paper) and holds a BBA in Marketing from the University of Notre Dame. This is a real company, believe it or not. They’re a West Coast technology firm that sells computer storage technology. Here’s how they describe their company on Linkedin.
  • SAVVY B2B MARKETING  |  TUESDAY, MAY 25, 2010
    [2010, Persona] What Savvy Marketers Can Learn From a Guy Who Spent $6 on Google AdWords
    “CIOs at manufacturing companies with fewer than 300 employees&# is a much better start, but even after deciding that much, it is a good idea to develop a fleshed out persona so that everyone along the marketing and sales chain knows at a glance who they are “talking&# to. About the author: Kate Headen Waddell is a strategic copywriter specializing in web copy, white papers, case studies, solution briefs and other B2B marketing tools.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 24, 2010
    [2010, Persona] “If We Build It, They Will Come”
    They need to develop buyer personas to attract interest. He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , as well the ebook, Prospect Driven Marketing (and he’s on his third white paper) and holds a BBA in Marketing from the University of Notre Dame.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 20, 2010
    [2010, Persona] A Better Way to Do Demand Generation – Outsource It!
    It takes time, but you need plans and to start with the foundation.For instance, one of the most important steps at the beginning is the development of buyer personas. Not only do we have a documented process, we know people like TenTon Marketing , who specialize in personas and content marketing. A couple of earlier blog articles tell the story: 7 out of 10 businesses say high quality leads is their top challenge (MarketingSherpa).
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 19, 2010
    [2010, Persona] 3 Tips for expanding to/from the USA
    You need to commission a study of the market — to develop ideal customer profiles, buyer personas and crank up lead generation activity — particularly, thought leadership, long before you staff up. Tags: Buyer Personas CEO Action Items Demand Generation Fearless Competitor International expansion Moving to US Lead Nurturing Leadership Lessons Management best practices Marketing Multinational management ideas lead generation marketing campaigns marketing funnel
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 18, 2010
    [2010, Persona] The One Thing EVERY Company Needs Today
    Joe also says, in his “30 Content Marketing Truths for 2010″ “ The Chief Content Officer is the CMO of the future. Create the position of Chief Content Officer reporting to the CEO and let her “own&# ALL content — website, blog, social networks, eBooks, White Papers, Webinars, Podcasts, Events, Direct Mail, Search Marketing, and Sales Messaging, etc. is a Chief Content Officer.
  • AMBAL'S AMUSINGS  |  WEDNESDAY, MAY 12, 2010
    [2010, Persona] Content Takes Center Stage
    We asked Stephanie Tilton "What are key marketing trends and predictions for 2010? What actions should marketers take in 2010?" " Stephanie Tilton is a seasoned white paper and case study writer who helps B2B companies advance the sales cycle by engaging prospects and customers. " Stephanie Tilton's Marketing Prediction for 2010. In 2010, organizations will increasingly deploy marketing automation tools.
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 11, 2010
    [2010, Persona] Thought Leadership Interview #7 – Scott Mersy of Genius.com
    We all know that any good marketing team is touching potential customers with multiple different tactics, media, and offers all the time – email, social media, webinars, white papers, google adwords, SEO, and on and on. Beyond leads generated, sales-ready leads generated, opportunities, or deals (revenue), marketers also need to look at things like: How many touches does it take for a certain type of customer (or “persona&# ) to become a customer?
  • SAVVY B2B MARKETING  |  TUESDAY, MAY 11, 2010
    [2010, Persona] How Much B2B Content is Enough?
    And the exercise of creating buyer personas can help get at those details. Buyer personas are often used to create an archetype of your ideal customer based on what you know of your current customer base and prospects. In a previous post , Michele listed many of the questions that you'll want to answer as you develop your personas. Does Your White Paper Have a Call to Action? (My
  • FEARLESS COMPETITOR  |  MONDAY, MAY 10, 2010
    [2010, Persona] Holy cow! Salespeople want QUALITY leads!
    To answer these challenges, B2B sellers MUST develop strong value propositions , create buyer personas , engage in content marketing , gently nurture leads over time, and score those leads to identify those ready to talk to sales. For more ideas on how to fix the problems of quality leads, please visit Find New Customers and check out our highly acclaimed white papers How to Find New Customers and The Definitive Guide to Making Quota.
  • THE ROI GUY  |  THURSDAY, MAY 6, 2010
    [2010, Persona] Tom Pisello: The ROI Guy: Alinean Powers Eight More B2B Assessment.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 6, 2010
    [2010, Persona] How to Conduct a Content Audit
    In my research I find many companies with content on their websites – white papers, e-books, webinars, etc. In order to do a Content Audit, you first need to gather a couple of items: Buyer Personas – deep insights on the people who buy your products and services. He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , as well the ebook, Prospect Driven Marketing.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, APRIL 30, 2010
    [2010, Persona] 7 “Rs” for B2B Marketing Content Planning
    Home Marketing Matters About Contact B2B Marketing Store Company Website 7 “Rs&# for B2B Marketing Content Planning by Achinta Mitra on April 30, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies [This is a guest post by Ardath Albee and is a great follow up to my earlier post, Focus on Content in B2B Marketing and my own 5Rs for creating content ] Content is the fuel for eMarketing. This white paper aims to change that perception of them.
  • FEARLESS COMPETITOR  |  FRIDAY, APRIL 30, 2010
    [2010, Persona] 60 secs with the Fearless Competitor – Buyer Personas
    Episode 1: How to Fish Where the Fish Are — Buyer Personas. He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , as well the ebook, Prospect Driven Marketing and holds a BBA in Marketing from the University of Notre Dame. Tags: Customer personas Demand Generation Lead Nurturing lead generation marketing campaigns marketing funnel sales process sales-ready leads
  • FEARLESS COMPETITOR  |  WEDNESDAY, APRIL 28, 2010
    [2010, Persona] What Makes (and Ruins) Great Company Stories
    Start with deeply knowing the buyers of your products and services, what I term your customer personas. He’s also the author of two highly acclaimed white papers, “ How to Find New Customers” and the “ Definitive Guide to Making Quota,” as well the eBook, “Prospect Driven Marketing.”. By Vistage speaker Jeff Ogden (And posted to the Vistage Village too). Does your company convey a remarkable story about its products or services?
  • FEARLESS COMPETITOR  |  WEDNESDAY, APRIL 21, 2010
    [2010, Persona] 8 Essential Elements of Demand Generation
    Here are eight key elements of B2B demand generation: Clear target market with personas. There’s an excellent article on buyer personas at WebInkNow , the blog by David Meerman Scott, entitled “ How Well Do You Know Your Buyer Personas ?&# (See Luke and Anya in the center of the picture at left.). To learn more about demand generation, please download the free white paper, How to Find New Customers.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 19, 2010
    [2010, Persona] 5 Tips for Developing Strong Buyer Personas
    Buyer Personas are the foundation of great B2B marketing. Without personas, you simply cannot be great at demand generation. Personas are needed to tell you where to launch your campaigns, what topics to cover, what content you need, etc. To understand why personas are so important, refer to my earlier blog post, Personas are Critical, Mr/Mrs CEO. “ Those are NOT personas. Personas are an endless quest for perfection.
  • FEARLESS COMPETITOR  |  THURSDAY, APRIL 15, 2010
    [2010, Persona] Random acts of marketing (Why you need outside help)
    She was very interested in what I shared about Value Propositions , Buyer Personas and Universal Lead Definitions. Without Buyer Personas , a marketing organization cannot engage in Content Marketing or develop Lead Nurturing programs to engage prospective buyers. He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , as well the ebook, Prospect Driven Marketing.
  • FEARLESS COMPETITOR  |  WEDNESDAY, APRIL 14, 2010
    [2010, Persona] Inside the Mind of the B2B Buyer – New Paths to Purchase
    Reality : Over 9 out of 10 buyers consumed content on their way to purchase — especially white papers, eBooks, webinars, podcasts, and more and more, video clips. To compete today, you need great content well-mapped to buyer personas. To learn about buyer personas, read this article by David Meerman Scott, Chairman of HubSpot and author of many books in his article “ How Well Do You Know Your Buyer Persona s.&#.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 12, 2010
    [2010, Persona] “We need to be ‘world-class’ in demand generation”
    Buyer personas — What makes them tick? See Personas are critical, Mr./Ms. Jeff Ogden’s President of Find New Customers “ Lead Generation Made Simple. ” He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , as well the ebook, Prospect Driven Marketing. Recently had a long chat with the Chief Marketing Officer of a $100MM software firm, who said those very words to me.
  • FEARLESS COMPETITOR  |  FRIDAY, APRIL 2, 2010
    [2010, Persona] Personas are critical, Mr./Ms. CEO
    white papers. Before you have the tactics discussion… Develop personas of your prospective buyers. Develop personas like this, Mr./Ms. Do you have personas like this? He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota , as well the ebook, Prospect Driven Marketing.
  • SAVVY B2B MARKETING  |  WEDNESDAY, MARCH 31, 2010
    [2010, Persona] Buyer Personas: How to Deliver Relevant Content to B2B Buyers
    Of the 250 B2B marketers surveyed between June 2009 and January 2010 for the Executive Benchmark Assessment , less than half (46%) have developed buyer personas. I wrote recently about the value of developing buyer personas , giving the example of how they can help shape content to make it more relevant to prospective buyers. And that's where buyer personas come into play.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 30, 2010
    [2010, Persona] My thought leadership interview at Marketo
    I decided to pen the white paper, How to Find New Customers , which Marketo generously sponsored. Marketo) In your white paper, How to Find New Customers , you discussed the ever-changing buying process. Jeff) I believe it is more important than ever for businesses to develop deep buyer personas and really get inside the minds of their prospective buyers. Go back to developing that deep understanding of buyer personas.
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