Remove 2011 Remove B2B Remove Business to Business Remove Lead Management

The crisis of buyer information in B2B and how to fix it

Chris Koch

Could it really be that someone I knew was trying to get hold of me? So, like a fool, I finally called back (the iPhone makes it so easy to do!). If you would like us to stop calling you press…”. Obviously, this is less of an issue in B2B than B2C.

7 reasons why social media success has nothing to do with social media

Chris Koch

This week I was asked to speak on a panel about social media to a group of B2B marketers in financial services. But when the panel was over, I realized something scary: Most of the success factors we wound up talking about had nothing to do with social media. They had to do with other things that companies have to do before they can successfully engage in social media. Social doesn’t happen in B2B without a culture change.

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What Was Your Favorite Part of Eloqua Experience?

Modern Marketing

by Jesse Noyes | Tweet this What was your favorite part of Eloqua Experience 2011? Whatever it was, we have plenty of ways to re-live the memories, again and again. Click here to view the embedded video. Click here to view the embedded video.

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The crisis of buyer information in B2B and how to fix it

Chris Koch

Could it really be that someone I knew was trying to get hold of me? So, like a fool, I finally called back (the iPhone makes it so easy to do!). With the kind of maddening irony that makes me flash on doing capital punishment-inducing physical harm to a fellow human, I heard a recorded voice say, “Thanks for calling back. If you would like us to stop calling you press…”. You should have seen what they did to doddering seniors’ life savings via the telephone.

What to Expect at Eloqua Experience

Modern Marketing

Eloqua Experience 2011 kicks off after much anticipation. But we also want to add that those heading to Eloqua Experience can expect to learn about a wide variety of B2B marketing topics, from marketing automation to lead management to Revenue Performance Management.

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Earthquakes & Marketers on the Twittersphere [Chart]

Modern Marketing

We used the Eloqua tweet feeder cloud connector to look at the #EE11SF hashtag on Twitter to see when people were tweeting and how the audience for that hashtag grew with each major event. most prescient: “More earthquakes to come at the Markie dinner tonight – make sure.

7 reasons why social media success has nothing to do with social media

Chris Koch

This week I was asked to speak on a panel about social media to a group of B2B marketers in financial services. But when the panel was over, I realized something scary: Most of the success factors we wound up talking about had nothing to do with social media. They had to do with other things that companies have to do before they can successfully engage in social media. Social doesn’t happen in B2B without a culture change.

The Rise of the Marketing Nerds

Modern Marketing

He’s run a lot of stuff, and even taken some time to live in France. And he says his kind of nerdy look at the world is exactly what B2B marketing needs. “Corporate buyers don’t want to be sold to anymore,” Hilton argued.

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6 Steps to Defining Your Value Proposition from MarketingSherpa

Modern Marketing

That’s how Dr. Flint McGlaughlin, Managing Director and CEO of MECLabs , kicked off the MarketingSherpa B2B Summit 2011 today – and appropriately so. B2B marketing lives or dies based on your value proposition. Both of these need to be backed up with evidence.

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5 Foundational Marketing Books You Need to Read

Modern Marketing

But, I can tell you there are five books you must-read if you want to acquire foundational knowledge. Good to Great by Jim Collins is the single text to which I return most often. When it comes to “contemporary intelligence,” I have a simple piece of advice.

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6 Signs You Need Marketing Automation

Modern Marketing

by Michael Martin | Tweet this You’ll feel it when it happens: When you’re spending all your time managing lists and unsubscribes; when the sales team won’t return your calls; when all the good leads seem to land with your competitor. You’re Losing Good Leads to Your Competitors.

3 Tips to Optimize Your Lead Management System

Hubspot

Not every lead you generate is "ready to buy," and some leads will absolutely never buy your product. In fact, only 25% of new leads could be considered sales-ready, and upwards of 25% are probably never going to buy from your business. Manage those leads !

Video: Happy Holidays from Eloqua

Modern Marketing

by Amy Bills | Tweet this If you looked back at holiday greetings sent from family to family over the decades, you’d probably recognize a pattern: a staged photo, plenty of smiles and those awkward sweaters! Just click the image below to watch!

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How Many Fields Belong On Your Landing Pages? [Chart]

Modern Marketing

by Egan Cheung | Tweet this One of the most popular requests we get is to look at how the number of questions asked in a form affects whether or not people fill it in. But most of the forms seem to settle between 5 and 10 questions in exchange for an average 40% conversion rate.

3 Lead Scoring Problems – And How to Solve Them

Modern Marketing

Randy is experienced in developing insight-driven demand generation programs for the b2b technology sector. Few marketers would argue with the premise that “less is more” when it comes to delivering the right leads to sales. Gone are the days of inundating sellers with poorly qualified leads or “prospects” with little or no interest in buying. Challenge #1: Inability to score or prioritize all leads.

Book Review: “Successful Selling” by Matt Heinz

Modern Marketing

by Chad Horenfeldt | Tweet this As someone who engages daily with b2b marketers looking to drive alignment between sales and marketing , there are plenty of books, podcasts and blogs out there full of platitudes but short on practical advice. It reads like a guidebook to daily tasks.

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17 Marketing Action Items in 140 Characters or Less

Modern Marketing

by Jesse Noyes | Tweet this Today’s guest post comes courtesy of Marilyn Cox , Manager of Marketing Operations and Information Engineering at Cincom Systems. Marilyn is an Eloqua client and attended the 2011 Eloqua Experience conference last week. We asked her to share some of her post-event action items and she generously obliges below. I forced myself to focus on 140-character (or less) “Elotweets”. Need to start doing this. Want to hear more?

The Two-Step for Sales Enablement

Modern Marketing

by Melissa Madian | Tweet this There was a time I would experience a what-if-no-one-reads-my-stuff panic before sending information out to the sales team. Sales Enablement is kind of like a dance where delivering the right content requires ryhthm, just about posting another piece of collateral to the internal sales portal then wondering why no one was reading or using it. Fact: We use Sharepoint as our internal document management portal.

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A Painless Guide to Planning a Marketing Budget

Modern Marketing

I used to be a member of the “dread it” crowd. But now I look forward to the marketing budget process. I have the data to support how and where I spend my money. And I know precisely what my Marketing team has to do to hit those targets. To explain, I created a sample marketing budget below. To perform this “magic trick”, you need to know a few things: 2012 revenue targets by quarter (and the bookings targets) – assume this is $1 million a quarter.

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The Annuitas Group and Harte-Hanks Announce Strategic Alliance

ANNUITAS

Relationship expands end-to-end demand generation and lead management service offerings for clients. Grand Rapids, MI – August 30, 2011 – The Annuitas Group, an expert provider of lead management process services, today announced that it has formalized an alliance with Harte-Hanks, Inc. Gary Skidmore, president of Harte-Hanks Direct Marketing, said, “ The Annuitas Group offers powerful insights to benefit clients who focus on B2B marketing.

4 Steps for Making Demand Generation More Social

Modern Marketing

by Rob Bois | Tweet this Pick up any sales or marketing trade pub, and you’re likely to see that 2011 was the year of social. While B2B companies have jumped on the bandwagon, demand generation marketers often struggle to find its value. Step 2: Engage Your Leads Socially.

Top 37 B2B Marketing Posts and Hot Topics August 2010

B2B Marketing Zone Posts

So, here are the Best of B2B Marketing for August 2010 based on on social signals. Ten social media and technology mega-trends to watch - grow - Practical Marketing Solutions , August 10, 2010 I just read a fascinating (and lengthy!) report from McKinsey on tech-enabled business trends to watch and thought it was important enough to summarize for our community. And it’s become an imperative point of presence for businesses (or has it ?). B to B (18).