B2B BloggingTrends in 2011

Ambal's Amusings

Business-to-Business (B2B) marketers are finding that publishing valuable and relevant content on their blogs and websites is a sure shot way to gather more leads. What do you see as key trends in B2B Blogging for 2011?

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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!). If you would like us to stop calling you press…”. So how to stave off this impending crisis of buyer information?

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Buyerology Trend: Humanize the Buyer Experience

Tony Zambito

This is the final article looking at buyer trends that will influence marketing and sales in the near and foreseeable future.

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.

Eloqua 221

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.

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.

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. To define your value proposition, you need to understand the environment your ideal buyers live in and their motivations.

Eloqua 262

How To Shorten The B2B Buyer Cycle With Landing Pages

Marketing Insider Group

The curious and cautious B2B buyers B2B buyers are curious about how a product can make life easier and business better; however, they are also more cautious when making purchases because a mistake can be costly both for the company and their career. Click here to cancel reply.

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. Marketing Can’t Prove its Value to the Organization.

How To Shorten The B2B Buyer Cycle With Landing Pages

Marketing Insider Group

The curious and cautious B2B buyers B2B buyers are curious about how a product can make life easier and business better; however, they are also more cautious when making purchases because a mistake can be costly both for the company and their career. Click here to cancel reply.

Nutritious and Delicious: Eloqua’s Grande Guide to B2B Content Marketing

Modern Marketing

by Joe Chernov | Tweet this Content marketing is the tendon that connects social media muscle to the lead generation bone. Never to be one-upped, Handley’s signature sass (try saying that five times fast) is unmistakable in her flip essay, “5 Reasons You Shouldn’t Be a Content Marketer.”

Eloqua 254

5 Reasons Thought Leadership Marketing Matters

Modern Marketing

by Jesse Noyes | Tweet this The more than 1,000 sales and marketing pros heading to Eloqua Experience tomorrow are in for an insightful mix of best practices and big picture strategies. Ernst delivers counsel to CMOs and top marketers. You need to go where your ideal audience is.

Eloqua 257

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!

Eloqua 234

The Single Buyer Model: A Dangerous Road Towards Competitive B2B Marketing

Tony Zambito

New tactical approaches have been introduced at a rapid rate and some old ideas repurposed with new labels – all in an effort to find the ever flowing fountain of gaining buyer attention. The single buyer model had worked well right up to the advent of the Internet and email.

What Were the Biggest B2B Marketing Disruptions of 2011?

Modern Marketing

What better time to take a moment to ask, “What were the biggest B2B marketing disruptions of last year?” But we wanted to narrow down the field. So we asked 6 experts to sound off on what they thought the biggest B2B marketing disruptions of 2011. Google+ was a major disruption in 2011, but not only because of the platform itself. In fact, we covered this topic on our group blog where we shared our approaches to Google+.

B2B 200

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.

Reminders Impact On Webinar Attendance [Chart]

Modern Marketing

A quick Google search for standard attendance rates for webcasts shows a rule of thumb that only 25% of your registrants will actually show up and hear the message you are trying to communicate. Demand Generation b2b marketing charts marketing automation webinar marketing webinars

Eloqua 219

The Pond Just Got More Crowded: Google, Salesforce.com and Sequoia Invest in HubSpot

Customer Experience Matrix

This could be a real game-changer in the small business marketing automation landscape. It’s selling to small and mid-size companies and business-to-business marketers, who are just dipping their toes into marketing automation.

10 Marketing Nightmares

Modern Marketing

Things like typos in big campaigns, mis-fired tweets and screwed up presentations are enough to scare even the most competent marketer. Showing Up to a Webinar with the Wrong Deck. How to avoid this nightmare? Sending a Big Email Campaign to “Dear First Name”.

RightNow, Oracle and The Customer

Modern Marketing

Simply put, companies are “sold” for their balance sheet, but “bought” for what the brand means to the customer. In a recent MyCustomer article , Gianforte reveals that in the first few months of 2011 he held more than 90 one-on-one client meetings. It also produces whitepapers on using service to out-perform the competition. Translation: What likely drove Oracle to pay a premium for RightNow was not only its strong financials (J.P.

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. Here are three concerns I frequently hear from b2b marketers when it comes to scoring leads and some thoughts on how best to solve them. Challenge #1: Inability to score or prioritize all leads.

5 Reasons Face-to-Face Events Still Rule in Europe

Modern Marketing

As you build out an event marketing strategy consider these 5 reasons why face-to-face events still rule in Europe. It’s great to socialize. The reality is that most of your network will be at the same event so it’s great to have a chance to catch up over coffee or the odd pint, wine or cocktail. Most European capitals are ‘the’ city to meet and greet in. It’s nice to find those areas of marketing that sales really ‘get’.

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The B2B Marketing Funnel By the Numbers [Graphic]

Modern Marketing

by Jesse Noyes | Tweet this What are the most effective B2B demand generation tactics? What are the best ways to approach email marketing. How can a business become more social? So the top demand generation tactic is the brand Website, lead generation is the most important B2B marketing priority, and monthly lead nurturing touches are the most frequent. And be sure to say hi at the summit!

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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.

Review 204

7 Resolutions B2B Marketers Shouldn’t Make

Modern Marketing

by Jesse Noyes | Tweet this Every New Years many of us choose to draw up a number of resolutions: areas of our life and work where will improve or kick old habits. We’re Going to Pass More Leads to Sales! While a commitment to deliver more goods to sales is admirable, dropping more in their lap is not always the right answer. For more tips check out our free Grande Guide to Sales Enablement.). We’re Going to Crank Out Tons More Content!

B2B 200

4 Ways to Make Your Website More Personal

Modern Marketing

Plenty, according to the The 2011 National Website Demand Generation Study conducted by Focus.com and Eloqua AppCloud partner DemandBase. And it stands to reason that the more you can make your website experience match a personal referral – customized, mindful of the buyer’s needs, relevant to their buying stage – the more successful you’ll be in turning that inquiry into business. Here are 4 website optimization best practices to help you do just that.

4 Reasons Your CMO Will Love Marketing Automation

Modern Marketing

by Jesse Noyes | Tweet this Today’s guest post comes courtesy of Jennifer Pockell-Wilson, Vice President of Marketing & Demand Operations at Eloqua partner Demandbase. You and your team decided that now is the time to make an investment in Marketing Automation. You want to measure marketing’s overall impact. You want to maintain consistency through your global demand generation efforts.

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A Very Cloudy Year: How the Cloud Drove Apps, Mobile & Social

Modern Marketing

by Joe Payne | Tweet this If I had to name the most disruptive force on business this year, I’d tell you the advent of cloud computing. Yeah, I know, cloud computing started long before 2011. But if you think about it, every trend that dominated the tech headlines this year – social media, the proliferation of apps, the surging market for mobile devices – owes a debt to the cloud. The birth of the SaaS industry changed the way we approach business.

Mobile 159

Hire A Journalist! (We did, and here’s what we learned)

Modern Marketing

Jesse is the real deal – a card-carrying journalist with credentials that include The Boston Herald and Boston Business Journal. One year ago, we hired Jesse and I want to celebrate by sharing with you what we’ve learned. The idea to hire a journalist came from my friend, David Meerman Scott. But it took a lunch with David last year to jolt me into action. I had a simple problem I needed to fix – to produce more and better content.

How to do Post-Event Sales Enablement

Modern Marketing

Yet it persists as a powerful tool not only for brand awareness but also for demand generation. It generates urgency and excitement and because the importance face-to-face contact isn’t going away. Want to avoid your trade show budget becoming a victim of cuts? Enable Sales to turn the leads into opportunities, and those opportunities into revenue – that’s how you’ll deliver a great return for event marketing. What happens to your leads when the show is over?

Sales 168

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. Treat the sales team like a prospect and deliver materials to them the same way the demand generation team does.

Portal 168

We Should Be Asking: “Why Didn’t Marketo Raise More?”

Modern Marketing

Whenever prominent institutional investors fund a company, the broader category also benefits from the attention, demand and innovation that follow. I fully expect this round – which, according to industry observers, brings Marketo’s total raise to $107 million – to brighten the spotlight that’s already shining on marketing automation and related categories like revenue performance management. by Joe Payne | Tweet this Canned responses exist for a reason.

Act-On Buys Marketbright Assets

Customer Experience Matrix

Beyond that, Raghaven cited several narrow benefits, including the chance of converting Marketbright customers to Act-On, the business knowledge and skills of key Marketbright employees, and some design features of the Marketbright system. In other words, the Marketbright acquisition was a tactical measure to pick up some modest assets at a modest price. It is neither central to Act-On’s current strategy nor a shift towards a new strategy.

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Does Your Pricing Leave Money on the Table?

B2B Marketing Traction

Blog entry excerpted from Jennifer Beever's Marketing chapter in The Book on Business from A to Z. What’s the best way to price your product or service for business to business (B2B) marketing? Tweet.

Price 146

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.

Alinean Adds Six New B2B Customers During the First Quarter 2011

The ROI Guy

May 10, 2011 /PRNewswire/ -- Alinean, the leading creator of value-based interactive sales and marketing tools for business to business (B2B) solution providers, today announced the addition of six new customers during the first quarter of 2011, expanding its list of top B2B vendors who are improving sales and marketing effectiveness to a new breed of B2B buyers. These new customers add to Alinean's ever-growing list of over 100 leading B2B vendors.

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.