May, 2007

B2B Lead Generation Blog: 10 Lead Generation (Prospecting) Tips for Sales People

B2B Lead Generation

Sales people often lack the support of a dedicated marketing team that is able to execute lead generation programs on their behalf. This is particularity true in small companies. Still, those sales people succeed in spite of it all

Culture in The Can

Smashmouth Marketing

I have a couple fun things I do on a regular basis. Things that make me feel good because I'm making others feel good or learn something new. I love sharing knowledge and good fortune. The first is just silly. When I'm walking somewhere and realize I have a penny in my pocket, I'll drop it. I imagine making someone's day when they find their "lucky penny" and spend the rest of their day on a semi-high. The second thing I do is not as silly.

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Zoomix Bridges Statistical and Reference-Based Matching

Customer Experience Matrix

Tuesday’s post on matching technology prompted a contact from Zoomix , a data quality software vendor just entering the U.S. market. Zoomix makes the best case I’ve seen for the use of statistical methods without predefined reference data within data quality systems. Basically, they apply machine learning techniques that let users train systems for specific data quality applications. Part of this training involves inferring general rules for matching and data cleansing.

How do I Generate More Leads from my Website?

Anything Goes Marketing

Many B2B marketers ask these questions daily: We have this great website, we use email, we use search - what else can we do? How can we further optimize our practices to increase the amount of leads we generate? A recent study by MarketingSherpa and KnowledgeStorm provides some additional insights that marketers should be aware of. They surveyed both vendors and users (people who actually fill out registration forms) to better understand what and why they fill out forms on websites.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Blogger: Redirecting

Buzz Marketing for Technology

rblogger Robert Scoble is truly one-of-a-kind. For those who don't know him, he gained fame as a technology evangelist at Microsoft and then quickly became the company's most outspoken and influential blogger

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B2B Lead Generation Blog: The Difference Between ROI and Marketing Accountability

B2B Lead Generation

what's the difference difference between roi and marketing accountability? my post a few weeks ago, "on b2b demand generation tools and lead generation dashboards," started an email exchange between me and jeffrey eisenberg on the

Ubuntu - No More Tech Support

Smashmouth Marketing

After years of removing viruses and pop ups and ad-ware from my kid's computers, I finally tried an experiment, which led to another experiment. Like most of us, I have old computers in storage. In my case, I have 3 or 4 just stacked up. Not even real old, mind you, but in the 700 Mhz - 1Ghz range.decent little boxes. So after reading about Ubuntu for months on LifeHacker , one of my favorite blogs, I decided to give it a shot.

SAS Survey on Marketing Measurements Gives Odd Results

Customer Experience Matrix

SAS Institute recently released a survey of senior executives’ attitudes towards marketing performance measurement. The primary result was what you’d expect: depending on the medium, just 7% to 14% of executives rate their marketing measurements “very effective”. But the details were perplexing.

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How to Improve Your Email Newsletter

Anything Goes Marketing

Do you have an email newsletter? Many B2B and B2C companies produce a newsletter or newsletters that are geared to a specific audience or audiences. There is no question that newsletters are a great way of keeping your company top of mind to your customers and prospects and increasing brand awareness as well the perception that your organization is the industry expert. Here's the issue: How can you distinguish your newsletter from your competitors and take it to the next level?

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Blogger: Redirecting

Buzz Marketing for Technology

You're about to be redirected. The blog that used to be here is now at [link] Do you wish to be redirected? This blog is not hosted by Blogger and has

Quick Update: Donut PR Guy Gets Hired

WebMarketCentral

PR guru Greg Hoffman , who taped his resume to a box of Dunkin Donuts in order to get the attention of the hiring manager at Think Partnership , has landed the job. The news was actually broken earlier today by Shawn Collins at the Affiliate Tip Blog.

B2B Lead Generation Blog: Collaboration Huddles and 35 Other Ways to Improve Sales and Marketing Teamwork

B2B Lead Generation

I just got back from speaking at the New Marketing Summit and it was great. But it seems that I can't attend a marketing conference with out hearing marketers swap complaints about their sales teams. I don't know about you

4 Final Tables In A Row

Smashmouth Marketing

Well, I'm batting 1000 as it pertains to visits. I've visited Seabrook 4 times in two months and made 4 final tables. Three cashes, two of which were chopped 1st and 2nd place. There were two other entries in the 4 visits that resulted in early exits, but thus far, I have $450 in entry fees, $2800 in cashes (after tips) for a nice 500% return.

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The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Convergence of Matching and Search

Customer Experience Matrix

I’ve been looking at name and address matching software recently. This is a field I’ve stopped following closely because action has moved to the higher planes of Customer Data Integration and Master Data Management. If there’s any trend in the matching field, it’s the development of generic string matching techniques that can be used on any data, not just names and addresses. Like all matching engines, these return a score indicating how closely two strings resemble each other.

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Don't Use "Click Here" in Emails", Use This Instead.

Anything Goes Marketing

Stefan Pollard over at EmailLabs has provided some good tips for creating call to actions for your emails in his article called: " 8 Tips for a Stronger Call to Action ". Here are the main points that I took away from it: Stop using "Click here" in your emails! Enough already!! You should add links to action words like "Learn more", "Download this white paper now" "Register for this webinar before it's too late". Click here is old, boring and something your grandma might say.

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Blogger: Redirecting

Buzz Marketing for Technology

You asked for it, so you got it. The number one most popular podcast in my series of podcasts has been "How to Start a B2B Community" with Mukund Mohan, CEO of Canvas Group. So I shared this information with Mukund and asked who I

Book Review: The Black Swan

WebMarketCentral

Most business and marketing books are written for the broadest possible audience, have the tone of a motivational speaker, and offer specific, concrete guidance on topics such as drawing more web traffic, better organizing your time, or closing the big sale. The Black Swan: The Impact of the Highly Improbable , by Nassim Nicholas Taleb , is none of those things.

How to Redirect Your Indirect Channels by Enabling the Right People

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

B2B Lead Generation Blog: How Lead Nurturing Improves Lead Generation ROI

B2B Lead Generation

i know there's a lot of emphasis on lead generation (that's a good thing) but, getting a ton of leads doesn't guarantee that increased sales will follow. in a complex sale, my experience is, most of the selling actually happens when the

Big Mike's Still Got It

Smashmouth Marketing

The past few years have been interesting as it pertains to poker. My decision to get a divorce resulted in my having to focus on a steady income and taking care of my kids, which is my highest priority. Let's face it, poker can provide a good income if you work at it, but the variance that all poker players live through is not conducive to taking care of a family. I also found a wonderful woman, Linda, and her addition to my life has balanced it out completely.

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On Second Thought, Maybe Web Advertisers Will Dominate Web Marketing Systems

Customer Experience Matrix

Wednesday’s post about online marketing systems generated some interesting discussion. You’ll recall it drew a picture of several systems (Web ads, mobile messages, email, paid search, unpaid search) feeding traffic to a Web site, which in turn was served by several more systems (behavioral targeting, site optimization, Web analytics, real time interaction management) that manage customer treatments.

Get Rid of Your Marketing Database Deadbeats

Anything Goes Marketing

If you have a marketing database you probably have something in there that is like a cancerous tumor. It's what I call the "database deadbeats". Database deadbeats are what I refer to those contacts who are in your database but are really useless - they don't return to your website, open your emails, register for webinars or buy your products anymore. They take up room and bring your response rates down.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Blogger: Redirecting

Buzz Marketing for Technology

You're about to be redirected. The blog that used to be here is now at [link] Do you wish to be redirected? This blog is not hosted by Blogger and has not been

WMC Interviews: Alan Douglas

WebMarketCentral

Last week I caught up with Alan Douglas, president of Douglas Publications and the Briefings Publishing Group. Briefings offers newsletters, videos, reports and tip books to help professionals sharpen their workplace skills, improve productivity and become a more effective team player and leader. Their Corporate Writer Resource newsletter provides corporate communicators in PR and marketing with concise, practical advice about writing, editing, format, design and writing for the web.

B2B Lead Generation Blog: B2B Lead Generation Blog is todays TypePad Featured Blog

B2B Lead Generation

Greetings and welcome new readers! I'm honored that the B2B Lead Generation Blog was chosen as today's Typepad featured blog. I've been using Typepad to power my blog since October of 2003 and I think it's a super blogging tool

Bee Die-Off Threatens Food Supply

Smashmouth Marketing

This summer when that bee hovers around you, don't kill it, wish it well. The pollination source for 80% of our food supply is severely threatened right now. As stated in the Discover article, Bee Die-Off Threatens Food Supply : "U.S. beekeepers in the past few months have lost one-quarter of their colonies, or about five times the normal winter losses, because of what scientists have dubbed Colony Collapse Disorder.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.