markempa

NOVEMBER 30, 2009

A few months ago, at the MarketingSherpa B2B Marketing summit in Boston, I was asked on how best to follow-up on leads generated via the web by Richard Hill. Richard writes over at the Idea Exchange blog on marketing automation related topics. Marketing automation tools are useful because they can give us a ton of visibility into the visitors to our website, what they looked at, etc., and when visitors fill out form, we can link their contact information to their other offline marketing touch po

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Sales Qualified Leads Automation 120

Customer Experience Matrix

NOVEMBER 18, 2009

One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue. This has more to do with the degree of personal selling (and after-sale service) than anything else.

Marketing Automation Services 218

Marketing Automation Services Marketing Management Demand Generation Agencies Demand Generation 218

The Effective Marketer

NOVEMBER 30, 2009

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Fun Theory: How to Change Behavior How do you change people’s behavior? Corporate America usually relies on some form of compensation system which basically uses a reward/punishment method that tries to coerce people into doing what the company wants.

Marketing Budget Creation 115

Marketing Budget Creation Work Management Marketing Automation Services Marketing Budget 115

Smashmouth Marketing

NOVEMBER 29, 2009

I recently was asked to participate in Ambal Balakrishnan's ( @ambal ) ebook, to be published at year'd end and then available from her blog, Connect the Docs. She asked a bunch of B2B marketing experts for their predictions for 2010. Being one of those tweeps who always barks by mid-January that "if I see one more predictions blog article, I'll puke," I chuckled as I sat down to write.

B2B Marketing 130

B2B Marketing Cost per Lead B2B Adwords 130

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Everything Technology Marketing

NOVEMBER 26, 2009

Pricing of new software products is one of those things that poses quite a challenge to even the most sophisticated product managers and marketers. Too often pricing is guesswork or based only on comparable products in the market, which inevitably leads to a price that doesn't optimize profits overall. I just read a great post by Dharmesh Shah that I would like to share with you. " How To Price Software Without Just Rolling The Dice " compiles some critical lessons most of us have learned the ha

Pricing 100

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markempa

NOVEMBER 19, 2009

Don't forget to secure your Twitter name! I signed up for twitter a year an half ago but that wasn’t soon enough to get my hands on my company's twitter name of choice of @intouch. Anyway, If you were late to the party (like me) I'm happy to say there still might be hope. I found this blog post How to Snap Up that Twitter Username You’ve Always Wanted posted by @zee.

Twitter 125

Twitter Profiling Process Personalization 125

Customer Experience Matrix

NOVEMBER 6, 2009

Summary: As marketers add more content to meet needs throughout the purchase cycle, they must work harder to ensure prospects actually read it. One of the emergent themes at Tuesday’s session of the B2B Marketing University was the growing importance of marketing “content”. The general logic was that marketers increasingly interact with prospects throughout different stages of the sales cycle, and each stage needs different materials.

Work Management 176

Work Management B2B Marketing B2B Paper 176

The Point

NOVEMBER 24, 2009

A client asks: “Now that we have our marketing automation system in place, is it really necessary to use registration forms in our lead nurturing (follow-up) campaigns? After all, we already know who these people are, correct? If we offer them direct access to the content assets, we can still track their click-throughs and then trigger sales alerts or assign lead scores based on that action, and we won’t be forcing them to fill in a registration form.

Landing Pages 148

Landing Pages Lead Scoring Lead Ranking Lead Nurturing 148

Chris Koch

NOVEMBER 24, 2009

One of the cornerstones of a social media strategy is having a clear set of corporate social media guidelines or policies. The best documents don’t just tell employees what not to do; they also tell them what they should be doing to further the marketing goals of the company. Here are some recommendations based on a cross-section of social media policies from B2B companies, including social media policy examples from some leading B2B companies.

Social Media 113

Social Media Media Guidelines B2B 113

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In the B2B marketing toolkit, white papers can be a powerful option for reaching decision-makers and experts, presenting them with interesting information that improves their perception of your organization's competence and thought leadership. That said, a poorly executed whitepaper will not only be unable to influence your desired audience but will also come with significant costs that other assets won't incur.

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Smashmouth Marketing

NOVEMBER 22, 2009

In the collection of appointment setting techniques I've seen before, I've never seen the one that I fell victim to this week. Interestingly, if Green Leads did this for our clients we would soon be one a B2B Appointment Setting Vendor that had a tainted reputation. The scam : I got an unsolicited calendar invite in my inbox with a bridge number, date and time.

Ad brokers 122

Ad brokers Vendors Advertising Mediums Conference 122

B2B Marketing Traction

NOVEMBER 20, 2009

Home. Services. Blog. About. Resources. Contact. The page you requested could not be found. Here are some options: If you got here by typing a URL, please make sure the spelling, capitalization, and punctuation are correct, then try loading the URL again. If you got here by clicking a link on a NewIncite.com page, please send us an email telling us how you reached this page.

Paid Search Agency 100

Paid Search Agency Newsletter Internet Marketing Resources 100

markempa

NOVEMBER 13, 2009

You’ve probably seen a lot of discussions regarding lead nurturing lately. People want to know: How can I create enough content with my organization’s limited resources? How can we develop a nurturing program that actually builds our pipeline? What measurements will help us consistently create great outcomes? To help marketers answer these questions, I have invited Ardath Albee to join me for the next B2B Lead G eneration Roundtable webinar.

Lead Nurturing 120

Lead Nurturing Webinar Metrics Emarketing Design 120

Customer Experience Matrix

NOVEMBER 5, 2009

Summary: Marketing automation and CRM systems may eventually converge, but for now marketers need help explaining why they need a system of their own. I hugely enjoyed yesterday’s Boston session of the Silverpop -sponsored B2B Marketing University. (You can catch another session in Atlanta next week and in Seattle on December 1.) I won’t try to recap four hours of insights from Adam Needles from Silverpop, Carlos Hidalgo of Annuitas Group and Joe Moloney of Conselltants (no Web site, it seems),

Marketing Automation Services 182

Marketing Automation Services Work Management Marketing Management Marketing Automation 182

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Ambal's Amusings

NOVEMBER 18, 2009

Chances are, if you're not a journalist, you haven't heard of HARO. It stands for Help A Reporter Out, and it's a site that was created to help journalists connect with experts or sources to interview for articles that they're writing. Chances are, you're thinking: OK, but I'm still not a journalist, so why is HARO useful to me? Well, if you're blogging or creating content regularly, you are similar to a journalist in some ways.

Thought Leadership 116

Thought Leadership Blogger Trends Marketing Report 116

Buzz Marketing for Technology

NOVEMBER 17, 2009

A good friend and former colleague of mine Dan Neely, CEO of Networked Insights reminded me recently that there will be more data created in this year than in the previous 5000 years combined! With all this data the question many CMOs wrestle with is – How to manage so much data from so many sources and separate systems to drive insights on how customers behave?

iCrossing 100

iCrossing CMO Digg Enterprise Management 100

Smashmouth Marketing

NOVEMBER 19, 2009

About 18 months ago, Green Leads embarked on an aggressive plan to increase our inbound marketing activity. We focused first on content and blogging and then decided to dig deeper into SEO best practices. Along the way we started drinking some Orange Kool-Aid in the form of Hubspot's inbound marketing educational materials. We weren't looking for a content management system at the time, but they had so many valuable pieces of content on their site that we soon became Hubspot junkies without even

Inbound Marketing 146

Inbound Marketing Hubspot Product Lead Scoring 146

B2B Marketing Traction

NOVEMBER 20, 2009

Tweet. This year I was introduced to a great resource: Mark Lefko of The Lefko Group , a corporate retreat and facilitation company, offers a free eBook on a topic that he has a passion for: the value-based organization. I downloaded and read Unlock the Power of Your Team: How to Build a Powerful Organization Through Principles and Values one afternoon.

Planning 100

Planning Advertising Agencies CMO Paid Search Agency 100

Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service

Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.

Planning

markempa

NOVEMBER 12, 2009

I heard the Sales Lead Management Association is looking for who you think are the 50 most influential people in lead management. Voting ends on November 13th and you can vote for up to 5 people at once if you like. I was humbled to see that I was included on the list along with a lot of of people I really like and respect. Click her to cast your vote It's sure nice seeing positive input from readers like you.

Lead Management 120

Lead Management Lead Marketing Qualified Leads Leads 120

LeadSloth

NOVEMBER 16, 2009

Last week I presented a session at Silverpop’s B2B Marketing University in Atlanta. In addition to Marketing Automation, there were two big topics: Social Media and CRM. I will write about Social Media some other time, and focus on CRM in this post. Many attendees were confused by CRM vendors claiming to offer full marketing functionality. If that’s true, why would you still need Marketing Automation?

Marketing Automation Services 144

Marketing Automation Services Marketing Automation CRM Salesforce.com 144

The Effective Marketer

NOVEMBER 16, 2009

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Six Minutes Challenge Presentations can be boring. Yes, I believe you are nodding as you read this. You have sat through your fair share of hour-long PowerPoint displays that were accompanied with a not so good speaker. What if you could change all that and have the message, whatever is was, delivered to you in six minutes and forty seconds?

Work Management 100

Work Management Marketing Automation Services Marketing Budget Creation Marketing Management 100

Buzz Marketing for Technology

NOVEMBER 17, 2009

A good friend and former colleague of mine Dan Neely, CEO of Networked Insights reminded me recently that there will be more data created in this year than in the previous 5000 years combined! With all this data the question many CMOs wrestle with is – How to manage so much data from so many sources and separate systems to drive insights on how customers behave?

iCrossing 100

iCrossing CMO Enterprise Management Forrester 100

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Smashmouth Marketing

NOVEMBER 17, 2009

How many business cards do you have laying around in one of the current states? 1. On your desktop in a pile 2. Wrapped in a rubber band 3. In a ziplock bag 4. Distributed in the inside pockets of four blazers 5. In the bottom of your computer bag If you answer is more than 10 cards, then you have leads laying around that are going untapped. Green Leads has just introduced a new complementary service where the sales reps we support from our appointment setting clients can have up to 100 business

Lead Generation 149

Lead Generation Salesforce.com Lead Marketing Qualified Leads 149

B2B Marketing Traction

NOVEMBER 18, 2009

Home. Services. Blog. About. Resources. Contact. B2B CMO for Hire Services. New Incite is available as an outsource resource to manage and direct B2B marketing planning, project implementation, and results tracking. As your B2B CMO for Hire, we conduct regular marketing meetings and advise your staff just as if we were full-time Chief Marketing Officers.

Planning 100

Planning Marketing Plans CMO Marketing Management 100

markempa

NOVEMBER 11, 2009

This is the sixth in an eight-part series I’m calling the ‘Lead Generation Checklist. I wanted to provide a checklist that helps organizations optimize their lead generation process. My first post highlighted the mindset we SHOULD have – one that involves “pulling” not pushing; one that will help to ensure we are engaging and helpful as marketers; in the second installment, I offered tips for repairing the rift between sales and marketing ; thirdly, I outlined steps for creating an ideal custome

Lead Generation 144

Lead Generation Lead Ranking Ideal Customer Profiles Sales Qualified Leads 144

Anything Goes Marketing

NOVEMBER 15, 2009

Earlier this month I left my newborn and poor wife at home for an unforgettable week at Eloqua Experience in San Francisco. This sold out event brought together some of smartest marketers from all over the world. While there were a few keynote speakers, the conference focused on having the Eloqua community share their experiences so we could all learn from each other.

Eloqua 104

Eloqua Twitter Sales Management Lead Ranking 104

Speaker: Paul Slack, Vende Digital CEO

On October 11th, understand how to navigate the AI landscape confidently, turning insights into groundbreaking strategies that set you apart. Why attend? You'll learn: Practical applications/Use cases How to find and assess the right AI technology Prioritizing quick wins Mastering prompt engineering Solving marketing challenges efficiently Strategies to launch pilot programs Case studies of B2Bs building smarter businesses with AI Exclusive bonus content: Actionable frameworks to get started qui

B2B Marketing

Everything Technology Marketing

NOVEMBER 14, 2009

by Laura Patterson Many organizations can achieve substantial growth by entering a new market with a well thought out and flawlessly executed plan. The operative words here are well thought-out and flawlessly executed. It’s surprising -actually alarming -at how many organizations attempt this strategic endeavor without a Go-to-Market (GTM) plan and end up flying blind into new territory.

Planning 100

Planning Marketing Analytics Tools Contingency Planning Tactics 100

Buzz Marketing for Technology

NOVEMBER 13, 2009

Now that we are beginning to feel the relief of the economic uncertainty that has been hanging around us for the past few months, I am beginning to hear a lot about the invention of some new roles inside organizations looking to get “social media”. Typically this means hire someone who knows our “space” really well and someone who is an expert in social media.

Social Media 100

Social Media Social Marketing Media Digg 100

Chris Koch

NOVEMBER 13, 2009

Despite all the breathless hype about social media these days, what I hear most from B2B marketers is frustration. Most of the marketers I talk to are trying to reach a few top executives in big organizations who make buying decisions about big, complex products and services. For these marketers, the pool of customers and prospects is small and many of them do not want to engage publicly in social media or are simply ignoring it altogether.

Social Media 100

Social Media Allocation Media Marketing & Strategy 100