October, 2009

Why Are Marketing Automation Managers So Hard to Find?

LeadSloth

Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators. But – if you decide to hire a Marketing Automation manager – what should you look for, and where do you find them?

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion.

Trending Sources

Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation Blog

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. In fact, in a recent lead generation poll I conducted through my LinkedIn group, I found that converting leads to pipeline revenue was the biggest challenge for marketers.

5 Secrets of Creating Successful Marketing One-Sheets

B2B Marketing Traction

Tweet. One of the networks I belong to, ProVisors , advocates the use of one-sheets or one-pagers that describe each member’s differentiators and the benefits of the service(s) they provide. See samples at the end of this post.)

CPA 25

The Content Marketing Pyramid

The Ultimate Framework To Develop & Execute Your Content Marketing Strategy

More Trending

Is Social Media Wasted on PR Agencies?

The Point

First, let’s get this out of the way: I know some very smart people in the PR field. Yes, some of my best friends are PR people. But good grief. I’m ready to conclude that many PR agencies don’t really get it when it comes to social media. Either that, or they’re just choosing to frame the discussion in such a way as to greatly limit the potential of their clients’ social media initiatives. Recently I was made privy to a social media plan authored by a client’s PR agency.

PR 9

Podcast: Why sellers don’t have the right tools to help buyers buy

B2B Lead Generation Blog

A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that gets a lot of feathers ruffled. However, this is one question that Sharon Drew Morgen isn’t afraid to tackle.

Why marketers must become the new publishers

Chris Koch

One of the great trends were seeing at ITSMA is increased automation of the lead process. It’s great because the software acts as a battering ram for alignment between marketing and sales. But this trend has an unintended side effect: it exposes our content development processes (or lack thereof). If we now have a system measuring how long it takes marketing to nurture a lead until it is sales ready, we will now also have a measure of whether the nurturing period increases or decreases over time.

Finally! A B2B social media success story

grow - Practical Marketing Solutions

At long last, I bring to you my valued {grow} folks, a true B2B social media success story that can really be measured by MONEY. I believe this is the only one in the world. ; ) And it is GENIUS!

Best Practices for a Marketing Database Cleanse

A framework comprising of best practices to consider and red flags to avoid.

Sales 2.0 and Social Media: Thought Leadership with Anneke Seley

Modern B2B Marketing

What can Sales 2.0 do to improve your sales success? Anneke Seley, Author and CEO, shares some of her thoughts about using social media in our newest B2B Marketing thought leader interview. Anneke was the twelfth employee at Oracle and the designer of OracleDirect, the company’s revolutionary inside sales operation.

Use Social Media to spot issues before they hit the Contact Center!

Buzz Marketing for Technology

Firey laptop batteries, defective chips, tainted foods, toothpaste that stains teeth – these are just some real examples of issues that struck companies recently that might have been headed off at the pass by Social Media.

ClickInsights: Aggregating the Best Content in B2B Marketing

Ambal's Amusings

The pace at which content is being added to the web has increased dramatically and so has the value of aggregating the best. How will the content aggregation landscape change in the next few years? What will the impact on content aggregation be as the semantic web starts to really take off?

B2B Demand Gen Letter to Google: Real Time Search

Smashmouth Marketing

If someone has already written about this, forgive me. But twice in the past few weeks the discussion of real time search came up and how it might touch b2b demand gen.

The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts.

Is Content Marketing the New PR?

LeadSloth

Today my article on Content Marketing was published on the Genius.com blog, and I wondered whether I could visualize how Content Marketing is different from traditional public relations and advertising. I came up with two low-fi sketches.

Three reasons why Microsoft is cool again

grow - Practical Marketing Solutions

One of the points that differentiates me from other bloggers: I’m old enough to remember when Microsoft was cool. They were the college drop-out geeks who conquered the world. Then David turned into Goliath. And nobody likes Goliath.

How to Choose the Right Offer for your PPC Landing Page

The Point

Do search campaigns demand a different approach to offer strategy compared to other demand generation programs, say emails? Answer: yes. Remember, there are two fundamental truths about someone arriving at your landing page via a search ad: 1.

B2B 2

Spend More Time Planning your Content Strategy!

Buzz Marketing for Technology

Because of my new book, Facebook Marketing for Dummies (Wiley), which is launching next week - I have been getting a lot of emails and questions from my readers that are very focused on launching their Facebook and Twitter presence.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales.

ClickLaunch: Connect Direct's High-Tech Direct Marketing Handbook

Ambal's Amusings

ClickLaunch is ClickDocument's platform for launching new and exciting eBooks, books and white papers. We feature top notch industry experts and thought leaders and get an exclusive insider view into their latest creation.

Introductory Appointments: Your Goal is Meeting Number Two

Smashmouth Marketing

Which of the following is a good sales outcome for introductory appointments? Proposal : The prospect let you pitch him for 30 minutes, told you to send a proposal and CC his director, who handles these types of projects.

Understanding the Concerns of Technology Buyers

WriteSpark

In her blog post "Why can't selling be more like buying?" marketing consultant Ardath Albee provides a good list of the concerns that buyers have in mind when considering a purchase.

Where’s your truckstop?

grow - Practical Marketing Solutions

This begins a new series of five articles on getting more from your existing marketing program for little or no money. My hometown of Knoxville seems to be the epicenter of the U.S. Interstate highway system and, most logically, mega-truckstops have sprung up at the intersection of major routes.

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation.

Want proof that the C-suite is into social media? Here it is.

Chris Koch

There are two rivers of content at conferences. One is the river of planned content—the conference theme, the presentations, etc.; the other is the river of conversation that flows through the event at breaks, meals and receptions. This is where you get the dope on the shared challenges of the attendees. We just wrapped up our ITSMA Annual Marketing Conference this week and the strongest current driving the river of conversation was social media.

Why Social Strategies are Difficult for Agencies to execute?

Buzz Marketing for Technology

Many agencies today are offering Social Media services (if they aren’t they need to). But for many of them it is often hard to architect the strategy since so much of the knowledge of ‘who to go to’ for ‘what type of Social Media conversation’ is very internal knowledge.

ClickInsights: What ROI metric should B2B marketers use in this digital marketing era?

Ambal's Amusings

ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature top notch industry experts and thought leaders and get their insights, opinions and predictions.

Home Pages: Treat Them As The Ultimate Landing Page

Smashmouth Marketing

Whenever I get a new lead from a prospective company, I always check its web site to see if it looks like a good fit. A good deal of the time I'm unimpressed with what I see. The home pages are cluttered, not structured for a quick read, and no actions are suggested.

Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality.

What Happens After the Campaign? – B2B Marketing and Sales Tip #268

Reachforce

As B2B Marketers we spend a lot of time, effort and resources on creating lead generation programs that drive prospect conversions. But what happens next? As we become more sophisticated marketers with more promising tools, we are now not only filling the top of the sales funnel but we are also

Warning: Social media may be hazardous to your health

grow - Practical Marketing Solutions

A lot has been written about the “danger&# social media poses to companies and brands, but what about the real threat it poses to us as individuals? Immediate, transparent, global, free communication is one of the most breathtaking information advances since the telephone.

5 Secrets of Creating Successful Marketing One-Sheets

B2B Marketing Traction

Interview with Leading Sales Expert: Jim Keenan

Buzz Marketing for Technology

1) Why do you think it so hard for marketers to tune into what is effective at the sales level? Marketing is “passive selling”. I think the problem is execution and rests in two places. The first is with corporate structure. Companies can do a better job at integrating the two functions.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results