October, 2009

Why Are Marketing Automation Managers So Hard to Find?


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 Marketing Landscape: Where Data and Content Merge

Understand the importance of good data and good content and how they work together to help your marketing efforts.

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.

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.

Make No Mistake: How Worst-Practices Derail Successful ABM Efforts

This Quick Study Slide Show from Node identifies the common mistakes of ABM executions and offers practical advice to help teams avoid them.

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.

Is Content Marketing the New PR?


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.

Developing a Conversational Approach

Speaker: Carlos Hidalgo, CEO & Founder of VisumCx

B2B buyers are self-guiding their purchase journey, consuming more content along their purchase path and involving more stakeholders in the final decision. Therefore, it is necessary for B2B marketing teams to align to this purchase path and to the buying committees. This is not accomplished by creating more content or sending more communication, the key to success is establishing a conversation with your buyers that engages them in a meaningful dialogue and ultimately converts them to a customer.

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.

Understanding the Concerns of Technology Buyers


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.

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.


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.

7 Common Marketing Mistakes and strategies to avoid them

This white paper addresses the 7 most common challenges marketers hit when marketing products, solutions, or services and offers proven advice on how to avoid these missteps and improve the success of your marketing efforts.

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.

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.

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


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

5 Secrets of Creating Successful Marketing One-Sheets

B2B Marketing Traction

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

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.

Survey Suggests Marketers Are Moving from Paid to Social Media

Customer Experience Matrix

Summary: a new survey suggests that marketers are less focused on lead generation than on final sales, growing current customers and building online communities. I’m not sure I trust the data, but it’s a pretty picture nevertheless. I don’t know quite what to make of the 2009 Survey on Marketing, Media and Measurement released earlier this month by custom content company King Fish Media. - On one hand, it’s a rare opportunity to see data from business, rather than consumer, marketers. (Of

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

What NOT to do when sending a one-to-one email – B2B Marketing and Sales Tip #267


This was and actual email I received last week: Hello, Please ensure that this is forwarded to the network infrastructure team lead. Given COMPANY X success with multiple SaaS providers, I wanted to ensure that you were aware of our company and service offerings. We have been winning many key deals from a

Who are the 50 Most Influential People in Sales Lead Management?

Sales Lead Insights

Here is your chance to vote for up to five of the fifty most influential people in sales lead management. The Sales Lead Management Association (SLMA) announced today that it has opened the voting to determine the 50 most influential people in the field of sales lead management for 2009. Both members and non-members can vote for up to five nominees each. Use this link to vote. Or visit www.salesleadmgmtassn.com/top50_vote.htm. The results will be published on November 16, 2009.

B2B 2

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.

ClickLaunch: The Content Marketing PlayBook

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.

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale.