September, 2006

B2B Lead Generation Blog: Podcast: Marketing and Sales for Big Complex Selling (pt 3)

B2B Lead Generation

i wanted to share the final installment from the podcast series i did with 800-ceo-read. in this podcast, todd interviewed me and jill konrath on the critical interface between marketing and sales. here's what todd says about it

Integrated marketing campaigns using YouTube!

Anything Goes Marketing

Thinking about a new marketing campaign to promote a new product? Why not consider doing a video that could be used as a TV ad, website video, posted on YouTube , added to your business blog, linked to from emails and advertised in magazines and print material. Sounds difficult eh?

Unica Affinium 7 Improves Response Attribution

Customer Experience Matrix

Unica ( ) released the latest version of their Affinium marketing suite earlier this month. One set of enhancements related to response attribution, which the new release makes both more flexible and easier to use. Since this is an area of particular interest for me, I asked Unica for a briefing. Over all, the new features are very good, but I’ll leave it to Unica’s marketing materials to describe them at length.

Blogger: Redirecting

Buzz Marketing for Technology

A Columbia University study published in Science (2/10/06 issue) sheds light on the role that social influence can play in driving consumer demand. Researchers recruited more than 14000 people in a study to measure the impact of social

How B2B Marketing is Changing in 2018

Gain exclusive insights on priorities, tactics, and challenges from SMB Marketing Leaders.

The Web's Largest Guide to Marketing Publications


If you market to marketers and want to get the word out about your products or services -- or in your quest for marketing knowledge you just want to assure that you aren't overlooking important but obscure sources of information -- check out the new directory of Advertising and Marketing Trade Publications on WebMarketCentral. The genesis for this page was some client research on publications that target direct and catalog marketers.

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B2B Lead Generation Blog: Podcast: Marketing and Sales for Big Complex Selling (Pt 1)

B2B Lead Generation

i had a great time chatting with todd at 800-ceo-read on lead generation. this is the first of three podcasts 800-ceo-read is doing on b2b sales and marketing. here's what todd says about it: "in this podcast, i talk with brian carroll

B2B Lead Generation Blog: E-Book: What Sales Really Needs from Marketing

B2B Lead Generation

the biggest challenge most sales pros with a complex sale face is getting access to executives, especially those in big companies. to be successful, sales and marketing efforts must be better aligned. jill konrath just wrote an e-book

Honda Gets its Elements in Order With Fun Game

Anything Goes Marketing

Here's an award winning integrated campaign by Honda to promote it's sporty Element. It combined, TV spots, search marketing and even YouTube videos !! The agency that designed the campaign ended up winning an award which isn't too surprising. Why is this campaign so good? It's a great product.

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Mastercard priceless moment at Anything Goes Marketing

Anything Goes Marketing

Amount of money I've made on Adsense in four months: $2.29 Number of inbound links that I have to my blog in four months: 229 The vast amount of knowledge that I've gained regarding blogging, e-marketing, search marketing (SEO), online advertising, and email marketing by blogging? PRICELESS!

The Account-Based Marketing Playbook

Account-Based Marketing is a strategy, not a solution.

Writing for the Reader: Preview Pane and Blog Feeds

Anything Goes Marketing

When you're designing a website, blog or email template do you ever think about how your users will actually see it? This may seem like a stupid question but it's extremely important to ensure that the people viewing your website or email see what you intended them to see.

Blog content tip - Don't let your content go to waste

Anything Goes Marketing

You may be saying to yourself, what should I blog about today? This is no different from a marketer saying "Where am I going to get quality content for our email newsletter."

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Anything about marketing - top 10 marketing blogs

Anything Goes Marketing

Every once in a while it's great to stop and look around the blogosphere at what some of the great bloggers are writing about when it comes to marketing. Since it is labour day, I thought I would raise a glass to those top marketing bloggers as defined by technorati. Here they are: 1.

What's the Real Cost of Identity Theft?

Customer Experience Matrix

Yesterday’s The New York Times ( ) carried an article on identity theft, which basically suggested the problem is not as important as it seems (“Surging Losses, but Few Victims”, Circuits, September 27, 2006). Since I had just written on the topic in this blog (September 22, 2006), I read it closely.

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7 Marketing and Sales Strategies to Grow Your Revenue Fast

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

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

In Which, Dave Has a Bright Idea

Customer Experience Matrix

A friend recently described her customer experience with a months-late furniture order. The store was sincerely apologetic, but explained that manufacturers accept an order only to find, when they go to build it weeks later, that the fabric is no longer available. The mills themselves don’t give the manufacturers current information, so there is little the manufacturer can do. The store itself is even more helpless but is left to face the customer’s wrath.

Entellium Selection Guide Asks the Wrong 100 Questions

Customer Experience Matrix

Who could resist a paper entitled “100+ Questions CRM consultants get paid to ask”? Certainly not a sometime CRM consultant like myself. As I downloaded the paper from hosted CRM vendor Entellium ( ), hope and fear wrestled inside me: Would I learn something new? Are they giving away all my trade secrets? Would this be heaven or would it be hell? Whatever happened to the Eagles anyway? Didn't I see they were on tour recently? The Rolling Stones are touring again.

Linking Hidden Activities to Customer Value

Customer Experience Matrix

My last two posts have dealt with activities that affect customers but are invisible to them: back-office analytics and information security. How do you fit these into a Customer Experience framework? Actually there are several means of connection. The most obvious is to expose the activities to customers directly, by featuring them in advertising or building them into customer-facing activities.

CMO Council Study Highlights Consumer Security Concerns

Customer Experience Matrix

The CMO Council ( ) just released initial results from a major study, “Secure the Trust of Your Brand”, on how information security impacts customer attitudes. The initial report is a survey of consumer attitudes. Among the eye-opening factoids: - the Federal Trade Commission reports that 10 million Americans each year become victims of identity theft, at an average cost per victim of $5,885 and 30 hours of time.

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4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Computerworld Top BI Projects Rarely Face the Customer

Customer Experience Matrix

When I saw that Computerworld ( ) had a special report on successful business intelligence projects (“BI Home Runs”, Computerworld, September 18, 2006), I confidently expected something similar to the InformationWeek article described in my September 13 post: that is, a major focus on improving customer treatments.

RightNow Talks The Talk

Customer Experience Matrix

“Customer Experience Management” meets the two key requirements for a successful buzzword: it’s impressive (10 syllables!) and no one quite knows what it means. (My My own definition, “understand and improve how you treat your customers,” fails on both counts.) Given these virtues, it’s not surprising that many firms have adopted Customer Experience Management as part of their marketing message. Since my own firm is among these, I take particular interest in watching how others use the term.

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The New York Times Discovers That Marketers Use Science

Customer Experience Matrix

Today’s New York Times carried an article on the use of science by marketers, although this is not exactly news. Enlisting Science’s Lessons to Entice More Shoppers to Spend More”, Science Times, September 19, 2006.) The specific examples it will be familiar to any marketing professional: carefully tracking shoppers’ paths through a store; analyzing physiological reactions to advertisements; and using multivariate test designs to assess ad components.

Agent-Based Simulation for Customer Experience Modeling (Is This Fun or What?)

Customer Experience Matrix

OK, so I spent several fun-filled hours yesterday working through a tutorial for an agent-based modeling system. The particular product I chose, SeSAm ( ), was developed as a teaching aid. It is free, powerful and easy to learn. I didn’t finish the tutorial* but saw enough to confirm that I could build models with agents that stored their own history and drew on that history to determine future behavior.

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A Crash Course in B2B Email Creative

Speaker: Howard Sewell, President, Spear Marketing Group

Too often, email campaigns are seen as something that "just anyone" on your team can put together. But in today's attention economy, strong creative can be the defining factor that gets your email to stand out in the inbox. Join Howard Sewell of Spear Marketing Group, a leading B2B agency, as he uses real-world examples to highlight tips, techniques and key principles that can make or break your campaigns.

Customers Are Not Widgets: CRM, BPM and Improving the Customer Experience

Customer Experience Matrix

I’ve been researching software to model the flow of customers through an organization. The thought is to take literally the mantra that “the value of a business is the value of its customer relationships” by modeling the relationships individually and viewing an aggregate result. This is all central to the Client X Client business concept.

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The Path to Customer Optimization

Customer Experience Matrix

One of the topics that has always fascinated me is how innovations spread through an industry. At the risk of admitting an embarrassing truth, most of the concepts that customer management thought leaders discuss have been around for a long time. I don’t mean the ancient “corner shop keeper” analogy, but the specific vision of linking customer touch points to a central management system that can optimize each interaction.

A Tale of Two Acquisitions: Alterian and Business Objects

Customer Experience Matrix

Acquisitions form the never-ending background noise of the technology industry. Some illustrate such obvious trends they are barely worth noting, while others hint at something important. This week brought one of each. On September 11, Alterian ( announced its purchase of Nvigorate (, one of the better established developers of marketing resource management systems.

InformationWeek: IT embraces customers, not CRM

Customer Experience Matrix

InformationWeek's September 11 issue published its list of Top 250 Innovators, with detailed profiles of the top five. What first struck me was that four of the top five firms focused on improving customer experiences: whether by better marketing (Principal Financial Group), mass customization (Automatic Data Processing), or improved customer-facing operational processes (American Power Conversion and Global Crossing).

The Rise of the Customer Marketer

From marketing backwater to starring role, this eBook by Influitive explores the changes taking place in customer marketing from the perspective of customer marketers themselves (and explains just why it’s so crucial to customer engagement).