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Tweet Warning: If you watch only the first few minutes of this webinar, you might get discouraged about the state of marketing today. However, if you watch the webinar through the end, you’re going to be excited about marketing’s potential for driving more revenue than ever before. MORE
Tweet The temptation to buy data at pennies per contact – especially when you have limited resources – can be overwhelming. But whatever you do, you must resist. In the short video below, taken at MarketingSherpa’s B2B Summit in Boston, Brian Carroll explains why. Did you find this valuable? If so, remember, this is merely one of 60,000 minutes of revenue-driving information that is unveiled at MarketingSherpa’s B2B Summit. MORE
Tweet I am especially looking forward to the next B2B Lead Roundtable webinar. You should be, too, if you’re eager to find out how you r peers are responding to today’s marketplace, and how this represents an unprecedented opportunity to drive the highest performance from your marketing efforts. MORE
Tweet A few weeks ago, I wrote about ways to combine sales and marketing knowledge to improve lead generation. Let me be more specific about one strategy that the best sales organizations do that marketers should replicate in their demand-generation and lead-nurturing campaigns: Stratify resources as part of a coverage model. The idea is simple: The best sales people call on the most lucrative accounts and handle the largest deals. . MORE
Are you normal? . As a business I mean. . If you’re running a B2B marketing agency do you really know how your firm performs relative to competitors? It’s tough to answer this question with confidence. After all, your competitors only share the legal minimum of information about performance. Information which is also usually opaque and outdated. . Despair not though. The 2011 B2B Marketing Agency League Table , compiled by B2B Marketing Magazine and Circle Research , fills in the gaps. . MORE
This week I was asked to speak on a panel about social media to a group of B2B marketers in financial services. It was great getting the perspective of marketers outside of technology. But they call it “financial services” for a reason: They have all of the same struggles as technology services companies—with the added complication of tons of regulatory requirements. MORE
The strategy of blogging, especially from a b2b perspective, can be somewhat misunderstood. What are your goals? Thought leadership, SEO, lead generation? How do I get people to read it? How to I build subscribers? Are my audiences really interested in my thoughts? So I thought I’d raise the question on the benefits of blogging to the NuSpark Marketing content alliance team, and get their reaction to the following question. “I’m MORE
Everyone uses a search engine! And yet, not everyone in marketing understands the difference between SEO, PPC, metatags and keywords. SEO stands for Search Engine Optimization. PPC stands for Pay-Per-Click. In know it can be confusing but… To be a successful marketer today, you need to understand how to show up in the search results of your buyers’ search engine activity. MORE
Image by markhillary via Flickr. Celebrating at a funeral is in bad taste, so I’m sure the folks at B&N had to think carefully about to address the contacts they got from a recent acquisition of Borders customer data. Too friendly and cheerful would come across as celebration; too mournful and sympathetic would appear inauthentic or worse. Barnes and Noble recently acquired the customer list from Borders in the sale of assets last week at bankruptcy court. MORE
B2B buyers are time deprived and risk averse – and also enormously well informed. They resent and ignore interruptive marketing approaches such as advertising and cold calling. They do their own research online, and then contact vendors and service providers when they’re ready to talk price. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective. MORE
I hate to be a purveyor of gloom, there’s too much of that around these days. But I’ve been thinking about this and want to share my thoughts with you. Here are some reasons content marketing is getting more challenging. There exists: A shift away from focusing on your products and services (what you know well). A shift towards the reader/customer and their needs (what you may not know very well). A business environment that is changing rapidly (what is unknown). MORE
by Jesse Noyes | Tweet this Today’s article comes from Brian Clark, the founder of highly read and respected Copyblogger and the CEO of Copyblogger Media. He invites you find him on Twitter. It’s always been about the writing. Watch an episode of Mad Men , and you’ll see that the people who make the magic are the unsung writers in the back. The account execs have the boozy lunches and the lecherous evening liaisons, but it’s the writers who deliver the words that sell. MORE
by Michael Martin | Tweet this You’ll feel it when it happens: When you’re spending all your time managing lists and unsubscribes; when the sales team won’t return your calls; when all the good leads seem to land with your competitor. These are common signs that you need to go beyond batch and blast marketing, need to get sales on the same page, need a stronger lead management process – these are the signs and symptoms that your business needs marketing automation. MORE
The king is dead.long live the king. It’s not something that the average advertising agency would like to admit, but advertising as we know it has changed for good. That’s not surprising with so many new ways for companies to reach their target market, at a lower cost. Instead of the high cost, low impact reach of traditional media and print advertising, another approach is helping businesses to achieve more with less. But how did advertising get left so far behind? MORE
With inbound marketing quickly gaining recognition as the most innovative and cost effective form of marketing for business, plenty of people have something to say on the subject. So we’ve carefully selected the best 30 quotes from the world’s greatest branding experts, marketing thinkers and creatives to save you time. Here’s what they have to say on the subject: Why the web takes the lead (and the leads). MORE
Why buyer behaviour has changed. “To be successful and grow your business and revenues, you must match the way you market your products with the way your prospects learn about and shop for your products.” ” Brian Halligan , Co-Author of Inbound Marketing, Chief Executive Officer, Hubspot. “as you’ve noticed, people don’t want to be sold to. What people do want is news and information about the things they care about.” MORE
B2B buyers are time deprived and risk averse – and also enormously well informed. They resent and ignore interruptive marketing approaches such as advertising and cold calling. They do their own research online, and then contact vendors and service providers when they’re ready to talk price. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective. MORE
by Jesse Noyes | Tweet this Phew! What a night. There were cheers, screams and “OMG-I-can’t-believe-it”s. Achieving finalists status for the Markie Awards is tough enough. Winning is especially special. And you could feel the anticipation leading up to the event during Eloqua Experience. But it’s time to announce the winners. So without further ado… Best International Campaign. OpenText Corp. Best Customer Lifecycle. D&B. Best Lead Nurturing Campaign. MORE
Effective B2B marketing processes plus automation yield outsized returns. A recent research study by Sirius Decisions (sponsored by Marketo), Calculating the Return on Marketing Automation , shares a framework for establishing a return on marketing automation, and discusses why the purchase of a Marketing Automation Platform (MAP) alone - without the proper processes and skills wrapped around it - will likely produce disappointing results. MORE
Staying ahead is what business is all about. But how can a five step inbound marketing approach help you get - and stay - in front of your competitors? What’s actually involved with this innovative and proven approach to outflanking the competition? MORE
by Jesse Noyes | Tweet this Forget Hollywood horror films and haunted houses. Those working in B2B marketing have their own special blend of anxieties and fears. Things like typos in big campaigns, mis-fired tweets and screwed up presentations are enough to scare even the most competent marketer. Today, we spotlight 10 marketing nightmares – and explain how you can avoid them. Showing Up to a Webinar with the Wrong Deck. Some of us have lived through this. MORE
Know your customers. Positioning yourself as the solution to your customer’s needs is central to effective revenue performance management. To achieve this you need to understand your particular customer-base completely. This vital insight covers several key aspects: A specifically identified target market. An understanding of that market's prioritie s and levels of discretionary income. An understanding of that market's core values, wants, needs and desires. MORE
Image by markhillary via Flickr. Celebrating at a funeral is in bad taste, so I’m sure the folks at B&N had to think carefully about to address the contacts they got from a recent acquisition of Borders customer data. Too friendly and cheerful would come across as celebration; too mournful and sympathetic would appear inauthentic or worse. Barnes and Noble recently acquired the customer list from Borders in the sale of assets last week at bankruptcy court. MORE
Every year I look forward to the amazing insights provided by Mary Meeker at the Web 2.0 Summit. Mary moved from Morgan Stanley to join the venture capital firm Kleiner Perkins. If you don’t know Kleiner Perkins, they’ve invested in some companies you may have heard of…like Facebook, Twitter, Spotify, LegalZoom and Groupon. So I think they know what they’re doing when it comes to future trends in the online world. MORE
by Steven Woods | Tweet this There’s no doubt that social media has been a disruptive force on B2B marketing. Yet, many marketers struggle with how to use social media to go beyond awareness, to actually drive revenue. I’m here to tell you it’s not magic. In fact, by attaching social media marketing to the 5 Revenue Performance Indicators high-performing companies have adopted, you can drive actual results. Here are five ways social media marketing can be used to drive revenue. MORE
Thou shalt not direct people to “Learn More.” ” “Learn more” is the worst possible call to action. It means absolutely nothing. Be specific, be tangible. What is it that you’re offering exactly? Thou shalt tell people What, Why, and How. Within the first few sentences of the email (headline and sub-head included), the reader should understand: What the offer is, Why he/she wants it, and How to get it. Thou shalt not require scrolling. MORE
Tomorrow People
OCTOBER 10, 2011
Staying ahead is what business is all about. But how can a five step inbound marketing approach help you get - and stay - in front of your competitors? What’s actually involved with this innovative and proven approach to outflanking the competition?
Oracle
OCTOBER 26, 2011
by Steven Woods | Tweet this There’s no doubt that social media has been a disruptive force on B2B marketing. Yet, many marketers struggle with how to use social media to go beyond awareness, to actually drive revenue. I’m here to tell you it’s not magic. In fact, by attaching social media marketing to the 5 Revenue Performance Indicators high-performing companies have adopted, you can drive actual results. Here are five ways social media marketing can be used to drive revenue.
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Savanta
OCTOBER 24, 2011
Are you normal? . As a business I mean. . If you’re running a B2B marketing agency do you really know how your firm performs relative to competitors? It’s tough to answer this question with confidence. After all, your competitors only share the legal minimum of information about performance. Information which is also usually opaque and outdated. . Despair not though. The 2011 B2B Marketing Agency League Table , compiled by B2B Marketing Magazine and Circle Research , fills in the gaps. .
B2B Lead Generation
OCTOBER 21, 2011
Tweet Warning: If you watch only the first few minutes of this webinar, you might get discouraged about the state of marketing today. However, if you watch the webinar through the end, you’re going to be excited about marketing’s potential for driving more revenue than ever before.
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.
The Point
OCTOBER 12, 2011
Thou shalt not direct people to “Learn More.” ” “Learn more” is the worst possible call to action. It means absolutely nothing. Be specific, be tangible. What is it that you’re offering exactly? Thou shalt tell people What, Why, and How. Within the first few sentences of the email (headline and sub-head included), the reader should understand: What the offer is, Why he/she wants it, and How to get it. Thou shalt not require scrolling.
B2B Marketing Zone brings together the best content for marketers in the B2B industry from the widest variety of thought leaders.
Tomorrow People
OCTOBER 21, 2011
Why buyer behaviour has changed. “To be successful and grow your business and revenues, you must match the way you market your products with the way your prospects learn about and shop for your products.” ” Brian Halligan , Co-Author of Inbound Marketing, Chief Executive Officer, Hubspot. “as you’ve noticed, people don’t want to be sold to. What people do want is news and information about the things they care about.”
Oracle
OCTOBER 21, 2011
by Jesse Noyes | Tweet this Phew! What a night. There were cheers, screams and “OMG-I-can’t-believe-it”s. Achieving finalists status for the Markie Awards is tough enough. Winning is especially special. And you could feel the anticipation leading up to the event during Eloqua Experience. But it’s time to announce the winners. So without further ado… Best International Campaign. OpenText Corp. Best Customer Lifecycle. D&B. Best Lead Nurturing Campaign.
NuSpark
OCTOBER 28, 2011
The strategy of blogging, especially from a b2b perspective, can be somewhat misunderstood. What are your goals? Thought leadership, SEO, lead generation? How do I get people to read it? How to I build subscribers? Are my audiences really interested in my thoughts? So I thought I’d raise the question on the benefits of blogging to the NuSpark Marketing content alliance team, and get their reaction to the following question. “I’m
B2B Lead Generation
OCTOBER 10, 2011
Tweet The temptation to buy data at pennies per contact – especially when you have limited resources – can be overwhelming. But whatever you do, you must resist. In the short video below, taken at MarketingSherpa’s B2B Summit in Boston, Brian Carroll explains why. Did you find this valuable? If so, remember, this is merely one of 60,000 minutes of revenue-driving information that is unveiled at MarketingSherpa’s B2B Summit.
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In today’s climate, it’s more important than ever for SaaS companies to build rock-solid financial models on which they can operate and make key business decisions. The teams at SaaSOptics and Burkland have teamed up to create a comprehensive guide to the most difficult aspect of financial modeling: revenue forecasting.
Sales Lead Insights
OCTOBER 24, 2011
Effective B2B marketing processes plus automation yield outsized returns. A recent research study by Sirius Decisions (sponsored by Marketo), Calculating the Return on Marketing Automation , shares a framework for establishing a return on marketing automation, and discusses why the purchase of a Marketing Automation Platform (MAP) alone - without the proper processes and skills wrapped around it - will likely produce disappointing results.
Marketing Insider Group
OCTOBER 4, 2011
Everyone uses a search engine! And yet, not everyone in marketing understands the difference between SEO, PPC, metatags and keywords. SEO stands for Search Engine Optimization. PPC stands for Pay-Per-Click. In know it can be confusing but… To be a successful marketer today, you need to understand how to show up in the search results of your buyers’ search engine activity.
Tomorrow People
OCTOBER 7, 2011
Know your customers. Positioning yourself as the solution to your customer’s needs is central to effective revenue performance management. To achieve this you need to understand your particular customer-base completely. This vital insight covers several key aspects: A specifically identified target market. An understanding of that market's prioritie s and levels of discretionary income. An understanding of that market's core values, wants, needs and desires.
Oracle
OCTOBER 31, 2011
by Jesse Noyes | Tweet this Forget Hollywood horror films and haunted houses. Those working in B2B marketing have their own special blend of anxieties and fears. Things like typos in big campaigns, mis-fired tweets and screwed up presentations are enough to scare even the most competent marketer. Today, we spotlight 10 marketing nightmares – and explain how you can avoid them. Showing Up to a Webinar with the Wrong Deck. Some of us have lived through this.
Advertiser: ZoomInfo
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!
NuSpark
OCTOBER 24, 2011
B2B buyers are time deprived and risk averse – and also enormously well informed. They resent and ignore interruptive marketing approaches such as advertising and cold calling. They do their own research online, and then contact vendors and service providers when they’re ready to talk price. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective.
B2B Lead Generation
OCTOBER 6, 2011
Tweet A few weeks ago, I wrote about ways to combine sales and marketing knowledge to improve lead generation. Let me be more specific about one strategy that the best sales organizations do that marketers should replicate in their demand-generation and lead-nurturing campaigns: Stratify resources as part of a coverage model. The idea is simple: The best sales people call on the most lucrative accounts and handle the largest deals. .
Biznology
OCTOBER 19, 2011
Image by markhillary via Flickr. Celebrating at a funeral is in bad taste, so I’m sure the folks at B&N had to think carefully about to address the contacts they got from a recent acquisition of Borders customer data. Too friendly and cheerful would come across as celebration; too mournful and sympathetic would appear inauthentic or worse. Barnes and Noble recently acquired the customer list from Borders in the sale of assets last week at bankruptcy court.
Writing on the Web
OCTOBER 25, 2011
I hate to be a purveyor of gloom, there’s too much of that around these days. But I’ve been thinking about this and want to share my thoughts with you. Here are some reasons content marketing is getting more challenging. There exists: A shift away from focusing on your products and services (what you know well). A shift towards the reader/customer and their needs (what you may not know very well). A business environment that is changing rapidly (what is unknown).
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.
Tomorrow People
OCTOBER 19, 2011
With inbound marketing quickly gaining recognition as the most innovative and cost effective form of marketing for business, plenty of people have something to say on the subject. So we’ve carefully selected the best 30 quotes from the world’s greatest branding experts, marketing thinkers and creatives to save you time. Here’s what they have to say on the subject: Why the web takes the lead (and the leads).
Oracle
OCTOBER 13, 2011
by Michael Martin | Tweet this You’ll feel it when it happens: When you’re spending all your time managing lists and unsubscribes; when the sales team won’t return your calls; when all the good leads seem to land with your competitor. These are common signs that you need to go beyond batch and blast marketing, need to get sales on the same page, need a stronger lead management process – these are the signs and symptoms that your business needs marketing automation.
NuSpark
OCTOBER 24, 2011
B2B buyers are time deprived and risk averse – and also enormously well informed. They resent and ignore interruptive marketing approaches such as advertising and cold calling. They do their own research online, and then contact vendors and service providers when they’re ready to talk price. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective.
B2B Lead Generation
OCTOBER 12, 2011
Tweet I am especially looking forward to the next B2B Lead Roundtable webinar. You should be, too, if you’re eager to find out how you r peers are responding to today’s marketplace, and how this represents an unprecedented opportunity to drive the highest performance from your marketing efforts.
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Download this template that includes calculations, formulas, definitions and a customizable dashboard. The template includes subscription momentum metrics (ARR, customer count, avg. ARR), churn and retention metrics, and customer lifetime value metrics.
Biznology
OCTOBER 19, 2011
Image by markhillary via Flickr. Celebrating at a funeral is in bad taste, so I’m sure the folks at B&N had to think carefully about to address the contacts they got from a recent acquisition of Borders customer data. Too friendly and cheerful would come across as celebration; too mournful and sympathetic would appear inauthentic or worse. Barnes and Noble recently acquired the customer list from Borders in the sale of assets last week at bankruptcy court.
Chris Koch
OCTOBER 7, 2011
This week I was asked to speak on a panel about social media to a group of B2B marketers in financial services. It was great getting the perspective of marketers outside of technology. But they call it “financial services” for a reason: They have all of the same struggles as technology services companies—with the added complication of tons of regulatory requirements.
Tomorrow People
OCTOBER 31, 2011
The king is dead.long live the king. It’s not something that the average advertising agency would like to admit, but advertising as we know it has changed for good. That’s not surprising with so many new ways for companies to reach their target market, at a lower cost. Instead of the high cost, low impact reach of traditional media and print advertising, another approach is helping businesses to achieve more with less. But how did advertising get left so far behind?
Oracle
OCTOBER 11, 2011
by Jesse Noyes | Tweet this Today’s article comes from Brian Clark, the founder of highly read and respected Copyblogger and the CEO of Copyblogger Media. He invites you find him on Twitter. It’s always been about the writing. Watch an episode of Mad Men , and you’ll see that the people who make the magic are the unsung writers in the back. The account execs have the boozy lunches and the lecherous evening liaisons, but it’s the writers who deliver the words that sell.
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.
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