January, 2008

Lead nurturing thoughts

B2B Lead Generation

It's surprising how many marketers now say they do “lead nurturing” but in reality they are just sending monthly email campaigns or monthly newsletters with some call to action. If all you do is send generic email marketing messages to your early stage leads over and over and over again, you're missing the point. Consistency is good but being relevant and then consistent is even better.

QlikView Scripts Are Powerful, Not Sexy

Customer Experience Matrix

I spent some time recently delving into QlikView ’s automation functions, which allow users to write macros to control various activities. These are an important and powerful part of QlikView, since they let it function as a real business application rather than a passive reporting system. But what the experience really did was clarify why QlikView is so much easier to use than traditional software.


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Blogger: Redirecting

Buzz Marketing for Technology

Whether you work in the mailroom or sit in the C-suite in a big company, you most certainly have heard about the media revolution now underway. Social media is here to stay, and knowing what's happening in the vanguard is important for

Email Tips for the New Year Part I

Anything Goes Marketing

Greetings! I've finally had the chance to go through a number of email newsletters and reports and I wanted to highlight some interesting email tips.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Consumers Ready for End of Pre-Roll Ads


“Pre-roll ads are going the way of popups and other intrusive ads,” predicted Fred Wilson a little over a month ago. “They won’t be around in a couple years. And the online video services that use them to monetize their audience won’t be around either.” ” It seems that consumers agree. Silicon Alley Insider points to a new survey that says that half of Internet users bail at the sight of a pre-roll video ad.

More Trending

Lead Nurturing as trusted advisors with the Human Touch

B2B Lead Generation

In today's commoditized business climate I think what sets companies apart with a complex sale is how well they build and cultivate relationships. Over the years, I've observed a truth; and this truth will requires many sales people to reconsider how they think selling should be done.

Alterian Branches Out

Customer Experience Matrix

It was Alterian 's turn this week in my continuing tour of marketing automation vendors. As I’ve mentioned before, Alterian has pursued a relatively quiet strategy of working through partners—largely marketing services providers (MSPs)—instead of trying to sell their software directly to corporate marketing departments.

Blogger: Redirecting

Buzz Marketing for Technology

Online reputation management, be it a personal reputation or a corporate reputation, has become a growing issue for marketers over the past few years. Groups are popping up devoted to helping you manage, and in some cases clean up

Lessons Learned in Cost Rica - Being Customer Centric

Anything Goes Marketing

My brain is slowly de-fogging from my trip to Costa Rica. My wife and I had a wonderful jammed pack week full of tours, hikes and R&R at the beach. Beyond the beauty of this country and the relaxing siestas in the sun, I was reminded of a valuable lesson - go above and beyond for your customers. We booked an eco-tour which means that we travelled to various areas of Costa Rica to learn more about this wonderful country and the different species that inhabit it.

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The Best Sales Forecasting Models for Weathering Your Goals

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!

Writer’s Strike Helps Online Ad Sales


Even with the home mortgage meltdown in the US theatening to pull the econonmy into a recession, analysts feel confident that the online ad market will remain healthy. “We believe the secular growth of the Internet will enable Internet fundamentals to outperform,” wrote Piper Jaffray senior research analysts Aaron Kessler and Gene Munster in a report last Monday.

Best of 2007: Articles and Blog Posts on SEM


Search engine marketing (SEM) is one of the fastest-growing categories in all of advertising, because it is both measurable and logical: present your ads when people are searching for what you're selling. A well-crafted search marketing program can provide not only broad brand exposure at a very reasonable cost (with CPMs of $10 or less), but also high-ROI lead generation. As with any other type of advertising, however, a poorly-designed campaign will be a disappointing waste of money.

Aprimo 8.0 Puts a New Face on Campaign Management

Customer Experience Matrix

Loyal readers will recall a series of posts before New Years providing updates on the major marketing automation vendors: SAS , Teradata , and Unica. I spoke Aprimo around the same time, but had some follow-up questions that were deferred due to the holidays. Now I have my answers, so now you get your post.

One More Chart on QlikTech

Customer Experience Matrix

Appearances to the contrary, I do have work to do. But in reflecting on yesterday's post, I did think of one more way to present the impact of QlikTech (or any other software) on an existing environment. This version shows the net change in percentage of answers provided by each user role for each activity type. It definitely shows which roles gain capacity and which have their workload reduced.

The Revenue Leader's Guide to Prospecting

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.

Visualizing the Value of QlikTech (and Any Others)

Customer Experience Matrix

As anyone who knows me would have expected, I couldn't resist figuring out how to draw and post the chart I described last week to illustrate the benefits of QlikTech. The mechanics are no big deal, but getting it to look right took some doing. I started with a simple version of the table I described in the earlier post, a matrix comparing business intelligence questions (tasks) vs. the roles of the people who can answer them.

Fitting QlikTech into the Business Intelligence Universe

Customer Experience Matrix

I’ve been planning for about a month to write about the position of QlikTech in the larger market for business intelligence systems. The topic has come up twice in the past week, so I guess I should do it already. First, some context. I’m using “business intelligence” in the broad sense of “how companies get information to run their businesses”. This encompasses everything from standard operational reports to dashboards to advanced data analysis.

Blogger: Redirecting

Buzz Marketing for Technology

Do you do traditional customer research? Do you find that the loudest person in the room tends to skew the results? What if you had a research network you could tap into at any point in time to get feedback

Blogger: Redirecting

Buzz Marketing for Technology

The New World of Immersive Games The new edge of how to use the web and all web 2.0 tactics for marketing. Simply the best article I have ever read on where things are headed, period. A MUST READ! tags: Alternative Reality Games

How to Redirect Your Indirect Channels by Enabling the Right People

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.

Blogger: Redirecting

Buzz Marketing for Technology

I was tagged by Paul Gillin to continue this meme on his blog. And since he's the author of the book The New Influencers (Amazon link), I was delighted to give it a shot. So here it goes. My top 3 influencers are

Yahoo! PDF Ads In the Wild on Kevin Kelly’s Latest Book


Kevin Kelly may be best known as the founding executive editor of Wired magazine, but he’s also a long-time blogger and the author of numerous books. One of those books, True Films , has just been updated for a third edition. The book collects Kelly’s 200 favorite documentaries reviewed on his site of the same name. “I only review films I love and believe others will enjoy. Merely good films are left unmentioned,” says Kelly.

Best of 2007: Articles and Blog Posts on SEO (Part 2)


Following up on my last post, there were just too many excellent newsletter articles and blog posts on SEO last year to fit them all into one post, so here are more of the best bits of SEO guidance from 2007. 5 Rules of Social Media Optimization (SMO) by Buzz Marketing for Technology Ãœber-blogger and podcaster Paul Dunay provides five unconventional tactics for improving search engine rank, such as adding social bookmark site buttons to web pages, making content portable (e.g.

Best of 2007: Articles and Blog Posts on SEO (Part 1)


SEO is dead? Balderdash! Judging by the number of high-quality articles and blog posts still devoted to the topic (so many I had to split this category into two posts), SEO remains a critical component of online marketing success.

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Best of 2007: Articles and Blog Posts on Google AdWords


The last post here presented some of the best articles and blog posts on general search engine marketing practices. This post focuses on interesting observations and helpful advice pertaining specifically to Google AdWords, the largest SEM platform.

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Best of 2007: Blog Posts on Social Media Marketing


My last post listed several of the best news articles from 2007 on how to effectively use social networking sites for marketing. Here are some of the best blog posts on social networking and social media marketing strategies and tactics.

Best of 2007: News Articles on Social Media Marketing


Social media (blogs, podcasts, forums) and social networking sites ( Digg , del.icio.us , StumbleUpon , Searchles , etc.) present exciting new possibilities for marketers—but are also a potential minefield that must be navigated carefully to avoid doing more damage than good to your brand. Think about it this way: you walk into a coffee shop and notice one of your best customers sitting at a table with several people you don't know.

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Best of 2007: SEO Keyword Research Tools


The first step in any SEO effort is determining the right keywords and key phrases to optimize on—making sure the search terms chosen contain the words that your customers and prospects use when looking for a product or service like yours, and that the terms you optimize on actually get a reasonable amount of search activity. Here are some of the best tools for conducting keyword research and building a search phrase list.

How to Drive Revenue Through Retention Marketing & Sales Enablement

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.