December, 2006

B2B Lead Generation Blog: Budget Wars: Sales & Finance vs Marketing

B2B Lead Generation

i look at the challenge that marketers often face when it comes to getting their budgets approved by finance and i wonder why does it have to be so hard? many financial executives still view marketing as an expense, aka cost center

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List of Marketing and Branding Blogs

Customer Experience Matrix

Here is list of marketing and branding blogs, courtesy of Chris Brown at Branding and Marketing. This is part of project to increase traffic for less-well-known blogs in the area. See The Viral Garden for more information. I haven't looked at every blog on this list but did remove quite a few from the original that didn't seem relevant. Being Peter Kim Pow! Right Between The Eyes!

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Blogger: Redirecting

Buzz Marketing for Technology

Tech marketing spending is on the rise again and will increase by 7.5%, the highest growth rate in four years, according to a report from IDC. While tech marketing investment will climb this year, it will also outpace global IT spending

Learning About Web Analytics: Part I

Anything Goes Marketing

If you're a true marketer or a hard-core blogger (or both) you have to be into web analytics. Ok, you don't but you should and I have found some good resources. Bloggers for the most part write because they want to be heard and your analytics justify the time that you sit at your keyboard (for the most part although my wife still needs convincing and web stats, well they just don't do it).

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.

Toward a Code of Ethics for Marketing Consultants


My philosophy of consulting has always been that 1) I want every client to remain a (satisfied) client for as long as possible, and 2) I want every ex-client to be referenceable. To me, that seems common-sensical enough, but I'm disgusted by how many outside vendors don't share that approach to clients, whether through price gouging, incompetence, non-responsiveness, or just plain dishonesty. It's not that there's a shortage of ethical codes, just a shortage of adherence to them.

More Trending

B2B Lead Generation Blog: Where do Your Email Newsletters go?

B2B Lead Generation

so i finally got a chance to catch my breath a bit and read some of the content on my "blogs i read" list. i've often talked about how marketers can reuse content for lead nurturing. if you currently are sending e-newsletters

Why Smartphones Matter

Customer Experience Matrix

It may seem that I’m obsessed with smartphones, but I’m truly not. I was about to drop the topic when my wife came home yesterday from meeting a new client who turned out to be—you guessed it—developing smartphone content. So now I’m thinking about it again. Just what makes me feel smartphones are so important? In part, it’s the “third screen” notion I wrote about yesterday: the idea that the smartphone really has the potential to be as important a device as a TV or personal computer.

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Smartphones Are Yet Another Reason for Customer Experience Management

Customer Experience Matrix

Yesterday I wrote about the opportunities presented by smartphones for radically new business intelligence applications. The December 11 issue of eWeek had a special advertising section sponsored by VeriSign Inc. that frames the topic more elegantly with a notion of “three screens”: television, computer and smartphone. (“New New Opportunities for Three Screens & Beyond”, eWeek , December 11, 2006. In a presumably unintended irony, I could not find a copy online.)

Business Intelligence on Smart Phones: Not Just Humbug

Customer Experience Matrix

I’m a bit behind on my reading so I just spotted a piece in the December 11, 2006 issue of InformationWeek about accessing business intelligence software on a mobile phone. See “Power Of A Data Warehouse In The Palm Of Your Hand” available here.) The author is highly skeptical of the notion: “It remains to be seen how many mobile professionals actually need to slice and dice data from handheld devices.

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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!

Onyx Reinvents Itself as a Process Manager

Customer Experience Matrix

Onyx Software ( ) is a veteran player in mid-market CRM. It’s been years since I looked at their software. When they were purchased earlier this year by M2M Holdings, which already owned mid-market ERP vendor Made2Manage Systems, it seemed like still further evidence that traditional on-premise CRM software is a dying breed.

Tools to Measure Buzz and Distinguishing Customer Centric Marketing from Customer Experience Management

Customer Experience Matrix

Sunday’s The New York Times had a long article on buzz measurement vendor Nielsen BuzzMetrics ( ) (“Brands For the Chattering Masses”, Sunday Business , December 17, 2006, page 1). Naturally this caught my eye since I had been pondering how to measure buzz for Customer Experience Management (see entry for December 8). I haven’t decided whether to do a detailed examination of this particular topic, but did take a quick pass through the Web sites of the major vendors.

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Customer Centricity Isn't Marketers' Major Concern--Yet

Customer Experience Matrix

Reality can be so annoying. Contrary to my initial impression that “customer centricity” was the major topic at the National Center for Database Marketing conference this week, a close look at the program shows just four of the 45 sessions had this as their focus. The most common topic by far was data analysis and modeling—based on descriptions, I classify 15 sessions in that group. This includes three related to multi-variate testing (e.g.

Making the Change to Customer Centricity

Customer Experience Matrix

When I raised the question yesterday of how to apply customer-centric principles in a product-centric company, you may have thought I was being cute and already had an answer. Sorry. Even after thinking about it on the long trip home, I haven’t come up with a solution. The best I can give is some thoughts that seem promising. I suppose there’s a preliminary question of whether customer-centricity is a goal worth pursuing. It’s surely not a goal in itself.

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.

Shocking Thought: Maybe Customer Centricity Isn't for Everyone

Customer Experience Matrix

I’ve been at the National Center for Database Marketing conference these past few days. As usual, I’ve spent most of my time in the exhibit hall gossiping with friends…I mean, doing research. This doesn’t leave much time for attending the sessions. But from what I see on the conference schedule, the buzzword of the moment is “customer-centric”. Given what we do at Client X Client, I thought this was good news.

Random Notes on Building Business Intelligence Systems

Customer Experience Matrix

I sat in a three-hour presentation on business intelligence systems and took exactly three lines of notes. These were: - brand metrics vs. database marketing metrics. This is an interesting point: brand marketers traditionally look at things like awareness levels, while database marketers look at things like retention rates. Per my comments last week on the role of brands in customer experience management, we need to incorporate brand-style measures into our customer value models.

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Reading the Hype Meter for Customer Experience Management

Customer Experience Matrix

Dale Wolf’s comment on my Wednesday post suggests hopefully “it could be that CEM recognition is about to get its due” based on the increasing frequency of “customer experience manager” as a job title. This got me to wondering how you would really measure the progress of a concept towards a buzzword tipping point, or whatever you want to call it. My initial benchmark, which I still think is a good one, is a cover on BusinessWeek. The thought here is that represents mainstream business reporting.

Interactions are for Companies, Experiences are for Brands

Customer Experience Matrix

Yesterday’s Webinar seemed to go well, based on the little feedback available. In case you missed it, my slides are available here on the Client X Client Web site. The gist was that there are too many products and channels today for the traditional product manager / channel manager organization to function. Instead, companies have to organize around the customer.

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.

Customer Experience Management Needs More Hype (I'm Serious)

Customer Experience Matrix

The phrase “customer experience” pops up more and more often in vendor promotions and other business discussions. But somehow “customer experience management” (CEM) doesn’t seem to have reached the status of a truly hot buzzword. By that, I mean there is little hype suggesting that CEM is the solution to all your problems, or that your company must adopt CEM or fall hopelessly behind its competitors. This may or may not be a good thing.

Surado White Paper: Small Print, Big Heart

Customer Experience Matrix

I suppose it’s petty to complain about the size of the type used in a white paper, but you would think something called “The CEO’s Guide to CRM Success” would recognize that senior managers might struggle with a six point font. Yet somehow that tiny type—presumably chosen to keep the paper small enough for busy readers—fits with the general feel of this document, available here from Surado Solutions ( ).

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Channel Partners for Hosted Software: Help or Hurt?

Customer Experience Matrix

Last Friday I listed the competitive strengths of different types of CRM vendors. Turns out that eWeek ( ) had something similar on its mind. SaaS: More, not less, channel” (eWeek, November 27, 2006), available here , argues that hosted systems will move beyond their current advantages of low cost and rapid implementation.

Building a Complete List of CRM Selection Criteria (or, Learning to Love Vendor White Papers)

Customer Experience Matrix

Yesterday’s entry about Sage Software’s paper “17 Rules of the Road for CRM” may have given an overly positive impression. In stating that the points in the paper were all valid, I didn’t mean that the paper itself is a fair treatment of the subject. There are other, equally valid points that the paper leaves out. What are these points? Let's invert Sage’s own approach, which was to highlight the weaknesses of its competitors. Start with a list of the competitors’ strengths.

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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.

Blogger: Redirecting

Buzz Marketing for Technology

A KnowledgeStorm survey of more than 4500 IT professionals found that more than 80% read blogs, with 18% saying they read them daily and 33% weekly! Moreover, 53% of respondents said blogs influence their purchase decisions

Blogger: Redirecting

Buzz Marketing for Technology

WebTrends, LiveStats, WebSideStory – are all software vendors with no standards for calculating hits, views and more. Competing methods of measuring traffic online leave advertisers and marketers almost flying blind

Blogger: Redirecting

Buzz Marketing for Technology

You're about to be redirected. The blog that used to be here is now at [link] Do you wish to be redirected? This blog is not hosted by Blogger and has not

Blogger: Redirecting

Buzz Marketing for Technology

There are an ever increasing number of Web-based RSS readers out there - and if you think of RSS as a tool for helping you to drink from the fire-hose of information on the Web, then you'll find a lot to like about Web-Based RSS readers

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.