May, 2009

Kindle Marketing Lessons « The Effective Marketer

The Effective Marketer

Amazon's Kindle e-Book Reader Shows You What NOT To Do. I love my Kindle. The one I have is the first generation and I have been using it for almost one year now. An avid reader, I'm always reading two or three books at the same time

Lead Nurturing is Walking the Buying Path with Your Customers

B2B Lead Generation

A recent study of B-to-B buyers shows that sales people who become trusted advisors and understand the needs of economic buyers are 69% more likely to come away with a sale! That’s why forming a plan for lead nurturing is such an integral part of your lead generation process. I wrote an full article that outlines the basic steps to help you get started down the path of lead nurturing success , but here’s a quick synopsis: 1. Walk IN your potential customers’ shoes.

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Truth #2—Your Sales Force Needs Fewer Leads


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Sales 2.0 Panelist Trish Bertuzzi Talks about Insourced vs. Outsourced Inside Sales

Smashmouth Marketing

I've known Trish Bertuzzi for years and always find her one of the most knowledgeable experts on inside sales there is. Trish is President of The Bridge Group. She founded The Bridge Group with a mission to help technology companies build highly successful inside sales teams.

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Latest B2B Marketing Trends From SiriusDecisions Summit 09

Anything Goes Marketing

If you’re looking for an eloquently written post on how B2B marketing has changed and recommendations on what you should do, you’ve come to the wrong page.

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More Trending

Webinar Presentations That Suck « The Effective Marketer

The Effective Marketer

You are not even 3 minutes into the webinar and you know it: The presentation will suck. You roll your eyes and switch to your email while you wait for the presenter to appear alive, for the next slide to have something meaningful

B2B Lead Generation Roundtable Group on LinkedIn

B2B Lead Generation

A few weeks ago I wrote a post called 5 steps for using LinkedIn as a lead generation tool and step number five was ‘create your own LinkedIn group and share relevant content.’. Well, last Thursday I launched the B2B Lead Gen Roundtable Group on LinkedIn.

There Are No Secrets to Social Networking, SEO and Web Development

B2B Marketing Traction

I got good comments on my last post, SEO Industry has some Snake Oil, But Also Much Success. In it I wrote that the SEO and web development industries are relatively young and fragmented with audiences that often don't understand the

What do CMOs and Sales 2.0 Junkies Have In Common?

Smashmouth Marketing

This past week I was lucky enough to attend both the CMO Club Summit in New York, and the Sales 2.0 Conference in Boston. There was a definite overlap of key discussion points that I believe is critical for all sales and marketing execs to consider.

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Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Good old-fashioned direct mail + social media = wow!


Social media marketing is new and exciting. Direct mail is outdated and dull. An easy conclusion to reach these days, but wrong.

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Truth #1—Marketing and Sales Alignment is the Key to a Winning Hand


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How to Write Good: 12 tongue-in-cheek rules and a proofreading service

Sales Lead Insights

If you write for fun or profit, you’ll want your very own copy of Frank Visco’s tongue-in-cheek poster, How to Write Good. Originally published as an article in Writers Digest, How to Write Good. gives you twelve rules of writing, each humorously broken to make the point. Examples include, “One should never generalize&# and “Who needs rhetorical questions?&#. Twelve Ways to Write Even Gooder and How to Write Most Goodest are also available.

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Free inbound marketing training program to help you get ahead

B2B Lead Generation

If you are a marketing professional looking to gain new skills in this competitive workforce or a marketer between jobs check out the Inbound Marketing University’s marketing retraining program. I’ll lead one of ten webinar classes held during this free, week-long program June 15-19. All classes will be taught by industry experts with years of hands-on experience in the topics they will be discussing. On June 18 at 3 p.m. (ET), ET), I will discuss Inbound Lead Nurturing.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

SEO Industry Has Some Snake Oil, But Also Much Success

B2B Marketing Traction

This week I read Nick Baron's blog entry, SEO is today's snake oil. Nick is a trend spotting and new media consultant who authors the Societrends blog. Nick's opinion is that SEO experts are selling snake oil - that anyone who can read

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CMO Cub Summit Tweets

Smashmouth Marketing

I'm at the CMO Club Summit for a couple days and the room is sharing the event with twitter hashtag #cmoclub. You can find a stream of the tweets on twitter search.

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Is it social media or just multimedia?


As you know, good examples of B2B social media marketing are thin on the ground at the moment. And they are all the harder to find when many B2B companies seem to confuse social media with multimedia.

How Often Should I Email My Database?

The Point

A client writes: “What’s best practice in terms of how many times per month you hit each key contact in your database?” This is becoming a common question, driven in part by the trend in B2B towards more proactive lead nurturing and the rapid adoption of marketing automation systems. Suddenly, companies have the tools at [.].

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The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

New White Paper and Eloqua Prospect Profiler

Customer Experience Matrix

Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system.

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Using Kaizen to improve your lead generation results in 90 days or less

B2B Lead Generation

B2B companies need a systematic approach to lead generation, yet, I’m constantly surprised to find that most do not have one. Michael Webb, President of Sales Performance Consultants , and I met a few years back when I began writing my book and he was working on his. Over time, we came to realize that our approaches to designing and implementing lead generation process were complimentary.

Less is More when you Pitch

B2B Marketing Traction

One of the important roles for Chief Marketing Officers (CMOs) in business-to-business (B2B) marketing is to ensure consistent and effective communications throughout the organization. As Chief Marketing Officer (CMO) for your

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Sales 2.0 Panelist Anneke Seley Talks about Social Media

Smashmouth Marketing

This Thursday is the Sales 2.0 conference in Boston , and Anneke Seley from Phoneworks and author of the book Sales 2.0 will be speaking. Anneke and I met as a result of twitter, so it's fitting that she is speaking on Social Media this week.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

The first steps to take when your brand is in crisis

Chris Koch

I had a great conversation recently with two of ITSMA’s brand gurus, Geoff Dodds and Julie Schwartz. We put ourselves in a hypothetical situation that some of you may have faced for real: when something bad happens that involves your company–think Tylenol poisonings, accounting scandals, etc.–what –what do you do to protect the brand image you have spent years building up from crashing down around you? And perhaps more importantly, should you let the brand crash–i.e.,

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Generating Blog Traffic (and Leads) Using Email Subscriptions

The Point

Either by the time you read this (or, if not, soon thereafter) this blog will have undergone a design facelift, its first since we launched it two years in April 2007. The new design is in sync with a similar upgrade (coming soon) of the CDI Website, as well as the monthly bulletin that [.].

Let your people go: the great social media in the workplace debate


EMPLOYEE: (indignantly) I am an individual; let me speak for myself! EMPLOYER: (blusteringly) I pay your wages! I make the rules! It's a funny situation. According to the third annual Deloitte LLP Ethics & Workplace survey , 60 percent of business executives believe they have a right to know how employees portray themselves and their organizations in online social networks.

Webinar on Integrating Online and Offline Strategies

B2B Lead Generation

Addressing risk has always been a factor in the B2B complex sale. But research shows that risk must be better addressed by marketers and sellers because it's a primary motivator in many B2B purchase decisions. So how do adjust your lead generation tactics, your marketing messaging and sales presentations to address risk?    I’m thrilled to be a special guest for Enquiro’s B2B Expert Series, Integrating Online and Offline Strategies on Monday, May 11th at 1:00 PM CDT.

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How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!