June, 2013

Lead Generation: How well do you really know what your customers want?

B2B Lead Generation

Tweet “It is absolutely necessary. Don’t base your marketing on assumptions and allow your customers to identify your success.”. Alex Corzo, Manager of Brand Integration, Orlando Health. How important is value prop testing? The case studies at Optimization Summit 2013 reaffirmed the importance of value proposition testing for me.

Industrial Blogging Lessons Learned from Working with Technical SMEs

Industrial Marketing Today

My clients often ask me to write posts for their industrial blogs. This requires me to work very closely with engineers and technical SMEs (Subject Matter Experts) on a daily [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.]. Content Marketing Industrial Blogs Industrial Marketing Blog Search Engine Optimization (SEO) Industrial Marketing SME Subject Matter Experts


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5 Tips for Creating Effective B2B Marketing Videos


by contributor | Tweet this Today’s blog post comes courtesy of Phil Donaldson , Director of Marketing at PropelGrowth , a B2B financial services marketing firm in Princeton, NJ. He provides marketing strategy and tactics that drive content marketing programs for companies seeking to provide value to their customers. Phil is also a composer and musician who will use any opportunity he can to create music.

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How to Explain To Your CEO That Social Media Is Not Optional

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer CEOs who are new to social media, but who understand the financial benefits can become the most passionate advocates for its use. Most CEOs today started their careers before social media had taken hold. As a result, many in top management had already attained some level of success before the era of social media and don''t think of it as something that is important (" I didn''t get where I am with social media! ").

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.

8 Questions To Help You Define Your Content Strategy

Marketing Insider Group

According to the latest research from IDC , the amount of information we are all creating and sharing has grown 9 times in the last 5 years. The latest research from the Content Marketing Institute showed us that everyone is creating content and yet only about a third of us have a document content strategy. We’re struggling to rise above the marketplace noise and we need a plan to get there. So, we have all have a content problem, whether we have accepted it or not.

More Trending

Marketing Optimization: 3 steps to gain C-suite buy-in

B2B Lead Generation

Tweet A few months ago in my blog post, “ How Dissatisfied CEOs Push Marketers into the Future ,” I responded to an article reporting that one in five CEOs believe marketers: Provide a return on investment. Have “solid influence” within their organizations. Are candidates for senior management. These marketers have the respect of the C-suite because they connect their efforts to what their leadership wants most: More leads. More sales. Shortened time to revenue.

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How Mobile Technology Helps Component Manufacturers Make Their Printed Catalogs More Productive

Industrial Marketing Today

Component manufacturers are keenly aware of the fact that design engineers must first specify their components or parts before purchasing can place an order. These manufacturers have relied on their [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.]. Content Marketing Inbound Marketing Industrial Marketing 2D CAD drawings 3D Models content assets eCatalogs Industrial and manufacturing marketing

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Back to Basics: 6 Quick Social Media Marketing Tips


by Lauren Harper | Tweet this Social media is still a new frontier for many marketers. With the emergence of what seems like an inordinate amount of social sites and tools, figuring out how to get started and ramp up your efforts with social media marketing can be confusing. So you’ve set up your Facebook page, Google+ page, and your Twitter profile…now what?

B2B: How To Get Marketing and Sales To Work Together And Stop Fighting

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer B2B companies that align marketing with sales experience 20% annual revenue growth. Here''s how to do it. As long as there have been marketing and sales departments, there has been tension between the two. A typical sales complaint about marketing is that the leads they generate are worthless (" marketing''s leads SUCK! "). Conversely, marketing will complain that sales doesn''t follow up sufficiently, if at all, on the leads they are given.

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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!

9 Internet Trends Charts You Need To See

Marketing Insider Group

I have covered Mary Meeker’s Internet Trends charts for a couple of years, starting in 2010 when she talked about the commercial impact of the developing world getting on the internet. Mary claimed that Mobile accessibility was driving rapid changes in the way we advertise, sell and innovate. In 2011 , Mary updated her views on the above but also covered Content Marketing. She talked about how the value of undifferentiated content is approaching $0.

Content Selling: How Sales Can Better Leverage Marketing Content

The Point

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. I talked with Daniel and his team to find out more about what they call an approach called “Content Selling.”. (HS) HS) What problem does KnowledgeTree solve? (DC)

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Social Media: How Motorola Solutions uses Facebook to generate more engagement

B2B Lead Generation

Tweet If you think Facebook is no place for B2B marketers, think again. And, consider the experience of Motorola Solutions. Facebook was one of the first places we started engaging on social media,” Belinda Hudmon, Senior Director, Global Digital Strategy and Operations, Motorola Solutions, said. Because that’s the site the company’s government customers were using. Our strategy has always been, ‘Go where the audience is,’” she explained.

Creating Thought Leadership for Manufacturing and Industrial Companies

Industrial Marketing Today

Thought leader is a term first coined in 1994 by Joel Kurtzman, editor-in-chief of the Booz Allen Hamilton magazine, Strategy & Business and used to designate interview subjects for that [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.]. Business Blogs Content Marketing Industrial Marketing Thought leadership

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.

Which Channels Will Marketers Measure for Next Generation Digital Body Language? [CHART]


by Taha Sheikh | Tweet this In March, Eloqua released a report titled: “ Defining the Modern Marketer: From Real to Ideal “, which presents findings from a survey of 556 marketers conducted by BtoB Magazine into views and practices in modern marketing. We’re seeing a shift from outbound, advertising, and intuition based marketing to a new inbound model that emphasizes digital channels, multiple touchpoints and data analysis.

Social Media Engagement: How to Pick and Use The Right Networks

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer With a social media engagement strategy, marketers can make sure they not only pick the right social media networks, but also use the right tone and message in order to connect with their prospects, customers and advocates. When late night comedy show host Conan O''Brien was on NBC, he would predict the future in a segment called " In the Year 3,000.".

8 Steps To Effective Content For Social Media [Slides]

Marketing Insider Group

For the third week in a row, I find myself at another amazing marketing conference. This time, it’s the Social Media Strategies Summit (#SMSsummit) in New York City where hundreds of social-minded digital marketers are looking to learn top tips and tricks for how to be more effective with social media marketing. My talk will present some ideas for how to develop a content strategy for your social efforts. I have always seen the value in great content developed with the customer in mind.

Checklist: 5 Ways to Minimize Webinar No-Shows

The Point

First, a question. From a marketing perspective, does it matter if prospects actually attend Webinars once they register? Some would argue: no, especially if those who register are net new leads, where the real value is simply getting the person to sign up in the first place. Anecdotally, our experience is that the difference in lead quality between Webinar registrants who show up on the day, and those who don’t, can be minimal at best.

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.

Webinar: Inside Sales Virtual Summit reveals selling best practices

B2B Lead Generation

Tweet A top struggle for sales professionals is optimizing selling time and driving lead generation. On Thursday, June 20, at the Inside Sales Virtual Summit, I will reveal how a billion-dollar telecommunications company addressed this situation by: Bringing science and testing to their calling process, and. Reducing their time to lead by more than 60%. In the process, you’ll learn the data insight you need to drive success by making the most of every moment of your selling day.

Top 4 SEO Tips for Small Business Blogs on a Shoestring Budget

Writing on the Web

The Search Engine Optimization landscape has changed dramatically over the last couple of years. One of the side-effects of these changes has been the fact that many low-cost SEO tactics have lost their effectiveness and power. Consequently, a lot of small businesses and professionals today are struggling to achieve their SEO goals on a restricted budget. After all, for small companies, hiring an expensive agency is often not feasible.

Creative Marketing in a Data-Driven Culture


by Eloqua | Tweet this Marketing is driven by many components, making it difficult to balance between creative and data-driven concepts. The latest advances in the behavioural sciences reveal the hidden effectiveness of marketing – and suggest that your finance director may not be right about everything. Eloqua Experience Europe attendees will hear from Rory Sutherland, Vice Chairman, Ogilvy Group UK in London 23-25 June.

Tweet like Guy Kawasaki for Twitter success


People love and hate my friend Guy Kawasaki. Here are some of the least flattering blog posts, including Dear Guy Kawasaki, You Tweet Too Much , Guy Kawasaki is too ‘popular’ to stop autotweets during Boston bombings , Andrew Goodman to Guy Kawasaki: You are Ruining Twitter! , Is Guy Kawasaki Singlehandedly Ruining Twitter? Part I) , and others. Well, I stand by Guy. While I am no Guy Kawasaki with only 43.9k followers instead of 1.3

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.

The Expanding Role Of B2B Marketing

Marketing Insider Group

Two years ago I wrote that Change is Coming To B2B Marketing. I predicted that changes brought on by digital, social and mobile technologies had placed the customer firmly at the center of marketing strategy. And it was straining traditional marketing strategy. Along the way since then, studies indicated that Marketing leaders felt unprepared for the changes that had come.

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Can Marketing Speak the Sales Language? An Interview with Kerry Langstaff [Podcast]

Crimson Marketing

Sales and marketing alignment is a fairly new term to many organizations. Traditionally, sales and marketing want nothing to do with each other. Each individual department has their own separate goals, right? Wrong. . The goal of any and all companies is revenue growth. But where and how does marketing fit in? . Kerry Langstaff , and industry leader in this area, helps me answer this question and more. Some of her key insights are: .

5 Action Items from #SMX Advanced 2013

KoMarketing Associates

The best thing about leaving a conference is feeling like you’re leaving with a list of things to do. It makes the time (and money) you spent worthwhile. The great news is that’s exactly what happened when I left SMX Advanced last week. The conference, held in amazingly sunny Seattle, offered a slew of great speakers who provided actionable items for the audience. From authorship to technical SEO to paid social tactics, the conference covered all aspects of search.

Your Business Blog: Guest Blogging Etiquette

Writing on the Web

Guest Blogging Etiquette" src="[link] width="240" height="217" title="Your Business Blog: Guest Blogging Etiquette" /> Last month, we contributed a post asking if guest blogging is really a necessary element to a good blog. The answer was a pretty resounding “yes.” In light of that, I thought I should elaborate on a few tips for how to be a good guest blogger. First, reciprocal guest blogging can be a great opportunity for all. It helps bring new readers to each blog that is involved.

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.