June, 2009

free stuff that sells. maybe.

The Effective Marketer

free marketing stuff can sell. as marketers our job is to generate brand awareness, educate our prospective customers on the benefits of our products and get them to purchase. effective marketing is about generating sales.

Three steps for B2B marketers to build a personal social media presence

Chris Koch

In my last post, I hope I convinced you why you should establish a personal presence in social media even if your company hasn’t done so yet. That was the why of social media. This time, I’d like to concentrate on the how. I’m going to attempt to explain it by humbly offering my own initiation into social media as a guide.

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Web Leads - Pounce, Pause, Nurture or Wait?

Smashmouth Marketing

A few weeks ago I published a product review of LeadLander. Since then we've had a great experience using it. For what it touts itself to be, it does a great job. It did raise a question though, and before I put much thought into it I decided to ask 7 of my colleagues in the b2b demand gen/sales/marketing space.

Top 5 Lead Management Excuses (with Poll)

The Point

According to a recent industry survey by Demand Gen Report , fewer than 10 percent of marketing executives who responded have automated lead nurturing strategies and processes in place. Furthermore, only 15% of those same respondents planned to deploy or expand their lead management initiatives in 2009. As someone who sees clients achieving very real, [.].

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.

Truth #5—The Truth about Multi-touch, Multi-media Marketing Programs

ViewPoint

More Trending

because you can't beat free marketing training

The Effective Marketer

this is the second post finalizing the review of the inbound marketing university program from hubspot. here i talk about the final 5 classes. if you haven't done already, check out the review of the first 5 presentations

Why Twitter is for old people

Chris Koch

Like many, I’m a late convert to Twitter. I avoided it for defensive reasons. I’m one of those boring people that eats the same thing for lunch almost every day. So I figured I wouldn’t have much to twitter about. I also figured that Twitter would appeal mostly to young people interested in flirting with one another in 140 characters or less. But then I tried it and I realized that the hidden power of Twitter is in another kind of human appetite: learning.

Smashmouth Review - LeadLander - Who's Really Visiting Your Site?

Smashmouth Marketing

We thought it might be interesting to augment our thought leader interviews with some demand gen product reviews. We are keeping the reviews independant--actually using the products/services, and then critiquing them. I had heard about LeadLander from a competitor (surprisingly, not all competitors are enemies.that's another blog post).

7 Ways Facebook will Change your Life!

Buzz Marketing for Technology

So I have just finished co-authoring a book called Facebook Marketing for Dummies (Wiley) due out this summer. It was a very eye opening experience to say the least. But the one thing it taught me was a profound respect for the Facebook platform. What you are about to see is a number of ideas I have about the future of Facebook. These are not pie in the sky ideas or something I dreamed up - I feel these are very doable.

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!

Truth #3—Cost per Lead Based Marketing Kills Companies

ViewPoint

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7 Tips on how B2B marketers can leverage social media

B2B Lead Generation

In B2B sometimes we need to remind ourselves that people don’t buy from companies, they buy from people. That’s why why I think social media has a lot of potential for B2B marketers and sellers. Social media tactics are wonderful for building and supporting business relationships and making yourself more available to connect with your current and future customers. 

5 Reasons to Include Branded Terms in Your Paid Search Campaign

The Point

A client writes: “If we include our company and product names as keywords in our PPC (paid search) campaign, won’t we simply be cannibalizing our SEO effort, i.e. paying for clicks that we otherwise would have generated for free?” Answer: It’s true that you may have generated Web traffic from the same people anyway, but there [.].

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Inbound Marketing & Marketing Automation

LeadSloth

The Marketing Automation industry is evolving continuously. Many digital marketers are using marketing automation tools to automate lead nurturing. But if you want to expand your business, you also need to continuously add new leads to your database. Traditional lead sources are tradeshows or lead programs with magazines. Those are definitely useful, but the number of leads is low and the cost per lead is high.

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.

5 Things My Father Taught Me About Selling

Smashmouth Marketing

Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. We're heading up to my sister's house today to visit with my dad, Roger Damphousse ("Pepere" as the kids call him), and eat again. That said, it reminded me that one of the most influential people in my business life was my dad.

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Five reasons why B2B marketers should be in social media even if their companies are not

Chris Koch

To be successful with social media marketing, we are going to have to become social media guinea pigs. We are accustomed to creating programs and campaigns and then standing back and observing them. Social media will demand involvement that is much more personal. That’s why it’s important for us to start building our expertise in social media today, even if social media isn’t yet at the top of our marketing agenda (and our research shows that among B2B marketers, it is not).

Truth #4—The Truth about Sales Leads

ViewPoint

Moving Marketing Leads to Sales Pipeline best practices data

B2B Lead Generation

A key challenge B2B lead generation is driving leads from the marketing funnel to the sales pipeline. MarketingSherpa just published a chart that shows which best practices are marketers NOT using to effectively manage their marketing-to-sales pipeline process. Check it out. The one that stands to me is the last one, "have a process for handing leads back to marketing" when they are not sales ready. We call that lead reengagement and it's a form of lead nurturing.

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.

Lead Gen: Don’t Go for the Quick Sale

The Point

Here’s an interesting post by Mike Damphousse of Green Leads that I found through Funnelholic (thanks Craig) on how lead nurturing impacts the effectiveness of calling campaigns designed to secure qualified sales appointments. The conclusion, not surprisingly: that prospects who have been nurtured over time are much more likely (by a factor of 15 [.].

Inbound Marketing Automation

LeadSloth

Should Marketing Automation systems add Inbound Marketing tools as standard features? Or is it better to keep those tools separate? I brought up this question in my previous blog post , and Maria Pergolino had some very good comments on which tools to use and how to integrate them for ROI reporting. That gave me enough ideas for a new post, so here it is. What is Inbound Marketing? Dharmesh Shah of Hubspot defines inbound marketing to include search, social media and blogs.

5 Things My Father Taught Me About Selling

Smashmouth Marketing

Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. We're heading up to my sister's house today to visit with my dad, Roger Damphousse ("Pepere" as the kids call him), and eat again. That said, it reminded me that one of the most influential people in my business life was my dad.

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inbound marketing training for free

The Effective Marketer

last week i attended the inbound marketing university, a free online program put together by hubspot featuring talented well known professionals on blogging, seo, social media, lead nurturing, email marketing, landing pages

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.

Apple’s marketing arrogance

Chris Koch

It’s marketing 101: don’t hold your needs above those of your customers—and don’t defy the expectations that you set with them. Apple has violated both of those rules this week, and I’m sure they could care less—Apple long ago concluded that their products are so much better that customers will overlook the arrogance with which they treat customers.

Inbound lead nurturing presentation

B2B Lead Generation

I had a great time with being a professor at the inbound marketing university. Here's my presentation deck on inbound lead nurturing (CV201) via #IMU for those who missed it. #8 8 IMU: Inbound Lead Nurturing (CV201) View more OpenOffice presentations from Hubspot Marketing. You can check out all the other classes or register at: [link

Demandbase: Converting More Web Visitors into Leads

The Point

An average conversion rate for a B2B landing page, if you believe the people who claim to measure such things, is around 4 percent. Conversion rates for organic traffic to a corporate Website may be as high as 10 percent or more. But even at those lofty standards, fully 90 percent of Web [.].

Interview about Marketing Automation on the Genius blog

LeadSloth

Parker Trewin at Genius just posted an interview with me on the Genius blog. It gives some background on the name ‘LeadSloth’ and my plans for the future. We also discuss some trends in the Marketing Automation space.

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.