INDUSTRY INSIGHTS YOUR PEERS ARE READING
One of the themes for marketers in 2009 is “doing more with less”. MORE
Next month is Sales 2.0 in Boston. May 21 at the Fairmont Copley Plaza. It should be another great day of insights, interraction and networking from the industry's 2.0 pundits. Why, you ask, is Smashmouth Marketing interested in Sales 2.0? With the crossover of sales and marketing, the Sales 2.0 event is relevant to marketers too. MORE
Chief Marketing Officers (CMOs) have high turnover (average tenure is 18 months), and good ones are hard to find. What makes a good CMO in today's challenging B2B environment? The answer is that a good CMO has the ability to change and MORE
If you have a great B2B story to tell, think about sharing it with other B2B marketers at MarketingSherpa’s 6th Annual B2B Demand Generation Summit 2009. MarketingSherpa is looking for speakers for the events which will be held September 23-25 in San Francisco and October 23-25 in Boston. These summits feature case studies based on real-life marketers’ actual lessons learned about what is working at this moment in advanced business marketing. MORE
want a marketing job? then you have to first understand the rules of the game. i was recently hiring a marketing coordinator for my company and once again it became obvious to me that most candidates do a poor job at interviewing. MORE
webinars or webcasts, as they are sometimes called, have increased in popularity and in effectiveness within the past 5 years or so. a common tool for today's marketer they provide a great way to reach a large number of people with your MORE
When the penalty kick rule was first introduced to English football in the late 1880s, it was greeted with horror by the Corinthians, the dominant team of the day. MORE
We’re always hearing that marketing and sales should be better aligned (whatever that means), but I see little practical advice about how to do that beyond the usual change management stuff. I don’t discount the importance of change management, but sometimes you need something more concrete—something that marketing and sales can do together that gets them working closer together without people noticing it so much. Our research shows that we may have found something: account planning. MORE
if you want to see how you (or your new boss) stack against top technology ceo's, check out glassdoor.com for an interesting ranking. the site not only lists top executives based on approval ratings but also shows you reviews that give MORE
Long-time readers of this blog know that I have a deep fondness for QlikView as a tool that lets business analysts do work that would otherwise require IT support. QlikView has a very fast, scalable database and excellent tools to create reports and graphs. MORE
I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. MORE
The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful. Ardath's post gives some useful ideas on how we can better connect by thinking, "like your prospects do when they set out to solve a problem. One step leads to another.and another." " I agree. MORE
Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study. MORE
Customer success stories or case studies are powerful promotional tools for a high-tech product or service. Yet, as a long-time success story writer, I know that convincing customers to participate in a case study can be a long and frustrating effort. MORE
Like many of you, I’m using LinkedIn to connect with work friends and colleagues. But I’ve been intrigued by how LinkedIn has quietly developed into a useful lead generation tool for marketers and sales people to build relationships with potential customers. I’ve discovered that it’s a pretty simple process if you’re willing to invest the time to freely share your expertise and thought leadership with others. MORE
You don't often hear phrases like "305% ROI" attached to discussions about social media, so I was delighted to read, via Kipp Bodnar , about Forrester's recent research into "live chat" as a sales tool. MORE
This post is from a real query I received from a client this week. The questions display a healthy distrust for accepted wisdom, which I like, and provide a good test of the thinking behind thought leadership marketing. See what you think of my answers: How did thought leadership initiatives in companies begin? Thought leadership marketing is based on the academic research publishing model, in which academics created journals built around a peer review process. MORE
Next month is Sales 2.0 in Boston. May 21 at the Fairmont Copley Plaza. It should be another great day of insights, interraction and networking from the industry's 2.0 pundits. Why, you ask, is Smashmouth Marketing interested in Sales 2.0? With the crossover of sales and marketing, the Sales 2.0 event is relevant to marketers too. MORE
There are so many tools that help marketers with their search marketing but marketers have to know how to use the analytics in order to focus on the right things to generate leads and sales. So often I find that marketers are only looking at conversion rates of how specific phrases or banners perform and are ignoring other valuable information. While conversion rate is one way to measure the effectiveness a search phrase, it can be extremely misleading. MORE
If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30 percent, which means that [.]. inside sales b2b lead generation lead generation telemarketing telesales MORE
Sometimes it pays to look outside your normal circle of peers for inspiration. Here’s a postcard I received recently from the Washington State Department of Fish & Wildlife. What do fishing licenses have to do with B2B demand generation? Not much. But the very fundamental direct marketing principles on display here [.]. MORE
DM News, the venerable tabloid that I remember reading while cutting my direct marketing teeth back at Oracle in the late 1980s, is switching from a weekly to bi-weekly publication schedule. This prompted a discussion on LinkedIn wondering if the change augured tougher times ahead for direct marketers. On the contrary: after almost 20 years [.]. MORE
Have you considered that helping your customers market the value of your products to their customers might be way to increase your company's sales? This strategy goes beyond creating materials for dealers, resellers, and system integrators that may also be appropriate to your product. MORE
I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. MORE
Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study. MORE
I am officially up and running now in my 6th week here at Avaya and loving my new role. And what has been really interesting for me to see was the difference between organizations when it comes to things like social media. MORE
Sales Lead Insights
APRIL 13, 2009
I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales.
WriteSpark
APRIL 7, 2009
Customer success stories or case studies are powerful promotional tools for a high-tech product or service. Yet, as a long-time success story writer, I know that convincing customers to participate in a case study can be a long and frustrating effort.
B2B Lead Generation
APRIL 21, 2009
Like many of you, I’m using LinkedIn to connect with work friends and colleagues. But I’ve been intrigued by how LinkedIn has quietly developed into a useful lead generation tool for marketers and sales people to build relationships with potential customers. I’ve discovered that it’s a pretty simple process if you’re willing to invest the time to freely share your expertise and thought leadership with others.
BaseOne
APRIL 21, 2009
You don't often hear phrases like "305% ROI" attached to discussions about social media, so I was delighted to read, via Kipp Bodnar , about Forrester's recent research into "live chat" as a sales tool.
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Anything Goes Marketing
APRIL 5, 2009
One of the themes for marketers in 2009 is “doing more with less”.
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B2B Marketing Zone brings together the best content for marketers in the B2B industry from the widest variety of thought leaders.
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B2B Marketing Traction
APRIL 21, 2009
Chief Marketing Officers (CMOs) have high turnover (average tenure is 18 months), and good ones are hard to find. What makes a good CMO in today's challenging B2B environment? The answer is that a good CMO has the ability to change and
WriteSpark
APRIL 23, 2009
Have you considered that helping your customers market the value of your products to their customers might be way to increase your company's sales? This strategy goes beyond creating materials for dealers, resellers, and system integrators that may also be appropriate to your product.
Buzz Marketing for Technology
APRIL 7, 2009
I am officially up and running now in my 6th week here at Avaya and loving my new role. And what has been really interesting for me to see was the difference between organizations when it comes to things like social media.
BaseOne
APRIL 22, 2009
When the penalty kick rule was first introduced to English football in the late 1880s, it was greeted with horror by the Corinthians, the dominant team of the day.
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Account-Based Marketing is a strategy, not a solution.
B2B Lead Generation
APRIL 28, 2009
There are so many tools that help marketers with their search marketing but marketers have to know how to use the analytics in order to focus on the right things to generate leads and sales. So often I find that marketers are only looking at conversion rates of how specific phrases or banners perform and are ignoring other valuable information. While conversion rate is one way to measure the effectiveness a search phrase, it can be extremely misleading.
The Effective Marketer
APRIL 6, 2009
want a marketing job? then you have to first understand the rules of the game. i was recently hiring a marketing coordinator for my company and once again it became obvious to me that most candidates do a poor job at interviewing.
The Point
APRIL 30, 2009
Sometimes it pays to look outside your normal circle of peers for inspiration. Here’s a postcard I received recently from the Washington State Department of Fish & Wildlife. What do fishing licenses have to do with B2B demand generation? Not much. But the very fundamental direct marketing principles on display here [.].
Sales Lead Insights
APRIL 20, 2009
Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!
Customer Experience Matrix
APRIL 16, 2009
Long-time readers of this blog know that I have a deep fondness for QlikView as a tool that lets business analysts do work that would otherwise require IT support. QlikView has a very fast, scalable database and excellent tools to create reports and graphs.
Smashmouth Marketing
APRIL 25, 2009
Next month is Sales 2.0 in Boston. May 21 at the Fairmont Copley Plaza. It should be another great day of insights, interraction and networking from the industry's 2.0 pundits. Why, you ask, is Smashmouth Marketing interested in Sales 2.0? With the crossover of sales and marketing, the Sales 2.0 event is relevant to marketers too.
B2B Lead Generation
APRIL 24, 2009
If you have a great B2B story to tell, think about sharing it with other B2B marketers at MarketingSherpa’s 6th Annual B2B Demand Generation Summit 2009. MarketingSherpa is looking for speakers for the events which will be held September 23-25 in San Francisco and October 23-25 in Boston. These summits feature case studies based on real-life marketers’ actual lessons learned about what is working at this moment in advanced business marketing.
Chris Koch
APRIL 17, 2009
We’re always hearing that marketing and sales should be better aligned (whatever that means), but I see little practical advice about how to do that beyond the usual change management stuff. I don’t discount the importance of change management, but sometimes you need something more concrete—something that marketing and sales can do together that gets them working closer together without people noticing it so much. Our research shows that we may have found something: account planning.
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The Point
APRIL 22, 2009
If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30 percent, which means that [.]. inside sales b2b lead generation lead generation telemarketing telesales
Sales Lead Insights
APRIL 20, 2009
Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study.
The Effective Marketer
APRIL 9, 2009
if you want to see how you (or your new boss) stack against top technology ceo's, check out glassdoor.com for an interesting ranking. the site not only lists top executives based on approval ratings but also shows you reviews that give
Smashmouth Marketing
APRIL 2, 2009
Next month is Sales 2.0 in Boston. May 21 at the Fairmont Copley Plaza. It should be another great day of insights, interraction and networking from the industry's 2.0 pundits. Why, you ask, is Smashmouth Marketing interested in Sales 2.0? With the crossover of sales and marketing, the Sales 2.0 event is relevant to marketers too.
Speaker: Howard Sewell, President, Spear Marketing Group
Too often, email campaigns are seen as something that "just anyone" on your team can put together. But in today's attention economy, strong creative can be the defining factor that gets your email to stand out in the inbox. Join Howard Sewell of Spear Marketing Group, a leading B2B agency, as he uses real-world examples to highlight tips, techniques and key principles that can make or break your campaigns.
B2B Lead Generation
APRIL 22, 2009
The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful. Ardath's post gives some useful ideas on how we can better connect by thinking, "like your prospects do when they set out to solve a problem. One step leads to another.and another." " I agree.
Chris Koch
APRIL 10, 2009
This post is from a real query I received from a client this week. The questions display a healthy distrust for accepted wisdom, which I like, and provide a good test of the thinking behind thought leadership marketing. See what you think of my answers: How did thought leadership initiatives in companies begin? Thought leadership marketing is based on the academic research publishing model, in which academics created journals built around a peer review process.
The Point
APRIL 20, 2009
DM News, the venerable tabloid that I remember reading while cutting my direct marketing teeth back at Oracle in the late 1980s, is switching from a weekly to bi-weekly publication schedule. This prompted a discussion on LinkedIn wondering if the change augured tougher times ahead for direct marketers. On the contrary: after almost 20 years [.].
Sales Lead Insights
APRIL 13, 2009
I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales.
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From marketing backwater to starring role, this eBook by Influitive explores the changes taking place in customer marketing from the perspective of customer marketers themselves (and explains just why it’s so crucial to customer engagement).
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