April, 2008

Podcast: How to Optimize Teleprospecting Vendors

B2B Lead Generation

More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch.

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Forms, fields and flows

Buzz Marketing for Technology

In this short video (about seven minutes) I introduce some basic principles of visual language: Forms, fields and flows. I think of this as the “alphabet&# of visual language. This set of principles is the primary set of marks you need in order to create visual meaning. Did you like this? If so, please consider buying me a coffee

Field 201

In memory of my father in law

Anything Goes Marketing

Below is a video that I captured of my nieces, my sister in law and my recently deceased father in law. He was a wonderful and generous person and the best father a son in law could have. In the short time we spent together, he taught me much and I will dearly miss him

Video 130

illuminate Systems' iLuminate May Be the Most Flexible Analytical Database Ever

Customer Experience Matrix

OK, I freely admit I’m fascinated by offbeat database engines. Maybe there is a support group for this. In any event, the highlight of my brief visit to the DAMA International Symposium and Wilshire Meta-Data Conference conference last month was a presentation by Joe Foley of illuminate Solutions , which marked the U.S. launch of his company’s iLuminate analytical database. Yes, the company name is “illuminate” and the product is “iLuminate”.

How B2B Marketing is Changing in 2018

Gain exclusive insights on priorities, tactics, and challenges from SMB Marketing Leaders.

Two Buyer Trends Affecting Sales and Selling Profession

Tony Zambito

If you think about one of your most recent household purchases, such as a car, grill, or even a lawn mower, it is a safe bet you found yourself on the Internet. You were pouring over specifications, opinions, consumer reviews, buying experiences, and where to buy. On some of these items, you were pleasantly surprised to find that you can "customize" the product to your specification and even have it shipped to your front door!

Trends 100

More Trending

ITSMA: Elevating Demand in a Crowded World

B2B Lead Generation

Generating demand has become a top priority for most companies in today's slower environment. The most successful programs are much more targeted than in past years and favor quality over quantity. You're invited to join me at ITSMA's (IT Services Marketing Association) upcoming Marketing Leadership Forum May 6-7, 2008 in La Jolla, CA. I'll be giving a keynote on “The Playbook for Effective Lead Management” and I'm looking forward to meeting the other speakers.

Demand 120

Blogger: Redirecting

Buzz Marketing for Technology

Lots of brands are finding out the hard way that there are plenty of conversations taking place about them online. For good or bad. Many brands choose to ignore this. But hope is not a strategy. Since consumers rely heavily on the Web

The 7 Deadly Sins of Blogging

WebMarketCentral

The flipside of the ten P's of blogging previously covered here are the attributes or characteristics that should be avoided in creating a successful business blog.

New Web Site and Archive

Customer Experience Matrix

The new Web site I mentioned the other day is now up and running at [link]. This turned out to be an interesting little science project. I had originally figured to go the usual route of hiring a Web developer, but realized while I was assessing tools for this blog and MPM Toolkit that I could easily build the site myself in Wordpress in a fraction of the time and nearly for free. Even more important, I can make changes at will.

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The Account-Based Marketing Playbook

Account-Based Marketing is a strategy, not a solution.

Reasons Why Sales Forces Must Change and What They Must Do

Tony Zambito

When I first found myself in sales, like many of you, I was put through "product training" courses by the dozen. We were tested on the ins and outs of a specific product. Contests were held to see who knew about the product intently and expertly. And merit was based on superior product knowledge. Product managers fed sales forces with detailed descriptions of feature after feature.

Multilevel Drop Down Navigation Menus: Examples and Tutorials

JotForm

Navigation menus are the most important element one should pay attention when designing a website. Web-developers can create user-friendly horizontal or vertical navigation menus using CSS. Javascript makes it possible to create more interactive, more responsive and more flexible navigation to any w.

Let's stop doing random acts of lead generation

B2B Lead Generation

I don't know about you but I seldom meet a B2B marketer who has time to think. And it seems that the pressure keeps building as more of us seek to do more with less. That said, it's vital for us to think before we execute. It's not about doing more campaign activity… it's about doing the right things repeatedly better. The simple act of a sales and marketing team finding time to think and collaborate together is vital to developing a solid lead generation program.

Blogger: Redirecting

Buzz Marketing for Technology

A growing trend in B2B marketing today is in the realms of “lead nurturing” and “lead scoring.” I have often found the best way to impress the sales team is to feed them a stream of high-quality leads. Events, webinars, account-based

7 Marketing and Sales Strategies to Grow Your Revenue Fast

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!

Blogger Outreach for PR: The Importance of Follow-Up

WebMarketCentral

Being social media savvy, you add blogger outreach to your PR plans for a new product launch. You carefully research blogs using related keywords and competitor names to build a solid outreach list.

PR 26

WiseGuys Gives Small Firms Powerful List Selection Software

Customer Experience Matrix

Like a doctor specialized in “diseases of the rich”, I've been writing mostly about technologies for large organizations: specialized databases, enterprise marketing systems, advanced business intelligence platforms. But the majority of businesses have nowhere near the resources needed to manage such systems. They still need sophisticated applications, but in versions that can be installed and operated with a minimum of technical assistance. WiseGuys from Desktop Marketing Solutions, Inc.

Where is the Future of Selling Headed?

Tony Zambito

I recently read and listened to on Brian Carroll's blog, B2B Lead Generation Blog , an interesting Podcast about the new role of sales as expert content filters. Brian brings up the notion that today's role for sales people has changed due to the advent of the Internet. Therefore, allowing buyers to take control away from marketers and sales professionals. I agree with this and it has made for a complex world indeed. So, where is the future of selling headed?

Top Lead Generation Tips for New Sellers

B2B Lead Generation

The faster we can get new sales reps producing revenue the better. So what works? Jill Konrath shares 5 great tips for new sellers on her Selling to BIG Companies Blog and it's definitely worth a read. I particularity liked tip number four about creating an “account entry campaign.”. One of the most difficult and consistent challenges for sales people is getting their foot in the door with the right people, at the right companies.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Lead management software becoming a hot topic

B2B Lead Generation

What do you do with leads or inquires once you generate them? This basic question is overlooked by so many and yet it's the leading cause of failure in what would otherwise be effective lead generation programs. The common-sense answer to this challenge is easier said than done: Have your best people respond to them quickly and consistently in order to qualify them into sales ready leads. The ones that aren't qualified yet (but are a fit) you put into a lead nurturing process.

OpenBI Finds Success with Open Source BI Software

Customer Experience Matrix

I had an interesting conversation last week with Steve Miller and Rich Romanik of OpenBI a consultancy specializing in using open source products for business intelligence. It was particularly relevant because I’ve also been watching an IT Toolbox discussion of BI platform selection degenerate into a debate about whose software is cheaper. The connection, of course, is that nothing’s cheaper than open source, which is usually free (or, as the joke goes, very reasonable*).

Making Some Changes

Customer Experience Matrix

Maybe it's that spring has finally arrived, but, for whatever reason, I have several changes to announce. Most obviously, I've changed the look of this blog itself. Partly it's because I was tired of the old look, but mostly it's to allow me to take advantage of new capabilities now provided by Blogger. The most interesting is a new polling feature. You'll see the first poll at the right. I've also started a new blog "MPM Toolkit" at [link].

Bah, Humbug: Let's Not Forget the True Meaning of On-Demand

Customer Experience Matrix

I was skeptical the other day about the significance of on-demand business intelligence. I still am. But I’ve also been thinking about the related notion of on-demand predictive modeling. True on-demand modeling – which to me means the client sends a pile of data and gets back a scored customer or prospect list – faces the same obstacle as on-demand BI: the need for careful data preparation.

Demand 120

A Crash Course in B2B Email Creative

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.

Blogger: Redirecting

Buzz Marketing for Technology

Over the past few years marketers have been working on tracking conversations about their brands on the Web (you are tracking and listening, aren't you?). But once you have that in place, then what? Strategies for understanding and

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

Blogger: Redirecting

Buzz Marketing for Technology

I can't get an idea out of my mind that I think is profound for this social media age. Recently I blogged about giving your customers and prospects the opportunity and the permission to start a dialog with your brand

Hosted Email Service Price Comparison: Part 1

WebMarketCentral

Hosted marketing email services are almost a commodity.

The Rise of the Customer Marketer

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).