June, 2007

B2B Lead Generation Blog: The Physics of Trigger Events for Lead Generation

B2B Lead Generation

intouch_trigger_events_list most buyers aren't ready to buy when we're ready to sell. this trite but true observation has significant implications when it comes to lead generation. it means that we must continue to nurture viable

James Taylor on His New Book

Customer Experience Matrix

A few months ago, James Taylor of Fair Isaac asked me to look over a proof of Smart (Enough) Systems , a book he has co-written with industry guru Neil Raden of Hired Brains. The topic, of course, is enterprise decision management, which the book explains in great detail. It has now been released (you can order through Amazon or James or Neil), so I asked James for a few comments to share. What did you hope to accomplish with this book? Fame and fortune.

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Driving More Web Traffic: The Community Effect

Anything Goes Marketing

I was at a wedding this past weekend and I was talking to a 10 and 12 year old who were avid "gamers" (video game players). As a side note I equate gaming with gambling as they both can be costly and are ridiculously addictive. I myself am not a gamer but was recently handed a free Xbox (the old one) and couldn't help playing a "few" games. I was feeling confident that I could speak to these tweens on how I'm down with gaming - boy was I wrong.

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 has not

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.

Google’s Sheryl Sandberg on Next-Generation Advertising

readwrite

On Thursday at the Supernova conference, Udi Manber Google’s VP of. Engineering talked about what. a difficult problem search is. This was followed up by Sheryl Sandberg , Google’s Global. VP of Sales and Operations, giving a presentation entitled What’s next for. advertising? Google’s History in Advertising. Sheryl started by providing a little history on Google’s approach to search. advertising.

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B2B Lead Generation Blog: Podcast: Interview with MarketingSherpas Anne Holland

B2B Lead Generation

Would you like some inspiration or some fresh ideas for your marketing and lead generation strategy? If so, MarketingSherpa just released their “Business Technology Marketing Benchmark Guide 2007-08” and I had the privilege to interview

Free Data as in Free Beer

Customer Experience Matrix

I found myself wandering the aisles at the American Library Association national conference over the weekend. Plenty of publishers, library management systems and book shelf builders, none of which are particularly relevant to this blog (although there was at least one “loyalty” system for library patrons). There was some search technology but nothing particularly noteworthy.

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B2B Lead Generation Blog: Online Lead Generation and Management Strategies that Get Results

B2B Lead Generation

back in 2005, i did an 11 city speaking tour sponsored by globalspec to teach manufacturers how to become better at lead generation, lead management and lead nurturing. i traveled with guy maser vp of marketing for globalspec and i

B2B Lead Generation Blog: Social Media Pundits Disconnect from B2B Marketing

B2B Lead Generation

as someone in b2b, do you feel left out of the social media buzz? i read a good article on "what's wrong with social media for b2b marketing" by john miller who also writes the modern b2b marketing blog

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!

B2B Lead Generation Blog: Podcast: The New Rules of Marketing & PR Interview with David Meerman Scott

B2B Lead Generation

final_nrmpr_cover_2. before the internet and social media tools, companies could only communicate through the filter of advertising or media ink placed by a pr firm. but fortunately the rules have changed

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Using Lifetime Value to Measure the Value of Data Quality

Customer Experience Matrix

As readers of this blog are aware, I’ve reluctantly backed away from arguing that lifetime value should be the central metric for business management. I still think it should, but haven’t found managers ready to agree. But even if LTV isn’t the primary metric, it can still provide a powerful analytical tool. Consider, for example, data quality. One of the challenges facing a data quality initiative is how to justify the expense. Lifetime value provides a framework for doing just that.

Unica Paper Gives Marketing Measurement Tips

Customer Experience Matrix

If the wisdom of Plato can’t solve our marketing measurement problems, perhaps we can look to industry veteran Fred Chapman, currently with enterprise marketing software developer Unica. Fred recently gave a Webinar on Marketing Effectively on Your Terms and Your Time which did an excellent job laying out issues and solutions for today’s marketers.

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Plato's View of Marketing Performance Measurement

Customer Experience Matrix

I reread Plato’s Protagoras over the weekend for a change of pace. What makes that relevant here is Socrates’ contention that virtue is the ability to measure accurately—in particular, the ability to measure the amount of good or evil produced by an activity. Socrates’ logic is that people always seek the greatest amount of good (which he equates with pleasure), so different choices simply result from different judgments about which action will produce the most good.

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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.

Accenture Paper Offers Simplified CRM Planning Approach

Customer Experience Matrix

As I’ve pointed out many times before, consultants love their 2x2 matrices. Our friends at Accenture have once again illustrated the point with a paper “ Surveying and Building Your CRM Future ,” whose subtitle promises “a New CRM Software Decision-Making Model”. Yep, the model is a matrix, dividing users into four categories based on data “density” (volume and update frequency) and business process uniqueness (need for customization).

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Hosted Software Enters the Down Side of the Hype Cycle

Customer Experience Matrix

“ SMB SaaS sales robust, but holdouts remain ” reads the headline on a piece from SearchSMB.com Website. For the acronym impaired, SMB is “small and medium sized business” and SaaS is “software as a service”, a.k.a. hosted systems.) The article quotes two recent surveys, one by Saugatuck Technology and the other by Gartner.

Autonomy Ultraseek Argues There's More to Search Than You-Know-Who

Customer Experience Matrix

In case I didn’t make myself clear yesterday , my conclusion about balanced scorecard software is that the systems themselves are not very interesting, even though the concept itself can be extremely valuable. There’s nothing wrong with that: payroll software also isn’t very interesting, but people care deeply that it works correctly. In the case of balanced scorecards, you just need something to display the data—fancy dashboard-style interfaces are possible but not really the point.

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Looking for Balanced Scorecard Software

Customer Experience Matrix

I haven’t been able to come up with an authoritative list of major balanced scorecard software vendors. UK-based consultancy 2GC lists more than 100 in a helpful database with little blurbs on each, but they include performance management systems that are not necessarily for balanced scorecards. The Balanced Scorecard Collaborative , home of balanced scorecard co-inventor David P. Norton, lists two dozen products they have certified as meeting true balanced scorecard criteria.

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.

Why Balanced Scorecards Haven't Succeeded at Marketing Measurement

Customer Experience Matrix

All this thinking about the overwhelming number of business metrics has naturally led me consider balanced scorecards as a way to organize metrics effectively. I think it’s fair to say that balanced scorecards have had only modest success in the business world: the concept is widely understood, but far from universally employed. Balanced scorecards make an immense amount of sense.

So Many Measures, So Little Time

Customer Experience Matrix

I’ve been collating lists of marketing performance metrics from different sources, which is exactly as much fun as it sounds. One result that struck me was how little overlap I found: on two big lists of just over 100 metrics each, there were only 24 in common. These were fundamental concepts like market share, customer lifetime value, gross rating points, and clickthrough rate.

Ace Hardware Fits Ads to Customer Context

Customer Experience Matrix

As you almost certainly didn’t notice, I didn’t make a blog post yesterday. For no logical reason, this makes me feel guilty. So, since I happened to just see an interesting article, I’ll make two today. A piece in this week’s BrandWeek describes a promotion by Ace Hardware that will allow people who are tracking a hurricane to find a nearby hardware store (" Look Like Rain? Ace Hardware Hopes So ", BrandWeek , June 6, 2007).

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eWeek: Semantic Web Shows Convergence of Search and Data Integration

Customer Experience Matrix

This week’s eWeek has an unusually lucid article explaining the Semantic Web. The article presents the Semantic Web as a way to tag information in a structured way and make it searchable via the Web. I think this oversimplifies a bit by leaving out the importance of the relationships among the tags, which are part of the “semantic” framework and what makes the queries able to return non-trivial results.

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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.

A Small But Useful Thought

Customer Experience Matrix

I’ve been continuing my research into marketing performance measurement. Nothing earth-shattering to report, but I did come across one idea worth sharing. I saw a couple of examples where a dashboard graph displayed two measures that represent trade-offs: say, inventory level vs. out-of-stock conditions, or call center time per call vs. call center cross-sell revenue. Showing two compensatory metrics together at least ensures the implicit trade-off is visible.

Data Visualization Is Just One Part of a Dashboard System

Customer Experience Matrix

Following Friday’s post on dashboard software, I want to emphasize that data visualization techniques are really just one element of those systems, and not necessarily the most important. Dashboard systems must gather data from source systems; transform and consolidate it; place it in structures suited for high-speed display and analysis; identify patterns, correlations and exceptions; and make it accessible to different users within the constraints of user interests, skills and authorizations.

Dashboard Software: Finding More than Flash

Customer Experience Matrix

I’ve been reading a lot about marketing performance metrics recently, which turns out to be a drier topic than I can easily tolerate—and I have a pretty high tolerance for dry. To give myself a bit of a break without moving too far afield, I decided to research marketing dashboard software. At least that let me look at some pretty pictures.

Blogger: Redirecting

Buzz Marketing for Technology

Last week (after I recorded a podcast with Malcolm) I got to hear him address an audience of ~500 people at the World Innovation Forum. This speech was not his usual The Tipping Point or Blink related speech. This was new material

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.