Convince & Convert

FEBRUARY 12, 2013

Image via BigStockPhoto.com. You’re about to have many insightful statistics and research thrown your way, but before you dig in, let’s put the most important data point front and center: According to the Harvard Business School , increasing customer retention rates by 5 percent increases profits by 25 percent to 95 percent. This is important to consider when evaluating your own customer loyalty strategies because in the customer service echo-chamber there is a lot of “hoo.

Loyalty 166

Loyalty Tips Click Rate Statistics 166

Avitage

FEBRUARY 28, 2013

'If content is the fuel for inbound marketing then customer stories or insights are the active performance enhancing ingredients. Well-developed messages targeted to address key buyer questions are better understood when contextualized with customer stories. This is particularly important with innovative products that buyers don’t have any experience buying.

Acquisitions 131

Acquisitions Custom Publishing Inbound Marketing Buy 131

Tomorrow People

FEBRUARY 27, 2013

'Could you make your sales process as easy as 1, 2, 3? Nathan Anibaba, development consultant at Zoober Digital Training , shares his insight on making the sales approach more effective and less hit-and-miss. As far as I am concerned there are 3 main stages to a sale: Prospecting activity (cold calling). Qualifying decision makers and finding problems I can solve.

Paid Search Agency 202

Paid Search Agency Cold Calling Marketing Qualified Leads Sales Qualified Leads 202

Customer Experience Matrix

FEBRUARY 27, 2013

There were two bits of news from Marketing Automation Land yesterday: Marketo announced it has filed a draft registration statement for an initial public offering, and Eloqua CEO Joe Payne was quoted as saying his company plans to expand into business-to-consumer marketing. The Marketo news is long-expected. CEO Phil Fernandez said last September that the company planned an IPO for first half of 2013, so they are pretty much on schedule.

Eloqua 146

Eloqua Marketo Marketing Automation Services Marketing Management 146

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Webinar Metrics

ViewPoint

FEBRUARY 26, 2013

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. Your leads may be perfect. They may have the budget and the authority to buy. They may need what you’ve got. They may be ready to purchase. But there’s one problem: They’re on the other side of the world. And for all the talk of globalization, the potential for misunderstandings and mistrust is exponentially higher when salespeople are forced to reach across the cultural chasm.

Enterprise Management 198

Enterprise Management Thought Leadership Cross-Selling Work Management 198

Convince & Convert

FEBRUARY 24, 2013

Well that didn’t take long. In the few short weeks between the Super Bowl and the Academy Awards, it seems dozens of brands (and/or their agencies) have decided to “get themselves some of that real-time marketing!” Here’s the deal. If you’re going to try to capitalize on televised American water cooler moments you either need to be truly, inherently nimble and FAST like Audi and Oreo at the Super Bowl, or provide information that further the knowledge or entertainm

Brand Identity 165

Brand Identity Branding Paid Search Agency Advertising Agencies 165

Avitage

FEBRUARY 28, 2013

'If content is the fuel for inbound marketing then customer stories or insights are the active performance enhancing ingredients. Well-developed messages targeted to address key buyer questions are better understood when contextualized with customer stories. This is particularly important with innovative products that buyers don’t have any experience buying.

Acquisitions 120

Acquisitions Barriers Custom Publishing Inbound Marketing 120

Tomorrow People

FEBRUARY 27, 2013

Could you make your sales process as easy as 1, 2, 3? Nathan Anibaba, development consultant at Zoober Digital Training , shares his insight on making the sales approach more effective and less hit-and-miss. As far as I am concerned there are 3 main stages to a sale: Prospecting activity (cold calling). Qualifying decision makers and finding problems I can solve.

Paid Search Agency 220

Paid Search Agency Cold Calling Marketing Qualified Leads Sales Qualified Leads 220

markempa

FEBRUARY 25, 2013

Tweet I feel very fortunate to work with some of the world’s most progressive marketers. Whether they’re MECLABS Research Partners or attendees at one of our Summits , these marketers are driven to prove to their leadership that their efforts drive a return on investment. They focus on measurable outcomes that translate into revenue, not vague notions like “brand awareness” that were the cornerstone of marketing back in the day.

Planning 222

Planning Work Management Clickthrough Internet Marketing 222

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In the B2B marketing toolkit, white papers can be a powerful option for reaching decision-makers and experts, presenting them with interesting information that improves their perception of your organization's competence and thought leadership. That said, a poorly executed whitepaper will not only be unable to influence your desired audience but will also come with significant costs that other assets won't incur.

Paper

Customer Experience Matrix

FEBRUARY 22, 2013

HubSpot released its 2012 Year in Review today, reporting 82% revenue growth, to $52.5 million. Number of clients grew by 42%, to 8,440. The figures are in line with my expectations, so they don't require any adjustments to my previous estimates of industry size or growth rate. Compared with last year, the revenue growth rate is about the same (82% vs 85%), while the customer growth rate is sharply lower (42% vs. 55%).

Hubspot 175

Hubspot Lead Nurturing Transparency Marketing Automation 175

KoMarketing Associates

FEBRUARY 19, 2013

Marty Weintraub and Lauren Litwinka, our friends over at AimClear , recently published The Complete Social Media Community Manager’s Guide: Essential Tools and Tactics for Business Success. The book offers tips and advice for community managers on how to set up, manage, and run a social media program. More importantly, it contains process checklists, tools, and real-world examples of what to do.

Paid Content 179

Paid Content Social Media Communities Social Marketing 179

Convince & Convert

FEBRUARY 2, 2013

Image from BigStock.com. Today, the social media industry is crowded and swollen like a grilled sausage, right before the heat splits the casing. The bust is coming. In both social media software and social media services, the herd is about to be thinned. It’s inexorable, as this is a process undergone by all maturing industries. The winners will prosper, and the losers will fade away, remembered only by their one-hit-wonder viral videos and nifty SXSW T-shirt giveaways.

Viral Marketing 163

Viral Marketing Social Media Software Media 163

Avitage

FEBRUARY 28, 2013

If content is the fuel for inbound marketing then customer stories or insights are the active performance enhancing ingredients. Well-developed messages targeted to address key buyer questions are better understood when contextualized with customer stories. This is particularly important with innovative products that buyers don’t have any experience buying.

Acquisitions 163

Acquisitions Barriers Inbound Marketing Positioning 163

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Social Media

Tomorrow People

FEBRUARY 20, 2013

'Tomorrow People has selected British Cloud CRM provider Workbooks.com to replace its Salesforce.com CRM system after two years of using the Salesforce Professional Edition. Tomorrow People will use Workbooks to manage its customer details and interactions. We will also be using the Workbooks integration with Hubspot, a cloud based inbound marketing tool, thus enabling them to take advantage of all the marketing analytical tools within Hubspot in conjunction with the CRM functionality and automa

Salesforce.com 120

Salesforce.com CRM Work Management Marketing Management 120

ViewPoint

FEBRUARY 19, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Ben Franklin said, “Time lost is never found again.” Yet it isn’t the time lost but the things unaccomplished in that time which become a huge problem for sales and marketing people.

Planning 168

Planning Sales Qualified Leads Work Management High Quality Lead 168

Customer Experience Matrix

FEBRUARY 21, 2013

As I threatened – I mean, promised – a couple of weeks ago , I’ll be writing about marketing measurement systems over the next month or two. The hottest topic within this segment is probably algorithmic attribution, which uses advanced statistics to calculate the incremental impact of each marketing contact on final results. Unlike marketing mix models, which work with aggregated data such as total TV spend per month, the algorithmic systems start with individual ad impressions.

Buy 131

Buy Allocation Media Ad Exchange 131

markempa

FEBRUARY 18, 2013

Tweet Customer relationship management (CRM) is defined a number of different ways. However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal.

Sales Management 210

Sales Management Work Management Marketing Management Marketing Automation Services 210

Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service

Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.

Planning

Convince & Convert

FEBRUARY 26, 2013

Just four years ago, my friend Marcus Sheridan discovered the power of content marketing and rescued his nearly bankrupt pool and spa business. He dove deep into blogging and propelled River Pools and Spas to a dominant leadership position in his home state of Virginia. Today, while still maintaining partial ownership of the pool business, Marcus, a.k.a. “ The Sales Lion ,” is a very in-demand online marketing consultant and speaker.

Sales Qualified Leads 160

Sales Qualified Leads Landing Pages Lead Scoring Lead Ranking 160

Avitage

FEBRUARY 19, 2013

'I “watched” last week’s Google+ Hangout lead by the team at Velocity Partners in the UK: Content That Stands Out: A Content Strategy Google+ Hangout. The link will take you to the recorded show, or click the video image below. I have learned we tend to apply new technologies initially, by using old paradigms. […] The post Learnings From A Content Strategy Hangout appeared first on Avitage.

Marketing & Strategy 120

Marketing & Strategy Content Advertising Agencies Google 120

Tomorrow People

FEBRUARY 20, 2013

Tomorrow People has selected British Cloud CRM provider Workbooks.com to replace its Salesforce.com CRM system after two years of using the Salesforce Professional Edition. Tomorrow People will use Workbooks to manage its customer details and interactions. We will also be using the Workbooks integration with Hubspot, a cloud based inbound marketing tool, thus enabling them to take advantage of all the marketing analytical tools within Hubspot in conjunction with the CRM functionality and automat

Salesforce.com 179

Salesforce.com CRM Work Management Marketing Management 179

Savanta

FEBRUARY 14, 2013

'Spring. As birds migrate north to secure nesting ground, gaggles of marketers flock to secure budget for their marketing plans. The most fruitful of these plans are built on customer insights. But insights into what exactly? Here are three things that would top my list. What really matters? We all know that successful marketing propositions perfectly align with customer needs and wants.

Planning 120

Planning Marketing Plans Ideal Customer Profiles B2B Thought Leadership 120

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Rules

KoMarketing Associates

FEBRUARY 14, 2013

Venture into any drugstore or supermarket this week and you’ll find yourself swimming in a sea of pink and red cards, candy, and flowers. That’s right, folks, today is Valentine’s Day, a time of year when we send our blood sugar levels through the roof, make reservations at restaurants we’d never be able to afford otherwise, and read into the hidden meaning of conversation hearts (okay, maybe that’s just me).

Content Marketing 179

Content Marketing Planning Content Paid Search Agency 179

WriteSpark

FEBRUARY 12, 2013

A note from Janice: I know that not every technology company has the budget to hire a freelance technical copywriter with my depth of subject knowledge, writing skill, and marketing savvy. For these companies, the freelance marketplace sites can be a good way to find writers for less-demanding content projects. But using these sites can be overwhelming and nonproductive if not approached carefully.

Work Management 120

Work Management Marketing Websites Marketing Management Tips 120

Convince & Convert

FEBRUARY 10, 2013

In 2013, smartphone penetration in the United States will reach 57%. This is when we cross the chasm – the majority of adult Americans will have, in their pants, access to most of the world’s knowledge, at all times. Information is the enemy of excuses. (tweet this). If you make a bad decision today you’re just lazy. Whether it’s a choice of breakfast sandwich, a car, or a dentist, content marketing strategist or any other service, you have in the palm of your hand all th

Marketing & Strategy 155

Marketing & Strategy Marketing Content Marketing Service 155

Avitage

FEBRUARY 19, 2013

'I “watched” last week’s Google+ Hangout lead by the team at Velocity Partners in the UK: Content That Stands Out: A Content Strategy Google+ Hangout. The link will take you to the recorded show, or click the video image below. I have learned we tend to apply new technologies initially, by using old paradigms. Google hangouts are a new technology most likely requiring a new paradigm.

Marketing & Strategy 120

Marketing & Strategy Content Advertising Agencies Google 120

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Deliverability

Customer Experience Matrix

FEBRUARY 12, 2013

Let me start by saying that the 50% revenue increase I’m projecting for B2B marketing automation in 2013 is a very healthy one. In actual dollars, the $250 million gain is much larger than the $175 million growth in 2012. So if you’re working in the industry, don’t circulate that resume just yet. But still, as I noted last week, the growth rate is slowing – and for some vendors seems to have fallen considerably in the second half of 2012.

Marketing Automation Services 217

Marketing Automation Services Enterprise Management Work Management Marketing Automation 217

Savanta

FEBRUARY 14, 2013

Spring. As birds migrate north to secure nesting ground, gaggles of marketers flock to secure budget for their marketing plans. The most fruitful of these plans are built on customer insights. But insights into what exactly? Here are three things that would top my list. What really matters? We all know that successful marketing propositions perfectly align with customer needs and wants.

Planning 208

Planning Marketing Plans Ideal Customer Profiles Work Management 208

ViewPoint

FEBRUARY 12, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. You can connect with Andy on LinkedIn or via email.

Stats 163

Stats Trade Show Webinar Metrics Demand Generation 163