Sat.Jan 03, 2009 - Fri.Jan 09, 2009

The Sin of Inclusion

Buzz Marketing for Technology

The IT Services Marketing Association (ITSMA) recently did an interview with Malcolm Frank the Senior Vice President, Chief Strategy Officer and Chief Marketing Officer for Cognizant. In the interview Malcolm talked about 5 messaging traps that IT Marketers tend to fall into.

Does the Younger Generation Listen to Green Issues?

Smashmouth Marketing

So back in November I posted a couple articles about Apples and Oranges and how the industrialized US agriculture market has warped our natural foods. Since it was around Thanksgiving, I made a point of telling our thanksgiving dinner guests all about it, and my niece and nephews heard the story.

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Company-Level Data in Demand Generation Systems

Customer Experience Matrix

I had an interesting email conversation last month with a Raab Guide buyer about the nuances of company-level data management in demand generation systems. He started from the perfectly reasonable premise that the demand generation system should give an overview of activity for all leads associated with a given company. This is a topic we do cover in the Guide, but not in the detail he needed.

marketing action plans

The Effective Marketer

effective marketer principle 3: develop action plans. now that you have identified the most important thing to be done now and making sure it will contribute to the company's goals (see previous post), is time to develop action plans


The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts.

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My book is now available on Kindle

B2B Lead Generation Blog

I just heard that Lead Generation for the Complex Sale is now available on Kindle. It joins more than 200,000 books available via this service.

Survey says. Marketers are tired of Web 2.0!!

Buzz Marketing for Technology

In a recent survey conducted online among the members of MENG (Marketing Executive Networking Group). All 1,800+ active members of MENG were emailed on November 15, 2008 and asked to complete an online survey.

Market Research, Freakonomics and the Butterfly Effect

Smashmouth Marketing

Do you trust the statistics you use when you are making marketing decisions? Yahoo recently published a research study claiming that "77% of consumers identify themselves as green". They go on to state that "23% claim to be deeply committed to environmental issues", and that "71% have an interest in purchasing an environmentally sound car."

8 principles of effective managers

The Effective Marketer

peter drucker fans will recognize the subtitle of my blog “effectiveness is a discipline and it can be learned” as one of his famous quotes, and this pretty much sums up my thoughts on it. anyone can learn how to become more effective


Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales.

Best of 2008: SEO Guidance, Part 1


Welcome to the first post in the official Best of 2008 series, which will summarize and link to some of the best blog posts and online articles about SEO, social media, online marketing strategy and more.

Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with Aaron Ross, formerly with and founder of PebbleStorm:CEOFlow. I've long been a fan of his blog Build a Sales Machine and I learn something new every time we interact. Tell us a little bit about how you got into marketing, and what you like most about it. Getting into lead generation was an accident. Back in 1999-2001, I was CEO of an internet company.

First Appointment = First Date

Smashmouth Marketing

We get asked all the time, "how good will the appointments you set for us be?" It's a good question and the answer relies on many variables. One thing for b2b sales execs to remember though is that an introductory appointment , as long as it's with the right person at the right company, is exactly that, it's an introductory appointment. Some will be good, some will be great, every once in a while there will be a complete dud.

new year's resolution: share ideas

The Effective Marketer

new year's resolution: start a blog to share ideas to improve the effectiveness of marketing managers around the globe


Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation.

Don't They Know Who You Are? Why Reputation Management is Critical


In the old days—like, six or seven years ago—if someone had a bad experience with a company, he or she generally vented about it to a few friends and that was the end of it. The emergence of social media changed all that of course, so now that person can vent online to, essentially, the entire world.

Unleash Your House Database with Lead Nurturing

Modern B2B Marketing

Five Tips for Effective Lead Nurturing. Like most companies, you have probably built a significant database of prospective customers. It’s not uncommon to have 100,000s of contacts, or even millions, in a B2B company’s contact database. That database is a significant asset that gets undervalued at most companies.

what is an effective marketer?

The Effective Marketer

according to, the word effective means “adequate to accomplish a purpose; producing the intended or expected result”. an effective marketer, therefore, is someone who can accomplish his/her goals and produce the results