Expert insights. Personalized for you.
Tweet I was recently interviewed by Marketo for their Definitive Guide to Lead Nurturing eBook, and I wanted to share some ideas that didn’t find their way into the guide as well as some additional thoughts on lead nurturing with you. Here are a couple of questions they asked me that ended up on the editing room floor that I want to include here in the B2B Lead Roundtable Blog: What is one of the most unique lead nurturing tracks you have heard of someone creating? MORE
Is your email marketing not getting the results you want? Follow this 12-point checklist to make sure your email marketing packs a wallop. Email is the workhorse of Internet marketing. It’s the connective tissue of digital marketing. It’s the glue that holds it all together. You get the idea. And that’s not just my opinion. McKinsey reports that email is about 40 times better at customer acquisition than social media. So how can you you get your email marketing to work that well? MORE
Image: courtesy of Dplus visuals. There are endless marketing technologies available to the modern marketer, but how do you know which are the best tools to help achieve your goals? Let’s look at 5 areas marketers need to consider in the marketing technology landscape that support a customer-centric marketing model. Struggling to Adapt. “Over the past decade, consumers have transformed from being, as Mayur Gupta puts it, ‘tech-savvy to tech-dependent.’ MORE
Intuitively it makes sense: the sooner a consumer is hooked on your brand — loyal to their core — the greater the lifetime value of that relationship. More years means more dollars, right? That straight line is certainly the case for some companies. There are others, however, for which the value in reaching millennials is far more nuanced. There are companies that seek to cultivate deep, personal, long-term relationships. MORE
Brands used to be just for businesses. Companies hired consultants and agencies and spent millions of dollars to determine what color their logo was, what fonts really set them apart, what messages covered the key value of their products. But then the internet happened. All kinds of information started moving around the world. Companies and governments and institutions became less important. MORE
Social media advertising has been making leaps and bounds in the level of sophistication, targeting capabilities and opportunities being presented to marketers. While my colleague Mike Pickowicz detailed some of the innovation in social media advertising earlier this year, new opportunities continue to arise. The latest evolution is with the advent of product ads. MORE
Inconsistency Kills Most B2B Marketing Strategies. There are two major reasons why marketing is ineffective at B2B firms, regardless of size or industry: Marketing is viewed as triage. The company applies a collection of tactics (often labeled as a “marketing campaign”) only in response to a problem; typically involving the loss of a key client, or decline in revenue. When business is good, little or no time is invested in marketing. MORE
Search engine optimization in 2015 was just one of the topics in a fast-moving SEMrush Twitter chat that I was invited to recently on how to integrate SEO into the marketing mix. This was my first time as the guest on the SEMrush chat and it was a dizzying experience–hundreds of participants and thousands of tweets. MORE
We’ve long known that content marketing is more effective than traditional advertising. It’s more valuable, less expensive, and we know it works. You might have already been using content marketing for years. Or maybe you’re completely new to it. Either way, you might ask yourself if it’s as effective as everyone says it is–and if so, how do you know you’re doing it right? MORE
How do you avoid time-sucking traps when it comes to blog writing ? If you’re anything like me, you may have found yourself (a time or two!) with nothing to show after sitting in front of your screen for 90 minutes. It happens to the best of us. You sit down with your coffee, open email, and an hour later still haven’t posted on your blog. You decide you need inspiration, so you check out your feed reader. Ninety minutes later, you still haven’t started a new blog post. MORE
I was intrigued to read a recent post by David Raab, a leading analyst in the marketing automation space, on his blog, “Customer Experience Matrix,” in which he writes about the role that agencies play in the sale and management of marketing automation systems ( bold emphasis mine): “It seems that just about every (marketing automation vendor) now touts special features to support marketing agencies that resell the system to their clients or operate the system on the clients’ behalf. MORE
Welcome to the weekly Consumer Brand pulse, where we keep you updated on what’s going on in the world of SEO! Our goal is to stay on top of any new strategies and changes to make sure we are constantly using the best on-site and off-site SEO methods. Whether it’s making sure your website is mobile friendly or determining if link building is dead, we’ve got you covered. Here are our top picks of what you need to know this week: Mobile-Friendliness Will Officially Affect Your Site’s Rankings. MORE
I do a lot of coaching and teaching. With all the changes going on in technology, there is no shortage of people hungry to learn. Over the years, I’ve begun to realize that I can tell which students are going to adapt to the changes, and which one will have a much harder time. It’s a simple question that you can ask yourself: Do you want to be something or do something? MORE
The job of a B2B Marketer is hard and continues to get harder when trying to keep up with today’s sophisticated buyer while obtaining and maintaining the skills needed to do our jobs effectively. Marketing enablement is not something most marketers have heard of…because most organizations don’t invest in it. MORE
Business-to-business data continues to challenge marketers, who need to identify and communicate with customers and prospects, but who run into thorny issues every day. Problems range from duplicates, to key-entry errors, to missing data elements, and beyond. Recently, Bernice Grossman and I worked with a group of savvy B2B marketers at a DMA conference to compile a list of difficult data problems. Here are six that will bring tears to your eyes—but don’t worry, we also offer some solutions. MORE
There is so much content out there in social media today that it has become extraordinarily difficult to consistently engage with your audience. The market has become so inundated with content that less than 10% of your fans are even likely to see what you publish. Add to that the challenge of persuading your audience to genuinely trust the intentions of your marketing efforts, and content marketers are in a quandary. How can you be heard, in a way that is meaningful for buyers and sellers? MORE
If last year’s TFM&A was characterised by conversations about how mobile, big data, and content marketing could be plugged into marketing campaigns, then this year’s event clearly demonstrated a much deeper understanding of the role of data within the marketing function, and that it should form the bedrock of any campaign, regardless of content or channel. MORE
Get mobile-friendly, or get buried by the competition in search results. This is essentially what Google said last week in pfficially announcing an algorithm change that would make mobile-friendliness a ranking factor starting April 21st. Signs have been pointing to Google putting more emphasis on mobile-friendliness for months now. MORE
One of the key responsibilities of a search marketing agency is in staying up to date on enhancements, features, and new functionality associated with the search engine marketing space. Fortunately, Google has made this a bit easier AdWords professionals in setting up a dedicated page which highlights changes and enhancements by month, with references to help center articles and the announcements themselves. MORE
I recently attended a client dinner in NYC for 12 of us that featured a prix fixe menu. After taking some time to peruse the menu, the waiter came around, answered questions, and took each individual’s order. When the entrees arrived I noticed a few of us, myself included, peeking around the table to see what everyone else had ordered. Most folks picked the filet mignon, while three of us, including me, opted for the lamb. One of us chose the salmon and another ordered the chicken. MORE
With just 140 characters to work with, it’s somewhat surprising that Twitter has turned into such a marketing powerhouse. Yet, the fast-paced network has firmly solidified itself as an integral addition to any successful B2B social media marketing strategy. Much of Twitter’s appeal lies in the direct connection it allows between your firm and your target audience. It creates real time engagement that encourages conversation and promotes accessibility. MORE
Autopilot *, formerly AutopilotHQ and Bislr before that, relaunched itself today. I wrote about Bislr in November 2013. Back then, they positioned themselves as a “marketing operating system” that provided core functions but would ultimately let users connect with third party apps. The latest incarnation describes itself as “software for multi-channel marketing” but still provides core functions and connects with third party apps. So what has changed? The difference is in the details. MORE
Last week, I received an advance copy of the research study, 2015 B2B Manufacturing Content Marketing Trends—North America thanks to Amanda Subler of the Content Marketing Institute (CMI). There may be slight differences between my draft copy and the final version that was published by CMI recently. Even though there has been a slight decline [.] The post Why are Manufacturers Still Struggling with Content Marketing? by Achinta Mitra appeared first on Industrial Marketing Today. MORE
The post Salesfusion Announces Carol O’Kelley as Chief Executive Officer appeared first on Salesfusion. MORE
“What’s the best airline for my bulldog?” ” Questions are driving content marketing strategy for Austin, TX-based PetRelocation. In their early days the worldwide pet moving service, received and answered hundred of pet travel questions every day by email. This meant the company was addressing the same topics repeatedly but only sharing the answers with one prospect or client at a time. MORE
When it comes to social media most marketers admittedly lack a cohesive strategy. With literally hundreds of options to leverage social channels, a clearly defined strategy is critical. With so many social networks to choose from, it’s not always easy to figure out which ones your B2B should be on or which ones should be eliminated from your strategy all together. Even those who do choose to use social media still seem confused as to how they work or why they are needed. MORE
KoMarketing Associates
MARCH 5, 2015
Social media advertising has been making leaps and bounds in the level of sophistication, targeting capabilities and opportunities being presented to marketers. While my colleague Mike Pickowicz detailed some of the innovation in social media advertising earlier this year, new opportunities continue to arise. The latest evolution is with the advent of product ads.
B2B Lead Generation
MARCH 2, 2015
Tweet I was recently interviewed by Marketo for their Definitive Guide to Lead Nurturing eBook, and I wanted to share some ideas that didn’t find their way into the guide as well as some additional thoughts on lead nurturing with you. Here are a couple of questions they asked me that ended up on the editing room floor that I want to include here in the B2B Lead Roundtable Blog: What is one of the most unique lead nurturing tracks you have heard of someone creating?
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Oracle
MARCH 3, 2015
“What’s the best airline for my bulldog?” ” Questions are driving content marketing strategy for Austin, TX-based PetRelocation. In their early days the worldwide pet moving service, received and answered hundred of pet travel questions every day by email. This meant the company was addressing the same topics repeatedly but only sharing the answers with one prospect or client at a time.
Marketing Insider Group
MARCH 5, 2015
Brands used to be just for businesses. Companies hired consultants and agencies and spent millions of dollars to determine what color their logo was, what fonts really set them apart, what messages covered the key value of their products. But then the internet happened. All kinds of information started moving around the world. Companies and governments and institutions became less important.
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.
KoMarketing Associates
MARCH 3, 2015
One of the key responsibilities of a search marketing agency is in staying up to date on enhancements, features, and new functionality associated with the search engine marketing space. Fortunately, Google has made this a bit easier AdWords professionals in setting up a dedicated page which highlights changes and enhancements by month, with references to help center articles and the announcements themselves.
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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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Oracle
MARCH 4, 2015
I recently attended a client dinner in NYC for 12 of us that featured a prix fixe menu. After taking some time to peruse the menu, the waiter came around, answered questions, and took each individual’s order. When the entrees arrived I noticed a few of us, myself included, peeking around the table to see what everyone else had ordered. Most folks picked the filet mignon, while three of us, including me, opted for the lamb. One of us chose the salmon and another ordered the chicken.
Crimson Marketing
MARCH 3, 2015
There is so much content out there in social media today that it has become extraordinarily difficult to consistently engage with your audience. The market has become so inundated with content that less than 10% of your fans are even likely to see what you publish. Add to that the challenge of persuading your audience to genuinely trust the intentions of your marketing efforts, and content marketers are in a quandary. How can you be heard, in a way that is meaningful for buyers and sellers?
The Point
MARCH 3, 2015
I was intrigued to read a recent post by David Raab, a leading analyst in the marketing automation space, on his blog, “Customer Experience Matrix,” in which he writes about the role that agencies play in the sale and management of marketing automation systems ( bold emphasis mine): “It seems that just about every (marketing automation vendor) now touts special features to support marketing agencies that resell the system to their clients or operate the system on the clients’ behalf.
Industrial Marketing Today
MARCH 6, 2015
Last week, I received an advance copy of the research study, 2015 B2B Manufacturing Content Marketing Trends—North America thanks to Amanda Subler of the Content Marketing Institute (CMI). There may be slight differences between my draft copy and the final version that was published by CMI recently. Even though there has been a slight decline [.] The post Why are Manufacturers Still Struggling with Content Marketing? by Achinta Mitra appeared first on Industrial Marketing Today.
Advertiser: ZoomInfo
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!
Writing on the Web
MARCH 5, 2015
How do you avoid time-sucking traps when it comes to blog writing ? If you’re anything like me, you may have found yourself (a time or two!) with nothing to show after sitting in front of your screen for 90 minutes. It happens to the best of us. You sit down with your coffee, open email, and an hour later still haven’t posted on your blog. You decide you need inspiration, so you check out your feed reader. Ninety minutes later, you still haven’t started a new blog post.
Biznology
MARCH 6, 2015
Business-to-business data continues to challenge marketers, who need to identify and communicate with customers and prospects, but who run into thorny issues every day. Problems range from duplicates, to key-entry errors, to missing data elements, and beyond. Recently, Bernice Grossman and I worked with a group of savvy B2B marketers at a DMA conference to compile a list of difficult data problems. Here are six that will bring tears to your eyes—but don’t worry, we also offer some solutions.
Oracle
MARCH 6, 2015
If last year’s TFM&A was characterised by conversations about how mobile, big data, and content marketing could be plugged into marketing campaigns, then this year’s event clearly demonstrated a much deeper understanding of the role of data within the marketing function, and that it should form the bedrock of any campaign, regardless of content or channel.
Customer Experience Matrix
MARCH 2, 2015
Autopilot *, formerly AutopilotHQ and Bislr before that, relaunched itself today. I wrote about Bislr in November 2013. Back then, they positioned themselves as a “marketing operating system” that provided core functions but would ultimately let users connect with third party apps. The latest incarnation describes itself as “software for multi-channel marketing” but still provides core functions and connects with third party apps. So what has changed? The difference is in the details.
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.
Crimson Marketing
MARCH 5, 2015
Image: courtesy of Dplus visuals. There are endless marketing technologies available to the modern marketer, but how do you know which are the best tools to help achieve your goals? Let’s look at 5 areas marketers need to consider in the marketing technology landscape that support a customer-centric marketing model. Struggling to Adapt. “Over the past decade, consumers have transformed from being, as Mayur Gupta puts it, ‘tech-savvy to tech-dependent.’
Biznology
MARCH 2, 2015
I do a lot of coaching and teaching. With all the changes going on in technology, there is no shortage of people hungry to learn. Over the years, I’ve begun to realize that I can tell which students are going to adapt to the changes, and which one will have a much harder time. It’s a simple question that you can ask yourself: Do you want to be something or do something?
Marketing Insider Group
MARCH 2, 2015
Intuitively it makes sense: the sooner a consumer is hooked on your brand — loyal to their core — the greater the lifetime value of that relationship. More years means more dollars, right? That straight line is certainly the case for some companies. There are others, however, for which the value in reaching millennials is far more nuanced. There are companies that seek to cultivate deep, personal, long-term relationships.
Marketing Craftmanship
MARCH 1, 2015
Inconsistency Kills Most B2B Marketing Strategies. There are two major reasons why marketing is ineffective at B2B firms, regardless of size or industry: Marketing is viewed as triage. The company applies a collection of tactics (often labeled as a “marketing campaign”) only in response to a problem; typically involving the loss of a key client, or decline in revenue. When business is good, little or no time is invested in marketing.
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.
ANNUITAS
MARCH 5, 2015
The job of a B2B Marketer is hard and continues to get harder when trying to keep up with today’s sophisticated buyer while obtaining and maintaining the skills needed to do our jobs effectively. Marketing enablement is not something most marketers have heard of…because most organizations don’t invest in it.
Biznology
MARCH 5, 2015
Search engine optimization in 2015 was just one of the topics in a fast-moving SEMrush Twitter chat that I was invited to recently on how to integrate SEO into the marketing mix. This was my first time as the guest on the SEMrush chat and it was a dizzying experience–hundreds of participants and thousands of tweets.
Salesfusion
MARCH 5, 2015
The post Salesfusion Announces Carol O’Kelley as Chief Executive Officer appeared first on Salesfusion.
Fathom
MARCH 3, 2015
Get mobile-friendly, or get buried by the competition in search results. This is essentially what Google said last week in pfficially announcing an algorithm change that would make mobile-friendliness a ranking factor starting April 21st. Signs have been pointing to Google putting more emphasis on mobile-friendliness for months now.
Advertiser: ZoomInfo
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.
Hinge Marketing
MARCH 5, 2015
With just 140 characters to work with, it’s somewhat surprising that Twitter has turned into such a marketing powerhouse. Yet, the fast-paced network has firmly solidified itself as an integral addition to any successful B2B social media marketing strategy. Much of Twitter’s appeal lies in the direct connection it allows between your firm and your target audience. It creates real time engagement that encourages conversation and promotes accessibility.
Biznology
MARCH 4, 2015
We’ve long known that content marketing is more effective than traditional advertising. It’s more valuable, less expensive, and we know it works. You might have already been using content marketing for years. Or maybe you’re completely new to it. Either way, you might ask yourself if it’s as effective as everyone says it is–and if so, how do you know you’re doing it right?
EMagine B2B Blog
MARCH 4, 2015
When it comes to social media most marketers admittedly lack a cohesive strategy. With literally hundreds of options to leverage social channels, a clearly defined strategy is critical. With so many social networks to choose from, it’s not always easy to figure out which ones your B2B should be on or which ones should be eliminated from your strategy all together. Even those who do choose to use social media still seem confused as to how they work or why they are needed.
Fathom
MARCH 5, 2015
Welcome to the weekly Consumer Brand pulse, where we keep you updated on what’s going on in the world of SEO! Our goal is to stay on top of any new strategies and changes to make sure we are constantly using the best on-site and off-site SEO methods. Whether it’s making sure your website is mobile friendly or determining if link building is dead, we’ve got you covered. Here are our top picks of what you need to know this week: Mobile-Friendliness Will Officially Affect Your Site’s Rankings.
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.
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