Sales Lead Insights
Looking for a roadmap to more revenue? Read this book!
Sales Lead Insights
MAY 10, 2011
In her new book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy , Kristin lays out her methodology and processes garnered from years in the field working with corporate clients, and their customers and prospects.
Is customer satisfaction really important in B2B?
The B2B Research Blog
AUGUST 1, 2016
An analysis of their reasons reveals that in most B2B markets there are four distinct customer segments, each of them loyal for very different reasons. This advantage is usually in one of four areas: A better quality product or service. The third segment are ‘locked-in’.
Gmail, TLS Encryption and Why Email Marketers Need to Know About It
FEBRUARY 18, 2016
That’s easy to find if you are interested in the specifics of data encryption. In the past, setting up TLS was more of a “niche ask” for senders. So, what will those customers see in Gmail now that these additions are live?
Study: Half of Marketing Jobs Will Be Replaced by Machine Intelligence
Customer Experience Matrix
FEBRUARY 21, 2016
This in turn got me thinking about my presentation on machine learning systems at the MarTech conference in March. This offered the possibility of showing how much employment risk is faced by marketers in particular.
Effective Webinars Leveraging Marketing Automation
OCTOBER 14, 2015
Webinars work well for continuing a dialog with prospects that are already in your buying pipeline. There are many things to keep in mind and tasks to accomplish when planning and conducting your own webinars. Build in plenty of time to get your planning and approval tasks completed.
Does Social Media Deliver More Traffic Than Email?
FEBRUARY 19, 2012
Perform a Google search on the subject and it might lead you to think the two are viscous enemies locked in mortal combat. We found that while social referrals are growing fast, email is still pulling in more eyeballs and traffic.
5 B2B Brands That “Get” Storytelling
AUGUST 21, 2012
As content marketing and brand journalism takes hold, better corporate storytelling examples have emerged, especially in B2B marketing where sales cycles are long and the need to engage an audience is pivotal. Locked in its impressive history are a ton of stories.
Who Owns Twitter (Marketing or Sales)?
JANUARY 26, 2017
It’s fast-paced even by social standards, and there will always be something interesting happening or someone new to meet when you log in. According to IDC : Social is big in the boardroom, too.
B2B Marketing Automation Software for Fast Growing Companies
DECEMBER 5, 2016
23rd blog post on planning your 2017 editorial calendar – both are great resources to help you hit the ground running in 2017. Today, let’s talk about what you may need in terms of B2B marketing automation software for your fast-growing company to achieve its 2017 marketing goals. There comes a point where your team simply won’t have the time – skillsets and resources – to squeeze it all in. How much reliance on tech support should I factor in to daily use of the platform?
PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]
JULY 9, 2015
Funnels, in Miller's opinion, should not exist when the target market is finite because you cannot afford to lose ANY prospects. Much easier to pitch a close colleague than pushing a "name in field" in some outdated or inaccurate database. In Summary.
The only marketing prediction you need for 2017
JANUARY 22, 2017
and largest publication in the field advertising and marketing. Late October to early February is prediction season in the marketing world. Is email dead, or the most undervalued tactic in your portfolio? Resist technical and contractual lock-in.
5 Brands with Highly Successful LinkedIn Marketing Strategies
SEPTEMBER 5, 2016
Instagram and Twitter are locked in a battle to out-Snapchat each other. The organization focuses on international politics and business, and its LinkedIn content is aimed at providing analysis and expertise in those issues.
Plan Your Q4 Email Sending Strategy to Beat the Coming Logjam
SEPTEMBER 21, 2016
For B2C companies, the holidays are a giant opportunity: the US Census Bureau reported that Q4 2015 saw a 33% rise in ecommerce sales over Q3, followed by a 20% drop in Q1 2016. You know the competition for inbox placement is going to heat up exponentially in the coming months.
The night the claustrophobic giant pangolins earned their freedom: collaboration in B2B marketing
Earnest about B2B
FEBRUARY 26, 2015
“Trapped, like a trap in a trap.” – Dorothy Parker. Recently for Earnest, however, it was literally that, as half of the office spent an evening at clueQuest , an interactive game where people choose to be locked in a tiny room and solve puzzles to escape within a one hour time limit.
7 Confessions of a Digital Marketer (and How They Can Make You a Better Marketer)
AUGUST 31, 2016
And today I still love when a confidant shares a secret, or a character in a book reveals something huge, or an industry insider tells their tricks of the trade. There is a lot to be learned in those truth-telling moments. In fact, it’s essential. We are in the information age.
Marketing Technology Landscape Supergraphic (2016)
MARCH 21, 2016
I’m posting this from the 2016 MarTech USA conference in San Francisco — a fitting venue to release the 2016 marketing technology landscape supergraphic. Feel free to share it in blog posts, presentation slide decks, reports, or any other vehicle where you would find it helpful.
The Rise of Account-Based Marketing, in 7 Charts
DECEMBER 12, 2016
There are a lot of buzzy trends in marketing that turn out to be little more than hot air. In fact, our editor-in-chief managed to pull together about 40 of the worst of them.) In traditional B2B marketing, marketers move prospects through the funnel toward a sale.
How Marketers Should Think About Customer Marketing in the Engagement Economy
Modern B2B Marketing
FEBRUARY 28, 2017
But now, we exist in the Engagement Economy—a new era, a digital world where everyone and everything is connected—and keeping customers is quickly becoming more important than acquiring them.
Content Marketing Advice: Stop Competing with My Children!
Digital B2B Marketing
JANUARY 26, 2012
Today, marketers are locked in a battle for attention. LINK to Augie’s post) However, at the end of the day, my children coming around the corner when I come in the door matter far more. Share your additions in the comments below or with me on Twitter ( @wittlake ).
Customer Data Platforms Revisited: The Future of Marketing Data
Customer Experience Matrix
JANUARY 18, 2015
It turns out that there are several categories of specialist systems within each subtask, each doing similar or complementary things in slightly different ways. The list of vendors in each section isn''t necessarily comprehensive, especially in crowded segments like B2B marketing automation.
Tips to Manage the Marketer's Personalisation Dilemma
NOVEMBER 17, 2014
But there are differences in degree. Imagine the resources involved in reaching these levels of personalisation: Turning Dear Sir into Dear Mr Smith. in a landing page. or Lock in your future contracts! Using financial results from annual reports to generate content like You’re 5% ahead on margins but 4th in growth in your sector - personalised to each individual’s company. Personalisation isn’t all-or-nothing.
Breaking Down the Fundamentals of Account-Based Marketing
Modern B2B Marketing
JULY 18, 2016
Author: Heidi Bullock Okay, so maybe account-based marketing (ABM) isn’t quite as viral as Pokémon Go, but I would say that ABM is a close second in the B2B marketing world! On the other hand, account-based marketing (ABM) is in many ways the exact opposite.
Beyond Content Shock: The defining trend of 2015 is Content Ignition
grow - Practical Marketing Solutions
JANUARY 4, 2015
I’d like to share an email I recently received … Dear Mark: I am the founder of a sporting goods company in the Pacific Northwest. In late 2012 we hired a full-time community manager and content producer. William’s decline in Facebook reach is extreme but not unusual.
16 Call-to-Action Formulas That Make People Want to Click
SEPTEMBER 28, 2015
Sometimes, you need a little nudge in the right direction. If you have limited space in your CTA button but want something that makes an impact, this is a great choice. Be sure to set the context in the remainder of your CTA so a user knows what they’re starting.
How to Get Sales and Marketing on the Same Page
The Effective Marketer
JUNE 26, 2012
Internal struggles between sales and marketing are commonplace in organizations of all sizes. Sales and marketing can make beautiful music together in the form of more leads and sales! Tensions abound when sales and marketing leadership are locked in a battle of wills.
Sometimes not having a strategy is the best strategy
grow - Practical Marketing Solutions
DECEMBER 19, 2011
In a fast-changing competitive marketplace, sometimes not locking into a strategy is the best strategy. One of the most costly mistakes you can make in business is brilliantly executing an obsolete strategy. In my particular field, the dynamics are changing tumultously.
Which TV Show Matches Your Data Utilization Strategy?
DECEMBER 11, 2014
” In other words, don’t cram an analogy somewhere it doesn’t fit just to be “creative.” ” In this case, I think he would be quite accepting of the TV show = data challenge correlation. Including what you can do to get it all in Prime Time). Employ a name analyzer program or database scripts to identify junk content and records in the database.
Marketo Conference: Small Changes, Big Picture
Customer Experience Matrix
APRIL 10, 2014
The product changes were quite modest: new search engine optimization features for entry level users; a global marketing calendar; and relabeling of InsightEra, which Marketo purchased in December, as Marketo Real Time Personalization.
100 Real Pokémon Go Headlines That Will Make You Question Everything
JULY 14, 2016
1. ‘Waiter, there’s a Squirtle in my soup’: When Pokémon invade your restaurant (The Washington Post). Cops Called, Eggs Thrown At Hundreds Of Pokémon Go Players In Sydney (Kotaku). How to Type the é in Pokémon Go (Lifehacker). Can you play Pokémon Go in space?
Structure vs Creativity & Flexibilty
Your Sales Management Guru
JUNE 15, 2015
Recently I wrote a popular blog that was picked up by a variety of other publications/web site: Sales Management: The Need for Creativity , it covered why sales managers must develop their levels of creativity to solve the multitude of problems they face and the need to assist their salespeople in developing better sales strategies. In the blog I also laid out the 10 actions one can take to improve their personal creativity. So what does WWI have in common with Sales Leadership?
All Online Digital Roads Lead to Google Plus
FEBRUARY 18, 2014
With that caveat, Google’s closing in on its goal of being federated across all of its properties, so be acutely aware. It’s like the US : there is a Nation-State, Apple iOS , but the true power lies in the States, the Apps.
The Customer Experience Operating System (CX-OS)
NOVEMBER 17, 2016
All images in this post are courtesy of IDC. In the early days of the martech industry, every application had to be a standalone solution. The customer experience operating system (CX-OS) is an operating system in a business sense. The CX-OS will evolve in a series of stages.
Create Jaw-Dropping, Personalized Interactive Experiences With SnapApp’s Spring Release
MAY 3, 2016
These days, marketers are on the hook to create a steady flow of interesting content that not only delivers results quickly, but shines in the process and speaks to their audience. Curious to see how your new app will function in the wild?
Get Personal: 5 Tips for Putting YOU in Your Blog
Writing on the Web
AUGUST 26, 2011
How do you keep the YOU in Business Blogging and still make it work for business? Decide ahead of time what you feel comfortable sharing, and what remains locked in the box. (I’ll I’ll easily share about my tennis, my kitties, and our home in Mexico, but arguments with the Hubby – no!). Including your personality in business communications doesn’t mean you have to get overly personal. Put more of “you in what you write about.
Are 2016 Messaging Apps Finally the Death Knell for Email?
MAY 21, 2016
Her phone in hand, she considers hitting “Tap to snooze.” Still lying in bed, one eye open and the other squinting at the screen, she figures: Why not? Whether a healthy or unhealthy habit, checking messages plays a central role in our daily lives.
The Rise of the Value Management Office (VMO)?
The ROI Guy
SEPTEMBER 30, 2015
And through the process the Value Intelligence as to current prospect costs and true value delivery is squandered or locked in individual prospect records and sales / consulting spreadsheets.
Design Tips: Creating an Email Template
MAY 18, 2016
Before locking in a layout, you’ll want to know the goal of the emails you plan to build with the template. We live in a world of choice and, beyond your email service provider, there are many companies providing alternative solutions that fit both general and niche needs. Knak offers monthly plans, which you would purchase in addition to your Marketo license.
How to Make Your Marketing Message Pop With Neuro-Linguistic Programming (NLP)
AUGUST 22, 2014
Attendees will leave with a firm grasp on theconcept of NLP, and takeaways that will ring in your ears for weeks. You’ll learn the basics, and get tips on how to incorporate NLP techniques in your content. ” Also note the absence of sensory language in the second example.
The New Cloud Stack: Here's What the Company of the Future Looks Like
JULY 26, 2013
In late June, something pretty massive happened in the world of tech, though chances are most people didn’t even notice it. You work in marketing , so who cares about this techie stuff? It''s about building for the future versus being stuck in the past.
Microsoft buys LinkedIn: the largest martech acquisition in history?
JUNE 20, 2016
This is the largest acqusition in Microsoft’s history — over three times the size of its acqusition of Skype for $8.5 billion in 2011 — and one of the largest in the history of the digital age (we’ll graciously look past that whole AOL acquiring TimeWarner fiasco ).