Lead Generation Insight

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  • Illuminating the Furture

  • What Does It Take to Be a Thought Leader?

    • What Does It Take to Be a Thought Leader?
    20 Jul, 2010
    It's probably clear by now that an individual's compensation or an enterprise's growth is tied to what sets it apart. You won't succeed in this marketplace if you don't specialize and offer something that is truly distinctive. But it's not...

  • Getting Provocative: How Visual Provocations Engage Buyers

    • Getting Provocative: How Visual Provocations Engage Buyers
    26 Jun, 2010
    It's now tougher than ever to turn prospects into customers. But prospective buyers won't make any moves unless they understand the full scope and magnitude of the challenges they currently face - and comprehend what a value-rich solution might look...

  • The Demand Center Breakthrough

    • The Demand Center Breakthrough
    10 Jun, 2010
    As the pace of marketing innovation accelerates, B2B marketers are struggling with growing complexity and growing expectations. "B2B Marketers now have access to dynamic technologies that are transforming how leads are generated, prospects are engaged and customers are acquired," according...

  • 7 Keys to the Kingdom: How to Fully Capitalize on Your Content Investment

    • 7 Keys to the Kingdom: How to Fully Capitalize on Your Content Investment
    04 May, 2010
    Some say content is king. They recognize the power of relevant and resonant content to attract buyers, guide them through challenging decisions and drive growth to new levels. But many other organizations seem to consider content an unruly tyrant. One...

  • Leading Lights: Marketing and PR Strategist David Meerman Scott

    • Leading Lights: Marketing and PR Strategist David Meerman Scott
    10 Apr, 2010
    We've been liberated to elevate our businesses and ourselves through the new tools of marketing. In fact, new tools mean new rules. We no longer need to rely on the media for attention and publicity. We are the the media...

  • The Visibility Premium

    • The Visibility Premium
    31 Mar, 2010
    Are you personally seeking higher visibility in your field or profession? If you answered yes, you’re not alone. More and more of us are aiming to be widely recognized. This can benefit us personally as well as the companies we...

  • Leading Lights: Visual Communicator and Problem Solver Dan Roam

    • Leading Lights: Visual Communicator and Problem Solver Dan Roam
    25 Mar, 2010
    Dan Roam is giving us the power of sight. How about that for a gift? Roam, who is the author of the best-selling book Back of the Napkin and the newly released Unfolding the Napkin, is an expert in discovering,...

  • Shorting Our Customers

    • Shorting Our Customers
    23 Mar, 2010
    Just got finished watching Michael Lewis (one of my favorite writers) on the Charlie Rose show. He was describing his new book, The Big Short, about contrarians who bet against the sub-prime mortgage debacle and made millions doing so. What’s...

  • Leading Lights: Content Marketing Strategist Ardath Albee

    • Leading Lights: Content Marketing Strategist Ardath Albee
    21 Feb, 2010
    As one of the most insightful and prolific strategists in the emerging field of content marketing, Ardath Albee deserves your attention. She is the author of the compelling new book eMarketing Strategies for the Complex Sale. But she also blogs...

  • What Jack Bauer Can Teach Us

    • What Jack Bauer Can Teach Us
    22 Jan, 2010
    Jack is back. With a new season of 24, Kiefer Sutherland (aka Jack Bauer) is back on TV taking out bad guys. Should you care? I think so. Here’s why: Every week, this fast-paced drama offers us insights into the...
  • Idea Sellers

  • Age of Conversation 3 Book is Almost Here

    • Age of Conversation 3 Book is Almost Here
    03 Sep, 2010
    Kudos to Drew McLellan and Gavin Heaton who conceived the amazingly successful Age of Conversation marketing series and have since undertaken the massive task of assembling almost two hundred authors from around the world for the third installment, Age of...

  • Sales Performance & Compensation Relationship in a Recession

    • Sales Performance & Compensation Relationship in a Recession
    03 Sep, 2010
    There are two types of business owners: 1. Those who view their sales team as an asset. 2. Those who view their sales team as an expense. Type 2's do not understand the value and contribution of their salespeople. They...

  • Sales Performance & Compensation Relationship in a Recession

    • Sales Performance & Compensation Relationship in a Recession
    02 Sep, 2010
    There are two types of business owners: 1. Those who view their sales team as an asset. 2. Those who view their sales team as an expense. Type 2's do not understand the value and contribution of their salespeople. They...

  • Your Actions Impact Referrals, Directly Affecting Sales

    • Your Actions Impact Referrals, Directly Affecting Sales
    02 Sep, 2010
    We don't often directly associate our company's policies and actions with sales growth. That is a mistake. Everything your company does has an impact on sales at some level. Whether that effect has a positive or negative impact is a...

  • Sales, Marketing and Consumer Disconnect

    • Sales, Marketing and Consumer Disconnect
    01 Sep, 2010
    How often do you feel that your company is just not connecting with your customers in an effective manner? Is this disconnect a result of a weak brand image, off-target marketing, poor listening, or do you merely lack the means...

  • Sales Performance & Compensation Relationship in a Recession

    • Sales Performance & Compensation Relationship in a Recession
    01 Sep, 2010
    There are two types of business owners: 1. Those who view their sales team as an asset. 2. Those who view their sales team as an expense. Type 2's do not understand the value and contribution of their salespeople. They...

  • Sales Performance & Compensation Relationship in a Recession

    • Sales Performance & Compensation Relationship in a Recession
    31 Aug, 2010
    There are two types of business owners: 1. Those who view their sales team as an asset. 2. Those who view their sales team as an expense. Type 2's do not understand the value and contribution of their salespeople. They...

  • Superior Sales Managers Defined

    • Superior Sales Managers Defined
    30 Aug, 2010
    The sales environment, like all aspects of the world around it, has changed drastically over time. Though these changes have occurred, selling, at its core, has basically not. Selling, distilled down to its core, can be described as the transference...

  • Sales Performance & Compensation Relationship in a Recession

    • Sales Performance & Compensation Relationship in a Recession
    30 Aug, 2010
    There are two types of business owners: 1. Those who view their sales team as an asset. 2. Those who view their sales team as an expense. Type 2's do not understand the value and contribution of their salespeople. They...

  • Sales Performance & Compensation Relationship in a Recession

    • Sales Performance & Compensation Relationship in a Recession
    29 Aug, 2010
    There are two types of business owners: 1. Those who view their sales team as an asset. 2. Those who view their sales team as an expense. Type 2's do not understand the value and contribution of their salespeople. They...
  • B2B Rainmaker / Jim Logan

  • What is the character of your business?

    • What is the character of your business?
    05 Jul, 2010
    Whether or not you are aware, your business is known for something.  Your customers know it and your prospects will eventually discover it. Your business is known for one of these or related characteristics: fast response, committed, hard to work with, stringent, openness, expert, clueless, trustworthy, loyal, etc.  Just as people carry favorable or negative reputations, your business character is known. It can be a great asset or a reason to avoid your offer. And it's not just your business th more »

  • The small business advantage

    • The small business advantage
    02 Jul, 2010
    Here is a simple way small businesses can offer their customers an advantage in doing business with them as opposed to their larger competitors: make yourself available and respond faster. Many businesses place roadblocks and barriers to customer interaction – voice mail, call screening, auto attendants, unnamed email boxes, etc.  These are barriers that limit the timeliness of customer interaction and hinder quick response to customer questions and issues. Sure, a level of technology bet more »

  • What's your big idea?

    • What's your big idea?
    01 Jul, 2010
    Do you have a big idea - a thought or perspective of your business or market that simplifies complex concepts or causes a paradigm shift in how others view their world?  If not, you should pursue one. A big idea guides you, leads your approach to solving problems, and is your fall-back when things get tough in your business or market. Big ideas are worth paying for.  Big ideas are what prospective customers notice.  Big ideas are the creative engine of your business and person. Big ideas can b more »

  • Can you be replaced? If not, you can't lose.

    • Can you be replaced? If not, you can't lose.
    01 Jul, 2010
    I've worked with a company, product or service that wasn't the best.  Maybe you have too. You know the scenario – we weren't the least expensive, the most feature rich, the most flexible. We were a good company with a good offer, but we didn't really offer anything special.  Or did we? I believe we offered something far superior to our competition -- ourselves.  We offered outstanding sales, service, and account management.  I always believed my team and I were the superior part of the more »

  • You need a plan

    • You need a plan
    23 May, 2010
    You need a plan.  I’m not talking about a business plan, although you probably need one of those too.  I’m talking about a personal plan.We all need a little focus, direction, and map to guide our activities.  Not something to tell us what to do today, that would be a calendar or organizer.  No, that’s not what I mean.  I mean we need some focused thought and a few notes on what we want to accomplish.A few well thought activities, coupled with an outline of key points, o more »

  • Tired of competing on price? Try this instead

    • Tired of competing on price? Try this instead
    20 May, 2010
    Need a simple way to reduce the pressure to discount your offing:  consistently exceed your customer's expectations. Simple.   But not always easy. Give more than expected – deliver faster, add bonuses, giveaway extras, respond faster, increase your quality, and outperform your competition in all areas of customer service and support. Give far more than expected and you will reduce your need to discount. Your price is justified by your actions.  Your customer will realize the benefit an more »

  • The simplest way to improve customer communication

    • The simplest way to improve customer communication
    18 May, 2010
    Here is the simplest and yet possibly the best marketing communication test and tactic of them all. Do this and odds are your ability to communicate the value of your product or service will improve: Present your copy and give your spiel to a number of close friends and family.  Every time you catch yourself saying “What I mean by that is…â€� stop yourself and write it down.  That’s what you should be saying all along. It's a safe bet you're probably not aware how often more »

  • Creating sales-ready leads -- A free 57-page case study

    • Creating sales-ready leads -- A free 57-page case study
    16 Apr, 2010
    Grab your copy of the report at the bottom of this post -- no registration required. ======= Several years ago I wrote a letter on behalf of a client to 40 of the largest counties in one of the largest sates in the United States.  The letter was sent to County Supervisors, the highest elected official in county government. The same techniques used in this letter were used to gain access to senior executives in F1000 offices across the country - same product, same approach, and same incredible r more »

  • A free 57-page tell-all report of how a one page letter created sales meetings with executives ...

    • A free 57-page tell-all report of how a one page letter created sales meetings with executives ...
    14 Apr, 2010
    Grab your copy of the report at the bottom of this post -- no registration required. ======= Several years ago I wrote a letter on behalf of a client to 40 of the largest counties in one of the largest sates in the United States.  The letter was sent to County Supervisors, the highest elected official in county government. The same techniques used in this letter were used to gain access to senior executives in F1000 offices across the country - same product, same approach, and same incredible r more »

  • What's wrong with this email? -- The answer

    • What's wrong with this email? -- The answer
    07 Apr, 2010
    In a previous post I shared an email I received and asked if you thought there were anything wrong with it.  Here's my answer:  Plenty. Here's the email again: My names is [Joe Salesperson] and I am contacting you on behalf of [Company]. We are a lead validation and management provider. As an affiliate network, you know the importance of lead quality and understand how vital it is to the success of your business. We are currently offering two validation platforms at highly competitive prices more »
  • Marketing Interactions

  • Give Marketing Content a Job Description

    • Give Marketing Content a Job Description
    03 Sep, 2010
    Content and more content. You can read tons of blog posts, analyst recommendations, industry articles and more, all pointing out the need for content. Today's marketing is fueled by massive amounts of content - whether online or off. But, without a plan your content will likely suck wind. Content has a job to do. This means it needs a job...

  • Webinar Q&A: Content is Marketing Currency - Australian Audience

    • Webinar Q&A: Content is Marketing Currency - Australian Audience
    03 Sep, 2010
    It was my pleasure to present to a great Australian audience earlier this week about how Content is Marketing Currency, sponsored by Citrix Online, GoToWebinar. We didn't have time to get to all the questions, so I'd like to do so now. In case you're wondering why the place distinction, I presented a version of this webinar to a U.S....

  • Webinar Q&A: Content is Marketing Currency - Australian Audience

    • Webinar Q&A: Content is Marketing Currency - Australian Audience
    02 Sep, 2010
    It was my pleasure to present to a great Australian audience earlier this week about how Content is Marketing Currency, sponsored by Citrix Online, GoToWebinar. We didn't have time to get to all the questions, so I'd like to do so now. In case you're wondering why the place distinction, I presented a version of this webinar to a U.S....

  • Are B2B Marketers Missing the Point?

    • Are B2B Marketers Missing the Point?
    01 Sep, 2010
    Marketing Sherpa released this chart today about the processes B2B marketers are using to manage prospects across their buying cycles. What concerns me is the percentage of marketers who've labeled these processes as non-priority items and assigned them to purgatory. In my opinion, these marketers may well be the next to experience purgatory. Let's take a look at why a...

  • Webinar Q&A: Content is Marketing Currency - Australian Audience

    • Webinar Q&A: Content is Marketing Currency - Australian Audience
    01 Sep, 2010
    It was my pleasure to present to a great Australian audience earlier this week about how Content is Marketing Currency, sponsored by Citrix Online, GoToWebinar. We didn't have time to get to all the questions, so I'd like to do so now. In case you're wondering why the place distinction, I presented a version of this webinar to a U.S....

  • Webinar Q&A: Content is Marketing Currency - Australian Audience

    • Webinar Q&A: Content is Marketing Currency - Australian Audience
    31 Aug, 2010
    It was my pleasure to present to a great Australian audience earlier this week about how Content is Marketing Currency, sponsored by Citrix Online, GoToWebinar. We didn't have time to get to all the questions, so I'd like to do so now. In case you're wondering why the place distinction, I presented a version of this webinar to a U.S....

  • Tech Buyers Find Salespeople Lacking

    • Tech Buyers Find Salespeople Lacking
    30 Aug, 2010
    There's a growing divide between buyer expectations and sales conversations. This reality is evidenced by findings in Forrester Research's Technology Buyer Insight Study: Are Salespeople Prepared for Executive Conversations? Here are a couple of eye-opening responses from buyers: "Only 15% of executives believe that their meetings with salespeople are valuable and live up to their expectations. Not surprisingly, with such...

  • Webinar Q&A: Content is Marketing Currency - Australian Audience

    • Webinar Q&A: Content is Marketing Currency - Australian Audience
    30 Aug, 2010
    It was my pleasure to present to a great Australian audience earlier this week about how Content is Marketing Currency, sponsored by Citrix Online, GoToWebinar. We didn't have time to get to all the questions, so I'd like to do so now. In case you're wondering why the place distinction, I presented a version of this webinar to a U.S....

  • Webinar Q&A: Content is Marketing Currency - Australian Audience

    • Webinar Q&A: Content is Marketing Currency - Australian Audience
    29 Aug, 2010
    It was my pleasure to present to a great Australian audience earlier this week about how Content is Marketing Currency, sponsored by Citrix Online, GoToWebinar. We didn't have time to get to all the questions, so I'd like to do so now. In case you're wondering why the place distinction, I presented a version of this webinar to a U.S....

  • Webinar Q&A: Content is Marketing Currency - Australian Audience

    • Webinar Q&A: Content is Marketing Currency - Australian Audience
    28 Aug, 2010
    It was my pleasure to present to a great Australian audience earlier this week about how Content is Marketing Currency, sponsored by Citrix Online, GoToWebinar. We didn't have time to get to all the questions, so I'd like to do so now. In case you're wondering why the place distinction, I presented a version of this webinar to a U.S....
  • Marketing Operations Partn ...

  • Marketing Ops, Social Media Monitoring and NewComm Forum 2010

    • Marketing Ops, Social Media Monitoring and NewComm Forum 2010
    14 Apr, 2010
    In previous blog posts, I explored the relationship of Marketing Operations to Social Media and the ”instant gratification” Marketing ROI organizations... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]

  • Increasing the Value of Marketing Operations with Predictive Analytics

    • Increasing the Value of Marketing Operations with Predictive Analytics
    25 Mar, 2010
    Today our Marketing Analytics team lead, Creig Foster, dives into the sexy topic of predictive analytics (PA). Why are we so enamored with PA? One of my students, the Marketing Operations leader... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]

  • Social Media ROI?????

    • Social Media ROI?????
    13 Mar, 2010
    Whether in a new business process, in conversation with current client executives or via a daily supply of Tweets from Social Media experts and wannabees alike,... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]

  • Marrying Marketing Ops and the Social Web

    • Marrying Marketing Ops and the Social Web
    04 Mar, 2010
    As I write this, I’ve just celebrated my 26th Valentine’s Day as husband to the love of my life, Melissa. A successful long-term marriage... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]

  • What Marketing Needs from IT

    • What Marketing Needs from IT
    04 Mar, 2010
    Marketing and IT are arguably two of the most overloaded and under-resourced functions in the enterprise. As marketing complexity increases, a key aspect of a scalable marketing strategy is... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]

  • Reengineering Marketing Operations at Work

    • Reengineering Marketing Operations at Work
    03 Mar, 2010
    My avid readers (both of you? ( [[ This is a content summary only. Visit my website for full links, other content, and more! ]]

  • Think Like Your Customer: Aligning Selling to Buying Process

    • Think Like Your Customer: Aligning Selling to Buying Process
    03 Mar, 2010
    I'm finishing up Bill Stinnett's excellent book, Think Like Your Customer, which should be required reading for anyone in Sales and Marketing, especially if you market high-value products and... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]

  • Talking Marketing Ops at EBIG

    • Talking Marketing Ops at EBIG
    03 Mar, 2010
    In addition to our webinar, I’ll be speaking about Marketing Operations before the Sales & Marketing SIG of the East Bay IT Group (EBIG) this Thursday, November 16... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]

  • Looking back on Henry Stewart NY 2007

    • Looking back on Henry Stewart NY 2007
    03 Mar, 2010
    Well, I didn’t have any takers go out on the limb by sharing their thoughts on the Henry Stewart Conference in advance of my post, so here we go. One... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]

  • Marketing 2.0 Author in San Francisco This Week

    • Marketing 2.0 Author in San Francisco This Week
    03 Mar, 2010
    Bernie Borges of Find and Convert, author of the upcoming book, Marketing 2.0: Bridging the Gap Between Seller and Buyer on the Social Web, will be in San... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]
  • My Educated Guess / TechTa ...

  • The Holy Grail of offering the “right content, to the right user, at the right time.â€�

    • The Holy Grail of offering the “right content, to the right user, at the right time.â€�
    27 Aug, 2010
    Demand generation. It’s not just about filling the pipeline with a volume of leads - but maintaining a relationship with those leads as they move through the buying cycle. Yes, the extremely active, sales -ready leads should be escalated to the sales team, but what about everyone else? B2B marketers are continually faced with the challenge [...]

  • Handling and identifying your sales-ready marketing leads

    • Handling and identifying your sales-ready marketing leads
    30 Jul, 2010
    While an influx of leads is always a good thing for marketers, many don’t have the resources to follow up on all of them as quickly as they would like. This can pose a serious problem as leads are followed up on in a random order and a hot lead can end up being called [...]

  • Coaching Your Inside Sales Team to Improve Online Lead Conversion

    • Coaching Your Inside Sales Team to Improve Online Lead Conversion
    12 Jun, 2010
    I don’t know of any marketer that doesn’t have improving lead conversion to sales high on their list of priorities these days, especially since marketers are so focused on revenue and getting the most out of their budget dollars. As marketers, you do the best you can to cultivate and prioritize leads so they are [...]

  • New Evidence Shows the Rules for B2B Marketing are Changing

    • New Evidence Shows the Rules for B2B Marketing are Changing
    19 May, 2010
    A new report reveals helpful insights on how the B2B marketing landscape is changing and how marketers should respond to better meet customer needs. The data supports much of the research TechTarget has done over the past several years, and is a good reminder to all B2B marketers that your customers are in the driver’s [...]

  • Impacting Your Pipeline More Effectively

    • Impacting Your Pipeline More Effectively
    07 May, 2010
    One of the challenges I often hear from online marketers is figuring out what to do with the hundreds of leads they generate from their online campaigns. Understanding the best way to identify the real opportunities for marketers and sales people can be found in the content they download, the stories they read, and the [...]

  • The Big Event Showdown: Face-to-Face Trade Shows vs. Virtual Trade Shows

    • The Big Event Showdown: Face-to-Face Trade Shows vs. Virtual Trade Shows
    26 Mar, 2010
    2009 was the year of the “Great Recession”, in which both consumers and marketers had to get creative to make the most of drastically cut budgets. One area which saw a large impact was the face-to-face trade shows - which, when all is said and done, can get quite costly when you start adding dollars [...]

  • How the Right Content Can Help Drive the Sale

    • How the Right Content Can Help Drive the Sale
    05 Mar, 2010
    In today’s tough economy IT marketers want their online leads to turn into sales as soon as possible. Regardless of whether their sales cycle is six weeks or nine months, they want to see hot leads now!  And it’s not only about generating as many leads as possible, but to really focus on lead quality.  [...]

  • Social networking is here to stay!

    • Social networking is here to stay!
    22 Feb, 2010
    Social networking has become a powerful, but necessary strategy for any technology marketer to actively increase their membership base. Many IT companies are getting into the social media arena by blogging, creating fan pages on Facebook, building a Twitter following, or by creating Groups on Linkedin. But, there are no guarantees your message is heard amongst all [...]

  • Let actual CIO behavior train your technology marketing

    • Let actual CIO behavior train your technology marketing
    02 Feb, 2010
    The closest we can get you to actually standing over the shoulder of an IT buyer as they research technology business solutions, is our latest Google/TechTarget behavioral research study on the enterprise technology buying process. But on February 11 at the Google offices in NYC, we’re taking it one step further and inviting you to join [...]

  • Don’t Let Organic Search Leads Fall by the Wayside

    • Don’t Let Organic Search Leads Fall by the Wayside
    28 Jan, 2010
    As we enter 2010 and online marketing strategies are getting even more targeted, IT marketers forget about the importance of nurturing organic search leads versus their targeted leads.  Marketers are concerned with only promoting to a certain audience and utilizing leads that are from email list promotions.  Late stage leads that are further down the [...]
  • Revenue Journal

  • Why I HATE Sales Scripts

    • Why I HATE Sales Scripts
    31 Aug, 2010
    Two people. On the phone, having a conversation. That's what people use phones for - to have conversations. What happens in a conversation? One person says something. The other person listens, understands (or asks a question to make sure he understands), then responds appropriately. The conversation moves from point A to point B because BOTH people are talking - and listening. Now let's apply this to sales calls. Yes, it is possible for a salesperson to have a conversation with a potential cu more »

  • Subject Lines: Separating so-so leaders from great leaders

    • Subject Lines: Separating so-so leaders from great leaders
    25 Aug, 2010

  • Why you need a social media firestorm policy - NOW.

    • Why you need a social media firestorm policy - NOW.
    16 Aug, 2010
    Companies aren't really set up to interact efficiently with individual customers. Companies are organizations, filled with teams of people, doing their particular tasks. Companies have lots of customers. Individual customers can, and do, get upset, when the company disappoints them. Now, thanks to the many channels available to them, customers - even one customer - can make a big stink, in a big hurry. Marketers need to react quickly, and in the right way.

  • How to differentiate yourself

    • How to differentiate yourself
    09 Aug, 2010
    I have just finished interviewing about 25 top execs running system integrator companies. Some are doing well, some aren’t. But one thing they all had in common: a desire to differentiate themselves, and no clue as to how to do it.

  • Is marketing copy becoming irrelevant?

    • Is marketing copy becoming irrelevant?
    04 Aug, 2010
    Now that consumer-generated product information - mostly in the form of reviews - is overwhelming the web and dominating the customer's buying process, I have to ask the question: is marketing copy becoming obsolete? Does the very fact that a marketer wrote some copy make that copy  less-believable, less-trustworthy, and therefore - dare I say - irrelevant?

  • Social Commerce: Harnessing social media power during the buying process

    • Social Commerce: Harnessing social media power during the buying process
    08 Jul, 2010
    The word "social" in "social media" really means conversations between individuals. In social media, those conversations happen "out there" - on social media sites. These conversations may or may not be related to a customer's buying process.

  • The Great Marketing and Selling Crisis of 2010 - and how to escape it

    • The Great Marketing and Selling Crisis of 2010 - and how to escape it
    06 Jun, 2010
    We are smack dab in the middle of a terrible dilemma. The entire marketing and selling world is "betwixt and between." Traditional marketing and selling methods are not working the way they used to, and social media is not the end-all answer, either. In spite of the hype level and some people who are actually making it work, it's just a hint at the answer. But it isn't THE answer. There is an answer, fortunately, but first let's look at the crisis itself. This is a serious crisis because it's a more »

  • How well do you stack up against the three revenue success factors?

    • How well do you stack up against the three revenue success factors?
    14 May, 2010
    Most CEOs assume they have firm control of their company's success. They make decisions all day long, and believe that what they are deciding is driving their revenue. But they're missing something. In my experience, their control is more in the 50% range - because they not focusing on the three revenue success factors. What are the success factors? And, as a CEO, how can you get them under your control? Success Factor #1: Your website actually makes it easy for customers to buy.

  • Intranets: That Giant Sucking Sound

    • Intranets: That Giant Sucking Sound
    29 Apr, 2010
    Intranets are places where someone - usually a customer, partner, or employee - signs in and then tries to do something.   Given my own experience as the user of intranets, and as someone who rebuilds broken intranets, here's my take on the current state of intranets.   Intranets, on the whole, are TERRIBLE.   Most executives visit their company websites occasionally, but they never go to their company's intranets. They especially never try to do anything on those sites. They simply don't real more »

  • Do You Secretly Believe You Are Smarter Than Your Customer?

    • Do You Secretly Believe You Are Smarter Than Your Customer?
    22 Apr, 2010
    I took a book called Mastering the Complex Sale on a recent flight. In it, the author says that the complex sale consists of three main components: Determine, Design, and Deploy. No argument there. Nice way of thinking about it. But then he goes on to say that most customers of the complex sale are not equipped to make a good buying decision - that the salesperson selling to them must guide them through the process. This is a basic premise of the book. The word that sprung to my mind when I more »
  • Sales Lead Insights

  • Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th

    • Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th
    01 Jul, 2010
    Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th. This all-new-for-2010 session is focused on helping you stay ahead of the curve and excel in the changing B2B marketing environment. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

  • Webinar Leads Demystified: Free webinar on April 28, 2010 at 2:00 pm EDT

    • Webinar Leads Demystified: Free webinar on April 28, 2010 at 2:00 pm EDT
    30 Jun, 2010
    Don't miss this complimentary webinar about turning webinar registrants and attendees into qualified, sales-ready leads. Webinar Leads Demystified: Best practices for leveraging both webinar registrants and attendees Wednesday, April 28, 2010 2:00 p.m. EDT (11:00 a.m. PDT) For more information and to register, click here. A webinar, or webinar series, can be a strong performer in a marketer’s demand-generation program. [...] If you'd like to learn more, please use my Contact Form, call me more »

  • B2B Marketing University: See you in Palo Alto on April 7th…

    • B2B Marketing University: See you in Palo Alto on April 7th…
    29 Jun, 2010
    B2B Marketing University. A free half-day seminar on April 7, 2010 in Palo Alto, CA. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

  • What B2B marketing automation is all about, and why you should care: Executive Breakfast Briefing Tomorrow (6/29) in Waltham MA from 8:30 to 10:00 am.

    • What B2B marketing automation is all about, and why you should care: Executive Breakfast Briefing Tomorrow (6/29) in Waltham MA from 8:30 to 10:00 am.
    28 Jun, 2010
    Interested in learning more about marketing automation and how it may benefit your company? You won’t want to miss this complimentary, 90-minute breakfast briefing in Waltham, MA, tomorrow (6/29/2010), from 8:30-10:30am. It is designed specifically for senior executives at mid-sized or large companies, or at a fast-growing, venture-funded, small companies, that sell products or services to other companies. If you'd like to learn more, please use my Contact Form, call me directly at 1-80 more »

  • B2B Marketing Automation: Here’s My Definition

    • B2B Marketing Automation: Here’s My Definition
    23 Jun, 2010
    How's this for a definition of B2B marketing automation? The use of technology to generate, nurture, score and qualify leads, and drive sales, using customized, multi-touch marketing communications tailored for each contact's profile, level of interest, behavior or place in the buying process. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

  • What B2B marketing automation is all about, and why you should care: An Executive Breakfast Briefing near Boston on June 29, 2010

    • What B2B marketing automation is all about, and why you should care: An Executive Breakfast Briefing near Boston on June 29, 2010
    22 Jun, 2010
    Interested in learning more about marketing automation and how it may benefit your company? You won’t want to miss this complimentary, 90-minute breakfast briefing in Waltham, MA, on June 29, 2010, from 8:30-10:30am. It is designed specifically for senior executives at mid-sized or large companies, or at a fast-growing, venture-funded, small companies, that sell products or services to other companies. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-94 more »

  • Sales and Marketing Integration: An Interview with Elizabeth Vanneste, CMO of Miller Heiman

    • Sales and Marketing Integration: An Interview with Elizabeth Vanneste, CMO of Miller Heiman
    21 Jun, 2010
    My guest today is Elizabeth Vanneste, Chief Marketing Officer, Miller Heiman. We are going to be talking about aligning sale and marketing, and the impact it has on a company's sales results. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

  • Mac McIntosh Announces our New Division for Implementing Lead Generation: AcquireB2B

    • Mac McIntosh Announces our New Division for Implementing Lead Generation: AcquireB2B
    20 Jun, 2010
    Mac McIntosh Inc has provided consulting and speaking/training related to helping companies like yours generate more qualified leads and drive more sales using the latest B2B marketing strategies, tactics, media and technology since 1990. However, many of our clients have also been having us help implement their marketing-driven lead generation programs for them. So we decided to create a new division focused on those implementation services and named it AcquireB2B. If you'd like to learn more more »

  • Are Inbound Leads Really Leads? I Believe the Majority Are Not.

    • Are Inbound Leads Really Leads? I Believe the Majority Are Not.
    14 Jun, 2010
    I think some of the information being touted by companies that have a stake in inbound marketing can be misleading. What I am talking about is the categorizing of all inbound inquiries as “leads.� If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

  • Managing B2B Leads for Sales Success – 30 minute, on-demand webinar

    • Managing B2B Leads for Sales Success – 30 minute, on-demand webinar
    13 Jun, 2010
    Join us for a conversation with Gord Hotchkiss (author of The BuyerSphere Project) and B2B marketing and sales lead expert, Mac McIntosh, on the current realities of B2B demand generation. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.
  • Six Sigma Selling

  • Six Sigma Selling blog has moved!

    • Six Sigma Selling blog has moved!
    10 Jun, 2009
    We will no longer be updating the blog messages on this site. For future blog posts, and Sales Performance Improvement Forum (SPIF!) messages please visit our primary website: www.salesperformance.com You'll see the blog page in the menu, the url is...

  • Six Easy Ways to Boost Your Company’s Sales Results

    • Six Easy Ways to Boost Your Company’s Sales Results
    10 Jun, 2009
    I hope the spring weather has reached your area. We've finally had rain here in Atlanta, and the buds and blooms are vigorous. Recently, a reader asked: "What is the 20% of sales process improvement that generates 80% of the...

  • Quick Sales Productivity Boosts

    • Quick Sales Productivity Boosts
    10 Jun, 2009
    If you are a salesperson, and you need a productivity boost, there are lots of possibilities, such as better meeting preparation, more practice presenting, maintaining your relationships, and working to become more organized. However, what if your entire organization needs...

  • The Last Thing a Fish Discovers is Water

    • The Last Thing a Fish Discovers is Water
    10 Jun, 2009
    Last week’s blog post “Why People Are NOT Your Most Important Asset� created some strong reaction. Here is an example: Michael, I was recently fired from my sales job, because I wasn’t on the road “cold calling� enough … Instead,...

  • Need More Traction with Prospects?

    • Need More Traction with Prospects?
    10 Jun, 2009
    Why Prospects Don't Understand Your Value - And What You Can Do About It All too often businesses launch products, promotions, and proposals that do not achieve their goals. When that happens, cost of sales goes up and confidence goes...

  • Why People are NOT Your Most Important Asset

    • Why People are NOT Your Most Important Asset
    10 Jun, 2009
    Sales executives often think that having the right people is the key to success. This article shows why this is myopic, and presents a better idea.

  • How to Make Salespeople 25% More Productive in 90 Days or Less

    • How to Make Salespeople 25% More Productive in 90 Days or Less
    10 Jun, 2009
    Michael Webb and Bill Bentley will present a remarkable approach that simultaneously increases forecast accuracy, provides powerful information about the sales process, and eliminates waste in sales and marketing.

  • How to Design Your Sales Process to Help Customers Buy Now

    • How to Design Your Sales Process to Help Customers Buy Now
    10 Jun, 2009
    Most companies haven't thoroughly considered how their sales process should be designed, much less how to make sales easier. This webinar shows how to do it.

  • Got a Technical Team? Here’s a Great Way to Help Them Sell

    • Got a Technical Team? Here’s a Great Way to Help Them Sell
    10 Jun, 2009
    Recently I spoke with Burke, the VP of Business Development for an engineering firm in the material handling industry. What he told me was a great model for how selling can be made easier - and more effective at the same time.

  • Help for improving your sales process

    • Help for improving your sales process
    10 Jun, 2009
    Sales Performance Consultants, Inc., will launch a new professional sales process education website very soon.
  • Inside Sales Tips Blog

  • Don’t encourage receptionists to be gatekeepers by being too verbose in your opening

    • Don’t encourage receptionists to be gatekeepers by being too verbose in your opening
    03 Sep, 2010
    This past week, I was working with an inside sales rep on some coaching calls. He was having a real challenge, because receptionists were refusing to connect him with his target prospects. Upon listening to one of his calls, it was easy to see why. He was over-introducing himself, using way too many words when he didn’t have to. I've never liked the word “gatekeeper,” because I’ve gotten so much help from the people at my prospect companies whose job it is to field incoming phone calls. T more »

  • 6 Tips for finding a great Inside Sales Job

    • 6 Tips for finding a great Inside Sales Job
    03 Sep, 2010
    April, one of my blog correspondents, wrote this week that she’s moving to another geographical location, and she’ll be looking for a new inside sales job in the tech industry. We always try to help match up people that have taken our inside sales training courses with new companies when appropriate, but April is located far from us, in a locality that we’re not serving right now. She’s starting from scratch, and wanted a few tips on finding a new company. Many of you reading this blog po more »

  • More on Age Bias and Texting

    • More on Age Bias and Texting
    03 Sep, 2010
    One of my blog correspondents has been raving enthusiastically about the diversity of employees at her new inside sales job, where the manager of the department has loaded the team with people of a myriad of ages and ethnicities. These differences of backgrounds and cultures has created a very strong team that seems to be energizing everyone, and she says it’s elevating the concepts of Best Practices and team communication to a high level, as the inside reps bring their diverse experiences into more »

  • How to Prepare for a Sales Job Interview – Not exactly like a date, but close!

    • How to Prepare for a Sales Job Interview – Not exactly like a date, but close!
    03 Sep, 2010
    Today's post wasn't written by me. It was written by an individual that has just landed herself an outstanding six-figure inside sales job. I know her, because she took one of my inside sales training courses.' target='_self'>inside sales training courses. More than one company was bidding for her, so she was able to choose from among several. How was she able to accomplish this? She gave outstanding employment interviews, and I know, because I got feedback from more than one company. She "wowed" more »

  • 4 great techniques for selling in a “downâ€� economy

    • 4 great techniques for selling in a “downâ€� economy
    03 Sep, 2010
    I got a call this week from a blog subscriber that desperately needed some tips for selling in a "down" economy. Now that summer's here, his prospects are ramping down in terms of their purchases. He's really feeling it at the end of the quarter, and wants to ensure he doesn't have the same situation at the end of the upcoming quarter as well. The philosophy I teach in my inside sales training courses has always been that you sell all year ‘round just the same as you would when things are more »

  • Salesforce 101: a cautionary tale on successfully implementing a CRM

    • Salesforce 101: a cautionary tale on successfully implementing a CRM
    03 Sep, 2010
    Salesforce.com is a CRM database tool that's become the standard for many companies' inside sales teams, and I've seen it used many times when I coach team members during my inside sales training courses. It's powerful, but like most robust tools, it needs to be tweaked for the characteristics of the team using it, based on use cases. Generally, I encourage my clients to either have a dedicated Saleforce.com expert on staff, or utilize a consultant to assist in making the best use of the CRM. One more »

  • A brutal sales territory: as challenging as yours is, this one’s probably worse

    • A brutal sales territory: as challenging as yours is, this one’s probably worse
    03 Sep, 2010
    Today I'm flying over the Kamchatka Peninsula. It's completely covered in snow, with huge Mt. Fuji-shaped volcanic peaks thrusting out of the landscape. Relatively few extol the beauty of Kamchatka because it's not exactly a tourist destination, remote and uncompromising. It looks cold down there, and it reminds me that no matter how bad a grim sales day can be, there are many jobs that are worse than sales. Just ask those miners working 30,000 feet below me. But then again there are a few reall more »

  • Taking over an industry, one Sales 2.0 step at a time

    • Taking over an industry, one Sales 2.0 step at a time
    03 Sep, 2010
    This past week I delivered an inside sales training course to a client that makes devices used to diagnose electrical problems. This company makes terrific equipment, has begun to take market share away from its biggest competitor (who owns 90% of the market), and has hired me to train their inside sales team to take over and own the market in one year. In a coaching session that occurred last week, we cooked up some bright ideas that the competition probably won't be using. I'm going to tell yo more »

  • A technique to increase your online chat sales rate

    • A technique to increase your online chat sales rate
    03 Sep, 2010
    Many of the companies with whom we work in our inside sales training classes are making increasing use of online chat with sales prospects. Much of the time, they're not maximizing the full benefits of chat, either because they're not collecting all the data they might have, or not attempting to engage the prospect in a telephone conversation as soon as the chat session has finished. That second situation is what I'll discuss today. Although chat has the real benefit of engaging a prospect throug more »

  • Reach your quota faster through your mobile phone

    • Reach your quota faster through your mobile phone
    02 Sep, 2010
    I just delivered our Telesales Skills for Field Reps ' target='_self'>Telesales Skills for Field Reps course to a few dozen field reps working for one of my clients. They’d taken all the well-known, standard sales courses, but realized they could be far more effective by doing better qualification work on the telephone before they made face-to-face sales calls. They were all very sharp reps, and one asked me how to apply these telephone techniques when he was on his mobile phone, and couldn’t more »
  • Build A Sales Machine

  • The 7 Fatal Mistakes CEOs and VP Sales Make

    • The 7 Fatal Mistakes CEOs and VP Sales Make
    02 Mar, 2010
    While I'm on the "Fatal Mistakes" topic, here is a presentation about seven of the main ones that executive teams make time and time again.Some of the text is small to read in this small blog-sized format. To make it easier:There is "Full Screen" button in the top right of the viewer, orYou can download the presentation.Please comment below on which one is your favorite - or if you think I'm wrong!7 Fatal Sales Mistakes CEOs and VP Sales Make -

  • The Fatal Mistake Boards & VP Sales Will Make In 2010 Planning

    • The Fatal Mistake Boards & VP Sales Will Make In 2010 Planning
    02 Mar, 2010
    Note: I first published this post exactly one year ago. Unfortunately it bears reposting again and again!. I have a feeling this same post will be relevant for another few years until the conventional wisdom evolves.If you're looking for help with growing sales, and especially in creating an amazing inside sales lead generation function, I have an overview of my sales consulting practice at www.PebbleStorm.com/cpr.-----------For companies selling products worth less than $100,000-$250,000, the more »

  • Marketo's Definitive Guide to Lead Nurturing

    • Marketo's Definitive Guide to Lead Nurturing
    02 Mar, 2010
    (Want expert help - based off of salesforce.com's $1 billion best practices - in building your B2B Sales Machine? See Build Your Sales Machine)I'm a big fan of Marketo, mostly because of the people there like Jon Miller, Kelly Abner and now Maria Pergolino. Marketo's application and the team's knowledge and practical experience around demand generation and lead nurturing is A+!So when they shared their new "Definitive Guide to Lead Nurturing" with me, I knew it'd be something worth sharing with more »

  • [PebbleStorm] The Art Of PebbleStorm & CEOFlow (July 2009)

    • [PebbleStorm] The Art Of PebbleStorm & CEOFlow (July 2009)
    02 Mar, 2010
    Last night I spoke at a Meeting Of The Minds event in Westlake Village (SoCal). MOTMS was started by Kurt Daradics of FreedomSpeaks and Baron Miller, and is a great group of entrepreneurial people that meets monthly. I really had fun sharing with them last night. The format was casual (more of an interview) and not a presentation, and so rather than a slide deck, I put together a collection of sketches I've done over the past year, and at different times during the talk I'd call one up to share more »

  • [CEOFlow] New sketch: "Revenue, Space & Enjoyment"

    • [CEOFlow] New sketch: "Revenue, Space & Enjoyment"
    02 Mar, 2010
    As I wrote about in My original notes on frustrations with the way work, uh, works, PebbleStorm: CEOFlow is like "advanced PebbleStorm". I've been playing with my CEOFlow circles for awhile, and finally this morning they really clicked: My sales advisory/consulting service: www.CEOFlow.com/servicesSubscribe to CEOFlow by Email

  • Bessemer's Top 10 Laws for Being "SaaS-y"

    • Bessemer's Top 10 Laws for Being "SaaS-y"
    02 Mar, 2010
    Bessemer Ventures collected a great set of learnings around what it takes to build a successful SaaS ("Software-as-a-Service") company: Bessemer's Top 10 Laws for Being "SaaS-y". It's excellent! Your key monthly business metrics are: CMRR (Committed Monthly Recurring Revenue), Churn, and Cash flow - “Bookingsâ€� is for suckers Customer Acquisition Cost (CAC) and Customer LifeTime Value (CLTV) are the best more »

  • DataSalad: "Fresh B2B Marketing Data"

    • DataSalad: "Fresh B2B Marketing Data"
    02 Mar, 2010
    Last year, Brian Mackley of Tech Advocacy and I started a business called DataSalad, to offer marketing lists based around the user and customer lists of vendors (such as lists of salesforce.com or NetSuite customers).We created DataSalad because we were sick of all the "junky" lists and data sources out there. DataSalad creates databases of contacts and companies through primary data-gathering and research, and guarantees them. Like organic food, which costs a little more but is worth it more »

  • CNN Money & Fortune articles..."Why to be wary of commission-only sales staff"

    • CNN Money & Fortune articles..."Why to be wary of commission-only sales staff"
    02 Mar, 2010
    CNN Money/Fortune interviewed me a few months ago, and some quotes turned up in a couple of their articles worth sharing:1) Fortune Small Business article: "Why to be wary of commission-only sales staff""Hiring a salesperson on commission sounds like a cost-saver, but investing in your staff usually pays off in the long run. "2) CNN Money article on "Hire picture-perfect employees""We answer three questions about how to find and keep your company's most important asset: its workers. Plus: Advice more »

  • [CEOFlow] CEO meeting in westside Los Angeles (Santa Monica), March 13th

    • [CEOFlow] CEO meeting in westside Los Angeles (Santa Monica), March 13th
    02 Mar, 2010
    Eric Golden (CEO of Equipois) & I (Aaron Ross bio) are organizing a formal, facilitated CEO group here on the westside that will meet monthly. The group will help CEOs support each other in navigating through and prospering from the economic turmoil, focusing on topics such as creating predictable revenue, and working with investors and customers in the new climate. The CEO group is afilliated with Nitro.la and CEOFlow: Nitro.la, in partnership with USC, UCLA and Caltech, is a non-profit mentorin more »

  • Phone Works 2008 Inside Sales Compensation Report

    • Phone Works 2008 Inside Sales Compensation Report
    02 Mar, 2010
    Ah, fun with compensation :) PhoneWorks just published another sales comp report worth checking out. Here's their introduction and a link to the full online report:A question on everyone’s mind these days is, “How is the slow economy affecting sales compensation and quotas?â€�. We set out to answer this question. As we do every year in the fourth quarter, Phone Works conducted an online compensation survey of inside sales professiona more »
  • Buyer Persona

  • Two surveys nearly miss key buyer insight

    • Two surveys nearly miss key buyer insight
    20 May, 2010
    I just saw the results of yet another market survey that almost failed to ask what turned out to be the single most important question. Several people within the vendor's company, each with decades of experience in the target market,...

  • Read this before starting a persona project

    • Read this before starting a persona project
    19 May, 2010
    I'm seeing a lot of blog and email traffic that is motivating this post -- two earnest requests directed to people who are just beginning to develop buyer personas or put them to work. Request #1 - Outsource buyer persona...

  • Trigger Your Own World Wide Rave

    • Trigger Your Own World Wide Rave
    18 May, 2010
    My friend David Meerman Scott has done it again -- he's written another book that is perfectly aligned with the needs of his buyer persona. The new book is "World Wide Rave: Creating Triggers that Get Millions of People to...

  • How Kristine developed a great buyer persona

    • How Kristine developed a great buyer persona
    17 May, 2010
    I recently reviewed twenty-four buyer personas produced by four product marketing teams. While most needed a lot more work, Kristine’s was exceptional. I didn’t know the story I’m about to share with you when I reviewed Kristine's work. As none...

  • As the chapter closes on my role as a Pragmatic Marketing instructor, a new plan for buyer-focused marketing

    • As the chapter closes on my role as a Pragmatic Marketing instructor, a new plan for buyer-focused marketing
    09 Apr, 2010
    My largest client for the last decade has been Pragmatic Marketing, the company that inspired and marketed the Effective Product Marketing seminar that I developed in 2001. When I sold the seminar to Pragmatic Marketing in 2007 and trained another...

  • How many buyer personas can you afford to engage with unique messaging and campaigns?

    • How many buyer personas can you afford to engage with unique messaging and campaigns?
    10 Feb, 2010
    That’s my answer when people ask me how many buyer personas they need. It probably isn’t satisfying when I answer a question with another question, especially when the expected answer is a number -- three, five, ten or whatever. But...

  • A new year, a new decade, a new chance to help buyers find answers to their problems

    • A new year, a new decade, a new chance to help buyers find answers to their problems
    04 Jan, 2010
    Judging by the current interest in buyer personas, 2010 could be the decade when companies realize the competitive advantage that belongs to those companies that have the deepest insight into their target buyers. Armed with a well-researched buyer persona, the...

  • A quick, easy way to gather info for buyer personas

    • A quick, easy way to gather info for buyer personas
    16 Nov, 2009
    For the last few weeks I've been helping a client conduct their win/loss calls, listening to recent buyers talk about how they made the decision both for and against my client's solution. Once again, I was amazed at the useful,...

  • A persona for people who create personas

    • A persona for people who create personas
    02 Sep, 2009
    Here is a frequently asked question -- who should develop our buyer personas? For years I answered the question within the questioner's expected context -- I'd say that the people in marketing or, more specifically, product marketing, should own this...

  • Bloggers miss the point of buyer personas

    • Bloggers miss the point of buyer personas
    06 Jul, 2009
    The most important component of buyer personas is missing from much of the discussion I'm seeing in whitepapers and blogs. Personas can't make a credible impact on sales and marketing strategies if their description is limited to information about demographics...
  • The Customer Collective

  • Please add our current RSS feed

    • Please add our current RSS feed
    29 Jul, 2010
    Sorry for the inconvenience. We recently moved to a new platform and thought all of our RSS subscribers canme over but, lo-and-behold, we were wrong! Here are the current RSS feeds for our sites: http://feeds.feedburner.com/socialmediatoday_allposts http://feeds.feedburner.com/theenergycollective_allposts http://feeds.feedburner.com/myventurepad_allposts http://feeds.feedburner.com/smartdatacollective_allposts more »

  • Social Media in B2B - it’s not just about the blogs

    • Social Media in B2B - it’s not just about the blogs
    18 Jun, 2010
    At a conference recently I was asked by someone what I did, as soon as I mentioned the term social media she scoffed and mentioned something along the lines of “Social Media in B2B? So you help write ...

  • Sales Coaching Tips: 5 Reasons Why Sales Professionals Need A Vacation

    • Sales Coaching Tips: 5 Reasons Why Sales Professionals Need A Vacation
    18 Jun, 2010
    In a 2009 International Vacation Deprivation Survey from expedia.com: One in three employees do not use their allotted vacation days each year, even though they said they are more productive after r...

  • 5 Lessons a BtoB Marketer can Learn from “Breaking Badâ€�

    • 5 Lessons a BtoB Marketer can Learn from “Breaking Badâ€�
    18 Jun, 2010
    Have you heard of AMC’s critically acclaimed series “Breaking Bad?� If you’re a business to business marketer, you ought to check it out. I consider it an Owners Manual for B2B marketing today. P...

  • Three social media marketing trends from the crowd at #smmuk10

    • Three social media marketing trends from the crowd at #smmuk10
    18 Jun, 2010
    Today’s Social Media Marketing 2010 conference (search for #smmuk10 on Twitter) was a great mix of theory and case studies, presentations and debates, clients and the odd social media agency. We pre...

  • Three Things Every Sales Force Needs to Know

    • Three Things Every Sales Force Needs to Know
    18 Jun, 2010
    Recently I had a conversation with a very good friend of mine who is a director level sales executive for a global Fortune 100 organization.  We have been known to mix it up, dig into big issues, an...

  • 3 Sure Fire Ways to Turn Sales Reps into Social Fanatics

    • 3 Sure Fire Ways to Turn Sales Reps into Social Fanatics
    17 Jun, 2010
    The dysfunctional relationship that can exist between corporate sales and marketing departments has the potential of souring social media initiatives by adversely impacting the resources, time and att...

  • Trust and Reputation: the Virtuous Link

    • Trust and Reputation: the Virtuous Link
    17 Jun, 2010
    I awoke at home on a sunny (!) morning in London last week to the dulcet tones of Bill Clinton’s erstwhile Labor Secretary, Robert Reich, talking about BP on the BBC: “To start with, it actually ...

  • In Search Of The Perfect Leader

    • In Search Of The Perfect Leader
    17 Jun, 2010
    Most writing on good management and what it takes to get to the top focus on leadership. It is regarded as one of the most important areas of personal development. This also explains the growing i...

  • More Predictions About Online Advertising’s Future

    • More Predictions About Online Advertising’s Future
    16 Jun, 2010
    It looks like the mid-year re-evaluations and updates to the “start of year� predictions for the future of advertising are rolling in at a rapid pace. Today’s entry comes from one of the largest adv...
  • Sales X Marketing

  • Top Three Obstacles to Marketing Automation Adoption and Usage

    • Top Three Obstacles to Marketing Automation Adoption and Usage
    14 Jun, 2010
    I recently received some great questions about what's blocking organizations from purchasing marketing automation, and what are the biggest obstacles to using marketing automation technology as well as it could be used. Understanding that these are questions that could be...

  • Lead Scoring Made Easy

    • Lead Scoring Made Easy
    24 Feb, 2010
    I am at the Online Marketing Summit in San Diego, and I spoke on the Demand Generation & Sales 2.0 Panel yesterday. It was a great conversation, with great questions from the room -- people are definitely engaged in how...

  • Emails, Offers, and What Makes Buyers Click

    • Emails, Offers, and What Makes Buyers Click
    18 Feb, 2010
    I'm reading new research from Marketing Sherpa about how buyers rank the most valuable content and offer types, and it's very interesting. As marketers, we're all so used to hearing it's about educating your buyers, providing relevant content -- so...

  • Create Leverage and Engage Your Leads

    • Create Leverage and Engage Your Leads
    19 Jan, 2010
    Getting valuable content to your target market is important. It helps you build relationship and regard. But putting together compelling content takes more than just providing information to your leads. It’s also taking into account and triggering four Key Engagers....

  • Agitation Can Make The Difference In Your Messaging

    • Agitation Can Make The Difference In Your Messaging
    05 Jan, 2010
    I recently listened to an interview between Perry Marshall, a marketing expert that I follow and Joshua Russell a Professor of Screenwriting and Film Aesthetics at DePaul University. It was a fun and interesting conversation where they explored the power...

  • The 6 Influencers of Human Behavior

    • The 6 Influencers of Human Behavior
    29 Dec, 2009
    I was listening to an audio that came with a subscription to a series of panel discussions called "The League of Extraordinary Minds". it was a conversation that the organizers of The League had with Tony Robbins. In this conversation,...

  • LinkedIn Doesn't Get The Social Media World

    • LinkedIn Doesn't Get The Social Media World
    25 Dec, 2009
    LinkedIn has experienced HUGE growth -- particularly in the business/professional sector of the social media space. But recent experiences with LinkedIn have led me to believe that they are accidental recipients of that growth, and don't really get (nor are...

  • Use Social Media to Gain PR Traction

    • Use Social Media to Gain PR Traction
    24 Dec, 2009
    I was at a coffee gathering for the local Business Marketing Association as a follow-up to a social media panel presentation that I was unable to attend the previous week. It was a great conversation -- but there was this...

  • Does Your Messaging Distinguish You From Your Competitors?

    • Does Your Messaging Distinguish You From Your Competitors?
    23 Dec, 2009
    What is your Unique Selling Proposition? Is it unique? Does it distinguish you from your competitors? Next question: Does your messaging do the same? In your industry where your competitors offer essentially the same thing that you do, how do...

  • Are We Really Marketing and Selling Happiness?

    • Are We Really Marketing and Selling Happiness?
    22 Dec, 2009
    As we work to figure out and put together content that is not only engaging, but also compelling, we've got to get very clear about what our Unique Selling Proposition is. Without that, what will guide the messaging that we...
  • Buzz Marketing for Technol ...

  • Could AT&T kill the iPhone Brand?

    • Could AT&T kill the iPhone Brand?
    03 Sep, 2010
    According to a study conducted by Gartner, the first quarter of 2010 witnessed a whopping 707 percent increase in Android sales. As a result, the sales of the Google Android OS-based smartphones have surpassed the sales of the Microsoft Windows Mobile-based handsets around the world. And this month I saw a stat that said the sales [...] Related posts:Why is Google Scared and What it means for B2B Marketing! At a recent dinner with a buddy of mine from... Social Media – is it really mains more »

  • Getting a customer is not the end goal it’s the middle

    • Getting a customer is not the end goal it’s the middle
    03 Sep, 2010
    In a recent speech by Josh Bernoff of Forrester Research at the ITSMA Marketing Leadership forum it occurred to me that customer acquisition is no longer an “end stateâ€� for marketers its somewhere in the middle. Let me explain … Many marketers focus their efforts on the customer acquisition angle which has the benefit of measurability [...] Related posts:Customer Service is the New Marketing Zappos was founded in 1999 and sold to Amazon for... Social Customer Support delivers more »

  • OFF TOPIC: Follow Team Terrapin on our race from Newport to Bermuda

    • OFF TOPIC: Follow Team Terrapin on our race from Newport to Bermuda
    03 Sep, 2010
    By now I am sure you have heard of the movie Bucket List. In real life we all have one and some bucket lists may be longer than others. On my list (for those of you who know me well) are many opportunities and ideas enabled by my love for sailing. So naturally sailing in [...] Related posts:Off Topic … Tribute to Disabled Sailors 2 weeks ago my sons and I had the opportunity... What’s your Social Media diet? I often get asked the question – how do you... Related posts brought to yo more »

  • Could AT&T kill the iPhone Brand?

    • Could AT&T kill the iPhone Brand?
    02 Sep, 2010
    According to a study conducted by Gartner, the first quarter of 2010 witnessed a whopping 707 percent increase in Android sales. As a result, the sales of the Google Android OS-based smartphones have surpassed the sales of the Microsoft Windows Mobile-based handsets around the world. And this month I saw a stat that said the sales [...] Related posts:Why is Google Scared and What it means for B2B Marketing! At a recent dinner with a buddy of mine from... Social Media – is it really mains more »

  • Do you need to be an Extrovert to be in Social Media Marketing?

    • Do you need to be an Extrovert to be in Social Media Marketing?
    02 Sep, 2010
    Great question which I found myself asking last night after I reviewed my recent Myers Briggs score. I found it interesting that my score came in as ENTJ. For those of you who aren’t aware of the Myers Briggs test it asks you a bunch of questions from multiple angles to rate you on 4 basic [...] Related posts:Social Media Listening for B2B Marketing One of the biggest challenges for organizations today is managing... Social Media – is it really mainstream in B2B Marketing? So I ra more »

  • Could AT&T kill the iPhone Brand?

    • Could AT&T kill the iPhone Brand?
    01 Sep, 2010
    According to a study conducted by Gartner, the first quarter of 2010 witnessed a whopping 707 percent increase in Android sales. As a result, the sales of the Google Android OS-based smartphones have surpassed the sales of the Microsoft Windows Mobile-based handsets around the world. And this month I saw a stat that said the sales [...] Related posts:Why is Google Scared and What it means for B2B Marketing! At a recent dinner with a buddy of mine from... Social Media – is it really mains more »

  • Could AT&T kill the iPhone Brand?

    • Could AT&T kill the iPhone Brand?
    31 Aug, 2010
    According to a study conducted by Gartner, the first quarter of 2010 witnessed a whopping 707 percent increase in Android sales. As a result, the sales of the Google Android OS-based smartphones have surpassed the sales of the Microsoft Windows Mobile-based handsets around the world. And this month I saw a stat that said the sales [...] Related posts:Why is Google Scared and What it means for B2B Marketing! At a recent dinner with a buddy of mine from... Social Media – is it really mains more »

  • Could AT&T kill the iPhone Brand?

    • Could AT&T kill the iPhone Brand?
    30 Aug, 2010
    According to a study conducted by Gartner, the first quarter of 2010 witnessed a whopping 707 percent increase in Android sales. As a result, the sales of the Google Android OS-based smartphones have surpassed the sales of the Microsoft Windows Mobile-based handsets around the world. And this month I saw a stat that said the sales [...] Related posts:Why is Google Scared and What it means for B2B Marketing! At a recent dinner with a buddy of mine from... Social Media – is it really mains more »

  • Could AT&T kill the iPhone Brand?

    • Could AT&T kill the iPhone Brand?
    29 Aug, 2010
    According to a study conducted by Gartner, the first quarter of 2010 witnessed a whopping 707 percent increase in Android sales. As a result, the sales of the Google Android OS-based smartphones have surpassed the sales of the Microsoft Windows Mobile-based handsets around the world. And this month I saw a stat that said the sales [...] Related posts:Why is Google Scared and What it means for B2B Marketing! At a recent dinner with a buddy of mine from... Social Media – is it really mains more »

  • Could AT&T kill the iPhone Brand?

    • Could AT&T kill the iPhone Brand?
    28 Aug, 2010
    According to a study conducted by Gartner, the first quarter of 2010 witnessed a whopping 707 percent increase in Android sales. As a result, the sales of the Google Android OS-based smartphones have surpassed the sales of the Microsoft Windows Mobile-based handsets around the world. And this month I saw a stat that said the sales [...] Related posts:Why is Google Scared and What it means for B2B Marketing! At a recent dinner with a buddy of mine from... Social Media – is it really mains more »
  • B2Blog

  • Is industrial marketing this boring?

    • Is industrial marketing this boring?
    31 Aug, 2010
    BtoB Magazine has its hands full, trying to offer content for different types of B2B marketers: Agencies, technology companies, big companies, small companies. The August 16 issue has a two-page feature on ‘manufacturing marketing’ with three articles and a list … Continue reading →

  • Are B2B marketers so stupid they fall for this?

    • Are B2B marketers so stupid they fall for this?
    09 Aug, 2010
    This is not the first time I’ve received a warning email from a trade show organizer warning exhibitors about “Expo-Guide” scamming for directory listings. But this email seemed rather complete, including possible grounds for canceling the contract, so it is … Continue reading →

  • The Ugliest Brochure Contest?

    • The Ugliest Brochure Contest?
    02 Aug, 2010
    Who doesn’t love to see an ugly brochure … as long as it isn’t ours? B&Z Marketing is running a promotion to find the ugliest B2B brochure. The prize? A complete re-do. With a prize value of $5,000, you might … Continue reading →

  • OMG, Yahoo Search PPC is a rip-off

    • OMG, Yahoo Search PPC is a rip-off
    22 Jul, 2010
    I don’t say this lightly: Yahoo Marketing Solutions’ search advertising is junk … a rip-off. It was an expensive and surprising lesson in online marketing. (I don’t mean their content network, I knew that was worthless years ago, as is … Continue reading →

  • A virtual waste?

    • A virtual waste?
    21 Jul, 2010
    I read a lot of marketing blogs every day (and I really need to contribute to the blogosphere more myself). One post I saw recently attempted to justify ‘virtual’ trade shows as an acceptable alternative to the real thing, given … Continue reading →

  • The rise of the marketplace … again?

    • The rise of the marketplace … again?
    30 Jun, 2010
    No one will argue as of 2010 ThomasNet has survived the cross-over to a web-based directory service. No simple feat! However, even though ThomasNet has thousands of advertisers and users, but it was never leveraged into a marketplace. (Of course … Continue reading →

  • Engaged? Don’t tell my wife!

    • Engaged? Don’t tell my wife!
    01 Jun, 2010
    I’ll be spending the rest of this week in Chicago at the Annual BMA (Business Marketing Association) Conference. The theme this year is ‘Engage!” And while I don’t expect anyone to drop on one knee, I do expect we’ll be talking about how to woo … the customer. I was there last year (link to 4 posts) [...]

  • Adding a local sales-rep map to your website

    • Adding a local sales-rep map to your website
    06 May, 2010
    Back in the early days of the web, I had a map that visitors could click on to find their local salesperson. It was just simple hot spots on a map jpeg that I had borrowed from another website. (Funny thing was how many hits that page got by people searching for ‘USA map’… via [...]

  • Directory listing scammers charged in Canada

    • Directory listing scammers charged in Canada
    28 Apr, 2010
    In 2007 I posted: The same old directory scam, will it never end? It’s the basic “we’re calling to update your listing” rip-off call I’ve been getting since I started doing marketing here over 15 years ago. Well, the company and owners have finally been criminally charged by the Canadian Authorities: OTTAWA, April 12, 2010 — The [...]

  • The real beginning of the end for trade pubs?

    • The real beginning of the end for trade pubs?
    19 Apr, 2010
    Whammo: Reed Business Information’s Shocking News (Russ Green @ godfrey.com) “Friday’s news that Reed Business Information is closing many of its US trade publications and web sites – without warning – is truly shocking to B2B marketing professionals who have relied on these vehicles to reach technical audiences.” Wholy crap! (Read the news & list from the RBI site.) [...]
  • B2B Marketing Confidential ...

  • What the iPad Teaches us About New Product Marketing

    • What the iPad Teaches us About New Product Marketing
    03 Sep, 2010
    When launching a new product, we have to overcome two barriers.  First, we have to make people know that the problem or the solution exists and why it's relevant to them.  We’ll call this “category awarenessâ€�. In pharmaceutical marketing, for example, this is critical. Recently, a drug was created to address “restless leg syndrome.â€� The problem the drug companies had was that no one knew that restless leg syndrome even existed. Before selling the drug, the firm more »

  • Boiling the Leno Thing Down

    • Boiling the Leno Thing Down
    03 Sep, 2010
    Every once in a while, you see a picture that takes a news story and basically explains it better than any interview or analysis can.  As my friend John Shomaker said as a preface to his email, "Money chart. Ridiculous discounts to other shows. Did you ever see it - horrible. Not funny at all, and yet Leno thought it was a different format. Same show, just earlier, but with horrible writers." I guess that about covers it for Jay Leno.  Sorry man.  You're just not that funny.

  • Affordable Transaction Economics

    • Affordable Transaction Economics
    03 Sep, 2010
    I'm always looking for more scientific ways to spend money on marketing, as people who consistently read this blog  know.  I spend a lot of time looking at Return on Marketing Investment (ROMI), for example.  Lately, I've been dealing a lot with pipeline marketing strategy, and I stumbled upon something that is probably fairly obvious, but I thought I'd outline it formally.  My friend and mentor Tim Furey wrote a book in 1999 called The Channel Advantage.  It was a great book, and its simp more »

  • Part 2 of Latent Pipeline: Digital Topography

    • Part 2 of Latent Pipeline: Digital Topography
    03 Sep, 2010
    The latent pipeline concept that I layed out last week is one that sounds good on its surface, but as a German colleague of mine would say, "where is the detail?" The key to operationalizing latent pipeline is having a really good grasp of marketing from the customer's perspective, that is, online. What I call this (and this is my term) is online topography. I call it this because it reminds me a lot of a topographical map. You have features on the map (mountains, streams, trails) and you also ha more »

  • Using Audience Targeting to Own the Latent Pipeline

    • Using Audience Targeting to Own the Latent Pipeline
    03 Sep, 2010
    B2B marketers are intimately familiar with the concept of a funnel or a pipeline. Whichever term you use--you might use both--the ideas are the same from company to company. A lead is entered into a system at some point in time. It might be someone inquiring on the web site, or it might even be a name from a list. From this point onwards, that lead can either move forward, do nothing, or drop out of the system. The resulting graphic looks like a funnel.Having covered that ground, let me state up more »

  • Best Practices in Pipeline Velocity?

    • Best Practices in Pipeline Velocity?
    03 Sep, 2010
    A client of mine is having challenges forecasting and managing the pipeline. They sell servers and storage (typically smaller deals 25K - 100K).Was curious what others have traditionally seen in terms of deal cycle times (defined as length of time from qualified lead to deal close) and how they are varying in today’s environment. Would also be interested in understanding typical cycle times…From when customers respond with an interest until they are connected with the appropriate cha more »

  • Are we in a Depression or a Recession... and what are the Implications for Marketing Strategy?

    • Are we in a Depression or a Recession... and what are the Implications for Marketing Strategy?
    03 Sep, 2010
    There are a lot of articles on the value of marketing in a recession. Most of these were written around three recessions: 1982; 1991; and 2001. These recessions ranged from severe (1982) to mild (1991 and 2001). The current "downturn" is definitely a "severe recession"--the question is, is it a depression? I'll set the following rules, somewhat arbitrarily, about separating a recession from a depression. A depression must satisfy 4 of the following 5 conditions:Negative GDP growth for at least ei more »

  • Looking Forward to the Snarky Ad Backlash

    • Looking Forward to the Snarky Ad Backlash
    03 Sep, 2010
    I have had it with snarky ads.Snarky: Rudely sarcastic or disrespectful; snide (Dictionary.com)I'd add this definition: The sarcastic, know-it-all, snotty sense of humor that has become the lingua franca of the late 00's among a certain class of too-cool young adults.The front-line of the snarky cultural revolution seems to be advertising. It's driving me nuts, and I'm hoping I'm a leading indicator for the rest of the world. The sooner we're rid of the snarky ad revolution, the better. Here are more »

  • Measuring the Value of Relationship Marketing

    • Measuring the Value of Relationship Marketing
    03 Sep, 2010
    Relationship marketing, unlike direct marketing, is about cultivating a customer (in the case of B2B, this could mean many different audiences inside one company) over the long-term, and ultimately driving loyalty. Customers’ attitudes change in a positive direction; they become satisfied with the brand; they ultimately perceive the brand to be high-quality, caring, etc. and will stay a customer for life. At least, that’s the idea. The problem with relationship marketing is that you more »

  • Verticalizing Internet Marketing

    • Verticalizing Internet Marketing
    02 Sep, 2010
    The hottest thing in direct marketing today is targeting individuals online vs. targeting via publishers or content. The idea that we can "know" a user and target them frees up the 90% of online inventory currently referred to as "remnant" space-- e.g. the space left over after GM, Microsoft and Coke buy the top page banners at Washington Post and NY Times. The remnant space can be just as valuable as the prime space if we only knew who the users were. A user interested in gourmet cooking is stil more »
  • ReadyContacts

  • Conversations Start The Process Of Sales

    • Conversations Start The Process Of Sales
    05 Aug, 2010
      I have been tracking Sales 2.0 conference updates from @greenleads and @damphoux this morning and came across this tweet that that RT’d on @readycontacts just now. For the first time in a long time I heard someone say something “real” about the challenge of generating sales. While all the discussions on social media, marketing automation [...]

  • Do You Have CallerID For Your Website?

    • Do You Have CallerID For Your Website?
    04 Aug, 2010
    Everyone visiting your website is a potential lead. This is especially true for B2B companies because the most likely reason business contacts visit a B2B company website is because they are looking for a similar solution. So its critical for you to have complete knowledge of who is visiting your website. Its like having CallerID [...]

  • Are you investing enough in Sales Research?

    • Are you investing enough in Sales Research?
    02 Jun, 2010
    B2B demand generation is getting tougher than ever before. Mass marketing is dead. Direct marketing is ignored. Email marketing has turned into a spray and pray tactic. But sales quotes have remained the same and are growing. In this situation, its imperative for every marketer to think outside the box – I know everyone says [...]

  • ReadyContacts – Business Marketing And Sales Bestsellers Quiz

    • ReadyContacts – Business Marketing And Sales Bestsellers Quiz
    28 Aug, 2009
    If you’re an avid reader of marketing and sales bestsellers, you’re bound to enjoy this one. Have fun! Don’t forget to tweet this to your followers if you enoyed it: RT @neil_s Check out our new quick “Business Marketing And Sales Bestsellers Quiz” warning: this one is not a piece of cake – http://bit.ly/kQD9r

  • Inside Sales Tips – How To Improve Your Connect Rate Through Good Data

    • Inside Sales Tips – How To Improve Your Connect Rate Through Good Data
    28 Aug, 2009
    “My connect rates are great! I connect with someone 80% of the time when I dial any number off my list!” … Aren’t we missing the point here? How many of those dials end up connecting with the real decision maker at that account? Not as many in several cases. Typical scenarios of an inside [...]

  • Our Top 5 Most Challenging B2B Business Contacts To Locate – Can You Beat This?

    • Our Top 5 Most Challenging B2B Business Contacts To Locate – Can You Beat This?
    28 Aug, 2009
    We’ve been building very specific role based business contact lists for our customers very specific campaign requirements for what seems to be a very long time now. Over this time we have worked with such a range of B2B companies it’s difficult to recall every project undertaken especially for those who had a smaller, one [...]

  • The Lean Mean Sales And Marketing Machine – Page1

    • The Lean Mean Sales And Marketing Machine – Page1
    28 Aug, 2009
    Every company works towards improving their sales and marketing effectiveness. It’s a never-ending process in quest for how to generate better results and in today’s perspective, how to do this more efficiently without exponentially increasing resources to get those better results. The “Lean Mean Marketing And Sales Machine” is going to be a series of [...]

  • Garbage In Garbage Out: Why Focus Is Critical In Marketing Campaigns

    • Garbage In Garbage Out: Why Focus Is Critical In Marketing Campaigns
    09 Jul, 2009
    Marketing’s objective is to reach out to prospects and nurture them to build a pipeline of warm contacts who can be further developed into opportunities. Outbound marketing including email marketing, direct mail and telemarketing form the foundation of marketing’s reach out program and the urge, rightly so, is to reach out to as many contacts [...]

  • 2000+ Virtual Iron Customers Are Waiting For Help. Do You Know Them?

    • 2000+ Virtual Iron Customers Are Waiting For Help. Do You Know Them?
    09 Jul, 2009
    A common outcome of mergers and acquisitions is that the customers and partners of the acquired company face a lot of uncertainties about product evolution, product support and their own technology roadmap considering this uncertainty. Its also a golden opportunity for competitors of the acquired company to launch an aggressive sales effort of win over [...]

  • How Good Data Turbo Charges Lead Generation: An Interview With Ardath Albee CEO of Marketing Interactions

    • How Good Data Turbo Charges Lead Generation: An Interview With Ardath Albee CEO of Marketing Interactions
    10 Jun, 2009
    Our interview series on “How Good Data Turbo Charges Lead Generation” is turning out more exciting with each passing weak and uncovering some really good insights from experts in the B2B marketing and lead generation space. This week we speak to Ardath Albee, CEO of Marketing Interactions and author of the upcoming book E-Marketing Strategies for [...]
  • Marketo

  • Unica Turns Blue: IBM’s Acquisition Further Proof of Marketing Automation & Analytics Growth

    • Unica Turns Blue: IBM’s Acquisition Further Proof of Marketing Automation & Analytics Growth
    03 Sep, 2010
    Marketo CEO talks about motivations for IBM to acquire marketing analytics and campaign management company, Unica.

  • 5 Must Watch B2B Videos

    • 5 Must Watch B2B Videos
    03 Sep, 2010
    What resources do you use to learn more about improving your B2B marketing, increase leads and boost sales revenue? Likely whitepapers, blogs and presentations. But don’t forget the importance of videos.  Smart videos matter to B2B marketers and provide vital information to raise the bar for your programs in an exciting and dynamic format. Here are 5 [...]

  • Revenue Stage Analytics: The Marketo Model

    • Revenue Stage Analytics: The Marketo Model
    03 Sep, 2010
    Discover how Marketo defines their revenue stage model.

  • Unica Turns Blue: IBM’s Acquisition Further Proof of Marketing Automation & Analytics Growth

    • Unica Turns Blue: IBM’s Acquisition Further Proof of Marketing Automation & Analytics Growth
    02 Sep, 2010
    Marketo CEO talks about motivations for IBM to acquire marketing analytics and campaign management company, Unica.

  • Is Sunday the New Tuesday for Email Marketing?

    • Is Sunday the New Tuesday for Email Marketing?
    02 Sep, 2010
    There have always been “rulesâ€� around what day you should send email marketing messages . I’ve heard numerous timing strategies that all make logical arguments for their method.  One rule I’ve been hearing a lot lately is “Never email on Fridays. Always email on Tuesday nights.â€� The theory behind the rule of thumb makes sense: [...]

  • Lessons from the CSO Insights 2010 Lead Generation Optimization Study

    • Lessons from the CSO Insights 2010 Lead Generation Optimization Study
    01 Sep, 2010
    The five critical success factors for successful lead generation from the CSO Insights 2010 Lead Generation Optimization Study

  • CEO Perspective: Marketing as a Revenue Driver

    • CEO Perspective: Marketing as a Revenue Driver
    01 Sep, 2010
    Marketo's CEO discusses sales and marketing alignment, how marketing can earn credibility by focusing on revenue, lead scoring, and ROI on SLMA Radio.

  • Unica Turns Blue: IBM’s Acquisition Further Proof of Marketing Automation & Analytics Growth

    • Unica Turns Blue: IBM’s Acquisition Further Proof of Marketing Automation & Analytics Growth
    01 Sep, 2010
    Marketo CEO talks about motivations for IBM to acquire marketing analytics and campaign management company, Unica.

  • Seeking a World-Class CMO for Marketo

    • Seeking a World-Class CMO for Marketo
    31 Aug, 2010
    Marketo is hiring a CMO to refine our message, enhance our brand, expand the management bandwidth and talent on the team, and double down on our already successful marketing. Jon Miller, co-founder and VP Marketing, will focus on demand creation, innovation, and thought leadership.

  • Creativity: The Missing, Yet Critical Element For B2B Marketers

    • Creativity: The Missing, Yet Critical Element For B2B Marketers
    31 Aug, 2010
    Typical B2B marketing is dry and its strategy usually follows a traditional path. By adding creativity, you can increase results significantly.
  • Hubspot

  • Online Content Doesn’t Have an Expiration Date

    • Online Content Doesn’t Have an Expiration Date
    03 Sep, 2010
    Publishing content online is simple; maybe too simple. When you click publish, share or tweet, do you instantly forget about the information you just shared? In a social media culture where the hunt for the next big trend constantly exists, putting aside published content to move on to the next topic is a natural reaction. This mode of thinking makes all of us online publishers often forget one very important thing: Online content is forever. A notebook can get thrown in the trash, and a digital more »

  • 5 Tips to Improve Channel Partner Lead Generation

    • 5 Tips to Improve Channel Partner Lead Generation
    03 Sep, 2010
    Online marketing is unique for each business. For large businesses that rely on channel partners to sell and distribute products, the online marketing process can be a challenge. With many channel partners across multiple locations, how can a business make sure that partners have the leads they need to help grow the business? In a recent conversation with a channel marketing manager I was asked, “What can I do now to get my partners and resellers found?” As with many channel marketing manager more »

  • Expert Advice: How to Start a Website Redesign

    • Expert Advice: How to Start a Website Redesign
    02 Sep, 2010
    Here at HubSpot, we get a lot of questions around website redesigns. When should they be done, how should they be done and what mistakes not to make. In this three part series, we’ll examine some of the common pitfalls you might fall into and ways to avoid them. One thing that all of our partners agreed upon, is that before embarking on any redesigns, companies should truly understand their goals and their customers. Without these necessary prep steps, you’ll wind up designing a website in a more »

  • Free Ebook: Understanding Blog, Social Media and Search Engine Usage by Industry

    • Free Ebook: Understanding Blog, Social Media and Search Engine Usage by Industry
    01 Sep, 2010
    The four most important social media channels to marketers are Twitter, Facebook, LinkedIn, and YouTube (See the 2010 State of Inbound Marketing for data). But which one(s) are the most active for your industry? HubSpot recently analyzed 33 industries to find out. An overview of data from our new ebook, the Online Marketing Opportunity Report is displayed below: So what does this data mean for your business? To begin with, low activity doesn’t necessarily equate to low opportunity; it may j more »

  • How to Write a Whitepaper That Will Capture Leads

    • How to Write a Whitepaper That Will Capture Leads
    01 Sep, 2010
    The following is a guest post by John McTigue, Executive Vice President and Co-Owner of Kuno Creative. Kuno Creative is a Certified HubSpot Partner Agency based in Avon, OH that specializes in building brands and capturing sales leads. Crafting a good whitepaper isn’t easy. Creating one that will capture leads is an even bigger challenge. Although there is no standard definition of what constitutes a whitepaper, most people would agree that they differ from blogs in scope, style and intent: Sco more »

  • Expert Advice: Overcoming Inbound Marketing Challenges

    • Expert Advice: Overcoming Inbound Marketing Challenges
    31 Aug, 2010
    Here at HubSpot we sing the praises of Inbound Marketing from the rooftops. Yes, it is an amazing way to see growth in your SEO goals, website traffic, leads and customers. It helps you develop a deeper engagement and establish yourself as a thought leader. But, that doesn’t mean it’s always easy. Proper inbound marketing can take a lot of hard work. We asked the HubSpot Partners what they think the hardest part of inbound marketing is and how they work through these challenges. Partner Teick more »

  • New CMO Survey Reports Marketing Spending to Rise

    • New CMO Survey Reports Marketing Spending to Rise
    31 Aug, 2010
    Twice a year Professor Christine Moorman at Duke's Fuqua School of Business surveys hundreds of CMOs to get an overall measure of what is happening in marketing as part of a project aptly called The CMO Survey.  Below are a couple highlights from the latest report, released today. Marketing Spending Should Increase The CMOs reported that on average their budgets would increase 9.2%, a much larger increase than any of the other surveys done in the past 2 years.  Clearly companies are starting to more »

  • Visualizing How a Link Spreads Through the Twitterverse

    • Visualizing How a Link Spreads Through the Twitterverse
    30 Aug, 2010
    A few months ago, I did some research into visualizing how a story spreads across the Twitterverse and how that spread could be visualized. Using a combination of the Twitter API, the TweetMeme API and the Processing visualization library, I was able to graph the spread of a handful of popular links. In the TweetMaps below the circles represent each user who ReTweeted the link, they're bigger or smaller based on the number of followers they have. People who are following accounts that Tweeted th more »

  • Yahoo! Search Marketing Results Now Powered by Bing

    • Yahoo! Search Marketing Results Now Powered by Bing
    30 Aug, 2010
    In HubSpot-approved Grateful Dead parlance, "What a long, strange trip it's been."  Just two years ago, Microsoft made a $45+ billion bid for Yahoo! but when the two business bemohoths couldn’t agree on a final price, the Redmond-based company withdrew their offer.  Yet, last week Yahoo said it would begin transitioning to Bing on the back end for search, noting that search results pages would display the line “Powered by Bing” at the bottom for searches using Microsoft’s results. To more »

  • Top 5 Inbound Marketing Articles to Start the Week: Rockin Reviews

    • Top 5 Inbound Marketing Articles to Start the Week: Rockin Reviews
    30 Aug, 2010
    All businesses love receiving positive online reviews; they're a great form of third party validation. Still, we all know that not everyone follows the social etiquette rule that states, "If you can't say anything nice, don't say anything at all." In this week's top inbound marketing article, John Jantsch discusses his best tips for generating positive and genuine online reviews and testimonials on a routine basis. 1. 5 Ways to Get Rockin Reviews Author: John Jantsch of Duct Tape Marketing Blog L more »
  • Demandbase

  • Best Practices That Need to Die Week 3: Lead Scoring Demystified

    • Best Practices That Need to Die Week 3: Lead Scoring Demystified
    03 Sep, 2010
    As marketing transforms from art to science, lead scoring has become a priority for aligning sales and marketing to improve sales efficiency. However, the “recipe� and real-world examples haven’t been widely published demystifying how to successfully design and implement a lead scoring system within your firm.

  • Your Biggest Competition Is Not Who You Think

    • Your Biggest Competition Is Not Who You Think
    02 Sep, 2010
    You should spend more time educating them about the implications of doing nothing rather than telling them how you perform 1.3 times better than the other guy.

  • Best Practices That Need to Die Week 2

    • Best Practices That Need to Die Week 2
    26 Aug, 2010
    Many B2B marketers have too many leads in their database who have never been followed up on. Essentially, there is a lot of untapped revenue in those databases, that can be extracted with improved lead nurturing processes. The result: you generate additional revenue from your existing leads.

  • B2B Marketing Best Practices That Need To Die

    • B2B Marketing Best Practices That Need To Die
    18 Aug, 2010
    B2B marketers are under significant pressure to improve conversion and clicks, to lower cost per marketing qualified lead, and generate more pipeline. An optimized campaign will, on average, consistently deliver 2-4% conversion rates. But how do you get to 5-6-7%? How do you go beyond best practices?

  • The Typical B2B Website Wireframe

    • The Typical B2B Website Wireframe
    06 Aug, 2010
    How many of your visitors go straight to the "About" page because your home page doesn't tell them anything about you? And maybe you have done some work to understand your "buyer personas" -- but if they don't know what you do, why would they click on the track designed for them?

  • Marketing is a Mix Tape

    • Marketing is a Mix Tape
    24 Jul, 2010
    ...marketing automation systems have done a great job at helping people market poorly, faster.

  • 5 Tips to Improve Conversion Rates

    • 5 Tips to Improve Conversion Rates
    12 May, 2010
    It's not hard to find a list of tips aimed at helping to improve your conversion rates, but it is much harder to synch these suggestions with the tools designed to make them realistic and effective. Here are 5 tips to improve conversion rates, along with links to some tools to help get the job done.

  • One Key Takeaway from Chris Brogan's New Marketing Experience Summit

    • One Key Takeaway from Chris Brogan's New Marketing Experience Summit
    24 Apr, 2010
    Social Media is still trending hot, with monitoring and reporting tools starting up faster than marketing automation vendors in 2005. Ad:Tech seems to be improving year over year (from a B2B perspective, though, it still needs work) -- but for the second year in a row New Marketing Labs put on a great show. Here are some tidbits from various speakers at the event (I will try to credit the quotes when possible but won't always have the name of the speaker):

  • Can't Get It Out of My Head

    • Can't Get It Out of My Head
    23 Apr, 2010
    Seriously, how much sense does that make? If you strive to make sure all of your marketing efforts observe "best practices" how are you ever going to achieve anything other than very average results? Your conversion rate may be 2% -- but would that crazy idea you had but were too chicken to try have yielded an 8% conversion rate?

  • The Long Tail ... Of Email?

    • The Long Tail ... Of Email?
    25 Mar, 2010
    I still send a lot of email. I wish I had more time to be strategic instead of tactical (and many of you probably feel the same way) but I still feel compelled to send email. I'm not the smartest guy in the room, but I feel like I would stop doing something if it wasn't effective. So I got to wondering just how effective it was, and more specifically what my most successful campaign was during the past few months. Who was the audience, how many people did it go to, and what was the goal?
  • B2B Lead Generation Blog / ...

  • 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love

    • 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love
    03 Sep, 2010
    In a recent post I talked about the most important B2B marketing metrics to CEO’s or what I believe CEO’s should be measuring. All too often Marketing is measuring one thing while the CEO’s are asking a question those measurements...

  • 100 Tips for Trade Show Lead Generation

    • 100 Tips for Trade Show Lead Generation
    03 Sep, 2010
    Lead generation remains the top reason most companies exhibit at events and tradeshows. And B2B marketers are constantly looking for ideas they can use to drive more ROI from their events budget. I came across this helpful post by Mike...

  • 8 Critical Success Factors for Lead Generation 2.0

    • 8 Critical Success Factors for Lead Generation 2.0
    03 Sep, 2010
    The single biggest issue for B2B marketers is effective lead generation. I wrote an eight part series on building an effective lead generation program a while back. To help readers who missed the series, I pulled all the posts together...

  • Call for speakers: MarketingSherpa’s B2B Marketing Summit

    • Call for speakers: MarketingSherpa’s B2B Marketing Summit
    03 Sep, 2010
    It’s that time of the year again – MarketingSherpa is sending out a call for speakers for their 7th annual B2B Marketing Summit, which will take place in October in both Boston and San Francisco. This year’s Summit is focused...

  • 5 dials to tune in your lead generation process

    • 5 dials to tune in your lead generation process
    03 Sep, 2010
    It's important to think of lead generation as a process, rather than an isolated event, or a series of campaigns. A process can be continually improved through ongoing testing and refinement and will generate higher quality results more cost effectively...

  • Lead scoring thoughts to share

    • Lead scoring thoughts to share
    03 Sep, 2010
    Recently, I've been having more conversations with marketers about lead scoring and how they can use it as a part of the overall lead qualification and nurturing process. The question "what is lead scoring?" also came up during the "Broad...

  • 8 Lead Nurturing Thoughts to Share

    • 8 Lead Nurturing Thoughts to Share
    03 Sep, 2010
    Here's few thoughts that I've had on lead nurturing that I'd like to share and get your input on: Lead nurturing supports the conversation of the customer before, during and after their buying process. Sowing + Nurturing = Reaping. As...

  • The Best 20 CRM Blogs of 2009

    • The Best 20 CRM Blogs of 2009
    03 Sep, 2010
    Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability and frequency of posting. As I read over the list of blogs, I discovered some new ones worth reading along with a number of others I already...

  • Targeting for better Lead Generation results and ROI

    • Targeting for better Lead Generation results and ROI
    03 Sep, 2010
    Effective lead generation really depends on how much you know about your target audience and how well you use that information to tailor a relevant messages and conversations.I thought this post by Carolyn Goodman for Target Marketing Magazine was a...

  • Lead Generation tips for Tradeshows Conferences

    • Lead Generation tips for Tradeshows Conferences
    03 Sep, 2010
    Tradeshows and events are still being used consistently by B2B marketers for lead generation. With that in mind, Roger Lewis has some useful tips on how to improve your lead management strategy with from tradeshows. Lewis emphasizes how vital lead...
  • Pacifica Group

  • What's the most effective demand gen approach?

    • What's the most effective demand gen approach?
    25 Aug, 2010
    I recently posted some discussions on LinkedIn that asked the question: what’s the most effective telemarketing and lead generation approach for technology companies? This triggered some excellent responses and lively discussions, as well as a few questions. To follow is a brief overview of the discussions, and a few answers to the questions posed.

  • Announcing Aventi’s Vector for Channels

    • Announcing Aventi’s Vector for Channels
    24 Aug, 2010
    I’m very pleased to announce a new Aventi Group’s offering masterminded by our very own Bill Reed. Aventi’s Vector for Channels is a deliverable made up of methods, tools, templates and even a bit of software aimed at helping technology clients optimize channel sales. Specifically, Vector for Channels is intended to help the VP of Sales/Marketing drive higher response rates from demand generation programs for the channel, increase channel sales rep effectiveness with sharp more »

  • It's that Target Market again...

    • It's that Target Market again...
    23 Aug, 2010
    Lately I've been advising a couple of different companies who are either introducing a new product or contemplating a new market. Invariably the question comes up how should we think about which markets to enter. Simple answer: wherever you can maximize your opportunity! Well not so simple really, when you start thinking about it.

  • CIO Tells Us How to Sell to CIOs

    • CIO Tells Us How to Sell to CIOs
    22 Aug, 2010
    I had a great conversation with my dear friend and neighbor, Walt Thinfen. He’s the Vice President and Chief Information Officer (CIO) of Visioneer, a high tech company here in Pleasanton, California. I took the opportunity to get his thoughts on how our clients and other technology vendors could do a better job of selling to the CIO. Listen in on this conversation for some great gold nuggets some of which might really surprise you.

  • Time for that Annual Partner Satisfaction Survey?

    • Time for that Annual Partner Satisfaction Survey?
    21 Aug, 2010
    Thinking about surveying your partners to assess your channel program and prioritize objectives for the coming year? We recently conducted such a survey for a global software organization, and despite current challenges in the economy, we heard channel partners asking for some fairly common resources.

  • Lessons Learned on Customer List Development

    • Lessons Learned on Customer List Development
    20 Aug, 2010
    Bill Reed, Sam Young, and I have been running several appointment setting campaigns for numerous tech clients with surprisingly outstanding results. We use a very unique, proprietary approach called Vector, which is resulting in 65% to 75% of our completed appointments rated as “goodâ€� to “excellentâ€�, meaning they are moving to next steps in our client’s pipeline by meeting rigorous criteria. As part of our approach, we acquire target customer prospect lists throu more »

  • The Aventi Group Network -- Check It Out!

    • The Aventi Group Network -- Check It Out!
    14 Aug, 2010
    Here's an invitation to all of you independent consultants who might consider joining the tight network of executive consultants in the Aventi Group extended team. Please join me and fellow founders, Bill Reed and Jeff Thompson, on a webinar for a discussion on how we leverage our flexible network of experts/executives to add unique value to our clients...and see how you can benefit from this for your own practice. Click here to register for the webinar on Wednesday, January 7, 2009 at 8:00 AM more »

  • Leading Globally Distributed Teams

    • Leading Globally Distributed Teams
    13 Aug, 2010
    If you’re like most executives you manage a global team. But what’s the secret of running a team that cuts across time zones, cultures, and languages? How do you create a strong culture that balances centralized control with distributed authority? What metrics drive the right behaviors and business outcomes when you can’t see your team on a daily basis? I had a great lunch with my friend, Suresh Balasubramanian, who is a director in charge of a sales/field marketing te more »

  • Making your Channel “Product-Friendlyâ€�

    • Making your Channel “Product-Friendlyâ€�
    12 Aug, 2010
    A few months back Sridhar discussed the importance of tailoring your product or solution to the channel. It’s a vital step to ensuring that you will maximize the revenue opportunity through channels. An integrated program will ensure initial mindshare AND pave the way for initial success. Your channel partners have lots of products, and shifting attention to your solution will take focused effort. At Aventi, we have been assisting a major IT vendor roll out a major worldwide program t more »

  • Managing Upward – Tips on Handling a Demanding Boss

    • Managing Upward – Tips on Handling a Demanding Boss
    11 Aug, 2010
    “My boss is driving me nutsâ€� vented Richard, a director at a large software company and client of ours. “He’s constantly changing his mind on what my team’s priorities should be.â€� I personally heard three such executives in December exasperated that they were being asked to get more done with less while also being asked to handle frequent changes in direction and priority. Here are three recommendations I passed along to them. More are coming in additio more »
  • Selling to Big Companies / ...

  • Back to School Reading: Part 1

    • Back to School Reading: Part 1
    03 Sep, 2010
    For the past few weeks, I've been on a reading frenzy. As a blogger, I get sent tons of new books to review. As a prolific learner, I order a bunch more. As a reviewer, I only share those I really like - which is something I'll be doing in the upcoming month. I hope you enjoy these two books...

  • What Do You Need to Master the World of Selling?

    • What Do You Need to Master the World of Selling?
    03 Sep, 2010
    Just a quick note today about a new book that's out called, "Mastering the World of Selling." This book, edited by Eric Taylor and David Riklan, includes articles from top sales experts, premier training companies, as well as the old masters. As someone who was selected as a contributor, I can assure you I gave them my "best stuff." So...

  • Join Me: Free Webinar You Won't Want to Miss

    • Join Me: Free Webinar You Won't Want to Miss
    03 Sep, 2010
    Simplicity: The Key to Selling to Crazy-Busy Executives Wednesday, July 28th 2 pm ET, 1 pm CT, 12 noon MT, 11 am PT Register: http://bit.ly/b5NVKw Want to learn fresh strategies to increase your sales effectiveness with today's frazzled execs? In this session, you'll discover: How being super-busy impacts how executives think as well as their expectations. What sellers and marketers...

  • From Ordinary to Extraordinary

    • From Ordinary to Extraordinary
    03 Sep, 2010
    When I first met Razi Imam several years ago, I was impressed with his sales savvy, business acumen and passion. As the founder of Landslide Technologies, he was clearly on a mission to increase salespeople's productivity and speed up the sales cycle. At that time, I had no idea about his extraordinary journey from an immigrant dockworker in Kuwait to...

  • High Velocity Sales to Fill the Funnel & More

    • High Velocity Sales to Fill the Funnel & More
    03 Sep, 2010
    If you have a moment today, check out my recent interviews: Fill the Funnel: In his weekly radio show, Miles Austin interviews me on selling in this new era, the impact of social media on sales, and the key strategies from my new book, SNAP Selling. Click to listen. High Velocity Radio: Hosts Stone Payton and Todd Schnick grill me...

  • Are You Thinking About Being More Helpful to Your Frazzled Prospects?

    • Are You Thinking About Being More Helpful to Your Frazzled Prospects?
    03 Sep, 2010
    I had a great conversation with John Cousineau of Innovative Information the other day. The focus? What works with crazy-busy prospects — the topic of SNAP Selling, my #1-ranked Amazon sales book. Here's his take on a highly valuable strategy that's working for sellers today. Sellers: Spend More Time Thinking About Being Helpful Look closely, today, at the activities and...

  • Top Sales Resources: August 2010

    • Top Sales Resources: August 2010
    02 Sep, 2010
    Check these resources from colleagues whom I highly respect: A-Game Selling By Leisa Mohler-Erickson In this ebook, Leisa says, "Back to basics" strategies are akin to rearranging the deck chairs on the Titanic --a losing proposition to effectively leapfrog the competition." She's absolutely right. Achieving an A-game requires a laser-focus on driving meaningful behavioral shifts throughout the ranks. Download A-Game...

  • Check Out My Recent Fox2 TV Interview

    • Check Out My Recent Fox2 TV Interview
    02 Sep, 2010
    Recently I flew into St. Louis to do a video interview with small business expert Susan Solovic. Her It's Your Biz show for entrepreneurs just debuted on Fox 2 TV. (My segment starts about one minute in.) Susan asks me why I wrote SNAP Selling, why people are so crazy-busy, my thoughts on a rebounding economy, if and how small...

  • Can Marketing Ever Make Sales Happy?

    • Can Marketing Ever Make Sales Happy?
    02 Sep, 2010
    Of course, I don't have an opinion on this topic! It's only something I've been ranting about for 20 years. That's why I jumped at the chance to write a chapter in Manticore's new ebook, "The Quintessential Marketing Automation Guide. Never one to mince words, I wrote "A Candid Letter from Sales to Marketing," in which I address the sales...

  • Put an End to This HUGE Time Waster

    • Put an End to This HUGE Time Waster
    02 Sep, 2010
    OMG. That's exactly what I said when I saw the CSO Insights statistic that says that sales teams are spending over 20% of their time researching -- and that it's only getting worse. That's one full day ever single week. And the truth is, they NEED that customer information in order to do their jobs. Today's prospects suffer no fools....
  • Accelerating IT Sales

  • Explore the Web with Alternative Browsers

    • Explore the Web with Alternative Browsers
    10 Jun, 2009
    Web browsers are integral to everyday life for anyone who spends any time on the Internet. Whether you work for an online company, spend your days blogging and tweeting, buy everything from clothes to airline tickets online or connect to friends, music, and your community on the Internet, you do so within the confines of a browser. Most people use the same few browsers, and probably don't think much about what their particular browser choice offers (or doesn't offer) when compared to other browse more »

  • How B2B Marketers Can Monetize Social Media

    • How B2B Marketers Can Monetize Social Media
    10 Jun, 2009
    If you've been trying to introduce social media and networking tools and create an online community centered around your company, products or services, there's a good chance that you've hit walls when it comes to explaining how exactly these new products can be monetized. While B2C has leveraged the power of social media and social networking with great success, B2B is still struggling to justify the investments required to develop, host, and manage social tools and communities on their websites. more »

  • Using Social Media to Shorten Sales Cycles

    • Using Social Media to Shorten Sales Cycles
    10 Jun, 2009
    Social media and online communities have exploded over the past few years, but most B2B marketers still haven't figured out how social media can be implemented and monetized as part of their overall marketing strategies. With stable revenue sources already in place, insignificant budgets for developing and building new (and untested) marketing tools, and little data on the ROI of social media, B2B marketers are sticking with traditional online models (including lead generation and banner advertis more »

  • The Basics of Content Jacking

    • The Basics of Content Jacking
    10 Jun, 2009
    There's a new criminal in town, and it's out to get your content! As the web expands, and content creators face increasing pressure to develop new, unique, interesting and accessible content for the masses, content theft increases too. Content jacking is the unauthorized, unattributed redistribution of content from its original website to another site, and content thieves will sometimes post articles without permission, or even scrape entire websites and steal all of the content contained therei more »

  • The Role of Social Media in B2B Marketing

    • The Role of Social Media in B2B Marketing
    10 Jun, 2009
    For those of us who keep an eye on trends in social media, it seems as if EVERYONE is jumping on the social media bandwagon. From Barack Obama and John McCain's use of the technologies in their campaigns, to major IT companies like IBM and SAP's social efforts, one might easily get the impression that social media is everywhere. Social media isn't really everywhere - only 35% of B2B marketers participating in a Forrester Research teleconference currently use social media in their marketing effor more »

  • Search and Google Aren't Synonymous

    • Search and Google Aren't Synonymous
    10 Jun, 2009
    There has been quite a bit of disappointment over Google, Yahoo and Microsoft searches, and their agreement in censoring search results as part of China's Golden Shield Project. According to Wikipedia the Golden Shield Policy is the censorship and surveillance project operated by the Ministry of Public Security (MPS) of the People's Republic of China. Because of this policy, some people have ceased their use of Google, Yahoo and Microsoft searches, and are looking for alternative search engines t more »

  • Scrub Your Leads For Job Security

    • Scrub Your Leads For Job Security
    10 Jun, 2009
    Email list hygiene - and the specific practice of scrubbing out bad email addresses - should be of the utmost concern for any of you out there who actively distribute marketing materials via email messages or enewsletters. When sending your marketing materials to huge lists that have not been scrubbed for junk, you run the risk of destroying your company's reputation and losing business along the way. And while it would be easy to sit here and cite statistics about email bounce rates, blacklistin more »

  • BtoB Online Goes Interactive with the Lead Generation Guide 2008

    • BtoB Online Goes Interactive with the Lead Generation Guide 2008
    10 Jun, 2009
    The recently released the BtoB Online Lead Generation Guide 2008 provides a comprehensive overview of the B2B lead generation industry's recent innovations and upcoming trends, and is published in an interactive format that puts their own suggestions regarding content usage into action. The interactive guide has a range of features that allow users to search, bookmark, customize, and generally manipulate their experience with the content within. To explain all of the features, the guide contain more »

  • Keywords, content and tag clouds

    • Keywords, content and tag clouds
    10 Jun, 2009
    Have you seen or heard of tag clouds, yet never been too sure what they are or why they're on so many sites? Have you ever want to see what your website or blog would look like with a tag cloud? I was curious about tag clouds myself - so I did a little research and created a few tag clouds to share on this site. According to Wikipedia, tag clouds are "...visual depictions of user-generated tags, or simply the word content of a site, used typically to describe the content of web sites." Flikr, t more »

  • Pushing Prospects through the Pipeline

    • Pushing Prospects through the Pipeline
    10 Jun, 2009
    A recent Marketing Sherpa report addresses lead nurturing best practices, and is a helpful update on how to best reach prospects once they've engaged with your content, but not independently returned to your site. By applying the practices outlined in Lead Nurturing Best Practices: New Data, Charts, Tips to Put More Punch in Your Cultivation Tactics, you can align your lead nurturing program with what's shown to be working industry-wide. In compiling this report, Marketing Sherpa partnered with more »
  • Anything Goes Marketing

  • 5 Mistakes B2B Marketers Need to Avoid in 2010

    • 5 Mistakes B2B Marketers Need to Avoid in 2010
    03 Sep, 2010
    2009 has been a long year but as I reflect back on my many conversations, I've created a top 5 list of items to avoid in 2010: 1. Not having a defined social media strategy You would be surprised by the number of companies that say “yeah, social media is important but it’s not important to us at the moment�. In 2010 you will not have a choice but to make social media part of your overall

  • Wake up and Send More Email

    • Wake up and Send More Email
    03 Sep, 2010
    Social media is all the rage these days and I’m in complete agreement that it should be part of your campaigns but let’s not overlook the power of email and how it’s being underutilized by many organizations today. From conversations that I have with marketers I sometimes sense this feeling of anxiety when I recommend that they should increase the frequency of emails that are sent to their

  • Sharing Space: Marketing and Sales

    • Sharing Space: Marketing and Sales
    03 Sep, 2010
    Although we’re in a down economy I’ve still been able to travel twice out of the last three weeks meeting with clients, working until all hours of the night and seeing first hand what is on the minds of marketers these days. I personally wouldn’t have it any other way.During my travels, I saw the following parking space that made me stop and consider the message that it was saying (had to take a

  • Email Autoresponders 2.0 in B2B Marketing

    • Email Autoresponders 2.0 in B2B Marketing
    03 Sep, 2010
    Reflecting back on a long week I had the pleasure of meeting a number of new clients and seeing what they have accomplished as part of their online marketing initiatives. I am extremely lucky to see some of the most cutting edge marketing tactics being used and wanted to highlight some of them here.I was inspired this morning after my 11 cups of coffee by a former customer and now colleague,

  • Lead Management and Football

    • Lead Management and Football
    03 Sep, 2010
    In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. Why football? Well, if I compared it to hockey no one outside of Canada would care. I'm going to introduce the players and coaches below and then summarize how the different

  • Why I Use Twitter

    • Why I Use Twitter
    03 Sep, 2010
    While I'm not turning this blog into a Twitterfest, I've had a few people ask me recently why I use Twitter and how do I use it effectively without it taking over my life. Instead of answering people one by one I thought I would write a quick post on it (it better be a quick post!). I hope that you find this useful. And hey, this blog is called "Anything Goes Marketing" so I'm just keeping it

  • Email Marketing Gone Wrong - It's not the 1990s Anymore

    • Email Marketing Gone Wrong - It's not the 1990s Anymore
    03 Sep, 2010
    I've just got off the treadmill and getting ready to turn in and received an email from a Canada's largest retail drug store - Shoppers Drug Mart or "Shoppers" for short. The email broke most of the essential email best practice rules and I want to ensure that you are aware of these and that Shoppers takes these into consideration for future campaigns. This email may have cut it 1999 but will be

  • Twitter and Customer Service - Potential PR Nightmare

    • Twitter and Customer Service - Potential PR Nightmare
    03 Sep, 2010
    Your company may have just started down the path of using Twitter as another communication channel. (If you're not there yet, that's cool but keep reading because there are some items to be aware of. Now back to our story). You may use it to highlight upcoming events, press releases and product/service updates. Using it for this purpose is fairly straightforward. It's mostly a marketing function

  • Is your Company Being Blogged About?

    • Is your Company Being Blogged About?
    03 Sep, 2010
    Last week I mentioned how you can track your company's brand on twitter. Incidentally I did predict Obama winning the election and also the Dolphins beating the Seahawks today so I'm on a roll!This week I found a new site that you can use to compare how you're company is doing on the blogosphere versus your competition. The tools is called www.trendpedia.com. I liked this site because it

  • Email Marketing Metrics You Should be Tracking

    • Email Marketing Metrics You Should be Tracking
    02 Sep, 2010
    If you weren’t aware, Canada (Vancouver specifically) will be hosting the 2010 Winter Olympics. I was inspired to write this post by a group of brave Canadian ski jumpers that are have been denied permission to compete in the upcoming games. You may be saying – wait a minute, ski jumping is an Olympic event so what’s the problem? The “problem� is that these athletes are women and the IOC has not
  • Ask Justin Hitt

  • When To Handle Objections

    • When To Handle Objections
    20 Jul, 2010
    "Should I handle the objections during the time of the sales presentation OR ask for another appointment to answer the objections?" -- Harriet Mpora When possible, handle common objections prior to your presentation in pre-sales materials, then again address in your presentation, and right before your close. Always seek to address objections before your prospect asks them -- but almost never in another appointment.

  • Do I Need a Copywriter Specializing in My Field

    • Do I Need a Copywriter Specializing in My Field
    21 Feb, 2010
    I'm wondering if I need to hire a copywriter with advertising experience in the Construction industry. I'm a building contractor that would like to start advertising to the contractor market and am looking for some useful tag lines. If you are an expert in what you do, then you don't need a copywriter who specializes in your specific field. They don't need to have sold in you field, nor have written for your industry before. However, they must ...

  • Increasing Direct Mail Response Rates

    • Increasing Direct Mail Response Rates
    20 Feb, 2010
    I started sending out the following letter (attached.) I have been getting about a 1/2 percent response. Anyone have any suggestions on increasing my response rate? Perhaps the best advice anyone can give you it to tweak and test one thing at a time until you know what works. Only through testing will you know what works. But, don't make this common mistakes ...

  • Most Sales People are Unprepared

    • Most Sales People are Unprepared
    19 Feb, 2010
    John finally get an appointment to sit down with purchasing and a long sought decision maker, yet is already wrong on two issues of the prospects experience, you'd think he'd be more prepared. According to a recent study, executives say 82% of sales representatives are unprepared for meetings.

  • Your logo has no selling power

    • Your logo has no selling power
    18 Feb, 2010
    Before your company changes its logo, read this very important message! On a live chat for Inside Strategic Relations subscribers, a reader asks:If one's company is chaging Logo, doesn't that affect level of sales? And, how can one overcome this handle? -- Unknown (via Chat)

  • Discovering Demographics and Psychographics

    • Discovering Demographics and Psychographics
    18 Feb, 2010
    I am currently having trouble trying to find the demographics and the psychographics of my target market (mid level, top level, and, ceo executives). I wanted to know is there any information that you could possibly give me or point me in the correct direction? -- Chris Momon, The BOSS Group Having a clear and understandable profile of your best customers is a valuable influencer of selling results. Knowing your customers helps you take the right actions, rather than just educated guesses. Ge more »

  • Speaking In Front of a Trade Group

    • Speaking In Front of a Trade Group
    17 Feb, 2010
    What would be a good presentation to do for a dinner meeting for a group of Purchasing professionals? -- Ted Kosiek, Kerneos Inc You're in luck, my wife is a purchasing professional with a Fortune 500, and member of the local chapter of one a large purchasing associations. When speaking in front of any trade group, there are three things to consider:

  • Do Special Reports Still Work

    • Do Special Reports Still Work
    16 Feb, 2010
    Many less informed marketers say special reports are over-done and most of the time lacking value, especially in lead generation. Do special reports as part of lead generation still work?

  • Get Better Results Using Content from Real Experience

    • Get Better Results Using Content from Real Experience
    15 Feb, 2010
    I had some sales letters and articles written on {Freelance Site Here}, they don't bring in the response I was expecting. How are your clients writing articles to connect with prospects and for newsletters? -- Terry G. One thing, I pride myself on is providing visitors real unique value from real life experiences. Visitors of this site expect a unique prospective that advances their interests, and so do your customers. Here's why that statement so important.

  • Bad Advice on B2B Lead Generation

    • Bad Advice on B2B Lead Generation
    14 Feb, 2010
    My newsreader brought to my attention B2B lead generation advice from a popular publication, an expert proclaiming that cold calls followed up by email works. It seemed simple enough until he missed one critical point.
  • Marketing & Strategy Innov ...

  • A Few Thoughts on Name Changes & Reputation

    • A Few Thoughts on Name Changes & Reputation
    03 Sep, 2010
    I’ve changed my name twice. First, I took my (now ex) stepfather’s last name when I was a child. At 18, I started the process to take my maternal grandfather’s name to honor him and to create an identity that meant something to me. The process was finalized when I was 22. And let me tell you, it was a Pain in the F* Ass. read more

  • How Social Media Is Changing the Way We Travel

    • How Social Media Is Changing the Way We Travel
    03 Sep, 2010
    I am about to embark on a trip alone across Europe overland – mainly by train. It’s almost 15 years since I last made a similar trip. Many things have changes over this period – I’m older, have travelled a lot more and am now more likely to stay in hotels than camp rough – but the biggest change is the way that social media is helping me do things I could never do back then. On that first trip, I had no mobile phone and not even an email address. Now I have many more »

  • Why PR's Future May Not Look Like PR

    • Why PR's Future May Not Look Like PR
    03 Sep, 2010
    Last year at SXSW, I handed over the panel I proposed to my former colleagues at Dachis Group (Social Business By Design). This year will be different. I've submitted a panel on why PR's future may not look like PR. read more

  • Make Buying Difficult

    • Make Buying Difficult
    03 Sep, 2010
    Marketers expend a great deal of effort making it easy to buy their products. They expand distribution channels, offer financing alternatives, and when possible ensure the customer can leave with the product at time of purchase. After all, if you think of the sales process as a funnel (or perhaps a leaky funnel), every little barrier to purchasing is one more way to knock that potential buyer out of the funnel. The exceptions to this rule are some true luxury products. read more

  • Why Not Operationalize Brands? Part 2

    • Why Not Operationalize Brands? Part 2
    03 Sep, 2010
    In a post earlier this week, I started to address why some companies don’t operationalize their brands. I suggested that there are 3 kinds of business leaders who fail to leverage the full potential of their brands. read more

  • Business Software Is in Need of Some Leaps and Bounds!

    • Business Software Is in Need of Some Leaps and Bounds!
    03 Sep, 2010
    by: Sigurd Rinde Most business software is created to help you do what you do today, in the same manner, but hopefully better, faster, and with less effort. Efficiency is the siren call. read more

  • Keep It Simple for Boomers & Seniors

    • Keep It Simple for Boomers & Seniors
    03 Sep, 2010
    Targeting Boomers or seniors with your advertising? Keep it simple. While that’s usually good advice for any kind of advertising, brain scans show a dramatic difference in the ability of older brains to suppress distracting information. Studies by Dr. Adam Gazzaley (then at UC Berkeley, now at UC San Francisco) found the suppression difference in older vs. younger brains was the key factor in memory formation decline in older people.   read more

  • Why Not Operationalize Brands? Part 1

    • Why Not Operationalize Brands? Part 1
    03 Sep, 2010
    Over coffee the other day a colleague asked me a question I actually get asked a lot: Do you find that people “get it?â€� By “itâ€� he was referring to operationalizing the brand, the approach I teach and help my clients implement. He asked because he’s found, as have I, that although many company leaders claim to understand the difference between expressing and operationalizing a brand, the fact is, most don’t put their brand in the driver’s seat of the more »

  • Serious Games Video Lectures By Daniel Floyd

    • Serious Games Video Lectures By Daniel Floyd
    03 Sep, 2010
    Via: You Tube Kirithem’s Channel Daniel Floyd is an aspiring character animator living near Athens, Georgia. He has recently finished his studies at Animation Mentor and looks forward to starting his animation career. read more

  • What Yogurt Can Teach Marketers

    • What Yogurt Can Teach Marketers
    03 Sep, 2010
    I’m not a big yogurt fan. “Live cultures� would be unacceptable (or even scary) in most foods, but are highly prized in yogurt. Nevertheless, we can all learn something from a neuromarketing study focused on the gooey dairy product. read more
  • B2B Sales & Marketing Know ...

  • The Top 10 Laziest Sales Tactics

    • The Top 10 Laziest Sales Tactics
    03 Sep, 2010
    The amount of "lameness" on the part of sales people (and some marketers) has now come to a point that I think a public flogging is in order. To those Michael Scott’s of the world (and I like Michael), know that we are on to you. The following tactics have never, and will never, produce a lead. 1. Filling out a company's contact form on the website with â€�contact me if you need…â€� Yep, I’ll get right on that. Mike, for example, was able to jam an entire spam email more »

  • Partner Marketing Model Webcast

    • Partner Marketing Model Webcast
    03 Sep, 2010
    On June 16th, I hosted a live webcast along with Bob Ray, President of GyroHSR's San Francisco office. The theme of the webcast centered on how new technology trends, like the Cloud, and shifting partner business models are opening the door for vendors to redefine the partner relationships.Other highlights include:Tech trends have shifted the focus of executives, and the recession has caused customers to be more cost consciousA new focus on professional services/managed services has caused a long more »

  • Social CRM - "Many to One" Marketing...or is it Sales?

    • Social CRM - "Many to One" Marketing...or is it Sales?
    03 Sep, 2010
    Social Relationship Management and Social CRM are terms that are now being thrown around for new technology platforms that are enabling multichannel execution.  Companies like Lithium Technologies have created platforms that allow companies to run hosted communities, listen across a variety of social media channels, and manage content to and from social networks in one integrate tool. While marketing has steadily evolved from "one to many", to "one to one", Social CRM is now creating the opportu more »

  • Channel Strategy and the Recession

    • Channel Strategy and the Recession
    03 Sep, 2010
    “Because things are the way they are, things will not stay the way they are.â€�  Bertolt BrechtI have been surprised with how executives perceive their channel strategy in battling the "Great Recession."  Through recent conversations, it has become clear to me that many executives have not completely thought through the impact of the events of the last 24 months on their go to market models They have downsized, cut budgets, and exited markets but that has been a reaction to declini more »

  • 6 Steps for Getting Control of B2B Social Media

    • 6 Steps for Getting Control of B2B Social Media
    03 Sep, 2010
    A version of this post can also be found as a featured article on the Demand Gen Report website. I had the opportunity last week to speak on social media at a couple of B2B conferences. It gave me a chance to get out of the bubble and speak with folks in the trenches. It turned out to be an eye-opener. Attendees at the conferences were marketers representing original equipment manufacturers (OEMs) heavy industry, and the financial services industries. As a group, they market complex, long sales more »

  • How Online Innovation is Changing How We Communicate

    • How Online Innovation is Changing How We Communicate
    03 Sep, 2010
    I was on a flight last week and picked up the new August edition of USAir’s in-flight magazine. What struck me about this edition was that it listed four bloggers as contributors. Visiting their website I later learned that over a dozen bloggers were listed as regular contributors with various interests, from food to education and medicine…not just travel, as you would expect.On the return flight, I found a copy of the latest edition of GQ in the back of the seat. Flipping through it more »

  • 7 Steps to Creating a Social Media Strategy

    • 7 Steps to Creating a Social Media Strategy
    03 Sep, 2010
    Lots of clients are now interested (finally) in getting their Social Media house in order. Fortunately, there is a ton of information on Social Media available…unfortunately; I haven’t seen anything that tells a Marketer what to do about it.After spending a year and a half on this topic and working with clients, here's a quick “To Doâ€� list based on the best and worst practices observed. The first 3 deal with the current state, the remaining 4 are future looking. At this more »

  • Is B2B Web 2.0 Over Before It Ever Started?

    • Is B2B Web 2.0 Over Before It Ever Started?
    03 Sep, 2010
    Not yet, but it’s getting close. The potential suspects in its death…the recession, the CFO and the Legal Department. Suddenly, every legal department around the country has become the de facto Web 2.0 governance committee. What doesn’t get killed, modified, or mangled is left to the CFO to cut. Senior executives, who for the most part lack an understanding of the tools, are growing tired of all the noise around Digital, Web 2.0, Social Media, etc. They are now directing  more »

  • How to get an Organizational TRansformation Right

    • How to get an Organizational TRansformation Right
    03 Sep, 2010
    Now that companies have finished cutting, closing, "right sizing", etc., it’s time to figure out what to do with what’s left. Executives are now trying to figure out how to get their new, leaner organizations focused on driving performance again. In their haste to reduce costs quickly companies now find themselves with “lumpyâ€� or “overtaxedâ€� resources and/or essential areas completely gone.Where to start? Here’s what I’ve learned on where to s more »

  • 5 Key Questions for Creating a Compelling Value Proposition & an Integrated Communication Plan

    • 5 Key Questions for Creating a Compelling Value Proposition & an Integrated Communication Plan
    03 Sep, 2010
    I’m about to share with you the secret formula for; 1) creating a rock solid, compelling value proposition (for products, services, solutions, etc.) and, 2) aligning (enterprise wide) your corporate communications. It will seem like a very simple approach, and it is, but once you try to get consistent answers from the organization to the following questions (in order) you will understand why this is so challenging...and why so many companies fail.Keep this in mind, effective communication more »
  • The Innovative Marketer

  • Everybody talks about measuring social media, but nobody is doing anything about it ... are they?

    • Everybody talks about measuring social media, but nobody is doing anything about it ... are they?
    03 Sep, 2010
    I'm at the CMO Club conference in San Francisco this week, and while the audience of 80 texted "Doing more with less" as the number one issue facing marketers in 2010, the real buzz around the show seems to be ROI of social media. Blake Cahill had a post over on VisInsights on the value of social media for B2B companies (he's doing a webcast with Sirius Decisions' Jonathan Block) and one of his lines stopped me:

  • 10 Great Marketing Podcasts you Should Not Miss

    • 10 Great Marketing Podcasts you Should Not Miss
    03 Sep, 2010
    Before doing some spring gardening this weekend, I loaded up the ol' iPod with a bunch of recent marketing-related Podcasts. Podcasts, you recall, were the world-changing, paradigm-shifting phenomena of four years ago, kind of like Twitter is today. My day...

  • Q&A from the B2B Magazine Social Media Webinar with David Meerman Scott

    • Q&A from the B2B Magazine Social Media Webinar with David Meerman Scott
    03 Sep, 2010
    David Meerman Scott and I went over time on our B2B Magazine Webinar on social media and agreed that we'd handle Q&A on this blog (and perhaps over on David's as well). I consolidated some of the 50+ questions we...

  • Question #1: Old-time Thinking of Print vs. Online

    • Question #1: Old-time Thinking of Print vs. Online
    03 Sep, 2010
    Stephanie writes: Hi You hit it right on: Must Unlearn what you Learned. My struggle is old time thinking. 'How come we aren't in print magazine and our competitor is.' How do you convience old time thinking of Print versus...

  • Question #5: Determining Which Social Media Channels Your Customers are Using

    • Question #5: Determining Which Social Media Channels Your Customers are Using
    03 Sep, 2010
    Robin and a few others asked: How you can tell which social media channels your target customers are using today?" Usually, I ask. We do customer surveys. We have user group meetings. We talk to sales and account managers about...

  • What is lead nurturing?

    • What is lead nurturing?
    03 Sep, 2010
    Salesforce.com’s big Dreamforce conference is over. The keynotes have been distilled down to talking points for the media. The hangovers from the after parties have been dealt with. The Black Crowes have flown away, the hangovers from the after parties...

  • Liveblogging at the Eloqua Experience Conference

    • Liveblogging at the Eloqua Experience Conference
    02 Sep, 2010
    In a room filled with 600 marketers from companies large and small. Last night at the welcome reception, I met one-person marketing departments and reps from some of the largest multi-national corporations in the world for both service and products...

  • Not a blogfader, I

    • Not a blogfader, I
    02 Sep, 2010
    Well, it's been a while since I've made an appearance in this space. Been a busy time. As you can see from the right-hand nav, I've changed jobs, moving to TOA Technologies, an on-demand mobile workforce management company. If none...

  • Trendsurfing on That Marketing Show

    • Trendsurfing on That Marketing Show
    02 Sep, 2010
    Spoke with Rodger Roeser of That Marketing Show recently about Web 2.0 marketing tactics, measurement and Digital Body Language. The show's online now. Check it out here.

  • A click is not currency

    • A click is not currency
    02 Sep, 2010
    Oh, the coveted click. It’s traditionally been considered the Holy Grail of the Internet, and marketers have spent millions in search of clicks. Google made billions by providing them. The legendary dot-com bubble was fueled by an ever ballooning belief...