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Preview: Anything Goes Marketing

Anything Goes Marketing



The concept of Anything Goes Marketing is simple: Don't let theories or best practices restrict you when it comes to marketing - specifically B2B marketing. We all know that in marketing, anything goes and if you don't, it's time that you did. Expect to f



Updated: 2016-12-02T00:17:22.498-05:00

 



Transformation to Advocacy: Summit on Customer Engagement Summary

2014-03-06T18:42:42.165-05:00

This past week I joined more than 100 customer reference and advocacy professionals at the Summit on Customer Engagement in the Bay Area. I was there to learn as well as share what I've experienced with our customers at Influitive. The theme of the conference was to go broader when it comes to reference management and advocacy - to get to "the other 90%". While I came away from the conference



Customer Nurturing: It's Not Lead Nurturing so Stop Calling it That

2014-02-26T12:15:27.630-05:00

You know, I really want to do X with your product. Can you get on a call to chat? This is a typical message that customer success managers or any customer facing person hears from their customers almost on a daily basis. In many of these situations there is in fact a solution. The problem is that the customer wasn’t aware of it. This can happen for many reasons. The trick is to try and get in



The Modern Marketer's Field Guide: Have You Read it? You Should

2014-02-12T08:21:47.525-05:00

When it comes to B2B marketing, there are not a lot of great books out there. For the most part, the books that do exist focus on the novice marketer or focus on high level approaches. Matt Heinz has brought us probably the most practical book out there for the more advanced B2B marketer - the modern marketer. The Modern Marketer's Field Guide is a must read for any marketer that is looking to



The Slow Death of Email and What You Can Do About it

2013-12-27T16:40:09.159-05:00

Being in the world of marketing automation for as long as I was, I was a bit jaded and defended email as a marketing tool like it was the be all and end all of marketing. Since moving to another part of B2B marketing and executing different types of email campaigns I now have a completely different perspective. Email is in fact losing its touch. In this fantastic Slideshare by Gary Vanderchuck "



Marketing Automation And Advocate Marketing: A Sweet Combination

2013-10-30T14:45:11.452-05:00

Marketing automation + advocate marketing = delicious! This post was originally posted here. 2013 has been a year of transition for me. My wife and I will be adding a new addition to our family, which will require me to paint a room pink and have tea parties (it’s a big transition after having two boys), and I moved from a behemoth of a technology company to a fast moving startup. I have



Improve Your Writing Style: Solve Their Problem, Not Yours

2013-09-18T13:04:27.729-05:00

I was recently inspired by this simple yet insightful post by Jonathan Greene from MarketingSherpa on how a small change in how you phrase items can mean the difference in the response you get on social media. Too many companies are too focused on what they want when they post updates on their social channels and don't focus enough on how their message will help the people that they are



Rethink Your Approach to Customer Testimonials: Mobilize Your Advocates

2013-09-11T12:09:38.999-05:00

This was a post I originally created for Kapost's Content Marketeer Blog. “I’m too busy.” “I’m travelling." “It’s end of quarter.” “I never got your email.” How many excuses like these have you seen when you’re asking your customers for a testimonial? How many letters, emails, calls, texts, tweets etc… do you normally have to send before you hear back from your customers? It’s been proven that 



The Rules of Lead Generation Defined – Book Review

2013-05-29T00:03:40.159-05:00

For years I’ve been helping B2B marketers execute on their marketing strategies and at times I felt like I was working from scraps of information here and there that I have learned over the years. The issue was that there really wasn’t a guide for B2B marketers. We now have one: The New Rules of Lead Generation: Proven Strategies to Maximize Marketing ROI by David T. Scott. David was kind enough



Advocate Marketing: An Introduction

2013-04-11T08:30:55.833-05:00

Very recently I made the decision to shift to a different aspect of marketing that involves mobilizing your biggest fans or your advocates. This was a bigger shift then I thought it would be after specializing in marketing automation for almost eight years. But it's been extremely exciting to be part of building a new frontier in marketing. To summarize this concept of advocate marketing, it



Survey Shows B2B Marketers Will Prioritize Email Marketing, SEO, Social Media in 2013

2013-01-20T21:14:16.588-05:00

This is a guest post from CRM Analyst Ashley Verrill. This is the first ever guest post on this blog in its seven year existence so you know the content is going to be good. Much of this verifies what I've been saying for years but it's always good to see this data for yourself for a sanity check. For example, before you go upload that list of emails that you just bought, read the data below...



Managing Your Social Network: Top Tools You Should Use

2012-10-22T09:30:09.397-05:00

After having my kids I took a step away from social media except for posting adorable pics of my kids on Facebook. That's about all I had time for - so I thought. My thought process was driven by a severe lack of sleep (which still exists) and a desire to focus on my core tasks which included leading my team. Here's the problem: my role is all about helping out customers and providing the best



Marketing Automation Not Just About Revenue (But it's Damn Important)

2012-10-13T13:40:14.943-05:00

I've had the following conversation a few times with clients who have implemented marketing automation: "so now that we have marketing automation in place we want to do ROI reporting - TODAY". Jumping into ROI/closed loop reporting right away can be difficult. You need to have the right processes in place including a strong relationship between marketing and sales as well as a focus on revenue



When Lead Scoring Will Fail

2012-09-13T11:50:13.074-05:00

Having worked with B2B marketers for many years, it's typically a no-brainer when someone asks me "should we implement lead scoring?". Lead scoring, which is the process of automating the qualification of leads that you generate, is a key stepping stone to get marketers to the next level. Having said that, your company may not be fully ready for it and there are some steps to start moving in



Improving Your Upsell/Cross Sell Conversions

2012-09-04T10:36:02.190-05:00

I was recently asked about approaches to take for creating a cross-sell nurturing program - what are the best practices? I could highlight a few examples of some well crafted emails and messaging but getting a good conversion rate goes well beyond a good email design and an engaging call to action. Amanda Hinkle wrote a great a simple yet powerful article over at MarketingProfs "Three



B2B Webinar Best Practices from VMware

2012-01-03T08:31:00.479-05:00

As you’re gearing up for a great new year, I wanted to highlight some webinar/event best practices from the marketing team over at VMware. VMware has found that this marketing channel is one of their most successful when it comes to ROI so taking a few pointers and optimizing your own efforts could pay off big time this year. They achieved an ROI of 1324% in 2010 - not too bad! They were kind



Measuring the Impact of Lead Nurturing: 3 Methods You Can Use

2011-08-08T01:39:24.650-05:00

One of the things that I love most about my role is when I'm able to visit customers and participate in a customer user group. This past week I was down in Atlanta for the Eloqua All About Revenue Success Tour and I led a breakout session on the different ways that companies measure the success of lead nurturing. Why is this so important? If nurturing is improving the number of overall leads



5 Tips to Improve Email Response

2011-05-06T00:05:53.675-05:00

Are your recipients not responding to your emails? This is a topic that I’m sure hits home with many of you. You work hard on getting an email campaign together, you send it out and then you find that the results were not what you were hoping they would be. I originally responded to a discussion on Focus called What strategies can you recommend for enhancing performance of email marketing



So You Think You Know Marketing Automation

2011-01-16T16:12:08.779-05:00

If you've recently rolled out marketing automation or are considering it, have a look at this two part series that was orginally published on the "It's All About Revenue" blog: So You Think You Know Marketing Automation Part I Have you recently rolled out a marketing automation platform like Eloqua, have you been using one for awhile, or are you considering one in the near future? Welcome to



How Email Deliverability and Relevancy are Directly Related

2010-11-22T02:22:50.631-05:00

It’s not too early to start planning for email campaigns you will be launching next year. To help you with this task, I’m going to share a number of takeaways from a recent MarketingSherpa webinar that I attended titled “Top Tactics to Improve Email Relevancy and Deliverability” and included experts from MarketingSherpa and Return Path. In this post, I’ll provide a summary on some interesting



5 Corporate B2B Blogs That You Should Copy

2010-10-18T04:00:01.098-05:00

The importance of blogs in your B2B marketing mix can't be overlooked. Blogs are too important in keeping customers and future customers informed about your industry, your products and your company, driving people to your website, and generating leads. A recent study by Hubspot found that those companies that use blogs generate 67% more leads than those that don't. However, anyone that can open a



Top 10 LinkedIn Tips for Lead Generation

2010-09-06T11:54:36.079-05:00

I had the pleasure of guest blogging on the “It’s all About Revenue Blog”. Here is a snippet from that post: If you haven’t logged into LinkedIn these days, it’s time to get back in there and see some of the cool stuff that is now available. This post will provide tips for sales professionals and marketers to get the most out of LinkedIn so you can stay on top of your customers and prospects and



Lead Scoring Has Drastically Changed – How do You Measure up?

2010-08-26T22:20:52.056-05:00

With my son Matthew turning one this week, I’m feeling a bit nostalgic. I dug up and started contributing to a personal online journal that I hadn’t touched since 2004, reviewed pictures from past trips with my wife, and reflected on memories that I’ve had in my first year as a dad. Taking a look back and reliving great times in your life provides perspective and helps explain how things have



Tips to Improve How You Segment Your Database

2010-07-04T13:13:31.667-05:00

Hi everyone. Between taking a nice vacation, recovering from the vacation and then work travel, the ‘old blog was collecting some dust. During my travels and discussions with customers, one of the items that keeps coming up is the need for clean, complete and accurate data. When you have the right data you can laser focus your marketing efforts and achieve a higher response from your marketing



Customer Service at its Best: Wind Mobile

2010-04-22T09:02:54.130-05:00

For someone who lives and breathes customer service as part of my profession I am very critical with companies I deal with as I have a high expectation on the type of service I should receive. I’ve finally found a company that does a fantastic job at servicing its customers across many channels and you know I have to blog about it. Up here in Canada we’ve had three main mobile providers for as



Wake up and Send More Email

2010-04-08T23:20:56.586-05:00

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