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• How Scotts Miracle-Gro Uses Its Email Newsletter to Nurture In-Store SalesStephanie Miller
  Scotts Miracle-Gro Company, like many consumer packaged goods companies, has no direct online sales channel—but it finds that email-newsletter subscriptions boost purchases on average 1.5 times annually. Perhaps the reason ...
  Case Studies, Customer Engagement, E-Commerce, Email Marketing, Newsletters, Sales
• Summer Studies: Building a Business Case
  The slower months of summer can be a great time to write up case studies of successful projects you've done this year but haven't had time to brag about. The ...
  Case Studies, High-Tech Marketing, Sales
• Four Ways to Track the People Yakking About You
  Face it: In today's world of blogs and social media, all company content—direct mail, ad copy or even personal correspondence—can become online content on view to millions. So warns Frank ...
  B2B Marketing, New Media, Sales
• Lesson From a Factory: Know How It WorksCarlos Hidalgo
  MarketingProfs blogger Carlos Hidalgo shares one of the most important lessons from his factory days and how it applies to business today.
  Content, Sales
• Caution: This Could Be a Trap
  The best that most B2B companies achieve with their online marketing programs is "average performance through a favorite tactic and/or advertising partner," states Ben Hanna in a post at the ...
  B2B Marketing, Marketing Tips, Online Marketing, Sales
• Who Drives the Demand—A Critical Concept in Services Marketing StrategyMike Schultz
  There's no shortage of advice about which strategies work or don't work for services marketing. Yet they seem to conflict with each other regularly. So what's the scoop? Which ones ...
  Marketing Strategy, Marketing Tips, Sales, Services Marketing
• Maximize Sales 2.0 Information
  Social technologies, which have permanently changed consumer buying habits, have begun to influence B2B buying as well. Prospects compare prices online, use professional and social networks to get third-party opinions ...
  B2B Marketing, High-Tech Marketing, Sales, Social Media
• Mobile App or Site? Choose With Care.
  Having a mobile app can make sense for a B2B company, says Jennifer Leigh Brown in a post at the B2B Insights Blog. "But there are key considerations when deciding ...
  B2B Marketing, Mobile Marketing, Sales
• Trust Me on This
  "Trust is one the hardest things to build into the 'blink' factor on a website," says Patsi Krakoff in a recent post at the Writing on the Web blog. "It's ...
  B2B Marketing, Sales, Web Content
• E-commerce Spending Accelerates 10% in Q1
  Bolstered by upper-income consumer spending, US retail e-commerce sales reached an estimated $34 billion in the first quarter of 2010, up 10% from a year earlier—the largest increase in spending ...
  Customer Behavior, E-Commerce, Research Summaries, Sales
• High-Tech Webinar Success
  Looking for ways to introduce a new product or solution—or generate business leads? Hosting a webinar is a relatively easy and inexpensive option, provided your goals are defined at the ...
  High-Tech Marketing, Sales, Webinars
• Will You Retweet This, Please?
  As most serious Twitter users know, a retweet (often denoted by an "RT") is the sincerest form of flattery on the popular social-media network, writes Mousa Ackall in a post ...
  B2B Marketing, Sales, Twitter, Word-of-Mouth
• Ask the Magic Question
  Is there a sure-fire way to generate interest from each and every B2B lead you contact? There sure is, says Neil Baron, writing at the Fast Company blog: Just ask ...
  B2B Marketing, Customer Engagement, Sales
• Stepping out (of Your Comfort Zone)
  It's hard enough to keep up with new technology, so when it comes to selling IT, you might find yourself stuck using familiar tactics, even when business challenges signal otherwise. ...
  High-Tech Marketing, Sales, Targeting
• You Hemingway, You
  In a post at the Modern B2B Marketing blog, Maria Pergolino offers sage advice for, well, writing a post at a B2B marketing blog. "A challenge many B2B organizations face is ...
  B2B Marketing, Marketing Tips, Sales, Writing
• The Key to Effective Advertising? Use Analytics to Make It PersonalDr. Michael Haydock
  Analytics are especially useful in the burgeoning field of interactive ads delivered to shoppers' smartphones and other portable devices. The immediacy of those ads—their ability to spark impulse purchases—can be ...
  Advertising, Marketing Analytics, Marketing Smarter, Sales, Television
• Is McDonald’s a Bad Egg or Good Egg?Ted Mininni
  Or is the fast food giant just plain laying an egg? Lots of controversy has accompanied the company’s recent decision not to use eggs from cage-free chickens for its Egg ...
  Content, Sales
• Why Must You Be So Difficult?
  The Brooks Group, where Tony Smith serves as national accounts manager, recently analyzed more than 12,000 sales interactions and concluded: "Selling is like being blindfolded, everything is pitch-black, and you ...
  B2B Marketing, Collaboration, Sales
• Tech Web Copy: Easy Does It
  Reading on the Web is difficult. Computer monitors have low screen resolution, and their projected light quickly makes our eyes tired. At most, your prospects read 28% of the words ...
  High-Tech Marketing, Marketing Tips, Sales, Web Content, Web Copy
• Make Them Want to Talk About You
  "If you're only focused on designing your marketing content to make an isolated connection with a specific persona, you're not stretching your content strategy far enough," warns Ardath Albee in ...
  B2B Marketing, Customer Engagement, Market Research, Sales