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• For Tech Support Just Tweet
  Here's a story that extols the power of Twitter as a technical-support tool. More importantly, it demonstrates how a large company, Comcast, found its customers in a social-media venue—and responded ...
  High-Tech Marketing, Sales, Twitter
• Don't You Dare Record This
  "This call may be monitored for training purposes." We've all heard that message, or something similar, when calling for tech support or customer service. Generally, we accept it. But what ...
  B2B Marketing, Measurement, Sales
• Capturing Campaign Sales Lift—Can Pre-Post Measurements Be Trusted?Jim Lenskold
  The typical pre-post measurement is not accurate enough to support major marketing decisions; moreover, if it is not managed correctly and improved, Marketing can take a significant hit on credibility.
  Marketing Tips, Measurement, Metrics, Sales
• VARs: Be Yourselves
  A value-added reseller's identity is not just about the vendors it keeps. In a tough economy and an ever-changing business environment, smart solution providers are working hard to promote their ...
  Branding, Customer Relationships, High-Tech Marketing, Sales
• Come in From the Cold
  Hard, cold fact: Few B2B sales reps relish having to make cold calls. And Laura Ramos could not agree more. "I believe marketing should strive to put sales out of the ...
  B2B Marketing, Networking, Sales
• Fear Not, Numerophobics
  Speculate all you want about how successful an online marketing campaign has been. But once someone brings hard data to the table, all bets are off: The answers are plain ...
  High-Tech Marketing, Marketing Smarter, Online Marketing, Sales
• Tip Your Hat to the Tried-and-True
  "Too often, we are looking for silver-bullet systems or recipes for success, while ignoring the basics," says Bill Rice in a post at the Better Closer blog. "In my experience, ...
  B2B Marketing, Lead Nurturing, Lead Quality, Sales
• Discover Your Firm's Marketing BarriersSuzanne Lowe
  To compete effectively, professional firms need to ensure that marketing and sales are integrated into every function. But there are two big barriers getting in their way: how firms are ...
  Content, Sales
• Successful Selling: Hitting the Trifecta
  There are three elements to selling: access, influence and delivery. Whether you work in sales or marketing, whatever you do must impact one of those elements—that is, give you access to ...
  High-Tech Marketing, Sales, Social Media
• Is He a Searcher or a Sleaze?
  As B2B companies boost their search-marketing efforts, SEO experts are in greater demand. And why not? With search one of the few bright spots in advertising these days, it stands ...
  B2B Marketing, Hiring Outside Resources, Marketing Tips, Sales, SEO
• Are You That Into Me?
  "During the sales process [with potential email service providers] you will meet rainmakers, executives, subject-matter experts, high-level technical support, and creative directors and so on," says Bryan Stapp in a ...
  Email Marketing, Management, Sales
• Why Salespeople Fail
  "It's a battle of the plans, and the person with the stronger plan wins," says Steven Kraner at Hightechguru.com, and it's the main reason why high-tech salespeople fail. Technology buyers ...
  High-Tech Marketing, Management, Sales
• Yes, It's Viral, but I'm not Afraid
  This time of year, the word "viral" strikes fear in the best of us. Images of flu viruses ready to attack spring to mind. (Shudder.) But that word holds a scary ...
  B2B Marketing, Measurement, Sales, Videos, Word-of-Mouth
• Ready—Set—Deliver
  Your offer could be good—heck, your offer could be great—but still not compel your email subscribers to take action. Why? What is the magic that leads to great email conversion ...
  Customer Engagement, Email Marketing, High-Tech Marketing, Sales
• Be a Devil This Halloween
  Even though things are starting to look up, companies are still a bit wary about spending limited dollars in a tough economy. Might there be a devilish tactic lurking somewhere ...
  B2B Marketing, Marketing Smarter, Sales, Writing
• 11 Tips for Challenging Government-Marketing Myths and Reaching BuyersBecky Sheetz-Runkle
  Just as selling to government is different from selling to any other industry, marketing to government requires a distinct approach. Although there is no shortage of ways to reach government ...
  Case Studies, Collaboration, Measurement, Newsletters, Public Relations, Sales, Thought Leadership, White Papers
• The Big Picture: Consider It
  These days it seems there's no time to take your foot off the accelerator—even for a few minutes—to consider the big picture: your marketing plan. But while economic uncertainty makes ...
  High-Tech Marketing, Marketing Plans, Marketing Smarter, Sales
• Must We Really Move Up to Three?
  Just when B2B marketers felt they had mastered Web 2.0, along comes talk of Web 3.0. Yikes. So what's the talk all about? And must you listen to it? In a ...
  B2B Marketing, Sales, Web 2.0
• Marketing Gets SaaS-sy
  If you are assessing your company's readiness to add SaaS providers to your partner base, it's important to consider the strategic differences that underlie a SaaS strategy. "You'll need to ...
  Customer Relationships, High-Tech Marketing, Product Marketing, Sales
• Oh, Yeah? Give Me One Good Reason.
  "Marketers who embrace demand generation and lead nurturing programs must generate a lot of content to keep those programs running," Ardath Albee notes in a recent post at the Marketing ...
  B2B Marketing, Content Marketing, Customer Engagement, Lead Generation, Sales, Writing