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• What I'm Trying to Say Is…
  "If you think your website content isn't working for you," says Rick Sloboda of Webcopyplus, "you're probably right. And the realization that you need something better is a step in ...
  Customer Engagement, Sales, Small Business, Web Content, Writing
• Consultative Selling: Staying Above the Fray
  The economic downturn in the technology sector has put a squeeze on resellers' margins. Not surprisingly, many value-added resellers (VARs) are looking to their professional services—not just products sales—to hit ...
  Collaboration, Customer Relationships, Economic Crisis, High-Tech Marketing, Sales
• Active Headlines Get More Attention
  Fact No.1 That We All Know: Providing free content such as whitepapers or research reports can be a great B2B lead generator. Fact No.2 That We All Know: B2B marketers' ...
  B2B Marketing, Copywriting, Lead Generation, Sales
• 'Oh, and Here's Another Neat Thing...'
  Heard those words in a software demo lately? Regardless of how important the demo can be in a complex B2B sale, it's not hard for you, or your customers, to ...
  B2B Marketing, Customer Engagement, High-Tech Marketing, Sales
• That Looks, Sounds, Feels, Smells, Tastes Nice!
  "If you want your B2B lead-generation campaigns to be as successful as possible, you need your ... messages to break through the clutter, get your prospects' attention and provide them ...
  B2B Marketing, Creativity, Customer Engagement, Lead Generation, Sales
• Whitepapers: Publish AND Promote, or Perish
  For small companies, technology whitepapers can be time-consuming and expensive to produce. Depending on the topic, they can also be highly perishable, with a relatively short shelf life. So it ...
  Blogging, Facebook, High-Tech Marketing, LinkedIn, Sales, Twitter, White Papers
• Why Not Quantity AND Quality?
  When Melissa Marron recently checked out the lead-generation-related results of the MarketingProfs' Marketing ROI & Performance Evaluation Study, it prompted her to ask this question of her fellow B2B marketers: ...
  B2B Marketing, Lead Generation, Lead Quality, Sales, Segmentation
• The Truth Hurts
  On the coattails of the social-media revolution, a wave of new Web 3.0 possibilities marches into view. For resellers who haven't seen the writing on the Web 2.0 wall, here's ...
  Customer Engagement, High-Tech Marketing, Interactive Marketing, Sales, Websites
• Think of It as Home Improvement
  "Sending guests into your house through the front door—with no previous knowledge of your floor plan, and no escort from someone who knows the house—seems rather rude," says Justin Talerico ...
  B2B Marketing, Landing Pages, Sales, Web Content, Websites
• A Match Made in E-Heaven: Twitter and Email
  While vigorous debate continues over Twitter's real business value—and its long-term viability—high-tech executives and marketers are experimenting with Twitter today, using it to nurture relationships and improve their visibility by ...
  Customer Relationships, Email Marketing, High-Tech Marketing, Marketing Smarter, Sales, Twitter
• Viewing B2B in 3D
  In the B2B space, developing customer insight is not a simple proposition, says Andy Hasselwander in a recent post at B2B Marketing Confidential. The reason itself is simple: "Companies are ...
  B2B Marketing, Channel Marketing, Customer Engagement, Product Management, Sales
• eBay Sells Stake in Skype
  eBay is selling a 65% stake in Skype for $1.9 billion in cash and a $125 million note, reversing a 2005 acquisition that had puzzled analysts.
  Marketing Strategy, Sales, Thought Leadership
• Online Lead Generation: A Good Way to Sell a Lead—but No Way to Sell a CarScott Painter
  The Internet was expected to dramatically change the way we buy and sell new cars by offering consumers better information and the opportunity to be in control of the process, ...
  Lead Generation, Lead Quality, Metrics, Online Marketing, Pricing, Sales
• Selling in the Brave New Economy
  Sales techniques that succeed in a strong economy can work against you in a weak one. The reason, says Bruce Wedderburn in the whitepaper "Five Questions Your Clients Are Asking," ...
  Customer Engagement, High-Tech Marketing, Recession, Sales, Value Propositions
• Webinar Invitation Success: Less Is More
  When it comes to webinar campaigns, less is usually more. Relying on a "spray and pray" approach may drive attendance numbers initially—but often leads to higher drop-off rates and fewer ...
  Copywriting, Customer Experience, High-Tech Marketing, Sales, Webinars
• 20% of Commercial Emails Not Delivered
  As the global recession grinds on, marketers continue to turn to email marketing to drive sales. But those efforts often confront email-deliverability obstacles: In the US and Canada, more than ...
  B2B Marketing, Email Deliverability, Email Marketing, Permission Email Marketing, Recession, Research, Sales
• Cha-Ching!
  If your company has customer and transaction databases, says Fred Pratt in a post at the Air Waves blog, you already have a wealth of information that can be harnessed ...
  Customer Retention, Marketing Analytics, Marketing Budgets, Sales, Targeting
• Software Sales: How to Do More With LessTim Keyes
  "Do more with less." That is the challenge for software marketers today: to get better results from their marketing programs on increasingly smaller budgets. It's important for software marketers to analyze ...
  Collaboration, Customer Relationships, Marketing Tips, Measurement, Product Marketing, ROI, Sales
• Hey Marketer: When Was the Last Time You Talked with a Customer?Paul Dunay
  It's an odd dynamic I see in play today–in today's ever connected environment marketers tell me they feel even more removed from direct customer As a former sale person, I ...
  Content, Sales
• Stuck In the Middle with SaaS
  Ever since the Web delivered reliable and low-cost connectivity, software as a service (SaaS) has evolved into a formidable business model. Profiting from SaaS, however, continues to challenge the industry. ...
  Collaboration, High-Tech Marketing, Marketing Smarter, Sales