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• Revelations in Marketing Automation
  IDC's CMO Advisory Practice is in the midst of its 2009 Tech Marketing Benchmark study, gathering marketing research data from hardware, software and services vendors. The study conclusions will inform ...
  High-Tech Marketing, Market Research, Marketing Budgets, Print Collateral, Sales
• Stop Blabbing! I'm Here to Buy.
  At the Red Pill Email blog, John Caldwell presents one of the most common questions he receives from Web marketers: "We get great open rates and lots of clicks, but ...
  Customer Behavior, Email, Landing Pages, Sales, Search Engine Marketing, Website Design
• Clients Don't Buy Tech, They Buy You
  Software and software as a service (SaaS) companies are often so enamored with the features of their technologies that they're prepared to shout them from the nearest rooftop, calling out ...
  Customer Engagement, High-Tech Marketing, Sales
• B2B Buying Shifts to Higher Gear
  B2B buying has changed: Customers have more control than ever over what information they see—and choose to dismiss. They're also using social media to learn about technology and solution providers. ...
  B2B Marketing, Customer Satisfaction, Google, High-Tech Marketing, Sales, Social Media
• Just Wait for Me, OK?
  You've probably heard the term emotionally unsubscribed to describe those who never seem to open your email messages, but continue to receive your campaigns because they never ask to be taken ...
  Customer Engagement, Email Marketing, Sales
• Solution Selling: The Answer Is in the Question
  "Judge a man by his questions rather than his answers," Voltaire wrote over 200 years ago. So true, especially early in the sales process, as you and your prospect get ...
  Customer Engagement, High-Tech Marketing, Sales
• It's Not the Golf Course Anymore
  "Years ago, a successful sales rep knew how to optimize their time by 'reading' their prospects," says Maria Pergolino in a recent post at the Modern B2B Marketing blog. "A ...
  B2B Marketing, Collaboration, Sales, Social Networking
• Tips for That Pivotal Sales Presentation
  Closing an IT sale is a complex process. But in most cases there is usually one pivotal sales presentation that can firmly seal the deal. Darrin Mourer, in a post ...
  High-Tech Marketing, Lead Quality, Sales
• iPhone Tops Blackberry in Smartphone Loyalty
  Nearly 4 in 10 Blackberry and other smartphone users (38%) would switch to Apple's iPhone as their next smartphone purchase, but only 14% of non-Blackberry smartphone users would switch to ...
  Brand Loyalty, Customer Behavior, Customer Satisfaction, Sales, Smartphones, Survey Data
• Yes You Can: Bridge That Sales & Marketing Divide
  Squabbling or lack of coordination between sales and marketing teams can lead to longer sales cycles and increased costs—or it can scuttle deals. With so much at risk, why can't ...
  B2B Marketing, Collaboration, High-Tech Marketing, Sales
• Walk a Few Steps in Their Shoes
  "Value, desire, and price rule our lives as salespeople," says Mike Sigers in a recent post at the Simplenomics blog. When a prospect considers a purchase, Sigers explains, the product's ...
  B2B Marketing, Creativity, Customer Engagement, Sales
• Maximizing Lead-Generation Marketing ROI, Part 3: Measuring EffectivenessJim Lenskold
  How do you know whether your lead-generation program is working and delivering a good ROI for the company? You may be doing some lead tracking to understand conversion rates and ...
  Collaboration, Lead Generation, Measurement, ROI, Sales, Testing
• Anatomy of a Novel-Sized Landing Page, Part 2Kim MacPherson
  In Part 1 of this article, the author talked a little bit about the necessary components to a successful landing page: You need "bones" to hold it all together; you ...
  E-Commerce, Landing Pages, Sales, Testimonials, Writing
• How Much Has Apple Really Made from iPhone Apps?
  It was just a month ago that Apple reached the prestigious mark of 1 billion downloads from its iPhone App Store—a huge milestone. The enormous number of downloaded apps elicits ...
  Mobile Marketing, New Media, Sales, Smartphones
• Reading Your Buyers' Digital Body Language: A How-To GuideSteve Woods
  Today's buyer is in control. This transition means that our sales teams are no longer required as a conduit of information. Industry websites, vendor sites, blogs, social media, and search ...
  Channel Marketing, CRM, Customer Behavior, Digital Marketing, Marketing Analytics, Marketing Tips, Metrics, Sales
• The Raw and the Cooked
  "For marketers, it's very easy to get caught up in raw numbers," says Prashant Kaw in a brief video embedded in a post at the HubSpot blog. "Such as, 'Oh, ...
  Channel Marketing, Lead Generation, Marketing Analytics, Measurement, Sales
• Knowing What Matters—Your Success Criteria—Is a Guiding Light in the DarkNilofer Merchant
  Here's a scenario many of us have experienced: The CEO sets the revenue goals in the annual business plan; the plan is handed down; and the business units scramble to ...
  Collaboration, Management, Marketing Budgets, Marketing Strategy, Sales
• Maximizing Lead-Generation Marketing ROI, Part 2: Insight, Alignment, and ActionJim Lenskold
  The need to better align the sales and marketing organizations is generally well known. They are connected through their shared roles in motivating customer-purchase activities and divided by different cultures ...
  Collaboration, Lead Generation, Lead Quality, Measurement, ROI, Sales
• Can We Get Irrational for a Moment?
  "The most common frustration I see, and I see it daily, comes from marketers who can't figure out why more people won't buy their product," says Seth Godin in a ...
  Customer Behavior, Sales, Small Business
• To Sell During a Recession, Shop a Mile in Their ShoesJenny Schade
  Harnessing the power of customer insights throughout your organization produces a powerful, ongoing interactive connection with key constituents that competitors can't duplicate. Beyond the clever words and attention-getting visuals, the ...
  Advertising, Blogging, Brand Awareness, Collaboration, Customer Engagement, Customer Experience, Feedback, Recession, Sales