01 Apr |
Evolution of Social Media for B2B Lead Generation |
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“Analytics is key” says Paul Dunay Social Media Expert “After 2 years of developing a strategy to deal with various types of social media conversations within Avaya we finally got the monitoring and routing of those conversations to be institutionalized within the firm. No small feat by any means but I just couldn’t imagine that the sum total of social media in B2B was just about monitoring and reacting to tweets all day. I felt there had to be much more we can do with the social data that we just can’t get out of monitoring. So I started looking at the social media analytics
Read more...15 Mar |
10 Reasons NOT TO Use Social Media |
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I can see some of you raise your eyebrows as you read the title of this blog post. When every individual and every business is deeply and passionately immersed in social media, what planet am I on? I’m coming from the opinion that unless your organization has mechanisms in place to generate ROI from your social media efforts, you would be wasting precious time and resources on it. Yes, there’s plenty of motivation (and inspiration) for engaging in social media. In recent posts I have been analyzing and commenting on the contributions that social media technologies and tools can make to
Read more...08 Mar |
Understanding the Umbrella of Social Media Technologies |
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Familiarize yourself with Social Media Glossary for B2B Get to know the language and terminology Were you one of those who pooh-poohed David Fincher’s “The Social Network”? Stayed away from watching “a movie about computer geeks” or “the Facebook movie”? Wonder if that will change now after the film won 3 out of the 8 Oscars it was nominated for. It’s funny how we scramble to get up to speed with the Red Carpet buzz. And yet, many of us are guilty of lagging behind on the knowledge about business tools and terminology that can actually help our business; i.e. Social
Read more...01 Mar |
A 10-Point Checklist for Achieving Marketing Leadership |
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As business owners and head honchos of organizations, no matter how big or small, we have the responsibility of demonstrating marketing leadership. A vital part of that is staying relevant and infusing into our organization ideas that are practical and realistic. Leveraging innovative marketing approaches like social media and integrating them into traditional, proven systems is the way to achieve marketing leadership. As good leaders then, we ultimately steer our companies to also become successful market leaders. But first, what’s a relevant leader? I think a relevant leader is one who
Read more...22 Feb |
Twitter and B2B Lead Generation |
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When it comes to social media marketing no business wants to be left behind. It’s mostly free, elicits immediate response and has tremendous reach. Employees and executives are encouraged to ‘tweet’ new products/services and events, keep in constant touch with the target market and manage customer relations when the waters get choppy. And Hollywood thrives on it. However, while Twitter, Facebook and YouTube, etc. were earlier being used for B2C communications, today social media is being touted as a cost-effective B2B lead generation machine. Let’s look at some recent examples of
Read more...03 Feb |
To Spike, or Not to Spike: that is the question |
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I’m feeling inspired by Shakespeare here but unlike Hamlet, it’s not a question I would ponder. Rather, it is a rhetorical question and my answer would always be “don’t spike”. I agree; a challenging economy and value-conscious customers are making it increasingly difficult for organizations to stay afloat, let alone meet sales targets. Added to that is the pressure of getting to customers before your competitors do. A “quick fix” might seem like the ideal solution. Enter a spike marketer who may be able to deliver the quick boost you’re looking for to improve your sales.
Read more...27 Jan |
The Ideal Demand Generation Personality Profile |
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The Ideal Demand Generation Personality Profile and How to Cultivate Having witnessed organizations burn up thousands upon thousands of precious dollars, I can’t help but analyze a lead generation failure when I see it. While the specifics vary in every case, there are certain common traits of a demand generation personality profile that create negative results. I talked about some of these in my last post on the types of demand generation personalities. Let’s look at some traits that you can consider imbibing to don the ideal demand generation personality profile…please feel free to
Read more...25 Jan |
What is Your Demand Generation Personality Type? |
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As a demand generation advisor and lead generation consultant, there are often times when I wish that I could change my customers’ marketing personalities. When that happens, I find myself digging deeper and analyzing what type of demand generation personality that organization has. I remind myself of the practical advice from Ted Roosevelt, “Do what you can, with what you have, where you are.” It makes it easier for me to help a client’s organization minimize the weaknesses and maximize the strengths of their demand generation personality. Have you thought about what is your demand
Read more...18 Jan |
My 2011 Lead Generation Wish List |
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I was asked recently by a media person to comment on the top lead generation trends in 2011. When I inquired what in her mind were these “top trends”, I didn’t hear anything new. I agree that in 2010, organizations were still struggling to recover from the recession and many companies did not fully explore lead generation. Many were challenged with customer retention and had no resources or time to focus on lead generation. So while some may argue that a fusion of inbound and outbound marketing, multi-touch lead generation, adopting new technologies for marketing and sales automation,
Read more...06 Jan |
New Year’s Resolutions for 2011 |
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Happy New Year to all of you! Hope everyone enjoyed a wonderful holiday season. It’s always hard coming back after the short but action-packed few days of festivity and joyous celebration. Maybe that’s the reason why many of us try to find our focus by making New Year resolutions. Of course, we know that these are the most commonly broken set of promises we make to ourselves! I was reading a comic strip in a local newspaper recently where a teenager asks his Dad if he had made a list of New Year’s resolutions for 2011. The man replies “Yes” and points to a dusty diary. The son
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