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Inbound Marketing created a stellar one hour webinar that you can get from Hubspot for free! The webinar takes a practical look at the key elements of an effective blog, and then goes into some detailed Q & A.

If you want to have a laugh – http://daleburks.webs.com/

Three best practices that I recommend are:

1. Blogging about the bigger picture. Staying on point and being relevant, but avoiding being promotional. Several examples were given in the webinar. For instance, a bicycle company wrote about riding and racing, while there were bicycle specials on the sidebar. Clearly, creating interesting reading is a challenge; but by being on point and writing about a real application would be much more enjoyable than reading long ad copy.

2. Writing well – doing the best one can to post well-written material. There are many ways to spell check, limited ability to grammar check, but by practicing good writing skills, and then reviewing the material, one can pass the litmus test of good writing.

3. Keeping the blog enjoyable. For instance, I am a fanatic about the simple search, “How to ….” I search how to use my iPhone, how to walk my dog, best ways to play with Bionicles, simply everything I do I search to see what I’m missing. I love these searches and I typically end up laughing, and on some exotic website, or finding new music. That is enjoyable blogging. And, yes, I ‘usually’ return to thank the bloggers for the journey.

Here’s the link to the Inbound Marketing webinar. My thanks to Ann Handley and Mack Collier for their expertise. And, of course, to Hubspot for all the free education they provide the world on social media, sales 2.0 tools, and crazy new marketing processes.

Keeping it brief by design.

Eloqua’s CMO released a video with his top 3 takeaways from DemandCon. Brian Kardin, says, and I paraphrase like crazy:

1. Be relevant, targeted, and compelling. I will take that to heart, Sir. As a sales rep on a floor of other sales reps it is so easy to get trapped in the noise. We discuss best practices, then habit them. We stop innovating and stop taking risks. We stop using the Linkedin hyperlink on Jigsaw to learn more about our prospect (being relevant.)

2. Adoption of MA is low. There is less than 10% of market penetration. Meaning, sales reps are doing their work, but training and support are lacking. This drags on referrals. My role is to drive business to Jigsaw, then hand-off the account. But I like to have a limited role in training to share my best practices to drive adoption. We heard that after month if Jigsaw is not adopted, it won’t be.

3. Needed: buy-in, organizational momentum, and new processes. Ugh! I had to dive in to uncover pain/gains and upset status quo to get them to buy, now I need to upset the culture to drive buy-in! Yes. Customer success in a transparent world creates greater success for myself and my company.

Great points that I will adopt to improve my performance. How do I perform? Go here and see – http://daleburks.webs.com/

Jigsaw – follow us at Twitter and get 50 free points!

I am paraphrasing here. These are the words of Dale Burks – the ideas are not mine. The references are butchered and not the words of the referenced author. This was created as a summation. The people involved were extremely articulate and highly experienced.

I do NOT have permission to write this – yet. Salesforce, Salesforce.com, Jigsaw, and the associated names do NOT endorse this material, nor will they claim it is accurate.

Every CMO’s role differes – know your CMO
Jack of all trades – master of one
Come from many backgrounds: digital, print, product, PR, Wall St. – know this
They map differently – GEO, biz unit, product
CMO taking over customer service due to social media influence
Online – gives CMO more data and more prospects to reach
CMO – high churn in seat – ave. 18 months: burn-out
Harvard MBA professor Porter sez: 1. Be leader in your class; 2. Low cost provide; 3. Best in relationships (he cited IBM and Accenture)
CMO – traditionally product focused
Targeting is better for gathering data
Wrong titles and industry aligned with wrong content = poor results
MUST BE targeted – think Dave’s one-off approach
NOTES – on the creative – make it targeted
The bads – content for target does not fit; bad list; bad content; fortunately Jigsaw guarantees email accuracy!
SUBJECT line – statistic in subject would grab him
Research recipient – his/her quote in subject line
Feedback on something relevant to recipient
TEST TEST TEST – focused
SUGGESTION – offer free leads as test
Jeff – Ask prospect, “How do you measure ROI?” IRR – internal rate of return – comparative test. Do NOT assume ROI is appropriate measurement.
Know your competition’s strategy – are they running higher risk? Do they do anything for your biz?
HOW DO YOU MEASURE SUCCESS?
WHO IS YOUR TRUSTED PROVIDER (the one we want to displace.)

That is some brilliant advice. What do you think? http://daleburks.webs.com/

Eloqua conversation

Discussed “Why Eloqua” in detail yesterday, and I must say – I couldn’t sleep last night.

Here’s why – do you want the expertise of a marketing team that works with Apple and Motorola?

Eloqua has 17 marketers on their staff. They drive RPM – Revenue Performance Management. They are bringing together the marketing and sales departments and asking them new questions, engaging them with the CEO, and taking away big, customer-focused strategies that drive revenue and build a quality brand.

Another takeaway for us Jigsaw folks – educate prospects on proper email campaigns, then call your Eloqua rep to make you look good! ESPs are like fashion – do you buy from the designer or the knock-off? In this world of business, you better show up to the gala wearing your finest to get attention. In practice, when conducting an email campaign, after purchasing the most accurate B2B contact data from Jigsaw – send out an introductory email asking permission to participate in the campaign!

Properly designed, an email campaign could create genuine relationships with prospects and truly nurtures them – as a CEO, that would be Rhapsody in Blue, Miles, front porch, August! Help the prospect buy – Sales 2.0 on steroids. Educate with confidence.

Marketing automation – an elegant tour through your suite of solutions. We will end the tour at the climax; the when is agreed upon and constantly newly discovered. But timing engenders trust. MA is the cost-effective tool every business must have to grow its prospect list. It qualifies – scores – prospects and turns them to sales qualified leads when they are ready.

If you’re in sales and/or marketing, if you’re working for a CEO who needs to maintain sales or wants to ratchet up the revenue, have a look Eloqua. Get an understanding of their view of business. That alone should dramatically improve your line; at a minimum, you’ll see what your best competitor is doing!

IF you’re in sales looking for some fun and growth, try this: http://daleburks.webs.com/

Acquiring customers

Jigsaw.com is the easiest tool for prospecting and marketing. Cloud-based, sales reps can log in for a free account and retrieve 100% complete B2B contact records. Trade one for one forever, or choose an enterprise solution. Which ever you choose, studies show Jigsaw data to be th

Driving the partnership between Jigsaw and Eloqua AEs. Synergy defined in Sales 2.0

Sending an email? This is compelling from the experts – http://www.eloqua.com/services/videos/Creating_the_Ideal_Email_Subject_Line.html

Sounds like Silverpop should change their name to Goldpop! Congrats on the growth. Economy-schnomy

What does it cost your business to acquire customers? Executives need to have this number top of mind. How else will it be improved?