Thursday, April 25, 2013

What the Launch of Social.com Shows Us : Enterprise Irregulars

What the Launch of Social.com Shows Us : Enterprise Irregulars:

This week Salesforce announced the launch of Social.com – a social advertising solution that brings the power of Radian6 (R6) and Buddy Media (BM) together






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Monday, April 22, 2013

Wednesday, April 10, 2013

CMOs Using Social Data to Flex Their Muscle

CMOs Using Social Data to Flex Their Muscle:


  • the signs are everywhere that the CMO’s position is increasing in importance

  • in 2006 the average CMO tenure was just 23.2 months, whereas by 2012 CMOs generally have tenure of 43 months.





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LinkedIn Is Preferred By Executives

LinkedIn Is Preferred By Executives:


  • LinkedIn remains the top social media site for business executives (directors and above), according to a recent survey conducted by DHR International and Modern Survey. While LinkedIn holds on to this top billing, executives indicated that Twitter (27%) and Facebook (44%) were sites that they use often.

  • Despite the increased awareness and “noise” about Twitter and blogs, very few executives consider them to be their preferred social media vehicle.

  • The executives also indicated that they would use social media more if:

    - If it were helpful to their business—90%
    - If they were actively looking for a new career opportunity—86%
    - If the items learned were consistently high value—85%
    - If they thought it was a better use of their time 80%
    - If they better understood the benefits ~60%
    - If they had a better experience with the tools ~50%





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Monday, April 8, 2013

5 specific ways salespeople can use LinkedIn

5 specific ways salespeople can use LinkedIn:

Great article. Here is my summary:


5 specific ways salespeople can use LinkedIn



  1. Find out who they should contact in order to secure customer meetings; use LinkedIn to ensure they were contacting the right person but make first contact via email

  2. Find out more about people they will meet prior to customer meetings: where they have worked in the past and who they might know in common

  3. Research their competition: monitor a prospective customer’s connections to find out which competitors and salespeople are working on the account.

  4. Join groups to keep in touch with colleagues they worked with in the past, follow companies of interest, and to improve industry related knowledge or sales-skills.

  5. Keep existing customers informed about their company’s offerings; use LinkedIn to send short messages that contained links to press releases, white papers, analyst reports, product announcements, and company produced videos


How they should not use LinkedIn in sales:



  • making an unsolicited initial customer contact directly through a LinkedIn invitation




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For Driving Engagement, B2B Marketers Put a Premium on Content

For Driving Engagement, B2B Marketers Put a Premium on Content:


  • A survey by content curation software provider Curata found that engagement was the most frequently cited objective of content marketing among US B2B marketers.





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Friday, April 5, 2013

The 7 Biggest Misconceptions of Successful B2B Marketing

The 7 Biggest Misconceptions of Successful B2B Marketing:


  1. Branding isn’t as important in B2B as it is in B2C

  2. Last-click measurement provides an accurate picture of where your marketing dollars are working

  3. Getting in front of the right company makes for successful B2B marketing

  4. All B2B targeting is all created equally

  5. Display advertising doesn’t drive leads

  6. Business marketers need to stick to delivering a message to businesspeople within a business environment

  7. Businesspeople always want personalized marketing





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Thursday, April 4, 2013

What is "thought leadership" really?

What is "thought leadership" really?:

When successful, it engages buyers in an exchange of ideas that delivers value to both sides — buyers and sellers — while positioning your firm as a trusted source of great information. And the market, not your marketing department, tells you when your stuff reaches true thought leading status.





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Wednesday, April 3, 2013

CMOs beat CIOs in digital marketing turf war - via @Forbes

CMOs beat CIOs in digital marketing turf war - via @Forbes:


  • “The era of the CMO is now here,”

  • more software sales are being driven by marketing and IT spending is no longer restricted to IT departments of a company

  • most marketers are under intense pressure to show tangible returns on the money they spend.

  • nearly two-thirds of CMOs expect return on marketing investment to be the primary measure of their effectiveness by 2015





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Tuesday, April 2, 2013

Integration, Content and Analytics Drive #B2B Digital Marketing Success

Integration, Content and Analytics Drive #B2B Digital Marketing Success:


  • 57% of the buying process is complete before a B2B buyer ever contacts a salesperson

  • The smartest companies dedicate a greater portion of their marketing budgets to improving their fundamental understanding of effectiveness, interactivity, and causality across marketing programs.





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