Shadow Pipeline – accounting for the missing dollars

Well its summertime, a time when we turn down the volume of campaigns and look at the business impact we were able to drive. It’s my favorite time of year to reassess based on our stated strategy and tweak our tactics to match. But can you really get a good handle on the business impact […]

An Interview with Sean Geehan, CEO and Founder Geehan Group

I met Sean at a recent ITSMA Marketing Leadership forum. Many of his ideas really hit home for me so I wanted to share these with you. He has a forthcoming book that I am also really looking forward to reading called the B2B Executive Playbook where he will be talking about how to create […]

Getting a customer is not the end goal it’s the middle

In a recent speech by Josh Bernoff of Forrester Research at the ITSMA Marketing Leadership forum it occurred to me that customer acquisition is no longer an “end state” for marketers its somewhere in the middle. Let me explain …

Many marketers focus their efforts on the customer acquisition angle which has the benefit of […]

B2B Marketers Fate Rests in the Hands of a Few

At the recent ITSMA Marketing Leadership forum I was stunned by a presentation given by Sean Geehan CEO of the Geehan Group author of the upcoming book the B2B Executive Playbook. The big eye opener for me was – B2B marketers are always tasked with getting net new customers when in reality their existing customer […]

Is The White Paper Dead for B2B Marketing?

In a recent conversation I was having with the Bloom Group they believe “the practice of publishing white papers must come to a close because of the utter proliferation of white papers, and the poor content contained within so many of them.” “Kill the white paper!” they are increasingly telling their clients. “We think white […]

1:1 Social Advertising in B2B Marketing

Imagine a world where B2B Marketers could target specific decision makers in specific companies using Social Media ads. Think that sounds like the future years from now?

Think again – it happened to me last week! Read on …

Last week the clever folks at G.1440 targeted me with a personal ad on Facebook that […]

iPad saves the Page Advertising Business

I was just reading BtoB Magazine’s latest issue and an article called Publishers pin hopes on iPad caught my attention enough to blog about it. According to the article Jason Snell the editor of IDG’s Macworld – is building an iPad application for his magazine with the promise of a digital version of his magazine […]

Wayne Gretzky was an Inbound Marketer

A few years ago in every presentation I made I had a slide at the front of each presentation that featured Wayne Gretzky. It was affectionately called the “Wayne Gretzky School of Marketing” slide and it was basically a photo and a single quote that said “Skate to where the puck is going not to […]

Could Facebook become a Lead Nurturing platform?

When you think of lead nurturing platforms you typically think of firms like Eloqua, Marketo, Aprimo, LeadLife, Market2Lead, Silverpop, even Salesforce.com is getting into the lead nurturing space.

But Facebook?

Lead nurturing starts by taking many touch points and pulling them all together into one spot so you can see patterns of activity across your […]

Social Media Lead flow in B2B Marketing

Word spreads quickly in Social Media – sometimes more quickly than you can keep up with. You must keep a constant eye on mentions of your brand, your products and your services in order to survive in this market landscape.

In the last post we covered Social Media Listening for B2B Marketing and while providing […]