No patience for the ROI of Social Media discussion

In a blog post last week, Dell revealed that it has generated more than $2 million in revenue from @DellOutlet, one of its many Twitter sites. Late last year, there were some headlines about Dell crossing the $1 million mark via Twitter and it’s only gotten bigger since then.

How did they do it? With […]

Why is measuring Lead Gen in Social Media so hard?

This isn’t a new problem – how to measure lead generation from online activity is as old as the web itself. Not everyone had a shopping cart on their website year ago either, so ways of correlating offline business with online activity had to be devised.

Take for example a car company – if you […]

If I had a dollar …

Last week, I was interviewed by a technology services marketing team looking to improve their Demand Generation activities.

They had a very cohesive but small team and they wanted to ramp up activities to drive brand awareness and lead generation. But as you might expect they had limited funds and bandwidth (don’t we all).

I […]

World Wide Rave – Works!

In David Meerman Scott’s ebook Lose Control of your Marketing he talks a lot about the spread of ideas. Note his ebook is a preview for his upcoming book called World Wide Rave due out in March

There are some great examples of how ideas spread in his ebook on the Top 10 unsigned bands […]

How to build a Lead Nurturing Super Highway!

Not all leads should be treated equally. In our business for example the sales cycle can be upwards of 9 months – so lead nurturing it critical to stay in front of your prospect during their journey from awareness to consideration to purchase. Furthermore, you are never quite sure when that illusive moment of need […]

Yodle: Managing the Long Tail for the Long Tail!

Two years ago less than half of all consumers used search to find a local business but today that number is upward of 74%!

However, most small businesses today still don’t have a website in fact less than 10% of small business owners are online. For them the problem is not just that they don’t […]

Marketing’s Customers: an Oxymoron or Reality??

They may not be the ones you think I mean. No not the internal customers or your bosses boss like the CEO, CFO or COO. I mean real customers of marketing. Let me explain …

If you are like me working to drive thought leadership out of our organization and into the hands of would […]

What Sales Really Thinks About Marketing?

Does Sales really care about leads? Maybe not.

If you ask Bill Binch, VP of Sales from demand generation software provider Marketo, he prefers pipeline and bookings to leads. Ironically, as much as lead nurturing and lead scoring can help generate pipeline and revenue, by framing the discussion around leads too many marketers ignore the […]

No Leads get Left Behind

The folks at Bulldog Solutions compiled the Q&A session from a live Webinar I did last week with them called “A Case Study: Improving Lead Quality and Quantity” with the American Marketing Association.

Lead nurturing is something I am very passionate about and feel marketers need to start embracing more. A recent Forrester study cited […]

Field Marketing 2.0: The Next Generation of Demand Creation

SiriusDecisions recently released a report on Field Marketing 2.0 that evolves the principles created in Field Marketing 1.0.

The key differences are: a tighter connection to sales, processes to support that connection, technology as a backbone for those processes, and metrics that justify spending and prove the impact to sales, executive management and even the […]