Paul Dunay is an award-winning B2B marketing expert with more than 20 years’ success in generating demand and creating awareness for leading technology, consumer products, financial services and professional services organizations.
Paul is the global vice president of marketing for Maxymiser a leading web optimization firm, and author of four “Dummies” books: Facebook Marketing for Dummies (Wiley 2009), Social Media and the Contact Center for Dummies (Wiley Custom Publishing 2010), Facebook Advertising for Dummies (Wiley 2010) and Facebook Marketing for Dummies 2nd Edition (Wiley 2011).
His unique approach to marketing has led to recognition of Paul as a BtoB Magazine Top 25 B2B Marketer of the Year for 2010 and 2009 and winner of the DemandGen Award for Utilizing Marketing Automation to Fuel Corporate Growth in 2008. He is also a finalist for the last six years in a row in the Marketing Excellence Awards competition of the Information Technology Services Marketing Association (ITSMA), and is a 2010 and 2005 gold award winner in Driving Demand.
Buzz Marketing for Technology, Paul’s blog, has been recognized as a Top 20 Marketing Blog for 2009 and 2008, a Top Blog to Watch for 2009 and 2008, and an Advertising Age Power 150 blog in the “Daily Ranking of Marketing Blogs.”
Paul has shared his marketing thought leadership as a featured speaker for the American Marketing Association, BtoB Magazine, CMO Club, MarketingProfs, Marketing Sherpa, Marketing Executives Networking Group (MENG), and ITSMA. He has appeared on Fox News, and his articles have been featured in BusinessWeek, The New York Times, BtoB Magazine, MarketingProfs and MarketingSherpa.
Paul holds an Executive Certificate in Strategy and Innovation from MIT’s Sloan School of Management and a bachelor’s degree in Marketing and Computer Science from Ithaca College.
I agree…lead generation measurement is a huge initiative that every company needs to master. Far too many firms push leads into the sales channel as fast as possible and pay little attention to measuring the activities after the fact to see what worked and what didn’t. Many B2B marketing organizations don’t pay enough attention to lead quality and measurement.
Our company is hosting a webinar through the AMA on March 27, 2007 at Noon CT that addresses these issues and we’ll provide solutions to how marketers can easily measure multi-channel marketing campaigns to measure the success of each one.
Here’s a glimpse of what our upcoming webinar is about:
“How to Align Marketing Strategy with Sales Execution to Gain Maximum Results”
In today’s competitive environment, the struggle to attract and retain customers is undeniable. As a result, marketers are expected to take on more accountability throughout the buying cycle so that sales professionals can focus on the best opportunities in order to close sales. By integrating marketing strategy with sales execution and deploying the right tools and techniques, you can ensure your sales and marketing share a common understanding of the lead-to-sales process, helping build a more productive, rather than contentious, relationship between each organization. But what does a truly integrated sales and marketing structure look like and how can your organization take advantage?
Join our webinar to hear how you can increase your number of qualified leads automatically routed to sales by 100%, and:
–How marketing can impact sales effectiveness
–How to collaborate more effectively with sales on planning and execution to improve lead quality and conversion rates
–How your organization can evolve toward this vision over time
–The tools necessary for sales and marketing alignment
Here’s the link to register: http://www.marketingpower.com/webcast350.php
Paul
Very informative. Question for Mike: He says lead nurturing is adding constant value. What about email newsletters? Do they work as updates with new information about what’s important and useful in the industry?
Mukund
Yes, newsletters are helpful for lead nurturing. But they’re not the be all end all. They’re just one tactic that can help.
For example, I am a client of one particular company. I admit it – I don’t read their enewsletter. I know it comes, however, and I know they do a good job with it. It’s a good touch nonetheless.
When they called or mail, I’d pay attention. Those messages are more powerful than the newsletter.
In some instances, an enewsletter is necessary – if you don’t have one clients and prospects may wonder why – but it’s almost never sufficient.
Mike
Like anything marketing-related, I believe the key is proper segmentation and targeting.
I am partial to opt-in and other consumer-initiated methods of gathering traffic and leads. SEO and PPC would be my favorites, b/c they are more likely to convert being as they are specifically searching for the service. In fact, I just created a blog about lead generation using SEO. I’d appreciate any constructive feedback you can offer.
Thanks Jon
your blog sounds very interesting, I will be following it going forward
Successful seminars for marketing are generally based upon the concept of giving you the power to believe you can. The speakers usually speak from insights and expertise gained from their own life experiences. Self-improvement seminars give the attendees the tools – and the motivation – to succeed.
Great podcast, Paul. Mike's a great guest. His down to earth advice was spot on with everything I've been preaching as well. Focus on them, provide value, etc.
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