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Keyword: ‘data’

Email Marketing: Factors that influence open rate

December 14th, 2012

Most email marketing campaigns (but not all) focus on three goals:

  • Getting the recipient to open the email
  • Taking the next step by following the call-to-action in the email
  • Clicking through to the final destination, which is often a specific landing page on the website with an action to be taken, such as filling out a registration form

The key performance indicators for email marketing are often open rate and clickthrough rate, and then that final conversion on the website, which can take a number of different forms. A consumer marketing email effort might seek out an immediate purchase, where as a B2B campaign might look for additional information on the email subscriber to more fully populate a database record.

Of course, the key to any email marketing program is getting the recipient to take that first action – opening the email. Without an open, there can be no clickthrough and certainly no final conversion on the website.

With that in mind, improving email open rates should be a priority for email marketers. Based on tweets as a very loose metric, MarketingSherpa Blog posts like “Infographic: Email open rates by time of day,” published at the end of October, and “Email Personalization: 137% increase in open rate from personal note approach,” from a couple of weeks ago, show email open rate is a popular topic with our audience.

To offer our blog readers more on email open rates, I had the chance to speak with Justin Gray, CEO of LeadMD and Software Advice Advisory Board MemberRead more…

Mobile Marketing: 27% of marketers don’t know their customers’ mobile adoption rate

December 13th, 2012

For the recently released MarketingSherpa Mobile Marketing Benchmark Report, we asked marketers about their understanding of customer mobile device adoption …

Q: How well does your organization know the level of mobile device adoption of its customers?

 

Damir Saracevic, Director of Digital Marketing, Catalyst, shared his thoughts on the data …

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Defining CRM: Thoughts from three experts

December 7th, 2012

A recent B2B newsletter article, “CRM How-to: Tactics on Marketing/IT alignment, database strategy and integrating social media data,” covered three tactics on customer relationship management, commonly known by its acronym, CRM.

In researching the article, and speaking about many customer relationship management concepts with six experts on the topic, one aspect of CRM that came up was, “How is CRM defined?”

Even between the story’s sources, there was no hard and fast definition. However, I thought it was also interesting to think about how different people define CRM, often depending on their role in a company or as a thought leader in the customer relationship management field.

Although there is an entire continuum of concepts, most can fit into one of these three general areas, completing the sentence, “CRM is ____:”

  • Simply the software piece called a CRM solution, such as Salesforce.com, Microsoft Dynamics, InfusionSoft, Oracle Siebel, et al.
  • All technology related to customer relationship management, including CRM solutions, marketing automation software and email marketing solutions
  • Everything involved in the customer lifecycle and customer interactions with a company, including all of the above, customer service and more

Since this topic did not make it into the newsletter’s how-to article beyond the introduction, I thought I’d give MarketingSherpa Blog readers the opportunity to hear what several of those experts had to say on answering, “What is CRM?”

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Website Strategy: 59% view the website as a marketing channel

November 30th, 2012

In the MarketingSherpa 2012 Website Optimization Benchmark Report, we shared how marketers view their website strategy …

Q: Which of the following statements are representative of your organization’s website strategy?

Click to enlarge

 

Why do you have a website?

“I usually start by asking new customers: ‘Why do you have a website?’” said Søren Sprogø, owner, Afdeling 18.

“Any answer but ‘To make more money!’ is wrong.”

“Next question of course then is, ‘How can your website help you earn more money?’ Now that’s the big one, and it can be discussed for hours. But by building your website around this question, you ensure that it supports your business and that it is measurable,” Søren concluded.

  Read more…

Marketing Career: 52% of all team members share all marketing responsibilities

November 29th, 2012

In the MarketingSherpa 2012 Lead Generation Benchmark Report, we asked 1,915 marketers about division of labor (or lack thereof) in their marketing departments …

Q: How are the responsibilities of your department divided among your marketing team?

 

 

Marketing integration

“The best way to achieve a fully integrated marketing approach is through consistency and working to achieve a common goal – this extends beyond the marketing team into business services, operations, and internal communication,” said Erin Miller, marketing, Gantt Huberman Architects.

“I think there should be a healthy balance within marketing teams to share responsibilities, as well as assigning ‘trusted advisers’ to responsibilities that require more than general knowledge.”

  Read more…

Email Personalization: 137% increase in open rate from personal note approach

November 27th, 2012

Here’s a behind-the-scenes look at a recent email marketing send to promote a MarketingSherpa webinar about social media, sponsored by Eloqua. I wanted to share it with you, because while it was quite simple to do, the results were pretty impressive.

Before we get into it, I want to stress that this was not intended to be a valid A/B split test (there is a validity threat that I’ll get to in a moment), so take the results with a grain of salt. However, it is a good example of sending different versions of an email to different segments of a list. For that reason, this is a tactic we do think is worth trying (and perhaps testing) with your own lists.


TEMPLATE VERSION

From: MarketingSherpa [reply@reply.marketingsherpa.com]

Subject Line: [Webinar] 4 steps to drive a measureable social strategy

 

Click to enlarge

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Lead Generation: 23% of marketers consider key pain point an important form field

November 16th, 2012

In the 2012 Lead Generation Benchmark Report, we asked 1,915 marketers which lead gen form fields were most important to them. Here’s what they had to say …

Q: Please select the most important fields you need to collect from your leads on lead generation forms.

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Interestingly enough, most of the discussion about this chart surrounded one of the lesser-used form fields – key pain point.

  Read more…

Inbound Marketing: Content is everything in search and social

November 13th, 2012

This week’s MarketingSherpa Book Giveaway features Search and Social: The Definitive Guide to Real-Time Content Marketing by Rob Garner, VP of Strategy, iCrossing (a Hearst company).

This book is based on six years of columns for MediaPost Search Insider and Social Insider, along with Rob’s speaking engagements, blog posts and experience as a marketing practitioner. The depth of this experience and knowledge really shows in the detailed, actionable information Rob provides readers.

I had the chance to hear Rob speak on this material at a recent Dallas/Fort Worth Search Engine Marketing Association meeting, and later got the opportunity to pick his brain a little on search, social and content marketing.

Here is the result of that conversation …

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Email Marketing Research: What information will help you do your job better?

November 8th, 2012

At MarketingSherpa, our benchmark reports provide marketing executives and practitioners with extensive reference guides for strategic decision-making and tactical planning. The survey for our Marketing Analytics Benchmark Report is currently open (feel free to share you insights — respondents receive a free copy of the special report, Evaluating Website Optimization), and we’re currently working on the survey for our next benchmark report on email marketing.

 

What questions would you like asked in the Email Marketing Benchmark Survey?

Here’s where you come in. What email marketing information would help you do your job better?

Please use the comments section of this blog post to share your feedback, and we’ll take your insights into consideration as we shape a survey that we hope yields valuable data to help you do your job better.

Here’s a little more background to help as you consider this request. Marketers tell us they use these benchmark reports to:

  • Prepare budgets
  • Make informed business decisions
  • Develop marketing plan forecasts
  • Support proposals with data and charts

To help you see the result of these survey questions, here are a few charts from MarketingSherpa’s 2012 Email Marketing Benchmark Report.

 

Click to enlarge

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Marketing Career: Crafting an internal performance whitepaper

November 2nd, 2012

An email recently came across my inbox with an interesting attachment, and I’m really looking forward to sharing it with the MarketingSherpa blog audience, because it’s a positive example for something I’ve seen many marketers struggle with – internal marketing.

In fact, when we asked 1,646 marketers their most pressing challenges in MarketingSherpa’s 2012 Executive Guide to Marketing Personnel, here’s what they had to say …

 

Chart: What challenges undermine your marketing department’s potential?

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As you can see, roughly three-quarters or marketers said, “either a lack of funding or resources inhibit our growth and development.” So how can you get the resources and budget you need?

Back to that email I was telling you about. It was from Karen Doolittle, Director, Marketing Research, Embry-Riddle Aeronautical University.

Karen said, “While not a member of your organization, I quite often visit your website and attempt to glean information on the current state of affairs of email marketing.”

From the first line alone, I could tell that Karen is, what I like to call, a high-information marketer. The type of marketer that constantly looks for ways to improve her department’s performance. So I’m including her email attachment here, because I think all the other high-information marketers who read the MarketingSherpa blog can learn from it. She called it an …

 

Email Performance Whitepaper 

As you can see from the above link, what Karen did was quite simple, yet also pretty profound. I’m going to use an old quote that I love from Todd Lebo, Senior Director of Content and Business Development, MECLABS, to explain why, “Business leaders will never storm into the IT department and say, ‘I was taking a shower this morning, and had a great idea for some new PHP code.’ But they will come into the marketing department and say, ‘I was taking a shower this morning and thought of a great idea for an email send or a headline or a print ad.’”

What Karen’s piece says to business leaders is, “Hey, trust us over here; we know what we’re doing. And if you give us the funding and resources we need, we can keep doing it and keep improving.” But it uses data to prove that point, without having to make any claims at all.

Karen was kind enough to hop on the phone with me recently, go over the background of her internal whitepaper, and provide some tips to help you replicate this idea in your own organization. Below are selected edits from our conversation.

Read more…