Posts Tagged ‘summit’

Live From MarketingSherpa Summit 2016: 5 steps to telling your team’s story internally

February 23rd, 2016

No matter which division of marketing your team works in, you’d probably love to grow your team. You know your team is doing well, achieving great success, but how do you get that success noticed by leaders in your organization?

During Day 1 of MarketingSherpa Summit 2016, Brian MacDonald, Senior Manager of Digital Marketing, Hewlett Packard Enterprise, shared his journey to overcome this challenge.

Brian is a huge movie fan, and drew inspiration from Pixar director and screenwriter, Andrew Stanton, in his quest to get his team noticed and gain more budget.

Storytelling became his strategy. Brian is responsible for the IT Experts Community, as well as community strategy and blogging. His previous team of three did some great things that he didn’t feel were well seen by higher ups.

“How can we build a story around it to get people to care?” Brian said.

With movie making as a basis for his strategy, Brian came up with a five-step process for storytelling to internal audiences and stakeholders. 5 Steps to Effective Storytelling


Read more…

Social Media Marketing: How an online diamond retailer got 6 million Vine loops in one year

December 4th, 2015

When you think of social media marketing, you may think of the behemoth — Facebook. Sure, it has almost 1.5 billion monthly active users, but where there is a lot of sound, there is a lot of noise. It is difficult to get your message heard.

I interviewed Danny Gavin, Vice President and Director of Marketing, Brian Gavin Diamonds, about using emerging social media platforms to create brand awareness.


Here are a few lessons I learned from our conversation.


Focus on branding, not selling

Since many emerging platforms are, well, emerging, there hasn’t been a lot of commerce on them yet. Most social platforms focus first on building an audience, and only later on actually monetizing that audience.

New social platforms tend to have a loyal, niche audience that is looking for authentic, organic conversations and wary of the nefarious effects of commercialization. So whatever content you create, make sure it rings true with what the social platform is known for.

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Event Marketing: How much should I expect to pay for a keynote?

November 21st, 2014

When I was asked to find costs for keynotes as a younger, fresher and greener event content coordinator, I thought it would be as easy as asking Google, “How much does it cost to have [name] speak at an event?”

After all, Google holds the answer for almost everything – it can even answer questions like: Do I have Ebola? How do you know if a guy likes you? What should I eat for dinner?

Unfortunately, it turned out to not be as simple as Googling it. Many factors determined behind the scenes go into how much you’ll spend on a keynote. This is why many speaker bureaus say “contact us for fee” in order to share that number.

Whenever I searched for an estimated keynote cost for a specific speaker, or even a generic title, the search results brought up speaker agencies, which is not what I wanted.

Although Google has been faithful to me in the past, there are some questions I ask that I’m still forced to answer and research on my own.

Here are the questions I typed into the search bar – in a million different ways – which I eventually had to learn.


Why is there such secrecy around speaker fees?

Depending on location, duration of the keynote and audience size, a speaker will adjust his or her fees.

The easiest way to establish and negotiate a keynote’s cost is by contacting them directly, which has been made moderately easy with the rise of social media and the ability to get (almost) anyone’s email address with a quick search.

However, not all speakers are so easy to track down.

You might decide to use a speaker agency. These resources can be incredibly frustrating to use as an event planner because once you contact the bureau for a speaker fee, you become a sales lead. You can now expect the agent to inevitably harass you about booking one of their speakers and to generously “keep you in mind” for future events.

With so many other things that I juggle throughout the day, like establishing the rest of the Summit agenda and working with other speakers, fielding calls is the last thing I have time for.

However, speaker bureaus can be helpful if you’re working with a blank slate or have a notoriously private speaker. They specialize in finding and contacting a highly sought-after keynotes who you can’t get a hold of on your own (at a price, of course).


Is there any way that I can estimate a budget for a keynote? How much does it cost to have a [insert career vertical] keynote at my event?

Although costs vary from speaker to speaker, I’ve noticed some trends while doing research for keynote speakers on our events – basic guidelines to help estimate spend.



Speakers determine their own fees. One speaker might think that their content is worth $10,000 and is more than happy to work with you, whereas someone more qualified might think that they’re worth $250,000 and there’s no flexibility in their mind.

Apart from that human element, this chart has three explanations:

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The Indefensible Blog Post: Forget Charlie Sheen, here are 5 marketing lessons from marketers

July 5th, 2011

I’m sure you’ve seen these blog posts before. They’re looking for a hook, so they throw a topical subject in the title to get you to click, and then share the deep marketing wisdom that you would naturally expect to learn from Charlie Sheen, The Bronx Zoo Cobra, and Justin Bieber.

I thought of this topic the other day because we actually did something I just knew we would never do on MarketingSherpa. We published those two proper nouns – Justin and Bieber – right next to each other.

In fairness, it was in an excellent email marketing case study about a very impressive trigger alert program, and Justin Bieber was only used as an example of search keywords this events company was targeting. But you better believe Senior Reporter Adam Sutton endured a relentless week of teasing for including the Biebs in his case study. There were the Photoshopped pictures. There were “Belieber” taunts.

Why? Because, and here is my indefensible blog post (with a hearty tip o’ the hat to Esquire magazine), marketers can’t learn anything from Justin Bieber. Or Lady Gaga. Or that kid who got his 15 minutes of fame for pretending to be in stuck in a weather balloon.

Think about it, what are 3 lessons from Charlie Sheen? 1. Be born to a famous dad. 2. Get a formulaic but highly rated sitcom. 3. Have an extremely weird but very public meltdown (using social media)

Does this really help your marketing campaigns? Get some ideas to generate more leads? Increase sales?

So, here’s the approach we take at MarketingSherpa. Perhaps the best people to learn marketing lessons from are…wait for it…actual marketers. That’s why we survey more than 10,000 marketers every year for our benchmark reports. That’s why we conduct more than 200 interviews every year for our free marketing newsletters. That’s why we invite dozens of marketers to present their case studies to their peers at our summits. And that’s why I’m writing this blog post today.

So, if I had to break down five marketing lessons I’ve learned from marketers, I would say…

1. Successful marketing comes from hard work, not “secrets” and “tricks”

Internet marketing is flat out hard work. The successful marketers I’ve seen go-to-market with a regimented marketing plan.

They understand what KPIs are key to their success – both the intermediate metrics that will help them make course corrections, as well as the key results that are critical to their business leaders.

They find ways to tear down artificial silos in their organization – between Sales and Marketing, between online marketing and offline marketing, between email marketing and social media marketing – to facilitate a cohesive funnel that drives customers to conversion.

They tame unwieldy, disjointed technology platforms to create tools that improve marketing campaigns and create clear, unified reports. They do this even though they don’t have a tech background. They do this even if it means having long conversations with IT about why Ubuntu is better than Windows.

But they don’t have “secrets to Internet marketing success.” And they don’t have “10 supercool tricks to boosting SEO.” They have war stories. And if you can get just a few minutes in their busy day to hear them, you just might learn something.

The battles are won in the trenches.

2. Your customers don’t care about your emails, your PPC ads, or even your TV campaign

They don’t even care about all that fun inbound stuff like your blog posts or YouTube videos. And they certainly don’t care about the latest features of your product, your mission statement, or your corporate structure.

They care about doing their jobs better. They care about having clean water for their kids. And they care about taking their wife out for a 12th anniversary dinner that she’ll never forget.

Never confuse a feature with a benefit. And never confuse a marketing “benefit” with what really matters to your customers.

3. Successful marketers have losses

This is marketing, folks. You don’t have to be one of the “crazy ones,” but you do need to push the limit on what your company thinks is possible.

As Theodore Roosevelt said, “There is no effort without error or shortcoming.”

If you don’t have losses – a “negative lift” on a test, a failed product launch – you’re not pushing hard enough. And if you don’t have losses, you’re not really learning anything. You’re just guessing.

The great thing about digital marketing is that it has never been easier to learn about your customers. You’ve got real-time data you can analyze and an endless possibility of tests you can run. Test two headlines you simply can’t decide between, two offers, two entirely different approaches against each other in a real-world, real-time environment and let your customers tell you which one is better. Test new landing pages against your top performers.

Sure, it’s scary, you might lose. But if you do it right, you’ll definitely learn.

4. Strategy is better than skill

This is something that I’ve heard Dr. Flint McGlaughlin, Managing Director, MECLABS, say in almost every meeting I’ve had with him. Drill it into your team as well.

Marketers are all too used to having a goal placed in front of them – double leads, gain market share – and churning and burning and blasting and using every tool they can think of to hit that number. Just…one…more…email send…will do the trick.

Sometimes it helps to step back and look at the big picture. Is it worth scrapping and fighting for a tenth of a point of market share with your fiercest competitors? Are you inundating your lists with offers?

Take the time to step back from the marketing machine and determine what your value proposition truly is. Don’t dictate your value to your customers. Discover what they find valuable about your products and services. Why do they put their job on the line to hire your consultants? Why do they part with their precious cash to buy your products?

As with any job, you can work harder, or you can work smarter.

5. Be the customer advocate

As a marketer, you spend almost every waking moment making a proposition to the customer. That makes every customer your customer. So make sure your company comes through.

Stay in constant contact with customer service, product development, services, manufacturing, and sales to make sure you are truly serving the customer. What are customers complaining about? What are you doing right? How can you make their lives easier, better, smarter, more fun, more fulfilling? Are sales reps over promising? Does everyone understand the value proposition of your brands? Do you all speak with the same voice? Do you walk the walk and live the brand?

Hey, that’s no easy task. But if you’re looking for easy tasks, you’re in the wrong business. See point #1 above.

Your customer is empowered like never before in the history of commerce. Today, you must assume that every customer is a publisher as well. How would you react if you knew the editor of The Wall Street Journal was eating in your restaurant, trying on a suit in your store, or purchasing your software platform? There is no quicker way to sink your brand and your marketing campaign, and the huge amounts of time and money you have invested in them, than by ticking off the editor.

You know what you expect when you’re the customer. Under promise and over deliver.

And to over promise to you, my audience, my customer, I dug up a sixth lesson. But instead of telling you one more thing I’ve learned from you, I asked author and behavioral expert, Beverly Flaxington, what she’s learned from marketers. Beverly has built her career around understanding other people. Here’s what she had to say…

6. Provide your audience the context

In too many cases, a marketer develops information and materials based solely upon the data and information about a particular product or service. The marketing material reads like this: “We do this. This is what we do. This is how we do it.” It’s a great deal of data without a lot of context around why it is important to the targeted audience.

The missing component is the “So what?” What’s so important about how you do what you do? Why should someone care about it? What is it going to do for them and how will it do it? This goes deeper than the idea of selling benefits. It actually asks the marketer to create language that speaks TO an audience about their needs, and helps that audience to easily make a connection as to why what the marketer is proposing is good for them.

As you develop materials or write marketing copy, ask yourself the “So what?” question as you make statements and provide information. Think in terms of “This is good for our audience because…..” The process can be very eye-opening because instead of assuming that someone will get why what you’re saying is so important, you can more likely guarantee they will understand!

Thanks for reading today’s blog post. Stay tuned to the MarketingSherpa blog next week, where we’re going to talk about what marketing lessons you can learn from Michele Bachmann, New Mexico wildfires, and Greek debt.

Related Resources

Evidence-based Marketing: This blog post will not solve your most pressing marketing challenges…yet

Loyalty Marketing: How to get customers to stick around (and keep buying)

The Last Blog Post: How to succeed in an era of Transparent Marketing

The Last Blog Post: Marketers must embrace change

Digital Marketing: How to measure ROI from your agencies

May 17th, 2011

agency watch dogToday’s marketing world is incredibly complex. The growth of digital has dramatically expanded the number of channels and customer touch points that require marketing attention, and it isn’t just a question of number. Digital channels often involve unique skills, unique technology and unique culture. Combining SEO expertise with great digital creative plus Facebook smarts and traditional media buying isn’t difficult, it’s pretty much impossible.

Inevitably, you’re faced with a world where you need to rely upon, direct, manage and motivate multiple agency partners. To do that – and to understand how to allocate resources between channels, how to decide if an agency is giving you all they can, and how to choose where to invest your time and resources – takes sophisticated measurement. You can’t manage what you don’t measure – this statement is as true for your agency relationships as it is for your marketing dollars.

In a world where there are lies, damn lies, and statistics, why would you let your agencies measure their own performance? If your agencies are siloed, they have every incentive (and ability) to make their channel look maximally successful. If you’ve concentrated everything in a single agency, that agency has every incentive (and ability) to make their entire program look successful and not delve too deeply into any single piece.

In today’s environment, measurement is just too important to leave to the wolves.

Intra-Agency Measurement suffers from four BIG problems:

  • Skill Set: For most agencies, measurement is just grafted onto a creative culture. It isn’t their business, core expertise or focus and isn’t what makes them money.
  • Bias: It doesn’t take evil intent to create bias. One of the great challenges of measurement is the temptation to always pass on good news. When the analyst has a self-interested stake in the measurement, this problem is that much worse.
  • Siloed View of the World: Even the best measurement an agency can provide is typically limited to their world and their tools. They see only their slice of the pie – meaning that cannibalization, cross-channel, and customer issues are invisible to them.
  • Standardization: Every industry has evolved its own way of talking about measurement and they are all different. Nobody agrees what engagement means or how ROI metrics should be applied to them. Vendors have reports and technology that are narrowly adapted to their own language and techniques and cannot be standardized.

What’s the right solution?

You need a “Digital Watchdog” – either an analytics agency of record or an internal employee or department tasked with making sure that every channel you use has the right measurement, the right standards, and the right level of resources and attention.

A Digital Watchdog should be focused explicitly on measurement, measurement tools and measurement skills. That guarantees you a culture based on measurement and an appropriate skill-set to solve your measurement challenges. A Digital Watchdog should have NO vested interested in your spend. They should not manage ANY media budget or have any stake in which channels you invest in or use.

That’s what you should expect of a Digital Watchdog. Here’s what they should expect of you.

A Digital Watchdog needs to be given a cross-channel view of your customers and measurement. They need to see and have access to all your marketing spend and agency reporting. A Digital Watchdog needs to be able to create or collaborate on the creation of a comprehensive view of measurement standardization. As long as you allow each channel to measure itself its own way, you can’t expect ANYONE to make sense of the whole picture.

There are some key steps when it comes to getting started with a Digital Watchdog. Usually, you’ll start with review of the measurement in-place for each channel – is it complete, accurate, and robust? Having the basic measurement infrastructure in place (and knowing it’s right) is essential.

The second step is typically the creation of a standardized measurement framework (based on segmentation) that can be applied to every channel. Useful measurement begins with audience segmentation and drives across your business naturally – not by forcing your business into artificial measurement constructs.

Once you’ve got a good framework in place, it’s time to execute both Media-Mix and Attribution Modeling to understand spending interactions and optimization. Media-Mix Modeling is your best tool for deciding how moving the levers of marketing spend by channel drive total business results. Attribution Modeling helps you understand how channels work in harmony (or at cross-purposes) when it comes to acquisition, engagement and conversion.

At the same time, you’ll want to identify the holes and gaps where your agency measurement isn’t adequate, where their performance is sub-optimal, or where you’re not getting the attention you deserve. Your Digital Watchdog should drive channel-specific optimizations for “problem” agencies and help you evaluate how to get more from your relationships.

With the dollars at stake in today’s marketing world, there’s just too much at stake to count on your agencies doing the right thing with measurement. They are in the wrong place, with the wrong tools, the wrong motives and the wrong skill sets to do the job right.

Bob Heyman is a keynote speaker at Optimization Summit 2011, and all attendees will receive a copy of his book, “Marketing by the Numbers: How to Measure and Improve the ROI of Any Campaign,” provided by HubSpot.

Gary Angel, President and CTO, Semphonic, contributed heavily to this blog post as well.

Related Resources:

Optimization Summit 2011

Marketing Strategies: Is performance-based vendor pricing the best value?

New Chart: What Social Metrics are Organizations Monitoring and Measuring?

Maximize your Agency ROI

Photo attribution: Randy Robertson

Real-time Marketing: Crowdsourced video of keynote from MarketingSherpa Email Summit

March 1st, 2011

So it’s early morning breakfast time at the MarketingSherpa Email Summit in Las Vegas…day 2. Being the grumpy morning person I am, I’m just stumbling over to try to grab one of those tasting looking Danishes when our keynote speaker, David Meerman Scott, comes up to me very excited about a video idea, something that vaguely reminded me of the Beastie Boys.

Now, when a guy of David’s caliber has an idea, I want to hear it…and share it with you. Well, actually, let me just show you a trailer for what he came up with…

As I said when I introduced David at the Email Summit, we brought him in to help inspire marketers to take a fresh look at how they approach their marketing efforts. And kudos to David for holding himself to the same standard, breaking down the paradigm of what a professional speaker’s video could look like.

If you like the above trailer, feel free to watch the complete keynote speech, which was just released today.

As marketers, sometimes we get so tied up in a campaign mentality, a mode of working that dates back to the days of print and broadcast, of setting your marketing, days, weeks, even months ahead of time with no ability to make changes. In the age of the Internet and social media, David suggests you can no longer approach marketing in a “set it and forget it” fashion.

His keynote is a fitting example of the John Maynard Keynes quote, “The difficulty lies, not in the new ideas, but in escaping from the old ones.”

Related resources

MarketingSherpa MarketingExperiments Optimization Summit 2011 – June 1 -3

MarketingSherpa’s 3rd Annual German Email Marketing Summit – March 21-22, 2011

Real-Time Marketing: David Meerman Scott at MarketingSherpa Email Summit 2011

MarketingSherpa 2011 Email Marketing Awards

Email Marketing: Why should I help you?

Email Marketing: A customer-focused mindset at ATP World Tour

January 14th, 2011

Watching my Jaguars opt for quiet, January Sunday afternoons at home with the family instead of getting pummeled by large men in Arctic conditions (who needs the playoffs, anyway?), I realized that sports is a great example of a product that I care about in a real-time fashion.

So, I asked Philippe Dore, Senior Director, Digital Marketing, ATP World Tour his thoughts about using email as a real-time marketing tool, as well as a few insights about the case study he will be presenting at Email Summit 2011 in Las Vegas, “Executing a B2C Campaign with a Small Team and Low Budget.” It was game, set, match, profit for the men’s pro tennis tour, with an impressive amount of revenue generated per send.

Here’s what Philippe had to say…

At Email Marketing Summit 2011, keynote speaker David Meerman Scott will be discussing real-time marketing. What do you think the role of email is in real-time marketing?

Philippe Dore: I am looking forward to hearing David’s keynote in Las Vegas on this interesting topic. Real-time marketing is becoming quite a buzz word especially with the explosion of social media and the availability of new tools today for marketers to “listen” and engage with their consumers in real-time. There is definitely a need for real-time marketing with email and successful marketers have already been taking advantage of it.

There are some really good examples, especially in my industry (sports). Most major sports league in this country capitalize on the ‘live’ moment and send merchandise email offers immediately following the completion of a significant event like the Super Bowl or NBA Playoffs. It works very well in our sports and entertainment industry where we capitalize on consumer passion.

We’ve done similar promotions here at ATP World Tour with real-time marketing emails after significant events. As soon as Rafael Nadal won Wimbledon earlier this year, we had a splash page on our website and an email was sent with “Nadal Wins Wimbledon – See Him Back In London This November.”

Another example is when our players qualify for our season-ending championships: “Federer Qualifies For London.” Those messages not only let the consumers know the news, but invite them to consume more content – whether it is buying a ticket for an upcoming event or simply read a special story or feature on our website. We catch them in the heat of the moment and that is a great thing.

We’re also looking at mobile/text alerts, which has great potential for real-time marketing.

In the case study you’re presenting at Email Summit 2011, you started with zero opt-ins, yet you chose to build your own list instead of buying a list. Why?

PD: Yes, having a clean list of fans who wish to receive our content is important to us. We prefer quality over quantity so we are not interested in purchasing lists. Our email program welcome message, a Marketing Sherpa award winner, even tells the consumers that we know what it’s like to get a lot of emails so we encourage them to “customize their email experience”! Not many marketers do that.

You derived $21.82 in revenue per message sent. I just want to clarify that for a moment because I think that’s quite phenomenal. That is per individual message sent. Do you think you could have achieved this kind of success with a similar campaign in a different medium, or is there an intrinsic aspect of email marketing that helped deliver this impressive response?

PD: This is another example of real-time marketing. The example you are referring to is from a triggered welcome message on opt-in. Not only did we get the person’s email and start the digital relationship, but we were able to capitalize on the moment and achieve a high conversion rate. Email was definitely the perfect medium for our campaign in this case.

And I’m guessing the cost to send each individual email message was significantly less than $21.82…so the ROI must have been quite impressive?

PD: Yes, our cost of sending is our regular email service provider (ESP) cost per message sent. All our emails campaigns are done in-house.

While we received many speaking submissions from agencies on behalf of client-side marketers, yours was one of the few that came directly from the marketer with a campaign that was performed entirely in-house. So, I’m guessing you’ve gotten your hands dirty, so to speak.

While many marketing VPs and directors focus on the big picture and leave the details to someone else, what tactical know-how do you think they should be careful not to overlook? What details would you advise a marketer with an agency to focus on?

PD: Yes, email marketing is still fairly new for us since we’ve only been doing it since 2008 if you can believe it. It is now an integral part of our digital strategy so I am staying close to it. We even had our CMO weighing in on subject lines last year!

Marketers should make sure to keep a consumer-focus mindset when doing email marketing. We do not send any messages that we would not want to receive ourselves. It is also important to look at metrics frequently and improve email after email.

Related Resources

Email List Reactivation Incentives: Gift cards vs. whitepaper vs. nothing

Email Marketing: Improve deliverability by deleting subscribers?

Email Marketing: Why should I help you?

Email Summit ’11: Tackling the Top Email Challenges with All-New Research, Case Studies and Training — Sign up today (1/14/2011) and get a $25 Caesars Palace gift card

photo by psd

B2B Marketing: Successful strategies and techniques from your peers

November 4th, 2010

In today’s free webinar at 1:00 p.m. EDT – B2B Marketing Summit Wrap-up: Quick takeaways distilled from 478 marketers on lead nurturing, social media marketing, and more – we will share successful B2B strategies and techniques from the MarketingSherpa B2B Summit ’10 in Boston and San Francisco.

But first, we wanted to hear what worked well for you this year. Here are a few of our favorite answers…

Social media marketing plus search engine optimization

In the last year, my most successful B2B strategy involved incorporating a low involvement SMM program with two of our online products. This increased our SEO and client re-buys. We accomplished this goal by strategically including a few simple widgets within our own site, e-marketing newsletters, and on few conversion points where we were able to increase our conversion and click-throughs.

Carlos Barbour, Marketing Technology Specialist at The Spokesman-Review

Finding a blogging niche

Blogging with heavy emphasis on quality content and SEO has been great for lead generation. Going after specific, long-tail or niche terms works better than trying to compete on broad competitive terms, because when B2B searchers are in research mode, their search terms become more specific. Searchers in research mode are attracted to blog posts, because they are assumed to have high informational value. To make this strategy work, you need a clear call to action on your blog post. Otherwise, there’s too much potential for the visitor to click off after making use of your valuable content.

Brad Shorr, Director of Content Marketing at Straight North

Learn, improve…and grow

Our firm has found great success in having a structured data management plan in place. This ensures even distribution of effort across a prospect universe and allows for strategic data recycling. Traditionally, calling campaigns do not typically leverage business intelligence that is uncovered in initial prospect/customer dialogs to enhance future interactions. Instead, records are recycled in programs based on timing considerations. Often, this leads to the same process to capture the same information being repeated in the next campaign. The investment made to capture business intelligence is largely wasted if it is not leveraged in the future. Building prospect/customer intelligence in a structured manner and having visibility into relevant attributes of prospects enables sales and marketing to develop roadmaps for future communications.

– Mary Beth Russell, VP of Business Development at Cornerstone Marketing Services

A couple of my colleagues at MECLABS also had some advice that I thought you might find helpful…

A/B testing for teleprospecting

In my teleprospecting role, I use a lot of messaging testing to determine decision makers pain points when taking sales calls and creating a greater impression of expectations for their follow-up call from my clients’ sales team.

Most recently I’ve begun asking decision makers if they’d take a few minutes with me to determine if we can match their needs for data asset management and following this, if we are a fit, I’ll set up a data governance workshop that will uncover point-to-point value for business, legal, compliance, IT and executive users. This governance workshop will also get the ball rolling to help them determine a clear ROI roadmap on the purchase of a clients’ solution.

This approach has increased my lead generation from .04 leads per hour to .35 leads per hour for one particular client, achieve an unmeasureable success for another, and has allowed me to get in a few good conversations for a project I’ve just started.

I’ve found that some A/B testing of messaging in my teleprospecting efforts can create efficiency and effectiveness similar to how A/B testing of search terms/SEO can drive exponential results.

– Jason Croyle, Lead Generation Specialist at MECLABS Leads Group

If they’re hiring, they’re buying

Of course my main resource will always be the human touch possible through both the phone and e-mail, but there are a lot of things that can help make that more effective… none more important than relevance. One of the biggest untapped resources for relevance in my opinion is It doesn’t matter what industry you are in, there are search fields to find the relevance you seek.

In my case, I target companies by region that are looking to hire for the position of new business development, inside sales, field marketing, etc. Any company hiring for those positions will have lead generation on their list of relevance, as well as a need to be shown the value of outsourcing vs. inhouse.

You can change the fields to match a company seeking to fill any need your company can provide.

– Mark Smith, Business Development Rep at MECLABS Leads Group

Related resources

B2B Marketing Summit Wrap-up: Quick takeaways distilled from 478 marketers on lead nurturing, social media marketing, and more – Join us today at 1:00 p.m. EDT

Fostering Sales-Marketing Alignment: A 5-Step Lead Management Process

Social Media Marketing: How enterprise-level social media managers handle negative sentiment

Give Email Subscribers the Opportunity To Belong

March 9th, 2009

Dan Heimbrock, President and CEO, HyperDrive Interactive, had so many great examples to share about how word-of-mouth and email marketing can work together to create brand advocates that I couldn’t help sharing one.

Heimbrock is presenting a case study at MarketingSherpa’s 2009 Email Marketing Summit, March 15-17, and I had the opportunity to interview him last week about the topic.

He says often the only incentive that people need to become brand advocates is an opportunity to belong to something they care about.

Read more…

Consumers More Careful with Email

March 6th, 2009

The database marketing agency Merkle released their 2009 ‘View from the Inbox’ email marketing report last week. The survey, conducted on behalf of Merkle by Harris Interactive, surveyed 2,505 U.S. adults who check or send email at least once a week.

Judging from the report’s highlights, it looks like consumers are more skeptical and demanding of messages hitting the in-box. However, they’re willing to receive email from a slightly greater number of companies. The report is free if you share your email address.

Here are a few findings:

Read more…