3 years ago I led a panel on demand generation. When I asked everyone on the panel to provide one tip, my friend Tom Scearce said: “In honor of Peter Tosh, my advice to b2b marketers is ‘humanize it’”. [Read more...]
Years ago I was in charge of marketing and demand generation for an online media company. We were publishers whose main product was leads. We would generate leads on our clients’ behalf via content syndication, webinars, etc. We had one client that bought as many leads as they could from us. They had metrics and conversion rates that they would present to us each quarter, a team of marketers working on demand generation and an agency, and an inside sales team dedicating to qualifying leads for sales. Their game was tight. We revered them. [Read more...]
Last month I was fortunate enough to sell the internet phone company I co-founded to Vonage. As Vocalocity rebrands itself as Vonage Small Business, Vonage will increasingly come to realize how it has acquired a sales machine.
Funnily enough though I do not attribute our success to developing fancy online phone technology (which we did) but instead from a very early stage we built a killer lead nurturing process and coupled it with a highly efficient inside sales process that closed business hand over fist. Major props must go to Mr @funnelholic, Craig Rosenberg, who helped us pull together our sales funnel from day-one.
So, what does all this have to do with the sometimes non-sexy subject of email marketing?
Well, having built something in Vocalocity where a core mantra was to sell-sell-close this has somewhat changed with my latest venture Flashissue. Instead, I find myself preaching an unlikely message: stop selling. In turn, I could have easily titled this post
“How to stop selling and still win business in 5 easy steps”
I wanted to do something very simple with Flashissue, make it mind blowingly easy and fast to create a sales email newsletter. My goal was to build it for me, the individual – aka the sales person – and not the full-time marketing manager. [Read more...]
Have I mentioned that we are hosting a lead nurturing webinar on December 4 at 10AM pacific with Mary Firme from Reachforce and Justin Gray from LeadMD? With lead nurturing, we are well past the “why” and are all ready for the “how”…join us to learn: 7 Steps to Put your Lead Nurturing on Steroids.
No, but really. I love when I go bonkers on a topic for a couple weeks. It lets my sink my teeth into it. We have recently had a couple great posts on the topic:
- Lead Nurturing Lessons from the Street: What Jill Konrath taught me and didn’t even know it.
- How to Create a Lead Nurturing Campaign Guaranteed Not to Deliver Results
I have been dwelling on the topic and I need a break from other content so I am live streaming the things in my head. But first an image. I wanted something related to point #5 below, and found this image from Tom Henrich.
Backstory: I asked Matt Heinz to write a post on lead nurturing. He told me to look at some posts on the Heinz Marketing blog and I found 10 steps to a terrible lead nurture campaign. I enjoyed it, it was funnelholic-esque but I didn’t want Matt or the author Nichole McIntyre to do any work. So, instead, I took my favorites from the post and added some commentary.
I am about to go on a content rush on lead nurturing. We are hosting a webinar on the topic on December 4 at 10AM pacific with Mary Firme from Reachforce and Justin Gray from LeadMD: 7 Steps to Put your Lead Nurturing on Steroids. Overall, I am glad we get to talk about lead nurturing again. When marketing automation first came to market, it was all any was talking about. Now, the amount of content created on the topic has dimmed a bit. That’s a mistake. Now is the best time to talk about the lead nurturing process. We have learned a ton over the last couple years about what works and doesn’t work, but more importantly, we have learned that when done right, it is a game-changer for demand generation ROI.
Before we move on to the content, please enjoy this picture from grahamc99 – I chose it in honor of Nichole’s original title: “10 steps to a terrible lead nurture campaign.” Whenever, I think terrible, I think of Terrible’s casino for some reason. Whatever.
I went to Eloqua Experience last week (but missed Robin Thicke). I wanted to get Eloqua represented on Madlibs leading up the event but managed to send them the information two days before the event. (Nice one Craig!) But here they are! Today’s Madlibs contributor is Nick Bell who is Senior Director of Corporate Marketing and Modern Marketing Expert at Oracle Eloqua. His madlibs after this pretty cool drawing from Laura Dineen
More fun for data week on the Funnelholic. Remember, we are deep diving on the topic on a webinar this Wednesday, Sep 18 2013 at 9am: The Impact of Dirty Data on Marketing ROI and How to Avoid It. Join us because the issue is critical.
Today’s post is from Justin Gray, the CEO of LeadMD. Why Justin? Because they have done 100′s or marketing programs and have found a consistent theme — dirty data can destroy the best intentions in marketing. He pounds his fist on the table on this issue. Oh and he is really smart and a great writer so I am honored to have him tackle the topic.
Before you read on, enjoy this photo from emilydickinsonridesabmx.
It’s dirty data week on the Funnelholic. And in honor of this theme, we have webinar this Wednesday, Sep 18 2013: The Impact of Dirty Data on Marketing ROI and How to Avoid It.
Today’s post is from Brian Hansford, a Director with Heinz Marketing. He is a passionate about the need for clean data. (I mean PASSIONATE). He is the perfect guy to talk about the topic. Enjoy the content after this “dirty data” pic from Duncan Hull.