Mar
04
Clients often ask about the process of avatar scriptwriting. There are three components: 1. The sales message in the script must connect with the target prospect. 2. The avatar is a visual presentation so the script is designed with an “eye” towards images and animation that reinforce the sales message. 3. It must be well… Continue reading »
Jan
21
Most Sales Executives I speak with believe once the economy turns around, their revenue numbers will be once again achievable. Budgets will be funded…people will start buying and happy days will be here again. The economy is not a like a light switch that is either on or off. Economic downturns like the one we… Continue reading »
Jan
13
Take a look at this link: http://www.mediapost.com/publications/?fa=Articles.showArticle&art_aid=119518 No surprise Facebook has surpassed MySpace (once my kids stopped using MySpace a few years ago I knew it was over). The headline here is Facebook will account for 1/4 of all the spend in this category.
Jan
12
Over the weekend I spoke with a friend who is marketing a sports related product. We were throwing ideas back and forth when I asked him how many website visitors he gets each month. He said about 6,000. I then asked how many email addresses he harvests from those visits. He said none. One of… Continue reading »
Dec
16
Interesting report from research firm Outsell: http://www.btobonline.com/apps/pbcs.dll/article?AID=/20091216/MEDIABUSINESS/912169998/1078/newsletter011 $60 billion moving from traditional advertising – print and TV ads – and moving to the web. Much of that investment is going into the company website.
Dec
09
Your company has the latest eMarketing technology and a formal nurture-marketing program in place. You notice a spike in activity with a prospect you’ve been digitally nurturing for several months. They spend 15 minutes on your website and download an ROI calculator you’ve made available. Clearly it is time for a Sales Rep to call.… Continue reading »
Dec
04
I came across an interesting statistic from Juniper Research: “Four out of 10 social network participants are using these sites to gather product information and recommendations.” One of the challenges B2B marketers have with social media is tying their efforts and activities back to results. Clearly, this data point doesn’t constitute “full validation” of social… Continue reading »
Nov
30
B2B Online surveyed almost 350 B2B companies about their 2010 plans. Here’s a summary of the results: – 40 % plan to increase their marketing budgets – About half plan to keep spending flat – 13 % will reduce their marketing spend The biggest increases in spending will be online where marketers can have more… Continue reading »
Nov
24
Interesting new study from CMO Council. A couple of the findings: – People are inundated with mass emailings (no surprise) – Nine in ten people surveyed have unsubscribed from an email newsletter in the past 12 months (no surprise) – Number one reason cited for unsubscribing was “relevance” (no surprise) – 22% of respondents said… Continue reading »
Nov
09
I had a long conversation with a client today about blogging. I thought I’d share some highlights: 1. Create a schedule for your postings. This will help establish discipline for this process. 2. Establish an editorial calendar / Content calendar. This is the most critical component because it identifies your topics and discussions. 3. Differentiate.… Continue reading »
