February 26, 2012

• B2B LEAD GENERATION BLOG | SUNDAY, FEBRUARY 26, 2012

  B2B Lead-Gen: Top tactics for a crisis-proof strategy Tweet Do you remember the fire drills at school? The alarm went off, students got excited, and teachers marched them to the exits. They were a test of the schools evacuation plan — a calm, orderly process to follow should an emergency strike. ? Try new channels, track existing processes, and answer to everyone from the sales team to executives. MORE >>

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• IT'S ALL ABOUT REVENUE | SUNDAY, FEBRUARY 26, 2012

  Why You’re Going to Buy More Google AdWords [Chart] by Egan Cheung | Tweet this For those that were not already acutely aware, when Google introduced personal search last October, they also encrypted all search terms when concurrently logged into any of their services (Gmail being the obvious one that most people leave logged on, with Google+ the fastest growing). But what is the end-game here? MORE >>

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• CUSTOMER EXPERIENCE MATRIX | SUNDAY, FEBRUARY 26, 2012

  Balihoo Offers "Local Marketing Automation" for Channel Partners One of first marketing automation systems I ever saw – this would be during the Reagan Presidency – was a custom-built dial-up network to distribute collateral to farm equipment dealers. This and similar seeds have since sprouted into a forest of products that help brand marketers work with dealers, distributors, franchisees, and agents. MORE >>

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• PR MEETS MARKETING | SUNDAY, FEBRUARY 26, 2012
  	New Gig and What’s in Store for the Future Courtesy of Active Network via Flickr. In November 2011, I decided to leave my consulting business to join Active Network as director of marketing for the Business Solutions division.  It’s And as you know, my blogging has suffered as a result. As I settle into my new position, I hope to return to a more regular blogging schedule. MORE >>

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• FEARLESS COMPETITOR | SUNDAY, FEBRUARY 26, 2012
  	Personally Inviting You to Join Me on Mad Marketing TV Mad Marketing TV is the world’s first TV-like marketing show and runs every Tuesday and Thursday, bringing you insights from top marketing experts and business leaders. You can find Mad Marketing TV at www.madmarketing.tv and on YouTube and all over the web. Just do a Google search for “Mad Marketing TV.” MORE >>

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• GROW - PRACTICAL MARKETING SOLUTIONS | SUNDAY, FEBRUARY 26, 2012
  	Wisdom from the Most Influential PR Professional of the Century I had one of the biggest thrills in my career last week when I got to spend part of my day with Harold Burson , founder of Burson-Marsteller , the world’s largest PR firm. This is a man I have admired since my days as a college student. Some people say, “well, this changes everything.” ” Do you think so? Tell us about that. MORE >>

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• FEARLESS COMPETITOR | SUNDAY, FEBRUARY 26, 2012

  Sunday Learning | Communicating Ideas Though Story-Telling with Nancy Duarte – TED talk At  Find New Customers , we reserve Sundays for learning. Our goal is to empower YOU to come away with new insights and ideas – in just 20 minutes or less. Nancy Duarte of Duarte Designs is one of the best graphics experts in the world. Hope it does yours too. She talks about the ability to communicate your ideas can truly change the world. MORE >>

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February 25, 2012

• FEARLESS COMPETITOR | SATURDAY, FEBRUARY 25, 2012

  Sorry, I’m Not THAT Jeff Ogden | I’m the marketing strategist instead Jeff Ogden  (born February 22, 1975 in  Snohomish, Washington ) is a former  American football  player who played  wide receiver  (American football) for the  Dallas Cowboys , the  Miami Dolphins  and the  Baltimore Ravens. He retired following the  2002 season. He caught his only touchdown reception in 2001. Source: Wikipedia). MORE >>

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• SAZBEAN | SATURDAY, FEBRUARY 25, 2012

  Top Internet strategy, marketing and technology links for the week of February 25, 2012 Here are the top Internet strategy, marketing and technology links for the week of February 25, 2012…  . The Four Starring Roles Every Business Project Needs (Marketing Profs). Blogging: It’s all about doing the work (Jim’s Marketing Blog). Is Your Business Strategy 2012-Ready? Take the Test. Marketing Profs). News & NotesMORE >>

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• CONVERSIONATION | SATURDAY, FEBRUARY 25, 2012

  Social Media ROI: Check Before You Start An army of social media thinkers has deemed it useful to redefine ROI. In 2010, Brian Solis introduced it in his book Engage! as Return on Influence (and also as Return on Investment, Return on Involvement, Return on Innovation and Relevance of Interaction). The term Return on Influence (now Realization of Influence as well) [.]. MORE >>

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• NUSPARK | SATURDAY, FEBRUARY 25, 2012

  A new eBook; Content Marketing Templates for Lead Generation If you’re a content marketer, then you know the challenges you face. sound content marketing plan is critical to the success of your lead generation efforts. Some of the biggest challenges we see are: 1. Producing well-written quality content that engages prospects to convert. Not having the time or resources to produce enough content. And More. MORE >>

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• CONTENT MARKETING TODAY | SATURDAY, FEBRUARY 25, 2012

  Pinterest: Will Guys Be Left Behind with the Burgeoning Social Media Tool? What is it that women seem to love and understand and guys don’t? about Pinterest, of course). Perhaps, it’s their self-description which doesn’t make it sound like a guy thing: Pinterest lets you organize and share all the beautiful things you find on the web. Best of all, you can browse pinboards created by other people. MORE >>

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February 24, 2012

• INDUSTRIAL MARKETING TODAY | FRIDAY, FEBRUARY 24, 2012

  Manufacturers: Don’t Start a Lead Generation Campaign Without Sales Every manufacturing or industrial company that I talk to wants more leads. However, there is a serious disconnect between sales and marketing when it comes to defining a qualified lead. This is not a new problem. Google sales and marketing disconnect and you will find thousands of articles written on this topic. The s**t hit the fan!). MORE >>

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• FEARLESS COMPETITOR | FRIDAY, FEBRUARY 24, 2012

  Laugh and Learn with Find New Customers – Episode 59 – The State of Cloud Computing The Show Must Go On. No matter if it is Mad Marketing TV or Laugh and Learn with Find New Customers , a Promise Made is a Promise Kept. Once again, we share an interesting video and share a marketing lesson from it. We hope you enjoy this show and tune in every Friday for a new show. Not bad, right? What do you think? MORE >>

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• MEASURABLE MARKETING | FRIDAY, FEBRUARY 24, 2012

  Getting "Horizontal" with Your Social Media Strategy We stumbled on an interesting video interview with Amber Naslund today. Naslund is the co-author of " The Now Revolution " with Jay Baer, a book which reviews how to develop a "horizontal strategy" around social media. Another way to think about it is how you can become a social business vs. one that just "does" social media. MORE >>

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• FUNNEL FOCUS | FRIDAY, FEBRUARY 24, 2012

  Why B2B Buyers are Like ‘The Bachelor’ One of my guilty pleasures is to watch ‘The Bachelor’ on Monday nights with my wife.  While it is true that this show may actually decrease your IQ as you watch it, I firmly believe that you can offset the loss of brain cells by making snarky comments about the participants, thus improving your quick wit and comedic timing.  MORE >>

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• B2B LEAD BLOG | FRIDAY, FEBRUARY 24, 2012

  Friday Wrap-Up: This Week in B2B Marketing Tips Each week we present a collection of some of the best marketing tips, guides, and best practices from thought leaders around the blogosphere to help you stay informed, hone your craft, and improve your marketing efforts. Enjoy! Three Excuses B2B Marketers Should Stop Making for Why They Aren’t on MORE >>

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• B2B MARKETING TRACTION | FRIDAY, FEBRUARY 24, 2012

  Dear LinkedIn Member – About Your Invitation To Connect Please tell me who you are and how we know each other. Because I do not have ESP. Nor do I have a photographic memory of recent people whom I’ve met. Please, help me with a reminder of how we know each other and a compelling reason to accept your invitation. On LinkedIn I usually only connect to people I know. What makes a good invitation? MORE >>

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• SAVVY B2B MARKETING | FRIDAY, FEBRUARY 24, 2012

  Weekly Wrap-Up: February 24th It's Friday again - time to share all the best of the best from the blogosphere. As usual, our favorites cover a wide variety of topics and perspectives. We hope you'll take a cruise around and enjoy these as much as we did. In the meantime - what are your plans for the 29th? It's kind of special, being a leap year and all. Not always. MORE >>

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• MODERN B2B MARKETING | FRIDAY, FEBRUARY 24, 2012
  	How Marketing Executives are Adapting to Online Tools [Infographic] by Jason Miller In today’s ever-evolving marketing world, few can argue the need for an aggressive and comprehensive online marketing campaign to help a company stay competitive. We explore these questions and take a look at the tools marketers anticipate using in the coming year. MORE >>

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• LOOPFUSE | FRIDAY, FEBRUARY 24, 2012

  Don't Hire - Automate! We love our customers and really love it when they tell the world why they chose us and how we are helping them manage leads, close business, and generally just rev the marketing engine. The folks at Adzerk have done just that with this great post entitled Don’t Hire – Automate. Read the whole thing. ” and we really love this one! MORE >>

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• SAZBEAN | FRIDAY, FEBRUARY 24, 2012

  Video: Find out how online publishing will evolve in the Future of Publishing From allowing companies to monitor what’s being said about them with social media monitoring tools to allowing anyone with a keyboard and an internet connection to say what they want and connect with people, social media’s changed the mediascape forever. But it isn’t finished evolving. Paul Edmonson, CEO of HubPages. MORE >>

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• What B2B Marketers Need to Know About Customer Retention HUBSPOT | FRIDAY, FEBRUARY 24, 2012

• 5 Steps for Creating a Viable Marketing Dashboard IT'S ALL ABOUT REVENUE | FRIDAY, FEBRUARY 24, 2012

• The Inbound Way to Do Trade Show Marketing HUBSPOT | FRIDAY, FEBRUARY 24, 2012

• Facebook's New Ad Units MANHATTAN MARKETING MAVEN | FRIDAY, FEBRUARY 24, 2012

• Never Fall In Love with Your Own Product/Service SELLING TO BIG COMPANIES | FRIDAY, FEBRUARY 24, 2012

• Think Like a Startup, Act Like a Blogger ENGAGE | FRIDAY, FEBRUARY 24, 2012

• How Inbound Marketing outperforms PPC the smart way INBLURBS | FRIDAY, FEBRUARY 24, 2012

• B2B Marketing Expert Paul Dunay appears on Mad Marketing TV FEARLESS COMPETITOR | FRIDAY, FEBRUARY 24, 2012

• INFOGRAPHIC: Creating Content for Content Marketing CLIENT BRIDGE | FRIDAY, FEBRUARY 24, 2012

• February Fan of the Month – Christine “CK” Kerley FEARLESS COMPETITOR | FRIDAY, FEBRUARY 24, 2012

• What Community Builders Can Learn From Research SAZBEAN | FRIDAY, FEBRUARY 24, 2012

• Our Top 5 Best Practices for Hosting an Effective Webinar MARKETRI | FRIDAY, FEBRUARY 24, 2012

• Social Media’s Addictive Personality Kills Business BIZNOLOGY | FRIDAY, FEBRUARY 24, 2012

February 23, 2012

• DIGITAL B2B MARKETING | THURSDAY, FEBRUARY 23, 2012

  Social Sleuthing: Who is Sharing Your Content: Twitter & LinkedIn Edition Have you ever wondered who is sharing your blog posts or other content on social media sites but don’t have access to expensive social media monitoring applications that can tell you? Here are ways you can find out who is sharing your content, and in some cases how much traffic each share is driving, on Twitter and LinkedIn. shortened URL. MORE >>

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• JUNTA 42 | THURSDAY, FEBRUARY 23, 2012
  	The Best Content Marketing Infographics on the Planet Okay…I get it. Infographics are in. Especially ones for content marketing and social media. As I’ve been popping back and forth from Pinterest to Facebook to Twitter viewing them all, I thought it might be helpful to put the best content marketing infographics all in one place. The History of Content Marketing. Like this infographic? MORE >>

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• INBOUND SALES NETWORK | THURSDAY, FEBRUARY 23, 2012

  Best Practices for Lead Generation: Converged Sales and Marketing The B-to-B buying process has changed. If you have not noticed by now you must be hiding under a rock or your company must be on the verge of going out of business. Buyers have a wealth of information available online and use the internet and social networks to shop around, research products and solutions as well as vendors. MORE >>

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• HUBSPOT | THURSDAY, FEBRUARY 23, 2012

  How to Customize Your Social Updates for Facebook and Twitter Like every aspect of inbound marketing, social media is constantly evolving. Once upon a time, when marketing on Twitter and Facebook was in its infancy, auto-uploading the same posts to both platforms was considered acceptable and efficient. For the savvy inbound marketer, those days are over. 1) Length. Twitter: 140 Characters or Less. 2) Photos. MORE >>

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• WEBBIQUITY | THURSDAY, FEBRUARY 23, 2012
  	34 (of the) Best Google+ Tips, Tactics and Guides of 2011 Google+ (or Google Plus) is many different things, depending on who you ask. It’s the fastest-growing social network ever. It’s the tool Google will use to beat Facebook. It will fundamentally change SEO. It’s a pain in the arse because it’s yet another social network to join. It’s appealing, but too late. ”). MORE >>

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• GROW - PRACTICAL MARKETING SOLUTIONS | THURSDAY, FEBRUARY 23, 2012
  	Pinterest math. A {growtoon}. Join the growtoonists each Friday for a humorous take on marketing, social media, and current business events. Joey Strawn is a social media strategist that loves enjoying a good book and then drawing in it. Check him out on Twitter: @joey_strawn. growtoons MORE >>

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• B2B MARKETING UNPLUGGED | THURSDAY, FEBRUARY 23, 2012
  	Five Dumb Things That Unrock Trade Shows Last week we talked about how to rock your trade shows. This week let’s follow that up with a glimpse into trade show stupidity with some stuff that just shouldn’t happen, but sadly does (and I have proof). Let’s look at this booth. It’s a 20 by 20. That’s a lot of real estate for this poor guy to cover. No wonder he needs a rest at 10am. he said. MORE >>

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• FEARLESS COMPETITOR | THURSDAY, FEBRUARY 23, 2012

  Why We Took the Shears to the Home Page of Find New Customers Ever look at your house and decide a Spring Cleaning is in order? That’s what I decided when looking at the home page of the B2B lead generation and global marketing company Find New Customers. It was a Rube Goldberg contraption – 550 words in total. thorough cleaning was needed. So I broke out the hedge trimmer and went to work. MORE >>

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• SAVVY B2B MARKETING | THURSDAY, FEBRUARY 23, 2012
  	Beyond Buyer Personas: Connecting with Today's B2B Buyers Two years ago, I interviewed Tony Zambito -- who originated the development of buyer personas in 2002 -- about the concept of and misperceptions about buyer personas, and what it takes to extract full value from them. Here he explains why buyer personas are no longer enough, and a new model for understanding your target buyer. MORE >>

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• B2B MARKETING INSIDER | THURSDAY, FEBRUARY 23, 2012

  Lead Generation or Demand Generation? It’s All Just Content Marketing! Last week, Eric Wittlake (@ wittlake ) wrote a great post called  Lead Generation is Crippling Demand Generation  where he argued that these two marketing activities were working against each other due to the different outcomes each is trying to achieve. Many marketers lose focus on the bigger picture as they chase more leads. Photo Source. MORE >>

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• Mad Marketing TV | Changes in B2B Marketing with Paul Dunay — Mad Marketing TV Ep 13 FEARLESS COMPETITOR | THURSDAY, FEBRUARY 23, 2012

• My Love/Hate Relationship with B2B Events ANNUITAS GROUP | THURSDAY, FEBRUARY 23, 2012

• 5 Trends in Customer Case Studies – An Interview with Projectline STORIES THAT SELL | THURSDAY, FEBRUARY 23, 2012

• 12 Ways to Create a User-Friendly Website Registration Process HUBSPOT | THURSDAY, FEBRUARY 23, 2012

• Is Your B2B Website Responsive? B2B MARKETING BLOG | THURSDAY, FEBRUARY 23, 2012

• Quick Tip: Increase Conversions – Build Out Your Services Pages DIANNA HUFF - B2B MARCOM | THURSDAY, FEBRUARY 23, 2012

• The Inbound Marketing Multiplier: How to Maximize Your Inbound Efforts MODERN B2B MARKETING | THURSDAY, FEBRUARY 23, 2012

• The Early Results are In. The make-over of Find New Customers is working! FEARLESS COMPETITOR | THURSDAY, FEBRUARY 23, 2012

• Social Business within the Enterprise: Is It Revolutionary? BIZNOLOGY | THURSDAY, FEBRUARY 23, 2012

• Content Marketing – Quality vs. Quantity GREAT B2B MARKETING | THURSDAY, FEBRUARY 23, 2012

• Webinar Recap - Content Marketing for Lead Gen: How to Get Started MEASURABLE MARKETING | THURSDAY, FEBRUARY 23, 2012

• 6 Sales & Marketing Strategy Recommendations for 2012 VIEWPOINT | THURSDAY, FEBRUARY 23, 2012

• Future of Engagement — Social Media Response to Adele at Brit Awards SAZBEAN | THURSDAY, FEBRUARY 23, 2012

• 4 Steps on How Focusing on People, Not Contacts Will Increase Your Revenue SALES INTELLIGENCE VIEW | THURSDAY, FEBRUARY 23, 2012

• Why Every Business Blog Needs Evergreen Content SAZBEAN | THURSDAY, FEBRUARY 23, 2012

• It’s Time to Make All Your Channels Pay Off. FIFTH GEAR ANALYTICS | THURSDAY, FEBRUARY 23, 2012

• Should Google+ Be Part of Your Content Marketing Strategy? TRADESMEN INSIGHTS | THURSDAY, FEBRUARY 23, 2012

• Tips for Retooling Your Business CLIENT BRIDGE | THURSDAY, FEBRUARY 23, 2012

• Brian Halligan, CEO of Hubspot, to appear on Mad Marketing TV FEARLESS COMPETITOR | THURSDAY, FEBRUARY 23, 2012

• What Business-Owner Needs to Know about Social Media Marketing TOMORROW PEOPLE | THURSDAY, FEBRUARY 23, 2012

February 22, 2012

• BUYEROLOGY | WEDNESDAY, FEBRUARY 22, 2012
  	Revenue Growth by Choice and The Buyer Orbit Image via Wikipedia. This is part 2 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. . Growth is getting harder and harder to come by.  We are entering a new era of the buyer.  One emerging insight is that of buyer choice.  MORE >>

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• GROW - PRACTICAL MARKETING SOLUTIONS | WEDNESDAY, FEBRUARY 22, 2012

  Five insanely simple ideas to make your next presentation sizzle By {grow} Community Member John Thomas. Creating effective PowerPoint presentations is a skill that is rarely ever taught, but somehow we’re all expected to create dazzling presentations. Though, as we all know, it rarely ever dazzles. It usually fizzles. It’s not even the only game in town anymore. So what’s a novice presentation designer to do? MORE >>

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• FEARLESS COMPETITOR | WEDNESDAY, FEBRUARY 22, 2012

  Why Marketing Outsourcing is Growing So Quickly In a recent blog post, we reported on the rapid growth of marketing outsourcing.  link]. That post showed that marketing outsourcing, which not mainstream yet, is growing very, very fast. Why are companies looking to hire outside talent for demand generation, content marketing, lead nurturing, lead scoring, social media marketing, etc.? Get started. MORE >>

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• B2B MARKETING TRACTION | WEDNESDAY, FEBRUARY 22, 2012
  	B2B Marketing, Meet the Law of Attraction It’s no Secret that the Law of Attraction gets us what we want in our personal lives. But does it apply to business-to-business marketing? You bet it does. And social media has a lot to do with it. If business people on the Internet are attracted to what you say, you have a chance of engaging them in an online conversation. MORE >>

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• INBOUND MARKETING AUTOMATION BLOG | WEDNESDAY, FEBRUARY 22, 2012

  Inbound Marketing Automation is The Prizewinner Back in the 50s, B2C companies persuaded their prospects to help them promote their wares to other prospects by holding competitions which awarded a prize for the best jingle for its product, or the best slogan, or the best advertisement. It makes perfect sense: who understands a prospect's needs better than another prospect? MORE >>

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• SELLING TO BIG COMPANIES | WEDNESDAY, FEBRUARY 22, 2012
  	Never Ask for Referrals This Way In today's never-ever post, Joanne Black , author of No More Cold Calling , shares a critical mistake that salespeople make when asking for referrals. And, as the Queen of Referral Selling, she shares what does work too. __. Salespeople should never ask, “If you know anyone who could benefit from my services, please let them know.” MORE >>

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• FUNNEL FOCUS | WEDNESDAY, FEBRUARY 22, 2012

  3 Steps to Aligning Marketing and Sales As B2B buyers leverage Web 2.0 and social media to streamline their purchasing processes, the line between marketing and sales as it relates to prospect interaction becomes blurred. While challenging, it is possible to get marketing and sales on the same page.  It is tempting to try and fix the entire process in one fell swoop.   Don’t do that! MORE >>

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• IT'S ALL ABOUT REVENUE | WEDNESDAY, FEBRUARY 22, 2012

  How to: Mapping Content to the Buyer’s Journey by Joe Chernov | Tweet this Below is the deck I presented at the Online Marketing Summit a couple weeks back. It’s called “ From Content to Customer ” and it focuses on the nexus of B2B content marketing and demand generation. Huge thanks to partner JESS3 for the creative genius. They are either denim or Dockers. View more presentations from Eloqua. MORE >>

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• MODERN B2B MARKETING | WEDNESDAY, FEBRUARY 22, 2012

  Don’t Believe ALL the Hype: Where Inbound Marketing Falls Short by Jon Miller Inbound marketing is a highly effective strategy for companies seeking to reach and connect with prospective buyers, but in isolation it will fail for most companies. Two of the most critical limitations are: It’s hard to target specific audiences with inbound marketing. Inbound marketing doesn’t drive people to action. My advice? MORE >>

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• HUBSPOT | WEDNESDAY, FEBRUARY 22, 2012
  	How to Use Internal Linking to Improve Your Website's SEO Great content and attracting inbound links are major elements of your SEO strategy. If you’ve created an exciting blog post or ebook, you’ll naturally want to work on making sure that you are driving as much traffic to it as possible. Why Internal Linking Is Important. How to Leverage Internal Linking. Image credit: disoculated. MORE >>

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• How to Find New Customers – the superb, classic and free white paper FEARLESS COMPETITOR | WEDNESDAY, FEBRUARY 22, 2012

• Why Every Business Blog Needs Evergreen Content HUBSPOT | WEDNESDAY, FEBRUARY 22, 2012

• Holiday Spending Delivers Q4 Gifts to E-commerce Sellers BIZNOLOGY | WEDNESDAY, FEBRUARY 22, 2012

• Your Niche: The First Step to Networking Success SALES LEAD DYNAMICS | WEDNESDAY, FEBRUARY 22, 2012

• The Pros and Cons of Form-Free Content (And Which to Choose) HUBSPOT | WEDNESDAY, FEBRUARY 22, 2012

• Savvy Speaks: Top Tips for Copy that SELLS SAVVY B2B MARKETING | WEDNESDAY, FEBRUARY 22, 2012

• 5 B2B Social Media Questions to Ask about LinkedIn Answers SOCIAL MEDIA B2B | WEDNESDAY, FEBRUARY 22, 2012

• Social Media Week Highlights MARKETING EDGE | WEDNESDAY, FEBRUARY 22, 2012

• B2B Marketing: Personal Relevance & Buyer Behavior B2B IDEAS @ WORK | WEDNESDAY, FEBRUARY 22, 2012

• Mobile Marketing: Featured In Print Professional Magazine CK'S B2B BLOG | WEDNESDAY, FEBRUARY 22, 2012

• How to Use Content to Drive Referrals and Upsell Customers SAZBEAN | WEDNESDAY, FEBRUARY 22, 2012

• Why to attract Generation Y who increasingly spending more money online INBLURBS | WEDNESDAY, FEBRUARY 22, 2012

• Get Great Content Ideas: Much Easier Than You Might Think CONTENT MARKETING TODAY | WEDNESDAY, FEBRUARY 22, 2012

• 4 Ways B2B Segmentation Fails MARKETING LEADERSHIP COUNCIL | WEDNESDAY, FEBRUARY 22, 2012

• INFOGRAPHIC: The Inbound Marketing Process CLIENT BRIDGE | WEDNESDAY, FEBRUARY 22, 2012

• The Pinterest Success Formula MANHATTAN MARKETING MAVEN | WEDNESDAY, FEBRUARY 22, 2012

• Content Marketing Tools Series #1 Animoto CONNECT THE DOCS | WEDNESDAY, FEBRUARY 22, 2012

• What Are You Doing to Grow Your Email List of Professional Tradesmen? TRADESMEN INSIGHTS | WEDNESDAY, FEBRUARY 22, 2012

February 21, 2012

• DIGITAL B2B MARKETING | TUESDAY, FEBRUARY 21, 2012

  20 B2B Marketers Losing their Brand on Pinterest Pinterest is the marketing flavor du jour. Media and press are tauting the ability of Pinterest to drive traffic and the time spent on Pinterest. Many B2B marketers do not have any presence on Pinterest. In my search for major B2B marketers on Pinterest, I only found a handful using it actively. Individuals and brands are claiming the same space. MORE >>

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• BIZNOLOGY | TUESDAY, FEBRUARY 21, 2012
  	How Paul Barrett Won Over Gun Forums Image via Wikipedia. In order to mine social media marketing gold, you really need to roll up your sleeves, put on a pair of sturdy work boots, get into that little elevator, and descend that deep shaft into the gold mine yourself, pick in hand, and get to work.  Out of nowhere. jumped at the opportunity to receive an early copy of the book. MORE >>

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• JUNTA 42 | TUESDAY, FEBRUARY 21, 2012

  The History of Content Marketing [Infographic] – Corporate Storytelling is Not New Content marketing is not new. Brands have been telling stories to attract and retain customers for hundreds of years. The difference today is that the barriers to entry ( content acceptance, talent and technology ) no longer exist for brands to get into the publishing arena. Sharing information is below. Embed this Infographic Into Your Own Site. MORE >>

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• INBOUND SALES NETWORK | TUESDAY, FEBRUARY 21, 2012
  	Should You Give Away Your Secrets? Does it make sense to share the very secrets that make you successful? The simple answer is yes. If you make your living selling knowledge, you might resistant to sharing your how-to details for free. However, what you need to realize is that you are not in the business of selling information; you are in the business of selling results. MORE >>

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• WEBBIQUITY | TUESDAY, FEBRUARY 21, 2012

  The Two Core Elements of B2B Social Media Marketing Success There have been numerous models proposed for social media and content marketing (including the Four C’s of Social Media Marketing model previously published here), but when all of the complexity is stripped away, social media marketing success comes down to two core elements: content and amplification. Content is like singing a song. Case studies. MORE >>

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• HUBSPOT | TUESDAY, FEBRUARY 21, 2012

  How to Master Pinterest for B2B Marketing Let's face it. Pinterest is a slam dunk for companies who sell jewelry, fabrics, bags, and other cool "visual" items -- but it's pretty tricky for B2B. However, with the rapid growth of the Pinterest user base , many companies are seeing that referral traffic from Pinterest is lapping the traffic they're generating from Google+ and YouTube. MORE >>

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• FEARLESS COMPETITOR | TUESDAY, FEBRUARY 21, 2012

  Breaking Out of the Funnel: A Look Inside the Mind of the New Generation B2B Buyer I’m a bit of a data junkie. Love hard facts. Hope you do too. Should this matter to YOU? Only if you care about revenue results, such as a CEO, Board Member, Head of Sales, or Head of Marketing. The way he sold back in the 70′s and 80′s or even 90′s for companies like IBM, SAP and Unisys is over. Kaput. Crank up outbound. MORE >>

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• B2B WEB STRATEGY | TUESDAY, FEBRUARY 21, 2012

  How to Optimize Press Releases for Search Engines Part of your website optimization lies not only in the page’s content, but rather, in your assets. While your pages give a great deal of relevance to Search Engines, people often forget about assets such as images, videos, podcasts, PDFs, and press releases. An optimized press release gives you the upper hand in the search [.]. MORE >>

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• TOMORROW PEOPLE | TUESDAY, FEBRUARY 21, 2012

  How to Generate Leads from Social Media What the lead generation companies don’t tell you about social media. What are the lead generation companies failing to tell you? It could be that your lead generation approach is working perfectly for you in attracting the right kind of contacts. If so, they’re only telling you half the story. Social media marketing is big right now. MORE >>

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• HUBSPOT | TUESDAY, FEBRUARY 21, 2012

  How to Write Call-to-Action Copy That Gets Visitors Clicking Good writing matters in marketing; being able to articulate ideas clearly is key to capturing the attention of prospects. Let's take calls-to-action as an example. If the copy you craft doesn't draw visitors in, that can hurt your click-through rate, lead conversions, and ultimately, sales. 1) Begin With Subjects & Verbs. 2) Include Numbers. MORE >>

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• There’s a Brand New Find New Customers Coming Soon! FEARLESS COMPETITOR | TUESDAY, FEBRUARY 21, 2012

• 4 of the Most Popular CRM Apps SALES CHALLENGER | TUESDAY, FEBRUARY 21, 2012

• Quantivo Offers High-Volume Customer Analytics at a Modest Price CUSTOMER EXPERIENCE MATRIX | TUESDAY, FEBRUARY 21, 2012

• Viral High, Viral Hangover GROW - PRACTICAL MARKETING SOLUTIONS | TUESDAY, FEBRUARY 21, 2012

• How to Use Content to Drive Referrals and Upsell Customers HUBSPOT | TUESDAY, FEBRUARY 21, 2012

• The High Cost of Lengthening Sales Cycles THE ROI GUY | TUESDAY, FEBRUARY 21, 2012

• Identified Doubles Revenue With LoopFuse LOOPFUSE | TUESDAY, FEBRUARY 21, 2012

• Savvy Toolkit - Pinterest for Business via @hubspot SAVVY B2B MARKETING | TUESDAY, FEBRUARY 21, 2012

• VIDEO: Social Media ROI CLIENT BRIDGE | TUESDAY, FEBRUARY 21, 2012

• Brands Face Stream Fatigue as Consumers Look Beyond Gimmicks in Social Networks SAZBEAN | TUESDAY, FEBRUARY 21, 2012

• Are we all Investing in the Wrong Content? THE ROI GUY | TUESDAY, FEBRUARY 21, 2012

• The Pros of LinkedIn vs. Facebook for Professionals WRITING ON THE WEB | TUESDAY, FEBRUARY 21, 2012

• Social Media? #WTF B2B MARKETING INSIDER | TUESDAY, FEBRUARY 21, 2012

• Bridge the gap between Marketing & Sales with Knowledge Management LEAD VIEWS | TUESDAY, FEBRUARY 21, 2012

• On Becoming a Top Sales Expert at Top Sales World VIEWPOINT | TUESDAY, FEBRUARY 21, 2012

• The What, Who and Why of Lead Scoring [Video] IT'S ALL ABOUT REVENUE | TUESDAY, FEBRUARY 21, 2012

• The High Cost of Discounting THE ROI GUY | TUESDAY, FEBRUARY 21, 2012

• The Promise and Perils of NPS SALES CHALLENGER | TUESDAY, FEBRUARY 21, 2012

• 5 Insights from Inventors MANHATTAN MARKETING MAVEN | TUESDAY, FEBRUARY 21, 2012

• Media Companies are Changing Ways They Deliver Content TRADESMEN INSIGHTS | TUESDAY, FEBRUARY 21, 2012

• Marketri LinkedIn Tip 12: Starting LinkedIn Group Discussions MARKETRI | TUESDAY, FEBRUARY 21, 2012

• What is the Value of a Lead? THE ROI GUY | TUESDAY, FEBRUARY 21, 2012

February 20, 2012

• GROW - PRACTICAL MARKETING SOLUTIONS | MONDAY, FEBRUARY 20, 2012
  	The six elements of human behavior that drive social media You have to love a person who describes herself as somebody who studies “the dark side of Customer Management.” ”   Ana Isabel Canhoto is just such as person. An instructor at Oxford Brookes University, Ana is a Twitter friend who recently shared with me highlights of a speech by Paul Fennemore , a Managing Partner at Viapoint. MORE >>

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• MARKETING INTERACTIONS | MONDAY, FEBRUARY 20, 2012

  Convince Execs to Convert to Content Marketing The way marketing has always been done will not produce the results B2B marketers need to grow their businesses today. You know it, you've heard it — haven't we all? The question that remains is often about how to get executive buy-in and support to shift dollars? Buyer preferences are changing faster than ever. Use that as your proof case. MORE >>

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• HUBSPOT | MONDAY, FEBRUARY 20, 2012

  How Inbound Marketing Works, From Start to Finish [INFOGRAPHIC] Inbound marketing is no cakewalk. Marketers who are embracing inbound have a variety of different channels and tactics to master, including content creation, SEO, social media, lead generation, lead management, and analytics. It's no wonder that marketers new to inbound end up feeling overwhelmed and wondering what to tackle first. Pin It. Pin It. MORE >>

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• FIFTH GEAR ANALYTICS | MONDAY, FEBRUARY 20, 2012

  The Business of Being Social: 34 Years in Review and Looking Ahead. In social media marketing, there is something for everyone, whether B2B or B2C. Not sure where to start? Hire a partner who will assess your current state of social marketing effectiveness, and align that with your offline strategy to drive better results. There is so much social data out there, and as my friend Barb likes to say. MORE >>

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• YOUR SALES MANAGEMENT GURU | MONDAY, FEBRUARY 20, 2012

  You Don’t Just Hire a Sales Team: you build it You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board. It requires providing the right opportunities and creating the right culture. By Ken Thoreson. ” They’re not alone in their concerns. Consider these facts: In one Manpower Inc. MORE >>

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• INSIGHTIQ BLOG | MONDAY, FEBRUARY 20, 2012
  	Social Online Marketing: Hype is Over, Time to Show the ROI! Online social marketing campaigns, used to drive traffic to a site in order to increase online engagement, have been around for a while but they are rarely an optimized process driven by ROI metrics.  To date, most web analytics are at an a ggregate level, and not at an individual user level.  Below is a step-by-step guide. MORE >>

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• LEADSLOTH | MONDAY, FEBRUARY 20, 2012
  	Lead Nurturing for Software Trials They signed up. What now? This week someone asked me about lead nurturing for people who signed up for a 30-day product trial (for a SaaS/Cloud software product). This was in response to an article on trial conversion optimization that I wrote over a year ago. Tip 1: Start Sending Email Now. If not, start doing so today. Tip 3: Send More Emails. MORE >>

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• B2B SALES AND MARKETING | MONDAY, FEBRUARY 20, 2012

  Will the Rise of Daily Deals Signal the Decline of Brand Advertising? Hotel ads featuring palm trees and white sandy beaches start to look very appealing during the winter months. 74% of the 1200 travelers surveyed said that Advertising (defined as TV and Print) had no impact on their selection. Boomers, on the other hand, still value brands regardless of political affiliation. Why is that important? MORE >>

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• BIZNOLOGY | MONDAY, FEBRUARY 20, 2012

  5 Online Marketing Goals that Make (Dollars and) Sense Many marketers enter the new year eager to make a difference only to do what they’ve always done—and only to see the same results they always saw. Happily, you’re not one of those marketers. What What separates you from those other folks is your focus on driving meaningful results for your business. Why is that? Drive more transactions? MORE >>

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• SAVVY B2B MARKETING | MONDAY, FEBRUARY 20, 2012
  	The Top 5 Reasons Your Great Content Fails We're pleased to present this guest post by Chris Fell, managing director and owner of g2m solutions in Australia. Read on for his insights into typical content pitfalls and ways you can avoid them. Sometimes your truly great content flops. It's a nasty shock. After all, you have done everything right. It Isn't Promoted. • Pull. MORE >>

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• How to Set the Table for Word of Mouth Marketing ENGAGE | MONDAY, FEBRUARY 20, 2012

• Everything Email Marketers Need to Know About Sender Score HUBSPOT | MONDAY, FEBRUARY 20, 2012

• So, You Want to be a Web Editor? Know These 11 Things ENGAGE | MONDAY, FEBRUARY 20, 2012

• What is the Do Nothing Buyer Costing You? THE ROI GUY | MONDAY, FEBRUARY 20, 2012

• Follow every Mad Marketing TV guest on Twitter here FEARLESS COMPETITOR | MONDAY, FEBRUARY 20, 2012

• Never Use Internal or Industry Language SELLING TO BIG COMPANIES | MONDAY, FEBRUARY 20, 2012

• A Great New Guest Coming Up on #MadMarketingTV FEARLESS COMPETITOR | MONDAY, FEBRUARY 20, 2012

• 10 Social Media Tips for Bloggers SAZBEAN | MONDAY, FEBRUARY 20, 2012

• Search Marketers Pack ‘Em In at BMA Gathering B2B VOICES | MONDAY, FEBRUARY 20, 2012

• The Ins and Outs of Marketing Automation Software SAZBEAN | MONDAY, FEBRUARY 20, 2012

• Your Business MUST Go Social CLIENT BRIDGE | MONDAY, FEBRUARY 20, 2012

• Marketing Automation: What It Means for Sales SALES CHALLENGER | MONDAY, FEBRUARY 20, 2012

February 19, 2012

• GROW - PRACTICAL MARKETING SOLUTIONS | SUNDAY, FEBRUARY 19, 2012
  	The social media measurement smackdown Last week I was involved in what one tweeter characterized as an “ROI smackdown.” ” I was speaking on a panel for Social Media Week New York when one of my fellow panelists said “This ROI stuff is just a bunch of crap. I’m so tired of it. You can’t measure what you’re doing and people should not even try.” MORE >>

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• IT'S ALL ABOUT REVENUE | SUNDAY, FEBRUARY 19, 2012

  Does Social Media Deliver More Traffic Than Email? by Jesse Noyes | Tweet this There’s a lot of speculation about whether social media’s explosive growth threatens email marketing. Perform a Google search on the subject and it might lead you to think the two are viscous enemies locked in mortal combat. That’s an increase of 331%! For some emails just getting someone to open the email is of value. MORE >>

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• B2B LEAD GENERATION BLOG | SUNDAY, FEBRUARY 19, 2012

  How to Get the CEO to Support Your Next Marketing Plan Tweet On the way home from the MarketingSherpa Email Marketing Summit, I caught up with one our clinic coaches, Craig Mullenbach.  A Program Manager for MECLABS, Craig used his decade-plus years of experience in lead-generation and content strategy to help attendees at the event. But he often felt like his hands were tied. ” I feel his pain. MORE >>

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• FEARLESS COMPETITOR | SUNDAY, FEBRUARY 19, 2012
  	Sunday Learning | Shape-Shifting Dinosaurs – Great TED Video At Find New Customers , we reserve Sundays for learning. Our goal is to empower YOU to come away with new insights and ideas – in just 20 minutes or less. Kids and those of us into nature love dinosaurs, so this TED talk caught my eye. Hope it does yours too. link]  Where are the baby dinosaurs? Sunday Posts Sunday learning TEDMORE >>

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• SELLING TO BIG COMPANIES | SUNDAY, FEBRUARY 19, 2012

  Preemptive Strikes: A Highly Effective Sales Strategy for Dealing With Bad-Mouthing Competitors What a brilliant sales strategy! That's exactly what came to mind when I saw Rick Santorum's new television ad. But before you watch it, a little background: If you follow American politics, you know that Mitt Romney's status as the "presumptive" Republican presidential nominee recently came to a screeching halt. What did they do it? The setting? MORE >>

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• B2B VOICES | SUNDAY, FEBRUARY 19, 2012

  Education & Thought Leadership Will Drive Most B2B Content Production Plans to Be “Brick Heavy” ” Quick definitions: Bricks are larger content productions such as research reports, events, white papers, video series, mobile apps, etc. They typically require decent budget and time to produce but have the potential to make a larger splash when executed and promoted correctly. law firms, insurance companies, some medical facilities, etc.) MORE >>

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• MANHATTAN MARKETING MAVEN | SUNDAY, FEBRUARY 19, 2012

  Building Brand Relationships I have more relationships that I can handle.  I   I do a so-so job, managingup, down and sideways at the office.  I   I do a little better with my gorgeouswife, great kid and lovelorn dog.    I am maxxed out.    The problem is I’m an odd duck.  So Do the math.  For MORE >>

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• REVENUE JOURNAL | SUNDAY, FEBRUARY 19, 2012

  Customers Aren't Spoiled Brats. They Just Want What They Always Did - And Now They Can Tell the World There's a lot of talk going around marketing circles lately, positing that today's customers have become spoiled brats, expecting everything "now," and throwing a major, public tantrum when they don't get what they want. think this is completely false, and just another example of marketing and management hubris. read more. MORE >>

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February 18, 2012

• SAZBEAN | SATURDAY, FEBRUARY 18, 2012

  Top Internet strategy, marketing and technology links for the week of February 18, 2012 Here are the top Internet strategy, marketing and technology links for the week of February 18, 2012…  . Deals May Get You in the Door, but They Won’t Build Relationships (AdAge). Is Your Blog Doing Okay? ProBlogger). Why It’s Not Too Late to Start Using Social Media For Business (IdentityPR). Mashable!). News & NotesMORE >>

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• FEARLESS COMPETITOR | SATURDAY, FEBRUARY 18, 2012
  	The Remarkable Growth of Social Media – an Infographic You can poo-poo social media all you wish. “It’s a fad.” ” “It’s not a productive use of time.” ” But as this infographic by Search Engine Journal shows, social media now a pervasive part of life. Ignore it at your peril. Please tell me what you think. Self Education content marketing social mediaMORE >>

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February 17, 2012

• INBOUND SALES NETWORK | FRIDAY, FEBRUARY 17, 2012
  	Motivation - Profits vs Score Join us each Friday for a humorous take on sales, marketing, social media, and current business events MORE >>

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• SELLING TO BIG COMPANIES | FRIDAY, FEBRUARY 17, 2012

  Never Take It Easy When You're On Fire Ron Karr , author of Lead, Sell or Get Out of the Way , learned a critical sales success strategy when his boss chewed him out after closing a big order. And, what really ticked him off was that another rep, who wasn't doing well at all, never got yelled at. Feeling full of myself, I walked into my manager's office to gloat. MORE >>

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• MI6 MARKETING AGENCY | FRIDAY, FEBRUARY 17, 2012

  Stop Thinking Leads and Lists.Start Thinking Networks Save Some Time on Us. Some of the better reads we encountered this week. We’ve run a hi-liter through each post/article to emphasize what jumped out at us when reading them. We call these our Fave Five Posts. In 2012 we will focus on: technology trends, community and network development, crowdsourcing & B2B marketing. See #5 below). MORE >>

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• BIZNOLOGY | FRIDAY, FEBRUARY 17, 2012
  	Facebook’s Frictionless Sharing Creates Real Friction Image via Wikipedia. Earlier this week I read a post by Amber Naslund over at her Brass Tack Thinking blog. She did a nice job of actually thinking about something that I feel is an affliction rather than a development in the social space: frictionless sharing. This idea was brought to us by the folks at Facebook. Great idea, right? MORE >>

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• AD YOUR COMMENT HERE | FRIDAY, FEBRUARY 17, 2012

  Team Obama Talks Digital Vision: Strategies and Tools for 2012 and Beyond #SMWReuters #SMWNYC #SMWGov Discussion: In 2008, the Obama campaign’s online and social media teams set a new high watermark for digital strategy and execution in politics, while also developing concepts and tools that influenced countless organizations, from non-profits looking to fundraise to companies seeking to better connect with customers. This wasn’t easy. MORE >>

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• SAZBEAN | FRIDAY, FEBRUARY 17, 2012
  	Sazcast Episode 36 – Google Plus with Dave Peckens Google Plus (Google+, G+) — what it is and how to use, as well as Google’s recent change to their privacy policy, with co-host Dave Peckens. Show notes. Here are the links we discussed in the podcast: Google+ Pages for Business. The Pros & Cons of Google+ for Small Business (Mashable). Search, plus Your World (Google blog). SazcastMORE >>

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• HUBSPOT | FRIDAY, FEBRUARY 17, 2012
  	9 Ways to Make Your Marketing Analytics Actionable Tracking your marketing analytics can provide a ton of great insight into the performance of your marketing initiatives, show your boss how marketing is faring, and help you to prove that inbound marketing is really paying off. But that's only a small piece of why analytics are valuable. Oh, so you want to be one of those great marketers? MORE >>

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• MEASURABLE MARKETING | FRIDAY, FEBRUARY 17, 2012

  Going Local: 4 Tips and Tricks for Getting the Most out of Local Search Marketers cannot ignore the rising. importance of local search. If you can work to strengthen your organic and local search rankings, you'll be in a fantastic place relative to your competitors in 2012. To drive this point home, try writing these stats down and posting them in your workspace. Review Your SEO. Don't Forget Your Customers. MORE >>

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• HUBSPOT | FRIDAY, FEBRUARY 17, 2012

  The Ultimate Glossary: 44 Email Marketing Terms Marketers Must Know Email marketing is a central part of your inbound marketing strategy, but it can be an intimidating tactic to tackle if you're a newbie. Heck, even seasoned email marketers are continually learning new terms (we learned some new ones for this post!) and must keep up to date with ever-changing laws that affect how you do your job. per email address. MORE >>

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• FEARLESS COMPETITOR | FRIDAY, FEBRUARY 17, 2012

  Our Home Page Work-Over at Find New Customers I cannot wait to redo the home page of Find New Customers – simple, few words and a clear call to action. It will be beautiful too, just like CopyBlogger. But I cannot wait for the professional to finish, so I did what I could and took pruning shears to Find New Customers. What do you think? Are the changes good or did I prune too deeply? MORE >>

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• 6 Compelling Reasons You Should Use Pinterest for Marketing HUBSPOT | FRIDAY, FEBRUARY 17, 2012

• A Friday Kickstart to Get You Started in B2B Social Media SOCIAL MEDIA B2B | FRIDAY, FEBRUARY 17, 2012

• How to Avoid Sending the Worst Sales Email IT'S ALL ABOUT REVENUE | FRIDAY, FEBRUARY 17, 2012

• B2B Magazine Digital Strategies Netmarketing Recap – San Francisco MODERN B2B MARKETING | FRIDAY, FEBRUARY 17, 2012

• INFOGRAPHIC: The 17 Rs of Mobile Marketing CLIENT BRIDGE | FRIDAY, FEBRUARY 17, 2012

• 4 Characteristics of a Winning Social Enterprise Strategy SAZBEAN | FRIDAY, FEBRUARY 17, 2012

• February Fan of the Month – Christine “CK” Kerley FEARLESS COMPETITOR | FRIDAY, FEBRUARY 17, 2012

• Week in Review: February 17 SAVVY B2B MARKETING | FRIDAY, FEBRUARY 17, 2012

• Laugh and Learn with Find New Customers – Mac vs. PC updated FEARLESS COMPETITOR | FRIDAY, FEBRUARY 17, 2012

• Friday Wrap-Up: This Week in B2B Marketing Tips B2B LEAD BLOG | FRIDAY, FEBRUARY 17, 2012

• How to Avoid the Pitfalls of B2B Marketing GREAT B2B MARKETING | FRIDAY, FEBRUARY 17, 2012