Archive for Marketing Strategy

Sociography, influencer marketing and ABM – for full-on targeted engagement.

Sociography, influencer marketing and ABM – for full-on targeted engagement.

A few decades back (yes, I’ve been in this business a while) the sales execs at SAP (where I worked) talked about their “golf course lead” – which usually arrived on Monday morning. Way before the days of social media and internet marketing, one of…

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5 Ways to Improve Your Digital Marketing Programs

5 Ways to Improve Your Digital Marketing Programs

I’m often asked to give talks on digital marketing. At the beginning of each session I ask the audience to raise hands if they are delighted with their digital marketing programs. A hand or two may be seen, but not always – there are times…

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Website Redesign Tips: Indiana Jones and the Raiders of the Lost ROI

Website Redesign Tips: Indiana Jones and the Raiders of the Lost ROI

Undergoing a website redesign is an incredible adventure for any organization; if done right, however, the rewards are well worth the investment. At Espresso B2B, we believe that businesses should employ a design strategy that combines marketing efforts with top-notch design. When inbound marketing elements…

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A B2B marketing agency makes sense for small and mid-size companies

A B2B marketing agency makes sense for small and mid-size companies

Modern marketing require a dizzying array of marketing skills. From strategy to execution, many skills are required by companies with a business-to-business (B2B) target market. Most small size companies have no one dedicated full time to marketing. Mid-size companies may have only 1-5 full-time resources…

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Seven Steps to Marketing Success – A Program for Content Marketing

Seven Steps to Marketing Success – A Program for Content Marketing

A few years ago people noticed a fundamental shift in the way companies bought products and services. Gone are the days when cold calling to generate leads was effective. Gone too are traditional selling cycles where sales executives could orchestrate the whole process from first…

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Using inbound marketing to lower lead generation costs

Using inbound marketing to lower lead generation costs

When I started my career in sales, the most common sales model was the lone direct sales person and their territory. Many long days were spent cold calling into the territory, trying to penetrate accounts. Later, it became more common to use inside sales teams…

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Is cold calling dead? The birth of content marketing.

Is cold calling dead? The birth of content marketing.

(A number of people have asked us to re-print this article by Espresso B2B Marketing. It was originally published by PSVillage. Here it is!) Hey! What happened to my market? A VP of Sales at an IT services organization recently told me, “Sometime in 2008…

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A killer marketing message – selling tips from a pub in Ireland!

A killer marketing message – selling tips from a pub in Ireland!

A sign outside a pub in Ireland reads: “Husband Crèche. Is he getting under your feet?? Why not leave him here while you shop? Free crèche, just pay for his drinks!“ The word “crèche” roughly translates to a child’s day care center. I love this…

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These leads suck! Why you must define what constitutes a good lead.

These leads suck! Why you must define what constitutes a good lead.

Does your sales team complain about the leads from your marketing team? It’s a common problem. Marketing sends leads over to sales and then complains that sales doesn’t follow-up on the leads. Sales complains that they can’t get through to the prospects, or that the…

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