Archive

Social & CRM: Don’t Forget to MRC

Big news today in the social analytics & CRM space as Salesforce.com has acquired social media monitoring company Radian6 for approximately $276 million in cash and $50 million in stock. This will definitely blur the line between social and CRM. I wonder who will be next to be acquired. As I was reading the acquisition news, and seeing this article about how companies don’t understand why consumers use social media, it reminded me of an article I published in July of 2001. Have…

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A Marketing Optimization Fitness Plan

Is your corporate metabolism a bit sluggish? Are you dragged down by the weight of meeting-itis? Do you need more energy and resources to respond to the ever-increasing demands of your customers? Well I wish I could tell you about the next magical black box, with the persuasive infomercial that promises you miraculous gains without any of the hard work required. If you bought any of these gimmicks before and are tired of their sugar-coated promises and lackluster results, then maybe…

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12 Insider Techniques to Increase White Paper Leads

Are you selling your white papers short with poor merchandising? Many sites offering “free” white papers, case studies, or resources in exchange for some visitor information utterly fail to merchandise their downloads. Yet if your website doesn’t treat your white paper as containing valuable information, your visitors won’t either. The problem starts by thinking of these downloads as free. You’re asking for something extremely valuable to both you and the visitor, their contact information. To get this valuable information, you…

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5 Steps to Increase “Qualified” Leads From Your Website

When you ask salespeople about their biggest gripe about marketing, they complain about not enough qualified leads. You can often tell that this is an issue just by looking at a company’s lead forms. What you’ll typically see is that the the forms ask for too much information and that can hinder conversions from visitor to lead. Marketers are often measured by the number of leads they generate. Sales people are measured by sales. Marketers don’t want to be held accountable…

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Play the Online Marketing Game Like “Charlie Hustle”

With Major League Baseball’s spring training under full force, it inspires me to look at how we approach our “online marketing game.” We can learn a lot about winning “conversions” from how the game is played. Most baseball people will tell you that you can win the game with the “long” ball or with the “short” game. When you convert a visitor to a sale or to a lead, hopefully you have scored a run your competitor won’t. Pete Rose…

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