tag:blogger.com,1999:blog-61727214551024854372024-03-13T01:24:54.309-07:00lead-generation-marketing-1Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.comBlogger1218125tag:blogger.com,1999:blog-6172721455102485437.post-30335952830073481612013-12-11T16:42:00.000-08:002013-12-12T08:48:07.422-08:00Developing Your Marketing Analytics Strategy - A 3 Step Approach<div class="Normal1"><i><span style="font-family: inherit;"><span style="line-height: 115%;">Guest post b</span><span style="line-height: 115%;">y Glenn Facey</span></span></i></div><div class="Normal1"><br /></div><div class="Normal1"><span style="line-height: 115%;"><span style="font-family: inherit;">We live in a new age of information superabundance: the burgeoning era of Big Data analytics. Never before have marketers had the opportunity to understand their audiences in such fine, precise, and comprehensive detail. But while it seems that answers to many persistent marketing challenges are rising to the surface in the constant churn of data from social, mobile, and other online activity, the core tenet of Big Data remains as true as ever: In order to gather useful answers, you have to ask the right questions.<o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><span style="font-family: inherit;"><span style="line-height: 115%;">Without actionable goals and insights, even the most data-rich, well-supported marketing analytics efforts can go awry. So how do you go about setting the stage for an <i>effective</i> </span><a href="http://www.claraview.com/" target="_blank"><span style="line-height: 115%;">marketing analytics strategy</span></a><span style="line-height: 115%;">? We’ve identified three key steps.<o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><span style="font-family: inherit;"><b><span style="line-height: 115%;">1) Pair insight from inside and outside</span></b><span style="line-height: 115%;"><o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><span style="line-height: 115%;"><span style="font-family: inherit;">What are you trying to accomplish with your marketing analytics efforts? In order to identify the right goals for your marketing analytics effort, you’ll need to draw on two crucial perspectives. <o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><span style="line-height: 115%;"><span style="font-family: inherit;">First, an insider from your firm will help ensure that your approach aligns with the needs and direction of the organization. This individual is responsible for keeping the process rooted in the path and realities of the firm. Second, an outside analyst will provide context through knowledge of related industry verticals — as well as third-party objectivity. With these two figures in partnership, you’re prepared to move to the next step.<o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><span style="font-family: inherit;"><b><span style="line-height: 115%;">2) Identify questions that drive your goals</span></b><span style="line-height: 115%;"><o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><span style="line-height: 115%;"><span style="font-family: inherit;">Now that your company insider and outside analyst are in place, they’ll need to collaborate in order to identify questions that will drive growth for the firm — questions that may be answered through business intelligence (BI) and big data analytics. While these will differ from organization to organization, some common approaches include:<o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1CxSpMiddle" style="margin-left: .5in; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -17.95pt;"><!--[if !supportLists]--><span style="font-family: inherit;"><span style="line-height: 115%;">●<span style="font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><span style="line-height: 115%;">What is the amount of revenue retained?<o:p></o:p></span></span></div><div class="Normal1CxSpMiddle" style="margin-left: .5in; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -17.95pt;"><!--[if !supportLists]--><span style="font-family: inherit;"><span style="line-height: 115%;">●<span style="font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><span style="line-height: 115%;">How much revenue did newly converted leads bring in?<o:p></o:p></span></span></div><div class="Normal1CxSpMiddle" style="margin-left: .5in; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -17.95pt;"><!--[if !supportLists]--><span style="font-family: inherit;"><span style="line-height: 115%;">●<span style="font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><span style="line-height: 115%;">What is the cost savings attributed to more efficient workflows?<o:p></o:p></span></span></div><div class="Normal1CxSpMiddle" style="margin-left: .5in; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -17.95pt;"><!--[if !supportLists]--><span style="font-family: inherit;"><span style="line-height: 115%;">●<span style="font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><span style="line-height: 115%;">How do we identify which marketing activities contributed to the creation of a given lead?<o:p></o:p></span></span></div><div class="Normal1CxSpMiddle" style="margin-left: .5in; mso-add-space: auto; mso-list: l0 level1 lfo2; text-indent: -17.95pt;"><!--[if !supportLists]--><span style="font-family: inherit;"><span style="line-height: 115%;">●<span style="font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><span style="line-height: 115%;">What is the percentage increase in our brand awareness?<o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><span style="line-height: 115%;"><span style="font-family: inherit;">By explicitly identifying goals and related questions for your marketing analytics, you may ensure that those goals are clear and achievable, as well as make it easier to select the right tools for the task. It’s difficult to overstate the importance of this stage — it creates the guidelines (and sometimes guardrails) for everything that comes after. From defining deliverables to knowing when you’ve achieved your goal and may proceed to the next phase, these questions touch the rest of your work in countless ways. And that brings us to the third key step in your strategy development.<o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><span style="font-family: inherit;"><b><span style="line-height: 115%;">3) Know your tools and prerequisites</span></b><span style="line-height: 115%;"><o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><span style="line-height: 115%;"><span style="font-family: inherit;">You’re almost ready to think about the metrics you need to gather and analyze in order to answer your questions. But first, you’ll need to consider the tools available to you and the “facts on the ground” at your organization — in other words, the prerequisites of a successful marketing analytics effort. The top three include:<o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1CxSpMiddle" style="margin-left: .5in; mso-add-space: auto; mso-list: l1 level1 lfo1; text-indent: -17.95pt;"><!--[if !supportLists]--><span style="font-family: inherit;"><span style="line-height: 115%;">●<span style="font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><span style="line-height: 115%;">Creating a consolidated data strategy<o:p></o:p></span></span></div><div class="Normal1CxSpMiddle" style="margin-left: .5in; mso-add-space: auto; mso-list: l1 level1 lfo1; text-indent: -17.95pt;"><!--[if !supportLists]--><span style="font-family: inherit;"><span style="line-height: 115%;">●<span style="font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><span style="line-height: 115%;">Investment in analytics<o:p></o:p></span></span></div><div class="Normal1CxSpMiddle" style="margin-left: .5in; mso-add-space: auto; mso-list: l1 level1 lfo1; text-indent: -17.95pt;"><!--[if !supportLists]--><span style="font-family: inherit;"><span style="line-height: 115%;">●<span style="font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><span style="line-height: 115%;">Continuous dedication to the effort at the highest levels of the organization<o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><span style="line-height: 115%;"><span style="font-family: inherit;">Big data marketing analytics aren’t a grab-and-go goodie bag of answers. They require serious, ongoing commitment from a firm that’s looking to better understand its own thoughtfully forged path — where it stands, and where it’s going. With a collaborative balance of internal and external minds, a robust set of tools and resources, and defined goals driving actionable questions, your firm will have everything in place to not only achieve an incisive understand of its marketing and audience, but the way forward to greater success.<o:p></o:p></span></span></div><div class="Normal1"><br /></div><div class="Normal1"><b><span style="line-height: 115%; mso-bidi-font-size: 11.0pt;"><span style="font-family: inherit;">About the Author:<o:p></o:p></span></span></b></div><div class="MsoNormal"><span style="font-family: inherit;"><span style="font-size: 11pt;">Glenn Facey is the VP of Business Development and Marketing at </span><a href="http://www.claraview.com/" target="_blank"><span style="font-size: 11pt;">Claraview</span></a><span style="font-size: 11pt;">, where he achieves business growth through his deep cross-functional experience in consulting, sales, business intelligence (BI) and analytics, marketing, organizational effectiveness, and working across organizations to ensure that business value is delivered to the organization.<o:p></o:p></span></span></div><br /><div class="Normal1"><br /></div>Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com2tag:blogger.com,1999:blog-6172721455102485437.post-7785970439588683322013-12-10T11:18:00.000-08:002013-12-14T21:06:46.010-08:00S.E.L.L. more with SEM and SEO<span style="background-color: white; font-family: Georgia, Times New Roman, serif;"><span style="color: #6a6a6a; line-height: 23px;">"For online advertising, almost half (48%) of consumers surveyed said they trust ads in search engine results, online video ads and ads on social networks. More than four in 10 (42%) trust online banner ads, up from 26 percent in 2007. </span><span style="color: #6a6a6a; line-height: 23px;">Forty-five percent of respondents in <a href="http://www.nielsen.com/us/en/newswire/2013/under-the-influence-consumer-trust-in-advertising.html" target="_blank">Nielsen’s 2013 survey</a> believed display ads on mobile phones were credible, and 37% trusted text ads on mobile phones, up from 18% in 2007."</span></span><br /><div style="text-align: right;"><span style="font-family: Georgia, Times New Roman, serif; font-size: x-small;"><i style="background-color: white;"><span style="color: #6a6a6a; line-height: 23px;">~ </span>Under the Influence: Consumer Trust in Advertising, <span style="color: #545962; line-height: 10px; text-transform: uppercase;">09.17.2013</span></i></span></div><div style="text-align: center;"><span style="background-color: white; font-family: Georgia, Times New Roman, serif;">---------------------------------------------------</span></div><span style="background-color: white; color: #444444; line-height: 21px;"><b><a href="http://www.brightlocal.com/2013/06/25/local-consumer-review-survey-2013/" target="_blank"><span style="font-family: Georgia, Times New Roman, serif;">BrightLocal Local Consumer Review Survey 2013.</span></a></b></span><br /><span style="background-color: white;"><span style="color: #444444; line-height: 21px;"><span style="font-family: Georgia, Times New Roman, serif; font-size: x-small;"><i>Myles Anderson & filed under Online Reviews, Research, </i></span></span><i style="color: #444444; font-family: Georgia, 'Times New Roman', serif; font-size: small; line-height: 21px;">06.25.2013</i></span><br /><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody><tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiI633_-psq8aJuk23hYnNll82OP97nG4bmLzB60EKCJpGCJhpzq77UYMgPjwBqGWju1mTA7vPS82wIc0p_pKpAOHoaZ7tgkFmqexr_1Jw5iW5WjLdKv1-SxaITVyNrhiIlX1ks9Ue8n7U/s1600/Internet+use.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="background-color: white; font-family: Georgia, Times New Roman, serif;"><img alt="" border="0" height="204" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiI633_-psq8aJuk23hYnNll82OP97nG4bmLzB60EKCJpGCJhpzq77UYMgPjwBqGWju1mTA7vPS82wIc0p_pKpAOHoaZ7tgkFmqexr_1Jw5iW5WjLdKv1-SxaITVyNrhiIlX1ks9Ue8n7U/s320/Internet+use.jpg" title="" width="320" /></span></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><div style="text-align: justify;"><span style="background-color: white; line-height: 21px; text-align: start;"><span style="color: #073763; font-family: Georgia, Times New Roman, serif; font-size: x-small;">~ Only 5% of consumers had not used the internet to find a local business in the last 12 months </span></span></div><div style="text-align: justify;"><span style="background-color: white; line-height: 21px; text-align: start;"><span style="color: #073763; font-family: Georgia, Times New Roman, serif; font-size: x-small;">(down from 15% in 2012)</span></span></div><span style="background-color: white; text-align: start;"></span><br /><div style="line-height: 21px; text-align: justify;"><span style="background-color: white; text-align: start;"><span style="color: #073763; font-family: Georgia, Times New Roman, serif; font-size: x-small;">~ 37% of consumers used the internet to find local businesses at least one time per month </span></span></div><span style="background-color: white; text-align: start;"><div style="line-height: 21px; text-align: justify;"><span style="color: #073763; font-family: Georgia, Times New Roman, serif; font-size: x-small;">(up from 34% in 2012)</span></div><div style="color: #444444; line-height: 21px; text-align: justify;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><br /></span></div><div style="text-align: justify;"><b style="color: #444444; line-height: 21px;"><span style="font-family: Calibri; font-size: 11.0pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-font-family: Cambria; mso-bidi-language: AR-SA; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin;"><br /></span></b></div><div style="text-align: justify;"><b style="line-height: 21px;"><span style="line-height: 115%;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;">Many of us have new customer acquisition at the top of our wish list for 2014.</span></span></b></div><div style="text-align: justify;"><ul><li><span style="font-family: Georgia, 'Times New Roman', serif; font-size: small; line-height: 21px;"><span style="line-height: 115%;"><b>Fact #1:</b> To </span></span><span style="font-family: Georgia, 'Times New Roman', serif; font-size: small; line-height: 17px;">acquire new folks, you must first have market awareness.</span></li><li><span style="font-family: Georgia, 'Times New Roman', serif; font-size: small; line-height: 17px;"><b>Fact #2: </b>Awareness takes money that most of us simply don't have.</span></li></ul></div><div style="text-align: justify;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 17px;"><br /></span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 17px;"><b>That said, strategically, you have to steadfastly stick to two strict disciplines:</b></span></span></div><div style="text-align: left;"><br /></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 17px;"><b>1. <a href="http://www.marketmatch.blogspot.com/#!http://marketmatch.blogspot.com/2013/06/youll-never-get-everyone-to-love-you.html" target="_blank">You DO NOT want everyone in your market.</a></b> So why pay for media that reaches everyone. Identify as narrowly as possible who you REALLY want to walk through your door and focus your money there. Anyone else will walk in organically.</span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 17px;"><br /></span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><b style="line-height: 17px;">2. You need to reach your target when they care. </b><span style="line-height: 17px;">It would be great to have the budget for a Nike-style blanket awareness effort, but you don't. </span></span></div><div style="text-align: left;"><span style="line-height: 21px;"><span style="line-height: 115%;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><br /></span></span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 115%;"><br /></span></span></div><div style="text-align: left;"><span style="color: #073763; font-family: Georgia, Times New Roman, serif; font-size: small;"><b><span style="line-height: 115%;">More and more, a focus on </span><span style="line-height: 14px;">electroni</span><span style="line-height: 18px;">c media makes more sense than burning your budget on traditional broadcast and print. A serious evaluation of SEM and SEO can make a huge difference in your marketing results.</span></b></span></div><div style="text-align: left;"><span style="line-height: 21px;"><span style="line-height: 115%;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><br /></span></span></span></div><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiz0JKNhWF7uJeynQwfoJ8u3eMkKhriw9-AqIn1qy5nElMb65wDJWHbUm37uPGxqyFTSHDqFcyeixlfKfypGj2Jw2lnFs3hpbc-uOoUliUeunIqfTPHtofDFbkYSuEczkOzChtKp47_MtQ/s1600/searchenginemarketing.jpeg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="144" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiz0JKNhWF7uJeynQwfoJ8u3eMkKhriw9-AqIn1qy5nElMb65wDJWHbUm37uPGxqyFTSHDqFcyeixlfKfypGj2Jw2lnFs3hpbc-uOoUliUeunIqfTPHtofDFbkYSuEczkOzChtKp47_MtQ/s200/searchenginemarketing.jpeg" width="200" /></a></div><div style="text-align: left;"><!--[if gte mso 9]><xml> <o:DocumentProperties> <o:Revision>0</o:Revision> <o:TotalTime>0</o:TotalTime> <o:Pages>1</o:Pages> <o:Words>21</o:Words> <o:Characters>124</o:Characters> <o:Company>MarketMatch</o:Company> <o:Lines>1</o:Lines> <o:Paragraphs>1</o:Paragraphs> <o:CharactersWithSpaces>144</o:CharactersWithSpaces> <o:Version>14.0</o:Version> </o:DocumentProperties> <o:OfficeDocumentSettings> <o:RelyOnVML/> <o:AllowPNG/> </o:OfficeDocumentSettings></xml><![endif]--> <!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>JA</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:EnableOpenTypeKerning/> <w:DontFlipMirrorIndents/> <w:OverrideTableStyleHps/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument></xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true" DefSemiHidden="true" DefQFormat="false" DefPriority="99" LatentStyleCount="276"> <w:LsdException Locked="false" Priority="0" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Normal"/> <w:LsdException Locked="false" Priority="9" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="heading 1"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 2"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 3"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 4"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 5"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 6"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 7"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 8"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 9"/> <w:LsdException Locked="false" Priority="39" Name="toc 1"/> <w:LsdException Locked="false" Priority="39" Name="toc 2"/> <w:LsdException Locked="false" Priority="39" Name="toc 3"/> <w:LsdException Locked="false" Priority="39" Name="toc 4"/> <w:LsdException Locked="false" Priority="39" Name="toc 5"/> <w:LsdException Locked="false" Priority="39" Name="toc 6"/> <w:LsdException Locked="false" Priority="39" Name="toc 7"/> <w:LsdException Locked="false" Priority="39" Name="toc 8"/> <w:LsdException Locked="false" Priority="39" Name="toc 9"/> <w:LsdException Locked="false" Priority="35" QFormat="true" Name="caption"/> <w:LsdException Locked="false" Priority="10" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Title"/> <w:LsdException Locked="false" Priority="1" Name="Default Paragraph Font"/> <w:LsdException Locked="false" Priority="11" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtitle"/> <w:LsdException Locked="false" Priority="22" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Strong"/> <w:LsdException Locked="false" Priority="20" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Emphasis"/> <w:LsdException Locked="false" Priority="59" SemiHidden="false" UnhideWhenUsed="false" Name="Table Grid"/> <w:LsdException Locked="false" UnhideWhenUsed="false" Name="Placeholder Text"/> <w:LsdException Locked="false" Priority="1" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="No Spacing"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 1"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 1"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 1"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 1"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 1"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 1"/> <w:LsdException Locked="false" UnhideWhenUsed="false" Name="Revision"/> <w:LsdException Locked="false" Priority="34" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="List Paragraph"/> <w:LsdException Locked="false" Priority="29" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Quote"/> <w:LsdException Locked="false" Priority="30" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Quote"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 1"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 1"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 1"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 1"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 1"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 1"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 1"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 1"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 2"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 2"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 2"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 2"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 2"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 2"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 2"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 2"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 2"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 2"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 2"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 2"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 2"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 2"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 3"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 3"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 3"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 3"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 3"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 3"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 3"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 3"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 3"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 3"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 3"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 3"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 3"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 3"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 4"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 4"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 4"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 4"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 4"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 4"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 4"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 4"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 4"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 4"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 4"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 4"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 4"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 4"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 5"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 5"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 5"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 5"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 5"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 5"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 5"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 5"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 5"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 5"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 5"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 5"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 5"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 5"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 6"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 6"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 6"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 6"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 6"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 6"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 6"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 6"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 6"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 6"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 6"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 6"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 6"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 6"/> <w:LsdException Locked="false" Priority="19" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtle Emphasis"/> <w:LsdException Locked="false" Priority="21" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Emphasis"/> <w:LsdException Locked="false" Priority="31" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtle Reference"/> <w:LsdException Locked="false" Priority="32" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Reference"/> <w:LsdException Locked="false" Priority="33" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Book Title"/> <w:LsdException Locked="false" Priority="37" Name="Bibliography"/> <w:LsdException Locked="false" Priority="39" QFormat="true" Name="TOC Heading"/> </w:LatentStyles></xml><![endif]--> <!--[if gte mso 10]><style> /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin-top:0in; mso-para-margin-right:0in; mso-para-margin-bottom:10.0pt; mso-para-margin-left:0in; line-height:115%; mso-pagination:widow-orphan; font-size:11.0pt; font-family:Calibri; mso-ascii-font-family:Calibri; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Calibri; mso-hansi-theme-font:minor-latin;} </style><![endif]--> <!--StartFragment--><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><b><span style="line-height: 21px;"><span style="line-height: 115%;"><span style="color: #073763;">Search Engine Marketing</span></span></span><span style="line-height: 115%;"> </span></b><span style="line-height: 21px;"><span style="line-height: 115%;">- </span></span><span style="line-height: 115%;">(SEM) allows you to quickly identify and serve text ads to individuals as they are looking for information related to local </span><span style="line-height: 17px;">banking options </span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 17px;"><br /></span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 17px;">SEM is focused on key words, so you reach your target while they are hunting for what you do - but it goes much deeper. For the most part, you can also target your SEM just like you do direct mail: Regional, demographic, lifestyle, etc.</span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 17px;"><br /></span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 17px;">SEM is typically budgeted on a cost-per-click model, so unlike direct mail, you will not pay for simple exposure, but for actual desired action.</span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 17px;"><br /></span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 17px;"><br /></span></span></div><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9RJpWeEWVdPUvX-GwMyzRJF83hclQ7fbvEfkfM71K_yVIZQLutmhLRWhTV668iP9c7A4-C6uYzECFvOCdoGVodiwQ3Fs2Pl16hR50qQHrAyGHA42oRQbA3ttvU0dBh2vSucrmM65W_ng/s1600/Seo-Creative2.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="100" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9RJpWeEWVdPUvX-GwMyzRJF83hclQ7fbvEfkfM71K_yVIZQLutmhLRWhTV668iP9c7A4-C6uYzECFvOCdoGVodiwQ3Fs2Pl16hR50qQHrAyGHA42oRQbA3ttvU0dBh2vSucrmM65W_ng/s200/Seo-Creative2.jpg" width="200" /></a></div><div style="text-align: left;"><!--[if gte mso 9]><xml> <o:DocumentProperties> <o:Revision>0</o:Revision> <o:TotalTime>0</o:TotalTime> <o:Pages>1</o:Pages> <o:Words>60</o:Words> <o:Characters>343</o:Characters> <o:Company>MarketMatch</o:Company> <o:Lines>2</o:Lines> <o:Paragraphs>1</o:Paragraphs> <o:CharactersWithSpaces>402</o:CharactersWithSpaces> <o:Version>14.0</o:Version> </o:DocumentProperties> <o:OfficeDocumentSettings> <o:RelyOnVML/> <o:AllowPNG/> </o:OfficeDocumentSettings></xml><![endif]--> <!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>JA</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:EnableOpenTypeKerning/> <w:DontFlipMirrorIndents/> <w:OverrideTableStyleHps/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument></xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true" DefSemiHidden="true" DefQFormat="false" DefPriority="99" LatentStyleCount="276"> <w:LsdException Locked="false" Priority="0" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Normal"/> <w:LsdException Locked="false" Priority="9" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="heading 1"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 2"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 3"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 4"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 5"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 6"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 7"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 8"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 9"/> <w:LsdException Locked="false" Priority="39" Name="toc 1"/> <w:LsdException Locked="false" Priority="39" Name="toc 2"/> <w:LsdException Locked="false" Priority="39" Name="toc 3"/> <w:LsdException Locked="false" Priority="39" Name="toc 4"/> <w:LsdException Locked="false" Priority="39" Name="toc 5"/> <w:LsdException Locked="false" Priority="39" Name="toc 6"/> <w:LsdException Locked="false" Priority="39" Name="toc 7"/> <w:LsdException Locked="false" Priority="39" Name="toc 8"/> <w:LsdException Locked="false" Priority="39" Name="toc 9"/> <w:LsdException Locked="false" Priority="35" QFormat="true" Name="caption"/> <w:LsdException Locked="false" Priority="10" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Title"/> <w:LsdException Locked="false" Priority="1" Name="Default Paragraph Font"/> <w:LsdException Locked="false" Priority="11" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtitle"/> <w:LsdException Locked="false" Priority="22" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Strong"/> <w:LsdException Locked="false" Priority="20" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Emphasis"/> <w:LsdException Locked="false" Priority="59" SemiHidden="false" UnhideWhenUsed="false" Name="Table Grid"/> <w:LsdException Locked="false" UnhideWhenUsed="false" Name="Placeholder Text"/> <w:LsdException Locked="false" Priority="1" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="No Spacing"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 1"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 1"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 1"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 1"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 1"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 1"/> <w:LsdException Locked="false" UnhideWhenUsed="false" Name="Revision"/> <w:LsdException Locked="false" Priority="34" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="List Paragraph"/> <w:LsdException Locked="false" Priority="29" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Quote"/> <w:LsdException Locked="false" Priority="30" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Quote"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 1"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 1"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 1"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 1"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 1"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 1"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 1"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 1"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 2"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 2"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 2"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 2"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 2"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 2"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 2"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 2"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 2"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 2"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 2"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 2"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 2"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 2"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 3"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 3"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 3"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 3"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 3"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 3"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 3"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 3"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 3"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 3"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 3"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 3"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 3"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 3"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 4"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 4"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 4"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 4"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 4"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 4"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 4"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 4"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 4"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 4"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 4"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 4"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 4"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 4"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 5"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 5"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 5"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 5"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 5"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 5"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 5"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 5"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 5"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 5"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 5"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 5"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 5"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 5"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 6"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 6"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 6"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 6"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 6"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 6"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 6"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 6"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 6"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 6"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 6"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 6"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 6"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 6"/> <w:LsdException Locked="false" Priority="19" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtle Emphasis"/> <w:LsdException Locked="false" Priority="21" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Emphasis"/> <w:LsdException Locked="false" Priority="31" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtle Reference"/> <w:LsdException Locked="false" Priority="32" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Reference"/> <w:LsdException Locked="false" Priority="33" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Book Title"/> <w:LsdException Locked="false" Priority="37" Name="Bibliography"/> <w:LsdException Locked="false" Priority="39" QFormat="true" Name="TOC Heading"/> </w:LatentStyles></xml><![endif]--> <!--[if gte mso 10]><style> /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin-top:0in; mso-para-margin-right:0in; mso-para-margin-bottom:10.0pt; mso-para-margin-left:0in; line-height:115%; mso-pagination:widow-orphan; font-size:11.0pt; font-family:Calibri; mso-ascii-font-family:Calibri; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Calibri; mso-hansi-theme-font:minor-latin;} </style><![endif]--> <!--StartFragment--><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 115%;"><b><span style="color: #073763;">SEO</span> </b>- </span><span style="line-height: 115%;">Having a Search Engine Optimization (SEO) strategy is an essential component in being competitive in the search engine realm and providing your customers with the most timely, accurate information about what you do and what you're about. The goal of SEO is to provide an intuitive user experience by communicating with search engines about your products and services so that you rank well within the search results. </span><!--EndFragment--></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 115%;"><br /></span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 18px;">Proper SEO is not a DIY project. It requires regular analysis of web crawler reports, key word rankings, competitive analysis and content review. It also takes updates of keywords generation and meta data as well as social media integration.</span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 115%;"><br /></span></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><b><span style="line-height: 115%;">The best part is that both SEM and SEO are budget friendly. With a pay-per-click and super-tight targeting, you can create a SEM plan that fits most any budget. And, while SEO is an ongoing effort, you can </span><span style="line-height: 18px;">reasonably</span><span style="line-height: 115%;"> expect to pay </span><span style="line-height: 18px;">just a</span><span style="line-height: 115%;"> few </span><span style="line-height: 18px;">hundred</span><span style="line-height: 115%;"> dollars per month for the consultation, reporting, analysis and management</span></b></span></div><div style="text-align: left;"><span style="font-family: Georgia, Times New Roman, serif; font-size: small;"><span style="line-height: 115%;"><br /></span></span></div><div style="text-align: justify;"><div style="font-size: medium; text-align: start;"><div><i style="color: #660000;"><b><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">We bring these marketing philosophies to credit unions and community banks nationwide, and would love to bring them to your institution too. <a href="mailto:egagliano@marketmatch.com" target="_blank">Contact us to see how.</a></span></b></i></div><div><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><i style="color: #660000; text-indent: 0in;"><br /></i><i style="color: #660000; text-indent: 0in;">With more than 280,000 visits worldwide, we hope that you enjoy this blog. If you find it helpful, please share it with your colleagues. Also, check out our <a href="http://www.youtube.com/user/WeAreMarketMatch/videos" target="_blank">YouTube Channel</a> for short video blogs about financial marketing. </i></span></div><div><div class="MsoNormal"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><span class="Apple-style-span" style="color: #660000; font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><i><br /></i></span></div></div></div></div><div class="MsoNormal"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><i style="color: #660000;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">MarketMatch is also a nationally and internationally requested speaker. <a href="mailto:egagliano@marketmatch.com" target="_blank">Contact us</a> to bring our marketing ideas to your next conference.</span></i></div></div></div></div><div class="MsoNormal"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><br /></span></div></div></div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="text-align: center;"><span class="Apple-style-span" style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif; font-size: small;"><a href="http://www.marketmatch.com/Speaking-Tour" target="_blank">Here are the conferences where you can find MarketMatch.</a></span></div></div></div></div></div><div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px; text-align: center;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><br /></span></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"></div></div></div></div></div></div></div></div><div class="MsoBodyText"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="text-align: right;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span class="Apple-style-span" style="color: #660000;"><b><i><span class="Apple-style-span" style="line-height: 19px;"><i><a href="http://www.marketmatch.com/" target="_blank">See our story here.</a></i></span></i></b></span></span><b><i> </i></b><span style="color: #660000;"><i><b>(click)</b></i></span></div></div></div></div></div></div></div></div></div></div></div></div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><span class="Apple-style-span" style="color: #660000; font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b><i><span class="Apple-style-span" style="line-height: 19px;"><i><a href="http://workface.com/e/ericgagliano#" target="_blank">Chat with me LIVE!</a></i></span> (click)</i></b></span></div></div></div></div></div></div></div></div></div></div></div></div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><a href="mailto:egagliano@marketmatch.com" target="_blank"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span class="Apple-style-span" style="color: #660000;"><b><i><span class="Apple-style-span" style="line-height: 19px;"><i>Or email me directly </i></span></i></b></span><b style="color: #660000;"><i>(click)</i></b></span></a></div></div></div></div></div></div></div></div></div></div></div></div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="font-weight: bold;"><span class="Apple-style-span" style="color: #660000;"><b><i><span class="Apple-style-span" style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif; line-height: 19px;">937-426-9848</span></i></b></span></div><div style="font-weight: bold;"><span class="Apple-style-span" style="color: #660000;"><b><i><span class="Apple-style-span" style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif; line-height: 19px;">Follow me on Twitter @egagliano</span></i></b></span><br /><div><span class="Apple-style-span" style="color: #660000;"><b><i><span class="Apple-style-span" style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif; line-height: 19px;"><br /></span></i></b></span></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></span></td></tr></tbody></table><br />Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-79192652624934140912013-12-09T00:23:00.000-08:002013-12-12T08:52:01.152-08:00 7 Unique Roles of B2B Telemarketing you won’t find anywhere else<div class="separator" style="clear: both; text-align: center;"><a href="http://2.bp.blogspot.com/-cnwoC5otZKc/UqV0jv-dHfI/AAAAAAAAAc0/Fv1CgPZ4qlM/s1600/7+Unique+Roles+of+B2B+Telemarketing+you+won%E2%80%99t+find+anywhere+else.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://2.bp.blogspot.com/-cnwoC5otZKc/UqV0jv-dHfI/AAAAAAAAAc0/Fv1CgPZ4qlM/s1600/7+Unique+Roles+of+B2B+Telemarketing+you+won%E2%80%99t+find+anywhere+else.jpg" /></a></div><div class="MsoNormal" style="line-height: 12.0pt;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal" style="line-height: 12pt; text-align: justify;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Telemarketing now resides within the shadows cast by the enormous internet marketing evolution that’s eating up the business world today. About two decades ago it was at the pinnacle of all marketing heights, and now it only exists as a seasoned veteran – but very much alive.</span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 12pt; text-align: justify;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">There are things that traditional marketers value and these are things that only a traditional method like telemarketing can bring about.</span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 12pt; text-align: justify;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal" style="line-height: 12pt; text-align: justify;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Therefore it creates a distinctive impact in the industry, one that preserves the very reason why <b><i>telemarketing </i></b>is still being used by a majority of B2B companies.</span><br /><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><i><br /></i></span><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><i><b>Here are the roles that it plays in the B2B framework, and why you should value them as well:</b></i></span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 12.0pt;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29.0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Helvetica;">1.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Telemarketing can tap a non-Internet-based demographic. </span></b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Believe it or not, there is still a significant fragment of people that are not web-savvy, even in the B2B world. These are your conventional business people, living off simple needs and traditions. And just because they’re not online doesn’t mean they don't deserve your business.</span><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span><br /><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29.0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Helvetica;">2.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Telemarketing can strengthen brand awareness. </span></b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">What marketers really need nowadays is to reinforce a brand name without merely repeating. Telemarketing gives the opportunity to instill a brand within the target market’s awareness by being informative and personal at the same time.</span><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span><br /><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29.0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Helvetica;">3.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Telemarketing can extract immediate and timely feedback. </span></b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Telemarketing promotes immediacy and interactivity, which other channels do not possess.</span><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span><br /><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29.0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Helvetica;">4.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Telemarketing calls can strengthen a relationship with existing customers while maintaining selling opportunities.</span></b><span style="color: #010101; font-size: 10.5pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"> </span><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><a href="http://www.callboxinc.com/telemarketing/the-five-things-you-should-focus-on-in-telemarketing/">Recurringcustomers make a company stable, and it’s important to keep the ties strong.</a>Telemarketing can make them feel they are continually valued.</span><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span><br /><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29.0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Helvetica;">5.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Telemarketing is still perfect for business-to-business interactions. </span></b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Business-to-business calls are part of the commercial landscape and do not carry the stigma that calling on households can. Aside from email, telemarketing calls are the main communication lines for businesses.</span><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span><br /><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29.0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Helvetica;">6.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--><b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Telemarketing can establish a good talent pool for future sales representatives. </span></b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">Telemarketing is a great way to try out people who have an aptitude in sales as a career track and see if they’ve got what it takes to succeed with the big guys.</span><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div><br /><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29.0pt; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Helvetica;">7.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> <a href="http://www.callboxinc.com/services/telemarketing/"> </a></span></span><!--[endif]--><b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><a href="http://www.callboxinc.com/services/telemarketing/">Telemarketingprovides sales </a>evaluation data. </span></b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">The vertical volume of telemarketing calls provides a number of evaluation metrics, such as number of calls made, successful contacts per call, and lead closing rates. This is important in drafting future plans and making adjustments in a campaign’s approach.</span><span style="color: #010101; font-family: "Helvetica","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div>Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com1tag:blogger.com,1999:blog-6172721455102485437.post-57026510305422077072013-12-08T05:21:00.000-08:002013-12-12T09:14:24.063-08:00Two Keys to More Effective Marketing in 2014 - How Marketing Content Must ChangeWith 2014 now less than a month away, most B2B marketers are well into their planning for next year. For most marketers, the ultimate question is: <em>What can we do to boost the effectiveness of our marketing efforts in 2014?</em><br /><em></em><br />This is the second of two posts that are describing two key actions that marketers can take to improve marketing effectiveness in 2014. In my <a href="http://b2bmarketingdirections.blogspot.com/2013/12/two-keys-to-more-effective-marketing-in.html">last post</a>, I discussed why most B2B companies need to implement marketing automation and CRM technologies. In this post, I'll describe how marketing content needs to change in 2014.<br /><br />More than nine out of ten B2B marketers now say they are using some form of content marketing, according to <a href="http://contentmarketinginstitute.com/2013/10/2014-b2b-content-marketing-research/">research by the Content Marketing Institute and MarketingProfs</a>. The irony is that the popularity of content marketing is creating a new challenge for marketers. As more companies implement content marketing and publish more content, it's becoming more difficult to make your content stand out.<br /><br />The key to content marketing success in 2014 will be to make your content useful. The concept of <em><strong>utilitarian marketing</strong></em> - marketing that is truly useful to the recipient - has gained increased attention in recent months largely due to the publication of two books - <em><a href="http://www.amazon.com/Youtility-Smart-Marketing-about-Help/dp/1591846668/ref=sr_1_1?s=books&ie=UTF8&qid=1382883510&sr=1-1&keywords=Youtility">Youtility</a></em> by Jay Baer, and <em><a href="http://www.amazon.com/Ctrl-Alt-Delete-Business-Depends/dp/1455523305/ref=sr_1_1?s=books&ie=UTF8&qid=1382883579&sr=1-1&keywords=ctrl+alt+delete">Ctrl Alt Delete</a></em> by Mitch Joel.<br /><br />In <em>Youtility</em>, Jay Baer argues that there are only two ways for companies to break through the marketing and advertising clutter that engulfs today's consumers and business buyers. They can be <em>amazing</em> or they can be <em>useful</em>. Being amazing works, Baer says, but it is more difficult to do and provides less predictable results than being useful.<br /><br />Being useful is what Baer means by "Youtility," which he defines as follows:<br /><br /><em>"Youtility is marketing upside down. Instead of marketing that's needed by companies, Youtility is marketing that's wanted by customers. Youtility is massively useful information, provided for free, that creates long-term trust and kinship between your company and your customers."</em><br /><em></em><br />In <em>Ctrl Alt Delete</em>, Mitch Joel contends that what he calls utilitarianism marketing will be the "next great business disrupter." Joel describes utilitarianism marketing as follows:<br /><em><br />"What is utilitarianism marketing? It's not about advertising, it's not about messaging, and it's not about immediate conversations. It's about providing a true value and utility: something consumers not only would want to use - constantly and consistently - but would derive so much value from it that it would be given front-and-center attention in their lives."<br /> </em><br />In the CMI/MarketingProfs study mentioned earlier, 73% of B2B marketers surveyed said they are currently producing more content than they were twelve months earlier. There is every reason to think that companies will produce more content in 2014 than they did in 2013. With so much content available, potential buyers have little patience for content that doesn't provide real value and utility. If they don't see value in your content, they'll simply move on to someone else's. <br /><br />There are several actions you can take to improve the effectiveness of your marketing in 2014, but nothing is more important than producing content that is truly useful to your customers and prospects.<br /><br />Read Part 1 of the series <a href="http://b2bmarketingdirections.blogspot.com/2013/12/two-keys-to-more-effective-marketing-in.html">here</a>.Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-48504660535034007832013-12-04T17:49:00.000-08:002013-12-12T08:52:01.167-08:00Handle B2B Software Telemarketing Rejections In Six Ways<div class="separator" style="clear: both; text-align: center;"><a href="http://4.bp.blogspot.com/-mVgm-sGsi8c/Up_UqeqrXVI/AAAAAAAAAcQ/CK_15AxIL8Y/s1600/Handle+B2B+Software+Telemarketing+Rejections+In+Six+Ways.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://4.bp.blogspot.com/-mVgm-sGsi8c/Up_UqeqrXVI/AAAAAAAAAcQ/CK_15AxIL8Y/s1600/Handle+B2B+Software+Telemarketing+Rejections+In+Six+Ways.jpg" /></a></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">Rejections from your</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">sales leads</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">prospects can be a <i>big blow</i> to your</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">B2B telemarketing</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">efforts, but you have to admit that this is the reality that many software companies have to face every day. Yes, the market is expanding, but that is no assurance that you, as the software services provider, will be able to get a lot of</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">B2B leads</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">. That is because there are a lot of you in the same business as well. Competition is good, but only if you have something that your prospects need. Aside from that, you also need to make sure that you <i><a href="http://www.callboxinc.com/services/">deliver excellent serviceall the time</a></i>. Yes, there will be rejections, it cannot be helped. It is how you handle that makes all the difference. The question here is this: <i>how will you do it?</i></span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"> <o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 29.0pt; margin-right: 0in; margin-top: 0in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Arial;">1.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--></b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b>Consider things rationally</b> – when you get a <b>‘no’</b> from potential</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">sales leads</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">, do not feel bad. Always remember that this is a rejection of your business, not you. Come to think of it, they may not be even rejecting you totally. There is the possibility that they would want to know more about your business. Figure out what their <b>‘no’</b> really mean, and you may be able to nail it.</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 29.0pt; margin-right: 0in; margin-top: 0in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Arial;">2.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--></b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b>Identify their dislikes</b> – for business prospects that rejected you after presenting everything, you should seek a more specific reason why they are saying ‘no’. There are cases where a prospect rejected an offer only because of one small part of the package. If you can do away with it, then you might be able to save the sale. Just be sharp about it.</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 29.0pt; margin-right: 0in; margin-top: 0in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Arial;">3.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--></b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b>Figure out the <i>‘no’</i></b> – some</span><span style="color: #010101; font-family: Arial, sans-serif;"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><i><a href="http://www.callboxinc.com/author/bsummers/">B2b appointment setting specialists</a></i> make the mistake of accepting the rejection immediately, not realizing that the underlying reason may just be a trivial matter. You should always keep in mind that, behind every ‘no’ that you get, there is the possibility of ‘yes’ that you have yet to uncover. Be specific, be inquisitive. That business deal could be yours.</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 29.0pt; margin-right: 0in; margin-top: 0in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Arial;">4.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--></b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b>Keep going with the tough ones</b> – in any</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">B2B lead generation</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">campaign, there will always be business prospects that possess a pretty strong personality, the type of people whom you will have a very hard time to convince. But if you keep going, if you keep pursuing them, then you might be able to convince them that you mean business.</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 29.0pt; margin-right: 0in; margin-top: 0in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Arial;">5.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--></b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b>Collect the rejected ones</b> – they might prove to be useful for your future sales campaigns. Software and IT needs change over time, and if you can offer them something good, then you might be able to make a sale happen.</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in; margin-left: 29.0pt; margin-right: 0in; margin-top: 0in; mso-list: l0 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.5pt; mso-fareast-font-family: Arial;">6.<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><!--[endif]--></b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b>Fix you closing</b> – the closing is the most important part of your</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">B2B telemarketing</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">process. If you cannot make it impressive or memorable enough, then you reduce your chances of make a sale or a deal to happen. You better polish up your act at this point.</span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><br /><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">Getting rejected in your</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">B2B telemarketing</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">campaign can be handled, you just need to know how.</span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div>Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-20239285596163546002013-12-03T07:08:00.000-08:002013-12-14T21:06:46.030-08:00Making It Happen<!--[if gte mso 9]><xml> <o:DocumentProperties> <o:Revision>0</o:Revision> <o:TotalTime>0</o:TotalTime> <o:Pages>1</o:Pages> <o:Words>388</o:Words> <o:Characters>2216</o:Characters> <o:Company>MarketMatch</o:Company> <o:Lines>18</o:Lines> <o:Paragraphs>5</o:Paragraphs> <o:CharactersWithSpaces>2599</o:CharactersWithSpaces> <o:Version>14.0</o:Version> </o:DocumentProperties> <o:OfficeDocumentSettings> <o:AllowPNG/> </o:OfficeDocumentSettings></xml><![endif]--> <!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>JA</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:EnableOpenTypeKerning/> <w:DontFlipMirrorIndents/> <w:OverrideTableStyleHps/> <w:UseFELayout/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument></xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true" DefSemiHidden="true" DefQFormat="false" DefPriority="99" LatentStyleCount="276"> <w:LsdException Locked="false" Priority="0" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Normal"/> <w:LsdException Locked="false" Priority="9" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="heading 1"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 2"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 3"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 4"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 5"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 6"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 7"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 8"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 9"/> <w:LsdException Locked="false" Priority="39" Name="toc 1"/> <w:LsdException Locked="false" Priority="39" Name="toc 2"/> <w:LsdException Locked="false" Priority="39" Name="toc 3"/> <w:LsdException Locked="false" Priority="39" Name="toc 4"/> <w:LsdException Locked="false" Priority="39" Name="toc 5"/> <w:LsdException Locked="false" Priority="39" Name="toc 6"/> <w:LsdException Locked="false" Priority="39" Name="toc 7"/> <w:LsdException Locked="false" Priority="39" Name="toc 8"/> <w:LsdException Locked="false" Priority="39" Name="toc 9"/> <w:LsdException Locked="false" Priority="35" QFormat="true" Name="caption"/> <w:LsdException Locked="false" Priority="10" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Title"/> <w:LsdException Locked="false" Priority="1" Name="Default Paragraph Font"/> <w:LsdException Locked="false" Priority="11" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtitle"/> <w:LsdException Locked="false" Priority="22" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Strong"/> <w:LsdException Locked="false" Priority="20" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Emphasis"/> <w:LsdException Locked="false" Priority="59" SemiHidden="false" UnhideWhenUsed="false" Name="Table Grid"/> <w:LsdException Locked="false" UnhideWhenUsed="false" Name="Placeholder Text"/> <w:LsdException Locked="false" Priority="1" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="No Spacing"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 1"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 1"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 1"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 1"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 1"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 1"/> <w:LsdException Locked="false" UnhideWhenUsed="false" Name="Revision"/> <w:LsdException Locked="false" Priority="34" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="List Paragraph"/> <w:LsdException Locked="false" Priority="29" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Quote"/> <w:LsdException Locked="false" Priority="30" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Quote"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 1"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 1"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 1"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 1"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 1"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 1"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 1"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 1"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 2"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 2"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 2"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 2"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 2"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 2"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 2"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 2"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 2"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 2"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 2"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 2"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 2"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 2"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 3"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 3"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 3"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 3"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 3"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 3"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 3"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 3"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 3"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 3"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 3"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 3"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 3"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 3"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 4"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 4"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 4"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 4"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 4"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 4"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 4"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 4"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 4"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 4"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 4"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 4"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 4"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 4"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 5"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 5"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 5"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 5"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 5"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 5"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 5"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 5"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 5"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 5"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 5"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 5"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 5"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 5"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 6"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 6"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 6"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 6"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 6"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 6"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 6"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 6"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 6"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 6"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 6"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 6"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 6"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 6"/> <w:LsdException Locked="false" Priority="19" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtle Emphasis"/> <w:LsdException Locked="false" Priority="21" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Emphasis"/> <w:LsdException Locked="false" Priority="31" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtle Reference"/> <w:LsdException Locked="false" Priority="32" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Reference"/> <w:LsdException Locked="false" Priority="33" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Book Title"/> <w:LsdException Locked="false" Priority="37" Name="Bibliography"/> <w:LsdException Locked="false" Priority="39" QFormat="true" Name="TOC Heading"/> </w:LatentStyles></xml><![endif]--> <!--[if gte mso 10]><style> /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin:0in; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:12.0pt; font-family:Cambria; mso-ascii-font-family:Cambria; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Cambria; mso-hansi-theme-font:minor-latin;} </style><![endif]--> <!--StartFragment--> <br /><div class="MsoNormal"><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg-p09vLwcE5Evgnbp_72Vp4Jc6HAkAr7cDXyh6Bljs5R3_bqD_cSMehzpc2Hw6wu7iB6_itbJ-JlBVH25HcM6a8PoEIqUVpC9k3Res3WLg-6CUHIB4QWoMR3VIC6ny0YpFHR0L_GyNNRAu/s1600/2014.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="182" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg-p09vLwcE5Evgnbp_72Vp4Jc6HAkAr7cDXyh6Bljs5R3_bqD_cSMehzpc2Hw6wu7iB6_itbJ-JlBVH25HcM6a8PoEIqUVpC9k3Res3WLg-6CUHIB4QWoMR3VIC6ny0YpFHR0L_GyNNRAu/s400/2014.jpg" width="400" /></a></div><br />The holiday season is here. Organizationally, it is strategic planning time, budgets are being finalized and most of us are buckling down to finish out the year with a bang. Personally, most are making gift lists and thinking about their New Years resolutions.</div><div class="MsoNormal"><o:p></o:p></div><div class="MsoNormal"><br /></div><div class="MsoNormal">Last year for Christmas, my husband got me a book called <i><a href="https://yoursuccessstore.com/dh010-006.html" target="_blank">Living Your Best Year Ever</a></i>, which is filled with goal-setting activities and personal and professional challenges. I'd had a tough year, and was honestly wishing it was a pair of earrings instead because that was easier than facing the realities of wanting to change several big things in my life. But I knew I needed to change things if I wanted things to change, so I dug into the book.<br /><br />While at first I was overwhelmed with its intensity, the (seemingly simple, yet hard to make habitual) act of writing down my goals and following the plan of daily activities directly tied to my goals was a powerful and enlightening experience. </div><blockquote class="tr_bq"><b>“Goal setting is the most important aspect of all improvement and personal development plans. Confidence is important, determination is vital, certain personality traits contribute to success, but they all come into focus in goal setting.” -Paul J. Meyer</b></blockquote><div class="MsoNormal">For the three big goals I had for myself this year, the book had me focused every day on the things I could do to get me to my goals. Surprisingly, my most difficult goal was met first…by March 6. <o:p></o:p></div><div class="MsoNormal"><br /></div><div class="MsoNormal">“Living a more balanced life” – well, I’m still working on that, but, with a great support network around me and those I have shared my goals with who keep me accountable, I am markedly closer than I was in January.<o:p></o:p></div><div class="MsoNormal"><br /></div><div class="MsoNormal">We all have big goals for ourselves, and many people succeed in great feats like losing 100 pounds, finding their dream job, or starting their own business. The one thing these people have in common is that they calibrate their daily lives around these goals. They figure out what they can do on a daily basis that would get them closest to their goal, measure their progress daily, set weekly goals, and do monthly reviews of what works and what doesn’t.</div><blockquote class="tr_bq"><b>“To achieve something you have never achieved before you must become someone you have never been.” -Les Brown</b></blockquote><div class="MsoNormal">Reaching big goals, personal or professional, whether it is to achieve a new feat in loan growth or to write a novel, is a daily execution of smaller tasks and measurement. And you can’t do it alone. If it is organizational, involve your staff in the goal setting and measurement. Make measuring your progress a team activity. Put up one of those thermometer pages and draw it in each time you get closer to that goal. The more people in your organization who you involve in this process, the more successful you will be.<br /><br />If it is a personal goal, tell someone close to you what your plans are and share your progress with him/her along the way. You'll always push yourself harder if you know you have someone holding you accountable on a regular basis. But most important in this process is stopping to assess your progress along the way in order to make improvements and celebrate successes. <br /><br />Reaching goals requires continued awareness and a lifestyle of commitment to the growth and improvement you want in all areas of life. It is a journey, and not a destination. Here's to a great ending to 2013, and an upcoming year of bests.</div><blockquote class="tr_bq"><b>“Go confidently in the direction of your dreams. Live the life you’ve imagined.” -Henry David Thoreau</b></blockquote><br /><br />Amanda<br /><div class="MsoNormal"><o:p></o:p></div><!--EndFragment-->Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-6367330965046422732013-12-01T05:16:00.000-08:002013-12-12T09:14:24.079-08:00Two Keys to More Effective Marketing in 2014 - Part 1Two years ago this month, I published a post here titled <em><a href="http://b2bmarketingdirections.blogspot.com/2011/12/five-ways-to-improve-your-marketing-in.html">Five Ways to Improve Your Marketing in 2012</a></em>. With the end of 2013 now only a month away, I thought it would be a good time to revisit this topic with 2014 in mind. How much of what I wrote in 2011 is still relevant, and what would I change about (or add to) my 2011 post.<br /><br />In my earlier post, I made five recommendations:<br /><ul><li>Develop a marketing strategy</li><li>Shift primary responsibility for lead generation from sales to marketing</li><li>Increase the number of leads you acquire via inbound marketing</li><li>Develop and implement a sound lead management process</li><li>Implement a content marketing strategy</li></ul>These recommendations are as valid today as they were two years ago, although I believe that the number of B2B companies using some or all of these practices has increased substantially over the past two years.<br /><br />So, what are the most critical actions that B2B marketers should take in 2014 to boost marketing performance? There are several plausible answers to this question, but I suggest that two actions stand out in importance. In this post, I'll discuss why technology has become all but essential for effective B2B marketing in 2014, and my next post will describe how marketing content must change in 2014.<br /><br /><strong>Why Marketing Technology is Essential</strong><br /><strong></strong><br />I don't write frequently in this blog about marketing technology for a couple of reasons. First, there are many other good sources of information on that topic. In addition, the hype surrounding marketing technology can easily create the erroneous impression that technology is a "silver bullet" that will automatically improve marketing and sales performance.<br /><br />It's clear, however, that marketing and technology are deeply entwined and that it's now practically impossible to build and execute effective marketing programs without the use of technology. For example, unless you're working with a very small number of prospects, it's extremely difficult and highly inefficient to run sophisticated lead nurturing programs without the right technology tools.<br /><br />B2B marketing automation (aka lead management) software enables companies to execute personalized and behavior-driven lead nurturing programs. These technologies also typically enable extensive data collection regarding lead behavior and the use of automated lead scoring systems. B2B marketing automation solutions are typically integrated with CRM solutions, and this combination of technologies can significantly improve the effectiveness and efficiency of both marketing and sales efforts.<br /><br />The good news is, both marketing automation solutions and CRM solutions are now widely available as hosted solutions, they are relatively easy to use, and they are affordable for most B2B companies. These factors, combined with the pressing need to improve marketing performance, have made B2B marketing automation software extremely popular. <a href="http://customerexperiencematrix.blogspot.com/">David Raab</a>, a widely-respected marketing automation industry analyst, estimates that revenues from the sale of B2B marketing automation software will reach $750 million in 2013, and the market has been growing at about 50% per year for the past several years.<br /><br />If you don't have the internal skills needed to successfully implement a marketing automation solution, you should consider working with a marketing services firm that can use these technologies to execute marketing programs on your behalf.<br /><br />Marketing technology is not a panacea, but it will be essential for effective B2B marketing in 2014.<br /><br />Read Part 2 of the series <a href="http://b2bmarketingdirections.blogspot.com/2013/12/two-keys-to-more-effective-marketing-in_8.html">here</a>.Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-59284569148331467202013-11-28T13:45:00.000-08:002013-12-14T21:18:04.689-08:00Mind over Marketing<br />Competitive brand battles can be drawn out affairs, outlasting the <br />tenures of several management teams. They can also be very expensive, <br />often requiring outlays in the hundreds of millions of dollars. In some <br />cases, billions of dollars are involved. It’s not just Coke versus <br />Pepsi. These battles occur in every industry and practically every <br />product category. Visa versus Mastercard. Nike Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-70460792626139964422013-11-25T08:32:00.000-08:002013-12-14T21:06:46.042-08:00Thanksgiving <!--[if gte mso 9]><xml> <o:DocumentProperties> <o:Revision>0</o:Revision> <o:TotalTime>0</o:TotalTime> <o:Pages>1</o:Pages> <o:Words>264</o:Words> <o:Characters>1505</o:Characters> <o:Company>MarketMatch</o:Company> <o:Lines>12</o:Lines> <o:Paragraphs>3</o:Paragraphs> <o:CharactersWithSpaces>1766</o:CharactersWithSpaces> <o:Version>14.0</o:Version> </o:DocumentProperties> <o:OfficeDocumentSettings> <o:AllowPNG/> </o:OfficeDocumentSettings></xml><![endif]--> <!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>JA</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:EnableOpenTypeKerning/> <w:DontFlipMirrorIndents/> <w:OverrideTableStyleHps/> <w:UseFELayout/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument></xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true" DefSemiHidden="true" DefQFormat="false" DefPriority="99" LatentStyleCount="276"> <w:LsdException Locked="false" Priority="0" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Normal"/> <w:LsdException Locked="false" Priority="9" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="heading 1"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 2"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 3"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 4"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 5"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 6"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 7"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 8"/> <w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 9"/> <w:LsdException Locked="false" Priority="39" Name="toc 1"/> <w:LsdException Locked="false" Priority="39" Name="toc 2"/> <w:LsdException Locked="false" Priority="39" Name="toc 3"/> <w:LsdException Locked="false" Priority="39" Name="toc 4"/> <w:LsdException Locked="false" Priority="39" Name="toc 5"/> <w:LsdException Locked="false" Priority="39" Name="toc 6"/> <w:LsdException Locked="false" Priority="39" Name="toc 7"/> <w:LsdException Locked="false" Priority="39" Name="toc 8"/> <w:LsdException Locked="false" Priority="39" Name="toc 9"/> <w:LsdException Locked="false" Priority="35" QFormat="true" Name="caption"/> <w:LsdException Locked="false" Priority="10" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Title"/> <w:LsdException Locked="false" Priority="1" Name="Default Paragraph Font"/> <w:LsdException Locked="false" Priority="11" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtitle"/> <w:LsdException Locked="false" Priority="22" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Strong"/> <w:LsdException Locked="false" Priority="20" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Emphasis"/> <w:LsdException Locked="false" Priority="59" SemiHidden="false" UnhideWhenUsed="false" Name="Table Grid"/> <w:LsdException Locked="false" UnhideWhenUsed="false" Name="Placeholder Text"/> <w:LsdException Locked="false" Priority="1" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="No Spacing"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 1"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 1"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 1"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 1"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 1"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 1"/> <w:LsdException Locked="false" UnhideWhenUsed="false" Name="Revision"/> <w:LsdException Locked="false" Priority="34" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="List Paragraph"/> <w:LsdException Locked="false" Priority="29" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Quote"/> <w:LsdException Locked="false" Priority="30" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Quote"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 1"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 1"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 1"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 1"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 1"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 1"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 1"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 1"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 2"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 2"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 2"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 2"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 2"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 2"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 2"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 2"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 2"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 2"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 2"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 2"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 2"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 2"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 3"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 3"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 3"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 3"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 3"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 3"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 3"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 3"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 3"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 3"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 3"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 3"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 3"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 3"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 4"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 4"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 4"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 4"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 4"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 4"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 4"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 4"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 4"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 4"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 4"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 4"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 4"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 4"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 5"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 5"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 5"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 5"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 5"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 5"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 5"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 5"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 5"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 5"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 5"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 5"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 5"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 5"/> <w:LsdException Locked="false" Priority="60" SemiHidden="false" UnhideWhenUsed="false" Name="Light Shading Accent 6"/> <w:LsdException Locked="false" Priority="61" SemiHidden="false" UnhideWhenUsed="false" Name="Light List Accent 6"/> <w:LsdException Locked="false" Priority="62" SemiHidden="false" UnhideWhenUsed="false" Name="Light Grid Accent 6"/> <w:LsdException Locked="false" Priority="63" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 1 Accent 6"/> <w:LsdException Locked="false" Priority="64" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Shading 2 Accent 6"/> <w:LsdException Locked="false" Priority="65" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 1 Accent 6"/> <w:LsdException Locked="false" Priority="66" SemiHidden="false" UnhideWhenUsed="false" Name="Medium List 2 Accent 6"/> <w:LsdException Locked="false" Priority="67" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 1 Accent 6"/> <w:LsdException Locked="false" Priority="68" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 2 Accent 6"/> <w:LsdException Locked="false" Priority="69" SemiHidden="false" UnhideWhenUsed="false" Name="Medium Grid 3 Accent 6"/> <w:LsdException Locked="false" Priority="70" SemiHidden="false" UnhideWhenUsed="false" Name="Dark List Accent 6"/> <w:LsdException Locked="false" Priority="71" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Shading Accent 6"/> <w:LsdException Locked="false" Priority="72" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful List Accent 6"/> <w:LsdException Locked="false" Priority="73" SemiHidden="false" UnhideWhenUsed="false" Name="Colorful Grid Accent 6"/> <w:LsdException Locked="false" Priority="19" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtle Emphasis"/> <w:LsdException Locked="false" Priority="21" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Emphasis"/> <w:LsdException Locked="false" Priority="31" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Subtle Reference"/> <w:LsdException Locked="false" Priority="32" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Intense Reference"/> <w:LsdException Locked="false" Priority="33" SemiHidden="false" UnhideWhenUsed="false" QFormat="true" Name="Book Title"/> <w:LsdException Locked="false" Priority="37" Name="Bibliography"/> <w:LsdException Locked="false" Priority="39" QFormat="true" Name="TOC Heading"/> </w:LatentStyles></xml><![endif]--> <!--[if gte mso 10]><style> /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin:0in; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:12.0pt; font-family:Cambria; mso-ascii-font-family:Cambria; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Cambria; mso-hansi-theme-font:minor-latin;} </style><![endif]--> <!--StartFragment--> <br /><div class="MsoNormal">As a kid, I never liked Thanksgiving much. My undeveloped palette didn’t like the taste of stuffing, turkey was always boring, and I hadn’t yet realized the sheer bliss that can come from my mother’s pecan pie. And I had zero interest in football.<o:p></o:p></div><div class="MsoNormal"><br /></div><div class="MsoNormal">Now that Thanksgiving week is here, I can’t stop thinking about this coming weekend. Yes, I’m excited about the food, of course! But I’m also thinking about traditions and the things I’m most thankful for in the world: a wonderful husband, mother, father, sister and family. And then it hit me…how many times a year do I tell them I am thankful for them? Usually it’s just around Thanksgiving when we are toasting and getting ready to dig into our feast. The rest of the year, we are caught up in our own jobs and hectic lives that these types of things get lost in the shuffle, yet they are the most important people in the world to me.<o:p></o:p></div><div class="MsoNormal"><br /></div><table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody><tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgdy7mgT526beqs2HgoUB-xGTZv-aGWFpuu52JKviPgKgT80ONqWPQxmenjf0FdAU1DEGYXTXpFGlMnpJdry87Zi71iKdPWx9QyoRhRjhAmN_utHG9zBoqmFYKo2Z9B8_25jKDgIrJOFz8f/s1600/Cookiethon.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="238" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgdy7mgT526beqs2HgoUB-xGTZv-aGWFpuu52JKviPgKgT80ONqWPQxmenjf0FdAU1DEGYXTXpFGlMnpJdry87Zi71iKdPWx9QyoRhRjhAmN_utHG9zBoqmFYKo2Z9B8_25jKDgIrJOFz8f/s320/Cookiethon.jpg" width="320" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;">The girls in my family at our annual "Cookiethon" Thanksgiving weekend</td></tr></tbody></table><div class="MsoNormal">Why do we wait for a holiday to tell people we’re thankful for them or their efforts? Because telling someone they have done a great job, or even having the time to notice ways people go “above and beyond” is always falling to the bottom of our priority list when everything else always seems to take precedence: fixing a problem, responding to those 100 emails waiting in your inbox, returning phone calls.<o:p></o:p></div><div class="MsoNormal"><br /></div><div class="MsoNormal">Showing appreciation to your staff members for a job well done is the most important time you can spend as a leader. So go ahead and set aside a few minutes this week to tell them you care and why. It will be the best time you spend this week as we get ready to spend this holiday and kick off the Christmas season.<o:p></o:p></div><div class="MsoNormal"><br /></div><div class="MsoNormal">Happy Thanksgiving to you all. Wishing you safe travels, wonderful time with family and friends, and a fantastic meal! (Oh, and GO BUCKS!)<o:p></o:p></div><div class="MsoNormal"><br /></div><div class="MsoNormal">Amanda<o:p></o:p></div><!--EndFragment-->Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-50949629159323614232013-11-24T18:09:00.000-08:002013-12-12T08:52:01.181-08:00Five Myths Of B2B Lead Generation Campaigns<div class="separator" style="clear: both; text-align: center;"><a href="http://3.bp.blogspot.com/-IW2tg8i9uyc/UpKsTE6RpmI/AAAAAAAAAbo/YmAgZ6fngwA/s1600/Five+Myths+Of+B2B+Lead+Generation+Campaigns_Done.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://3.bp.blogspot.com/-IW2tg8i9uyc/UpKsTE6RpmI/AAAAAAAAAbo/YmAgZ6fngwA/s1600/Five+Myths+Of+B2B+Lead+Generation+Campaigns_Done.jpg" /></a></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101;"><span style="font-family: Verdana, sans-serif; font-size: x-large;"><i>W</i></span></span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">hen promoting your business, you probably have tried out a variety of marketing tactics and strategies that you think will bring you the</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">B2B leads</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">that you need. Lucky for you if you succeed, but it would be a different story if it did not pan out. In any case, your aim here is to </span><a href="http://www.callboxinc.com/services/telemarketing/appointment-setting-lead-generation/"><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"><b> </b></span></a><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;"><i><a href="http://www.callboxinc.com/services/telemarketing/appointment-setting-lead-generation/"><b>ensure the overall success of your B2b lead generation campaign</b></a><span id="goog_639229672"></span>.</i> And if you think that you know everything there is to proper marketing and</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">appointment setting</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">, well, you might want to think again. There is that high likelihood that you are basing your marketing efforts on myths. Honestly, that is the last thing you would want to experience in your business. So, what are these myths that you should know about?</span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><br /><!--[endif]--></span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b><i>First, some marketers <a href="http://www.callboxinc.com/about/company-information/our-customer-service-charter/">believe that the customers care about your business</a>.</i></b> Renowned advertising executive and blogger Bob Hoffman has long disproven that. Customers do not care about you at all, they care about themselves. That is why they are your customers in the first place. If you think that all those</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">sales leads</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">nurturing that you are doing will get you the sale, you should reconsider that thinking. Chances are, you have lost the deal.</span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;"><i><b>Second, you use the same message in different mediums</b></i>. That is one mistake that you should never make. Yes, your message may be clear and concise, but how sure are you that it would be relayed right with different mediums? In the same manner that you do not use transfer a</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt; line-height: 17.15pt;"> </span><span style="line-height: 17.15pt;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">B2B telemarketing</span></span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt; line-height: 17.15pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;">script to television, you should also craft your message according to the medium that you will be using. You have to be careful in that regard.</span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><br /><!--[endif]--></span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b><i>Third, you send the same message to all business prospects.</i></b> This is one of the biggest no-no’s in the marketing field. Any sensible marketer will tell you that each prospect is different, and that requires a different manner to communicate with them. Some like it informal, while there are those who wish for a more formal approach. Others enjoy the conversation, while some might prefer going straight to the point. The trick here is in <b><a href="http://www.callboxinc.com/b2b-sales-lead-generation/secret-to-better-sales-leads-generation-it-is-all-in-rapport/"><i>PERSONALIZATION</i></a></b>. That will get you better results.</span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;"><b><i>Fourth, you sound just too smart in your promotions.</i></b> Yes, you want to say your entire piece to your</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt; line-height: 17.15pt;"> </span><span style="line-height: 17.15pt;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">sales leads</span></span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt; line-height: 17.15pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;">prospects, but you would want to put your efforts on a leash if you notice that your prospect is losing interest in you. Match your wording and approach according to the person you are talking with. In this way, you not only personalize your marketing (which satisfies point number three), you also make your prospects think more on how you can help them (which point number one has mentioned).</span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><i><b><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;">Lastly, you think that</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt; line-height: 17.15pt;"> </span><span style="line-height: 17.15pt;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">B2B lead generation</span></span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt; line-height: 17.15pt;"> </span></b></i><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;"><i><b>is easy.</b></i> To be honest,<i>it never was.</i> Success can only be had through hard work and constancy of your efforts. This is the secret to generating customers for your business.</span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;">If you can correct your way of thinking, especially with regards to the above myths, then your</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt; line-height: 17.15pt;"> </span><span style="line-height: 17.15pt;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">B2B lead generation</span></span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt; line-height: 17.15pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt; line-height: 17.15pt;">efforts will not go to waste.</span></div>Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-59988171900937792322013-11-24T04:35:00.000-08:002013-12-12T09:14:24.091-08:00Is Account-Based Marketing Right for Your Business?One of the hot topics in B2B marketing circles today is <em>account-based marketing (ABM).</em> <a href="http://www.itsma.com/">ITSMA</a> (the Information Technology Services Marketing Association) led the development of account-based marketing about a decade ago. Although it started in the technology sector, ABM is now used by many kinds of B2B companies.<br /><br />ITSMA defines account-based marketing as: "A structured approach to developing and implementing highly customized marketing campaigns to <strong><em>markets of one</em></strong>, i.e. accounts, partners, or prospects." (emphasis added) By this definition, the distinguishing characteristic of account-based marketing is that it entails the development of a unique marketing strategy and communications program for each target account.<br /><br />Recently, some marketing consultants and software companies have been arguing for a broader view of account-based marketing. For example, <a href="http://www.siriusdecisions.com/">SiriusDecisions</a> has identified four varieties of ABM - large-account marketing, named-account marketing, industry-account marketing, and customer marketing. For a description of these four varieties of ABM, <a href="http://www.siriusdecisions.com/blog/account-based-marketing-not-one-size-fits-all/">read this post at the SiriusDecisions blog.</a><br /><br />Firms that advocate the broader view use the term account-based marketing to describe marketing programs that focus on a specific group of named accounts, but do not necessarily involve the implementation of a unique marketing program for each target account. While these programs are often based on solid marketing principles and can be very effective, they are not true account-based marketing, at least in the original sense of the concept. In this post, I'm using the term account-based marketing as it was defined by ITSMA.<br /><br />It's now clear that account-based marketing can be highly effective in the right circumstances, but is ABM right for your business?<br /><br />Your answer to this question largely depends on the attributes of your universe of existing and potential customers. True account-based marketing is typically used only for very high-value customers and prospects because it's expensive to execute. For example:<br /><ul><li>ABM requires both marketing and sales personnel to be deeply involved in the development and execution of each account plan.</li><li>Many of the activities involved in ABM cannot be automated because they require the exercise of human judgment.</li><li>Account-based marketing will usually require the development of unique marketing and sales content resources for each target account.</li></ul>Because of the costs associated with account-based marketing, most companies that use ABM do so selectively. The diagram below illustrates how account value and the diversity of account needs influence which approach to marketing is most appropriate.<br /><br /><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhZiDBKUE6Pi7aKCnnDge38T4wloyy3fC1N50RY8FJhQI72Wghr8l3KorPcAIkcxwkRayl7QCfzgNXDNPKEn30aUqaArCHk0Lw7gyD_ysEHcGKif1B3ze0uFHkclDq-YUjbT0uNAiColruV/s1600/Account-Based+Marketing+for+Blog.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="381" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhZiDBKUE6Pi7aKCnnDge38T4wloyy3fC1N50RY8FJhQI72Wghr8l3KorPcAIkcxwkRayl7QCfzgNXDNPKEn30aUqaArCHk0Lw7gyD_ysEHcGKif1B3ze0uFHkclDq-YUjbT0uNAiColruV/s400/Account-Based+Marketing+for+Blog.jpg" width="400" /></a></div><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br />The lower left corner of the diagram represents accounts (existing customers and prospects) with relatively low value and relatively homogeneous needs. A mass marketing approach (i.e. "one size fits all") is probably most appropriate for this group of accounts. Note, however, that this group represents a small part of the total universe of accounts.<br /><br />The top portion of the diagram represents very high-value accounts. These are the types of accounts that are suitable for account based marketing, even when their needs are fairly homogeneous. In most companies, these accounts also represent a fairly small portion of the total account universe.<br /><br />As the diagram illustrates, targeted marketing (which may, in fact, focus on a specific group or set of named accounts) is the most appropriate marketing approach to use for most accounts. As I'm using the term,<em> targeted marketing</em> refers to the use of customized marketing messages for market segments and buyer personas, but not for individual accounts. When targeted marketing is done correctly, it enables a company to obtain many of the benefits of account-based marketing at a significantly lower cost.<br /><br />So what's the bottom line? If you're a B2B company with a few existing customers who are "too big to lose," and/or if you can identify a small number of potential customers who would provide exceptionally high value to your company, then consider implementing account-based marketing for those selected accounts, and use targeted marketing programs for the rest.Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-7596020679797689662013-11-17T22:01:00.000-08:002013-12-12T08:52:01.241-08:00Building Relationships To Help In B2B Lead Generation<div class="separator" style="clear: both; text-align: center;"><a href="http://1.bp.blogspot.com/-lmtbLlBWN1M/Uommv6fbJkI/AAAAAAAAAbE/fv47tV3SJuc/s1600/Building+Relationships+To+Help+In+B2B+Lead+Generation_DONE.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://1.bp.blogspot.com/-lmtbLlBWN1M/Uommv6fbJkI/AAAAAAAAAbE/fv47tV3SJuc/s1600/Building+Relationships+To+Help+In+B2B+Lead+Generation_DONE.jpg" /></a></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">Marketing and</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">B2B lead generation</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">evolve over time, and this observation could not have been truer than today. In the past, we look for</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">B2B leads</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">for the sake of making a sale. Yes, that is true at that time, since we have something good to offer and the market is large. But these days, things are being done quite differently. It is no longer just about making a sale happen.<b> <i>This is now about establishing a Relationship with your</i></b></span><b><i><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">sales leads</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span></i></b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><i><b>prospects</b>.</i> You see, in today’s highly competitive B2B market, the customers you successfully gather today will affect your continued survival tomorrow.</span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><br /><!--[endif]--></span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b>Still, reality shows us just how poorly employed building-relationship is in business.</b> Let us put it this way: <i>have you ever seen a billboard ad, a business brochure, or a</i></span><i><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">B2B telemarketing</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span></i><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><i>that you can really relate to? That you feel like <a href="http://www.callboxinc.com/"><b>the company is actually interested in your life</b></a>and that they really have something you need?</i> If the answer is mostly no, then you will understand why these same companies may not really have good revenue streams. Sure, the market still follows the motions, still buying, but the moment a better-priced or better-quality competitor steps in, then these customers will move away.</span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><!--[if !supportLineBreakNewLine]--><br /><!--[endif]--></span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b>Establishing a relationship with your business prospects is not really that hard.<i> </i></b>You see, it is all about knowing what really sticks into the mind of your audience. Aside from that, it also pays to know what</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">B2B appointment setting</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">medium will truly get the attention of your people. But you need to know which one will work well with your intended audience. I mean, you have to identify which medium are your</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">B2B leads</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">prospects are most involved in. It does not make sense to invest in a marketing strategy that would not be able to reach your prospects effectively. This requires you to study your market well, maybe conduct some</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><a href="http://www.callboxinc.com/telephone-survey/">phone surveys</a></span></b><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">to understand what the prospects exactly have in mind.</span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><br /><!--[endif]--></span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><b>Researching more about your prospects is also an important part of your marketing campaign.</b> You need to know more about your business prospects. Information about your business prospects is the first important step in the</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> </span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 10pt;">B2B lead generation</span><span style="color: #010101; font-family: Arial, sans-serif; font-size: 12pt;"> </span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">process. Inquire more about your customers. <i>Talk to them in person</i>, <i>interact with them more</i>, <i>ask them about their problems</i>, <i>learn their main issues</i>, <i>and use the information you obtain to come up with viable solutions for them</i>. What you need to remember is to talk to your prospects as naturally as you can. You have to put your prospects at ease, which will give you better opportunities to convert your prospects into an actual sale or a deal.</span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div><br /><div class="MsoNormal" style="line-height: 17.15pt; margin-bottom: .0001pt; margin-bottom: 0in;"><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";">In any case, if you do not feel like up to this kind of task, then you can also opt for the alternative:</span><span style="color: #010101; font-family: "Arial","sans-serif"; font-size: 10.0pt; mso-fareast-font-family: "Times New Roman";"><i><b><a href="http://www.callboxinc.com/">outsource to a professional B2B lead generation company</a></b></i>. This would also be perfect for businesses that do not have their own marketing team. As a business investment, this is worth it.</span><span style="font-family: Helvetica, sans-serif; font-size: 10.5pt;"><o:p></o:p></span></div>Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-9210008177646287922013-11-17T08:54:00.000-08:002013-12-14T21:18:04.701-08:00Why Brands are Crucial to Innovation<br />Here’s a thought experiment. Imagine the engineers working in the <br />product development labs at Volkswagen A.G. develop three innovations: a<br /> suspension for a smoother ride, a more fuel efficient ignition system, <br />and a better safety restraint system. The strategic question for the <br />company then is: which of its brands will carry each innovation? It <br />wouldn’t make sense to introduce all of the Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-39661037753909517012013-11-17T05:04:00.000-08:002013-12-12T09:14:24.123-08:00How to Know if Your Marketing Strategy is WorkingThe foundation of all effective marketing efforts is a sound marketing strategy. Most marketing leaders feel fairly comfortable formulating strategy, but many find it difficult to measure how well their marketing strategy is actually working. The solution for this perennial challenge is a marketing Balanced Scorecard.<br /><br />When Robert Kaplan and David Norton introduced the Balanced Scorecard in the early 1990's, they saw it as simply a better way to measure organizational performance. However, many early adopters started using the Balanced Scorecard as a tool for implementing business strategy. They recognized that if the objectives and measures included in their Balanced Scorecard were <em>derived from</em> their strategy, the scorecard would become an effective tool for describing the strategy in<br />measurable terms. Therefore, the Balanced Scorecard quickly evolved from a pure performance measurement system to a tool for managing strategy.<br /><br />This is my third post about using a Balanced Scorecard to measure and manage marketing performance. In my <a href="http://b2bmarketingdirections.blogspot.com/2013/11/how-balanced-scorecard-measures-current.html">last post</a>, I described the four "perspectives" used in a Balanced Scorecard. In this post, I'll describe how a Balanced Scorecard can help you determine how well your marketing strategy is working.<br /><br />The key to using a Balanced Scorecard to manage marketing strategy is something called a <em>strategy map</em>. A strategy map is essentially a set of linked strategic objectives that are organized using the four Balanced Scorecard perspectives. The diagram below depicts a high-level, generic version of a Balanced Scorecard strategy map for marketing.<br /><br /><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh54CE7yhX4hqzinl-13OjommUTaPUtD_cOKNWxIg_o-UoiE9cDo8tkBWbC2Pn4_jYlXCoSLOo3VADQcN0qx_aNXaKb_2RjnOW3vtNk_Lk8E5ZWpsuq8CLIyHXoqK2BTJusCctUHxqOjLoV/s1600/Marketing+Balanced+Scorecard.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="398" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh54CE7yhX4hqzinl-13OjommUTaPUtD_cOKNWxIg_o-UoiE9cDo8tkBWbC2Pn4_jYlXCoSLOo3VADQcN0qx_aNXaKb_2RjnOW3vtNk_Lk8E5ZWpsuq8CLIyHXoqK2BTJusCctUHxqOjLoV/s400/Marketing+Balanced+Scorecard.jpg" width="400" /></a></div><br /><div align="left" class="separator" style="clear: both; text-align: center;"></div><br /><br />Each of the rectangles in a Balanced Scorecard strategy map will contain objectives that are derived from your company's marketing strategy. In the above diagram, the rectangles contain descriptions of the kinds of objectives that would be included. For example, in the internal process perspective, one set of objectives will relate to the campaigns or programs that marketers design and execute.<br /><br />In a Balanced Scorecard strategy map, the lines connecting the rectangles represent the cause-and-effect relationships that exist among your company's strategic marketing objectives. These causal relationships define the "logic" of your marketing strategy, and they tie the objectives together to create a cohesive strategy. Describing these cause-and-effect relationships is one of the most critical steps in building a sound marketing strategy, and using a strategy map forces you to make these relationships explicit and visible.<br /><br />In a Balanced Scorecard strategy map, the cause-and-effect lines indicate that achieving one objective is what enables another objective to be achieved. For example, the above diagram is indicating that if a company successfully achieves its customer value proposition objectives, the company will achieve its objectives relating to customer acquisition and customer loyalty. And, if the company achieves its customer acquisition and customer loyalty objectives, it will be able to reach is revenue growth objectives.<br /><br />The most powerful argument for using a Balanced Scorecard to measure and manage marketing performance is that it provides a mechanism for demonstrating and documenting how individual marketing activities fit into and support your marketing strategy, and for connecting individual marketing activities and programs to ultimate business outcomes. The objectives and measures used in the customer, internal process, and learning and growth perspectives are leading indicators of the business outcomes that define marketing success. So, by monitoring your progress toward achieving all of the objectives included in your strategy map, and by testing the validity of the cause-and effect relationships you've defined in your strategy map, you are also measuring the effectiveness of your marketing strategy.Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-1445387878582739152013-11-16T09:02:00.000-08:002013-12-14T21:18:04.713-08:00Marketing TILT<br />TILT was launched eleven days ago. I am thrilled with the reviews the book has received so far and with the reactions of those who have read it and tweeted about it.<br /><br />I have done a number of interviews about the book. Soon, a number of articles expanding on the ideas in the book will be appearing in the Harvard Business Review, Strategy + Business, the Ivey Business Journal, and elsewhere.<br /><br />But Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-52261882792804688642013-11-11T13:44:00.000-08:002013-12-12T08:48:07.433-08:00Crossing the Divide: The Art of Closing the Sale<div class="separator" style="clear: both; text-align: center;"></div><br /><div class="separator" style="clear: both; text-align: center;"></div><div class="separator" style="clear: both; text-align: center;"><a href="http://www.hingemarketing.com/library/article/book-inside-the-buyers-brain" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;" target="_blank"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgl8kGId-1ef8ewmjmFvv0mGigG6ZxHpGCYcYkQYXy2BlpYalrsDWLB1Jr4PgB3rl7XUO0Y7-qxLDb1Xk0xIw_Yzuk42NO7PpapauTNwN_WvVJGohoxpD-FalQRuKlSAR1EpoAyIaAl1TsS/s320/Book.png" width="155" /></a></div>We see it again and again: professional services sellers misread the real desires and priorities of their buyers, and consequently stumble in the art of closing the sale.<br /><br />The Hinge Research Institute conducts regular research on the professional services marketplace. For our <a href="http://www.hingemarketing.com/library/article/book-inside-the-buyers-brain" target="_blank">most recent study</a>, we set out to examine how successful providers cross the perception gap between buyers and sellers. In cooperation with <a href="http://www.rainsalestraining.com/" target="_blank">RAIN Group</a>, we studied over 1500 matched buyers and sellers and analyzed 42 factors that distinguish the sellers who ultimately close deals from the also-rans.<br /><br />The top three factors that correlated with successful sales also predicted buyers’ satisfaction with the purchasing process and intent to continue buying services from the seller. You can think of these three factors as a checklist to meeting professional services buyers’ true expectations.<br /><br /><b>1. Educate me with new ideas or perspectives</b><br /><br />Producing educational content for your audiences pulls a lot of marketing weight -- and it contributes to sales, too. Say you’re a small accounting firm that works primarily with small businesses. You might write an ongoing blog about news around small business taxes, along with longer free guides or ebooks on topics like deducting a home office.<br /><br />This may feel an awful lot like giving away your knowledge for free. And that’s because it’s exactly what you’re doing. By educating your audience with substantial, useful, and search-optimized content, you raise your visibility online while simultaneously raising your credibility with potential buyers. This kind of content helps folks get to know you, so that buy the time you’re closing the sale, the client feels that they already understand both your firm and its capabilities.<br /><br /><b>2. Collaborate with me</b><br /><br />Many sellers will tell you that buyers are looking for a “trusted partner,” but that’s one of those phrases that gets tossed around so often it becomes vague and not particularly useful.<br /><br />At the beginning of a relationship between buyer and seller, as you’re closing the sale, buyers report that they want to see a willingness to collaborate. They want a problem-solving dynamism in the relationship. Conversely, they don’t want a my-way-or-the-highway attitude from a seller, with rigid offerings and little willingness to find a tailored, cooperative solution to the buyer’s problem. Work with clients to solve their problems -- or chart a path toward the solution -- in a way that leverages both your strengths and the buyer’s in unison, creating a new and unique capability set.<br /><br /><b>3. Persuade me that you will achieve results</b><br /><br />If you’ve produced educational material, your buyer may have learned to see their problem in a new light, or seen how your firm thinks about similar problems. If you’ve shared your collaborative flexibility, the buyer has seen that you’re willing to work toward the right solution for them. Now, they’ll want to see that you can carry out that solution.<br /><br />There a number of ways you can make this clear. Case studies and client referrals are two effective methods. More broadly, it’s important to cultivate your reputation for results. By refusing to overpromise in one engagement, no matter how tempting, you avoid the risk of tainting your reputation...and you better position yourself for winning the next engagement.<br /><br />The art of closing the sale isn’t a matter of magical hard-sells -- in fact, it isn’t a matter of “saying the right thing” at all. Instead, it’s a matter of managing buyers’ perceptions of your firm. Your knowledge and credibility, your willingness to collaborate, and your reputation for follow-through -- when these attributes of your firm are visible to the world, you’ll find increasingly that buyers come looking for you.<br /><br />To read the full results of the study, download a free copy of the new book <a href="http://www.hingemarketing.com/library/article/book-inside-the-buyers-brain" target="_blank">Inside the Buyer’s Brain</a>.<br /><br /><b>About the Author: </b>Elizabeth Harr is a partner at <a href="http://www.hingemarketing.com/" target="_blank">Hinge</a>, a marketing and branding firm for professional services. Elizabeth is an accomplished entrepreneur and experienced executive with a background in strategic planning, management, communications, and alliance development. She is the coauthor of How Buyers Buy: Technology Services Edition and Online Marketing for Professional Services: Technology Services Edition.<br /><div><br /></div>Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-42993097286496174302013-11-10T05:14:00.000-08:002013-12-12T09:14:24.134-08:00How a Balanced Scorecard Measures Current and Future Marketing PerformanceIn my <a href="http://b2bmarketingdirections.blogspot.com/2013/11/why-marketing-needs-balanced-scorecard.html">last post</a>, I argued that marketers should use a Balanced Scorecard to measure and manage marketing performance. The Balanced Scorecard was introduced by Robert Kaplan and David Norton in the early 1990's, and it's become one of the most popular and effective business management tools. In the <em><a href="http://www.bain.com/publications/business-insights/management-tools-and-trends.aspx">Management Tools and Trends 2013</a></em> survey by Bain & Company, business leaders from around the world ranked the Balanced Scorecard as the fifth most widely-used management tool.<br /><br />The Balanced Scorecard was created to address the deficiencies of performance management systems that rely exclusively on financial performance metrics. One of the main shortcomings of financial accounting measures is that they are lagging indicators. They measure the financial consequences of actions taken in the past, but they can't measure how today's activities will affect future performance.<br /><br />To address these deficiencies, a Balanced Scorecard uses both financial and non-financial metrics, and it includes measures of both leading and lagging performance indicators. This framework enables company leaders to monitor both current performance and the factors that drive future<br />performance.<br /><br />These capabilities make the Balanced Scorecard a powerful tool for measuring and managing marketing performance. A Balanced Scorecard measures marketing performance across four perspectives - financial, customer, internal process, and learning and growth. The financial perspective measures the current performance of the overall marketing function, while the other three perspectives measure the drivers of future performance. The diagram below shows the basic architecture of a Balanced Scorecard.<br /><br /><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi32ucrQblfti1mSZDEYYW8FjlrCyVInvgkTPGDfIlQK5MZ395YHrx2iwdD4jCt1dw-CW5YBHjE6_k03VnaypsZdDqFfOh4k3Oq8yOok5thiw9Pn1RtBEXtsfBIv_fClutPol9Ax8uKlbDD/s1600/Marketing+Balanced+Scorecard+Architecture.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="640" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi32ucrQblfti1mSZDEYYW8FjlrCyVInvgkTPGDfIlQK5MZ395YHrx2iwdD4jCt1dw-CW5YBHjE6_k03VnaypsZdDqFfOh4k3Oq8yOok5thiw9Pn1RtBEXtsfBIv_fClutPol9Ax8uKlbDD/s640/Marketing+Balanced+Scorecard+Architecture.jpg" width="320" /></a></div><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br />A thorough explanation of how the Balanced Scorecard is used for marketing would require a book, not a blog post. In this post, I'll briefly describe the four perspectives of a marketing Balanced Scorecard. In my next post, I'll describe how you can use a Balanced Scorecard to measure the effectiveness of your marketing strategy.<br /><br /><strong>The Four Perspectives of a Balanced Scorecard</strong><br /><strong></strong><br /><strong>Financial Perspective - </strong>As noted earlier, the financial perspective of a Balanced Scorecard measures the current financial performance of the marketing function. When a Balanced Scorecard is used for marketing, the ultimate financial measure is usually <em>return on marketing investment</em>.<br />This perspective will also typically include objectives and measures relating to revenue growth and the operational efficiency of the marketing function. For example, most marketing Balanced Scorecards will measure overall revenue growth. Depending on a company's growth strategy, this perspective may also contain specific objectives and measures pertaining to certain sources of revenue growth, such as growth from specific customer groups, products, or geographic market areas.<br /><br /><strong>Customer Perspective - </strong>The customer perspective of a marketing Balanced Scorecard will contain a set of objectives and measures relating to customer acquisition and to customer retention, growth, and satisfaction. This perspective will also typically include objectives and measures that focus on the most important aspects of your customer value proposition. Some of the measures commonly found in this perspective include <em>number of new customers acquired</em> (or number of new customers of a particular type) and <em>average deal size</em>. The "logic" of a Balanced Scorecard is that if a company achieves the objectives included in this perspective, the company will achieve the revenue growth objectives in the financial perspective.<br /><br /><strong>Internal Process Perspective - </strong>This perspective will contain objectives and measures relating to the internal activities and processes that are critical to (a) understanding your current and potential customers, and (b) communicating your value propositions to prospects and customers. Some of these processes relate to how you gather and use data from and about your customers and prospects, and some will relate to how you design and execute marketing campaigns and programs. So, for example, this perspective is where you track the performance of lead generation and lead nurturing programs. The internal process perspective will also include objectives and measures relating to the operational processes in the marketing function that affect efficiency and productivity.<br /><br /><strong>Learning and Growth Perspective - </strong>The fourth and final perspective of a Balanced Scorecard is the learning and growth perspective. This perspective measures the intangible assets that your company must posses in order to perform your critical internal processes with a high level of competence. This perspective will typically contain objectives and measures relating to three types of intangible assets - human capabilities, technological capabilities, and organizational/cultural attributes.<br /><br />So, how do you determine what objectives and measures should be included in a Balanced Scorecard? In my next post, I'll explain why objectives and measures should be derived from your marketing strategy. When this is done, the Balanced Scorecard becomes a powerful tool for managing your strategy and measuring its effectiveness.Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-40023663320622464652013-11-04T17:54:00.000-08:002013-12-12T08:52:01.252-08:005 Indications of an Ineffective B2B Email Newsletter<div data-mce-style="margin-left: 0mm; margin-right: 0mm; text-indent: 0mm; margin-top: 0.00mm; margin-bottom: 3.52mm; line-height: 115%;" style="border: 0px; font-family: Helvetica, Arial, 'Droid Sans', sans-serif; font-size: 14px; line-height: 16px; margin: 0mm 0mm 3.52mm; padding: 0px; text-indent: 0mm;"><div class="separator" style="clear: both; text-align: center;"><a href="http://2.bp.blogspot.com/-CeED8xyXNCU/UndiQ2F-BKI/AAAAAAAAAWo/zc2IXuaNMfI/s1600/5+Indications+of+an+Ineffective+B2B+Email+Newsletter.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://2.bp.blogspot.com/-CeED8xyXNCU/UndiQ2F-BKI/AAAAAAAAAWo/zc2IXuaNMfI/s1600/5+Indications+of+an+Ineffective+B2B+Email+Newsletter.jpg" /></a></div><span data-mce-style="color: #010101; font-family: Calibri;" style="color: #010101; font-family: Calibri; line-height: 1.428571em;"><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;"><br /></span></span><br /><div style="text-align: left;"><span data-mce-style="color: #010101; font-family: Calibri;" style="color: #010101; font-family: Calibri; line-height: 1.428571em;"><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;"><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em; text-indent: 0mm;">Given the success of email marketing in</span><span style="font-size: 14px; line-height: 1.428571em; text-indent: 0mm;"> </span><i style="font-size: 14px; line-height: 1.428571em; text-indent: 0mm;"><a href="http://www.callboxinc.com/services/telemarketing/appointment-setting-lead-generation/"><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;"><span style="line-height: 1.428571em;">B2B lead generation</span></span> </a></i><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em; text-indent: 0mm;">and its consistent presence in most businesses’ marketing campaigns, it’s hard to imagine that email newsletters would fail. But it does happen, and the problem is that marketers tend to be in denial of the fact that it’s not working and that they need to do something about it.</span></span></span></div></div><div data-mce-style="margin-left: 0mm; margin-right: 0mm; text-indent: 0mm; margin-top: 0.00mm; margin-bottom: 3.52mm; line-height: 115%;" style="border: 0px; font-family: Helvetica, Arial, 'Droid Sans', sans-serif; font-size: 14px; line-height: 16px; margin: 0mm 0mm 3.52mm; padding: 0px; text-indent: 0mm;"><div style="text-align: left;"><span data-mce-style="color: #010101; font-family: Calibri;" style="color: #010101; font-family: Calibri; line-height: 1.428571em;"><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;">Marketers need to identify the signs that tell whether or not an email campaign is successful. Although these indications are pretty obvious, they’re the ones that marketers need to take a look at so they can make the necessary adjustments. <i><b>These indications are as follows:</b></i></span></span></div></div><ol data-mce-style="margin-top: 0mm; margin-bottom: 0mm;" style="border: 0px; font-family: Helvetica, Arial, 'Droid Sans', sans-serif; font-size: 14px; line-height: 1.428571em; list-style-position: outside; margin: 0mm 0px 0mm 2em; padding: 0px;"><li data-mce-style="margin-left: 5pt; margin-right: 0pt; padding-left: 0pt; font-family: Calibri; font-size: 11pt; font-weight: Bold; color: #010101;" style="border: 0px; color: #010101; font-family: Calibri; font-size: 11pt; line-height: 1.428571em; margin: 0px 0pt 0px 5pt; padding: 0px 0px 0px 0pt;"><div data-mce-style="margin-top: 0pt; margin-bottom: 10pt;" style="border: 0px; font-family: Helvetica, Arial, 'Droid Sans', sans-serif; font-size: 14px; line-height: 1.428571em; margin: 0pt 0px 10pt; padding: 0px;"><span data-mce-style="color: #010101; font-family: Calibri;" style="color: #010101; font-family: Calibri; line-height: 1.428571em;"><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;"><span style="line-height: 1.428571em;"><b><i><span style="color: #010101; font-family: Georgia, sans-serif; font-size: 11.5pt;">Low subscription rate; high unsubscribe rate.</span></i></b></span></span> <span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;">If your list of subscribers got stuck at 20 and no longer growing, then you obviously have a problem. Also, if people seem to unsubscribe constantly, that’s another problem. To address this, go back to the mechanism that allows them to subscribe – is it a tick box on your landing page? Is it a full-pledged form? You may want to rethink your subscription offers, too. Check whether the frequency and/or content are making them happy.</span></span></div></li><li data-mce-style="margin-left: 5pt; margin-right: 0pt; padding-left: 0pt; font-family: Calibri; font-size: 11pt; font-weight: Bold; color: #010101;" style="border: 0px; color: #010101; font-family: Calibri; font-size: 11pt; line-height: 1.428571em; margin: 0px 0pt 0px 5pt; padding: 0px 0px 0px 0pt;"><div data-mce-style="margin-top: 0pt; margin-bottom: 10pt;" style="border: 0px; font-family: Helvetica, Arial, 'Droid Sans', sans-serif; font-size: 14px; line-height: 1.428571em; margin: 0pt 0px 10pt; padding: 0px;"><span data-mce-style="color: #010101; font-family: Calibri;" style="color: #010101; font-family: Calibri; line-height: 1.428571em;"><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;"><span style="line-height: 1.428571em;"><b><i><span style="color: #010101; font-family: Georgia, sans-serif; font-size: 11.5pt;">Awful open rates.</span></i></b></span></span> <span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;">Your subscribers may not be quitting on you, but if they’re not opening the stuff you send them, it’s pretty much the same thing. It could be your subject line. It could be the timing. Or it could be a previous content piece they so disliked that they've decided not to read anything from you, and they’re just too kind to unsubscribe.</span></span></div></li><li data-mce-style="margin-left: 5pt; margin-right: 0pt; padding-left: 0pt; font-family: Calibri; font-size: 11pt; font-weight: Bold; color: #010101;" style="border: 0px; color: #010101; font-family: Calibri; font-size: 11pt; line-height: 1.428571em; margin: 0px 0pt 0px 5pt; padding: 0px 0px 0px 0pt;"><div data-mce-style="margin-top: 0pt; margin-bottom: 10pt;" style="border: 0px; font-family: Helvetica, Arial, 'Droid Sans', sans-serif; font-size: 14px; line-height: 1.428571em; margin: 0pt 0px 10pt; padding: 0px;"><span data-mce-style="color: #010101; font-family: Calibri;" style="color: #010101; font-family: Calibri; line-height: 1.428571em;"><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;"><span style="line-height: 1.428571em;"><b><i><span style="color: #010101; font-family: Georgia, sans-serif; font-size: 11.5pt;">Unpromising click-though rates.</span></i></b></span></span> <span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;">The industry standard is currently at 4.3%. Is your CTR reaching that target? If no, but intermittently, then you might still be in the game. If no with consistency, then you might as well<i><a href="http://www.callboxinc.com/email-marketing/the-three-important-components-of-any-email-marketing-campaign/"> refocus your energy on something else</a></i>.</span></span></div></li><li data-mce-style="margin-left: 5pt; margin-right: 0pt; padding-left: 0pt; font-family: Calibri; font-size: 11pt; font-weight: Bold; color: #010101;" style="border: 0px; color: #010101; font-family: Calibri; font-size: 11pt; line-height: 1.428571em; margin: 0px 0pt 0px 5pt; padding: 0px 0px 0px 0pt;"><div data-mce-style="margin-top: 0pt; margin-bottom: 10pt;" style="border: 0px; font-family: Helvetica, Arial, 'Droid Sans', sans-serif; font-size: 14px; line-height: 1.428571em; margin: 0pt 0px 10pt; padding: 0px;"><span data-mce-style="color: #010101; font-family: Calibri;" style="color: #010101; font-family: Calibri; line-height: 1.428571em;"><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;"><span style="line-height: 1.428571em;"><b><i><span style="color: #010101; font-family: Georgia, sans-serif; font-size: 11.5pt;">Calls-to-action are in oblivion</span></i></b></span></span><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;"><b><i>.</i></b> CTAs measure the very purpose of lead generation. If they are being ignored (or worse, if they are becoming invisible), then you need to check what’s going on. Is it the presentation style of the CTA? Is it being too pushy? Does it make the process too complicated for prospects?</span></span></div></li><li data-mce-style="margin-left: 5pt; margin-right: 0pt; padding-left: 0pt; font-family: Calibri; font-size: 11pt; font-weight: Bold; color: #010101;" style="border: 0px; color: #010101; font-family: Calibri; font-size: 11pt; line-height: 1.428571em; margin: 0px 0pt 0px 5pt; padding: 0px 0px 0px 0pt;"><div data-mce-style="margin-top: 0pt; margin-bottom: 10pt;" style="border: 0px; font-family: Helvetica, Arial, 'Droid Sans', sans-serif; font-size: 14px; line-height: 1.428571em; margin: 0pt 0px 10pt; padding: 0px;"><span data-mce-style="color: #010101; font-family: Calibri;" style="color: #010101; font-family: Calibri; line-height: 1.428571em;"><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;"><span style="line-height: 1.428571em;"><b><i><span style="color: #010101; font-family: Georgia, sans-serif; font-size: 11.5pt;">Spam rates are unusually high</span></i></b></span></span><span data-mce-style="font-size: 11pt;" style="font-size: 11pt; line-height: 1.428571em;"><b><i>.</i></b> Being marked as a spammer is the ultimate symptom – it means your would-be readers are just too unengaged and will only generate more spam complaints in the future. If your spam rates are going through the roof, it may be best to pull the plug on email marketing (for a while), <i><a href="http://smartbusinessmarketing.weebly.com/1/post/2012/08/improving-email-marketing-for-lead-generation.html">rethink the strategy and redeem yourself next time</a></i>.</span></span></div></li></ol>Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-48699740872671848102013-11-02T14:38:00.000-07:002013-12-12T09:14:24.146-08:00Why Marketing Needs a Balanced ScorecardEarlier this year, <a href="http://www.itsma.com/">ITSMA</a>, <a href="https://www.visionedgemarketing.com/">VisionEdge Marketing</a>, and <a href="http://www.forrester.com/home/">Forrester Research</a> surveyed marketing leaders about how they demonstrate marketing's value to the business. The survey revealed that marketers are producing more performance data than ever, but that most of the data doesn't resonate with senior company leaders. For example, the survey found that only 9% of CEO's and 6% of CFO's rely on marketing data to make business decisions.<br /><br />The study authors contend that most marketing metrics don't do a good job of communicating the value of marketing for three reasons.<br /><ul><li>They measure marketing activities, but not important business outcomes.</li><li>They measure operational efficiency, but not the effectiveness of marketing.</li><li>They measure past performance, but they don't provide predictive insights about future outcomes.</li></ul>Measuring the impact that marketing has on company revenues and profits is a critical aspect of managing marketing performance, but an effective performance management <em>system</em> for marketing must also perform several other functions. For example:<br /><ul><li>It must measure the performance of individual marketing activities and programs so that marketers can make investment and marketing mix decisions that will maximize results.</li><li>It must enable marketers and other business leaders to evaluate how well their company's marketing strategy is working.</li><li>It must support both strategic and tactical decision making.</li><li>It must enable marketing leaders to measure the efficiency and effectiveness of operational marketing activities and processes.</li></ul>In order to perform all of these functions, a performance management system for marketing will necessarily include several types of metrics, including some of the kinds of metrics that are now being criticized. Specifically, a comprehensive marketing performance management system will include:<br /><ul><li>Financial <strong><em>and</em></strong> non-financial measures</li><li>Metrics for leading <strong><em>and</em></strong> lagging performance indicators</li><li>Measures that focus on the strategic impact of marketing <strong><em>and</em></strong> metrics that support tactical decision making</li><li>Measures of ultimate business outcomes <strong><em>and</em></strong> measures of activities, outputs, and intermediate outcomes</li><li>Revenue <strong><em>and</em></strong> cost metrics</li></ul>To prove the value of marketing to C-level executives <em>and</em> manage the marketing function effectively, marketing leaders need a <em>balanced scorecard</em> for marketing. Since its introduction by Robert Kaplan and David Norton in the early 1990's, the balanced scorecard has become one of the most widely-used and effective tools in the business management arsenal.<br /><br />In my next post, I'll describe what a balanced scorecard for marketing looks like.Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-13163157444795950852013-11-01T08:45:00.000-07:002013-12-14T21:18:04.725-08:00Are Apple’s New Features Convincing Customers to Buy?<br /><br /><br /><br /><br /><br />This blog post originally appeared on the HBR Blogs Network.<br /><br />Barely has the hype from the launch of the iPhone 5s and 5c subsided that chatter about the iPhone 6 has begun. A larger screen size is rumored. Apple’s product innovation strategy places it on a punishing treadmill. If the company does not deliver new products or new features to the market’s expectations and calendar, investors Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-41201450348183395622013-10-29T21:36:00.000-07:002013-12-12T08:52:01.263-08:00Possible reasons why your Lead Generation numbers are not going up<div class="separator" style="clear: both; text-align: center;"><a href="http://4.bp.blogspot.com/-5oHmc6VVOs8/UnCE9b1dE5I/AAAAAAAAAWU/cNc2fhOQGOU/s1600/Possible+reasons+why+your+Lead+Generation+numbers+are+not+going+up.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://4.bp.blogspot.com/-5oHmc6VVOs8/UnCE9b1dE5I/AAAAAAAAAWU/cNc2fhOQGOU/s1600/Possible+reasons+why+your+Lead+Generation+numbers+are+not+going+up.jpg" /></a></div><div class="MsoNormal"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">There will always be times when your marketing efforts don’t produce the numbers you've expected. And in those times, it might be hard to shift focus away from failure and instead look at the reasons why it happened. Emotions can get in the way, and that prevents us from seeing things logically.</span><span style="font-family: Times New Roman, serif;"><span style="line-height: 18px;"> </span></span><span style="color: #010101;"><i><a href="http://leadgeneration.callboxinc.com/">B2B lead generation</a></i></span><span style="color: #010101; font-size: 12pt; line-height: 115%;"> </span><span style="color: #010101;">is one those fields where an element of <b>“chance”</b> is always a part of the game. Sometimes, campaigns fail because of things that are beyond your control, and there’s really nothing you could do about it.</span></div><div class="MsoNormal"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">What you</span><span style="color: #010101; font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"> </span><i><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">can</span></i><span style="color: #010101; font-size: 12.0pt; line-height: 115%; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"> </span><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">do, though, is to <i><a href="http://www.callboxinc.com/about/company-information/our-philosophy/">evaluate certainaspects of your efforts</a> </i>and see if they <b>“contribute”</b> to the occurrence of failure.</span></div><div class="MsoNormal"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><i>Below is a checklist that you might want to try for yourself:</i></span><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; line-height: 115%; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div><div class="MsoNormal" style="margin-left: 41pt; text-indent: -0.25in;"><span style="color: #010101; text-indent: -0.25in;"><br /></span></div><div class="MsoNormal" style="margin-left: 41pt; text-indent: -0.25in;"><span style="color: #010101; text-indent: -0.25in;"><b><i><span style="font-family: Verdana, sans-serif;">Your content may not be generating enough traffic.</span></i></b> It might be because of lack of quality or poor search optimization, but whatever it is, it’s the very first thing you need to check. To be able to generate leads, you need a large bulk of traffic, and without that, you can’t expect numbers to go up.</span></div><br /><div class="MsoNormal" style="margin-left: 41pt; text-indent: -0.25in;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><i><b><span style="font-family: Verdana, sans-serif;">Your calls-to-action are in the wrong places.</span></b> </i>CTAs are like the pearly gates that lead to conversion heaven. They must be scattered everywhere within the prospect’s decision-making phase, and it should clearly define what’s in it for them. If they couldn't see your CTAs, you wouldn't see them either.</span></div><i><br /></i><div class="MsoNormal" style="margin-left: 41pt; text-indent: -0.25in;"><b style="color: #010101; text-indent: -0.25in;"><i><span style="font-family: Verdana, sans-serif;">Your social media use may be misguided.</span></i></b><span style="color: #010101; text-indent: -0.25in;"> A lot of marketers are disillusioned about the number of likes or followers they generate on social media. What you really should be looking at is lead potential, and your social media posts should go hand-in-hand with your other efforts, not as an independent campaign.</span></div><br /><div class="MsoNormal" style="margin-left: 41pt; text-indent: -0.25in;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><b><i><span style="font-family: Verdana, sans-serif;">Your landing page forms are either too long or too short.</span></i></b> Studies show that the optimal number of form fields that lead to conversion is from 5 to 10. If yours doesn't fall within that average, then perhaps you need a re-evaluation.</span><span style="color: #010101; font-family: Symbol; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div><br /><div class="MsoNormal" style="margin-left: 41pt; text-indent: -0.25in;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><b><i><span style="font-family: Verdana, sans-serif;">Your leads are not of high-quality.</span></i></b>Again, the battle of quantity versus quality. While campaigns may survive by getting tons of mediocre leads, the ultimate success can only be determined by high-quality leads – meaning, those that rake in large sums of revenue and are more likely to stick.</span><span style="color: #010101; font-family: Symbol; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div><br /><div class="MsoNormal" style="margin-left: 41pt; text-indent: -0.25in;"><span style="color: #010101;"><span style="font-family: Verdana, sans-serif;"><b><i>Your promos are outdated, unoriginal or boring.</i></b> </span>Prospects may lose interest in offers that keep getting recycled over and over. This lessens the likelihood of sharing and loyalty, thus also affecting conversion rates. <i><a href="http://smartbusinessmarketing.weebly.com/2/post/2013/10/5-helpful-hobbies-for-b2b-content-creators.html">Come up with something fresh</a></i>, although risky, to see if it can put back life into your dying efforts.</span><span style="color: #010101; font-family: Symbol; font-weight: bold;"><o:p></o:p></span></div>Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-32490000076439511032013-10-29T16:03:00.000-07:002013-12-14T21:18:04.736-08:00To Win, You Have to Do More than Create Better Services—An Interview with RainToday<br />When managers are asked why their customers buy from their company, very<br /> few of them say it's because their company has the best services or <br />product—or even that they have the best price.<br />Listen to the complete interview here. <br />Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-71954083676091526642013-10-27T05:09:00.000-07:002013-12-12T09:14:24.159-08:00How to Build a Better Profile of Your Ideal CustomerMost readers of this blog are probably familiar with ideal customer profiles. An ideal customer profile is a description of the kinds of<em> companies</em> that would make the best customers for your business. The goal of creating and using an ICP is to focus your marketing and sales efforts on those prospects with the greatest likelihood of becoming good customers and to avoid wasting valuable resources on prospects that aren't a good fit.<br /><br />Most companies base their ideal customer profile(s) on the characteristics of their existing customers. They first identify their "best" customers (which usually means their largest and/or most profitable customers), and then they identify what those "best" customers have in common. Most ideal customer profiles use "firmographic" attributes such as:<br /><ul><li>Annual revenues</li><li>Number of employees</li><li>Industry vertical</li><li>Location</li></ul>Some companies will also include other attributes when possible, such as:<br /><ul><li>The "footprint" of the organization (local, regional, national, global)</li><li>The most relevant organizational unit or department</li><li>The business situation (for example, is the company in growth or decline)</li></ul>While this process for creating an ideal customer profile is used by many companies, it doesn't go quite far enough. When I work with clients to develop ICP's, I ask them to consider three additional questions as we go through the process just described. Answering these questions will add depth and context to your ICP and ultimately make your ICP more insightful and useful.<br /><br />Here are the three questions I add to the conventional process:<br /><ul><li>What kinds of companies have derived significant (i.e. above-average) value from using our product or service, and <strong><em>why</em></strong> have these companies obtained greater value?</li><li>What kinds of companies will be receptive to our marketing and sales efforts and thus be more likely to buy from us?</li><li>What kinds of companies can we acquire as customers at an acceptable cost?</li></ul>Of these three questions, the first is the most important. Companies that have derived exceptional value from using your product or service are likely to be among your largest and most profitable customers. Common sense says that similar types of companies will make your best prospects.<br /><br />Understanding what is driving the exceptional value may enable you to expand the definition of your ideal customer. For example, you may find that the companies deriving exceptional value are primarily found in one industry. However, when you identify why those companies are obtaining greater value, you may find that the same issue or challenge also exists in other types of organizations that you do not currently serve. So, by answering the <em>why</em> question, you may well uncover an entirely new group of "ideal" prospects.Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-91439193906190985212013-10-24T20:52:00.000-07:002013-12-12T08:52:01.319-08:00The 7 Deadly Sins of B2B Lead Generation<div class="MsoNormal" style="line-height: 12.0pt;"><div class="separator" style="clear: both; text-align: center;"><a href="http://1.bp.blogspot.com/-Ok-wlEU_gBk/UmnWf6cJK6I/AAAAAAAAAUU/6GezdXh0R_0/s1600/The+7+Deadly+Sins+of+B2B+Lead+Generation.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://1.bp.blogspot.com/-Ok-wlEU_gBk/UmnWf6cJK6I/AAAAAAAAAUU/6GezdXh0R_0/s1600/The+7+Deadly+Sins+of+B2B+Lead+Generation.jpg" /></a></div><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal"><div class="MsoNormal"><div class="MsoNormal" style="line-height: 12pt; text-align: justify;"><span style="font-family: Verdana, sans-serif;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><i>There are only two kinds of things that can bring any business endeavor to its demise</i>: unfortunate circumstances and human errors. Obviously, the former is something that’s out of anyone’s control. It could be anything from a paralyzing economic recession to physical disasters like fires or earthquakes. The latter, however, are the flaws and lapses that key people have in making decisions and performing actions. These things are controllable.</span><span style="font-size: 10.5pt;"><o:p></o:p></span></span></div><div class="MsoNormal" style="line-height: 12pt; text-align: justify;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="font-family: Verdana, sans-serif;"><br /></span></span></div><div class="MsoNormal" style="line-height: 12pt; text-align: justify;"><span style="font-family: Verdana, sans-serif;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">When a business engages in</span><span style="color: #010101; font-size: 10.5pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"> </span><span style="color: #010101;">B2B lead generation</span><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">, it embarks on an elaborate campaign to <a href="http://www.callboxinc.com/strategy/five-simple-strategies-for-to-attract-more-customers-and-clients/"><i><b>seek and attract potential clients</b></i></a>. The task requires careful planning, patience and cooperation between and among marketers and other functions of the business.</span><span style="font-size: 14px;"> </span></span><span style="color: #010101; font-family: Verdana, sans-serif; line-height: 12pt;"><i>The things that could destroy that effort</i> –<i> the ones that are controllable</i> – <i>must not be tolerated.</i> As marketers, it is important to understand why these things can be roadblocks to success. </span></div><div class="MsoNormal" style="line-height: 12pt; text-align: justify;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></div><div class="MsoNormal" style="line-height: 12pt; text-align: justify;"><span style="font-family: Verdana, sans-serif;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><i><b>These are 7 of the worst things that could happen to your campaign:</b></i></span><span style="font-size: 10.5pt;"><o:p></o:p></span></span></div><div class="MsoNormal" style="line-height: 12pt; text-align: justify;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><span style="font-family: Verdana, sans-serif;"><br /></span></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29pt; text-align: justify; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: Verdana, sans-serif;"><b><span style="color: #010101; font-size: 10.5pt;">1.<span style="font-size: 7pt; line-height: normal;"> </span></span></b><span style="color: #010101;"><b>Lack of strategy </b>–</span><span style="color: #010101; font-size: 10.5pt;"> </span><span style="color: #010101;">Even the simplest marketing activities require a strategy. It’s the framework that guides marketers to their goals and puts and everything in order for them. Without it, management of time, budget and other resources would be topsy-turvy.</span><span style="color: #010101; font-size: 10.5pt;"><o:p></o:p></span></span><br /><span style="font-family: Verdana, sans-serif;"><span style="color: #010101;"><br /></span></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29pt; text-align: justify; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: Verdana, sans-serif;"><b><span style="color: #010101; font-size: 10.5pt;">2.<span style="font-size: 7pt; line-height: normal;"> </span></span></b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><b>Lack of commitment</b> –</span><span style="color: #010101; font-size: 10.5pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"> </span><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><a href="http://www.callboxinc.com/category/lead-generation/"><i><b>Lead generation</b></i></a> is not the sole obligation of marketing, and that’s true. However, if a marketing team engages in lead generation only to perform it half-heartedly, then goals would be difficult to achieve.</span><span style="color: #010101; font-size: 10.5pt;"><o:p></o:p></span></span><br /><span style="font-family: Verdana, sans-serif;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29pt; text-align: justify; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: Verdana, sans-serif;"><b><span style="color: #010101; font-size: 10.5pt;">3.<span style="font-size: 7pt; line-height: normal;"> </span></span></b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><b>Lack of quality content</b> –</span><span style="color: #010101; font-size: 10.5pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"> </span><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">If lead generation is a restaurant business, then content is the menu list. It’s what draws people into engagement. If the type of content is not compelling enough to spark interest, lead generation would be stagnated into a dead campaign.</span><span style="color: #010101; font-size: 10.5pt;"><o:p></o:p></span></span><br /><span style="font-family: Verdana, sans-serif;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></span></div><div class="MsoNormal" style="margin-left: 29pt; text-align: justify; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: Verdana, sans-serif;"><b><span style="color: #010101; font-size: 10.5pt; line-height: 17.15pt;">4.</span><span style="color: #010101; font-size: 9px;"> </span></b><span style="color: #010101; line-height: 17.15pt;"><b>Lack of collaboration with sales</b> –</span><span style="color: #010101; font-size: 10.5pt; line-height: 17.15pt;"> </span><span style="color: #010101; line-height: 17.15pt;">Marketing should not work independently from sales, especially in walking prospects through the entire sales process. Both departments should have a shared vision as to how a prospect’s experience would be enhanced.</span><span style="color: #010101; font-size: 10.5pt; line-height: 17.15pt;"><o:p></o:p></span></span><br /><span style="font-family: Verdana, sans-serif;"><span style="color: #010101; line-height: 17.15pt;"><br /></span></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29pt; text-align: justify; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: Verdana, sans-serif;"><b><span style="color: #010101; font-size: 10.5pt;">5.<span style="font-size: 7pt; line-height: normal;"> </span></span></b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><b>Lack of nurturing</b> –</span><span style="color: #010101; font-size: 10.5pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"> </span><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">The responsibility of marketers do not end when prospects are turned into leads. There must be a thorough follow-up system to maximize the potential of <i><b><a href="http://www.callboxinc.com/about/company-information/our-philosophy/">doing business and establishing a long-term relationship</a>.</b></i></span><span style="color: #010101; font-size: 10.5pt;"><o:p></o:p></span></span><br /><span style="font-family: Verdana, sans-serif;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></span></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29pt; text-align: justify; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: Verdana, sans-serif;"><b><span style="color: #010101; font-size: 10.5pt;">6.<span style="font-size: 7pt; line-height: normal;"> </span></span></b><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><b>Lack of fun</b> –</span><span style="color: #010101; font-size: 10.5pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"> </span><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;">B2B doesn’t have to be a boring enterprise. Even within an industry composed of professionals and executives, the element of fun and camaraderie could still be encouraged. No one wants their business to come out as a square to the public eye.</span><span style="color: #010101; font-size: 10.5pt;"><o:p></o:p></span></span><br /><span style="font-family: Verdana, sans-serif;"><span style="color: #010101; mso-ascii-font-family: Calibri; mso-bidi-font-family: Calibri; mso-fareast-font-family: "Times New Roman"; mso-hansi-font-family: Calibri;"><br /></span></span></div><div style="line-height: 12pt;"></div><div class="MsoNormal" style="line-height: 17.15pt; margin-left: 29pt; text-align: justify; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: Verdana, sans-serif;"><b><span style="color: #010101; font-size: 10.5pt;">7.<span style="font-size: 7pt; line-height: normal;"> </span></span><span style="color: #010101;">Lack of risk-taking</span><span style="color: #010101; font-size: 10.5pt;"> </span></b><span style="color: #010101;">– Eventually, the things that the B2B industry practices now would become obsolete in the future. That may still be a long time from now, but for a business that doesn’t have the guts to take risks even today, tomorrow would be a quandary.</span></span><span style="color: #010101; font-family: Helvetica, sans-serif; font-size: 10.5pt; font-weight: bold;"><o:p></o:p></span></div></div></div>Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0tag:blogger.com,1999:blog-6172721455102485437.post-83251874701026540542013-10-24T12:03:00.000-07:002013-12-14T21:06:46.054-08:00The Sound of Music ... and Advertising.<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiCJJIN5uOFsYr2n8g3BhyM4IImqUkDUbgPzQdd1sP2cvkUxBuyvFVb9syAWVPa9arjPtuZfTqBeaoA5Jf21CPywXKJksedwwwCjGhlO-s_MWmxH61X7HqRWWWvAJuRNGjeZYJk5OgsQqw/s1600/sheetmusic.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="171" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiCJJIN5uOFsYr2n8g3BhyM4IImqUkDUbgPzQdd1sP2cvkUxBuyvFVb9syAWVPa9arjPtuZfTqBeaoA5Jf21CPywXKJksedwwwCjGhlO-s_MWmxH61X7HqRWWWvAJuRNGjeZYJk5OgsQqw/s200/sheetmusic.jpg" width="200" /></a></div><i><b>Whether you're Mozart, B.B. King, John Lennon, Hank Williams or Ne-Yo, sitting down to a blank page of music opens up a limitless world of possibilities. Boundless, untapped creativity. The dots you splash on those lines can be the next great ballad or the next great ballet. They can make people laugh, cry, love and dance ... it's totally up to the musician.</b></i><br /><br />That's what I love about what we do. To me, creative is like music. Eddie Wilson in the movie <i><a href="http://www.imdb.com/title/tt0085475/" target="_blank">Eddie and the Cruisers</a></i> said, "words and music, man - they need each other." I couldn't agree more. But so do words and images.<br /><br />I share this rant because I just heard about an interesting client conversation. They didn't want to provide too much creative input because they didn't want to stifle the creative process. In essence, they were providing blank sheet music and asking us to write the next great song.<br /><br />Which is GREAT!!! No creative wants everything dictated to them. BUT...we didn't know if we are writing a love song, pop song, western or jazz.<br /><br />For advertising, the strategy is like providing the stye to a musician. It provides the ground rules that allow creative to flourish. Yes...creative <i>DOES</i> need rules. Are we writing an eight-bar blues riff? A concerto? Will it be acapella? We at least need to know what instruments to include.<br /><br />And within each musical style, the creativity is varied by tone. How do we want people to feel. Is it reminiscent? Inspirational? Foreboding? Your advertising creative needs a defined tone too.<br /><br />You can give 100 musicians the same 8 notes and you'll hear 100 totally different tunes. They just need to select a style and define a tone.<br /><br />Give 100 writers and designers the exact same well-defined strategy, and you'll get 100 different well-positioned ads. If you truly want to set your creatives free to <a href="http://www.youtube.com/watch?v=RnBFBilOk-o" target="_blank">keep their feet on the ground and keep reaching for the stars</a>, give them the freedom of a tight strategy.<br /><br /><div style="text-align: center;"><b><span style="font-size: large;">For the cheat sheet to a tight strategy, click here: </span></b></div><div style="text-align: center;"><b><span style="font-size: large;"><a href="http://marketmatch.blogspot.com/2013/05/a-cheat-sheet-to-perfect-creative.html" target="_blank">A Cheat Sheet to Perfect Creative</a></span></b></div><div style="text-align: center;"><br /></div><br /><div><div><i style="color: #660000;"><b><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">We bring these marketing philosophies to credit unions and community banks nationwide, and would love to bring them to your institution too. <a href="mailto:egagliano@marketmatch.com" target="_blank">Contact us to see how.</a></span></b></i></div><div><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><i style="color: #660000; text-align: left; text-indent: 0in;"><br /></i><i style="color: #660000; text-align: left; text-indent: 0in;">With more than 272,000 visits worldwide, we hope that you enjoy this blog. If you find it helpful, please share it with your colleagues. Also, check out our <a href="http://www.youtube.com/user/WeAreMarketMatch/videos" target="_blank">YouTube Channel</a> for short video blogs about financial marketing. </i></span></div><div style="text-align: -webkit-left;"><div class="MsoNormal"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><span class="Apple-style-span" style="color: #660000; font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><i><br /></i></span></div></div></div></div><div class="MsoNormal"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><i style="color: #660000;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">MarketMatch is also a nationally and internationally requested speaker. <a href="mailto:egagliano@marketmatch.com" target="_blank">Contact us</a> to bring our marketing ideas to your next conference.</span></i></div></div></div></div><div class="MsoNormal"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><br /></span></div></div></div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="text-align: center;"><span class="Apple-style-span" style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif; font-size: small;"><a href="http://www.marketmatch.com/Speaking-Tour" target="_blank">Here are the conferences where you can find MarketMatch.</a></span></div></div></div></div></div><div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px; text-align: center;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><br /></span></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"></div></div></div></div></div></div></div></div><div class="MsoBodyText"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="text-align: right;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span class="Apple-style-span" style="color: #660000;"><b><i><span class="Apple-style-span"><span class="Apple-style-span"><span class="Apple-style-span"><span class="Apple-style-span"><span class="Apple-style-span" style="line-height: 19px;"><i><span class="Apple-style-span"><a href="http://www.marketmatch.com/" target="_blank">See our story here.</a></span></i></span></span></span></span></span></i></b></span></span><b><i> </i></b><span style="color: #660000;"><i><b>(click)</b></i></span></div></div></div></div></div></div></div></div></div></div></div></div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><span class="Apple-style-span" style="color: #660000; font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b><i><span class="Apple-style-span" style="line-height: 19px;"><i><a href="http://workface.com/e/ericgagliano#" target="_blank">Chat with me LIVE!</a></i></span> (click)</i></b></span></div></div></div></div></div></div></div></div></div></div></div></div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><a href="mailto:egagliano@marketmatch.com" target="_blank"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span class="Apple-style-span" style="color: #660000;"><b><i><span class="Apple-style-span" style="line-height: 19px;"><i>Or email me directly </i></span></i></b></span><b style="color: #660000;"><i>(click)</i></b></span></a></div></div></div></div></div></div></div></div></div></div></div></div><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="margin: 0px;"><div style="font-weight: bold;"><span class="Apple-style-span" style="color: #660000;"><b><i><span class="Apple-style-span"><span class="Apple-style-span"><span class="Apple-style-span" style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif; line-height: 19px;">937-426-9848</span></span></span></i></b></span></div><div style="font-weight: bold;"><span class="Apple-style-span" style="color: #660000;"><b><i><span class="Apple-style-span"><span class="Apple-style-span"><span class="Apple-style-span" style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif; line-height: 19px;">Follow me on Twitter @egagliano</span></span></span></i></b></span></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div><br />Anonymoushttp://www.blogger.com/profile/00585379798895991742noreply@blogger.com0