What is the big marketing message the Pied Piper of Hamelin gives us? Pull works better than push.   So what communicates and pulls better and faster? Examples! Real examples!!   How do you showcase examples?  We could capture an example through a Product Success Story, Marketing Case Study or even a Failure Story. In B2B communications, these powerful customer touchpoints can really touch a business buyer as these... 

The tail as well as the mouth of Internet Advertising is growing big and aggressive. How much will the Internet eat into the Direct Mailing pie? Will Direct Mail meet the same fate as did the Newspaper Ads and Yellow Pages Directory Listing? Research predicts Direct Mail business will drop from $49.7 billion (current) to $29.8 billion by 2013. The bad news is brought to you by Borrell Associates, the Williamsburg, Va.,... 

Just wanted to let you know about an exciting event siliconindia is organizing on June 6th (Saturday in Bangalore, India).   It is your chance to know the building of companies like Rediff.com, Naukri.com and Tejas Networks as their founders come and share their journey with us: ~ Ajit Balakrishnan, Founder & CEO, Rediff.com ~ Sanjeev Bikhchandani, Founder & CEO, Naukri.com ~ Sanjay Nayak, Founder, Managing... 

I am a big fan of Warren Buffett. In a recent interview Warren Buffett made yet another ‘written on the wall’ kind of comment. This time it was on Outsourcing. He said, “You know I’m a big guy in outsourcing. I didn’t deliver my own three children…I called an obstetrician. I do not want to have some member of my family fill my teeth or try to do it myself. So if somebody can do a job better than I can, and... 

I have earlier written a post on 10 things that B2B marketers should know, where I covered the importance of telemarketing and why it is the easiest way to reach the right person and probably have the right impact.  Some of the common threads that run in the minds of B2B marketers would be: 1. Can I use telemarketing/telesales in my lead generation programs? 2. Can I use telemarketing/telesales for my prospecting? 3.... 

In my mind, this is the best form of lead generation. Especially, speaking engagements during tradeshows will get the appropriate audience in the form of influencers and decision makers. They will get to hear first hand on what you speak. The moment you add value to the topic of your speech, there are going to be more people seeking you out than you trying to convert them into your leads. This will allow for you to create... 

Is Case Study Marketing a part of your marketing mix? If yes, is it working for you?   Case Study Marketing is one of the most powerful lead generators in a marketer’s toolkit. Applies true for B2B marketers marketing complex and technical products and services. So, what goes wrong?   Before that, let us look why Case Study Marketing clicks in a big way: Identification of a common pain point or a challenge. Glimpse... 

Has the number of new customers you serve been declining? Take heart. Try local target marketing. More business buyers search for products and services online than anywhere else, so it’s important to make sure your business listing can be easily found on Google.com and Google Maps.  And believe me it doesn’t cost money. Probably, this is a good plan marketing tip for your marketing proposal during a downturn!... 

My customer called me into a meeting and told me that he has a peculiar problem and he wanted my opinion on it. He said that his organization has a huge sales pipeline but they are not resulting in sales. Then we went step-by-step and started looking at them in detail: 1. They are able to create opportunities 2. They are able to provide information on their solutions 3. They give their pricing and do negotiations on them 4.... 

I was talking to one of the sales resources of a company I’ve been associated with. He is primarily selling a retail solution that allows his customers to increase their sales. Pretty decent to have a solution that increases sales, isn’t it? But then, he wasn’t able to sell his solution as he assumed that it would sell, because his prospective customers weren’t seeing it the way he does. Fortunately,...