Customer Reference Programs: Time To Embrace Social Media/Web 2.0

Laura Ramos [Posted by Laura Ramos]

Customer reference management has moved from the sidelines to the
mainstream of corporate marketing activity. This is good news for the
dozens of customer reference management professionals who attended the February Customer Reference Forum in Berkeley, CA and
participated in the 2009 survey. Why? Because authentic customer
references help sales close business and marketing persuade analysts,
press, and investors that corporate positioning and product claims are
legitimate.

Read more

B2B Marketing’s Job #1: Sales Enablement

Laura Ramos [Posted by Laura Ramos]

If you have never been confronted by a sales person over lead quality, you can stop reading this blog post now:

The primary source of tension between marketing and sales is
this: Marketing wants to know what sales does with all the leads they
generate. In response to the question, sales says, “What leads? Those
leads were awful; send us better leads.”
Sound familiar?

The basic problem is that marketing and sales don’t agree on what
constitutes a lead. The deeper issue is that many marketers are still
learning what it takes to develop truly qualified demand and pass the
right information to sales in a way that helps sales to progress an
opportunity quickly and consistently.

Read more

Eloqua Removes Start Up Barriers In Race To Capture Customers

Laura Ramos [Posted by Laura Ramos]

Read more

Digital Marketing Gets A Boost In 2009 B2B Budgets

Laura Ramos [Posted by Laura Ramos]

While I was hanging out at the Forrester Marketing Forum last week, I missed a milestone. The report I mentioned in my blog about the impact the economy is having on B2B budgets popped out of the editing queue and made it onto the Web site.

Read more

B2B Marketing Mix: Will Online, Social Tactics Lead?

Laura Ramos [Posted by Laura Ramos]

Read more