Archive | May, 2010

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5 SEO No-No’s: Tactics you should absolutely, positively never do

Last week we shared 5 SEO tips that can help increase traffic to your site and thus create new leads. This week, our SEO guru wants to share 5 SEO No-No’s – tactics that will actually hurt your site and your chances to acquire new customers.No-No 1: Hiding TextPlacing relevant keywords on your web pages [...]

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The changing B2B buyer

The lessons from the Boston session of B2B Marketing University continue to intrigue me. One that really struck a chord was Jay Hidalgo’s opening presentation about the changing face of B2B marketing, so I wanted to expand on it a bit. The driver of change is really the changing B2B buyer. New technologies and new [...]

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It’s too expensive! How to overcome price objections

Price is a critical factor in any purchase, even more the case when uncertain economic times lead to shrinking budgets, delayed decisions and competitors resorting to discounting to win deals. When your prospect tells you that your product or service is too expensive, do not reiterate your sales pitch. Instead, ask your prospect to clarify. [...]

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Lessons from B2B Marketing University

Silverpop’s B2B Marketing University was a great source information for anyone involved in marketing or managing a sales and marketing organization. (Or as Joe Moloney pointed out during the roundtable discussion — “marketing and sales” — marketing comes first in practice, it should come first in titles, too.) Here are some of the themes we [...]

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Live from B2B Marketing University

Our own Jeremy Sacco and Liz McInnis are attending Silverpop’s B2B Marketing University in Boston today. We’ll have a full recap tomorrow, but for now, here are some learnings directly from the team: B2B buyers are changing: they’re more informed than ever and turning todirect contact with salespeople much later in the process. MarketingSherpa says [...]

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Tips: 5 SEO must-dos for lead generation

Last week we shared a brief video about how an SEO optimized site (in this case, ours) can help you generate leads for your business. As promised, we talked to our in-house SEO guru in search of some quick tips to help your business generate leads through smart SEO tactics.Here is what we learned: Keyword [...]

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Friday roundup: meet us in Boston, ROI, trade show tips, lead recycling

Boston area marketers: Liz and I are both going be at B2B University on Tuesday to see what some of the smartest people in B2B marketing have to say about our industry. It’s a free half-day seminar and looks like it’ll be a great event. Come say hello — and let us know what we [...]

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SEO: a video tribute

SEO is an incredibly important tactic to generate leads for your business. If you can optimize your site in the eyes of the search engines, you’ll benefit greatly by showing up in the natural search results when a potential customer is searching for you.Stay tuned for an upcoming post about SEO tips later this week! [...]

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Back to basics: response time really matters

If you ask friends and colleagues to share business horror stories, one theme that you’ll hear again and again is a simple lack of responsiveness: things like “They never answered my questions!” and “They put me on hold for an hour!” and “It takes 5 emails to get a response!” Being responsive to customers and [...]

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You want that for what, now?

One of the fun things about generating over 60,000 leads per month is that we tend to get some requests that are hard to believe, and our storage containers requests have some of the best. Not content with using containers for, you know, storage, these buyers have come up with some unexpected applications. These are [...]

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