B2B Marketing Bi-Weekly #1 + Intro

Posted by on Apr 30, 2013 in Blog, Mi6 Marketing Wrap Ups | 0 comments

What’s a Wrap-up?

If you’re a B2B marketing or sales leader chances are you’re swamped with work! You have content flying at you from all over the place with the fire hose getting fiercer each day. But you know you need to stay informed, up to date and have that jewel of information at your fingertips!

That’s why we at Mi6 have developed a Bi-Weekly Wrap-Up blog series. Here we will work to summarize and share highly relevant content for you, the B2B marketing or sales professional. Expect to see these posts twice a month – on the 15th and final day of the month. The summaries will help you quickly decide whether more reading, watching or listening is worth your time, or not. 

This post includes: 1) Sales and Marketing: The Original Game of Thrones | 2) Three Social Media Tools That Improve the Sales Cycle | 3) IBM’s Design Lab: I Have Seen the Future of Marketing | 4) Cracking the Linkedin Sales Code | 5) The Powerful Force of Social Sales [INFOGRAPHIC]

1. Sales and Marketing: The Original Game of Thrones

Source: Pardot, an ExactTarget company | Date: April 16, 2013 | Format: Slideshare presentation

Summary of Findings

In this presentation “Sales and Marketing: The Original Game of Thrones” by Pardot (an ExactTarget company) three key battleground territories are identified as creating friction between marketing and sales in their quest for corporate power and recognition. The fight and friction is around lead management, lead nurturing and ROI. The presentation outlines the frustrations marketing and sales professionals are facing and recommends, via marketing automation, introducing a lead generation program that includes using a universal lead definition, a ranking criteria and nurturing tactics for campaigns. [Link to Article

2. Three Social Media Tools That Improve the Sales Cycle

Source: Social Media Examiner | Date: April 15, 2013 | Format: Blog post with how to screen shots

Summary of Findings

In his post “3 Social Media Tools That Improve the Sales Cycle”, Ian Cleary hilites, in-depth, three social media tools that you can use for prospecting. Each review includes an overview of what the tool does, how to set up an account and specific ways to use the tool and the overall benefits of using it. The three featured tools are Nimble which can help you nurture your relationships and get sales; Needtagger which helps you focus on finding potential business opportunities through twitter and Virally which allows your content to generate leads and be shared on social networks. [Link to Article

3. IBM’s Design Lab: I Have Seen the Future of Marketing

Source: Robin Fray Carey, Social Media Today | Date: April 3, 2013 | Format: Blog post

Summary of Findings

In her post “ IBM’s Design Lab: I Have Seen the Future of Marketing” Robin Fray Carey of Social Media Today gets an inside look on how IBM marketing has evolved and where they are heading particularly in the areas of content development, social networking and cross functional team collaboration. Robin learns that IBM is creating marketing strategy in real-time with teams working together in an agile setting so they can innovate, learn and adjust. They are leveraging internal subject matter experts by mentoring them to create content, develop their own voice through social networks/communities and connect with the market. This is a good post for marketers because it’s a real world example that shows large companies, like IBM, are evolving and embracing newer ways to market. [Link to Article

4. Cracking the Linkedin Sales Code

Source(s): Jill Konrath and Ardath Albee | Date: 2013 | Format: eBook (PDF)

Summary of Findings

In their ebook “Cracking the Linkedin Sales Code” Jill Konrath and Ardath Albee publish the results of their Linkedin survey. The survey sought out to see if professionals were successfully using Linkedin to sell. Over 3,000 people including sales reps, entrepreneurs, sales managers, consultants and service providers responsibile for generating revenue responded. This eBook confirms that top sellers are using Linkedin extensively to research and connect with customers and prospects. This eBook compares what the top sellers are doing and accomplishing on Linkedin as compared to underperforming sellers. The authors include a set of 8 steps sellers can take to improve their chances of using Linkedin to sell successfully. [Link to Article

5. The Powerful Force of Social Sales [INFOGRAPHIC]

Source: Ritika Puri, The Content Strategist | Date: April 17, 2013 | Format: Post with infographic

Summary of Findings

In his post “The Powerful Force of Social Sales” Ritika Puri shares and critiques a recent infographic from Linkedin and Aberdeen on how socially savvy sales professionals are more successful than those who are not. The research behind the infographic, according to Linkedin and Aberdeen, states that “social selling” and by implication socially savvy reps and teams are retiring quota more often and renewing customer contracts more frequently. The author points out that introducing the Social Selling Index as a barometer of success creates some confusion due to a lack of detail and explanation. [Link to Article

 

Chris Herbert is the founder of Mi6. Mi6 is a B2B (Business to Business) marketing and business development agency dedicated to helping companies build their brands and develop commercial relationships. He is the founder of ProductCamp Toronto and the Hi-tech community Silicon Halton. He tweets under the handle @B2Bspecialist.

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