Today’s announcement of Salesforce buying Exact Target for a significant premium truly validates the importance of email marketing in the modern enterprise. The email marketing sector has produced multiple winners in the past, such as Constant Contact (NASDAQ: CTCT) and Responsys (NASDAQ: MKTG). However, the public markets have not valued them fairly due to their... More »Salesforce Buys Exact Target. Who Benefits?
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I have to credit Thyda Nhek for introducing me to this phrase (who may have heard it from John Stepper), but ever since she mentioned it, it has stuck with me. I find that it concisely, yet accurately, explains what Jive and other social collaboration platforms really do. They allow companies of all sizes to... More »Why It’s So important to Work Out Loud
What makes for bad advertising? The answer is simple.. and often it’s not in the brief, because there wasn’t one! Ultimately what consumers see as the end result is often the cumulation of poor direction, bad decisions and no creative brief outlining the brand’s basic position, the reason to believe and competitive landscape. Way too... More »Bad Advertising: It’s Not in the Brief
Not all Customer Success teams start off fully organized before they are implemented. It would be nice to have a plan all laid out but sometimes it’s better to just get started. At the Customer Success Summit I interviewed customer success executives on what customer success is to them and what they’ve done so far.... More »4 Ways Companies Have Implemented Customer Success Into Their Business
The Case of Lucozade Growing up in the UK in the early 80′s you were bound to have experienced Lucozade as part of your family’s regime for nursing you back to health when ill. Just the sight of the bright orange bottle of fizzy elixir brings back memories of sipping my way back to full... More »Impact of Advertising on Enduring Brand Perceptions
Several months ago, while shopping at my favorite clothing store, a sales associate approached me asking if she could help me find anything. She eagerly greeted me by the door, as it was slow and I was only one of two customers at the time. Normally I would probably pass up the help and say... More »There’s No “I” in Sales
LinkedIn is kind of like a cocktail party, but without the jazz and the olives. You want your profile to be properly dressed, to present the very best image of you. You want its contents to be interesting. And perhaps most importantly, you want the right guests there. After all, a LinkedIn account that’s not... More »3 Things You Need To Know About LinkedIn Invitations
All business owners want their websites to be found by potential clients and online search engine users—which means that all business owners need to invest heavily in SEO techniques, right? Not necessarily. There is a growing consensus among online marketers that overemphasizing SEO techniques is one of the worst things that a business can do—not... More »Why I Hate SEO Techniques
Google recently launched ‘The Customer Journey to Online Purchase’. This is a useful tool that has been built based on data from 36,000 advertisers, across 11 industries from seven different countries. Each of these advertisers has been using Google’s analytics tools Ecommerce and Multi-Channel Funnels. The benchmark data drawn from this activity has enabled Google... More »New Google Tool – The Customer Journey to Online Purchase
Google is dropping the hammer on paid content, which it defines as “advertorials or native advertising,” issuing forth a kind of edict that this kind of content shall have no effect on search results, and furthermore, if it’s not disclosed properly, even the publishers who support it may be barred from Google News. When it... More »Why Is Google So Afraid Of Paid Content?
More and more, we see bank branches becoming a mix of environments: high touch for affluent where personal interaction is protected, and low touch – via technology – for mass market consumers. Banks are also reducing expensive real estate and staffing costs as they move from the traditional models (flagship, mass branch, ATM) to models... More »6 Factors Changing the Bank Branch Customer Experience
While assisting my wife in preparing for one of her workshops, it became apparent that a few more seats were needed. As I was familiar with this location, I proceeded to the storage room to retrieve the chairs but found the door locked. While speaking with the new receptionist in regards to gaining access to... More »3 Words New Employees Should Avoid
Here’s a cool article I came across by Dave Brock titled “Customer Retention, Whose job is it anyway“. Does your organization hold sales accountable for retention? Or maybe account managers? Retention strategies should look beyond the usual suspects of who is responsible for keeping the customers or getting them to renew or upgrade. Every touchpoint... More »The Responsibility of Customer Retention: Whose Job is it Anyway?
All leads are not created equal. Some are almost ready to buy when you find them, but most are in an earlier stage of the buyer’s journey. The beauty of lead scoring is that once you’ve identified the characteristics and behaviors of leads at the various stages of readiness, you can apply a point system... More »The 7 Steps of Lead Scoring
Your website is a marketing investment for your business. Just like any marketing you do, your website is successful when it provides a steady flow of new customers to your business each month. Most small businesses acquire online sales leads via web forms that visitors fill out right on their websites. Forms are a super... More »4 Big Benefits of Creating Online Thank-You Pages