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June 2009, Issue 64 |
| An invitation from Ahmed Taleb, senior director of strategic planning |
If you missed the BtoB Online Leading Edge Virtual Trade Show last week, we'd love to invite you to view the on-demand version of the presentation we gave: "Reach the Decision Maker: Building Calls to Action That Drive Sales Engagements." You can register here.
Also in this issue: Highlights from our partner Frost & Sullivan's Growth Team Membership 2009 Sales Survey, and insight into how to make your virtual trade show participation pay off.
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Featured Article
Marketers, Here's Your Wake-Up Call: Pay Attention to Process
According to Frost & Sullivan's 2009 sales survey, salespeople identify process, or lack thereof, as their one major roadblock preventing conversion. Process is a huge driver of a happier sales team that can be more confident in the leads Marketing is sending over.
> Read more
By Naylor Gray, Director of Global Marketing, Frost & Sullivan
Sales Engagement
Is Your Sales Team Creating Real Differentiation?
What if a salesperson were able to create a highly differentiated offering that provides real value competitors can't copy—because it is unique to the customer? It's time to go beyond features that are easily commoditized, and look instead at the customer's experience.
> Read more
By Tom Roth, President of Global Solutions, Wilson Learning Corporation; reprinted from SMEI's Marketing Times Magazine, June 2009
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Three Ways to Make Virtual Trade Shows Pay Off
Virtual trade shows are greener and more budget-friendly than their physical trade show counterpart; they're also a wonderful opportunity to broaden your demand generation horizons. Here are three ways to make the most out of your investment if virtual trade shows are part of your integrated marketing plan.
> Read more
By Amy Bills, Director of Field Marketing, Bulldog Solutions
Sales Engagement
What's the Buzz About Sales 2.0?
In this Q&A from the ShadeTree Technology live Webinar, Sales 2.0: How to Get Started, Sally Duby of Phone Works LLC and Jim Banks of ShadeTree Technology answer questions about Sales 2.0 implementation, how to start an inside sales team and how to change the culture of your sales organization.
> Read more
Q&A from the June 9 live Webinar, Sales 2.0: How to Get Started. View the on-demand Webinar.
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What Is Marketing Automation and Why Should You Care?
Though the marketing automation field can be confusing—and current economic conditions can be intimidating—now may be the most forgiving time for organizations to work out new automation processes.
By Ian Michiels, CRM Buyer
Twitter: Will It Implode Under the Weight of Its Hype?
Despite all the companies jumping on Twitter and the case studies of cool and innovative ways to use Twitter in your marketing, I've yet to see a compelling case.
By Derek Harding, ClickZ
Demand Generation Tactics for Interesting Times
This year, the marketer's toolset will be designed to generate a lead, close a sale and create a profitable relationship…with one promising customer at a time.
By Sam Eidson, Sales and Marketing Management Magazine
Marketing Watchdog Journal is a monthly newsletter from Bulldog Solutions, a lead optimization and lead management company dedicated to helping our clients generate more, better leads and turn them into revenue. We welcome your feedback on this newsletter's content and design, and encourage you to share your ideas for topics you would like us to cover in future issues. Please send your comments or questions about Bulldog Solutions to Amy Bills, Director of Field Marketing.
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