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Marketing Watchdog Journal

November 2011, Issue 93

2011 National Website Demand-Generation Study
Is your website doing all it can to generate opportunities?

Read Demandbase's recently published study on website demand generation.

In this issue:

In This Issue

Bruce A. Brien
Featured Article

Are Your Sales Playbooks Institutionalized Dust Collectors?
In Part 3 of our Sales and Marketing Alignment Series, I explore another sensitive topic: sales playbooks. When asked about playbooks, salespeople often cringe, likely reminded of the fat, dust-covered binder they promised themselves they would open but haven't. Here are three tips to making your playbooks usable and effective for the sales team.
> Read more
By Bruce A. Brien, VP, Sales Enablement, Bulldog Solutions

Demandbase Demand-Generation
Best Practices

What to Do About Those "Anonymous" Website Visitors, and Other Actionable Insights into Optimizing Your Website
This excerpt from the recently published "2011 National Website Demand-Generation Study" reveals the ways in which corporate websites are not performing to their potential, especially in terms of tracking unidentified site visitors and generating new, high-quality sales leads.
> Read more
Excerpt from Demandbase's "2011 National Website Demand-Generation Study."

Get all the results from the survey.
This is an excerpt from the Demandbase's recently published "2011 National Website Demand-Generation Study." You may download the entire study here.

Revenue Performance Management

"Today's Nirvana Is Tomorrow's Status Quo": Key Takeaways from Bulldog's Marketing Leadership Customer Roundtable
A recent survey reveals that nearly 89% of those surveyed indicated that emphasis on marketing measurement has increased in the last couple years—and that the pressure to justify spending was a major factor in the increase. This was one of the topics discussed during the recent "Marketing Leadership Customer Roundtable" at Bulldog Solutions. Here are my top five takeaways for BtoB marketers looking to make more of an impact (and prove it) on revenue.
> Read more
By Cheyanne Atchley, Director of Marketing, Bulldog Solutions

Must-Read Industry Articles

The Three Critical Success Factors that Ensure Your BtoB Email Campaigns Fulfill Their Potential
Many BtoB marketing executives are settling for email response rates much lower than what are possible and desirable. Applying these three strategies will ensure your email initiatives deliver their full potential.
By Dan McDade, President-CEO, PointClear, in BtoB Online

Which Brain Is Your Website Selling To?
You'll be hard pressed to trigger a buying decision if you don't deliver your message in a way that the reptilian brain understands.
By Tim Ash, CEO, SiteTuners.com, in ClickZ

Five Quick Tips to Make Your Content Live Longer
The antidote to content's short half-life may not be producing more, but rather keeping the window of consumption open longer for the content you do produce.
By Joe Chernov, VP, Content Marketing, Eloqua, in Content Marketing Institute's Blog

Marketing Watchdog Journal is a monthly newsletter from Bulldog Solutions, an online marketing agency that changes the way BtoB companies define demand-generation strategy, engage prospects and convert leads to customers. 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 Cheyanne Atchley, director of marketing.

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