Book Review

Lead Nurturing Best Practices [#B2BChat]

August 15, 2010

Not all prospects are ready to buy immediately, especially in B2B. Lead-nurturing campaigns therefore become imperative for transforming prospects into sales-ready opportunities. Success hinges on planning, creativity and technology working in tandem. Lead nurturing was the topic of discussion for last week’s #B2BChat, and it was yet another fast-paced exchange of insightful input as our [...]

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6 Characteristics of Trust Agents

April 18, 2010

Trust Agents by Chris Brogan and Julien Smith is a definitive guide to navigating within the social media economy. The Internet has changed how  business is conducted in most industries, particularly in terms of transparency. When faced with crisis or criticism, a business can no longer just “no comment” a press release, and will the [...]

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Inbound Marketing: For those with more brains than money

April 4, 2010

Cover via Amazon Every now and then comes along a book that you would want to keep by your side at all times for its sheer usefulness and readily-accessible hyper-valuable actionable knowledge. Inbound Marketing: Get found using Google, Social Media, and Blogs by Brian Halligan & Dharmesh Shah, founders of HubSpot is one such. This [...]

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“How you sell me is how you will serve me” – Getting lead nurturing right

March 17, 2010

Lead nurturing is the lifeblood of B2B companies, particularly of those involved in complex solution selling. Here lead generation alone does not result in sales, but an underlying process of lead nurturing wherein enquiries are converted into qualified leads and put the qualified leads on the trajectory to capture sales, is equally if not more [...]

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B2B Marketing Lessons from Malcolm Gladwell: What the dog saw

February 26, 2010

Those of you who have read Malcolm Gladwell’s latest offering, What the dog saw, may be a little sceptical on what the content may offer a B2B company. While it is true that the examples offered in the 2 essays I am referencing, ‘The Pitchman’ and ‘The Ketchup Conundrum’, have at their heart consumer references [...]

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Book Review: Grapevine – The New Art of Word-of-Mouth Marketing

February 8, 2010

Grapevine published in 2005, by Dave Balter (the CEO and Founder of word-of-mouth marketing firm BzzAgent) and John Butman (co-author of other novels e.g. Trading Up & the Word-of-Mouth Manual) tackles the influence of word-of-mouth and buzz generation in the successful marketing of products and services. I found this book to be a trifle disappointing [...]

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Sticking to the basics

January 27, 2010

Cover via Amazon When you have an important idea, how do you communicate it in a way that has impact? How do you construct a great idea? What matters most to a communicator is painfully simple: that his audience “gets” it and be motivated enough to “act” on it in some way, for instance, by [...]

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