Defining a Marketing Strategy
A Practical Approach to Driving Sales and Marketing Alignment
Research shows a clear, proven correlation between a company's performance and the extent to which its sales and marketing organizations are aligned. In fact, companies that reach best practices in alignment stand to close 5x the deals of their counterparts. In this executive roundtable, you'll learn the steps they took to get there—and what you can do immediately to better align your teams and drive more revenue.
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Setting the Stage for the CRO
CEOs and shareholders alike want to know where the money is—and consequently, a new leadership role has emerged: The Chief Revenue Officer, a personification of sales and marketing alignment. Companies that reach best practices in this alignment stand to close 5x the deals of their counterparts—a revenue impact executives notice. In this webinar, you'll learn the key attributes of the CRO, along with insight on successful marketing and sales alignment from inside leading marketing organizations.
The Demand Center Model, and a Phased Approach to Getting There
SiriusDecisions research reveals that best-in-class marketing organizations achieve 5x better performance than their "average" counterparts. When BtoB marketers are this effective in demand generation, they see results in better marketing and sales alignment and more revenue attributed to the marketing team. In this webinar, demand-gen experts from SiriusDecisions and Bulldog Solutions reviewed the Demand Center model and outlined a three-phased approach used by successful marketing organizations to develop and implement that model.
How to Prove Marketing's Impact on Revenue: A Case Study with a Practical Approach
What if 80% of your company's revenue was attributable to Marketing—and you could prove it?
The numbers add up to more security, power and compensation for Marketing. But they require a disciplined approach to planning and building demand-generation programs.
In this webinar, Marketo VP of Marketing Jon Miller and Bulldog Solutions President Todd Davison will present a case study of how Marketing can become a powerful revenue engine, and outline a proven, phased approach to moving your company to more effective demand generation.
The Demand Center Model, and a Phased Approach to Getting There
SiriusDecisions research reveals that best-in-class marketing organizations achieve 5x better performance than their "average" counterparts. When BtoB marketers are this effective in demand generation, they see results in better marketing and sales alignment and more revenue attributed to the marketing team.
In this webinar, demand-gen experts from SiriusDecisions and Bulldog Solutions will review the Demand Center model and outline a three-phased approach used by successful marketing organizations to develop and implement that model.
SiriusDecisions on the Challenge of Inbound
Good discussion starting on the SiriusDecisions blog about the challenge of tracking inbound activity. This is not an academic matter, as inbound becomes increasingly important and yet marketers are struggling to track inbound through to revenue.
Analyst Jonathan Block notes (boldface added), "In our experience, there is a technology and process gap in populating records with inbound activity, particularly social. Most organizations track the lead source and, if they're lucky, the interaction that closed the deal. Consequently, few have a handle on their existing marketing mix, to say nothing of adding inbound to the mix. It's definitely a combination of all the technologies you mentioned; however, few organizations have the right tools and processes in place so it's more manual and requires marketers to roll up their sleeves and get analytical."
My personal wish list is case studies on companies that are doing this well.
BtoB Leading Edge Virtual Trade Show
t Marketing to be viewed as a driver of revenue and not just a cost center? Then you’ll need to know how to measure and communicate the value of what you do and Marketing's contribution to the company in a language your CMO and CEO understand. (Hint: It’s in revenue and efficiency, not open rates and lead volume.)
Bulldog Solutions' VP Best Practices and Strategy Terry Flaherty (left) will host a Webinar on June 23 during BtoB's Leading Edge Virtual Trade Show to discuss key demand-generation metrics you should be viewing and reporting to leave a lasting legacy in your organization.
Flaherty will be joined by Rob Butters, Senior Campaign Marketing Manager, US, for Avaya, a Bulldog client who will share his insight into the changing pressures on marketing organizations. w>
The Metrics Your CMO Wants: Presentation from MarketingProfs Forum
We got some great feedback on Bulldog VP of Best Practices and Strategy Terry Flaherty's presentation yesterday at the MarketingProfs forum in Boston.
For those who weren't there, here's the promised copy of the slide deck for "How to Deliver the Right Metrics to Your CMO and Earn More Recnogition for Marketing."
Terry was joined by Jon Vlock, Director of Client Marketing for UBM TechWeb. Jon gave a very straightforward answer to the question, What do C-level Execs Expect and Value?
- More revenue.
- Less sass.
- Total agreement with everything I say.
- More credit given to the CFO and me.
Ask the Digital Experts Webinar: Using Social Tools for B2B Storytelling & Demand Generation
Join the social media experts to get all your questions answered about what's working and what's not in social media for BtoB. Social media should be part of best-practices demand-generation: The key to success is understanding how your organization can use an arsenal of tools to attract, engage and convert leads.
In this Webinar, offered by the Marketing Cloud consortium, Jay Baer, leading social media strategist, and social media experts from BlissPR and The Pedowitz Group, will answer your questions about how can you make social media pay off for your organization.
Register here.
SiriusDecisions' John Neeson on the Impact of Misaligned Sales and Marketing
Not aligning with Sales is one of the biggest mistakes BtoB marketers make, according to SiriusDecisions' John Neeson (and confirmed time and again by marketing teams who waste time and effort on p
Bulldog CEO Rob Solomon’s Interview on DemandGen Report’s Podcast Series
In this podcast interview, Rob talks about Bulldog’s recent partnership with SalesLab DemandGen to provide integrated, revenue-driving demand-generation programs for BtoB companies in Europe, and what it means for companies with a global presence that marketing automation adoption is spreading globally.
Listen to his interview.
How Top Performing B2B Companies Harness the Power of Precision Marketing
In this one-hour Webinar produced by the Marketing Cloud, Jeff Zabin, research director at Gleanster and author of the business bestseller "Precision Marketing" will share his perspective on best practices in B2B Precision Marketing, based on the experiences of more than 300 companies.
You’ll also hear success stories from David Cliche, former VP of Global Marketing (now SVP of Alliances) at Aon Corporation.
Learn how top performers:
• Attract, retain and increase the value of profitable customers
• Capture, integrate, enhance, analyze and act upon firmographic data
• Implement not only the right technologies but also the right business process, organizational resources and performance metrics
Register here.
Demand Generation Focus Week from OMC: Metrics that Matter to Your CMO
Join Bulldog Solutions VP, Strategy Terry Flaherty during OMC's Demand Generation Week.
OMC is offering this new series of online marketing educational events, each featuring a week of topically focused Webinars, thought leader video interviews, expert Q&A sessions, white papers, podcasts, webcasts, and more.
Register now.
Marketing Cloud Webinar on the Power of Precision Marketing
Join Bulldog Solutions and the Marketing Cloud for "How Top-Performing B2B Companies Harness the Power of Precision Marketing.
Marketers looking to be more effective with the dollars they spend on demand generation will benefit from this event.
The Webinar, scheduled for March 24 at 1 PM Central, will feature Jeff Zabin, research director at Gleanster and author of the business bestseller Precision Marketing, will share his perspective on best practices in B2B Precision Marketing, based on the experiences of more than 300 companies. You’ll also hear success stories from David Cliche, former VP of Global Marketing (now SVP of Alliances) at Aon Corporation.
Demand Generation Benchmarking: Jump-Start 2011 by Comparing Yourself to the Highest Performers
Benchmarking is one of the most effective ways to determine your demand-generation program's strong and weak points. In this session during MarketingProfs February 11 Digital Marketing World online event, demand-generation agency Bulldog Solutions and Frost & Sullivan, the growth partnership company, will share newly released BtoB benchmark data from the Executive Benchmark Assessment. Register now.
The Essential Sales Playbook: How Marketing Can Align with Sales to Increase Conversion from Lead to Closed Deal
In this Webinar, BtoB sales enablement experts will share the essential components of an effective sales playbook, including where and how sales playbooks are used for the most impact on closed deals and specific playbook examples from some of the most successful BtoB companies.
The State of Marketing Automation 2011: The Tactics & Technologies You Can't Afford to Live Without
This Webinar presents key findings from DemandGen Report as well as observations from marketing automation experts from Genius.com and demand-generation agency Bulldog Solutions about the state of marketing automation in 2011, including adoption rates, forecasts and the right questions to ask.
Finding That Elusive “Marketing Automation Budget"
The fact that budgets are tight is not news to BtoB marketers; however, there are ways to secure budget for revenue-generating programs and strategic initiatives such as marketing automation.
In the thick of the planning season for 2011, you'll want to know what you can do to ensure the kind of budget that will drive the revenue your company requires.
Get the Budget You Need in 2011
The fact that budgets are tight is not news to BtoB marketers; however, there are ways to secure budget for revenue-generating programs and strategic initiatives such as marketing automation.
Make Your Marketing Team a Growth Driver in 2011
It's time to put away the crystal ball. Make 2011 the year your team delivers a marketing forecast that leads to bigger budgets, predictable performance and more power and compensation for Marketing. In this on-demand Webinar, Marketo VP of Marketing Jon Miller and Bulldog Solutions President Todd Davison show how Marketing can step up and deliver a forecast of its own.
Demand Generation Benchmark Data: How Your Peers Are Engaging and Converting More Leads
If you're accountable for the number and quality of leads your company engages and converts, you'll want access to up-to-date benchmark data that shows how your successful peers are driving demand.
In this on-demand Webinar, demand-generation agency Bulldog Solutions and Frost & Sullivan, the growth partnership company, will present new data from the Executive Benchmark Assessment.
They'll also share case studies and examples from high-performing marketers at GIL, the Growth Innovation and Leadership Conference that took place earlier in the month in San Jose, California.
Bulldog named to Inc. 5000
Bulldog Solutions was named to the Inc. 5000 list of fastest-growing U.S. private companies for 2010. This isn't our first time on the Inc. list: We were on the Inc. 500 in 2007 and the Inc. 5000 in 2009. Given the bumpy ride we've all taken during the time period that was considered for the recognition (2006 to 2009), our persistence in the list is a testimonial to the need for our solution.
Full announcement is here.
List Engagement Survey from the EEC
The Email Experience Council is asking marketers to participate in a brief list engagement survey created by the List Growth and Engagement Roundtable to help identify and address list growth pain points (and who doesn't have those?)
It takes less than 10 minutes. All individual results from the survey will be kept confidential. Aggregate results will be available in the future via the eec Web site and rountable members' blogs. Take it now.
Building the Right Message from First Contact to Close
In this Webinar, experts from Bulldog Solutions and NetProspex will show you some tools and templates to help develop the right message from first contact with a prospect to closed deal.
- How to determine your messaging needs along the buyers’ journey, from gaining permission through overcoming objections through validation
- How to target prospects more efficiently by developing buyer personas
- Strategies, including segmentation, message testing and digital body language, for reaching the right prospects at the right time
Buyer Persona Workshop for BtoB Marketers
Buyer persona development is the key to effective segmentation for online BtoB marketing. And effective segmentation is the they key to better engagement.
In this workshop we'll review the steps to developing BtoB buyer personas.
You'll learn:
- A flexible template for building personas
- Key attritubutes you must identify to build effective personas
- Recommendations for validating personas
Texas Early Birds Get 15% Online Marketing Summit Discount
Online Marketing Summit is offering a 15% discount on the OMS in Texas this summer. Use the code EARLY BIRD to register. Bulldog will offer a Demand Acceleration Lab at the Austin event on July 21.
Join Bulldog at the Online Marketing Summit in Austin
Bulldog Solutions will offer a Demand Acceleration Lab at the Online Marketing Summit in Austin on July 21. We're excited to be part of OMS again this year. We'll offer 15-minute consultations reviewing the results of the Executive Benchmark Assessment, a tool we created with partner Frost & Sullivan to help BtoB marketers see how they compare to high performers in demand generation.
Register for the Online Marketing Summit
Take the EBA
And later this year look for an update on new benchmark data from the EBA. We'll look at the benchmarks on key areas of demand gen and compare how they've changed since we released the first set of data last year.
Strategies for Moving Deals More Quickly Through the Sales Pipeline
A deal that stalls close to the finish line can be even more painful than one that falls apart earlier in the pipeline. Resources spent to attract and engage prospects are wasted when the sales team can't convert them. ROI, to say nothing of the finely wrought sales and marketing relationships, suffer greatly.
In this Webinar, SiriusDecisions' Tony Jaros will review pipeline acceleration tales from the front lines, showing how marketers can move these deals more effectively and more quickly.
How One Marketer Moved from Twitter Skeptic to Advocate
In this month's Marketing Watchdog Journal:
The rewards of marketing automation are earned by effort and planning.
Build a strong process and your people and technology investments can fall into place. Read more "truths" about marketing automation and take the Executive Benchmark Assessment to see how you measure up. Also in this issue:
A CMO Who Works with CMOs Shares Traits of Successful CMOs (got that?)
Eloqua CMO Brian Kardon shares Five Traits of Successful CMOs in this recent observation.
Roadmap to Demand Acceleration
This Webinar will show you the Demand Acceleration Framework, a model for building demand-generation programs that deliver measurable sales results. This framework will help you make decisions about marketing resources and show your team where they're performing at or above recommended best practices.
Marketing Excellence and the Art of Winning Customers
Bulldog Solutions CEO Rob Solomon will join Frost & Sullivan for this Webinar, part of the Chairman's Series on Growth. The series is designed to assist companies in increasing their effectiveness and strenthening their key contributing areas as part of the CEO's growth team. Marketing Excellence and the Art of Winning Customers will look at marketing best practices. Register.
Outlook 2010: Marketing Plans and Priorities
As the economy slowly shows signs of recovery, almost 40% of BtoB marketers say they plan to boost their marketing budgets next year, according to BtoB's "2010 Outlook: Marketing Priorities and Plans" survey. This Webinar will look in detail at marketers' plans for the upcoming year, including how they plan to allocate their spending across offline and online media platforms. Register now.
New Video: Building Blocks for World-Class Demand Generation
When the "elevator speech" for what your company does starts to require a skyscraper, it's time to find a visual way to describe what you do.
Bulldog Solutions, Frost & Sullivan Partnership Will Offer End-to-End Demand Generation
We announced today an incredibly exciting partnership with Frost & Sullivan, the global research firm with which we developed the Executive Benchmark Assessment.
Powerhouse Marketing Panel to Speak on New Benchmark Data
Which is more disturbing: That only 28% of BtoB marketers in a recent survey say they're generating enough demand to satisfy their sales team...
Bulldog, Fujitsu to Speak at MarketingSherpa
Bulldog Solutions' Senior Director of Strategic Planning Ahmed Taleb will be joined by Michael Rapp, director of eMedia for Fujistu Network Communications, at two MarketingSherpa events this fall.
Reach the Decision Maker: Building Calls to Action That Drive Sales Engagements
In this Webinar, Rob Solomon, CEO of Bulldog Solutions, and Naylor Gray, Global Marketing Director of Frost & Sullivan, review steps for developing a call-to-action strategy that reduces wasted effort and creates specific conversion points that lead to sales and ultimately, better ROI.
What Do You Look Like When the Tide Goes Out?
“It’s only when the tide goes out that you learn who’s been swimming naked.”
I love that quote from Warren Buffett.
Conversion Mapping: Building a Call-to-Action Architecture that Speeds Your Sales Pipeline
Successful BtoB marketing organizations must understand the buying behavior of specific decision makers and build an effective call-to-action architecture that matches prospects' buying behavior with specific value offerings designed to satisfy their objections and help move them through the sales pipeline.
Promotion Planning: Maximize Your Marketing Calendar by Making Every Channel Count
In this Webinar, Bulldog Solutions Senior Director of Strategic Planning Ahmed Taleb guides you through a series of exercises designed to help you build an integrated promotion roadmap.
Scarcity Breeds Industry: Where Should You Be Putting Your Marketing Dollars in 2009?
While Your Competitors Are Hunkering Down, It's Time to Step It Up
Can Fear-Based Messaging Backfire? (And Other Burning Questions About Calls to Action)
This Q&A is from a live event that took place on January 28, 2009, Three Steps to Developing Effective Calls to Action.
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
Five Ways to Gain a Competitive Advantage—While Everyone Else Is Panicking
Apply Extraordinary Urgency for Exceptional Results in 2009
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
BtoB marketers are under increasing pressure to be as efficient as possible with their marketing spend. And audience focus is critical to avoiding wasted resources. Bulldog Solutions Director of Strategic Planning Ahmed Taleb walks you through a step-by-step guide on how to uncover the key attributes of your most valuable customers and how to create buyer personas to help focus your marketing efforts on finding more of them.
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
Ahmed Taleb, Bulldog Solutions Senior Director of Strategic Planning, shares proven insights into audience identification and segmenting.
Strategic Marketing Blueprint: Four Steps for Better Lead Generation
Bulldog Solutions' Director of Strategic Planning, Ahmed Taleb, walks you through the key steps to creating an effective strategic marketing plan: Identify your audience, develop an effective message, choose key channels for promotion, plan for future lead conversion.
Reaching the IT Buyer: An Expert Panel on Technology Marketing
An expert panel reviews key tactics and strategies that are being used successfully to reach IT buyers, from developers and managers on the front lines on up to the CIO.
Marketing in a Slow Economy Requires a Laser Focus
This white paper outlines three steps towards greater efficiency and measurability in demand generation programs.
How Objectivity Leveraged Campaign Data for More Efficient Audience Creation
This case study illustrates how access to campaign data can support more efficient campaigns, including mid-campaign decision-making about promotions.
Putting the Customer at the Center of Your Lead Scoring
This briefing document describes how you can incorporate additional dimensions to your lead scoring to assess the engagement of the lead, which is a measure of the lead's interest and willingness to interact with you.
A Seismic Shift in Demand Generation: Putting Your Leads at the Center of Your Lead Marketing
This briefing document explains key considerations for incorporating Lead Lifecycle Management.
The Four Costliest Mistakes Marketers Make in Support of Sales Growth
Can your organization afford to waste resources on leads that Sales can’t—or won’t—act upon? View this Webinar to hear experts from both sides of the divide explain how to avoid waste and bring your teams into alignment to drive powerful results.
Five Must-Do Actions for Managing Successful Lead Generation
This overview of the 5Ms Framework for Successful Lead Generation explains the people, process and technology resources needed to create a sustainable, measurable program. Learn five actions you can take immediately to bring your organization to a new level of performance.
Six Principles for Better Demand-Generation Tactics (BtoB)
This Webinar featuring SiriusDecisions' Tony Jaros defines a "strategy of tactics" designed to help BtoB marketers get better at demand generation—instead of repeating the same tactics over and over.
Developing a Powerful Message for Your Lead-Generation Campaigns
The message—what you say and how you say it—is a critical and sometimes overlooked aspect of a lead-generation initiative. A message can have a huge impact on the success of an initiative—as big as or bigger than the size of your budget or the reach of your promotion database. Are you paying enough attention to the messages that resonate with your prospects, and do you understand why they work? In this Webinar, you’ll learn the key elements of message creation for successful lead generation.
Eight Critical Success Factors for B2B Lead Generation
Lead-generation expert and award-winning MarketingSherpa blogger Brian Carroll shares his expertise on lead generation. Learn strategies for generating high-quality leads a BtoB team requires.
Top 10 Lead-Generation Webinar Questions Answered
You may already know Webinars are an ideal tool for effective lead generation. Whether you're just starting to develop Webinars for lead generation or looking for ways to improve the results of an existing program, you will want to check out this Webinar. Bulldog Solutions CEO Rob Solomon answers 10 FAQs from our "Beyond the Event" series on lead-generation Webinars. Topics such as audience generation, prospect engagement and follow-up are covered.
How SQE Leveraged Thought Leadership to Generate Thousands of Leads
This case study illustrates the benefits of leveraging thought leadership and editorial expertise to generate a Webinar audience.
Data-Driven Communication: Multiple Touchpoints Build Sales Relationships
This white paper shows how to create more effective sales engagements through dynamic, automated communications.
How Vance Publishing Responded Quickly to an Industry Crisis
This case study illustrates how Webinars can be used to communicate quickly and effectively with a target audience.
Email Campaigns / Newsletters
Marketing Watchdog Journal: Better Email Deliverability Right Now
Not in the mood to hear Eloqua Chief Deliverability and Privacy Officer Dennis Dayman's EEC podcast about email practices?
Read the print version, part of the EEC List Growth and Engagement podcast.
Find it in the May Marketing Watchdog Journal. Great, actionable advice on:
- Understanding and maintaining your sender score (and why it matters for deliverability)
- Watching email trends over time rather than once or twice post-campaign
- Better segmentation. "We're talking about giving prospects what they really want based on their clickthrough behaviors. And if they are getting what they want, they are less likely to hit the spam button and your reputation will increase as a result."
List Engagement Survey from the EEC
The Email Experience Council is asking marketers to participate in a brief list engagement survey created by the List Growth and Engagement Roundtable to help identify and address list growth pain points (and who doesn't have those?)
It takes less than 10 minutes. All individual results from the survey will be kept confidential. Aggregate results will be available in the future via the eec Web site and rountable members' blogs. Take it now.
Six Building Blocks for a Content Strategy to Fuel Marketing Automation-Driven Demand Generation
Marketing automation delivers great promise of more impactful online BtoB marketing, but it also carries a significant burden for marketing organizations: The requirement for a deep well of compelling content to drive the targeted, personalized communications critical to achieving maximum return on investment in the platform.
This white paper defines the best practices for building and implementing a content strategy that ensures organizations can leverage the full power of their marketing automation platform to attract, engage and convert prospects to closed deals.
A Hit List for Social Media Promotion
Asking your speakers to participate in promoting an event is a no-brainer. I've done it many times myself.
Declining E-mail Response Rates? Five Tips for Better Results
I've been hearing a familiar complaint lately from the marketers I work with: "My e-mail response rates have been dropping
Digital Body Language: Deciphering Customer Intentions in an Online World
In this Webinar, Eloqua CTO Steve Woods explains how to leverage Digital Body Language to reach the right prospect with the right message, shortening your sales cycle and generating better marketing ROI.
How to Tell If Your Web Site Sucks
Three words I wouldn't mind not hearing again for about a year or so.
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
Craft the E-mail that Gets 'em in the Seats
Experts from Bulldog Solutions and design agency Smith-Harmon present tips for creating e-mails that fly above the fray and generate return for your lead-generation investments.
Find Your Best Customers: Measuring Media Results in a Web 2.0 World
Many marketers haven't yet come to grips with how to collect and integrate Web 2.0 activities, digital media and customer-level data, make sense of it, and use the data to drive better multichannel marketing campaigns. In this Webinar, you'll learn how to make sense of cross-channel marketing campaigns.
A Seismic Shift in Demand Generation: Putting Your Leads at the Center of Your Lead Marketing
This briefing document explains key considerations for incorporating Lead Lifecycle Management.
An Expert Roundtable on E-mail Deliverability for Lead Generation
This panel Webinar provides thoughtful answers to some of the most pressing e-mail deliverability questions your peers are facing, including the use of mobile devices to read e-mail, definitions of standards for measurement of click throughs and open rates, and tips to reach maximum level of deliverability.
Bulldog Solutions Lead-Generation Survey Report 2007
This survey of nearly 700 marketing and sales professionals reveals how companies in a range of industries are addressing BtoB lead-generation challenges, such as benchmarking, media buying and Web 2.0.
How Data-Driven Event Communications Helped DoubleClick Secure an Audience
This case study illustrates the positive effect data-driven, personalized communications have on engagement and conversion for a lead-generation Webinar.
Data-Driven Communication: Multiple Touchpoints Build Sales Relationships
This white paper shows how to create more effective sales engagements through dynamic, automated communications.
Marketing Automation
Ask the Digital Experts Webinar: Using Social Tools for B2B Storytelling & Demand Generation
Join the social media experts to get all your questions answered about what's working and what's not in social media for BtoB. Social media should be part of best-practices demand-generation: The key to success is understanding how your organization can use an arsenal of tools to attract, engage and convert leads.
In this Webinar, offered by the Marketing Cloud consortium, Jay Baer, leading social media strategist, and social media experts from BlissPR and The Pedowitz Group, will answer your questions about how can you make social media pay off for your organization.
Register here.
Bulldog CEO Rob Solomon’s Interview on DemandGen Report’s Podcast Series
In this podcast interview, Rob talks about Bulldog’s recent partnership with SalesLab DemandGen to provide integrated, revenue-driving demand-generation programs for BtoB companies in Europe, and what it means for companies with a global presence that marketing automation adoption is spreading globally.
Listen to his interview.
Marketing Watchdog Journal: Sales Playbook and Social Media for CMOs
In this issue of the monthly Sales and Marketing newsletter from Bulldog Solutions: A briefing on how to build a sales playbook that increases the likelihood of a closed deal; plus, a new guide to social media for CMOs. 
- See the full February issue.
- The Essential Sales Playbook: Helping Sales Close the Deal. Download.
- Institutionalizing a Two-Way Street (And Other Tips for Making Playbooks Work). Read.
- The Good, the Bad and the Thirsty: An Eloqua and Bulldog Solutions event at SXSWi. RSVP on Facebook.
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The State of Marketing Automation 2011: The Tactics & Technologies You Can't Afford to Live Without
This Webinar presents key findings from DemandGen Report as well as observations from marketing automation experts from Genius.com and demand-generation agency Bulldog Solutions about the state of marketing automation in 2011, including adoption rates, forecasts and the right questions to ask.
Q&A: Finding that Elusive Marketing Automation Budget
In a recent live Webinar, Finding That Elusive “Marketing Automation Budget,” Alex Shootman, chief revenue officer at Eloqua, and Todd Davison, president of Bulldog Solutions, discussed ways to validate revenue-driving strategies in order to secure budget for marketing automation in 2011.You can view the on-demand Webinar here.
Alex and Todd answered some audience questions during after the event. Their responses are below.
SalesSense Talk Radio: Making Friends with Marketing Automation
Bulldog President Todd Davison was the guest of Mike Krause on the Sales Sense Reality Talk Show. In the 30-minute interview, Todd explains why the Sales team has much to gain from marketing automation.
Listen to the interview.
Finding That Elusive “Marketing Automation Budget"
The fact that budgets are tight is not news to BtoB marketers; however, there are ways to secure budget for revenue-generating programs and strategic initiatives such as marketing automation.
In the thick of the planning season for 2011, you'll want to know what you can do to ensure the kind of budget that will drive the revenue your company requires.
Get the Budget You Need in 2011
The fact that budgets are tight is not news to BtoB marketers; however, there are ways to secure budget for revenue-generating programs and strategic initiatives such as marketing automation.
Tackling Your Roadblocks to Exceptional Marketing Automation
The benefits of marketing automation to drive targeted prospect engagement are clear. But the road to getting there can be bumpy. In this on-demand Webinar, marketing automation leader Eloqua and demand-generation agency Bulldog Solutions will show you how to prepare to meet the common challenges of marketing automation, and ensure that your team derives substantial ROI from your platform.
Strategies for Moving Deals More Quickly Through the Sales Pipeline
A deal that stalls close to the finish line can be even more painful than one that falls apart earlier in the pipeline. Resources spent to attract and engage prospects are wasted when the sales team can't convert them. ROI, to say nothing of the finely wrought sales and marketing relationships, suffer greatly.
In this Webinar, SiriusDecisions' Tony Jaros will review pipeline acceleration tales from the front lines, showing how marketers can move these deals more effectively and more quickly.
How One Marketer Moved from Twitter Skeptic to Advocate
In this month's Marketing Watchdog Journal:
The rewards of marketing automation are earned by effort and planning.
Build a strong process and your people and technology investments can fall into place. Read more "truths" about marketing automation and take the Executive Benchmark Assessment to see how you measure up. Also in this issue:
Q&A: CRM, Search and Content Concerns for Marketing Automation Implementation
In this Q&A excerpt from the recent Webinar "Six Truths About Marketing Automation," Manticore Technology VP of Marketing Christopher Doran and Bulldog Solutions Director of Field Marketing Amy Bills answer some audience questions about how to put marketing processes in place to ensure success in marketing automation implementation.
See more Q&A on platform implementation and making the case for taking the plunge.
View the entire Webinar.
Q&A: Laying the Process Groundwork for Successful Marketing Automation Implementation
In this Q&A excerpt from the recent Webinar "Six Truths About Marketing Automation," Manticore Technology VP of Marketing Christopher Doran and Bulldog Solutions Director of Field Marketing Amy Bills answer some audience questions about how to put marketing processes in place to ensure success in marketing automation implementation.
Six Truths About Marketing Automation (and How to Face Them)
Companies that implement marketing automation platforms successfully can close 400% more deals than those without.
But getting from point A to point B isn't easy. In fact, your road to success should begin with a reality check.
In this Webinar, marketing automation company Manticore Technology and demand-generation agency Bulldog Solutions review six "truths" about marketing automation, and how to address them head-on.
Six Building Blocks for a Content Strategy to Fuel Marketing Automation-Driven Demand Generation
Marketing automation delivers great promise of more impactful online BtoB marketing, but it also carries a significant burden for marketing organizations: The requirement for a deep well of compelling content to drive the targeted, personalized communications critical to achieving maximum return on investment in the platform.
This white paper defines the best practices for building and implementing a content strategy that ensures organizations can leverage the full power of their marketing automation platform to attract, engage and convert prospects to closed deals.
CRM Names Eloqua a Market Leader
Our marketing automation partner Eloqua was named Market Leader for the third year in a row by CRM Magazine, this time for Marketing Solutions.
Survey Re-enforces Need for Content to Drive Marketing Automation Success
Ah, content. The headache that keeps on giving.
Writing the Lead Scoring Rules
How great it would be if you could unwrap a brand-new box of marketing automation or CRM technology, plug in a few cables, hit "Start" and have your demand generation dreams come tru
Get Out of the Danger Zone and Get Better at Marketing Automation
Marketing automation puts much-needed science behind the art of marketing.
Digital Body Language: Deciphering Customer Intentions in an Online World
In this Webinar, Eloqua CTO Steve Woods explains how to leverage Digital Body Language to reach the right prospect with the right message, shortening your sales cycle and generating better marketing ROI.
Marketing in a Slow Economy Requires a Laser Focus
This white paper outlines three steps towards greater efficiency and measurability in demand generation programs.
Increase Conversion from Marketing to Sales, and Drive More Revenue from Your Lead-Generation Dollars
Rob Solomon, CEO of Bulldog Solutions, and Enrico Brosio, managing director of MarketOne Europe, lay out strategies for increasing the number of leads accepted for action by your sales team—and therefore increasing your revenue and reducing wasted resources.
Putting the Customer at the Center of Your Lead Scoring
This briefing document describes how you can incorporate additional dimensions to your lead scoring to assess the engagement of the lead, which is a measure of the lead's interest and willingness to interact with you.
A Seismic Shift in Demand Generation: Putting Your Leads at the Center of Your Lead Marketing
This briefing document explains key considerations for incorporating Lead Lifecycle Management.
How Early Engagement Helped Eloqua Generate 60% More Opportunities than Expected
This case study show how personalized sales engagement techniques can help improve campaign results. Eloqua credits several sales engagement techniques for the campaign's success.
How Data-Driven Event Communications Helped DoubleClick Secure an Audience
This case study illustrates the positive effect data-driven, personalized communications have on engagement and conversion for a lead-generation Webinar.
40 FAQs on Lead-Generation Webinars
In this briefing, we reply to 40 frequently asked questions posed by attendees of our "Beyond the Event" series.
Data-Driven Communication: Multiple Touchpoints Build Sales Relationships
This white paper shows how to create more effective sales engagements through dynamic, automated communications.
Strategic Framework
Setting the Stage for the CRO
CEOs and shareholders alike want to know where the money is—and consequently, a new leadership role has emerged: The Chief Revenue Officer, a personification of sales and marketing alignment. Companies that reach best practices in this alignment stand to close 5x the deals of their counterparts—a revenue impact executives notice. In this webinar, you'll learn the key attributes of the CRO, along with insight on successful marketing and sales alignment from inside leading marketing organizations.
How to Prove Marketing's Impact on Revenue: A Case Study with a Practical Approach
What if 80% of your company's revenue was attributable to Marketing—and you could prove it?
The numbers add up to more security, power and compensation for Marketing. But they require a disciplined approach to planning and building demand-generation programs.
In this webinar, Marketo VP of Marketing Jon Miller and Bulldog Solutions President Todd Davison will present a case study of how Marketing can become a powerful revenue engine, and outline a proven, phased approach to moving your company to more effective demand generation.
The Demand Center Model, and a Phased Approach to Getting There
SiriusDecisions research reveals that best-in-class marketing organizations achieve 5x better performance than their "average" counterparts. When BtoB marketers are this effective in demand generation, they see results in better marketing and sales alignment and more revenue attributed to the marketing team.
In this webinar, demand-gen experts from SiriusDecisions and Bulldog Solutions will review the Demand Center model and outline a three-phased approach used by successful marketing organizations to develop and implement that model.
Creating Memorable Content that Drives Demand
This webinar from the MarketingCloud will review actionable strategies for developing content that gets noticed, and building a content strategy that ensures you’re spending time on content that will pay off. Content is a wide recognized challenge for BtoB marketers; these experts have some advice for meeting the challenge.
BtoB Leading Edge Virtual Trade Show
t Marketing to be viewed as a driver of revenue and not just a cost center? Then you’ll need to know how to measure and communicate the value of what you do and Marketing's contribution to the company in a language your CMO and CEO understand. (Hint: It’s in revenue and efficiency, not open rates and lead volume.)
Bulldog Solutions' VP Best Practices and Strategy Terry Flaherty (left) will host a Webinar on June 23 during BtoB's Leading Edge Virtual Trade Show to discuss key demand-generation metrics you should be viewing and reporting to leave a lasting legacy in your organization.
Flaherty will be joined by Rob Butters, Senior Campaign Marketing Manager, US, for Avaya, a Bulldog client who will share his insight into the changing pressures on marketing organizations. w>
The Metrics Your CMO Wants: Presentation from MarketingProfs Forum
We got some great feedback on Bulldog VP of Best Practices and Strategy Terry Flaherty's presentation yesterday at the MarketingProfs forum in Boston.
For those who weren't there, here's the promised copy of the slide deck for "How to Deliver the Right Metrics to Your CMO and Earn More Recnogition for Marketing."
Terry was joined by Jon Vlock, Director of Client Marketing for UBM TechWeb. Jon gave a very straightforward answer to the question, What do C-level Execs Expect and Value?
- More revenue.
- Less sass.
- Total agreement with everything I say.
- More credit given to the CFO and me.
Ask the Digital Experts Webinar: Using Social Tools for B2B Storytelling & Demand Generation
Join the social media experts to get all your questions answered about what's working and what's not in social media for BtoB. Social media should be part of best-practices demand-generation: The key to success is understanding how your organization can use an arsenal of tools to attract, engage and convert leads.
In this Webinar, offered by the Marketing Cloud consortium, Jay Baer, leading social media strategist, and social media experts from BlissPR and The Pedowitz Group, will answer your questions about how can you make social media pay off for your organization.
Register here.
The Essential Sales Playbook: How Marketing Can Align with Sales to Increase Conversion from Lead to Closed Deal
In this Webinar, BtoB sales enablement experts will share the essential components of an effective sales playbook, including where and how sales playbooks are used for the most impact on closed deals and specific playbook examples from some of the most successful BtoB companies.
The Next-Generation Sales Operations Team: Enabling the Transformation
Sales costs are outpacing revenue growth, sales organizations are getting more complex, and technology buyers are complaining that sales reps are out of touch with their needs. Enter the sales operations team, who must step up to be the key driver for increased sales productivity and to set the vision for the sales team.
A Roadmap for Integrated Sales and Marketing Automation: A More Productive Organization Is Within Reach
The building blocks for true integration between Sales and Marketing do exist. But most companies, even those with CRM and marketing automation in place, haven't yet combined the full power of these platforms.
The challenge is not why ambitious marketing organizations should push for integration of sales and marketing automation, but how? The benefits are evident: lower cost, higher efficiency, greater accountability and shorter sales cycles.
Buyer Persona Workshop for BtoB Marketers
Buyer persona development is the key to effective segmentation for online BtoB marketing. And effective segmentation is the they key to better engagement.
In this workshop we'll review the steps to developing BtoB buyer personas.
You'll learn:
- A flexible template for building personas
- Key attritubutes you must identify to build effective personas
- Recommendations for validating personas
Join Bulldog at the Online Marketing Summit in Austin
Bulldog Solutions will offer a Demand Acceleration Lab at the Online Marketing Summit in Austin on July 21. We're excited to be part of OMS again this year. We'll offer 15-minute consultations reviewing the results of the Executive Benchmark Assessment, a tool we created with partner Frost & Sullivan to help BtoB marketers see how they compare to high performers in demand generation.
Register for the Online Marketing Summit
Take the EBA
And later this year look for an update on new benchmark data from the EBA. We'll look at the benchmarks on key areas of demand gen and compare how they've changed since we released the first set of data last year.
Six Truths About Marketing Automation (and How to Face Them)
Companies that implement marketing automation platforms successfully can close 400% more deals than those without.
But getting from point A to point B isn't easy. In fact, your road to success should begin with a reality check.
In this Webinar, marketing automation company Manticore Technology and demand-generation agency Bulldog Solutions review six "truths" about marketing automation, and how to address them head-on.
Marketing Excellence and the Art of Winning Customers
Bulldog Solutions CEO Rob Solomon will join Frost & Sullivan for this Webinar, part of the Chairman's Series on Growth. The series is designed to assist companies in increasing their effectiveness and strenthening their key contributing areas as part of the CEO's growth team. Marketing Excellence and the Art of Winning Customers will look at marketing best practices. Register.
Case Study: How Strategic Planning Helped One Company Refine Their Message and Target the Right Audience
This Webinar reviews a four-part blueprint for creating a strategic plan that optimizes demand generation activities.
Keeping Marketing on Course Through Budget Reductions
In this exclusive event for senior marketing executives, Tony Jaros, VP of Research for SiriusDecisions, and Bulldog Solutions CEO Rob Solomon discuss how to manage your marketing team through budget reductions.
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
10 Ways to Recession-Proof Your Lead Generation
Bulldog CEO Rob Solomon and Bill Leake, President and CEO of Apogee Search, review 10 actions you can take today to put your organization in a better position and make your lead-generation activities as effective as possible.
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
BtoB marketers are under increasing pressure to be as efficient as possible with their marketing spend. And audience focus is critical to avoiding wasted resources. Bulldog Solutions Director of Strategic Planning Ahmed Taleb walks you through a step-by-step guide on how to uncover the key attributes of your most valuable customers and how to create buyer personas to help focus your marketing efforts on finding more of them.
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
Ahmed Taleb, Bulldog Solutions Senior Director of Strategic Planning, shares proven insights into audience identification and segmenting.
Strategic Marketing Blueprint: Four Steps for Better Lead Generation
Bulldog Solutions' Director of Strategic Planning, Ahmed Taleb, walks you through the key steps to creating an effective strategic marketing plan: Identify your audience, develop an effective message, choose key channels for promotion, plan for future lead conversion.
A Case Study: Improving Lead Quality and Quantity
In this Webinar you'll get an inside look at some of the lead-generation activities of BearingPoint, one of the world's largest management and technology consulting firms.
Marketing in a Slow Economy Requires a Laser Focus
This white paper outlines three steps towards greater efficiency and measurability in demand generation programs.
A Seismic Shift in Demand Generation: Putting Your Leads at the Center of Your Lead Marketing
This briefing document explains key considerations for incorporating Lead Lifecycle Management.
The Four Costliest Mistakes Marketers Make in Support of Sales Growth
Can your organization afford to waste resources on leads that Sales can’t—or won’t—act upon? View this Webinar to hear experts from both sides of the divide explain how to avoid waste and bring your teams into alignment to drive powerful results.
Expert Roundtable: Media Planning for Lead Generation
In this roundtable, an expert panel reviews the online media landscape, including the new pressures and opportunities presented by social media.
Putting Metrics to Work: Measurement and Benchmarking for More Effective Lead Generation
When you run the marketing organization around metrics, you’re much better prepared to prove the value of your work. In this Webinar, you’ll learn how to incorporate metrics into your marketing organization—not as a static source of reports, but as a cornerstone for strategies to measure and improve your marketing process.
Five Must-Do Actions for Managing Successful Lead Generation
This overview of the 5Ms Framework for Successful Lead Generation explains the people, process and technology resources needed to create a sustainable, measurable program. Learn five actions you can take immediately to bring your organization to a new level of performance.
Five Best Practices for Lead Generation: How to Build Your Campaign Like an Industry Leader
This Webinar explains how to leverage best practices used by industry leaders like Genesys, IBM and BMC Software to generate blockbuster lead-generation campaigns.
Audience Definition
Creating Memorable Content that Drives Demand
This webinar from the MarketingCloud will review actionable strategies for developing content that gets noticed, and building a content strategy that ensures you’re spending time on content that will pay off. Content is a wide recognized challenge for BtoB marketers; these experts have some advice for meeting the challenge.
New Podcast on List Growth and Engagement
The Em
ail Experience Council's List Growth and Engagement Roundtable has launched a new podcast with in-the-trenches interviews with some of the thought leaders in the space.
Hear from:
- Scott Cohen, VP, Managed Services, Inbox Group
- Matt Annerino, Director, Database Marketing,LiveNation
- Dennis Dayman, Chief Deliverability & Privacy Officer, Eloqua
- Natalie Bass, Digital Marketing Manager, Houlihan's
- Andrew Kordek, Chief Strategist, Trendline Interactive
From Inquiry to Opportunity: How to Engage Prospects Throughout the Funnel
To be successful at driving revenue—not just leads—BtoB marketers must understand how to engage prospects throughout the funnel. From top-of-funnel activity all the way through to opportunity, and, for that matter, to setting up Sales for a closed deal, what you say and how you say it matters.
Join experts from NetProspex and Bulldog Solutions to learn tactics to fill your sales funnel and to build a comprehensive segmentation and messaging strategy that can make you a marketing superstar.
How to Enable (and Impress) Your Sales Team with Content that Matters
IDC research shows that up to 80% of the content Marketing generates is not used by Sales, even though much of it is specifically created for them. In this Webinar, marketing intelligence provider IDC will outline an approach to content development that heals the disconnect between the content that Marketing creates and what Sales is doing to engage and convert prospects.
Building the Right Message from First Contact to Close
In this Webinar, experts from Bulldog Solutions and NetProspex will show you some tools and templates to help develop the right message from first contact with a prospect to closed deal.
- How to determine your messaging needs along the buyers’ journey, from gaining permission through overcoming objections through validation
- How to target prospects more efficiently by developing buyer personas
- Strategies, including segmentation, message testing and digital body language, for reaching the right prospects at the right time
Buyer Persona Workshop for BtoB Marketers
Buyer persona development is the key to effective segmentation for online BtoB marketing. And effective segmentation is the they key to better engagement.
In this workshop we'll review the steps to developing BtoB buyer personas.
You'll learn:
- A flexible template for building personas
- Key attritubutes you must identify to build effective personas
- Recommendations for validating personas
Curing the Content Headache
Earlier this week I attended MarketingSherpa's B2B Marketing conference in Boston, where the challenge of creating adequate content to drive lead generation and lead nurturing activities was one of
Reach the Decision Maker: Building Calls to Action That Drive Sales Engagements
In this Webinar, Rob Solomon, CEO of Bulldog Solutions, and Naylor Gray, Global Marketing Director of Frost & Sullivan, review steps for developing a call-to-action strategy that reduces wasted effort and creates specific conversion points that lead to sales and ultimately, better ROI.
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
BtoB marketers are under increasing pressure to be as efficient as possible with their marketing spend. And audience focus is critical to avoiding wasted resources. Bulldog Solutions Director of Strategic Planning Ahmed Taleb walks you through a step-by-step guide on how to uncover the key attributes of your most valuable customers and how to create buyer personas to help focus your marketing efforts on finding more of them.
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
Ahmed Taleb, Bulldog Solutions Senior Director of Strategic Planning, shares proven insights into audience identification and segmenting.
Strategic Marketing Blueprint: Four Steps for Better Lead Generation
Bulldog Solutions' Director of Strategic Planning, Ahmed Taleb, walks you through the key steps to creating an effective strategic marketing plan: Identify your audience, develop an effective message, choose key channels for promotion, plan for future lead conversion.
Craft the E-mail that Gets 'em in the Seats
Experts from Bulldog Solutions and design agency Smith-Harmon present tips for creating e-mails that fly above the fray and generate return for your lead-generation investments.
Putting the Customer at the Center of Your Lead Scoring
Bulldog Solutions VP, Services Tim Wilson on Marketing News Radio.
Find Your Best Customers: Measuring Media Results in a Web 2.0 World
Many marketers haven't yet come to grips with how to collect and integrate Web 2.0 activities, digital media and customer-level data, make sense of it, and use the data to drive better multichannel marketing campaigns. In this Webinar, you'll learn how to make sense of cross-channel marketing campaigns.
How BusinessWeek Generated More than 2,000 Leads for an Advertiser
This case study illustrates the benefits of working with an established media partner for audience creation and message guidance.
Creating an Audience for Your Lead-Generation Webinar
This white paper reviews proven strategies for high-quality audience creation, from content creation and event format to promotion plans.
Lead Nurturing and Segmentation
Using Social Media as a Tool to Engage and Convert Your Best Prospects
Marketing creates the opportunity. Sales creates the customer.
The best marketing organizations minimize the dropoff between those two functions, ensuring that the marketing-to-sales "handoff," wherever it happens, leads to high conversion from inquiry to qualified lead to customer. More opportunities. More revenue that can be tied back to marketing activity.
Social media has a place in BtoB, and it's not just about branding. Marketing and Sales can use social media for their mutual benefit, from initial engagement to sales enablement, with exponential results.
In this Webinar, we'll show you how.
From Inquiry to Opportunity: How to Engage Prospects Throughout the Funnel
To be successful at driving revenue—not just leads—BtoB marketers must understand how to engage prospects throughout the funnel. From top-of-funnel activity all the way through to opportunity, and, for that matter, to setting up Sales for a closed deal, what you say and how you say it matters.
Join experts from NetProspex and Bulldog Solutions to learn tactics to fill your sales funnel and to build a comprehensive segmentation and messaging strategy that can make you a marketing superstar.
Q&A: Finding that Elusive Marketing Automation Budget
In a recent live Webinar, Finding That Elusive “Marketing Automation Budget,” Alex Shootman, chief revenue officer at Eloqua, and Todd Davison, president of Bulldog Solutions, discussed ways to validate revenue-driving strategies in order to secure budget for marketing automation in 2011.You can view the on-demand Webinar here.
Alex and Todd answered some audience questions during after the event. Their responses are below.
Using Lead Nurturing to Build an Ongoing Dialog that Drives Prospect Conversion
The very characteristics that make lead nurturing impactful—targeted communications and calls to action, and time- or activity-driven engagement—also make nurturing programs a challenge to build. This white paper defines the concept of lead nurturing, describes seven types of lead nurturing for BtoB marketers, and provides an illustration of a nurture track and examples from successful programs.
Six Truths About Marketing Automation (and How to Face Them)
Companies that implement marketing automation platforms successfully can close 400% more deals than those without.
But getting from point A to point B isn't easy. In fact, your road to success should begin with a reality check.
In this Webinar, marketing automation company Manticore Technology and demand-generation agency Bulldog Solutions review six "truths" about marketing automation, and how to address them head-on.
How Mark Logic Re-engaged Dormant Leads for a 10% Response Rate
This case study shows how a multi-touch segmented e-mail nurturing program for software company Mark Logic garnered a 10% response rate with specific, resonant messages and complementary content.
Benchmarking and Analytics: Using Metrics to Boost BtoB Performance
In this Webinar, Bulldog Solutions Director of Field Marketing Amy Bills and Stratigent VP, Business Development and Technology Bill Bruno will share information about how to use benchmarking and metrics to boost BtoB marketing performance. Register.
Lead Nurturing Case Study: Re-engaging Dormant Leads
Demand generation experts from research firm SiriusDecisions to thought leader Brian Carroll have made clear the power of lead nurturing to improve the rate of closed deals.
In this Webinar, Bulldog Solutions and software company Mark Logic will present an example of an effective nurturing program that re-engaged dormant leads for Mark Logic, generating additional ROI from an existing internal database and helping the company do more with less in the final quarter of 2009.
Bulldog Solutions, Frost & Sullivan Partnership Will Offer End-to-End Demand Generation
We announced today an incredibly exciting partnership with Frost & Sullivan, the global research firm with which we developed the Executive Benchmark Assessment.
MarketingSherpa's Real-time "Whiteboard" Now Available
MarketingSherpa has made the "whiteboard" from this year's B2B Marketing Summit available to their entire audience. But I'm not sure the whiteboard has as much value for non-attendees as it does for those who attended. It's like borrowing someone's class notes.
Reach the Decision Maker: Building Calls to Action That Drive Sales Engagements
In this Webinar, Rob Solomon, CEO of Bulldog Solutions, and Naylor Gray, Global Marketing Director of Frost & Sullivan, review steps for developing a call-to-action strategy that reduces wasted effort and creates specific conversion points that lead to sales and ultimately, better ROI.
How VFM Leonardo Exceeded Registration Goals with a Thought Leadership-Based Message
This case study shows how developing thought-leadership driven strategic messaging and media planning for a lead-generation Webinar helped a technology and online media company exceed registration
Digital Body Language: Deciphering Customer Intentions in an Online World
In this Webinar, Eloqua CTO Steve Woods explains how to leverage Digital Body Language to reach the right prospect with the right message, shortening your sales cycle and generating better marketing ROI.
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
10 Ways to Recession-Proof Your Lead Generation
Bulldog CEO Rob Solomon and Bill Leake, President and CEO of Apogee Search, review 10 actions you can take today to put your organization in a better position and make your lead-generation activities as effective as possible.
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
BtoB marketers are under increasing pressure to be as efficient as possible with their marketing spend. And audience focus is critical to avoiding wasted resources. Bulldog Solutions Director of Strategic Planning Ahmed Taleb walks you through a step-by-step guide on how to uncover the key attributes of your most valuable customers and how to create buyer personas to help focus your marketing efforts on finding more of them.
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
Ahmed Taleb, Bulldog Solutions Senior Director of Strategic Planning, shares proven insights into audience identification and segmenting.
Strategic Marketing Blueprint: Four Steps for Better Lead Generation
Bulldog Solutions' Director of Strategic Planning, Ahmed Taleb, walks you through the key steps to creating an effective strategic marketing plan: Identify your audience, develop an effective message, choose key channels for promotion, plan for future lead conversion.
Putting the Customer at the Center of Your Lead Scoring
Bulldog Solutions VP, Services Tim Wilson on Marketing News Radio.
A Case Study: Improving Lead Quality and Quantity
In this Webinar you'll get an inside look at some of the lead-generation activities of BearingPoint, one of the world's largest management and technology consulting firms.
Marketing in a Slow Economy Requires a Laser Focus
This white paper outlines three steps towards greater efficiency and measurability in demand generation programs.
Increase Conversion from Marketing to Sales, and Drive More Revenue from Your Lead-Generation Dollars
Rob Solomon, CEO of Bulldog Solutions, and Enrico Brosio, managing director of MarketOne Europe, lay out strategies for increasing the number of leads accepted for action by your sales team—and therefore increasing your revenue and reducing wasted resources.
Putting the Customer at the Center of Your Lead Scoring
This briefing document describes how you can incorporate additional dimensions to your lead scoring to assess the engagement of the lead, which is a measure of the lead's interest and willingness to interact with you.
A Seismic Shift in Demand Generation: Putting Your Leads at the Center of Your Lead Marketing
This briefing document explains key considerations for incorporating Lead Lifecycle Management.
How Data-Driven Event Communications Helped DoubleClick Secure an Audience
This case study illustrates the positive effect data-driven, personalized communications have on engagement and conversion for a lead-generation Webinar.
Data-Driven Communication: Multiple Touchpoints Build Sales Relationships
This white paper shows how to create more effective sales engagements through dynamic, automated communications.
Webinars
Embracing the Marketing Transformation 2012: Trends, Forecast and Essential Guidance
The newest IDC research reveals that contrary to expectations at the beginning of 2011, revenues are still outpacing marketing investments as we close out the year.* The question then becomes: Will we see more of the same in 2012?
In this webinar featuring experts from research firm IDC and Bulldog Solutions, you'll see where industry leaders are placing their bets as you plan your marketing and sales programs for 2012.
A Practical Approach to Driving Sales and Marketing Alignment
Research shows a clear, proven correlation between a company's performance and the extent to which its sales and marketing organizations are aligned. In fact, companies that reach best practices in alignment stand to close 5x the deals of their counterparts. In this executive roundtable, you'll learn the steps they took to get there—and what you can do immediately to better align your teams and drive more revenue.
View Now.
Creating Memorable Content that Drives Demand
This webinar from the MarketingCloud will review actionable strategies for developing content that gets noticed, and building a content strategy that ensures you’re spending time on content that will pay off. Content is a wide recognized challenge for BtoB marketers; these experts have some advice for meeting the challenge.
Ask the Digital Experts Webinar: Using Social Tools for B2B Storytelling & Demand Generation
Join the social media experts to get all your questions answered about what's working and what's not in social media for BtoB. Social media should be part of best-practices demand-generation: The key to success is understanding how your organization can use an arsenal of tools to attract, engage and convert leads.
In this Webinar, offered by the Marketing Cloud consortium, Jay Baer, leading social media strategist, and social media experts from BlissPR and The Pedowitz Group, will answer your questions about how can you make social media pay off for your organization.
Register here.
Six Building Blocks for a Content Strategy to Fuel Marketing Automation-Driven Demand Generation
Marketing automation delivers great promise of more impactful online BtoB marketing, but it also carries a significant burden for marketing organizations: The requirement for a deep well of compelling content to drive the targeted, personalized communications critical to achieving maximum return on investment in the platform.
This white paper defines the best practices for building and implementing a content strategy that ensures organizations can leverage the full power of their marketing automation platform to attract, engage and convert prospects to closed deals.
Inviting the Cool Kids to the Table: How to Integrate Social Media Tactics with Lead-Generation Webinars
Content-sharing continues to migrate from traditional tactics like e-mail forwarding to a more robust social experience. So it’s increasingly important to make it a no-brainer for your audience to spread the message.
Campaigns, Not Events: A Recap of the MarketingProfs Mixer Session
Bulldog President Todd Davison was joined by two of our clients: Hoover's Michael Hickey and Humana's Jen Moeller, at the MarketingProfs Digital Marketing Mixer in Chicago on October 21.
How VFM Leonardo Exceeded Registration Goals with a Thought Leadership-Based Message
This case study shows how developing thought-leadership driven strategic messaging and media planning for a lead-generation Webinar helped a technology and online media company exceed registration
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
10 Ways to Recession-Proof Your Lead Generation
Bulldog CEO Rob Solomon and Bill Leake, President and CEO of Apogee Search, review 10 actions you can take today to put your organization in a better position and make your lead-generation activities as effective as possible.
Find Your Best Customers: Measuring Media Results in a Web 2.0 World
Many marketers haven't yet come to grips with how to collect and integrate Web 2.0 activities, digital media and customer-level data, make sense of it, and use the data to drive better multichannel marketing campaigns. In this Webinar, you'll learn how to make sense of cross-channel marketing campaigns.
How Intermec Technologies Maximized the Value of Multiple Webinars
This case study illustrates how long-term planning and best-practices project management can make even complex, cascading Webinar programs efficient and reduce the amount of time wasted on re-investing processes.
How Objectivity Leveraged Campaign Data for More Efficient Audience Creation
This case study illustrates how access to campaign data can support more efficient campaigns, including mid-campaign decision-making about promotions.
How BusinessWeek Generated More than 2,000 Leads for an Advertiser
This case study illustrates the benefits of working with an established media partner for audience creation and message guidance.
Online Presenting: Improving Your Skills
Webinar specialist Ken Molay uses video examples and draws on more than 20 years of presenting experience to illustrate tactical tips on how to become (or train) a more engaging and persuasive spokesperson for online marketing activities.
Bulldog Solutions Lead-Generation Survey Report 2007
This survey of nearly 700 marketing and sales professionals reveals how companies in a range of industries are addressing BtoB lead-generation challenges, such as benchmarking, media buying and Web 2.0.
How Early Engagement Helped Eloqua Generate 60% More Opportunities than Expected
This case study show how personalized sales engagement techniques can help improve campaign results. Eloqua credits several sales engagement techniques for the campaign's success.
How Authoria Outsourced Webcasts for Maximum Lead-Generation Impact
This case study illustrates how an on-demand talent management solutions company benefited from outsourcing its Webinars.
A Framework for Successful Lead Generation
This introduction to Bulldog Solutions’ proven framework for successful lead generation, the 5Ms framework, addresses the key issues of BtoB lead generation.Webinars can be a powerful tool for lead generation.
Creating an Audience for Your Lead-Generation Webinar
This white paper reviews proven strategies for high-quality audience creation, from content creation and event format to promotion plans.
Top 10 Lead-Generation Webinar Questions Answered
You may already know Webinars are an ideal tool for effective lead generation. Whether you're just starting to develop Webinars for lead generation or looking for ways to improve the results of an existing program, you will want to check out this Webinar. Bulldog Solutions CEO Rob Solomon answers 10 FAQs from our "Beyond the Event" series on lead-generation Webinars. Topics such as audience generation, prospect engagement and follow-up are covered.
How Data-Driven Event Communications Helped DoubleClick Secure an Audience
This case study illustrates the positive effect data-driven, personalized communications have on engagement and conversion for a lead-generation Webinar.
40 FAQs on Lead-Generation Webinars
In this briefing, we reply to 40 frequently asked questions posed by attendees of our "Beyond the Event" series.
How SQE Leveraged Thought Leadership to Generate Thousands of Leads
This case study illustrates the benefits of leveraging thought leadership and editorial expertise to generate a Webinar audience.
Data-Driven Communication: Multiple Touchpoints Build Sales Relationships
This white paper shows how to create more effective sales engagements through dynamic, automated communications.
How Vance Publishing Responded Quickly to an Industry Crisis
This case study illustrates how Webinars can be used to communicate quickly and effectively with a target audience.
Lead Scoring
Q&A: Finding that Elusive Marketing Automation Budget
In a recent live Webinar, Finding That Elusive “Marketing Automation Budget,” Alex Shootman, chief revenue officer at Eloqua, and Todd Davison, president of Bulldog Solutions, discussed ways to validate revenue-driving strategies in order to secure budget for marketing automation in 2011.You can view the on-demand Webinar here.
Alex and Todd answered some audience questions during after the event. Their responses are below.
Benchmarking and Analytics: Using Metrics to Boost BtoB Performance
In this Webinar, Bulldog Solutions Director of Field Marketing Amy Bills and Stratigent VP, Business Development and Technology Bill Bruno will share information about how to use benchmarking and metrics to boost BtoB marketing performance. Register.
Evolving the Lead Score Beyond Basic Data
Explicit information about your prospects is important, but it isn't everything. The missing component is behavior. In this Webinar, marketing automation leader Eloqua and demand management agency Bulldog Solutions will define the building blocks and review a case study of implementation of multidimensional lead scoring that takes both explicit and implicit information into account.
MarketingSherpa's Real-time "Whiteboard" Now Available
MarketingSherpa has made the "whiteboard" from this year's B2B Marketing Summit available to their entire audience. But I'm not sure the whiteboard has as much value for non-attendees as it does for those who attended. It's like borrowing someone's class notes.
Reach the Decision Maker: Building Calls to Action That Drive Sales Engagements
In this Webinar, Rob Solomon, CEO of Bulldog Solutions, and Naylor Gray, Global Marketing Director of Frost & Sullivan, review steps for developing a call-to-action strategy that reduces wasted effort and creates specific conversion points that lead to sales and ultimately, better ROI.
Putting the Customer at the Center of Your Lead Scoring
Bulldog Solutions VP, Services Tim Wilson on Marketing News Radio.
Marketing in a Slow Economy Requires a Laser Focus
This white paper outlines three steps towards greater efficiency and measurability in demand generation programs.
Increase Conversion from Marketing to Sales, and Drive More Revenue from Your Lead-Generation Dollars
Rob Solomon, CEO of Bulldog Solutions, and Enrico Brosio, managing director of MarketOne Europe, lay out strategies for increasing the number of leads accepted for action by your sales team—and therefore increasing your revenue and reducing wasted resources.
Putting the Customer at the Center of Your Lead Scoring
This briefing document describes how you can incorporate additional dimensions to your lead scoring to assess the engagement of the lead, which is a measure of the lead's interest and willingness to interact with you.
A Seismic Shift in Demand Generation: Putting Your Leads at the Center of Your Lead Marketing
This briefing document explains key considerations for incorporating Lead Lifecycle Management.
How Authoria Outsourced Webcasts for Maximum Lead-Generation Impact
This case study illustrates how an on-demand talent management solutions company benefited from outsourcing its Webinars.
Message Development
Creating Memorable Content that Drives Demand
This webinar from the MarketingCloud will review actionable strategies for developing content that gets noticed, and building a content strategy that ensures you’re spending time on content that will pay off. Content is a wide recognized challenge for BtoB marketers; these experts have some advice for meeting the challenge.
From Inquiry to Opportunity: How to Engage Prospects Throughout the Funnel
To be successful at driving revenue—not just leads—BtoB marketers must understand how to engage prospects throughout the funnel. From top-of-funnel activity all the way through to opportunity, and, for that matter, to setting up Sales for a closed deal, what you say and how you say it matters.
Join experts from NetProspex and Bulldog Solutions to learn tactics to fill your sales funnel and to build a comprehensive segmentation and messaging strategy that can make you a marketing superstar.
Message Map Example
During our live Webinar on August 24, “How to Enable (and Impress) Your BtoB Sales Team with Content that Matters,” we mentioned an example of a message map used to coordinate content with buyer persona and buying cycle.
How to Enable (and Impress) Your Sales Team with Content that Matters
IDC research shows that up to 80% of the content Marketing generates is not used by Sales, even though much of it is specifically created for them. In this Webinar, marketing intelligence provider IDC will outline an approach to content development that heals the disconnect between the content that Marketing creates and what Sales is doing to engage and convert prospects.
Building the Right Message from First Contact to Close
In this Webinar, experts from Bulldog Solutions and NetProspex will show you some tools and templates to help develop the right message from first contact with a prospect to closed deal.
- How to determine your messaging needs along the buyers’ journey, from gaining permission through overcoming objections through validation
- How to target prospects more efficiently by developing buyer personas
- Strategies, including segmentation, message testing and digital body language, for reaching the right prospects at the right time
Buyer Persona Workshop for BtoB Marketers
Buyer persona development is the key to effective segmentation for online BtoB marketing. And effective segmentation is the they key to better engagement.
In this workshop we'll review the steps to developing BtoB buyer personas.
You'll learn:
- A flexible template for building personas
- Key attritubutes you must identify to build effective personas
- Recommendations for validating personas
Bulldog Solutions, Frost & Sullivan Partnership Will Offer End-to-End Demand Generation
We announced today an incredibly exciting partnership with Frost & Sullivan, the global research firm with which we developed the Executive Benchmark Assessment.
Reach the Decision Maker: Building Calls to Action That Drive Sales Engagements
In this Webinar, Rob Solomon, CEO of Bulldog Solutions, and Naylor Gray, Global Marketing Director of Frost & Sullivan, review steps for developing a call-to-action strategy that reduces wasted effort and creates specific conversion points that lead to sales and ultimately, better ROI.
Content Creation a Big Headache? Here's Your Aspirin.
The question of content creation rears its ugly head about halfway through almost every discussion about building integrated on
Marketing to the Masses: Four Steps to Finding Your Social Influencers
Excerpt from "Defining Social Influencers" White Paper, Part 1 of 4 of the New Approaches to Email Marketing White Paper Series
Case Study: How Strategic Planning Helped One Company Refine Their Message and Target the Right Audience
This Webinar reviews a four-part blueprint for creating a strategic plan that optimizes demand generation activities.
How to Tell If Your Web Site Sucks
Three words I wouldn't mind not hearing again for about a year or so.
Can Fear-Based Messaging Backfire? (And Other Burning Questions About Calls to Action)
This Q&A is from a live event that took place on January 28, 2009, Three Steps to Developing Effective Calls to Action.
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
BtoB marketers are under increasing pressure to be as efficient as possible with their marketing spend. And audience focus is critical to avoiding wasted resources. Bulldog Solutions Director of Strategic Planning Ahmed Taleb walks you through a step-by-step guide on how to uncover the key attributes of your most valuable customers and how to create buyer personas to help focus your marketing efforts on finding more of them.
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
Ahmed Taleb, Bulldog Solutions Senior Director of Strategic Planning, shares proven insights into audience identification and segmenting.
Strategic Marketing Blueprint: Four Steps for Better Lead Generation
Bulldog Solutions' Director of Strategic Planning, Ahmed Taleb, walks you through the key steps to creating an effective strategic marketing plan: Identify your audience, develop an effective message, choose key channels for promotion, plan for future lead conversion.
Craft the E-mail that Gets 'em in the Seats
Experts from Bulldog Solutions and design agency Smith-Harmon present tips for creating e-mails that fly above the fray and generate return for your lead-generation investments.
Reaching the IT Buyer: An Expert Panel on Technology Marketing
An expert panel reviews key tactics and strategies that are being used successfully to reach IT buyers, from developers and managers on the front lines on up to the CIO.
Find Your Best Customers: Measuring Media Results in a Web 2.0 World
Many marketers haven't yet come to grips with how to collect and integrate Web 2.0 activities, digital media and customer-level data, make sense of it, and use the data to drive better multichannel marketing campaigns. In this Webinar, you'll learn how to make sense of cross-channel marketing campaigns.
Putting the Customer at the Center of Your Lead Scoring
This briefing document describes how you can incorporate additional dimensions to your lead scoring to assess the engagement of the lead, which is a measure of the lead's interest and willingness to interact with you.
How BusinessWeek Generated More than 2,000 Leads for an Advertiser
This case study illustrates the benefits of working with an established media partner for audience creation and message guidance.
Social Media: Where Should BtoB Marketers Start?
In this Webinar for BtoB marketers, Forrester Vice President, Principal Analyst Laura Ramos explores the uses of social media in BtoB marketing. She discusses research findings and reviews Forrester's model for assessing social computing behavior, which can help marketers decide which tactics best address their prospects, customers and business goals.
A Seismic Shift in Demand Generation: Putting Your Leads at the Center of Your Lead Marketing
This briefing document explains key considerations for incorporating Lead Lifecycle Management.
Online Presenting: Improving Your Skills
Webinar specialist Ken Molay uses video examples and draws on more than 20 years of presenting experience to illustrate tactical tips on how to become (or train) a more engaging and persuasive spokesperson for online marketing activities.
Developing a Powerful Message for Your Lead-Generation Campaigns
The message—what you say and how you say it—is a critical and sometimes overlooked aspect of a lead-generation initiative. A message can have a huge impact on the success of an initiative—as big as or bigger than the size of your budget or the reach of your promotion database. Are you paying enough attention to the messages that resonate with your prospects, and do you understand why they work? In this Webinar, you’ll learn the key elements of message creation for successful lead generation.
Creating an Audience for Your Lead-Generation Webinar
This white paper reviews proven strategies for high-quality audience creation, from content creation and event format to promotion plans.
How Data-Driven Event Communications Helped DoubleClick Secure an Audience
This case study illustrates the positive effect data-driven, personalized communications have on engagement and conversion for a lead-generation Webinar.
How SQE Leveraged Thought Leadership to Generate Thousands of Leads
This case study illustrates the benefits of leveraging thought leadership and editorial expertise to generate a Webinar audience.
Data-Driven Communication: Multiple Touchpoints Build Sales Relationships
This white paper shows how to create more effective sales engagements through dynamic, automated communications.
Multimedia
The Reality of Virtual Trade Shows
In a landscape with declining budgets and blossoming technology, it makes sense that Virtual Trade Shows are coming of age. Virtual events are a great opportunity to showcase your company as a thought/technology leader and reach new (and financially restricted) audiences, but consider the following before diving in head-first.
Read This: Your "Video Guy" Will Thank You
Along with an information-sharing mentality, Web 2.0 has brought on an onslaught of upstart codecs, compressors, file formats, channels, etc. for online video distribution. For better or worse, there is generally lax standardization when it comes to video on the Web. So the good news is: There are lots of options. The bad news is: There are lots of options.
A Multimedia Gallery with Substance and Flash
Building a multimedia gallery to house multimedia projects is a lot like cooking dinner for a friend who is a four-star chef.
Find Your Best Customers: Measuring Media Results in a Web 2.0 World
Many marketers haven't yet come to grips with how to collect and integrate Web 2.0 activities, digital media and customer-level data, make sense of it, and use the data to drive better multichannel marketing campaigns. In this Webinar, you'll learn how to make sense of cross-channel marketing campaigns.
Bulldog Solutions Lead-Generation Survey Report 2007
This survey of nearly 700 marketing and sales professionals reveals how companies in a range of industries are addressing BtoB lead-generation challenges, such as benchmarking, media buying and Web 2.0.
Metrics and Analysis
Embracing the Marketing Transformation 2012: Trends, Forecast and Essential Guidance
The newest IDC research reveals that contrary to expectations at the beginning of 2011, revenues are still outpacing marketing investments as we close out the year.* The question then becomes: Will we see more of the same in 2012?
In this webinar featuring experts from research firm IDC and Bulldog Solutions, you'll see where industry leaders are placing their bets as you plan your marketing and sales programs for 2012.
How to Prove Marketing's Impact on Revenue: A Case Study with a Practical Approach
What if 80% of your company's revenue was attributable to Marketing—and you could prove it?
The numbers add up to more security, power and compensation for Marketing. But they require a disciplined approach to planning and building demand-generation programs.
In this webinar, Marketo VP of Marketing Jon Miller and Bulldog Solutions President Todd Davison will present a case study of how Marketing can become a powerful revenue engine, and outline a proven, phased approach to moving your company to more effective demand generation.
Q&A: Finding that Elusive Marketing Automation Budget
In a recent live Webinar, Finding That Elusive “Marketing Automation Budget,” Alex Shootman, chief revenue officer at Eloqua, and Todd Davison, president of Bulldog Solutions, discussed ways to validate revenue-driving strategies in order to secure budget for marketing automation in 2011.You can view the on-demand Webinar here.
Alex and Todd answered some audience questions during after the event. Their responses are below.
Make Your Marketing Team a Growth Driver in 2011
It's time to put away the crystal ball. Make 2011 the year your team delivers a marketing forecast that leads to bigger budgets, predictable performance and more power and compensation for Marketing. In this on-demand Webinar, Marketo VP of Marketing Jon Miller and Bulldog Solutions President Todd Davison show how Marketing can step up and deliver a forecast of its own.
Benchmarking and Analytics: Using Metrics to Boost BtoB Performance
In this Webinar, Bulldog Solutions Director of Field Marketing Amy Bills and Stratigent VP, Business Development and Technology Bill Bruno will share information about how to use benchmarking and metrics to boost BtoB marketing performance. Register.
How to Tell If Your Web Site Sucks
Three words I wouldn't mind not hearing again for about a year or so.
10 Ways to Recession-Proof Your Lead Generation
Bulldog CEO Rob Solomon and Bill Leake, President and CEO of Apogee Search, review 10 actions you can take today to put your organization in a better position and make your lead-generation activities as effective as possible.
The “Action Dashboard” — More than Just a Lot of Data
Avinash Kaushik (aka, My Analytics Hero) has a great post today on The “Action Dashboard” (An Alternative To Crappy Dashboards). In his typically tangible, engaging way, Avinash has mounted one of my all-time favorite soapboxes — it is a grand misconception to see “using data” as primarily an exercise of capturing data and then making that data accessible.
Marketing in a Slow Economy Requires a Laser Focus
This white paper outlines three steps towards greater efficiency and measurability in demand generation programs.
How Objectivity Leveraged Campaign Data for More Efficient Audience Creation
This case study illustrates how access to campaign data can support more efficient campaigns, including mid-campaign decision-making about promotions.
Putting Metrics to Work: Measurement and Benchmarking for More Effective Lead Generation
When you run the marketing organization around metrics, you’re much better prepared to prove the value of your work. In this Webinar, you’ll learn how to incorporate metrics into your marketing organization—not as a static source of reports, but as a cornerstone for strategies to measure and improve your marketing process.
Performance Management Technology Makes Closed-Loop Analysis a Reality for Marketing Organizations
Bulldog Solutions reduces 90% of the time, effort and cost previously required for closed-loop analysis in marketing campaign management.
Promotional Planning
New Podcast on List Growth and Engagement
The Em
ail Experience Council's List Growth and Engagement Roundtable has launched a new podcast with in-the-trenches interviews with some of the thought leaders in the space.
Hear from:
- Scott Cohen, VP, Managed Services, Inbox Group
- Matt Annerino, Director, Database Marketing,LiveNation
- Dennis Dayman, Chief Deliverability & Privacy Officer, Eloqua
- Natalie Bass, Digital Marketing Manager, Houlihan's
- Andrew Kordek, Chief Strategist, Trendline Interactive
Building the Right Message from First Contact to Close
In this Webinar, experts from Bulldog Solutions and NetProspex will show you some tools and templates to help develop the right message from first contact with a prospect to closed deal.
- How to determine your messaging needs along the buyers’ journey, from gaining permission through overcoming objections through validation
- How to target prospects more efficiently by developing buyer personas
- Strategies, including segmentation, message testing and digital body language, for reaching the right prospects at the right time
Dear Sales Reps…Love, Media Strategist.
An Open Letter to the Digital Media Sales Reps of the World:
I’m relatively new to the digital media game—just over two years fresh. During my short tenure in your space, I’ve been surprised to learn just how difficult it can be to buy from you! I have budget, I want to give it to you—but many times, you end up losing my business to someone who makes my buying experience a simple and painless one.
Here are some simple tips to make it as easy as possible for your agency partners to give you a piece of their pie, and to make sure they come back for more:
How Facebook Can Get You Fired
Buzz Marketing Blogger Paul Dunay (and sometime Bulldog Content Network contributor) has some sage and funny insight into ways Facebook can get you in trouble.
Promotion Planning: Maximize Your Marketing Calendar by Making Every Channel Count
In this Webinar, Bulldog Solutions Senior Director of Strategic Planning Ahmed Taleb guides you through a series of exercises designed to help you build an integrated promotion roadmap.
Promotion Planning: Maximize Your Marketing Calendar by Making Every Channel Count
Bulldog Solutions Senior Director of Strategic Planning Ahmed Taleb outlines three exercises designed to help you create an integrated promotion roadmap.
Strategic Marketing Blueprint: Four Steps for Better Lead Generation
Bulldog Solutions' Director of Strategic Planning, Ahmed Taleb, walks you through the key steps to creating an effective strategic marketing plan: Identify your audience, develop an effective message, choose key channels for promotion, plan for future lead conversion.
How Intermec Technologies Maximized the Value of Multiple Webinars
This case study illustrates how long-term planning and best-practices project management can make even complex, cascading Webinar programs efficient and reduce the amount of time wasted on re-investing processes.
How Objectivity Leveraged Campaign Data for More Efficient Audience Creation
This case study illustrates how access to campaign data can support more efficient campaigns, including mid-campaign decision-making about promotions.
Putting the Customer at the Center of Your Lead Scoring
This briefing document describes how you can incorporate additional dimensions to your lead scoring to assess the engagement of the lead, which is a measure of the lead's interest and willingness to interact with you.
How BusinessWeek Generated More than 2,000 Leads for an Advertiser
This case study illustrates the benefits of working with an established media partner for audience creation and message guidance.
Online Presenting: Improving Your Skills
Webinar specialist Ken Molay uses video examples and draws on more than 20 years of presenting experience to illustrate tactical tips on how to become (or train) a more engaging and persuasive spokesperson for online marketing activities.
Expert Roundtable: Media Planning for Lead Generation
In this roundtable, an expert panel reviews the online media landscape, including the new pressures and opportunities presented by social media.
How Authoria Outsourced Webcasts for Maximum Lead-Generation Impact
This case study illustrates how an on-demand talent management solutions company benefited from outsourcing its Webinars.
Creating an Audience for Your Lead-Generation Webinar
This white paper reviews proven strategies for high-quality audience creation, from content creation and event format to promotion plans.
How SQE Leveraged Thought Leadership to Generate Thousands of Leads
This case study illustrates the benefits of leveraging thought leadership and editorial expertise to generate a Webinar audience.
White Papers
Creating Memorable Content that Drives Demand
This webinar from the MarketingCloud will review actionable strategies for developing content that gets noticed, and building a content strategy that ensures you’re spending time on content that will pay off. Content is a wide recognized challenge for BtoB marketers; these experts have some advice for meeting the challenge.
Six Building Blocks for a Content Strategy to Fuel Marketing Automation-Driven Demand Generation
Marketing automation delivers great promise of more impactful online BtoB marketing, but it also carries a significant burden for marketing organizations: The requirement for a deep well of compelling content to drive the targeted, personalized communications critical to achieving maximum return on investment in the platform.
This white paper defines the best practices for building and implementing a content strategy that ensures organizations can leverage the full power of their marketing automation platform to attract, engage and convert prospects to closed deals.
Find Your Best Customers: Measuring Media Results in a Web 2.0 World
Many marketers haven't yet come to grips with how to collect and integrate Web 2.0 activities, digital media and customer-level data, make sense of it, and use the data to drive better multichannel marketing campaigns. In this Webinar, you'll learn how to make sense of cross-channel marketing campaigns.
Bulldog Solutions Lead-Generation Survey Report 2007
This survey of nearly 700 marketing and sales professionals reveals how companies in a range of industries are addressing BtoB lead-generation challenges, such as benchmarking, media buying and Web 2.0.
Social Media
Using Social Media as a Tool to Engage and Convert Your Best Prospects
Marketing creates the opportunity. Sales creates the customer.
The best marketing organizations minimize the dropoff between those two functions, ensuring that the marketing-to-sales "handoff," wherever it happens, leads to high conversion from inquiry to qualified lead to customer. More opportunities. More revenue that can be tied back to marketing activity.
Social media has a place in BtoB, and it's not just about branding. Marketing and Sales can use social media for their mutual benefit, from initial engagement to sales enablement, with exponential results.
In this Webinar, we'll show you how.
Ask the Digital Experts Webinar: Using Social Tools for B2B Storytelling & Demand Generation
Join the social media experts to get all your questions answered about what's working and what's not in social media for BtoB. Social media should be part of best-practices demand-generation: The key to success is understanding how your organization can use an arsenal of tools to attract, engage and convert leads.
In this Webinar, offered by the Marketing Cloud consortium, Jay Baer, leading social media strategist, and social media experts from BlissPR and The Pedowitz Group, will answer your questions about how can you make social media pay off for your organization.
Register here.
Bulldog CEO Rob Solomon’s Interview on DemandGen Report’s Podcast Series
In this podcast interview, Rob talks about Bulldog’s recent partnership with SalesLab DemandGen to provide integrated, revenue-driving demand-generation programs for BtoB companies in Europe, and what it means for companies with a global presence that marketing automation adoption is spreading globally.
Listen to his interview.
Marketing Watchdog Journal: Sales Playbook and Social Media for CMOs
In this issue of the monthly Sales and Marketing newsletter from Bulldog Solutions: A briefing on how to build a sales playbook that increases the likelihood of a closed deal; plus, a new guide to social media for CMOs. 
- See the full February issue.
- The Essential Sales Playbook: Helping Sales Close the Deal. Download.
- Institutionalizing a Two-Way Street (And Other Tips for Making Playbooks Work). Read.
- The Good, the Bad and the Thirsty: An Eloqua and Bulldog Solutions event at SXSWi. RSVP on Facebook.
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How One Marketer Moved from Twitter Skeptic to Advocate
In this month's Marketing Watchdog Journal:
The rewards of marketing automation are earned by effort and planning.
Build a strong process and your people and technology investments can fall into place. Read more "truths" about marketing automation and take the Executive Benchmark Assessment to see how you measure up. Also in this issue:
Six Building Blocks for a Content Strategy to Fuel Marketing Automation-Driven Demand Generation
Marketing automation delivers great promise of more impactful online BtoB marketing, but it also carries a significant burden for marketing organizations: The requirement for a deep well of compelling content to drive the targeted, personalized communications critical to achieving maximum return on investment in the platform.
This white paper defines the best practices for building and implementing a content strategy that ensures organizations can leverage the full power of their marketing automation platform to attract, engage and convert prospects to closed deals.
Inviting the Cool Kids to the Table: How to Integrate Social Media Tactics with Lead-Generation Webinars
Content-sharing continues to migrate from traditional tactics like e-mail forwarding to a more robust social experience. So it’s increasingly important to make it a no-brainer for your audience to spread the message.
The Bulldog Holiday Card Is Out the (Virtual) Door
Sending holiday cards to our friends and family at home has become so logistically overwhelming, to say nothing of the carbon footprint of all that card stock, I've stopped doing it. Most of our social network is kept well up to date via our family blog, Facebook and smartphones.
But the Bulldog Solutions holiday card, well, that's another story. That's a labor of love that's not negotiable. It's an important part of our culture and an opportunity to showcase creativity, whether that's Flash development, video concepting or post-production work.
So without further fanfare, we're pleased to present this year's "collaborative" holiday greeting.
View here.
Power Down and Meet Up: Using Online Social Communities to Create Real-Life Interaction
I went to the “Austin Area Scrapbookers” meetup not too long ago and met a fellow twenty-something scrapbooking junkie who happened to live literally a block away.
A Hit List for Social Media Promotion
Asking your speakers to participate in promoting an event is a no-brainer. I've done it many times myself.
Marketing to the Masses: Four Steps to Finding Your Social Influencers
Excerpt from "Defining Social Influencers" White Paper, Part 1 of 4 of the New Approaches to Email Marketing White Paper Series
How to Tell If Your Web Site Sucks
Three words I wouldn't mind not hearing again for about a year or so.
Reaching the IT Buyer: An Expert Panel on Technology Marketing
An expert panel reviews key tactics and strategies that are being used successfully to reach IT buyers, from developers and managers on the front lines on up to the CIO.
Find Your Best Customers: Measuring Media Results in a Web 2.0 World
Many marketers haven't yet come to grips with how to collect and integrate Web 2.0 activities, digital media and customer-level data, make sense of it, and use the data to drive better multichannel marketing campaigns. In this Webinar, you'll learn how to make sense of cross-channel marketing campaigns.
How to Get Clients to Love Your Brand…And Spread the Word About It
In this Webinar, Rohit Bhargava, Senior Vice President, Digital Strategy & Marketing for Ogilvy Public Relations Worldwide, takes you inside the idea of personality and how it relates to your business.
Social Media: Where Should BtoB Marketers Start?
In this Webinar for BtoB marketers, Forrester Vice President, Principal Analyst Laura Ramos explores the uses of social media in BtoB marketing. She discusses research findings and reviews Forrester's model for assessing social computing behavior, which can help marketers decide which tactics best address their prospects, customers and business goals.
Social Media: Leave No Industry Behind
It’s not as if we needed proof that the topic of social media is resonating strongly with marketers today.
Engage Audience
Managing Your Database to Drive More Revenue
It's a fact that the information in your contact database is eroding at the rate of 3-7% per month as your prospects change jobs. Today's sophisticated buyers also expect the content you send them to be targeted to their challenges. You simply can't afford not to make smart decisions about how you manage your database. In this fast-paced, informative webinar, experts from business information leader OneSource, an Infogroup Company, and demand-generation agency Bulldog Solutions will show revenue-driven BtoB marketers how to speak the language of data.
Using Social Media as a Tool to Engage and Convert Your Best Prospects
Marketing creates the opportunity. Sales creates the customer.
The best marketing organizations minimize the dropoff between those two functions, ensuring that the marketing-to-sales "handoff," wherever it happens, leads to high conversion from inquiry to qualified lead to customer. More opportunities. More revenue that can be tied back to marketing activity.
Social media has a place in BtoB, and it's not just about branding. Marketing and Sales can use social media for their mutual benefit, from initial engagement to sales enablement, with exponential results.
In this Webinar, we'll show you how.
SiriusDecisions on the Challenge of Inbound
Good discussion starting on the SiriusDecisions blog about the challenge of tracking inbound activity. This is not an academic matter, as inbound becomes increasingly important and yet marketers are struggling to track inbound through to revenue.
Analyst Jonathan Block notes (boldface added), "In our experience, there is a technology and process gap in populating records with inbound activity, particularly social. Most organizations track the lead source and, if they're lucky, the interaction that closed the deal. Consequently, few have a handle on their existing marketing mix, to say nothing of adding inbound to the mix. It's definitely a combination of all the technologies you mentioned; however, few organizations have the right tools and processes in place so it's more manual and requires marketers to roll up their sleeves and get analytical."
My personal wish list is case studies on companies that are doing this well.
Get Employees Involved in Social Media
This is the bane of many marketers' existence: How to get employees, from the ranks to management, involved in social media. Not reluctantly retweeting. Not submitting a once-a-year blog post. And alas, for many companies, not hiring someone full-time to focus on social-platform friendly content. Really engaged and involved in a way that shines through and benefits the organization.
I like this post on Chris Koch's B2B marketing blog about getting employees involved. And I think he makes a very good point (although it's not his primary point) about backing up social media activity with official support.
He says, "Many companies take it a step farther by making idea development part of employees’ annual goals. The high-end consulting firms like McKinsey have done this for years. Ideas are baked into the culture. To rise in the firm, consultants know they need to come up with good ideas and try to get them published."
Make it part of people's goals, and it will get done. This is not rocket science: I think Pavlov figured it out a long time ago.
Along these same lines, we worked with our partners at Netprospex to create an easy-to-use briefing to help make your sales team social (last item on the page). It was written for our sales team, but really, the quick-start steps are applicable to anyone. Worth checking out.
Marketing Watchdog Journal: Better Email Deliverability Right Now
Not in the mood to hear Eloqua Chief Deliverability and Privacy Officer Dennis Dayman's EEC podcast about email practices?
Read the print version, part of the EEC List Growth and Engagement podcast.
Find it in the May Marketing Watchdog Journal. Great, actionable advice on:
- Understanding and maintaining your sender score (and why it matters for deliverability)
- Watching email trends over time rather than once or twice post-campaign
- Better segmentation. "We're talking about giving prospects what they really want based on their clickthrough behaviors. And if they are getting what they want, they are less likely to hit the spam button and your reputation will increase as a result."
SiriusDecisions' John Neeson on the Impact of Misaligned Sales and Marketing
Not aligning with Sales is one of the biggest mistakes BtoB marketers make, according to SiriusDecisions' John Neeson (and confirmed time and again by marketing teams who waste time and effort on p
Demand Generation Focus Week from OMC: Metrics that Matter to Your CMO
Join Bulldog Solutions VP, Strategy Terry Flaherty during OMC's Demand Generation Week.
OMC is offering this new series of online marketing educational events, each featuring a week of topically focused Webinars, thought leader video interviews, expert Q&A sessions, white papers, podcasts, webcasts, and more.
Register now.
From Inquiry to Opportunity: How to Engage Prospects Throughout the Funnel
To be successful at driving revenue—not just leads—BtoB marketers must understand how to engage prospects throughout the funnel. From top-of-funnel activity all the way through to opportunity, and, for that matter, to setting up Sales for a closed deal, what you say and how you say it matters.
Join experts from NetProspex and Bulldog Solutions to learn tactics to fill your sales funnel and to build a comprehensive segmentation and messaging strategy that can make you a marketing superstar.
List Engagement Survey from the EEC
The Email Experience Council is asking marketers to participate in a brief list engagement survey created by the List Growth and Engagement Roundtable to help identify and address list growth pain points (and who doesn't have those?)
It takes less than 10 minutes. All individual results from the survey will be kept confidential. Aggregate results will be available in the future via the eec Web site and rountable members' blogs. Take it now.
How One Marketer Moved from Twitter Skeptic to Advocate
In this month's Marketing Watchdog Journal:
The rewards of marketing automation are earned by effort and planning.
Build a strong process and your people and technology investments can fall into place. Read more "truths" about marketing automation and take the Executive Benchmark Assessment to see how you measure up. Also in this issue:
Six Building Blocks for a Content Strategy to Fuel Marketing Automation-Driven Demand Generation
Marketing automation delivers great promise of more impactful online BtoB marketing, but it also carries a significant burden for marketing organizations: The requirement for a deep well of compelling content to drive the targeted, personalized communications critical to achieving maximum return on investment in the platform.
This white paper defines the best practices for building and implementing a content strategy that ensures organizations can leverage the full power of their marketing automation platform to attract, engage and convert prospects to closed deals.
Inviting the Cool Kids to the Table: How to Integrate Social Media Tactics with Lead-Generation Webinars
Content-sharing continues to migrate from traditional tactics like e-mail forwarding to a more robust social experience. So it’s increasingly important to make it a no-brainer for your audience to spread the message.
Marketing Excellence and the Art of Winning Customers
Bulldog Solutions CEO Rob Solomon will join Frost & Sullivan for this Webinar, part of the Chairman's Series on Growth. The series is designed to assist companies in increasing their effectiveness and strenthening their key contributing areas as part of the CEO's growth team. Marketing Excellence and the Art of Winning Customers will look at marketing best practices. Register.
EEC Rountables: Contacts, Content and Insight
The EEC member roundtables offer good payback for the time commitment. As the new co-chair of the List Growth & Engagement Roundtable, I encourage members of our Bulldog Community to look into becoming part of a rountable that speaks to their area of interest.
New Video: Building Blocks for World-Class Demand Generation
When the "elevator speech" for what your company does starts to require a skyscraper, it's time to find a visual way to describe what you do.
Bulldog Solutions, Frost & Sullivan Partnership Will Offer End-to-End Demand Generation
We announced today an incredibly exciting partnership with Frost & Sullivan, the global research firm with which we developed the Executive Benchmark Assessment.
Curing the Content Headache
Earlier this week I attended MarketingSherpa's B2B Marketing conference in Boston, where the challenge of creating adequate content to drive lead generation and lead nurturing activities was one of
Read This: Your "Video Guy" Will Thank You
Along with an information-sharing mentality, Web 2.0 has brought on an onslaught of upstart codecs, compressors, file formats, channels, etc. for online video distribution. For better or worse, there is generally lax standardization when it comes to video on the Web. So the good news is: There are lots of options. The bad news is: There are lots of options.
How to Cure the Content Headache
Lead nurturing and marketing automation are proven ROI maches...and they need to be fed from a deep well of content you probably don't have. This Webinar features an expert panel explaining how to get it.
Message Testing Wisdom from Behind the Scenes
Tom Pearson, Bulldog senior marcom specialist, republished in a recent Marketing Mirrors edition of the Business Marketing Association of Colorado's newsletter.
Declining E-mail Response Rates? Five Tips for Better Results
I've been hearing a familiar complaint lately from the marketers I work with: "My e-mail response rates have been dropping
Five Ways to Gain a Competitive Advantage—While Everyone Else Is Panicking
Apply Extraordinary Urgency for Exceptional Results in 2009
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
BtoB marketers are under increasing pressure to be as efficient as possible with their marketing spend. And audience focus is critical to avoiding wasted resources. Bulldog Solutions Director of Strategic Planning Ahmed Taleb walks you through a step-by-step guide on how to uncover the key attributes of your most valuable customers and how to create buyer personas to help focus your marketing efforts on finding more of them.
Defining Your Audience: A Step-by-Step Guide to Creating Buyer Personas
Ahmed Taleb, Bulldog Solutions Senior Director of Strategic Planning, shares proven insights into audience identification and segmenting.
Reaching the IT Buyer: An Expert Panel on Technology Marketing
An expert panel reviews key tactics and strategies that are being used successfully to reach IT buyers, from developers and managers on the front lines on up to the CIO.
Find Your Best Customers: Measuring Media Results in a Web 2.0 World
Many marketers haven't yet come to grips with how to collect and integrate Web 2.0 activities, digital media and customer-level data, make sense of it, and use the data to drive better multichannel marketing campaigns. In this Webinar, you'll learn how to make sense of cross-channel marketing campaigns.
Marketing in a Slow Economy Requires a Laser Focus
This white paper outlines three steps towards greater efficiency and measurability in demand generation programs.
Putting the Customer at the Center of Your Lead Scoring
This briefing document describes how you can incorporate additional dimensions to your lead scoring to assess the engagement of the lead, which is a measure of the lead's interest and willingness to interact with you.
How BusinessWeek Generated More than 2,000 Leads for an Advertiser
This case study illustrates the benefits of working with an established media partner for audience creation and message guidance.
Online Presenting: Improving Your Skills
Webinar specialist Ken Molay uses video examples and draws on more than 20 years of presenting experience to illustrate tactical tips on how to become (or train) a more engaging and persuasive spokesperson for online marketing activities.
Developing a Powerful Message for Your Lead-Generation Campaigns
The message—what you say and how you say it—is a critical and sometimes overlooked aspect of a lead-generation initiative. A message can have a huge impact on the success of an initiative—as big as or bigger than the size of your budget or the reach of your promotion database. Are you paying enough attention to the messages that resonate with your prospects, and do you understand why they work? In this Webinar, you’ll learn the key elements of message creation for successful lead generation.
Bulldog Solutions Lead-Generation Survey Report 2007
This survey of nearly 700 marketing and sales professionals reveals how companies in a range of industries are addressing BtoB lead-generation challenges, such as benchmarking, media buying and Web 2.0.
How Early Engagement Helped Eloqua Generate 60% More Opportunities than Expected
This case study show how personalized sales engagement techniques can help improve campaign results. Eloqua credits several sales engagement techniques for the campaign's success.
How Authoria Outsourced Webcasts for Maximum Lead-Generation Impact
This case study illustrates how an on-demand talent management solutions company benefited from outsourcing its Webinars.
A Framework for Successful Lead Generation
This introduction to Bulldog Solutions’ proven framework for successful lead generation, the 5Ms framework, addresses the key issues of BtoB lead generation.Webinars can be a powerful tool for lead generation.
Top 10 Lead-Generation Webinar Questions Answered
You may already know Webinars are an ideal tool for effective lead generation. Whether you're just starting to develop Webinars for lead generation or looking for ways to improve the results of an existing program, you will want to check out this Webinar. Bulldog Solutions CEO Rob Solomon answers 10 FAQs from our "Beyond the Event" series on lead-generation Webinars. Topics such as audience generation, prospect engagement and follow-up are covered.
40 FAQs on Lead-Generation Webinars
In this briefing, we reply to 40 frequently asked questions posed by attendees of our "Beyond the Event" series.
Data-Driven Communication: Multiple Touchpoints Build Sales Relationships
This white paper shows how to create more effective sales engagements through dynamic, automated communications.
How Vance Publishing Responded Quickly to an Industry Crisis
This case study illustrates how Webinars can be used to communicate quickly and effectively with a target audience.
SEM / SEO
Using Social Media as a Tool to Engage and Convert Your Best Prospects
Marketing creates the opportunity. Sales creates the customer.
The best marketing organizations minimize the dropoff between those two functions, ensuring that the marketing-to-sales "handoff," wherever it happens, leads to high conversion from inquiry to qualified lead to customer. More opportunities. More revenue that can be tied back to marketing activity.
Social media has a place in BtoB, and it's not just about branding. Marketing and Sales can use social media for their mutual benefit, from initial engagement to sales enablement, with exponential results.
In this Webinar, we'll show you how.
SiriusDecisions on the Challenge of Inbound
Good discussion starting on the SiriusDecisions blog about the challenge of tracking inbound activity. This is not an academic matter, as inbound becomes increasingly important and yet marketers are struggling to track inbound through to revenue.
Analyst Jonathan Block notes (boldface added), "In our experience, there is a technology and process gap in populating records with inbound activity, particularly social. Most organizations track the lead source and, if they're lucky, the interaction that closed the deal. Consequently, few have a handle on their existing marketing mix, to say nothing of adding inbound to the mix. It's definitely a combination of all the technologies you mentioned; however, few organizations have the right tools and processes in place so it's more manual and requires marketers to roll up their sleeves and get analytical."
My personal wish list is case studies on companies that are doing this well.
Get Employees Involved in Social Media
This is the bane of many marketers' existence: How to get employees, from the ranks to management, involved in social media. Not reluctantly retweeting. Not submitting a once-a-year blog post. And alas, for many companies, not hiring someone full-time to focus on social-platform friendly content. Really engaged and involved in a way that shines through and benefits the organization.
I like this post on Chris Koch's B2B marketing blog about getting employees involved. And I think he makes a very good point (although it's not his primary point) about backing up social media activity with official support.
He says, "Many companies take it a step farther by making idea development part of employees’ annual goals. The high-end consulting firms like McKinsey have done this for years. Ideas are baked into the culture. To rise in the firm, consultants know they need to come up with good ideas and try to get them published."
Make it part of people's goals, and it will get done. This is not rocket science: I think Pavlov figured it out a long time ago.
Along these same lines, we worked with our partners at Netprospex to create an easy-to-use briefing to help make your sales team social (last item on the page). It was written for our sales team, but really, the quick-start steps are applicable to anyone. Worth checking out.
Marketing Watchdog Journal: Sales Playbook and Social Media for CMOs
In this issue of the monthly Sales and Marketing newsletter from Bulldog Solutions: A briefing on how to build a sales playbook that increases the likelihood of a closed deal; plus, a new guide to social media for CMOs. 
- See the full February issue.
- The Essential Sales Playbook: Helping Sales Close the Deal. Download.
- Institutionalizing a Two-Way Street (And Other Tips for Making Playbooks Work). Read.
- The Good, the Bad and the Thirsty: An Eloqua and Bulldog Solutions event at SXSWi. RSVP on Facebook.
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Paid Search and the Complex Buying Cycle: They're Not Oil and Water
Paid search isn't the same in BtoB as it is for consumers. It's not about shopping carts, one-click checkout and instant gratification.
Marketing to the Masses: Four Steps to Finding Your Social Influencers
Excerpt from "Defining Social Influencers" White Paper, Part 1 of 4 of the New Approaches to Email Marketing White Paper Series
How to Tell If Your Web Site Sucks
Three words I wouldn't mind not hearing again for about a year or so.
10 Ways to Recession-Proof Your Lead Generation
Bulldog CEO Rob Solomon and Bill Leake, President and CEO of Apogee Search, review 10 actions you can take today to put your organization in a better position and make your lead-generation activities as effective as possible.
The “Action Dashboard” — More than Just a Lot of Data
Avinash Kaushik (aka, My Analytics Hero) has a great post today on The “Action Dashboard” (An Alternative To Crappy Dashboards). In his typically tangible, engaging way, Avinash has mounted one of my all-time favorite soapboxes — it is a grand misconception to see “using data” as primarily an exercise of capturing data and then making that data accessible.
Find Your Best Customers: Measuring Media Results in a Web 2.0 World
Many marketers haven't yet come to grips with how to collect and integrate Web 2.0 activities, digital media and customer-level data, make sense of it, and use the data to drive better multichannel marketing campaigns. In this Webinar, you'll learn how to make sense of cross-channel marketing campaigns.
Converting Leads
Using Social Media as a Tool to Engage and Convert Your Best Prospects
Marketing creates the opportunity. Sales creates the customer.
The best marketing organizations minimize the dropoff between those two functions, ensuring that the marketing-to-sales "handoff," wherever it happens, leads to high conversion from inquiry to qualified lead to customer. More opportunities. More revenue that can be tied back to marketing activity.
Social media has a place in BtoB, and it's not just about branding. Marketing and Sales can use social media for their mutual benefit, from initial engagement to sales enablement, with exponential results.
In this Webinar, we'll show you how.
SiriusDecisions' John Neeson on the Impact of Misaligned Sales and Marketing
Not aligning with Sales is one of the biggest mistakes BtoB marketers make, according to SiriusDecisions' John Neeson (and confirmed time and again by marketing teams who waste time and effort on p
The Financial Institution's Playbook for Converting with Content
While the benefits of segmented communications to prospects are clear, keeping content pipelines full can be tricky for marketers with limited time and resources.
In this Webinar, content development experts from Financial Publishing Services and demand-generation agency Bulldog Solutions will share strategies to help financial marketers meet the ongoing client and prospect demand for quality content, and for optimizing the mileage and impact of existing content.
Demand Generation Focus Week from OMC: Metrics that Matter to Your CMO
Join Bulldog Solutions VP, Strategy Terry Flaherty during OMC's Demand Generation Week.
OMC is offering this new series of online marketing educational events, each featuring a week of topically focused Webinars, thought leader video interviews, expert Q&A sessions, white papers, podcasts, webcasts, and more.
Register now.
Sales and Marketing: Building a Two-Way Street
If the sales playbook helps transfer accumulated knowledge from Marketing to Sales, how do you see the knowledge that Sales gains from its customers making its way back to Marketing for revitalizing and improving marketing assets? How do you institutionalize this two-way street?
This was one of the most compelling questions we received in our recent Webinar, "The Essential Sales Playbook." Here's how experts Bill Golder of Miller Heiman and Christian Patrik of Bulldog Solutions responded.
The Essential Sales Playbook: How Marketing Can Align with Sales to Increase Conversion from Lead to Closed Deal
In this Webinar, BtoB sales enablement experts will share the essential components of an effective sales playbook, including where and how sales playbooks are used for the most impact on closed deals and specific playbook examples from some of the most successful BtoB companies.
Q&A: Finding that Elusive Marketing Automation Budget
In a recent live Webinar, Finding That Elusive “Marketing Automation Budget,” Alex Shootman, chief revenue officer at Eloqua, and Todd Davison, president of Bulldog Solutions, discussed ways to validate revenue-driving strategies in order to secure budget for marketing automation in 2011.You can view the on-demand Webinar here.
Alex and Todd answered some audience questions during after the event. Their responses are below.
SalesSense Talk Radio: Making Friends with Marketing Automation
Bulldog President Todd Davison was the guest of Mike Krause on the Sales Sense Reality Talk Show. In the 30-minute interview, Todd explains why the Sales team has much to gain from marketing automation.
Listen to the interview.
Make Your Marketing Team a Growth Driver in 2011
It's time to put away the crystal ball. Make 2011 the year your team delivers a marketing forecast that leads to bigger budgets, predictable performance and more power and compensation for Marketing. In this on-demand Webinar, Marketo VP of Marketing Jon Miller and Bulldog Solutions President Todd Davison show how Marketing can step up and deliver a forecast of its own.
Tackling Your Roadblocks to Exceptional Marketing Automation
The benefits of marketing automation to drive targeted prospect engagement are clear. But the road to getting there can be bumpy. In this on-demand Webinar, marketing automation leader Eloqua and demand-generation agency Bulldog Solutions will show you how to prepare to meet the common challenges of marketing automation, and ensure that your team derives substantial ROI from your platform.
Strategies for Moving Deals More Quickly Through the Sales Pipeline
A deal that stalls close to the finish line can be even more painful than one that falls apart earlier in the pipeline. Resources spent to attract and engage prospects are wasted when the sales team can't convert them. ROI, to say nothing of the finely wrought sales and marketing relationships, suffer greatly.
In this Webinar, SiriusDecisions' Tony Jaros will review pipeline acceleration tales from the front lines, showing how marketers can move these deals more effectively and more quickly.
Using Lead Nurturing to Build an Ongoing Dialog that Drives Prospect Conversion
The very characteristics that make lead nurturing impactful—targeted communications and calls to action, and time- or activity-driven engagement—also make nurturing programs a challenge to build. This white paper defines the concept of lead nurturing, describes seven types of lead nurturing for BtoB marketers, and provides an illustration of a nurture track and examples from successful programs.
How One Marketer Moved from Twitter Skeptic to Advocate
In this month's Marketing Watchdog Journal:
The rewards of marketing automation are earned by effort and planning.
Build a strong process and your people and technology investments can fall into place. Read more "truths" about marketing automation and take the Executive Benchmark Assessment to see how you measure up. Also in this issue:
Give the Sales Team the Right Tools
In order to equip your sales team for success, examine how your organization prepares for and executes the dying art of one-on-one sales conversations. Is your sales team winging it, or are they equipped to optimize each and every conversation?
Read this excerpt from the ShadeTree Technology white paper, "Engaging in Effective One-on-One Sales Conversations," or download the complete white paper.
How Nortel Impacted One-Third of a $1.6 Billion Pipeline
This case study shows how Nortel executed a "Close the Pipeline" plan to convert sales-accepted leads already in the pipeline to closed deals—even while they prepared to be purchased by a competitor.
Benchmarking and Analytics: Using Metrics to Boost BtoB Performance
In this Webinar, Bulldog Solutions Director of Field Marketing Amy Bills and Stratigent VP, Business Development and Technology Bill Bruno will share information about how to use benchmarking and metrics to boost BtoB marketing performance. Register.
Marketing Excellence and the Art of Winning Customers
Bulldog Solutions CEO Rob Solomon will join Frost & Sullivan for this Webinar, part of the Chairman's Series on Growth. The series is designed to assist companies in increasing their effectiveness and strenthening their key contributing areas as part of the CEO's growth team. Marketing Excellence and the Art of Winning Customers will look at marketing best practices. Register.
New Video: Building Blocks for World-Class Demand Generation
When the "elevator speech" for what your company does starts to require a skyscraper, it's time to find a visual way to describe what you do.
MarketingSherpa's Real-time "Whiteboard" Now Available
MarketingSherpa has made the "whiteboard" from this year's B2B Marketing Summit available to their entire audience. But I'm not sure the whiteboard has as much value for non-attendees as it does for those who attended. It's like borrowing someone's class notes.
Reach the Decision Maker: Building Calls to Action That Drive Sales Engagements
In this Webinar, Rob Solomon, CEO of Bulldog Solutions, and Naylor Gray, Global Marketing Director of Frost & Sullivan, review steps for developing a call-to-action strategy that reduces wasted effort and creates specific conversion points that lead to sales and ultimately, better ROI.
Conversion Mapping: Building a Call-to-Action Architecture that Speeds Your Sales Pipeline
Successful BtoB marketing organizations must understand the buying behavior of specific decision makers and build an effective call-to-action architecture that matches prospects' buying behavior with specific value offerings designed to satisfy their objections and help move them through the sales pipeline.
Conversion Mapping: Building a Call-to-Action Architecture that Speeds Your Sales Pipeline
Anticipate your prospects' needs and satisfy their objections to move closer to a sale. This white paper outlines a strategy to create a call-to-action architecture that helps you connect with prospects and sets your sales team up for a successful close.
Get Out of the Danger Zone and Get Better at Marketing Automation
Marketing automation puts much-needed science behind the art of marketing.
Three Steps to Developing Effective Calls to Action
Bulldog Solutions Senior Director of Strategic Planning, Ahmed Taleb, reviews three steps designed to create compelling BtoB messaging and effective calls to action for your audience segments.
Marketing in a Slow Economy Requires a Laser Focus
This white paper outlines three steps towards greater efficiency and measurability in demand generation programs.
How Objectivity Leveraged Campaign Data for More Efficient Audience Creation
This case study illustrates how access to campaign data can support more efficient campaigns, including mid-campaign decision-making about promotions.
Putting the Customer at the Center of Your Lead Scoring
This briefing document describes how you can incorporate additional dimensions to your lead scoring to assess the engagement of the lead, which is a measure of the lead's interest and willingness to interact with you.
The Four Costliest Mistakes Marketers Make in Support of Sales Growth
Can your organization afford to waste resources on leads that Sales can’t—or won’t—act upon? View this Webinar to hear experts from both sides of the divide explain how to avoid waste and bring your teams into alignment to drive powerful results.
How Early Engagement Helped Eloqua Generate 60% More Opportunities than Expected
This case study show how personalized sales engagement techniques can help improve campaign results. Eloqua credits several sales engagement techniques for the campaign's success.
Data-Driven Communication: Multiple Touchpoints Build Sales Relationships
This white paper shows how to create more effective sales engagements through dynamic, automated communications.



