Archive for September, 2011
Guest Post: The Challenge of Selling in the New Normal… And What To Do About It
September 30, 2011
by Guest Post
in Accelerate Sales
Scott Willard is CEO of BroadReach Partners, Inc. (broadreachpartnersinc.com), a sales consultancy specializing in accelerating measurable top-line growth
Ah, the bliss of yesterday’s sales cycle. We didn’t know how good we had it. Find a lead, make a call, get a meeting, close the deal.
That was then. In the New Normal economy, the sales environment has changed radically. And it’s certainly longer, often taking months, even years, from first call to close. You have to work harder to find the right people to talk to. You have to work harder to get them to talk to you. You need to talk to More >
Guest Post: Selling to a Universe of One
September 29, 2011
by Guest Post
in Accelerate Sales
Earlier this week, Mike Braatz spoke at our quarterly networking breakfast on what it took to turn Memento Security into the go-to resource for insight about banking fraud. The below blog post was contributed by Mike, detailing the key takeaways from his talk.
I’ve led marketing for a number of early stage B2B technology companies. Needless to say, I’ve learned a lot, from both successes and failures. When I first arrived at my current company, Memento, we faced all the usual challenges, and then some.
On the positive side, we knew we had a great solution to a real problem: bank fraud. More >
Measuring Social Media ROI: Can It be Done? You Bet. (Part Two of Two)
September 28, 2011
This is part two of two posts on measuring social media and its return on investment. Part one, “Three Tips for Improving Social Measurement,” was published on Monday, September 26th.
With spending ramping up on social marketing, expectations for ROI are climbing. The stalwarts who insist that it’s just about building brand, recognition and relationships abound, and they’re right; these are good and noble goals, and social networking is unique in its ability to create relationships among strangers.
But as soon as social marketing budgets represent serious money, metrics have to follow. The More >
Does Klout Live Up to Its Name?
September 27, 2011
Your business’ social media campaigns – tweets, comments, shared links – what are they worth? (Our latest market brief looks into this question, and the better-understood tools you can use to find out and measure the ROI of these efforts.) Klout is the latest platform to attempt to measure social influence, and, although introduced in 2008, is just now starting to gain traction after making many major changes in the last few months. Most noticeably, it originally only factored Twitter statistics into its method, but now evaluates 11 social media platforms, from LinkedIn to Instagram.
Klout More >
Three Tips for Improving Social Measurement (Part One of Two)
September 26, 2011
This is part one of two posts on measuring social media and its return on investment. Find part two, “Measuring Social Media ROI: Can it be done? You Bet.,” on Wednesday morning (9/28).
Update: Part two has been published, here.
We’ve been writing market briefs and sharing them with friends, colleagues and clients for a couple of years now. It’s time to go public.
So here’s our first publicly available one – Measuring Social Media ROI in B2B: Crossing the Chasm from Traffic to Sales.
It’s one of the biggest issues out there – and will get bigger as budget planning comes into focus.
A recent More >