Marketbright Blog

Marketbright’s VP Marketing, Mike Pilcher, recently made headlines on eBizQ with an insightful article on Making Your Website Part of the B2B Sales Process. Mike’s article discusses best practices for using your corporate Web site to attract prospects and engage them in an interactive dialogue. As Mike explains, Web sites can be utilized as standalone [...]

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The Nurture Institute‘s Jim Cecil, an acknowledged leader in customer-relationship strategies and loyalty marketing, sat down with us this week to talk nurture selling and CRM, as part of our thought leadership blog series. Check out Jim’s advice for nurture skeptics below: 1. You are considered one of the brightest marketing minds in the industry, [...]

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This week I caught up with marketing and CRM guru Ardath Albee of Marketing Interactions to continue our thought leadership blog series. With more than 15 years in the industry, Ardath is a revered B2B marketing innovator and published author, inspired by connecting the marketing process and the people, with “contagious”content. Read on for expert [...]

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All this Marketing Automation and we still need to sell? How dull. Yes, it is all about revenue. Not about really cool messages, not about lead volume, not about even qualified leads, it is all about revenue. If Marketing is truly to usurp the power base of sales, the way Prosultative selling predicts, then Marketing [...]

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Given the dire state of our 401K’s, savings, pensions and the price of our houses, retirement which once seemed a long way off has ridden off into the sunset on a stolen horse. While many have been worrying, I have been continuing to plan for my early departure from the work farce however this time [...]

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Standards What was it that used to make Marketing people insane with salespeople? OK well other than the long list we can all rattle off, let’s start with taking the creative, ripping it up and sending out what they liked. What was the problem with this? Nothing when it worked and everything when it went [...]

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Systematic As any successful salesperson used to do every Sunday night, the optimistic ones ironing 5 shirts at the same time, they would sit and plan their week.  What meetings did they have and what could they do with the rest of their time.  Who could they call, who would they send a VITO letter [...]

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It was Marie Antoinette who said “There is nothing new except what has been forgotten”. Everywhere I go I hear Nurturing as if it is some new concept that we have never heard of before. Sales people have been nurturing prospects for years. There is a word that is missing. Automated. My issue is if [...]

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I have been asked this a number of times what is the difference between Prosultative selling and Sales 2.0?  First we need to define Sales 2.0 – you only have to visit the Sales 2.0 conference site http://www.sales20conf.com/2009/ to see it is all about sales, sales, sales, and I think I mentioned sales.  Prosultative is [...]

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I just finished reading a great blog by Laura Ramos of Forrester entitled The Social Technographics Of B2B Buyers (http://b2bmarketingpost.com/2009/02/23/the-social-technographics-of-b2b-buyers/#comment-37). It caused me to start thinking about what Laura had to say and think about the dynamics of why Social Marketing is starting to take off at such a rapid pace.  The following is based on [...]

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