Midnight Oil Writing

Marketing automation is a large and growing market.  Marketing automation software offers many benefits to its users — it offers processes for closed loop marketing, nurturing sales and more.  Generally, companies purchase marketing automation software to help maximize marketing dollars, understand marketing ROI and ultimately, increase sales conversions.

Recently I’ve worked with a few startups who’ve purchased and used marketing automation software.  While I’m not sure I would spend precious startup money on marketing automation, I understand the need for accelerating sales.   (more…)

My last blog post (we won’t point out how long ago that was!) talked about how hosting a webinar is like crab fishing.  The gist was: enough bait (marketing) and soak (lead time) and you’ll have enough crab (attendees).

But there’s one more aspect: what kind of crab is in your pot?   (more…)

Getting customer references is sometimes the biggest challenge faced by B2B marketers.  It can be tedious and labor-intensive, but it is also strategic and often of vital importance.

Over the course of nearly 20 years I’ve worked with a wide range of companies to develop customer references.  From start-ups to blue chip firms, all B2B companies struggle with having enough of the right customer references.

I recently shared some of my thoughts about working with the sales force on customer references as a guest blogger on Pixability’s blog.  Pixability is a really cool, local start-up focused on helping organizations tell their stories using video.

I’d love to hear how you work with your sales team to cultivate customer references.

- Kelley

@kelleylynnk

OK, it’s pretty clear Tiger Woods is a womanizer and a serial cheater.  In my opinion, he’s not husband material, and Elin should cut him loose.  As someone once said to me, if they cheat once, they’ll cheat again.

Truth is, lots of guys and gals cheat on their partners.  Few lose their jobs over it.  Few have the public outing Tiger did.  Most just keep on doing what they do. (more…)

Most public relations, marketing and advertising professionals have been there; pitching a great client prospect, only to realize you’ve revealed too much too soon.  And then maybe the next new business pitch results in you holding back too much.

Where’s the balance? (more…)

Some people (and companies) think marketing is like a great four star meal: pricey, and hopefully you get your money’s worth. 

I disagree.  Marketing is like pizza: there’s an option for everyone. (more…)

Over the past few months I’ve been to multiple Mass Inno events, as well as many Tweet Ups, The Big Tweet and other events.

Like most attendees, I’ve left these events with a wide range of marketing materials.  From high end glossy brochures to technical data/spec sheets to photocopied fliers on a copier running out of toner. (more…)