May 8th, 2013 by Mark Galloway

Software of all types is bought and sold with the promise of being a cure for what ails your organization. An ERP system that makes manufacturing problem-free! Accounting systems that alleviate payment headaches forever! As we all know, however, no matter how good it sounds on the box, systems and platforms rarely do solve all our problems. This is especially true with Marketing Automation Platforms Read More

March 8th, 2013 by Laura Monn Ginsburg

Can’t get enough of this topic? Check out the webinar recording that discusses it in-depth. Data from Google/Compete Tech B2B Customer Study, U.S. Sept 2012 As B2B buyers bring more and more of their consumer habits to their B2B purchasing efforts, winning at the critical moment–the Zero Moment of Truth as Google calls it–is all the more crucial to producing (and measuring) marketing’s ROI. Where Read More

February 20th, 2013 by Laura Monn Ginsburg

I’m continually amazed by marketing and messaging choices that have great intentions, are tailored to the right audience, and then go out in the absolute wrong vehicle. While I certainly think you should mix your vehicles and tactics (let’s hear it for the resurgence of direct mail!), you cannot put your main messaging effort into the wrong basket. For example: on my drive to work Read More

October 1st, 2012 by Laura Monn Ginsburg

What did you read online two days ago? I know–it’s Monday. Let’s go easier: what’s one thing you read online two days ago? No clue? Me either. And if it’s true for us, it’s doubly true for your prospects. In an age where many of us spend the better part of our working day in front of a screen of some type, inundated by emails, Read More

September 20th, 2012 by Adrian Kruschke

Businesses look to technology primarily to solve problems. People often go into the buying process expecting the software or service they are purchasing to be a silver bullet, something that’s able to solve all of the problems they have (and maybe even some they don’t know that they have). There is the occasional offering that is worthy of this optimism, but they are very much Read More

August 22nd, 2012 by Laura Monn Ginsburg

OppSource has proven that Moment-of-Interest (MOI) follow-up leads to terrific sales connect rates and conversations. Are you leveraging MOI processes on the back-end of your marketing automation process? If not, you are losing out on opportunity. There are critical sales and marketing alignment factors that you need to consider to make this a reality. Fair warning, they are not easy to do. You must have Read More

July 31st, 2012 by Laura Monn Ginsburg

 As previously noted, we’re all about Moment-of-Interest Marketing over here. Prospects want to seek, find, and learn as fast as possible…and then move onto something else. If you’re not capitalizing on demonstrated interest when it happens, you might miss your small window of opportunity altogether. In part two of his two-part interview with ZDNet, Mark discusses the need for catching prospects right in their moment of Read More

July 23rd, 2012 by Laura Monn Ginsburg

We talk a lot about Moment-of-Interest (MOI) Marketing around here because we truly believe in its necessity. Piquing someone’s interest today doesn’t ensure they’ll remember who you are tomorrow–or even an hour from now–which is why pursuing prospects in the moment of their interest is crucial. I could go on and on about the whys and hows of following up as quickly as possible in Read More

May 15th, 2012 by Mark Galloway

 On a Saturday evening in April 2000, Christopher Walken, Will Farrell and SNL hucksters doubling as the rock band Blue Oyster Cult delivered what has become one of the most watched Saturday Night Live skits ever – “More Cowbell”    Today’s B2B Marketers are inundated with the hype cycle promoting more marketing cowbell. There are literally thousands of messages daily that promote new marketing automation Read More