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Create Sales-Ready Buyers with Marketing Interactions

Ardath Albee

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Top Stories by Ardath Albee

Tony Karrer (Browse My Stuff) and Tom Pick (WebMarketCentral) have created and launched the B2B Marketing Zone as a filter to aggregate content for us in one spot. Similar to the idea of The Customer Collective for sales and marketing professionals and My Venture Pad aimed at SMBs and Junta42 for content marketing, this site focuses on a niche. I'm excited to be one of their launch bloggers along with the terrific expertise provided by Brian Carroll, Paul Dunay, Newt Barrett and Jon Miller. I love that it also includes some new perspectives such as Cece Salmon Miller (PR Meets Marketing), Jay Lipe (Smart Marketing). There are a couple of unique features of the B2B Marketing Zone that I think you'll find useful. Navigation: On the left you see navigation around Concepts, Tools, Types and Companies such as Forrester. This makes using the site much easier than only ha... (more)

Stories that Sell - An Interview with Casey Hibbard

As most of you know, I've long been a proponent of storytelling for marketing and sales. Customer stories are one of the most valuable ways B2B companies can share their compelling value. They have the ability to simplify the complexity of considered purchases, validate that what you promise is true, and mitigate risk by proving the business case. Casey Hibbard, and her book Stories that Sell, provides a wealth of information about how to plan for, research and create customer success stories that help you sell more—and do so with ease. And, she ought to know. She's written over ... (more)

Just Do It! Use the Marketing Data You Have Now

Content Marketing on Ulitzer When I first talk with clients about e-marketing strategy I often hear that they don't have access to the data they need to implement a targeted nurturing program. Their eyes get big and glazed and they look like Bambi in the cross hairs. One of the things we forget as marketers is that our own status quo gets in our way as much as the status quo stance of our prospects. It's time for marketers to turn the focus on themselves for a moment and consider how they can free themselves to "just do it." Information overload is pervasive. Not just for prospe... (more)

Don't Speak At Me, Speak With Me

As e-marketing has made inroads with B2B marketers a lot has been said about the idea of online conversation. But, what does that mean from a marketing content perspective? If you think of a conversation in the offline world it can be in the context of a chat with a friend — 1-on-1, an exchange in a meeting with a group of people, a discussion with your peers over lunch or witty repartee with your spouse during TV commercials in the evening. When you transfer that idea online, how often do you "feel" any similarity to those above examples? How often do you make a connection with ... (more)

Every B2B Website Visitor's Click Must Count

Focusing on website navigation paths makes perfect sense for B2B websites with lengthening sales cycles. The added pressure for marketers to produce measurable ROMI means that each click needs to be considered a conversion that strengthens engagement, builds trust, and leads to verifiable conversations. Websites should drive buyer momentum and work toward reversing that lengthening sales cycle statistic. When you build a B2B website, it’s imperative that you think about the site user's context. You need to plan for and strategize every click and interaction by focusing on your we... (more)