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March 12, 2013
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  Top Story 
  • Samsung prepares B2B marketing campaign
    Samsung plans to launch a global B2B marketing campaign this year that will include a website and an improved partner portal, according to Samsung's Richard Hutton. The site will offer lead-generation and visitor-tracking services. "We have some very aggressive goals for the next three to four years," Hutton said. (U.S.) (3/11) LinkedInFacebookTwitterEmail this Story
  Eye on Marketing 
  • Ask questions to uncover sales opportunities
    Focus on asking questions to determine whether sales prospects have potential as a customer. Keep asking questions to determine whether a prospect will be interested in buying your product, Roger Daugherty writes. You might have an opportunity to make a sale if the prospect is unhappy with his or her current supplier. But even if the prospect is satisfied for the moment, there might be opportunities in the future. "Often when a customer says 'I don't need this,' she may really mean 'I don't need this right now,' " he writes. SCORE Small Business Success Blog (3/7) LinkedInFacebookTwitterEmail this Story
  • How to host a successful B2B marketing event
    Don't be afraid to try new ideas when hosting B2B marketing events, Heinz Marketing director Brian Hansford writes. For instance, a decision by Heinz to shorten presentations to 15 minutes helped make a recent event more successful. "Just because everyone else does an event a certain way doesn't mean it's the right way. One simple tweak on the length of presentations was a critical success factor for our event," he writes. (3/11) LinkedInFacebookTwitterEmail this Story
  • Personal preferences can hinder marketing decisions
    When evaluating a marketing campaign, put the prospect's preferences before your own, Christopher Ryan writes. What matters is how the campaign "is perceived by the target market, and to what degree they respond to our offer. In other words, results are way more important than personal preferences," he writes. (3/11) LinkedInFacebookTwitterEmail this Story
  • How the sales team can boost marketing efforts
    Your salespeople can make valuable contributions to marketing efforts in several ways, writes Brad Miller. Salespeople can help create marketing content, and they can also foster relationships and connect with key individuals via social media. "The major advantage of your sales team using social is that it easily integrates with the rest of your marketing initiatives," he writes. (3/8) LinkedInFacebookTwitterEmail this Story
  Tech Edge 
  • Why B2B marketers need to be on LinkedIn
    LinkedIn's network of groups is one of the best tools for B2B marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, Kate Mitchell writes. "Don’t confuse this with only pushing your own agenda, but rather contributing a distinct point of view," she writes. The Wall Street Journal/The Accelerators blog (3/11) LinkedInFacebookTwitterEmail this Story
  • How the mobile-ad market is shifting
    There's a gap between which vertical sectors lead in mobile searches and which attract the most mobile-ad spending, writes Mark Walsh. Only the travel vertical, which includes search for gas stations, hotels and transportation, made the top three in both categories, according to xAd. Tactically, display ads based on mobile search grew the fastest, while more than half of campaigns employed geofencing and geotargeting declined from 64% to 13% use during the study's period. MediaPost Communications/Online Media Daily (3/8) LinkedInFacebookTwitterEmail this Story
  • How IMAX solved its chicken-and-egg problem
    When IMAX approached movie studios about making commercial films using the technology, it was limited by the fact that it had an institutional network rather than commercial theaters, says CEO Richard Gelfond. At the time, it cost $5 million to outfit an IMAX theater and $8 million to make a film; in the past decade or so, the company dramatically lowered costs by figuring out how to retrofit theaters and convert existing films into IMAX movies, he said. CNNMoney (3/11) LinkedInFacebookTwitterEmail this Story

  • Live at #SXSW: What innovators can learn from standup comics
    Standup comedy has several similarities to corporate innovation, design-firm researcher Paul Velerio and former Onion writer Baratunde Thurston said this weekend at South by Southwest. Like comics, innovators should know their audience and anticipate their needs. Also, both activities often involve developing a new take on familiar material, they said. SmartBrief/SmartBlog on Leadership (3/10) LinkedInFacebookTwitterEmail this Story
  Association News 
  • BMA Milwaukee Chapter -- Event -- Lessons in B2B marketing from the Ag sector
    This event will be held this Thurs., Mar. 14, from 5:00 p.m. to 8:15 p.m., at the Hilton Garden Inn Milwaukee Downtown, in the Historic Loyalty Building, 611 North Broadway, Milwaukee, Wisconsin. The keynote speaker will be Bill Preller, Senior Director of Specialty Business, Case IH North America, a global leader in agricultural equipment, powering agriculture for more than 160 years. Milwaukee is home to three of the leading Agriculture focused marketing agencies in world. As economic, environmental and geo-political factors shift food and all that goes into engineering, growing, processing and distributing it becomes more critical by the day. This event’s agency panelists, Jeff Young, President, Bader Rutter; Tim Oliver, Principal/President, Morgan & Myers; Tom Sanders, Director, Charleston Orwig, will discuss how business and marketing has evolved in the Ag sector and what insights that brings to bear on b2b marketing in general. Read more. LinkedInFacebookTwitterEmail this Story
  • BMA Kansas City Chapter -- Event -- 2013 Fountain Awards Celebration
    See what it takes to win a Fountain Award at the 2013 Fountain Awards Celebration, Monday, March 18, at the Boulevard Brewery. Come to network, view all the winning entries and see who takes home a Fountain Award (or two or three)! This year’s event will be a great opportunity to socialize with other B2B marketing leaders in Kansas City. Read more. LinkedInFacebookTwitterEmail this Story
  • BMA 2013 B2 Awards Competition -- Entries deadline is tomorrow
    Deadline for entries is tomorrow, Wed., Mar. 13, 2013. The BMA B2 Awards recognize the people who, knowing the difference, refuse to take the easy way out. So where others honor style over results, you’ll find the B2 Awards honoring the successful balancing of both. The B2 Awards recognizes and honors business marketers for innovative global brand strategy, customer marketing strategy, integrated internal and external marketing communications strategy, e-business strategy, new media strategy and successful new product and service introductions. The B2 Awards also honor marketing activities targeting not just traditional customer and prospect audiences, but other key stakeholder audiences and demand drivers, including employees, sales forces, channel partners, government, consumers (as in b2c2b), NGOs and industry and financial analysts, among others. Click here for details and to submit your best work now. LinkedInFacebookTwitterEmail this Story
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We are all worms. But I do believe that I am a glow-worm."
--Winston Churchill,
British prime minister

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