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Best Practices

3 Tips for Pitching MarTech to Marketers

  There’s something exhilarating about B2B technology. The people are brilliant, the products are exciting, and there’s always something new to look at, think about, and talk about. But that doesn’t mean that selling marketing technology is easy. It’s a complicated marketplace, flooded with hundreds of potential solutions for every tech problem. So how do you stand out? The answer is simple: understand what marketers want, and speak to them in their own language. As you craft your own messaging, whether you’re writing marketing content or scripting sales calls, here are a few simple tips to keep in mind:   It’s All About Trust We’ve all been burned by tech solutions that promised us the world but turned out to be, well, not that reliable. Reliability...

  There’s someth...

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Why Didn’t He Ask Me Out Again?

Last week I went to an awesome event with one of my friends and met someone very special. He was the host, ever charismatic and engaging. He talked, I listened. I talked (in the Q&A portion), he listened. There was a genuine conversation. I demonstrated interest by asking questions and even did a little Google search before going. Heck, I even sent a few live tweets with the event hashtag because it was *that* cool. So imagine my surprise when after the event, I heard… nothing. Well, it’s only been a week so I’m still waiting. He’ll follow up, right? I mean, he has my email address and phone number. He knows how to contact me… Imagine the above situation within...

Last week I went to an awe...

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Let’s get personal

When it comes to large-scale marketing with a personal touch, you can’t beat a webinar. Unlike white papers — or even massive in-person events — webinars really give you a chance to get personal and get real with your customers and prospects. In last week’s live webinar, “How Personalization Can Drive Webinar Success,” Mark Bornstein walked us through some simple steps to make a real connection with webinars. In case you missed it, here are some of the highlights: Send a thoughtful invitation People are much more likely to respond to an email when it feels like you went the extra mile for them. So make your webinar invites more meaningful! It only takes a little effort to make a huge impact. Write...

When it comes to large-sca...

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3 Takeaways from the ON24 Engagement Awards (and the Winners Are….)

When it comes to your webinar sales leads, interactivity equals lead intelligence. It’s a point we make often here at ON24, and we were reminded when selecting the winners of our inaugural Webinar Engagement Awards from thousands of top-performing webinars. What better way to track your best sales leads than by interacting with them? Thanks to features like polling, Q&A and social media integration, webinars are more engaging than ever. That engagement doesn’t just create better value, it provides you leads that are as sales-ready as you can get. For our inaugural ON24 Webinar Engagement Awards, we selected 10 winning companies from the fourth quarter of 2015. Winners included IBM, Twitter, and HubSpot. See the full list here. Here are a few...

When it comes to your webinar ...

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A Marketing Tale as Old as Time

It’s a marketing tale as old as time: people buy from those that they like. Who would you rather spend a year-long (with potential for renewal!) contractual relationship with: someone who is flexible, dependable, and you admire; or someone who is rigid, prone to breakdowns, likely to flake when you need them the most. Thanks to the rise of social media, companies big and small are being humanized as they interact with customers and fans on a 1:1, personalized basis. As such, marketing and sales have moved from being more transactional to more relationship-driven. How well we work with others is key to long-term success – both as professionals and in our personal lives. In our Q1 storybook, Beauty and the...

It’s a marketing tale as old...

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The Worst First Date Ever

  Do you remember the last time you were on a first date? Can you imagine how it would have ended if you were totally impersonal, spoke in a monotone voice, wore drab clothing, and refused to look your date in the eye? If you are thinking, “Yeah, that sounds like me…” then you should rethink your dating strategy, but for the rest of us, we would never act that way on a date and for good reason. So why do we act that way with our webinars?   Webinars are often the first conversation we have with new prospects, yet the experience from registration, to presentation, to follow up, often feels business formal and forced. It lacks the one thing that can...

  Do you remember ...

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Las Vegas Survival Tips for Marketers

It’s that time of year again. Q1 and Q2 tend to be packed with user conferences and company sales and marketing summits and it’s likely that you’ll be hitting the road for one soon (if you haven’t already). Many companies choose to host events in Las Vegas — in fact, 2014 alone saw 22,103 conventions with almost 5.2 million delegates according to the Las Vegas Convention and Visitor’s Authority! As your resident friendly marketer who has just returned from an epic weekend with two coworker friends in Vegas, I’ve compiled a list of tips and tricks to not only survive a Las Vegas — or really any — conference, but to thrive (and hopefully return without a cold). A Social...

It’s that time of year a...

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5 Ways to Boost Webinar Attendance

I have a confession to make: last week I forgot to take out the trash, ordered takeout more times than I'd like to admit, and sent my laundry out to be cleaned because I didn't have time to do it myself. I was just too busy to do it all. Likewise, your fans — people just like you and me — are busier than ever. We’re constantly being pulled in a dozen different directions, bombarded with industry news and marketing messages, when all we really want is something that will help us get our jobs done faster and smarter. In such a busy and noisy marketing world, how can you make sure people take the time to come to your webinars? The answer is...

I have a confession to make:...

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Dear Marketing Guru

    Sometimes even the best marketers need a little help. That's why we've launched our "Dear Marketing Guru" series wherein a marketer answers all of the questions you're too afraid to ask. In this first one, Desperate in Demand Gen asks for advice on how to keep people awake and engaged.   Dear Marketing Guru, I’m a marketer by trade and I must say that I am more than a little frustrated with my job right now. I’m getting pressure to generate leads, as a matter of fact, I need to generate twice as many leads as last year. I churn out white papers, webinars, and infographics faster than my son can draw a hand print turkey, but try as I might, the only questions that come...

    Someti...

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The future looks bright for webinar marketing

So bright we’ve gotta wear shades? You bet! Over the years, we’ve seen webinars evolve from drab slide presentations into spectacular multimedia events. And things are only getting better. In yesterday’s Webinar Marketing Predictions webinar, our very own Mark Bornstein took us on a tour of what the future holds for webinar marketing — no crystal ball required. 1. Webinars will get a facelift ...

So bright we’ve gotta we...

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