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demand generation & marketing operations
Thursday, May 31, 2012 in More from ReadyTalk
Mike McKinnon manages ReadyTalk’s demand generation activities and
is responsible for the tracking and measurement of all
campaign activity. He is also responsible for revenue lifecycle
managment and making sure marketing and sales are aligned.
Mike has 15 years of B2B marketing experience from agency work
doing market research and public relations as well as business
development for various high tech companies. Mike
lives with his amazing wife and two amazing daughters who keep him
busy. When not busy with his family, Mike spends his free
time climbing rock and ice. Connect with Mike...
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Tuesday, March 19, 2013 in Best Practices
Do you have zombies in your pipeline? You know those opportunities
that have stalled out and are shuffling along or just stopped
moving altogether. They are, for all intents and purposes, lost
deals but the sales rep has usually forgotten to close them out or
has kept them open in a vain attempt to resurrect the deal. As we
all know, the accuracy of a pipeline is only as good as the
analysis to determine if an opportunity truly belongs at a certain
stage. So, how do we combat these “walking dead”... Read More » »
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Friday, December 28, 2012 in Webinars
At Eloqua Experience in Orlando I spoke about how to do a
server side post in Eloqua using javascirpt, cURL and some JSQuery.
A server side post is different than a direct post in that in
a server side post, the server is doing some processing before it
reposts back to Eloqua. This is often needed when the form in
question collects credit card information or some other
confidential information you dont want posted back. The problem we
had was that our free trial and a buy now form are not... Read More
» »
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Tuesday, September 18, 2012 in Featured Post
Continuing my posts on sales enablement tools, Data.com is another
tool we implemented internally for our sales team. There were
several problems we wanted to solve with the implementation of
Data.com: Eliminate (or lessen) list building for the operations
team and (as an extension of that) lessen the amount of list
scrubbing Give our account executives a way to prospect an account
and gather the necessary roles and contact information Keep our
database as clean as possible with regard to... Read More » »
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Wednesday, September 5, 2012 in Ways to Use ReadyTalk
Allowing your sales reps to work within their tool of choice, not
only saves time but also, allows the rep to be comfortable and
confident when speaking with prospects. Nothing can blow a sales
call quicker than faulty technology regardless of whether it is
user error. ReadyTalk for Outlook allows your sales reps to invite
propsects and launch demos directly through their most used and
accessbile software - Microsoft Outlook. Our reps love this product
as it allows them to: 1. Start a demo... Read More » »
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Tuesday, August 21, 2012 in Webinars
Product demos and sales presentations are the life blood of a sales
rep. The more demos they give and the more presentations they do,
the more chance they have of making a sale. Therefore, it is
extremely important that reps can track their demo activity as
related to their leads/contacts, invite their prospects easily and
attach any qualification information they obtain to the prospects
recordin in Salesforce. Not only doe this help sales reps manage
their pipeline better but it also gives...Read More » »
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Wednesday, July 11, 2012 in Webinars
This year at ReadyTalk, marketing has seen a significant push to
help our Account Executives get the right information at the right
time before they make their sales calls. One of the tools that
helps them do this is Eloqua's Prospect Profiler. Eloqua gathers a
massive amount of behavoiral information about your prospects.
However, many times this information is the domain of the marketer
since sales reps do not usually have access to Eloqua. Sales reps
usually live in your orgnaizations CRM - in... Read More » »
read more
Wednesday, June 20, 2012 in Webinars
A webinar series can be a great demand generation tool for your
sales team. A savvy marketing department can properly qualify
leads, segment them and move them down the sale funnel all with a
well targeted and executed webinar. However, there are several
transition points in the webinar process that often lead to dropped
prospects and mishandled opportunities. If you think of your
webinar process as a funnel that tries to move people from
registration to attendance to interest and then ultimately... Read
More » »
read more
Friday, March 30, 2012 in More from ReadyTalk
Today's post is provided by Yun Oudaha,Quality Assurance
Engineer. One of the benefits that attracted me to ReadyTalk was
the opportunity to volunteer in the community during work
hours. ReadyTalk gives each employee up to 20 hours of paid
volunteer time per year. It allows us to offer our time at
places that are only open during business hours. I recently
volunteered at SAME Café, which is open for lunch Monday through
Saturday. I met the owners, Libby and Brad Birky, at a friend's
BBQ... Read More » »
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Friday, March 23, 2012 in More from ReadyTalk
Accidents happen. At ReadyTalk we’re committed to helping
our customers prevent accidents and mistakes. Each month,
ReadyTalk’s Account Managers share a recent accident and tips for
how to avoid it in the future. Because Marty was a novice
ReadyTalk user, he was a bit nervous about hosting the large
audience, which had pre-registered for his upcoming webinar.
He had decided to use ReadyTalk’s Event Services so he could have
an experienced ReadyTalk Event Manager on his call to reassure him
as... Read More » »
read more
Tuesday, March 6, 2012 in Webinars
In my last post, I wrote about the importance of assessing the
health of your database. Because if you don’t know what is wrong,
then you cannot fix it. Once you have assessed the state of your
database against your ideal customer profile and your total
marketing reach, it is a good idea to benchmark the current state
of your databse so you can track improvement. After benchmarking,
there are a couple of ways you can go about cleaning and appending
data; you can choose to do all of... Read More » »
read more
Friday, February 3, 2012 in More from ReadyTalk
Accidents happen. At ReadyTalk we’re committed to helping our
customers prevent accidents and mistakes. Each month, ReadyTalk’s
Account Managers share a recent accident and tips for how to avoid
it in the future. When planning an upcoming webinar,
ReadyTalk customer Joe opted to use Manual Confirmation when
setting up his invitation options. Manual Confirmation allows
the event organizer to confirm individual attendees rather than
have it happen automatically. An attendee doesn’t receive the...
Read More » »
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Monday, January 30, 2012 in Webinars
Today's post is written by Brett Schklar, CMO, Market
Creation Group. During his 14-year career, Brett has become a
well-known and respected marketing guru, business visionary and
community leader in the Denver area. On February 3, he will be
presenting a webinar with the American Marketing Association. I’m
“jump out of my seat” excited to share with the 5 Marketing Forces
that I’ve developed over the years and implemented in over 50
companies through Market Creation Group's strategy process.
He... Read More » »
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Wednesday, January 18, 2012 in Webinars
2012 is the year of clean data for ReadyTalk. If you think of
your marketing campaigns and processes as the engine of your demand
generation car, you can think of clean data as the motor oil. If
you put in poor quality oil or no oil at all, your million dollar
engine will not perform to standard no matter how hard you press
the pedal. There are really three stages to cleaning your database.
Assessing the current state of your database, cleaning/appending
current data and then looking at all... Read More » »
read more
Tuesday, January 17, 2012 in Webinars
By Jill Konrath, author of SNAP Selling & Selling to Big
Companies Don't you just hate it when hot prospects suddenly stop
returning your call? It's especially hard to deal with when
they'd been so eager to move forward with you only weeks before. At
first, you assume their lack of responsiveness is an isolated
situation that will quickly self-correct. But after repeated failed
attempts to connect, you start to question your own sanity. You
could have sworn they were interested, but their... Read More » »
read more
Tuesday, November 22, 2011 in Audio and Web Conferencing
In the past couple of weeks, there has been a lot of
attention around Adobe’s decision to use HTML 5 for mobile
applications and games rather than use Flash. This announcement has
led to speculation on what this means for web conferencing vendors
that use Flash. You can read Ken Molay’s thoughts on it, Is This
The Death Knell For Flash-Based Web Conferencing? At ReadyTalk,
we’ve designed our service to support both Flash and Non-Flash
computer environments. Flash will be around for a long timeWh...
Read More » »
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Friday, November 11, 2011 in More from ReadyTalk
Accidents happen. At ReadyTalk we’re committed to helping
our customers prevent accidents and mistakes. Each month,
ReadyTalk’s Account Specialist Team shares a recent accident and
tips for how to avoid it in the future. Recording your conference
with ReadyTalk is a great way to share your audio and web
conference with others who were unable to attend your meeting. You
can send out a link for your recording, embed it in your website
and even post it on Facebook! One time Sarah recorded her... Read
More » »
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Saturday, October 29, 2011 in Webinars
I just got back from the Eloqua Experience show in San Francisco
and it was a great show for ReadyTalk. We showcased our integration
into Eloqua that helps marketers streamline their webinar processes
and increase conversion rates for their sales team. There was a lot
of buzz around our booth and great interest our integration since
it solves a large pain point for marketers who run webinars. The
attendance at my session also reinforced our perception that
marketers are very interested in solving... Read More » »
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Wednesday, October 26, 2011 in More from ReadyTalk
Today's post is contributed by Nario Young, who works in the
accounting and HR department at ReadyTalk. ReadyTalk is a company
that has built a culture that is warm and welcoming to new
employees. We care about employees and want them to fit in right
from the beginning. But for new employees, it can be
a challenging task to learn the names and faces of
existing employees. And, because ReadyTalk is growing so quickly,
it can be hard for old timers to get to know new employees. We
needed an... Read More » »
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Tuesday, October 25, 2011 in More from ReadyTalk
Safford Black is COO at Chronicle Graphics, the Denver-based
company behind OnePager project presentation software that
integrates with Microsoft Project or Excel. This week he wrote a
great blog post about the importance of etiquette with online
meetings and provided a list of tips. We've included the list but
highly recommend reading the details for each item
here: http://bit.ly/nxVIvk Be realistic Use your calendar
Check your availability Set a reminder Use time zones Come prepared
Complete... Read More » »
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Thursday, October 20, 2011 in More from ReadyTalk
Yes, you. Your analytics. Do any of these sound
familiar to you? Spending a few hours each week populating an Excel
spreadsheet with numbers you painstakingly gather from twitter,
Facebook, blogs, and other sources? Drowning in too much data and
too many experts trying to get you to do too many things? Depending
upon Facebook's web-based insights to measure the impact across all
your pages-- locations, products, causes, or whatever entities?
Unless you're a small business, your presence is not... Read More »
»
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Paul Carollo
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Jason Collins
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James Kenly
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Teresa Lawlor
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Mike McKinnon
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Michelle Nikolayevsky
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Beth Toeniskoetter
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Susan Ulrich
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Kelly Valdes
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Simone Verhulst
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Anita Wehnert