Jon Miller

Earn a Seat at the Revenue Table – Part II

by: Jon Miller

In Earn a Seat at the Revenue Table – Part 1, I asked how can marketers take more control over the revenue process, build the respect of their organizational peers, and earn a seat at the revenue table.

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Earn a Seat at the Revenue Table – Part I

by: Jon Miller

Who is in charge of revenue at your company?

In most B2B companies, the Sales Department owns the revenue pipeline. Marketing may play a supporting role by supplying leads (that probably get ignored). But in these companies, Sales controls the revenue process and is accountable for top-line growth. As a result, Sales holds the most political power of any function.

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Banner Impact on Search Click-Thru

by: Jon Miller

Seth Godin recently had a post called The 249% Solution, in which he referred to a Yahoo! study on how brand ads and search ads interact. The study found that for one Yahoo! client, (Harris Direct, an on-line brokerage), a "reasonable buy of banner ads" grew unaided brand awareness by 7% but increased clicks on text paid search ads by 249%.

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Better Marketing Accountability without Better Performance Won’t Improve Job Security

by: Jon Miller

Sales & Marketing Management magazine recently posted that the average tenure of a sales manager / VP is 19 months, which I found courtesy of B2Blog.

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Growth Champions

by: Jon Miller

Strategy+Business had a great article in their summer issue by Edward Landry, Andrew Tipping, and Jay Kumar from the consultancy Booz Allen Hamilton.

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Benchmarking Marketing Budgets

by: Jon Miller

Two of the most common questions I hear from fellow marketers is: “How much should I spend on marketing?” and “How much of my marketing budget should I spend online?” One way to look at this is through benchmarks.

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Highlights from 2006 CMO Council Summit

by: Jon Miller

I had the opportunity to attend this year’s CMO Council Summit in San Francisco, titled “The Power of Engagement: Gaining Customer Intimacy, Influence & Inspiration”.

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Optimize for B2B Search Marketing – Part 3

by: Jon Miller

AKA, “How to date your prospects”.

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Optimize for B2B Search Marketing – Part 2

by: Jon Miller

AKA, “How an mp3 player is different from a million-dollar CRM system.”

In Part 1, I explained that B2B search marketing requires different techniques and optimization methods than B2C search, and that search marketing vendors should specialize on B2C clients or B2B client, but not both.

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Optimize for B2B Search Marketing – Part 1

by: Jon Miller

By almost any measure, B2B marketers are embracing search engine marketing. A few statistics:

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