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Matt Given

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Matt Given Studios

200 points

Dec. 26, 2011

Matt Given and 32 other people answered this question

What is the #1 book you would recommend to young entrepreneurs?

"The Lean Startup" by Eric Ries is new but is really a great, principled guide for the fits and starts typical of many startups.
I also dig "Good to Great" as a way to develop your guiding principals.
On the personal side, which is also important ... more

Entrepreneurship

Dec. 14, 2011

Matt Given and 2 other people answered this question at this roundtable

B2B Marketing: The Year in Review and Predictions for 2012 [12/13 @ 1 pm]

Why are so many vendors & consultants making it sound as if B2B Marketing (technology, content development, etc.) is simple & should be done in weeks?

Hey Carlos
You've ID'd one of the big reasons that companies stumble and fall in their first attempts to implement a platform based demand gen program. Especially if they're transitioning from and olde school batch and blast approach.
On the vendor side, their goal is to sell ... more

Oct. 5, 2011

Matt Given asked a question

How do you view losing a sale to no decision?

Purchasing Decision

Oct. 5, 2011

Matt Given and 12 other people answered this question at this roundtable

Innovation and Continuous Improvement In Sales [10/5 @ 9 am]

With so much focus on marketing & sales alignment why is the issue still so prevalent? Could it be simply a symptom of greater problems?

Hey Carlos
In the work I have done, this issue seems to be consistently "squirrelly." I think there are a couple of things going on here. Admittedly, these are generalizations, but do apply to many situations.
The work of both sides of the house have been long ... more

Oct. 4, 2011

Matt Given and 2 other people answered this question at this roundtable

Ten Actions Marketing Should Take RIGHT NOW! [10/4 @ 11 am]

What steps should we take to prepare CEO's for marketing changes that should happen now?

Demand ROI from all marketing investments. Air cover just doesn't cut it anymore. Marketers need to become accountable or face extinction.
Hint if you're a marketer: Start showing up with ROI commitments in your proposals. Get ahead. more

Content Marketing

Sept. 29, 2011

Matt Given and 1 other person answered this question at this roundtable

Ten Actions Marketing Should Take RIGHT NOW! [10/4 @ 11 am]

What are best practices for converting someone consuming your third party content into a prospect?

Hmmm. This answer really calls for a fable-rich metaphor:
You know the story of Hansel and Gretel? This is the one where Hansel leaves a trail of breadcrumbs for he and his sister to follow back out of the scary woods.
Well, businesses should think of ... more

Content Marketing

Sept. 29, 2011

Matt Given recommends this answer by Carlos Hidalgo

Salespeople: are you a hunter or a farmer?

William, in today's Buyer 2.0 driven economy I am not sure the analogies fit any more. The buyer in B2B is clearly driving the buying process so it is vital that sales people adapt their game and begin an engaged dialogue with their buyer. This ... more

Aug. 31, 2011

Matt Given and 1 other person answered this question

Eloqua filed an IPO for $100 million. What does this say about the space in general?

It's hard to predict how this one will end. Eloqua is one of the few in the space that has the beef to pull something like this off. There is still a real possibility that one of the big CRM or ERP systems will move ... more

Aug. 17, 2011

Matt Given and 6 other people answered this question

Should more companies look to outsource the operation of their marketing automation solution?

Hi Carlos
As a disclaimer, I help medium to large sized companies figure out the content strategy associated with lead gen, which many times syncs up with a marketing automation platform. So, I have a bit of a bias here.
But, I'd tell you that more times ... more

Jan. 19, 2011

Matt Given recommends this answer by Gary Katz

Does marketing automation work if I only have a cold list of records?

Holly, marketing automation is only as good as your data you provide. Garbage in, garbage out. Investing in marketing automation will shine a bright light on all the broken processes, systems, strategies and cross-functional misalignment in your organization. It can be an extremely expensive way ... more

Marketing Automation

Marketing Automation Best Practices

Marketing Automation Campaign

Jan. 11, 2011

Matt Given and 9 other people answered this question

How much content should marketing be prepared to create to be successful at content marketing?

Lots of marketers get intimidated by the perceived challenge of creating "enough" good content to deploy a content marketing strategy or marketing automation enabled demand gen strategy. Quite frankly, I think you have hit on one of the top reasons firms are hesitant to jump ... more

Content Marketing

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