markempa

OCTOBER 27, 2014

80% of marketing leads are lost or discarded, according to a MarketingSherpa presentation delivered at B2b Marketing Summit 2009. Improve your lead qualification process to increase “sales ready” lead conversion rates. Improve Sales, marketing systems and process alignment. The biggest reason?

Conversion Rate 120

Conversion Rate Lead Scoring Lead Ranking Ideal Customer Profiles 120

Industrial Marketing Today

APRIL 21, 2010

In the video below, Holly explains their process. B2B Lead Generation Using a Business Blog Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Content Auditing and Mapping it to the Industrial Buy Cycle Is Your Industrial Website Still Just a Business Card? All I can say is WOW!

Budget Programs 60

Budget Programs Education Marketing Budget Lead Scoring 60

Industrial Marketing Today

MAY 5, 2010

said it best when she wrote, “Passive reading of your content is not going to help online marketing initiatives shorten buying cycles or increase customer acquisition and revenues.” Your online content needs to play a much more active role in moving site visitors along in his/her buy decision.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Webbiquity

FEBRUARY 14, 2010

Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement. “Only in the last third of the today’s purchasing process do buyers want to engage with sales reps.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

Industrial Marketing Today

JUNE 12, 2010

ThomasNet study, 2006) For IT solutions in excess of $50,000, the most wanted data in the early stage awareness was price ( Source: Joint study done by MarketingSherpa and Enquiro , 2007) Today, a majority of industrial buying decisions begin online. We can only provide prices after a formal RFQ process 5.

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Industrial Marketing Today

MAY 14, 2010

Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle. Valve sizing programs – these are great and easy to use tools for any manufacturer of valves for chemical, hydrocarbon and industrial process, power, water and wastewater industries.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Industrial Marketing Today

JULY 23, 2010

Rule #1: Natural or organic search engine optimization (SEO) In the research phase of the industrial buying cycle , engineers and industrial buyers tend to use broad keywords and phrases that describe their current problem. One-size-fits-all site content will not help you engage.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Industrial Marketing Today

AUGUST 3, 2010

For example, at Sopheon , a software provider, measures qualified leads by their source, their region, volume per region, the speed of aging, movement through the sales cycle and other metrics. These metrics are all linked to 10 stages in Sopheon’s sales process.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Industrial Marketing Today

MAY 7, 2010

Even though more than half of the marketers saw their roles expanded well into the sales process, 58 percent of those surveyed met with sales just once a month or less and 8% or nearly 1 out of 10, admitted to never meeting with their sales counterparts.

Lead Generation 60

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing 60

Industrial Marketing Today

JULY 9, 2010

But here’s the thing: Inbound Marketing Automation, like most complex issues, is a Process. If you don’t think of Inbound Marketing Automation this way, and then design your whole approach as a Process, your results will be less than hoped for. I like your steps for Continuous Process Improvements.

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Industrial Marketing Today

JULY 29, 2010

The “Mapping Marketing to the Transforming Buying Process,” report released by DemandGen Report revealed serious disconnects. Unfortunately, the answer is a big NO. There is a breakdown between the customer’s reality of engagement and the B2B marketer’s perception of it.

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

NuSpark Consulting

NOVEMBER 30, 2011

In its simplest form, segmentation is the process of sorting the names in your lead database into neat little piles. Among the more commonly used segmentation criteria are things like job title, industry, company size and the company’s position in the buying cycle. Not unlike what you do on laundry day.

Segmentation 100

Segmentation Work Management Marketing Management Paid Search Agency 100

Industrial Marketing Today

MAY 21, 2010

As a B2B marketer, we want to reach our ideal prospects and communicate with customers to maintain top-of-mind awareness throughout their buying cycle. You do a great job of showcasing your experts at Emerson Process Experts. A B2B blog is the perfect online tool to accomplish that.

Web 2.0 60

Web 2.0 Buying Cycle B2B Blogger 60

markempa

OCTOBER 17, 2006

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Do you have to understand the customer buying cycle? Do you have to understand the customer buying cycle?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Generation 120

Industrial Marketing Today

OCTOBER 2, 2010

Select only those that will help you optimize your nurturing campaigns and accurately gauge where the prospect is in their decision making process. Not every action or behavior needs to be tracked and measured. Determine in advance who will be responsible for measuring and who will decide on what fine-tuning actions need to be taken.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

AUGUST 20, 2010

They eat, breathe and sleep factor of safety or safety factor (used to provide a design margin over the theoretical design capacity to allow for uncertainty in the design process). Lesson #5: Path of least resistance Engineers are taught to find the path of least resistance.

Web 2.0 60

Web 2.0 Planning Buying Cycle Lead Scoring 60

Industrial Marketing Today

APRIL 30, 2010

Marketers need to create a process for content planning that helps them maximize the return from their investments in developing the content resources that fuel their online marketing programs. Designing content for 1X use is wasteful. See my post Rule of 5 for B2B content development.

Planning 60

Planning B2B Marketing Emarketing B2B 60

Industrial Marketing Today

JUNE 3, 2010

Interview them and then connect all the dots to develop compelling content that will move the visitor and/or the prospect in their decision making process. However, they may not be good at articulating those benefits and features. Be a ruthless editor – business owners and product developers are passionate about their offerings.

Marketing Websites 60

Marketing Websites Web 2.0 Work Management Buying Cycle 60

Industrial Marketing Today

MAY 3, 2010

You want your business blog to become the hub that attracts traffic, establishes your credibility and ultimately, moves those readers forward in their decision making process and become paying customers. One way or another, you want it to be an integral part of your industrial marketing efforts in generating leads and driving sales.

Business Blogging 60

Business Blogging Web 2.0 Long Tail Marketing Business 60

Industrial Marketing Today

JULY 6, 2010

He explains it very well by saying, “Thus, for every feature about my company, the product that we use, the equipment that we operate or the process that we follow when completing work, I must transition the featured aspect into a believable benefit to the customer. According to Brad, the most important piece of the puzzle is the transition.

Features 60

Features Web 2.0 Planning Work Management 60

markempa

JUNE 21, 2006

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Create content thats relevant for each stage of the buying cycle. Create content thats relevant for each stage of the buying cycle.

Lead Generation 120

Lead Generation B2B Sales B2B Thought Leadership B2B Marketing 120

markempa

NOVEMBER 14, 2005

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. So the challenge is connecting website log file data (analytics), with marketing data (inquiries) and then connecting them with the sales process.

Lead Generation 120

Lead Generation Analytics Generation Google 120

Ambal's Amusings

NOVEMBER 12, 2010

B2B buying cycles are lengthening. This is due to expanded self-education via the vast amount of information online, more people involved in the buying process and the resulting increase in time it takes to gain consensus to get to complex purchase decisions. Mapping Content to the Buying Process - Slidecast.

ROI 100

ROI Top of Funnel Work Management Marketing Management 100

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. Within digital marketing, analyzing the allocations from 2009 to 2010, IDC found that 2010 spending on digital marketing programs is not changing dramatically year over year. Content is King?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Adobe Experience Cloud Blog

OCTOBER 4, 2011

2009 and 2010 became the years of analytics, where marketers began to realize the necessity of possessing activity intelligence. The idea behind activity intelligence is gaining the insight into what potential buyers are doing throughout their research processes. Enter the recession. Things are speeding up, no doubt.

Demand 48

Demand Brand Identity Branding Demand Generation 48

Adobe Experience Cloud Blog

NOVEMBER 11, 2009

In our newest B2B marketing thought leadership interview , Mark Fidelman is the EVP of Sales at MindTouch and author of " Open Source Best Practices 2009 " talks about open source success and using marketing automation to achieve it. What aspects of the buying cycle are most important to open source companies?

Thought Leadership 48

Thought Leadership Practices Marketing Automation Services Lead Ranking 48

The ROI Guy

OCTOBER 22, 2010

Given this reality, many marketing organizations are investing in sales enablement tools and processes to accelerate deal flow and maximize the productivity of their sales teams.” So how is the sales enablement role evolving within b2b vendors?

Sales Cycle 40

Sales Cycle Enterprise Management Marketing Management Buying Cycle 40

The ROI Guy

JANUARY 5, 2011

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months. April 2009.

Allocation 40

Allocation Forrester Buying Cycle Sales Cycle 40

Ambal's Amusings

MAY 27, 2010

What kind of content is most useful in each phase of the B2B marketing cycle? " Match Content to the Buying Process " Ardath Albee's Bio. Matching Content to the Buying Process is the Determining Factor for Content Development. Mapping Content to the Buying Process - Slidecast. Ardath Albee.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

The ROI Guy

JANUARY 25, 2011

But the problem is not “why sales cycles are getting longer&# , its why buyers are taking longer to make decisions. Understanding how to facilitate this buying lifecycle, especially how to connect and engage todays economic-focused executive, is a key to sales success, and establishes a roadmap for sales enablement.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

Ambal's Amusings

FEBRUARY 4, 2010

Stephanie Tilton is an expert case study and white paper writer who helps B2B companies advance the buying cycle by engaging prospects and customers. In February 2009, InformationWeek Business Technology Network published a report entitled " How to Maximize the Use of White Papers In Your B2B Marketing and Sales Process.

Paper 100

Paper Enterprise Management Marketing Management Case Studies 100

The ROI Guy

SEPTEMBER 3, 2010

As defined by Forrester, "Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the ROI of the selling system.”

Allocation 40

Allocation Budget Programs Forrester Bundling 40

The ROI Guy

DECEMBER 6, 2010

At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. Many vendors will also need to consider adding “buy it now&# options for solutions they would never have thought to have this for in years past.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Having the right content and tools to help fuel buyer’s decision making process is essential. Death of a Salesman?

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

Ambal's Amusings

OCTOBER 15, 2009

B2B Lead Generation Benchmark Study 2009. Tune and refine the buying process. You’ll see shorter buying cycle times. Because a complex sale inherently has a longer buying cycle, marketing must not only focus on generating sales opportunities, but on the progression of prospects across those buying stages.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

B2B Marketing Zone Posts

MARCH 3, 2010

Almost) 100 (of the) Best Social Media Marketing Blog Posts and Articles of 2009 - Webbiquity , February 1, 2010 Social media marketing activity exploded in 2009, and so did coverage of these practices. One of the key principals he shared was the process of mapping content to the way your customers buy. February 2010.

B2B Marketing 40

B2B Marketing B2B Webinar Metrics Marketing & Strategy 40

Velocity Partners

APRIL 16, 2024

As a disclaimer, Jon is a serial Velocity client, someone we’ve had a relationship with since 2009 when we supported him back in the day in producing the iconic Definitive Guide series for Marketo.) Note: Ross was an early employee at Salesforce where he built the enterprise sales team and process. SW : Hi Jon. Cold Calling 2.0

Marketing Analytics Tools 83

Marketing Analytics Tools Marketing Budget DemandBase Lead Ranking 83