2010, Copyright, Lead Scoring and Sales Cycle

Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.

Industrial Marketing Today

MAY 11, 2010

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. This one caught me by surprise.

Sales Cycle

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales

Using Content to Move Prospects Forward in the Sales Cycle

Industrial Marketing Today

MAY 5, 2010

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Convert prospects into leads – a prospect that has made an inquiry or responded to an offer is now a lead. Ardath Albee, CEO of Marketing Interactions, Inc.

Sales Cycle

Sales Cycle Web 2.0 Buying Cycle Privacy Policies

Marketing Leads: Quality Vs. Quantity

Marketing Insider Group

AUGUST 12, 2010

We discussed the great lead quality vs. lead quantity debate. And when quality is required, you need to be able to deliver leads that convert. The debate often goes like this: Sales wants more leads. Sales complains that the quality stinks. Sales says they want better leads.

Work Management

Work Management Marketing Management Sales Qualified Leads Lead Scoring

7 Tips For Successful Lead Follow-up

Marketing Insider Group

JULY 19, 2010

You will see a diminishing return on every call made outside of 48 hours, and after 7 days you will see a 60-70% drop in leads generated. One responder can lead us to several opportunities within the company if the discussion we have is centered around the needs and pains of the company and not only one product or service.

Work Management

Work Management Marketing Management Lead Scoring Lead Ranking

B2B Lead Generation Using a Business Blog

Industrial Marketing Today

SEPTEMBER 20, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Lead Generation Using a Business Blog by Achinta Mitra on September 20, 2010 in B2B Lead Generation , Industrial Marketing Blog In B2B lead generation, quantity versus quality is probably the biggest challenge faced by industrial marketers.

Lead Generation

Lead Generation Business Blogging Lead Scoring Lead Ranking

The Role of B2B Marketing is Shifting from Lead Generation to.

Industrial Marketing Today

MAY 7, 2010

Organizations are spending considerable amounts of time and money on tracking and measuring lead generation metrics. Organizations are spending considerable amounts of time and money on tracking and measuring lead generation metrics. However, the role of B2B marketers is changing and evolving more into revenue generation.

Lead Generation

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing

Generating More “Educated Leads” on a Small Budget

Industrial Marketing Today

APRIL 21, 2010

How does one generate high quality, educated leads, not just site visitors on a marketing budget that is less than 1% of the projected revenue? Over the past six months, their website traffic is up 89%, their free download program is up over 200% and they’ve generated over 1,500 leads. All I can say is WOW!

Budget Programs

Budget Programs Education Marketing Budget Lead Scoring

B2B Lead Generation Blog: Customer Referrals and Your Sales and Marketing Department

markempa

MARCH 21, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! So how do you ask for referrals?

Lead Generation

Lead Generation B2B Sales Peer-to-peer Lead Scoring

B2B Lead Generation Blog: Top Six Lead Generation Challenges for the Complex Sale in 2006

markempa

JANUARY 4, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation

Lead Generation B2B Sales Lead Scoring Lead Ranking

Don't Count on Marketing Automation to Solve All Your Lead.

Industrial Marketing Today

JULY 9, 2010

Let’s get one thing straight from the get go, if you are in a declining market with low demand for your products and services, no amount of automation will help you generate new leads. I’ve seen too many marketers crash and burn because they believed that by “automating” all of their lead gen problems would be over.

Marketing Automation Services

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation

5 Sales Closing Techniques

Marketing Insider Group

OCTOBER 7, 2010

If the prospect’s answer is five or lower, you should ask, “Based upon what you’ve told me so far, I don’t understand why you say (score). The prospect’s answer will tell you what you need to do to advance the sales cycle. I printed this and passed it out during our last sales meeting. Can you help me understand that?”

Top of Funnel

Top of Funnel Telemarketing Work Management Marketing Management

Focus on Content in B2B Marketing

Industrial Marketing Today

APRIL 26, 2010

However, to be successful with social media, you have to provide real value and that usually comes from great content. Educate, inform and provide value to customers and prospects. For 2010, approximately six in 10 marketing professionals surveyed plan to increase their spending on content initiatives. Don’t sell.

Marketing Budget Creation

Marketing Budget Creation B2B Marketing Web 2.0 Marketing Budget

Can Industrial and B2B Marketers Learn Creative Problem Solving.

Industrial Marketing Today

JULY 20, 2010

by Achinta Mitra on July 20, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing , Sales Strategies To be successful in industrial and B2B marketing, one has to engage with prospects and customers in a meaningful manner. The four steps are: 1.

Creativity

Creativity B2B Marketing Lead Ranking Lead Scoring

B2B Lead Generation Blog: Using thought leader content as a lead generation tool

markempa

JUNE 8, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! They said they were thought leaders.

Lead Generation

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership

Industrial and B2B Customer Engagement Simplified

Industrial Marketing Today

AUGUST 3, 2010

For an eCommerce site that is easy, it is typically the value of transaction per visit. However, it is not so simple to measure customer engagement in situations with long sales cycles that’s commonplace with manufacturers, sellers of technical products and B2B consultative solution providers.

B2B

B2B Marketing Analytics Tools Web 2.0 Buying Cycle

Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

MAY 26, 2010

Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0 This guide will walk you through each step involved in creating a roadmap for a successful business Website.

Buying Cycle

Buying Cycle Buy Web 2.0 Allocation

High-Performance Email Marketing for Attracting and Engaging.

Industrial Marketing Today

OCTOBER 2, 2010

Are you interested in lead generation, lead nurturing and/or building authority and brand awareness? WHEN : When on the sales cycle do you expect to engage with your prospects? Define your business objectives and what you expect to accomplish. Prioritize your objectives if multiple needs have to be satisfied.

Email Marketing

Email Marketing Planning Web 2.0 BtoB

7 Strategies for Using Content to Market Industrial Products

Industrial Marketing Today

MAY 14, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website 7 Strategies for Using Content to Market Industrial Products by Achinta Mitra on May 14, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Blog I am a big fan of Content Marketing or as some people like to refer to it as Inbound Marketing.

Webinar Metrics

Webinar Metrics Marketing & Strategy Marketing Strategy Product

Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

SEPTEMBER 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.”

Buying Cycle

Buying Cycle Buy Marketing Budget Web 2.0

Shortening the Industrial Buy Cycle in 5 Simple Steps

Industrial Marketing Today

JUNE 8, 2010

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” Any help that I can provide to my clients to alleviate the problem is greatly appreciated and rewarding for my business.

Buying Cycle

Buying Cycle Buy Work Management Marketing Management

How to Use a B2B Blog to Win Customers and Influence Prospects

Industrial Marketing Today

MAY 21, 2010

It has to be a value exchange for people to give up their contact information to you. 2 comments… read them below or add one } Jim Cahill May 23, 2010 at 9:46 am Achintra, Great points! Take it easy, Jim Achinta Mitra May 24, 2010 at 8:22 am Hi Jim, Great to see you here and thanks for leaving your thoughtful comments.

Web 2.0

Web 2.0 Buying Cycle B2B Blogger

How to Make Your Business Blog Be All It Can Be

Industrial Marketing Today

MAY 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website How to Make Your Business Blog Be All It Can Be by Achinta Mitra on May 3, 2010 in Industrial Marketing & Web 2.0 , Industrial Marketing Blog Remember the U.S. Lead them to it. How effective has it been for generating leads?

Business Blogging

Business Blogging Web 2.0 Long Tail Marketing Business

7 “Rs” for B2B Marketing Content Planning

Industrial Marketing Today

APRIL 30, 2010

Additionally, when marketers create a nurturing program across the buying process, each new lead should start at the beginning of the program with touch 1. This guide will walk you through each step involved in creating a roadmap for a successful business Website. Get the free “Step-by-Step Guide to Website (re)Design” now.

Planning

Planning B2B Marketing Emarketing B2B

Translate Features into Benefits if You Want Your Marketing.

Industrial Marketing Today

JULY 6, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Translate Features into Benefits if You Want Your Marketing Content to Engage and Sell by Achinta Mitra on July 6, 2010 in Content Marketing , Industrial Marketing Strategies , Sales Strategies Marketing 101 teaches you “Customers buy benefits and not product features.”

Features

Features Web 2.0 Planning Work Management

Have Digital Marketing and Social Media Killed the Industrial.

Industrial Marketing Today

SEPTEMBER 27, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Have Digital Marketing and Social Media Killed the Industrial Sales Job? by Achinta Mitra on September 27, 2010 in Industrial Marketing Strategies , Industrial Websites , Sales Strategies , Social Media Marketing Remember the very first music video ever played on MTV?

Social Media

Social Media Social Marketing Media Planning

How To Align Marketing With Sales

Marketing Insider Group

SEPTEMBER 30, 2010

If you are asking if we need to align with sales, go find a new profession. The author suggests we focus on true Win-Loss analyses to determine what causes us to lose deals and at which stage of the sales cycle. Then work with sales to fill those gaps in content and process. Let’s start a discussion: what do you think?

Sales Management

Sales Management Top of Funnel Planning Paid Search Agency

B2B Lead Generation Blog: Asking for referrals does more than generate leads

markempa

MAY 19, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation

Lead Generation Lead Scoring Lead Ranking Generation

2022 BEST SOFTWARE LIST FOR SMALL BUSINESS

TrustRadius Marketing

NOVEMBER 2, 2022

Ranked in order of highest review count in the past year. The platform’s infinite canvas is designed to enable its more than 20M users to lead engaging workshops and meetings, design products, and brainstorm ideas. Lucidchart is based in Utah, and was founding in 2010. Best Software for Small Business. LEARN MORE. HubSpot CRM.

Enterprise Management

Enterprise Management Digital Asset Management Work Management Marketing Management

2022 BEST SOFTWARE LIST

TrustRadius Marketing

NOVEMBER 2, 2022

Ranked in order of highest review count in past year. The platform’s infinite canvas is designed to enable its more than 20M users to lead engaging workshops and meetings, design products, and brainstorm ideas. Lucidchart is based in Utah, and was founding in 2010. Overall Best Software Product Winners. LEARN MORE. HubSpot CRM.

Enterprise Management

Enterprise Management Digital Asset Management Work Management Marketing Management

2022 BEST SOFTWARE LIST FOR MID-SIZED BUSINESS

TrustRadius Marketing

NOVEMBER 2, 2022

Ranked in order of highest review count in the past year. The platform’s infinite canvas is designed to enable its more than 20M users to lead engaging workshops and meetings, design products, and brainstorm ideas. Lucidchart is based in Utah, and was founding in 2010. Best Software for Mid-Sized Business. LEARN MORE.

Enterprise Management

Enterprise Management Digital Asset Management Work Management Marketing Management

B2B Marketing Zone

Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.

Using Content to Move Prospects Forward in the Sales Cycle

Trending Sources

Marketing Leads: Quality Vs. Quantity

7 Tips For Successful Lead Follow-up

B2B Lead Generation Using a Business Blog

The Role of B2B Marketing is Shifting from Lead Generation to.

Generating More “Educated Leads” on a Small Budget

B2B Lead Generation Blog: Customer Referrals and Your Sales and Marketing Department

B2B Lead Generation Blog: Top Six Lead Generation Challenges for the Complex Sale in 2006

Don't Count on Marketing Automation to Solve All Your Lead.

5 Sales Closing Techniques

Focus on Content in B2B Marketing

Can Industrial and B2B Marketers Learn Creative Problem Solving.

B2B Lead Generation Blog: Using thought leader content as a lead generation tool

Industrial and B2B Customer Engagement Simplified

Deconstructing the Four Stages of the Industrial Buy Cycle

High-Performance Email Marketing for Attracting and Engaging.

7 Strategies for Using Content to Market Industrial Products

Content Auditing and Mapping it to the Industrial Buy Cycle

Shortening the Industrial Buy Cycle in 5 Simple Steps

How to Use a B2B Blog to Win Customers and Influence Prospects

How to Make Your Business Blog Be All It Can Be

7 “Rs” for B2B Marketing Content Planning

Translate Features into Benefits if You Want Your Marketing.

Have Digital Marketing and Social Media Killed the Industrial.

How To Align Marketing With Sales

B2B Lead Generation Blog: Asking for referrals does more than generate leads

2022 BEST SOFTWARE LIST FOR SMALL BUSINESS

2022 BEST SOFTWARE LIST

2022 BEST SOFTWARE LIST FOR MID-SIZED BUSINESS

Stay Connected