Tomorrow People

FEBRUARY 27, 2013

But pick up any book on selling written before 2011 and there will be lots of chapters about ‘getting past the gatekeeper’ and ‘overcoming objections’ etc. That reduces your cost per lead, increases profitability and ensures your salespeople don't become depressed to the point of bludgeoning themselves to death with blunt instruments.

Paid Search Agency 120

Paid Search Agency Cold Calling Marketing Qualified Leads Sales Qualified Leads 120

markempa

JUNE 17, 2012

No deal = broken sales cycle. He says the escalating number of “no decisions” is a sure sign that sales cycles are broken. What are the steps they go through, with both you and your competitors, to make their buying decisions? What are the business challenges that are driving them to put together teams to look for solutions?

Sales Cycle 120

Sales Cycle Sales Management B2B Sales Top of Funnel 120

The Point

SEPTEMBER 9, 2014

On a recent conference call with a prospective client, the Vice President of Sales chimed in with a question: “How many touches do you think it takes before someone becomes a lead?”. They engage with sales people later in the buying process. B2B Marketing Campaign Strategy Demand Generation lead generation Sales 2.0

Demand Generation Agencies 100

Demand Generation Agencies Validation Demand Generation Rules 100

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? 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. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Adobe Experience Cloud Blog

MARCH 3, 2011

by Maria Pergolino It’s one thing to generate leads. The industry wide statistic of 70% of leads never receiving effective sales follow-up is astounding. With the mass amount of resources devoted to lead generation, the act of following up on leads has to be improved to experience growth in conversion rates.

Sales Qualified Leads 48

Sales Qualified Leads Lead Ranking Lead Scoring Buying Cycle 48

Marketing Insider Group

JUNE 18, 2010

Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy June 18, 2010 3 Subscribe Need to Drive Leads? Follow these 6 Content Marketing Tips That Drive Leads.

Tactics 100

Tactics Paid Search Agency Demand Generation Agencies Leads 100

ANNUITAS

OCTOBER 17, 2010

A few years ago that simply meant generating some leads and some new names for the sales team to pursue, but we are now seeing marketing teams play an active role on engaging prospects at each stage of the buying cycle. This requires new discipline in lead management, which many B2B marketers are still getting their arms around.

Marketing Automation Services 100

Marketing Automation Services Demand Marketing Management Web 2.0 100

Marketing Insider Group

DECEMBER 5, 2013

It may even hurt us in the buying process. Content marketing meets the needs of your buyers across ALL phases of the buying cycle: There is the largest number of potential buyers in the early stages. There are more potential buyers in the middle of the buying process than in the latest stages. It is more effective.

Content Marketing 100

Content Marketing Marketing Budget Marketing Budget Creation Content 100

The Effective Marketer

AUGUST 30, 2010

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Marketing Content That Sells When talking with lead nurturing and marketing automation vendors they all make it seem very easy. Online success comes from thinking like a journalist and a thought leader”.

Work Management 100

Work Management Marketing Management Marketing Automation Services Planning 100

Circle Studio

JANUARY 10, 2020

Back in 2011, when Scott Brinker, editor of ChiefMarTec.com, began tracking the growth of MarTech with his Marketing Technology Landscape Supergraphic , there were only around 150 solutions on the market. Another myth that seems to permeate B2B is that marketing’s job is over once a lead converts to a client.

Work Management 79

Work Management Marketing Management B2B Thought Leadership Marketing Automation Services 79

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

The Effective Marketer

MAY 9, 2011

When companies start to tailor content to different audiences and stages of the buying cycle, they greatly increase the amount of content, and the type of content needed changes&# Marketing Roles Are Evolving Marketing used to have clearly defined roles. How you decide to work with it will determine whether you succeed or fail.

Planning 100

Planning Marketing Budget Creation Work Management Marketing Management 100

The ROI Guy

JANUARY 17, 2011

Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value. One could argue both are right.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Adobe Experience Cloud Blog

JUNE 6, 2011

Today’s marketers need to factor this into their lead generation tactics in order to attract and convert these prospects into qualified leads. Here are five key areas leading marketers are paying attention to now. Without it, most marketers would quickly see a drop in engagement and the number of leads they generate.

Lead Generation 48

Lead Generation Sales Qualified Leads Generation Lead Ranking 48

Webbiquity

FEBRUARY 2, 2011

It helps move a prospect along the buying cycle. What different types of content should you develop for different types of buyers and the various stages of the buying process? Social Media Leads Content Marketing: New Survey Reveals by Jeff Bullas. Lead Nurturing by Find New Customers. by Savvy B2B Marketing.

Marketing Budget 100

Marketing Budget Tactics Tips Content Marketing 100

ANNUITAS

NOVEMBER 2, 2011

17% cited difficulty in getting buy-in or support from the C-Suite. Part of the reason that executives are so hesitant to buy into marketing is that they’ve not been provided a solid business case for making the necessary marketing investments that will improve their business. Complexity often leads to ineffectiveness.

Positioning 100

Positioning Planning Marketing Management Paid Search Agency 100

Tony Zambito

MAY 18, 2011

  The degree of interactions amongst buyers, both at a group and individual level, is most likely at the highest levels in the history of B2B selling and buying.    New decision-making and buying cycle processes are now being based to a high degree on social interactions between multiple parties.

Peer-to-peer 100

Peer-to-peer Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

JANUARY 18, 2011

You are focus on lead quantity not lead quality.   Acquiring a deep understand of your target buyer and their buying process.  In the article, Adam lays out three reasons why failure exists: Your plan is not built around your target buyer.

Buyer Personas 100

Buyer Personas Demand Generation Demand Generation 100

Industrial Marketing Today

OCTOBER 25, 2011

B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads. Maximize the middle of the funnel (MoFU) for converting more leads into sales opportunities. This was followed by Lead Generation (ToFU) at 48% and Lead Nurturing (MoFU) at 40% (See chart).

Top of Funnel 60

Top of Funnel Marketing Funnels Content Marketing High Quality Lead 60

Industrial Marketing Today

MARCH 23, 2012

We spent a lot of money on SEO and PPC programs but our site hasn’t generated good quality leads. That’s because the way your industrial customers interact with you during their buying cycle has changed significantly over the past few years. Source: 2011 GlobalSpec Economic Outlook Survey).

Marketing Websites 60

Marketing Websites Marketing Budget Creation Budget Programs Marketing Proposals 60

Adobe Experience Cloud Blog

MARCH 7, 2011

by Bill Binch To create the best lead generation process, you’ve got to keep sales and marketing on the same page. There is a continuing challenge for marketing to fill the sales lead coffers. But before marketing can bring in the right leads for sales to close, both need to agree on what constitutes a qualified sales lead.

Top of Funnel 48

Top of Funnel Lead Scoring Lead Ranking Marketing Management 48

Marketing Insider Group

NOVEMBER 4, 2010

Here’s a great example of how one firm used segmentation to optimize their media spend and increase conversions: Mini Case Study Challenge : A large virtualization company launched a paid search campaign to generate leads for their compliance solutions for the Health Insurance Portability and Accountability Act (HIPPA).

Landing Pages 100

Landing Pages Top of Funnel Paid Search Agency Work Management 100

Marketing Insider Group

NOVEMBER 4, 2010

Here’s a great example of how one firm used segmentation to optimize their media spend and increase conversions: Mini Case Study Challenge : A large virtualization company launched a paid search campaign to generate leads for their compliance solutions for the Health Insurance Portability and Accountability Act (HIPPA).

Landing Pages 100

Landing Pages Top of Funnel Paid Search Agency Work Management 100

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Adobe Experience Cloud Blog

JUNE 2, 2011

by Jon Miller In March 2011, the Patricia Seybold Group and the Information Technology Services Marketing Association (ITSMA) jointly conducted a Data-Driven Marketing Survey of their members and subscribers. Leading-edge or above average data usage to support marketing activities. How did you conduct the survey?

Work Management 48

Work Management Marketing Management Marketing Automation Services Paid Search Agency 48

Industrial Marketing Today

OCTOBER 20, 2011

According to a survey done by GlobalSpec (Social Media Use in the Industrial Sector – 2011), 33% of industrial companies provide an online discussion community for customers, and 32% provide one internally for employees. See chart). Let me give you two examples of very active industrial community forums. distribution arm.

Communities 60

Communities Paid Search Agency Peer-to-peer Companies 60

Adobe Experience Cloud Blog

OCTOBER 18, 2012

In other words, companies don’t buy marketing automation to automate their marketing. They buy it to: Grow revenue faster. Generate more high quality sales-ready leads. Source: The Lenskold Group 2012 Lead Generation Marketing Effectiveness Study. Source: Focus Research Study: Marketing Automation, March 2011.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation ROI Automation 48

The ROI Guy

FEBRUARY 14, 2011

In the face of frugal buyer sentiment, a majority of B2B vendors are now requiring more leads to generate the same amount of sales and are reporting a substantial increase in buying cycle time. Proving total cost of ownership (TCO) savings and superior value is vital to competitive wins.

Allocation 40

Allocation Research Practices Forrester 40

Adobe Experience Cloud Blog

OCTOBER 4, 2011

This leads to 2008 with the emergence of social media. Now in 2011, everything has come together into one conglomerate of automated demand generation, nurturing processes, and active engagement. Add to this that 36% of IT buyers are experiencing a 2-6 month buying cycle. Enter the recession.

Demand 48

Demand Brand Identity Branding Demand Generation 48

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. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Peer-to-peer 40

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

Adobe Experience Cloud Blog

MARCH 31, 2011

They have become the drivers of the buying cycle rather than passengers on the sales train. To learn more about lead generation in 2011 and it impacts your revenue cycle, subscribe to the Modern B2B marketing Blog RSS feed or follow Marketo on Twitter. The average U.S. consumer spends 13 hours a week on both.

Press 48

Press B2B Marketing Tips B2B 48

Customer Experience Matrix

DECEMBER 12, 2010

Summary: 2011 will see continued adjustment as B2B lead generators experiment with the opportunities provided by new media. This will eventually lead to a backlash against marketing automation, although that might not happen until after 2011. SMB systems will lead the way. So I figured I'd share it here as well.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Adobe Experience Cloud Blog

MAY 8, 2012

As we began to apply this model to current clients in 2011, it became clear that each Revenue Marketer has their own unique journey and their path, sequence and pace vary widely. Key processes include the entire prospect/customer lifecycle, nurturing, lead and funnel management, contact and data management, testing, QA and measurement.

Enterprise Management 48

Enterprise Management Planning Work Management Marketing Management 48

Webbiquity

JANUARY 3, 2012

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. Prospects often don’t surface until much later in the buying process than they did just a few years ago. Addressing Changes in the B2B Buying Cycle.

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100

The ROI Guy

JANUARY 3, 2012

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach.

Tools 40

Tools Paid Search Agency Buying Cycle Work Management 40

Webbiquity

MARCH 26, 2012

Krista LaRiviere of web presence optimization software firm gShift Labs quotes a client who told her that “once his marketing team started focusing on the company’s entire web presence (not just the website), organic search traffic increased, leads increased and business increased. Online Reputation Management and WPO.

Optimization 100

Optimization Tips Work Management Lead Ranking 100

Webbiquity

APRIL 18, 2012

Content is also crucial for lead nurturing , SEO and other online marketing initiatives. In this stage, the funnel actually widens as people actively research and consider all the options before making their final purchase decision…People at the ‘active evaluation’ stage of their decision making cycle are the closest to buying.

Top of Funnel 100

Top of Funnel Tactics Content Marketing Tips 100