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. See my earlier post, “Inbound Marketing Must Set the Table for Industrial Sales.”.

Top of Funnel 60

Top of Funnel Marketing Funnels Content Marketing High Quality Lead 60

markempa

DECEMBER 29, 2011

“We’ve seen a problem now where, even though marketing is doing a great job of generating leads, sales still cannot handle the volume and they slip away,” explains Paul. Learn more here: Teleprospecting that Drives Sales-Ready Leads and How One Company Slashed Their Cost Per Lead by More than Half.

Top of Funnel 120

Top of Funnel Webinar Metrics Lead Scoring Lead Ranking 120

Webbiquity

MARCH 21, 2019

Scott Brinker’s marketing technology supergrapic has grown from just 150 tools in 2011 to almost 7,000 today. Your customers and sales prospects do want content, but will only take the time to read it if helps them in some way, whether they learn something new or gain a new perspective on an already established topic.

Marketing AI 267

Marketing AI Work Management Marketing Management Marketing Automation Services 267

Tony Zambito

DECEMBER 19, 2010

  My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally.    By the time they get to sales folks, whether it is in person or on the phone, they already are armed with enough information to help make a decision.  Image via Wikipedia.

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Rev

OCTOBER 13, 2018

Scott , the VP of Platform Ecosystems at Hubspot and the editor of chiefmartec.com, has been categorizing marketing technology since 2011. The book uses the metaphor of manufacturing bins to describe the systematic flow of prospects through the funnel. The demand funnel. The Enduring Demand Funnel. There were 150 then.

Lead Ranking 114

Lead Ranking Account Based Marketing Lead Scoring Top of Funnel 114

LeanData

APRIL 6, 2023

Inbound sales pipeline is still there for the asking. More importantly, B2B buyers are choosing to engage less often with sellers — since 2011, vendor sales reps have fallen out of the top five resources used by buyers. Many B2B revenue teams are seeing inbound motions flail in comparison to quarters and years previous.

Features 52

Features Leads Lead Marketing Qualified Leads 52

MLT Creative

NOVEMBER 1, 2011

November 1, FUNNEL 2011. London, UK: FUNNEL 2011 will arm you with the insight and understanding you need to drive greater results for your business. November 1-2, MediaPro 2011. November 3-5, BlogWorld Expo 2011. November 7-11, Digital Atlanta 2011. November 8, Appnation at Digital Atlanta 2011!

Top of Funnel 40

Top of Funnel B2B Marketing Advertising Agencies Enterprise Management 40

KoMarketing Associates

DECEMBER 6, 2016

It is still primarily a top and middle of the funnel channel, as we saw in the LinkedIn Ads Benchmark Report. A lot of marketers on LinkedIn today still use it primarily as a top and middle of the funnel channel, because if you’re using their standard targeting fields, like skills or job title or company size, it’s hard to tell intent.

Paid Search Agency 120

Paid Search Agency Top of Funnel Linkedin B2B Marketing 120

markempa

AUGUST 22, 2011

Tweet The graph at right, published in MarketingSherpa’s 2011 Benchmark Report , provides a snapshot of what marketers care about most. It’s no wonder generating a high volume of leads has dropped in priority as sales cycles have become longer – lots of poorly qualified leads can bring a sales cycle to a screeching halt.

Sales Qualified Leads 120

Sales Qualified Leads Sales Cycle Top of Funnel Webinar Metrics 120

Heinz Marketing

FEBRUARY 14, 2023

However, merely applying this framework to a funnel doesn’t make it any more helpful. Risk-Taking : Taking risks and challenging oneself can have a positive impact on confidence (Zimmerman & Schunk, 2011). Focus this on your top-funnel, and ungate it all. We need to go deeper and better understand “confidence”.

Top of Funnel 95

Top of Funnel Paid Search Agency Lead Ranking Lead Scoring 95

ClearVoice

NOVEMBER 4, 2022

From branding and email marketing to sales and hosting events, MarketingProfs has so much content to explore. Social Media Hat has been around since 2011 and has won awards for its marketing content. To read: An Email Marketing Funnel For Planning Your Subscriber’s Journey. MarketingProfs. The Social Media Hat. ClearVoice.

Newsletter 134

Newsletter Planning Paid Search Agency Work Management 134

B2B Digital Marketer

MARCH 30, 2023

He emphasizes the need to tell a bigger story with top-of-the-funnel content that isn’t directly related to your product or service, and how this can help engage and captivate your audience. Jay was head of sales and marketing for an Internet company, back when domain names were still free. It took off.

Top of Funnel 59

Top of Funnel Digital Marketing Funnels Work Management Marketing Management 59

markempa

DECEMBER 19, 2016

Research by eMarketer bears out Linda’s observation: US consumers spent five and a half hours per day in 2015 watching video, an increase of 34 minutes from 2011. Inbound (Marketing) Isn’t Enough ” is an example of a top-of-the-funnel video. “ Rethink Marketing Automation ” is an example of a mid-funnel video.

Top of Funnel 120

Top of Funnel Marketing Automation Services Video Marketing B2B Marketing 120

markempa

OCTOBER 21, 2011

At the beginning of the webinar, Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report , revealed that 1,745 marketing organizations are reporting remarkable declines in marketing effectiveness in 2011. 61 percent send leads directly to sales. • 79 percent don’t score leads. •

Advertising Benchmark 120

Advertising Benchmark Webinar Metrics Marketing Report Top of Funnel 120

Marketing Insider Group

DECEMBER 13, 2011

Then I reviewed my own thoughts on 2011. In case you missed it, I made 13 predictions for B2B Marketing in 2011 and last week outlined my 2011 B2B Marketing Year In Review. I think I did pretty well in predicting 2011 trends, as far as predictions go. I think this is a huge mistake! CMOs Struggle With Digital and Data?

B2B Sales 100

B2B Sales Work Management Marketing Management B2B Marketing 100

BenchmarkONE

AUGUST 26, 2020

Since 2011, they’ve grown by more than 100 percent , with pretty consistent growth year after year. It helps your sales team organize and accomplish tasks and customer information, and it assists with your marketing efforts. And with nearly 1.7 Recent trends show us that mobile open rates are only likely to increase.

Optimization 109

Optimization Marketing Automation Services Mobile Marketing Open Rate 109

Tomorrow People

NOVEMBER 25, 2011

After all, an average 22% of total business marketing budgets is spent on SEO marketing , according to the companies surveyed recently ( Source: UK SEM Benchmark Report 2011 ). SEO vs. the sales funnel. So why do so many companies spend money on something that works against their main marketing strategy?

SEO 120

SEO Paid Search Agency SEM Advertising Agencies 120

ANNUITAS

MAY 8, 2012

According to a 2011 study by MarketingSherpa , 74% of B2B marketers stated that their biggest challenge was generating high quality leads. For years, the traditional B2B marketing approach has been to fill the top of the funnel with responses. Note: If marketing is being successful, sales success should follow.

Lead Generation 100

Lead Generation Generation Top of Funnel Leads 100

Marketing Insider Group

DECEMBER 7, 2010

I’ve already published my B2B Marketing predictions for 2011 and while I think I captured a good mix of new and traditional issues, I realized that one thing was missing: a common theme. He also implores us to block the traditional metaphor of the funnel which I also wrote about since it no longer aligns to the consumer buying process.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency B2B Marketing Social Marketing 100

Marketing Insider Group

AUGUST 30, 2019

In May 2011, SAP’s CEO Bill McDermott walked on stage at the company’s annual customer conference. ” Analogous to the traditional sales funnel, this discovery meant there are many more early-stage prospects just starting their buyer journey rather than late-stage prospects.

Top of Funnel 113

Top of Funnel ROI Budget Programs Content Marketing 113

The Point

AUGUST 8, 2011

Amongst its findings: • Overwhelmingly, the #1 marketing objective for 2011 (based on funds allocated) is “Increasing New Customer Acquisition”. • If anything, it would be reasonable to conclude that marketers are overwhelmingly investing 2011 budget dollars in lead generation activity.

Lead Generation 100

Lead Generation Social Media Allocation Marketing Qualified Leads 100

Marketing Insider Group

OCTOBER 19, 2010

At the time, I was leading a large online demand generation program and had some thoughts about the state of the marketing and sales funnel. And I agree with Craig Rosenberg at Focus, that “every organization should make the effort to depict its revenue funnel on one page. To our customers there is no funnel.

Top of Funnel 100

Top of Funnel Demand Digital Marketing Funnels Marketing Funnels 100

markempa

JUNE 17, 2012

Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. Jim Dickie, CSO Insight’s managing partner, says this should make any sales leader cringe. No deal = broken sales cycle. And your sales cycle must take that into account.”.

Sales Cycle 120

Sales Cycle Sales Management B2B Sales Top of Funnel 120

ClearVoice

JANUARY 26, 2021

As early as 2011, studies began to show a propensity among online users to lose interest in social media after prolonged exposure. The dizziness you’re feeling is totally normal and a great segue to the second reason you should consider pumping the brakes on your social media campaigns. Social media fatigue. Your revenue comes from social.

Social Media 116

Social Media Paid Content Training Media 116

markempa

JANUARY 24, 2011

We had no more announced the subject of our last B2B Lead Generation Roundtable Webinar – 2011 Lead Generation Trends and Challenges , presented by our own selling expert and Director of Best Practices, Dave Green – when Eloqua posted this blog about the “next frontier of competitive advantage.”.

Demand Generation 120

Demand Generation Demand Peer-to-peer Generation 120

markempa

JANUARY 24, 2011

We had no more announced the subject of our last B2B Lead Generation Roundtable Webinar – 2011 Lead Generation Trends and Challenges , presented by our own selling expert and Director of Best Practices, Dave Green – when Eloqua posted this blog about the “next frontier of competitive advantage.”.

Demand Generation 120

Demand Generation Demand Peer-to-peer Generation 120

Kapost

MAY 24, 2016

And at some point, your less-engaged audiences may simply churn out of your funnel. That’s why, back in 2011, Marketing Sherpa found that fewer emails yielded more sales. With this approach, the sales will take care of themselves. Over time, many marketers will see a dip in their lead nurturing programs.

Lead Nurturing 80

Lead Nurturing Leads Lead Marketing Qualified Leads 80

Tomorrow People

APRIL 12, 2013

This is the problem that we set out to solve in mid 2011. To ‘close the loop’ on reporting you need to track new leads from conception to closed sale. Most B2B companies are already using CRM applications like Salesforce.com that cover the entire sales pipeline. Find out more with The Marketing Funnel of Love.'

Social Media 120

Social Media Social Marketing B2B Marketing Top of Funnel 120

Tomorrow People

APRIL 12, 2013

This is the problem that we set out to solve in mid 2011. To ‘close the loop’ on reporting you need to track new leads from conception to closed sale. Most B2B companies are already using CRM applications like Salesforce.com that cover the entire sales pipeline. Find out more with The Marketing Funnel of Love.'

Social Media 120

Social Media Social Marketing B2B Marketing Top of Funnel 120

Marketing Insider Group

DECEMBER 16, 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 December 16, 2010 8 Subscribe What Is The Future Of The Social Media Role? Augmented Reality For B2B Marketing in 2011?"

Social Media 100

Social Media Media Enterprise Management Paid Search Agency 100

Marketing Insider Group

DECEMBER 16, 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 December 16, 2010 8 Subscribe What Is The Future Of The Social Media Role? Augmented Reality For B2B Marketing in 2011?"

Social Media 100

Social Media Media Enterprise Management Paid Search Agency 100

Marketing Insider Group

DECEMBER 15, 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 December 15, 2010 Subscribe The Secret To B2B Social Media? Summit Augmented Reality For B2B Marketing in 2011?

Social Media 100

Social Media Web 2.0 Media B2B 100

Convert

DECEMBER 18, 2020

The purpose of an online business back in the day was nothing more than generating sales and attracting more buyers. In 2011, Amazon created its own platform of experimentation called Weblab. Check out these articles: How to Set-Up and Optimize an Ecommerce Conversion Funnel to Drive Sales.

eCommerce 119

eCommerce Amazon Comparison User-Generated Content 119

NuSpark Consulting

SEPTEMBER 10, 2011

I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study. The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest.

Top of Funnel 100

Top of Funnel Practices Planning Lead Scoring 100

The Point

MARCH 12, 2012

Here are some highlights from the original report: “The chances of reaching a new sales lead drop over 10x if you wait longer than the first hour of shown interest, and the odds of qualifying that lead decrease 6x after the first 60 minutes”. It’s a win-win for both sales AND marketing. Big mistake. What’s the solution?

Top of Funnel 100

Top of Funnel Bandwidth Sales Qualified Leads Marketing Automation 100

NuSpark Consulting

NOVEMBER 16, 2011

And then marketing firm WebMarketing123 put out a report, the 2011 State of Digital Marketing from a survey of just 500 marketers, of which two-thirds were B2B. Bet if you ask top management the same question, you’ll get answers like ROI, Sales, and Profit metrics. The number one priority of B2B marketers? Generate Leads: 46%. .

Paid Search Agency 100

Paid Search Agency Lead Generation Lead Scoring Lead Ranking 100

The Point

FEBRUARY 11, 2013

In 2011, she became President and CEO of Full Circle CRM , a company dedicated to helping VPs of Marketing use Salesforce.com to get accurate and useful performance data about marketing campaigns. HS: Doesn’t marketing performance data often break down with sales and how salespeople use Salesforce?

Marketing Automation Services 100

Marketing Automation Services Salesforce.com Campaigns Budget Programs 100