Lenny's Newsletter

SEPTEMBER 12, 2023

Each week I tackle reader questions about building product, driving growth, and accelerating your career. If you’ve come here looking for a step-by-step guide to finding product-market fit, you’re going to be disappointed. From a working product to feeling PMF typically took 9-18 months. Art by Natalie Harney.

CPO 145

CPO Product Work Management Enterprise Management 145

Act-On

MARCH 19, 2024

“Surveys show CMOs are concerned about demonstrating ROI, with another significant challenge being the generation of leads,” says Jeff Day, SVP of Marketing at Act-On Software. Building that value starts with nurturing prospects and continues long after the purchase. What is your greatest need?

Marketing Automation Services 193

Marketing Automation Services Budget Programs Generation Cross-Selling 193

Launch Marketing

AUGUST 10, 2022

They clearly outline the target audience and ideal buyers for the product. All of these points matter especially for a B2B product launch. The new product was developed because there of a need for it in the marketplace. Here are the three key benefits of creating buyer personas for a B2B product launch.

Buyer Personas 115

Buyer Personas Product B2B Psychographics 115

PureB2B

MAY 30, 2022

Filling your sales pipeline is the core goal of B2B sales prospecting. By using the right prospecting tools and techniques, you can give yourself better odds at landing new accounts and driving revenue. This guide will tell you everything you need to know about prospecting. Included: What Is Prospecting? jump here].

B2B Sales 62

B2B Sales Top of Funnel B2B Sales Qualified Leads 62

Hubspot

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

Work Management 69

Work Management Thought Leadership Pricing Price 69

PureB2B

APRIL 26, 2022

And in today’s buyer-focused sales landscape, it’s important for reps to always be developing new techniques and strategies for effective prospecting. Product qualified leads: PQLs are leads that showed a verifiable desire to do business with a service provider. Do they have money that can be allotted to products or services you offer?

In-market Buyers 62

In-market Buyers Marketing Prospects Top of Funnel Marketing Qualified Leads 62

Webbiquity

NOVEMBER 28, 2023

On the other, there’s pressure to build positive, engaging relationships with prospects, without being pushy about lead generation. B2B sales is, of course, the process of selling your products/services to other businesses. Similarly, in B2B sales, it’s not just about providing a product or service.

B2B Sales 182

B2B Sales Webinar Metrics B2B Peer-to-peer 182

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting? Who are they?

B2B Sales 100

B2B Sales Top of Funnel Cold Calling Buyer Personas 100

BenchmarkONE

JANUARY 25, 2023

Good prospecting leads to good business. Prospecting is what brings you to the attention of your potential clients and keeps your sales pipeline full, leading to more business. Most sales reps consider prospecting to be the toughest part of the sales process. So, how do you get your sales prospecting process bang on?

Marketing Automation Services 82

Marketing Automation Services CMS Development Budget Programs Ideal Customer Profiles 82

The Forward Observer

MARCH 15, 2024

Today’s customers think less about products and more about brands, no matter whether those brands are organizational, nonprofit, individuals, or service-oriented. Today’s customers think less about products and more about brands, no matter whether those brands are organizational, nonprofit, individuals, or service-oriented.

Brand Identity 189

Brand Identity Branding Work Management Marketing Management 189

Hubspot

AUGUST 28, 2023

Before you ever pick up the phone for prospecting , you have to determine whether the person you’re calling fits your ideal prospect profile. Selling a product you don’t truly believe in is a challenge — and if you don't understand your own company, your prospects will pick up on that. How senior is your prospect?

Demand Generation 56

Demand Generation Buyer Personas Work Management Education 56

Zoominfo

NOVEMBER 13, 2018

Sales qualification is the act of evaluating potential prospects to determine whether they possess the characteristics that make them a good fit for your product or service. In simpler terms – qualifying a lead or prospect means determining whether or not they are worth your time. 12 Sales Qualification Questions 1.

Allocation 100

Allocation Ideal Customer Profiles Buyer Personas Sales Qualified Leads 100

Act-On

NOVEMBER 15, 2023

Imagine that a prospect wants to improve sales enablement (sound familiar!?). But first, they want to test potential solutions, so they schedule product demos. And a by-product of that alignment is information sharing. Fortunately, a few sales enablement best practices can set you on the right path to hitting your goals.

Sales Cycle 233

Sales Cycle Practices Marketing Automation Services Buyer Personas 233

Act-On

FEBRUARY 26, 2024

For instance, if you want to market a new food packaging product to General Mills, you can target individuals with titles such as Senior Product Manager, Senior Product Marketer, or VP of Product Marketing. Keep in mind there’s no standard pixel size for the fold, as it depends on the user’s screen size and resolution.

Paid Content 221

Paid Content Advertising Agencies Multi-Touch Attribution Cost Per Thousand 221

Hubspot

AUGUST 8, 2023

Any prospect who buys from you is trusting that your solution is the best possible fit to suit their needs and that you‘re selling it because you sincerely believe that — but legitimate trust isn’t rooted exclusively in goodwill and friendliness. And how, exactly, do you build it with your prospects? Let’s dive in.

Hubspot 60

Hubspot Ad Building Education Act-On 60

Martech

SEPTEMBER 7, 2021

That transfer point is reached when the bot cannot answer a question, so the human must act. Read next: You smiled, so we think you’ll like this product. Start by acting on data at the home page, which is high-volume/high-traffic. Playbook responses are triggered based on customer navigation, or by product line, or both.

Product 87

Product Ideal Customer Profiles Top of Funnel Lead Scoring 87

Act-On

OCTOBER 2, 2023

And you can promote new offerings like credit cards or loan products through upselling and cross-selling campaigns. Automation tools help you segment your prospect and customer lists based on “firmographics” like company size, demographics like location or gender, and behaviors like webpage visits or email click-throughs.

Marketing Automation Services 195

Marketing Automation Services Marketing Management Marketing Automation Service 195

6sense

DECEMBER 10, 2021

A business always needs a continuous flow of customers and a healthy sales pipeline, the question is – how do you bring the most relevant prospects to engage with your business? Every marketer understands how hard sales prospecting can be. This is where intent driven sales prospecting comes into the picture. More leads.

B2B Sales 62

B2B Sales Intent Account Based Marketing Zoominfo 62

Navigate the Channel

JULY 12, 2023

Email can also help build value, differentiation, and trust among prospects and clients alike,” according to market research company Insider Intelligence, formerly eMarketer. Eighty-three percent of B2B marketers use email engagement to track content performance. Obviously you can’t click in an email without opening it.

Advertising Benchmark 65

Advertising Benchmark Email Marketing Privacy Protection Ad Building 65

Hubspot

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

Ideal Customer Profiles 61

Ideal Customer Profiles Cold Calling Work Management B2B 61

Hubspot

MARCH 27, 2023

That means reps need to provide prospects with helpful and specific resources as opposed to stuffing irrelevant information down their throats — but you can't get there if you don't understand where your prospect is coming from. I don't always engage prospects at this stage, but if I do, I use a very light touch.

Top of Funnel 70

Top of Funnel Buyer's Journey Hubspot Sales Qualified Leads 70

Act-On

NOVEMBER 7, 2023

Part 1: Mission Inbox-able Email deliverability isn’t yet a buzzword on the lips of every digital marketer out there. But it needs to be. Think about it. You work hard on your email marketing programs: developing copy, selecting supporting content, finding the right visuals, making sure the right people on your team have reviewed and approved.

Deliverability 187

Deliverability Top of Funnel Best Practices CAN-SPAM 187

Act-On

NOVEMBER 27, 2023

The more personalized your content, the more likely prospects will engage and move further along the buyer’s journey. It’s up to you, however, to work with your team to determine the best way to segment your audience (industry, product interests, stage in the sales funnel, pain points, size, etc.)

Marketing Automation Services 216

Marketing Automation Services Marketing Automation Automation B2B Marketing 216

Convince & Convert

MARCH 23, 2015

You’ve successfully converted your B2B leads into prospects. The following are a few strategies for getting your prospects to make the leap from potential to secured customers. A free trial run shows potential customers exactly how your product works. A free trial run shows potential customers exactly how your product works.

Peer-to-peer 158

Peer-to-peer B2B Top of Funnel Urgency Marketing 158

Optinmonster

MAY 10, 2023

One effective strategy to increase revenue and sales is through strategic product recommendation emails. By showcasing personalized product recommendations at the right time and using proven elements and strategies, you can engage your subscribers and convince them to make a purchase. What Is a Product Recommendation Email?

Examples 72

Examples Product Cross-Selling Loyalty 72

Engagio

JANUARY 14, 2021

In our ABM Master Class Sales Secrets for Pipeline Hyper-Growth , we shared some of our best-kept secrets on how to prioritize prospects to smash revenue growth. Before sending that email or picking up the phone, we need to ask ourselves: Why am I reaching out to this prospect? How to prioritize your best prospects.

Ideal Customer Profiles 118

Ideal Customer Profiles Lead Ranking DemandBase Sales Qualified Leads 118

Act-On

OCTOBER 3, 2023

In B2B, where the sales cycle is usually considerably longer, CTAs usually reflect the prospect’s position in the funnel. In either case, the goal is always to drive the audience to take up your call to action and do just that: act! How many CTAs should I use? What about in an email? How many CTAs should you use?

Top of Funnel 130

Top of Funnel Landing Pages Digital Marketing Funnels B2B Thought Leadership 130

Hubspot

MAY 24, 2021

Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. You need to put your prospect at ease. Prepare, prepare, and prepare some more.

Conversion 94

Conversion Product Process Marketing Prospects 94

Zoominfo

MAY 19, 2020

Spam refers to those impersonal solicitations for pharmaceuticals, weight loss products, or investment opportunities. The name of the relevant statute says it all: the (you) CAN SPAM (Act). Follow these five simple guidelines, and stay on the right side of the CAN-SPAM Act. The CAN-SPAM Act. The CAN-SPAM Act.

CAN-SPAM 317

CAN-SPAM Opt-out Opt-in Marketing Automation Services 317

Hubspot

MAY 10, 2022

Text messaging for sales is an excellent way for you to stay top-of-mind as your prospects consider their product options. Sending sales text messages to your prospects to nurture them all the way until conversion. Sending sales text messages to your prospects to nurture them all the way until conversion.

Conversion Rate 68

Conversion Rate Conversion Opt-out Opt-in 68

Act-On

SEPTEMBER 24, 2023

One thing is for sure, though: search intent isn’t aligned with marketing automation, which is what we do here at Act-On. An example of top-of-the-funnel keywords she might search include “How to improve marketing productivity” or “How to scale a marketing department.” What is the search intent of those visitors? It’s murky, isn’t it?

Top of Funnel 130

Top of Funnel Marketing Funnels Keywords Marketing Automation Services 130

Act-On

OCTOBER 6, 2023

For example, say you provide B2B products and services. You can use SMS to alert customers and prospects of upcoming events, like a webinar starting in an hour. Intimacy Ultimately, SMS offers an important channel for businesses that want to build better relationships with their customers and prospects. And you can do so.

SMS 187

SMS Advertising Mediums Work Management Marketing Management 187

Zoominfo

FEBRUARY 27, 2021

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. The main purpose of sales intelligence tools is to help make more insightful decisions by providing in-depth information on potential prospects. 1 for good reason. InsideView.

InsideView 264

InsideView Enterprise Management Top of Funnel Tools 264

Convince & Convert

MARCH 28, 2024

And it’s easy to think we have all the answers when it comes to our customers, that we know who they are and what they want from our products. There are always exceptions, but I typically don’t recommend gathering data from prospects. Repeat and measure over time This is not a one-and-done exercise.

Allocation 142

Allocation Validation Lead Scoring Lead Ranking 142

PureB2B

FEBRUARY 7, 2022

And, even among those, there’s only a small percentage that may actively act on that interest. Nowadays, many have opted to go digital when it comes to promoting their products and services as well as trying to draw in potential leads. It happens a lot with traditional marketing and advertising models. Deliver the Right Content.

Case Studies 62

Case Studies Opt-out Advertising Mediums Paid Search Agency 62

PureB2B

FEBRUARY 7, 2022

And, even among those, there’s only a small percentage that may actively act on that interest. Nowadays, many have opted to go digital when it comes to promoting their products and services as well as trying to draw in potential leads. It happens a lot with traditional marketing and advertising models. Deliver the Right Content.

Case Studies 62

Case Studies Opt-out Advertising Mediums Paid Search Agency 62

ANNUITAS

JANUARY 31, 2024

This “short-term mindset” leads to two negative behaviors: Random acts of sales and marketing: These organizations engage in “random acts” of sales and marketing — failing to build a sustainable program. Unfortunately, the random acts of a short-term mindset result in multiple, repeated, wasted customer interactions.

Cost 130

Cost Marketing Analytics Tools Top of Funnel Lead Ranking 130