Biznology

JULY 12, 2018

Stevens about the key B to B marketing trends you need to pay attention to right now. You’ll find out what’s trending in content, account-based marketing, prospecting data, predictive modeling, social data, influencer marketing, and more. Mike Moran interviewed marketing consultant and author Ruth P.

Trends 141

Trends B2B Marketing B to B BtoB 141

MLT Creative

JUNE 16, 2010

Are you trying to generate leads, nurture leads, cross-sell to existing customers or otherwise retain them? Are you targeting in-house prospects, or a rented list? Current or inactive customers? Now, is there anything else you can do to make it easy for your prospect/customer to respond? Senior VPs or CEOs?

B to B 40

B to B Direct Marketing Campaigns Advertising Agencies 40

Biznology

JULY 2, 2018

So, let’s review the top prospecting tools and techniques that are working for B2B marketers today. Model your most profitable customers. Use analytics to build a profile of your best customers, and use that model to find lookalikes. A broker can introduce you to the most productive prospecting data sources and lists.

Ad brokers 190

Ad brokers B2B Lead Ranking Best Practices 190

ViewPoint

MAY 23, 2011

Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies. Business marketers are always suspicious of the data they are getting from list and data companies, whether its prospecting lists or data elements purchased for “append,” to fill in gaps.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

JANUARY 26, 2012

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Every business needs new customers. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

B to B 120

B to B netFactor Media SEM 120

Biznology

FEBRUARY 28, 2014

Are you hounded by email pitches offering access to all kinds of prospective business targets? As a B2B marketer, I am always interested in new customer data sources, so I feel compelled to at least give them a listen. (Photo credit: Tim Morgan). I am, and I hate it. Any other ideas out there?

B to B 80

B to B Data Hygiene Marketing Management B2B Sales 80

ViewPoint

MARCH 6, 2014

Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. B-to-b marketers have had issues with Facebook for a while, but what accounts for the poor evaluation of LinkedIn, a perennial b-to-b darling? It’s hard to believe.

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

Biznology

DECEMBER 31, 2014

Finding new customers is a lot easier these days, what with innovative, digitally based ways to capture and collect data. New ways to find prospects continue to come on the scene—it seems like daily. Autodesk searches for companies who post job descriptions online that seek “design engineers with CAD/CAM experience.”.

Marketing Automation Services 80

Marketing Automation Services Lead Ranking Tools B to B 80

Biznology

DECEMBER 5, 2014

These marketers can eliminate the old “spray and pray,” and focus all their attention and investment in a finite universe of prospects and current customers. It’s almost like mass customized selling, with maximum coverage and minimal waste. Some B2B marketers know exactly what accounts are in their target market. What a luxury!

B to B 80

B to B Banner Ads Banners Paid Search Agency 80

Biznology

JANUARY 23, 2012

One problem that plagues B-to-B sales and marketing is coming up with relevant, timely messages for nurturing customer relationships. His arrangement with Glenn includes access to fresh “Minute” videos twice a month, plus a custom landing page with a personal introduction from each rep. Image via Wikipedia.

B to B 80

B to B Marketing Management Video Marketing Trade Show 80

Biznology

NOVEMBER 27, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications–whether one is using mail, phone, or email, or using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and job role/title.

Lead Ranking 80

Lead Ranking Marketing Management B to B Lead Scoring 80

Biznology

APRIL 2, 2015

We are fast approaching the holy grail of proactive database marketing, built on always-on, in-the-moment customer interactions. When a sales rep is in front of a customer, marketing data needs to be easily available on site, and the rep needs an easy way to funnel fresh customer information back to the marketing database.

B2B Marketing 80

B2B Marketing B to B Marketing Management Paid Search Agency 80

Biznology

MAY 22, 2017

Most B2B marketers have customers worldwide. They are not just focused on prospecting, like the CAN-SPAM and Do Not Call regulations in the U.S. First of all, an existing business relationship implies consent on the part of the customer. Most EU prospecting data—email and direct mail lists—already include opt-in permissions.

Privacy 139

Privacy Data Hygiene Marketing Management Paid Search Agency 139

ViewPoint

FEBRUARY 24, 2016

Is 60-70% of the buying process over before prospects want to engage with a salesperson? Is 60-70% of the buying process over before prospects want to engage with a salesperson? From Julie Schwartz, ITSMA, January, 2016: "It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

SEPTEMBER 15, 2011

Today, ten or so years after the onset of online lead generation in the B-to-B sector, the scientist, not the lucky prospector, is the one who will win. At Ariba, we work really hard to engage prospects, provide access to the right assets at the right time and take their cues on appropriate next steps.

Online Lead Generation 120

Online Lead Generation Lead Generation Lead Ranking Generation 120

markempa

JANUARY 28, 2010

Find Prospects That Look Like Your Target. Read Target Your B-to-B Lead-Gen Efforts by Vertical and Job Title. Related Posts: 5 Lead nurturing tips to create relevant and engaging emails Develop and intensify your Ideal Customer Profile. Here's a quick summary of Goodman's 6 steps:  Do Your Homework.

Verticals 120

Verticals Ideal Customer Profiles Lead Generation B to B 120

ViewPoint

JUNE 7, 2016

Jay writes: “A formal lead acceptance process (see Truth 6 in this blog series outlining the importance of having a judicial branch in place) is important in b-to-b demand creation for four reasons: Avoiding lead oblivion. a sales rep reports, ‘I called the prospect three times. Gain sales acceptance. SAL lead distributed.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

The Point

DECEMBER 16, 2013

Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. Virtually none. I doubt it.

Demand Generation Agencies 100

Demand Generation Agencies B2B Sales Sales Leads Microsite 100

markempa

MAY 28, 2009

A recent study of B-to-B buyers shows that sales people who become trusted advisors and understand the needs of economic buyers are 69% more likely to come away with a sale! Walk IN your potential customers’ shoes. This means thinking like your customer and considering the questions they will have for you and your company.

Lead Nurturing 120

Lead Nurturing Buy B to B Leads 120

The ROI Guy

FEBRUARY 19, 2018

Level 1 – Connect First, Winners connect better with their clients, performing better discovery, with an ability to connect the dots between customer needs and their company’s solutions much more often and effectively than the second-place finishers. In fact, the Winners demonstrated that they understood the buyer’s needs 2.5

B to B 53

B to B Aggregators Sample Click Rate 53

Stevens & Tate

JUNE 20, 2019

Gartlan and Wagner join the speaker line-up with decades of marketing experience in manufacturing and B-to-B marketing at North America’s Largest Metal Forming, Fabricating, Welding and Finishing Event. The national event is being held from November 11-14, 2019 at the McCormick Place in Chicago, IL.

Peer-to-peer 40

Peer-to-peer Advertising Agencies Features B to B 40

Biznology

NOVEMBER 5, 2018

I’ve had customers say, “No way, you’re my secret weapon. Businesses think email is their best prospecting tool. I just got off the phone with a data scientist in Bangalore who was complaining how he digs up high value prospective accounts, and his clients blast them with email, get no results and then blame him.

B2B Marketing 151

B2B Marketing Peer-to-peer Data Hygiene B2B 151

Biznology

MARCH 26, 2012

The secret is coming up with an offer that attracts qualified prospects, to maintain conversion rates—instead of bringing in tire-kickers who are only interested in getting a quick deal, and won’t actually buy. Have you come up with a compelling offer to motivate quality responses in B-to-B search engine advertising? Free trial.

Search Marketing 80

Search Marketing B to B Marketing Management Adwords 80

markempa

FEBRUARY 23, 2006

» Marketing That Reaches Decision Makers In Big Companies I was quoted in an article on B-to-B marketing in Marketing News, a publication of the American Marketing Association. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 based sales qualifying service InTouch Inc.,

Lead Generation 120

Lead Generation Sales Qualified Leads B to B Paid Search Agency 120

ViewPoint

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. There are technologies that help us score not just "leads" but accounts, to prioritize focus and follow up in a way that really reflects complex b-to-b buying. It's not a distraction.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

Webbiquity

JUNE 17, 2014

But the increased availability of data means vendors are also more knowledgeable about what matters to buyers, how they conduct research, which content resonates with prospective customers (and what types of content fall flat), how to refine and act on key measures and metrics, and most importantly, how decisions are ultimately made.

Sales Management 100

Sales Management Work Management Marketing Management B2B Marketing 100

markempa

SEPTEMBER 4, 2007

Some of the other topics include: New B-to-B Search Marketing; Maximizing White Papers, Ezines Webinars & Podcasts; Marketing to Fortune 500; Video, Viral & Web 2.0 B-to-B Marketing; How to Measure & Manage Leads and more. B-to-B Marketing; How to Measure & Manage Leads and more.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

Vidyard

MAY 18, 2017

Online video content has become the best way to tell your story, but it’s also become the most effective way to generate new leads and to qualify your prospects. Turning Viewers into Prospects. First, let’s talk about attracting new prospects. Are your sales reps doing outbound cold calling?

Sales Qualified Leads 63

Sales Qualified Leads Lead Scoring Lead Ranking Video Marketing 63

Biznology

AUGUST 17, 2018

His recommended metric: the amount of time the teams spend on developing the right customers. Think of the customer journey as an “account journey,” said Lindsay Becker and Lisa deDonato form LogMeIn. But marketers must find ways to deepen customer relationships via other channels , too. We need one scorecard,” said Vajre.

Account Based Marketing 116

Account Based Marketing ABM Conference Tips 116

Paul Gillin

MAY 13, 2010

Then ask them to tell you what your company does, what problems you address and who the target customer is. Do they include the keywords that customers use to find you? Put yourself in the shoes of a typical prospect visiting your website. Every page of your website should have an invitation for visitors to become prospects.

B to B 50

B to B Marketing Websites Work Management Webcast 50

Engagio

MAY 14, 2019

In today’s day and age, organizations must join forces to help leaders and their businesses develop a customer-obsessed strategy to drive growth. In fact, that was the theme this year at SiriusDecisions Summit 2019 – TOGETHER: Achieving High Performance by Aligning the B-to-B Revenue Engine. Customer journey.

Account Based Marketing 54

Account Based Marketing ABM Ideal Customer Profiles Top of Funnel 54

markempa

OCTOBER 28, 2005

MarketingSherpas posted their B-to-B Lead Generation Summit Notes. MarketingSherpas posted their B-to-B Lead Generation Summit Notes. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 they were using the term "Demand Generation instead.

Lead Generation 120

Lead Generation Generation B to B Leads 120

markempa

OCTOBER 31, 2006

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

Paul Gillin

OCTOBER 7, 2010

If you’re a marketer in a medium-to large-sized B2B company, you’re almost certainly using customer relationship management (CRM) software to track your customers and prospects. The problem is that most of their customers are still struggling to get CRM 1.0 I encourage you to restrain your enthusiasm.

CRM 50

CRM B to B Marketing Management Eye-Tracking 50

markempa

DECEMBER 21, 2006

According to their research, " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." According to their research, " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs."

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

Paul Gillin

JUNE 17, 2010

Here is a draft of the first chapter of Social Marketing to the Business Customer by Paul Gillin and Eric Schwartzman. Dell conceived of the community in 2007 as a way to enhance loyalty among its largest customers. Those sales are generated by the affinity that the staff has developed with these key corporate customers.

Enterprise Management 50

Enterprise Management B2B Marketing Rules B to B 50

Webbiquity

DECEMBER 11, 2013

”) to analyzing competitors, to determining the driving factors behind customer purchase and loyalty. Laura Patterson addresses the same topic as Tony does above, explaining how mapping content to the buying journey and customer lifecycle enables marketers to more strategically build out their content marketing editorial calendars.

Marketing Strategy 100

Marketing Strategy Marketing & Strategy Content Marketing Planning 100