Biznology

JULY 23, 2014

You’ve got a tighter decision-making unit and shorter sales cycles. A well-trained sales force, enabled with informative materials, both digital and print, email, phone and trade show support. B2B Marketing Content Marketing Public Relations B-to-B marketing B2B marketing marketing Small and medium enterprises SMB'

SMB 80

SMB Peer-to-peer B to B Paid Search Agency 80

Biznology

FEBRUARY 28, 2014

Is the sales rep using a gmail or other email address unrelated to the company name? B2B Marketing Market Research Offline Marketing Slider B-to-B marketing B2B marketing B2B sales customer acquisition Data data hygiene data sources database marketing email marketing prospecting' Do they require 100% pre-payment?

B to B 80

B to B Data Hygiene Marketing Management B2B Sales 80

Biznology

DECEMBER 5, 2014

A similar focus occupies Warm-Transfer, which tele-qualifies leads generated by very large insurance companies, and warm transfers the prospects to the clients’ sales teams. “We If the target is already assigned to a particular sales territory, it’s likely you’ll want the messages to be signed by the rep.

B to B 80

B to B Banner Ads Banners Paid Search Agency 80

Biznology

APRIL 2, 2015

“Real-time marketing is about using data analytics to mine the flood of live data generated by all this activity, in combination with other direct sales, product and brand interactions.”. Sales and marketing symbiosis. Derek Slayton, CMO of NetProspex, points out that new technologies can only take B2B marketers so far. Like this post?

B2B Marketing 80

B2B Marketing B to B Marketing Management Paid Search Agency 80

Biznology

DECEMBER 31, 2014

Early examples of this exciting new trend in prospecting were Jigsaw, a business-card swapping tool that allowed sales people to trade contacts, and ZoomInfo, which scrapes corporate websites for information about business people and merges the information into a vast pool of data for analysis and lead generation campaigns. Like this post?

Marketing Automation Services 80

Marketing Automation Services Lead Ranking Tools B to B 80

Biznology

JANUARY 30, 2015

Data entered by our sales people ends up as mush in our database. The traditional attribution methods of assigning the credit have long been either the first touch (the inquiry source medium) or the last touch (the channel through which the lead was either qualified or converted to a sale). Here are some of the thorniest.

De-duplication 80

De-duplication Work Management Marketing Management Marketing Attribution 80

Biznology

NOVEMBER 27, 2013

A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts. PRISM-like business clusters offered by Salesforce.com (appended from D&B), which provide a simple profile for gaining customer insights and finding look-alikes. Bernice and I are always open to ideas for future studies.

Lead Ranking 80

Lead Ranking Marketing Management B to B Lead Scoring 80

Biznology

MARCH 23, 2018

Turns out Hubspot’s own growth as a software company has been driven via cold calling through an inside sales team. An interview with one of Hubspot’s former sales chiefs actually made their call center sound like a pretty well-managed and productive organization. Marketers are abandoning print and face-to-face channels in droves.

B2B Marketing 190

B2B Marketing Work Management Marketing Management Opt-out 190

Biznology

MARCH 9, 2018

You’ll also see data that demonstrates where you need to be focused to drive sales qualified leads at a lower cost. You’ll find out how to maximize your time and efforts on search marketing in 2018. The key is knowing how to do less and focus on your core channels.

Sales Qualified Leads 164

Sales Qualified Leads Cost per Acquisition B2B PPC 164

Biznology

JULY 2, 2018

So make referral requests a standard part of your marketing communications and your sales scripts. Use their keyword planning tool to generate likely phrases from your website and those of your competitors. Ask for referrals. Business people like to share valuable ideas and do favors. Partner with a reliable data broker.

Ad brokers 190

Ad brokers B2B Lead Ranking Best Practices 190

Biznology

AUGUST 17, 2018

Sales and marketing must share the same metrics. “We So doing, you can not only determine the best touch sequence into an account, but you can also legitimately claim marketing involvement in sales results. Deliberate communications between marketing and sales is key to success in ABM. We need one scorecard,” said Vajre.

Account Based Marketing 116

Account Based Marketing ABM Conference Tips 116

Biznology

OCTOBER 14, 2015

Stevens is one of our authors at Biznology, and President of eMarketing Strategy, a consultancy in New York City specializing in B2B marketing, particularly sales lead generation. And we guarantee you’ll stay awake! Ruth’s latest book is B2B Data-Driven Marketing: Sources, Uses, Results , just published in July.

B2B Marketing 80

B2B Marketing Emarketing B2B Webinar Metrics 80

Biznology

SEPTEMBER 3, 2015

We worked with the sales team to identify target accounts, and we invited marketing leaders from those companies to bring their teams,” said Jasmine Cortez, event marketing manager. These attendees were treated like leads, with post-event nurturing communications and sales follow-up. Customer retention. Make money.

Conference 80

Conference Trends B2B Trade Show 80

Biznology

APRIL 24, 2015

Five9’s solutions provide everything businesses need to run an inbound and/or outbound center for sales and marketing, customer service, or outsourcing, including sophisticated management tools for reporting, recording, workforce management, quality monitoring, and CRM integration. “We Use of an outbound collections department internally.

Ideal Customer Profiles 80

Ideal Customer Profiles Case Studies Case Study Marketing Management 80

Biznology

JULY 2, 2015

Business marketers put the marketing database to an enormous variety of uses, among them: Capturing data about customer behavior from all sales and communications channels, including social media. Are there any opportunities here that you can pursue? Modeling and predicting customer behavior.

B2B 80

B2B Ideal Customer Profiles Differentiation Profiling 80

Biznology

MAY 31, 2012

Your sales force gets a lot of bum leads to run down. People routinely made up an e-mail address just to get past the gate and then some schmuck in sales had to follow up and follow up until finally declaring the lead dead–a complete waste of time. Less time for the sales force and higher conversions–seems like a good idea.

Conversion Rate 80

Conversion Rate B2B Content Sales Qualified Leads 80

Biznology

MAY 28, 2015

If you are reading this article, you are already convinced of the importance of data in B2B sales and marketing. Instead, he says “knowledge platform,” to position the tool as something that provides real value, becomes smarter over time, and comprises an important company asset. A repositioning we could all learn from.

Barriers 80

Barriers B2B Marketing Advertising Agencies B2B 80

Biznology

AUGUST 6, 2015

The sales function has traditionally held the primary B2B revenue responsibility, leaving marketers with a history of frustration at their exclusion from a seat at the senior executive table. But what is on the horizon for data-driven marketing? Here are some predictions, culled from interviews with a bunch of very bright observers.

B2B Marketing 80

B2B Marketing B2B Marketing Management Paid Search Agency 80

Biznology

JANUARY 6, 2016

Jim Obermayer, founder of the Sales Lead Management Association. Marisa Edmund is among a relatively rare circle of marketing professionals who rise in their firms to supervise both sales and marketing. This certainly serves to address issues around sales and marketing alignment in one step! We are lucky to have them.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Biznology

APRIL 9, 2014

Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. And your sales counterparts will thank you for that!

Lead Generation 80

Lead Generation Sales Leads Sales Qualified Leads Lead Ranking 80

Biznology

SEPTEMBER 24, 2014

My recent favorite article is the amusingly titled “Sorry, But ‘How Many Touches Does it Take to Make a Sale?’ What I especially like is his positioning as “sales acceleration,” which is to my mind, where B2B marketing needs to be. His blog is probably my most retweeted, as every post contains some useful nugget.

PointClear 80

PointClear B2B Marketing B to B B2B 80

Biznology

JANUARY 29, 2014

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes. And junior staffers need training in strategic marketing thinking.

Marketing Automation Services 80

Marketing Automation Services Work Management Marketing Automation Marketing Management 80

Biznology

AUGUST 18, 2017

Brenner offered the example of the consulting giant Capgemini , which moved away from a marketing program featuring a famous golfer to an informative web portal Content Loop , which attracted a million visitors, drove $1 million in sales, and cost.1% 1% of the golfer campaign budget.

B2B Marketing 188

B2B Marketing B2B Thought Leadership Budget Programs B2B 188

Biznology

JANUARY 3, 2019

It’s practical and action-oriented, with a zillion tips on how to build sales—enhance your website, choose your key metrics, develop compelling content and more. Jill Rowley, longtime martech sales leader (Salesforce, Marketo) and pioneer in the field of social selling, shared a big idea at the FlipMyFunnel conference.

B2B Marketing 126

B2B Marketing Advertising Agencies B2B Paid Search Agency 126

Biznology

MARCH 28, 2013

To fulfill our mission of market coverage, scalable lead generation, and profitable sales growth, the modern B2B marketer must pull—and push—every possible lever. Sure, these methods may be intrusive—and unfashionable. But this is what we marketers do. Anyone want to argue about this?

B2B Marketing 80

B2B Marketing Advertising Agencies B2B SEM 80