Your Sales Management Guru

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Inside Scoop on Lead Follow Up Strategies

Your Sales Management Guru

On average, 80% of B2B sales calls end up in voicemail and over 90% of voicemails go unreturned according to numbers from the sales data verification service, RingLead. Inside Scoop on Lead Follow Up Strategies. Russ Davidson. Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Enjoy…and STUDY this. Definitely not.

How to Get a Meeting with Anyone

Your Sales Management Guru

If you are selling B2B larger ticket items or selling at Executive levels and you have not read this book you are making a major mistake. How to Get a Meeting with Anyone. _a book review-. This book, How to Get a Meeting with Anyone , by Stu Heinecke, is a must read for Executives, Sales and Marketing people on your team. Stu has even experienced 100% response rates. Books

Marketing can Improve Lead Quality by Owning Qualification: Guest Blog

Your Sales Management Guru

This guest post is written by Derek Singleton of Software Advice , an online resource that report on technologies, topics and trends in B2B sales and marketing.  I read this and thought our readers would want to comment, this is somewhat controversial subject. Marketing Can Improve Lead Quality By Owning Telephone Lead Qualification  . Let me know  your reactions? Ken Thoreson. Marketing and Sales have long been at odds over whether it’s better to generate a large volume of leads or if it’s better to generate fewer, higher quality leads. Here’s why.

Sales Management: How Does March Look?

Your Sales Management Guru

You need to know the length of your sales cycle and the correlations of activity to results.  In a typical B2B sales environment, consider 1) the number of monthly sales calls that require a Pre-Sale technical Engineer=future number of proposals/quotes, 2) the number of opportunities/pipeline values in Stage 2 as compared to Stage 7(assuming 7 is your final stage) or 3) the number of new prospect Face to Face sales calls/month. Sales Management: How Does March Look? As we close down 2010 and your thoughts about January are nestled in your head, its March that you should be considering.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

4 Myths Preventing True B2B Customer Understanding

Tony Zambito

There is a big problem when it comes to B2B customer research.  And, most B2B executives may be unable to see or recognize the problem.  According to various studies over the years (by credible institutions such as Harvard) regarding market and customer research, approximately 80% or better of B2B customer research is conducted to reinforce current assumptions about customers. 

5 Types of SEO Audits for B2B Organizations

KoMarketing Associates

Of course, B2B marketers have differing expectations of an SEO audit as well. By resolving these issues, B2B organizations may realize significant long-term gains in organic search performance. But, B2B marketers do not always need to invest significant dollars in SEO auditing at the start. B2B Online Marketing Blog Search Engine Optimization B2B Marketing seo audits

Three Things Smart B2B Marketers Will be Doing in 2016

Webbiquity

What will successful B2B marketers to be doing more of, or differently, in 2016? That question was recently posed to the expert contributors at the B2B Marketing Zone , and two dozen responded with a range of insights about content marketing, measuring results, employee advocacy, customer experience and other topics. Here are three key takeaways plus some additional musings.

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33 Thought-Provoking B2B Social Media and Marketing Stats

Webbiquity

As noted in the 2016 B2B Marketing Trends report , B2B marketing strategies and practices are in the midst of significant change, driven by new technologies and evolving buyer expectations for more “consumer-like” experiences. These changes are affecting tactics, budgets, messaging, and metrics as illustrated in the compilation of B2B marketing facts and statistics below.

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B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

MarketingProfs B2B Nuggets of B2B Wisdom

ANNUITAS

This year’s MarketingProfs B2B Forum 2016 is a whirl-wind of data, inspiration, marketing advice, how-to’s and more than a little fun. Often B2B marketers think they can’t use comedy in their content, but follow the rule of three and you can. How to know what you B2B Buyer is Really Thinking. The post MarketingProfs B2B Nuggets of B2B Wisdom appeared first on Annuitas.

Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

When it comes to the state of B2B content marketing and engagement, this proverb is on the mark.   According to a recent study by Track Maven , one among a few on this topic, shows both B2B and B2C marketers have increased their publishing of content in 2015 by as much as 35 to 40%. And, let’s not forget that B2B companies believe they may have 3-4 unique buyer personas. 

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. look forward to keeping up with the accelerating evolution B2B lead generation, demand generation, and marketing for the complex sale, and helping you do the same. Feel free to comment here or join me on the  B2B Lead Roundtable LinkedIn Group. You may have noticed the B2B Lead Blog has a new look.

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10 Digital Trends to Inspire Your 2017 B2B Content Marketing Strategy

KoMarketing Associates

With 2017 less than two months away, it’s time to start thinking about your 2017 B2B content marketing strategy and how to get the most out of your efforts. Numbers behind this trend : According to a study by Seismic and Gatepoint Research , just one in five B2B marketers are currently satisfied with their content management methods. B2B Buyers Are Demanding Personalized Content.

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B2B Video Marketing Done Right

KoMarketing Associates

How can a good B2B video be characterized? Why is it a good idea to incorporate video into your B2B marketing? Categories of B2B video, with examples: Branding and Corporate Awareness. MarketingProfs: B2B Marketing Forum. B2B video is a gold mine of opportunity. The word these days is content. Start planning how to create video for your company now. Informative.

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The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

The Emerging Importance Of B2B Ethnography To Buyer Personas

Tony Zambito

Importance Of B2B Ethnography Grows In The Digital Economy. In order to see how behaviors and interactions are changing, CEOs and CMOs will need to embrace B2B ethnography. This ethnographic approach in B2B also allows for understanding contextually how people and organizations are interacting to arrive at decisions. Redefining The Meaning Of Buyer Understanding.

B2B Copywriting: 5 Common Terms & Phrases to Avoid

The Point

Here are my candidates for 5 common terms and phrases that every B2B writer should eliminate from his/her vocabulary: To Learn More. For more B2B copywriting tips, check out our infographic: “ 10 Commandments of Email Copywriting “ The post B2B Copywriting: 5 Common Terms & Phrases to Avoid appeared first on The Point. Why should I click on your ad? Submit.

Winning B2B Email Campaign Keeps it Simple

The Point

In B2B email marketing , does short copy always win over long? You won’t see or find many shorter B2B emails than the one below from BounceX , a New York-based developer of “behavioral automation tools for digital marketers.” For more tips on B2B email marketing, download a copy of our free white paper, “ Top 10 B2B Email Marketing Mistakes.”. Not necessarily. Unlock?

The state of B2B marketing in Asia—moving toward digital

Biznology

While teaching in Hong Kong for the semester, I’ve had the chance to meet some very interesting people.  A standout in the B2B marketing field is David Ketchum , CEO of the demand generation agency Current Asia , and author of Big M, little m Marketing: New Strategies for a New Asia. He kindly agreed to share his perspective on B2B developments in Asia. That puts pressure on margins.

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B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

Is B2B Lead Generation Really This Difficult?

The Point

Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. At face value, it’s hard not to conclude based on this data that many B2B marketers are struggling to even measure lead generation success, let alone achieve it. Why is that?

The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. The post The Biggest Contributor to B2B Revenue appeared first on B2B Lead Blog. To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams.

The 9 Circles of B2B Marketing Hell

bizible

B2B marketing and sales is a drawn out process that takes months, or longer, to convert leads to customers. Below, read about the 9 circles of B2B marketing hell and what you can do to avoid them. Account-based marketing has been a hot topic for B2B marketers over the last year, and for good reason. In B2B marketing, quality should always be a goal. Think about it.

What Microsoft's Acquisition Of LinkedIn Could Mean For B2B Marketers

bizible

Microsoft’s acquisition of LinkedIn holds enormous potential for helping B2B marketers reach their audiences and improve revenue generation. Gmail Sponsored Promotions work well for B2B marketers given the ability to target specific domains and target business audiences that are constantly on email. B2B marketers may have a lot to look forward to. B2B Marketing

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

B2B Marketing: Top 100 Twitter Influencers

Onalytica B2B

70% of B2B marketers are creating more content than they did one year ago. This data comes from the  2015 B2B Content Marketing Trends  report from the Content Marketing Institute and MarketingProfs. So B2B marketers are furiously creating more content. Top 100 B2B Marketing Twitter Influencers. B2B Marketing. Really B2B. We’re here to help! 100. 2.

8 Great LinkedIn Groups for B2B Marketers

KoMarketing Associates

It is no secret that LinkedIn is a valuable social media platform for B2B marketers. And according to the “LinkedIn Ads Benchmark Report Q3 2015” published by Marketing Mojo, 79 percent of B2B marketers said that LinkedIn was “effective” at generating leads. B2B Technology Marketing Community. B2B Sales, Marketing, Social Media & Lead Generation. Google Analytics.

Does Creative Still Matter in B2B Marketing?

The Point

As someone who’s worked in B2B marketing for more than twenty-five years, I need no convincing that marketing has taken on a more strategic, measurable role in driving corporate success. But is data all that’s needed to drive B2B marketing success? I don’t believe so. The post Does Creative Still Matter in B2B Marketing? Sure, data rules the roost. List. 2. Offer. 3. Creative.

Announcing The 2015 B2B Web Usability Report

KoMarketing Associates

But B2B marketers also need to know what buyers actually want from a vendor website. In coordination with our partners Huff Industrial Marketing and BuyerZone , and in sponsorship with ten24 Digital Solutions , we strive to answer these questions and many others in this year’s B2B Web Usability Report. B2B Online Marketing Blog Events & Updates Want to Learn More?

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Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

The journey to high-performing B2B content [Infographic]

Tomorrow People

Content lies at the heart of inbound B2B marketing, but how can you take an idea to a high-performing reality? Content Strategy B2B Marketing

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The Single Most Important Element for Increasing B2B Lead Gen and Sales

Webbiquity

spate of articles recently have expounded on the “consumerization” of all things business: the consumerization of sales, of IT, and of business-to-business (B2B) marketing most prominently. McKinsey’s David Edelman has referred to the consumerization of B2B marketing and sales as a “massive disruption” on the horizon. slow response creates friction.

Five Content Marketing Tips for B2B Success

Webbiquity

While there is no perfect solution, B2B marketers should try to track engagement across the journey the customer is on through to a purchase. Content Marketing b2b content marketing tips customer profiling Flagship Consulting Mark Pinnes Peppercomm social media engagement The Economist Intelligence UnitGuest post by Mark Pinnes. Image credit: Wikimedia. Voila – marketing nirvana?!   .

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30 B2B Social Media Tips for 2016

KoMarketing Associates

And of the 95% of B2B marketers who have created corporate social media accounts, half still aren’t regularly active on social media and just 10% feel they are able to articulate the business value of social media efforts. As we get into 2016, here are 30 tips to help improve your B2B social media strategy: 1.  Think Beyond B2B. 10 of the Best B2B Facebook Pages.

Are you taking advantage of B2B marketing data?

Biznology

Frequent readers know that most of my marketing experience is B2B rather than B2C, and that virtually everything I do is data driven. So, perhaps you might think that I didn’t have much to learn when I picked up  B2B Data-Driven Marketing by fellow Biznology blogger Ruth Stevens and Theresa Kushner. No B2B marketer should be without this book. Wrong. Like this post?

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5 Amazing Ways to Spark B2B Marketing Creativity

B2B Marketing Insider

B2B marketing is the stepchild of the creativity family. Some people consider the B2B industry boring. The post 5 Amazing Ways to Spark B2B Marketing Creativity appeared first on Marketing Insider Group. Marketing Strategy B2B Marketing Content Marketing Marketing MixAnd how their team struggles to gain customer attention. Well, that’s not entirely true.

Why is December a Great Month for B2B Sales Prospecting?

Sales Prospecting Perspectives

And I''m not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round. In the decade plus that we at AG have been B2B sales prospecting, we’re no longer surprised to see our lead volume has remained just as consistent this month as it has every other month during the year. No one really picks up the phone this time of year, right? Wrong.

Use Buyer Persona Research To Improve B2B Customer Experience

Tony Zambito

Recent research by SiriusDecisions found that for 80% of B2B buyers surveyed, customer experience counted as the top significant reason why they chose to work with a specific provider over another.  However, what should be noted by B2B CMO’s and leaders today is this interesting notion:  much of today’s planning, strategizing, activity, and etc. by Creative Stall. Would you agree?

The Evolving Journey of the B2B Buyer

Great B2B Marketing

The post The Evolving Journey of the B2B Buyer appeared first on Great B2B Marketing. B2B Buyer Buying JourneyDaniel Heimlich posted the following photo on his LinkedIn page. Not sure who the conference speaker was, but the five […].