Communicate with prospects effectively. Send pertinent messages related to where your prospect is in the buying cycle offering them information to help move them from one stage to the next. Following up on both high and low probability prospects through manual methods (phone, e-mail or in person) is time consuming and creates inefficient and inconsistent processes for ‘eyeballing’ a lead to determine if it’s ‘hot’ and leaving it up to personal discretion as to who is followed up with and in what manner. Then sales can complete the cycle. MORE >>

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.” Most B2B marketers find it relatively easy to create and use content to gain search engine presence. The big hurdle they face is in engaging and converting readers into prospects, leads and ultimately customers. MORE >>

Are your B2B social media efforts failing? We know the biggest reasons B2B social media efforts fail and what to do about it. What to do about it:  Develop a social media strategy that aligns with buyer personas and their buying process. Valuable content will attract prospects and ultimately generate demand for your services. Content should be built around the  different stages of the buying cycle. Remember, Facebook, Twitter, and YouTube are tools, not a social media strategy. Do Social Media B2B the Right Way. Don’t give up. MORE >>

by Katie Byrnes To effectively build relationships with prospects, sales teams need to learn to leverage evolving sales strategies. By utilizing social strategies and digital technologies in the revenue cycle, companies can leverage the power of Sales 2.0. Traditional methods like cold calling need to evolve with fresh and inventive B2B sales strategies in order to boost leads and overall sales revenue. Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage. Sales 2.0. By John R. MORE >>

Earlier this week I participated in one of MarketingProfs’ TechChats (just do a Twitter search on the #TechChat hashtag to find the dialogue). It’s a warm-up for the great dialogues we’ll be having at MarketingProfs’ SocialTech conference later this month in San Jose, where I’ll be speaking about social media and the B2B buying process. If you’re in B2B marketing, you gotta go to this thing. All the top social media pros will be there and the focus will be all B2B. Why should B2B companies try to be thought leaders in their industry? can’t wait. link]. MORE >>