That’s the word from three experts in B2B PR and marketing: Wendy Marx, president of Marx Communications , a B2B public relations firm; she blogs about B2B communications for Fast Company. They agree that, more than ever before, prospects are engaging with B2B organizations through public relations efforts. prospect doing a Google search may send the video to decision makers. Send it out as an email to prospects and clients.”. Tom Becktold, Senior Vice President of Marketing, Business Wire. Journalists don’t have a monopoly on news. MORE >>

I've read a lot of research in the last few weeks - must be a fall thing - but Marketing Sherpa's Chart of the Week displaying the most challenging marketing-sales funnel processes got me thinking. Quite often it's because marketers are focused on the "top" or "front" end of the funnel (what I call the buyer experience). Lack of prospect knowledge: Marketers don't know their prospects well enough to understand the depth of the problem they're solving or what information is needed to engage them consistently over time. Really? MORE >>

If we've said it once, we've said it tons of times here on the Savvy B2B Marketing blog – to connect with today's B2B buyers, you need to produce and make easily accessible a range of content that guides prospects through the buying cycle. And the report Breaking Out Of The Funnel: A Look Inside the Mind of the New Generation BtoB Buyer published by DemandGen Report highlighted the following: "Almost 95% of recent purchasers said the solution provider they chose provided them with ample content to help navigate through each stage of the buying process.' MORE >>

It has always been Sales that is responsible for the revenue, measuring how leads move from one stage to the other, with the ‘Funnel’ as the foundation. This ‘Funnel Diagram’ over time, has been recreated and modified in different forms to enable a better understanding of the conversion process. Primarily, the Funnel signifies the ratio of effort versus results. The Sales Funnel signifies how the funnel entry, where large volumes of leads enter the system, becomes narrower with the passage of time. Purchase Cycle Funnel. Prospect Behavior Funnel. MORE >>

In the b2b world of long sales cycles involving multiple decision-makers and influencers, sales funnel leakage is one of the most challenging issues Sales and Marketing face. It occurs when Marketing Qualified Leads are passed to Sales but do not actively enter the sales cycle, and as a result, fall out of the funnel. Why should reducing funnel leakage be a top priority for organizations? Plugging leaks in your sales funnel can prevent you from losing un-worked leads to your competitors and significantly impact your bottom line. MORE >>