Biznology

JANUARY 22, 2018

Both the Internet and global digital businesses have taken the lead in years. When you deliver near-zero-cost bits at scale to solve people’s problems instantly during their moments of need, your patents will lead the future. Previous article: Visionary briefings: How to lead with exponential growth . Like this post?

Lead Scoring 360

Lead Scoring Lead Ranking Intent Leads 360

Biznology

JUNE 3, 2020

I reached out to my longtime colleague and friend Roger McDonald , a seasoned sales and marketing executive and thoughtful observer of things B2B, to gather up his views on what’s going on and how we B2B marketers should be thinking. How do you see Covid-19 changing the nature of B2B sales and marketing going forward?

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Biznology

AUGUST 31, 2017

You know your business needs leads, and plenty of them, to drive sales. Generating leads, however, is only part of the equation. Because if you’re not able to turn those leads into sales, they aren’t doing you much good. But how do you turn those leads into sales? Combine email and content marketing. Like this post?

Top of Funnel 170

Top of Funnel Lead Scoring Lead Ranking Sales Qualified Leads 170

Biznology

MAY 6, 2020

We B2B marketers had our plans all worked out. We knew exactly what tactics we were going to use and even had an idea of how many leads they would bring in. All in-person events have been canceled, from B2B conferences to trade shows to you name it. We need to drive leads to the sales force whether we have trade shows or not.

B2B Marketing 186

B2B Marketing Planning B2B Trade Show 186

Biznology

SEPTEMBER 26, 2019

B2B marketers understand the importance of qualifying a lead before it goes to a sales person, but sometimes the qualification process can get tricky. As you plan, here are 12 key points to guide B2B marketers in improving their results. . Don’t let a lead get cold while waiting to go to sales. Self-reporting.

Lead Qualification 116

Lead Qualification Sales Qualified Leads Lead Scoring Lead Ranking 116

Biznology

MAY 5, 2021

Do you know of a growing B2B company that sells only domestically? So, most B2B marketers are desperate to get their hands on good quality prospecting data in other regions, for sales lead generation. B2B marketers with prospecting lists. Exclusively B2B. Both B2B and B2C. B2B, B2C and automotive data.

B2B 118

B2B Marketing Prospects Sample Opt-in 118

Biznology

OCTOBER 27, 2017

There are so many great new techniques in B2B marketing today, it’s hard to keep up. A technique unavailable to consumer marketers, this one’s extremely valuable for B2B. The Content Marketing Institute tells us that a developing a sound content strategy is still a challenge for B2B marketers. Upgrade your lead qualification.

Account Based Marketing 207

Account Based Marketing Tactics B2B Marketing Lead Qualification 207

Biznology

NOVEMBER 2, 2020

This is the oldest trick in the book, but is oddly missing from many B2B websites. Many of the leading marketing automation tools today, like Marketo and Hubspot, have this functionality embedded. The post Six Ways to Connect with your B2B Website Visitors appeared first on Biznology. Motivate visitors to fill out a webform.

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Marketing Automation Services Marketing Websites B2B Paid Search Agency 197

Biznology

JANUARY 6, 2020

I’m back with my roundup of brilliant B2B marketers whom I’ve encountered this year. Nancy Harhut is the Energizer Bunny of B2B copywriting. Catch her informative keynotes at B2B marketing conferences here and abroad. On the content side, Sean hosts the B2B Revealed podcast, where I was a recent guest.

netFactor 197

netFactor B2B Marketing Advertising Agencies Paid Search Agency 197

Biznology

MARCH 23, 2018

I’ve been noticing some ironies in the world of B2B marketing lately; you know what I mean. Even Hubspot realizes that you can’t get all the B2B business you deserve using inbound marketing alone. Here’s another: Google and Facebook are leading the digital marketing revolution. Kudos to them. Like this post?

B2B Marketing 190

B2B Marketing Work Management Marketing Management Opt-out 190

Biznology

DECEMBER 18, 2020

It combines documentary-style interviews with leading minds formerly at Facebook, Twitter, Uber, Instagram, and so on, along with star turns from Shoshana Zuboff, Jaron Lanier, and Renee Diresta. Paul and David discuss the wider implications of the movie for B2B marketers, particularly for the tech world that we both know so well.

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B2B Marketing Social Marketing B2B Paid Search Agency 104

Biznology

MAY 25, 2021

But vaccinations and safe practices provide some reason for optimism, so it’s time for B2B marketers to plan their event calendars. May 26-27, hybrid, B2B Marketing Leaders Forum APAC 2021. The largest B2B event in Asia Pacific is sold out for in-person in Sydney Australia, but virtual tickets are still available.

Conference 104

Conference B2B Marketing Peer-to-peer Planning 104

Biznology

FEBRUARY 23, 2018

I’ve long observed that B2B marketers focus too much on lead generation, and not enough on current customer expansion and retention, which is, after all, where the bulk of profits lie. When asked, the typical B2B marketer will say that 80-85% of their effort goes to customer acquisition. This is a mistake. What’s that?

Top of Funnel 205

Top of Funnel Work Management Marketing Management Churn Rate 205

Biznology

JULY 31, 2015

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Which leads me to 5 Do’s and Don’ts of B2B lead qualification.

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Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

JULY 7, 2020

The pandemic has taken away one of B2B marketing’s steadiest, most reliable sources of lead generation and customer engagement, on a global basis. The last pre-pandemic study I saw pegged event marketing usage among B2B marketers at 91%. The last pre-pandemic study I saw pegged event marketing usage among B2B marketers at 91%.

B2B Marketing 166

B2B Marketing Marketing & Strategy Webinar Metrics Marketing Strategy 166

Biznology

NOVEMBER 7, 2018

Indeed, sales people looking to reconnect with an old lead, prospect, or client need to understand the delicate art of second engagement. To that end, here’s a look at how professionals can make the second time the charm when they encounter an old lead: Don’t “Disconnect” in the First Place. Personalize. Compare and Contrast.

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Marketing Qualified Leads Leads Lead B2B Sales 142

Biznology

DECEMBER 2, 2019

So let me plunge ahead with 7 bets on likely new developments in the world of B2B marketing. My crystal ball is on back order,” as B2B database expert Bernice Grossman is fond of saying. Voice search takes hold in B2B buying, for real. My guess is that some types of B2B social media posts are ripe for automation.

Enterprise Management 143

Enterprise Management Work Management Marketing Management B2B Marketing 143

Biznology

SEPTEMBER 26, 2013

The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. Because they’ll hate you in the morning… But seriously, if the role of B2B marketing is to provide leverage to sales, then burdening a sales rep with a prospect who is not a realistic potential buyer is no help.

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

Biznology

NOVEMBER 27, 2018

To get some insight into what’s going on in B2B marketing here, I tapped the brain of Sudhi Seshadri , who is dean and professor of marketing at MYRA School of Business in nearby Mysore, and has a PhD from Penn State. Sudhi has been teaching B2B marketing for decades, and knows the territory. I posed six questions to him.

B2B Marketing 147

B2B Marketing Work Management Marketing Management Top of Funnel 147

Biznology

JUNE 4, 2019

I recently caught up with Dan McDade , longtime B2B practitioner in lead qualification and nurturing. You’ve been involved in the lead generation world for a long time. Certainly, technology lets us deliver more leads to sales, faster than ever before. But just as often these are bad leads. Your advice, please!

Marketing Prospects 126

Marketing Prospects Lead Generation Lead Scoring Lead Ranking 126

Biznology

NOVEMBER 27, 2018

To get some insight into what’s going on in B2B marketing here, I tapped the brain of Sudhi Seshadri , who is dean and professor of marketing at MYRA School of Business in nearby Mysore, and has a PhD from Penn State. Sudhi has been teaching B2B marketing for decades, and knows the territory. I posed six questions to him.

B2B Marketing 136

B2B Marketing Work Management Marketing Management Top of Funnel 136

Biznology

MARCH 9, 2018

If you are lost as to what you want to focus on in your B2B marketing in 2018 to exceed your growth goals, this video is for you. You’ll also see data that demonstrates where you need to be focused to drive sales qualified leads at a lower cost. Garrett Mehrguth highlights data-backed approaches and tactics for you to test.

Sales Qualified Leads 164

Sales Qualified Leads Cost per Acquisition B2B PPC 164

Biznology

JANUARY 19, 2018

My list is about the most interesting people that I came across in B2B marketing during 2017. So meet this year’s fascinating B2B marketers, and let’s not forget the outstanding members of my lists in 2016 and 2015. . Hint: how about someone extends this model to other B2B segments, like manufacturing and financial services?

Top of Funnel 166

Top of Funnel B2B Marketing Lead Ranking Digital Marketing Funnels 166

Biznology

APRIL 18, 2019

The biggest mistake that many companies make in their B2B sales and marketing activities is the way they fragment or silo different touchpoints in the customer journey among disparate functional teams. Customer experience matters for B2B marketers. You’ve got a conversion rate optimization squad that tries to generate leads.

B2B Marketing 151

B2B Marketing Paid Search Agency B2B Top of Funnel 151

Biznology

AUGUST 8, 2019

I was teaching B2B digital marketing to master’s degree students at San Andres University in Buenos Aires again this summer. So, I decided to look into what’s going on in B2B marketing in Argentina. Ruth: How do B2B marketers in Argentina approach new customer prospecting these days? Frias , who filled me in. Martin: No.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Biznology

MARCH 24, 2020

The second quarter is often the peak time for you and other large enterprise B2B marketers to be out at events telling your stories to prospects. It doesn’t if you’re able to get a disproportionately larger output from your other sources of leads. Lack of engagement leads to a lack of results.

B2B 118

B2B Enterprise Management Marketing AI Digital Marketing Funnels 118

Biznology

FEBRUARY 25, 2020

B2B lags in digital. Some B2B companies love their tried-and-true strategy. They have always gone to market with big trade events, airport advertising, and field sales reps to follow-up on all those leads. But they’ve noticed that B2B digital experiences aren’t keeping up with their expectations. And you know this too.

B2B Marketing 118

B2B Marketing Work Management Marketing Management B2B 118

Biznology

MARCH 1, 2020

Alibaba and eBay are also competing actively in the B2B space. How should B2B marketers get in on the action? In B2B, the answer usually begins with the aftermarket, like parts. The first step in B2B was e-procurement and EDI. The landscape of existing B2B seller marketplace options is already well populated.

B2B Thought Leadership 104

B2B Thought Leadership B2B eCommerce Amazon 104

Biznology

JULY 9, 2019

Collecting information about website visitors, a standard practice in B2B marketing, is now becoming available to consumer marketers. The post How to Turn Anonymous Website Visitors into Leads appeared first on Biznology. I recently had a chat with Karl Van Delden , who heads product management at Stirista.

Marketing Websites 149

Marketing Websites Sales Qualified Leads Lead Scoring Lead Ranking 149

Biznology

JANUARY 22, 2019

I am adding my voice to the chorus of observers who predict various developments in 2019 for B2B marketing. B2B marketing communications become more human. As martech grows, inevitably B2B marketers are realizing that it’s not the silver bullet they had hoped for. Social is no longer a nice-to-have in B2B.

B2B Marketing 120

B2B Marketing B2B B2B Sales Forrester 120

Biznology

SEPTEMBER 5, 2019

Which is all well and good, but how many B2B companies are really paying attention to the changes in what customers want? I had an interesting conversation with Steve Shaffer, CEO of Insite Software , a leading B2B eCommerce company. But in the last 20 years, there has been a sea of change in B2B customer behavior.

Marketing Management 112

Marketing Management Amazon eCommerce B2B 112

Biznology

APRIL 26, 2020

Your trade shows are all canceled, so you don’t know where your leads are coming from. Your face-to-face sales team can’t see anyone face to face, so even if you get a lead, you can’t close it. Something to replace those leads you are missing. . That’s not a dumpster. That’s a dumpster fire.

Trade Show 138

Trade Show B2B Marketing B2B Work Management 138

Biznology

AUGUST 19, 2015

Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification. Speed Kills The Competition.

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Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

Biznology

FEBRUARY 9, 2016

Over the past few months, I have gotten a number of calls from individuals who are seeking new sales leads for their company. If you’re an experienced B2B direct marketer, this is probably not for you. In general, there are three types of B2B offers, and they align to the buying process. Do You Know the Basics?

Direct Marketing 80

Direct Marketing Marketing Management B2B Marketing Paid Search Agency 80

Biznology

NOVEMBER 30, 2017

Everyone is aware that B2B buying is complex. Your research found a lot of dysfunction in the B2B purchase process. Based on CEB’s latest observations, here is a summary highlighting the dysfunction in the B2B purchasing process: Bigger, increasingly diversified buying groups: It was only 2.5 Please explain. stakeholders.

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Buy Process Gartner B2B 131

Biznology

FEBRUARY 8, 2016

A couple of years ago, a client told me he was having some lead quality problems. The company had contracted with a major IT publisher for a webcast that guaranteed 150 leads. But the leads weren’t panning out; the quality was terrible and salespeople were pointing the finger at marketing. Ninety-nine percent. Quality time.

Lead Generation 80

Lead Generation Lead Scoring Lead Ranking Sales Qualified Leads 80

Biznology

FEBRUARY 2, 2017

Here’s my fresh list of ten innovative thinkers and doers in the world—and I mean the wide world—of B2B marketing which, for most companies, involves a global scope. Gary Skidmore founded one of the more effective B2B call center operations in the pre-modern B2B marketing days. Hats off to them all! His blog is a must-read.

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80