ViewPoint

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs. Ask yourself who your customers are.

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

MARCH 6, 2014

Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Christopher is former East Coast Bureau Chief of Crain’s “BtoB” magazine, and former editor-in-chief of Nielsen’s “Sales & Marketing Management” magazine.

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

NuSpark Consulting

MARCH 17, 2012

My goal was to seek out the best of the best, repurpose each research chart into a custom chart using the tool located at www.icharts.net , and present the trends in an orderly fashion. Chief Marketer’s 2012 Business-to-Business Lead Generation Survey: Your Best Prospects. SiriusDecisions, 2011 B2B Buyers Journey, Report Summary.

Lead Generation 100

Lead Generation Trends B2B Marketing Generation 100

ERDM

JULY 24, 2017

Article by Ernan Roman Featured on CustomerThink.com “Our leaders quickly realized that before we could use digital to transform our customers and the world, we needed to transform ourselves.” So, the action companies must take is to share customer listening insights across all departments involved in product development and marketing.

BtoB 40

BtoB Brand Identity Branding Focus Group 40

markempa

JULY 16, 2007

to Generate and Follow Leads » Inquiry management and search marketing strategy BtoB Magazines Carol Krol interviewed Kevin Lee, executive chairman of Did-it Search Marketing on "Effective Search Strategies." Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Dont oversimplify.

Lead Generation 120

Lead Generation Work Management Marketing Management Search Marketing 120

KoMarketing Associates

MARCH 21, 2013

B2B SEO professionals need to be ever aware of how design and usability play a part in the prospective buyer’s desire to consume information accessed and presented. B2B marketers need to embrace the idea that their customers use multiple platforms, access points, and devices to find information.

B2B Marketing 120

B2B Marketing SEO Marketing Automation Services Ad brokers 120

KoMarketing Associates

OCTOBER 30, 2012

As marketers, we may feel the same way about our customers and prospects. In other words, pay attention to your customers’ individual wants and needs—and tailor your messaging accordingly. There may be plenty of “Liams” out there, but be careful not to make your customers feel that you regard them as just one piece of the pie.

Planning 120

Planning Marketing Budget BtoB Word of Mouth 120

The Point

JULY 19, 2010

Last week I was interviewed by BtoB Magazine for an article, “Webinars: Are They Worth It?” 2) where the audience already has a familiarity with your company and product — for example, in marketing to customers, or partners, or to existing prospects, perhaps as part of a structured lead nurturing program.

Webinar Metrics 100

Webinar Metrics Demand Generation Agencies BtoB Demand Generation 100

markempa

SEPTEMBER 29, 2006

A recent BtoB Magazine article by Carol Krol, " Copy this: Telemarketing big with Xerox " shows that, although the phone may not be as buzz worthy as other lead generation tools, it remains the backbone to successful lead generation. Reconnecting with past customers and leads. Qualifying inquiries from various sources.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 120

markempa

JUNE 28, 2007

Today, his article in BtoB Magazine gives a great summary of his presentation from the roadshow and is worth a read. To turn these leads into customers, marketing and sales teams must have dedicated and collaborative lead management practices. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

markempa

NOVEMBER 22, 2006

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Response Rate 120

Response Rate Lead Generation BtoB Telemarketing 120

Marketing Insider Group

DECEMBER 5, 2013

We’ve heard it time and time again: according to the Corporate Executive Board (CEB) almost 60% of the buyer journey is complete before prospects reach out to vendors. Content marketing is the process of creating content that our customers actually want or need. It may even hurt us in the buying process. InboundWriter ).

Content Marketing 100

Content Marketing Marketing Budget Marketing Budget Creation Content 100

Marketing Insider Group

FEBRUARY 1, 2011

I mean we are all after the same goals for our companies: revenue, profit, happy customers. The main points: Sales is the customer of marketing. Recently, BtoB Magazine provided a snapshot of a Forrester report that stated that only 8% of companies surveyed feel a tight alignment between marketing and sales. Speak to a customer.

Planning 100

Planning BtoB Customer Satisfaction Trade Show 100

Biznology

JULY 19, 2018

His team has developed a breakthrough approach to delivering a custom communications stream to business buyers based on their particular journeys. It’s actually a great example of the highly advanced – and automated – customer journey approach I mentioned. Ascend also designed custom landing pages that matched each email version.

Automation 144

Automation B2B Marketing Advertising Agencies Cost per Acquisition 144

Webbiquity

FEBRUARY 14, 2010

At the request of customers, email delivery and tracking capabilities were added in 2004, and the firm’s product has now evolved into a full marketing automation suite. Sirrius Decisions projects that penetration of marketing automation systems will increase from less than 10% in 2005 to more than 50% of BtoB marketers by 2015.

Manticore 100

Manticore Marketing Automation Services Lead Generation Marketing Automation 100

markempa

JULY 10, 2006

Ive written that consistent, patient, long-term contact with sales prospects results in better ROI. Because the sales team is responsible for much of the customer’s perception of the company, concerted care must go into developing the ongoing, relevant communications that the sales team will employ as it builds relationships with customers.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

SEPTEMBER 12, 2007

" Last week, I read a short BtoB article by Carol Krol that shows that this continues to be a challenge. " Last week, I read a short BtoB article by Carol Krol that shows that this continues to be a challenge. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Marketing BtoB Lead Ranking 120

Industrial Marketing Today

JULY 29, 2010

The majority of Chief Marketing Officers (CMOs) consider customer engagement as their top priority according to a recent study done by Forbes Insights and George P. Nearly 97% of the respondents viewed customer engagement as very (67%) or somewhat (30%) important. Just 59% of companies now measure customer engagement; 36% do not.

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

Writing on the Web

JULY 9, 2010

Just last week, BtoB Magazine Online reported that Dow Jones hired an online marketing company. By doing so, Dow Jones’ customers get the privilege of responding to blog posts, news and any mention of DJ in social networks. Links to testimonials are great ways to tell prospective customers about your service.

Tips 100

Tips Ning BtoB Digg 100

LeadSloth

APRIL 24, 2009

Ardath is a talented independent marketing consultant who writes about using content to engage with prospective customers; she really gets Marketing & Sales collaboration. Mac is a leading sales and marketing consultant and award-winning columnist for BtoB magazine. Like no other he understands B2B lead generation.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation B2B Thought Leadership 100

Delivra

OCTOBER 2, 2018

When it comes to B2B marketing, it’s the most effective channel for revenue generation, according to 59% of marketers surveyed by BtoB Magazine. The statistics are just as impressive among B2C retailers, with 80% indicating that email marketing is the greatest driver of customer retention, according to a report in eMarketing.

Email Marketing 40

Email Marketing Marketing Automation Services Ad Building Marketing & Strategy 40

Hinge Marketing

AUGUST 8, 2013

In today’s digital environment where buyers easily declare their own paths to research and engagement with prospective business partners, marketers are challenged to cultivate a meaningful role in the discovery process. Conversion (tracking prospect to customer). Analytics (measuring marketing effectiveness).

Marketing & Strategy 48

Marketing & Strategy Marketing Strategy Eloqua Work Management 48

markempa

AUGUST 16, 2006

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

B2B Sales 120

B2B Sales Lead Generation Sales Leads B2B Thought Leadership 120

markempa

JANUARY 23, 2005

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation BtoB B2B Marketing B2B Thought Leadership 120

Paul Gillin

MAY 25, 2010

I was privileged to moderate the BtoB magazine Social Media Awards Breakfast in New York this week. Process Experts was named Best Corporate Blog by BtoB magazine in 2010 and Cahill is now leading the company’s charge into Twitter and Facebook while institutionalizing best practices among all the Emerson Process Management divisions.

BtoB 50

BtoB B2B B to B Blogger 50

Adobe Experience Cloud Blog

AUGUST 13, 2012

In fact, according to BtoB Magazine*, event marketing accounts for one fifth of the marketing budget. To Interact with Customers and Prospects. So our reasons for hosting our own events were two fold: Interact with our customers, contacts and leads. State of Event Marketing, July 2011). To Build your Brand.

Co-Registration 48

Co-Registration Peer-to-peer Trade Show BtoB 48

Industrial Marketing Today

JANUARY 14, 2011

Just as publishers start by learning everything about their target audience and what information they want, content marketers must realize it is not about them but about their customers. That was the advice from Joe Pulizzi (founder of Junta42 and co-author of Get Content Get Customers ) at a Content Strategy New England meetup last year.

Content Marketing 60

Content Marketing High Quality Lead Planning BtoB 60

markempa

OCTOBER 2, 2006

« Podcast: Marketing and Sales for Big Complex Selling (pt 3) | Main | White Papers and Lead Generation, Key for BtoB Marketers » Webinar: A Multimodal approach to Lead Nurturing for Complex Sales Join me for a complimentary webinar hosted by the American Marketing Association and sponsored by WebEx.

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

ViewPoint

JUNE 28, 2012

Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people. You really start that conversation with that prospect, and hopefully you steer them to you.” 2012: Transformational Change, the New Buyer & Big Data.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

MLT Creative

DECEMBER 5, 2011

BtoB Magazine recently presented a webinar called From Caveman to Customer: What the Evolution of Storytelling Means to Marketers that helped explain why these online relationships are so important. Online relationships have become an integral part of your target audience’s lives, and must therefore be part of your B2B marketing.

B2B Marketing 40

B2B Marketing Advertising Agencies Research BtoB 40

markempa

APRIL 6, 2006

A new article in BtoB Magazine by Karen J. A new article in BtoB Magazine by Karen J. Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

Lead Generation 120

Lead Generation Generation Leads Lead 120

Industrial Marketing Today

OCTOBER 2, 2010

They are combining video, audio and sophisticated tracking tools to deliver email campaigns with highly customized messages that engage prospects in their preferred format and measure interactions beyond just open and click-thru rates and well into website behavior. Prioritize your objectives if multiple needs have to be satisfied.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

markempa

OCTOBER 22, 2005

Thanks to Carol Krol over at BtoB Magazine for pointing me to the report. Thanks to Carol Krol over at BtoB Magazine for pointing me to the report. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Telemarketing 120

Telemarketing Lead Generation Tactics Generation 120

markempa

OCTOBER 11, 2006

« White Papers and Lead Generation, Key for BtoB Marketers | Main | Lead Generation for the Complex Sale » How to Become a Thought Leader and Attract Customers Would you like to be more visible and generate sales leads on a limited budget? Become a thought leader ! Become a thought leader !

Lead Generation 120

Lead Generation B2B Thought Leadership Thought Leadership Generation 120

Industrial Marketing Today

MAY 14, 2010

How do you shift the focus from you or your company to your prospects and customers? Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle. Customize them to suit your particular product line, which makes it much easier to specify and buy your valves.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Paul Gillin

JULY 15, 2011

The article notes that Epson reported that revenue per visitor nearly doubled after it started including customer reviews on its site. The fact that one out of 10 customers may displeased with product can be looked at another way: 90% are happy. Case studies also don’t answer the questions prospective buyers really have.

Case Studies 50

Case Studies Case Study Studies BtoB 50