ANNUITAS

AUGUST 28, 2012

Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. Very rarely is there one sole decision maker who approves buying decisions.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

ANNUITAS

AUGUST 28, 2012

Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. Very rarely is there one sole decision maker who approves buying decisions.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

ANNUITAS

APRIL 26, 2011

Today many B2B marketers are buying into a similar idea: If they acquire a marketing automation solution, then they will wind up with a lead management process. The best lead management initiatives include a collaborative effort among all groups that have any stake in the demand generation continuum.

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 100

ANNUITAS

OCTOBER 17, 2010

A few years ago that simply meant generating some leads and some new names for the sales team to pursue, but we are now seeing marketing teams play an active role on engaging prospects at each stage of the buying cycle. This requires new discipline in lead management, which many B2B marketers are still getting their arms around.

Marketing Automation Services 100

Marketing Automation Services Demand Marketing Management Web 2.0 100

ANNUITAS

OCTOBER 18, 2016

According to CEB , in a typical B2B buying cycle there are on average 6.8 Respondents to the study listed lead generation as the number one goal for their content marketing efforts. Good content that engages buyers and aligns to the buyers purchase process is not easy to create. The Metrics Do Not Align to Goals-.

B2B Marketing 100

B2B Marketing Content Marketing B2B Content 100

ANNUITAS

OCTOBER 18, 2016

According to CEB , in a typical B2B buying cycle there are on average 6.8 Respondents to the study listed lead generation as the number one goal for their content marketing efforts. Good content that engages buyers and aligns to the buyers purchase process is not easy to create. The Metrics Do Not Align to Goals-.

B2B Marketing 100

B2B Marketing Content Marketing B2B Content 100

ANNUITAS

OCTOBER 18, 2016

According to CEB , in a typical B2B buying cycle there are on average 6.8 Respondents to the study listed lead generation as the number one goal for their content marketing efforts. Good content that engages buyers and aligns to the buyers purchase process is not easy to create. The Metrics Do Not Align to Goals-.

B2B Marketing 100

B2B Marketing Content Marketing B2B Content 100

ANNUITAS

JULY 24, 2014

There needs to be a thought process behind which content you need to create, and not just the stuff you think is going to get the most eyeballs either–the stuff that’s going to be most appealing to the people who actually buy. One more quick thing. I wholeheartedly agree.

Content Marketing 100

Content Marketing Planning Enterprise Management B2B Thought Leadership 100

ANNUITAS

JULY 15, 2014

While it’s certainly true that content created for the early stages (Engage stage) of the buying process doesn’t need an eagle-eye review by a sales rep, it is critical that content meant for later stages (Convert stage) meets sales’ needs. Agree on what the definition of a “qualified lead” is. It doesn’t. Lack of respect.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Marketing Budget Marketing & Strategy 100

ANNUITAS

SEPTEMBER 6, 2018

If you show them you understand their pains and priorities, acknowledge the difficulty in changing the status quo, and above all provide advice that is helpful (no matter whether they become a customer) then when they are ready to buy they will remember you. It is “abysmal” for generating leads.

Demand 213

Demand Top of Funnel Content Marketing Lead Ranking 213

ANNUITAS

DECEMBER 21, 2010

Secondly, it is vital to create a map for each profile’s buying cycle. It’s truly understanding the buying journey of each persona to whom your organization sells. With the advent of marketing automation technologies, many marketers have fallen into the trap of buying automation with the expectation that it will make everything better.

B2B Marketing 100

B2B Marketing Work Management Marketing Management B2B 100