Biznology

JULY 12, 2017

In the Ultimate Sales Machine: Turbocharge Your Business , Chet Holmes mentions that only 3% of your target market is ready to buy, 7% of your target market is open to buying but not looking, 30% of your market is comfortable with the status quo and 30% of your market believes they aren’t interested.

Sales Management 145

Sales Management Linkedin Top of Funnel Lead Scoring 145

Biznology

MAY 18, 2017

Here’s some reality: you’re not going to generate many leads this way , and you’re missing a big opportunity–especially on LinkedIn. Why brand maintenance doesn’t generate leads. In most cases, unless you already have an enormous following and probably don’t need a social media lead generation program, this just isn’t true.

Social Media 143

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 143

Biznology

OCTOBER 30, 2017

Commerce: eliminate the need for a separate journey to another place to figure out the best product and buy it, which is a time-consuming interruption. Dominance: reduce Google ’s surveillance and personal targeting of everyone, reduce Amazon’ s capture of customer relationships from leading companies. Universal prosperity can begin.

Marketing AI 163

Marketing AI Lead Scoring Lead Ranking Marketing Automation Services 163

Biznology

APRIL 23, 2015

With all this content trying to connect with B2B buyers, the question marketers need to know is how do buyers process and filter through the mountain of information to determine what product and/or service meets their needs, and whom to buy from? Now that’s a scary thought for an old time lead generation guy! Negotiation and purchase.

Work Management 80

Work Management Buy Marketing Management Process 80

Biznology

NOVEMBER 20, 2017

It is no longer possible to project yesterday’s trends to lead markets tomorrow. To take the lead, publishers can now change tech’s paradigm: People come first, and their lives and businesses are advanced everywhere. A global advance: Lead markets with a people-first Digital Economy. Lesson for leaders. Like this post?

Marketing Management 149

Marketing Management Lead Ranking Advertising Agencies Paid Search Agency 149

Biznology

SEPTEMBER 26, 2013

The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. In this kind of situation, the lead should stay with the marketing team, where the relationship can be developed, and nurtured, until it’s ready to take up a salesperson’s valuable time. Enter the concept known as lead qualification.

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

Biznology

MARCH 30, 2017

While laying down the basic building blocks of our strategy, something became increasingly clear: he and many other leading digital marketers seem to be wholly centered on the delivery of offers. In short, analytics can’t capture everything; emotion leading to a predictable outcome can. Like this post? Sign up for our emails here.

Lead Ranking 80

Lead Ranking Buy Advertising Agencies Brand Identity 80

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.

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

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.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

OCTOBER 27, 2017

I hereby offer a roundup of ideas that you may have overlooked: IP address identification, a customer-driven content marketing strategy, better lead qualification, a renewed focus on customer and prospect data, account-based marketing, and linking consumer data with your business records. Arrange your content by buyer role and buying journey.

Account Based Marketing 207

Account Based Marketing Tactics B2B Marketing Lead Qualification 207

Biznology

JULY 7, 2021

Many B2B marketers have historically avoided broadcast advertising, due to the big buys required, and the enormous waste. Not to mention the cost—and quality—per lead. B2B marketers typically evaluate media on response metrics like cost-per-lead and conversion rates. So, why is CTV different? Here are seven reasons.

Advertisements 171

Advertisements Advertising B2B Marketing Multi-Touch Attribution 171

Biznology

OCTOBER 23, 2017

Rating services like Nielsen show what people actually watch, tweet about, and buy. Ad agencies specialize in buying a target demographic for a product (such as “who drinks Coca-Cola ?”). When ad agencies buy those devices, they imagine these people are reached by putting ads out there. That world is obsolete.

Paid Content 291

Paid Content Marketing Automation Services Paid Search Agency Advertising Agencies 291

Biznology

APRIL 14, 2017

And what’s good for the company that makes an investment in online B2B marketing videos is that they are proven to increase metrics such as awareness, conversion rates, quality leads that go into the sales process, thought leadership, social metrics, open rates, and click-through rates in email campaigns.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139

Biznology

APRIL 9, 2018

Once there, they can engage with product and service content designed specifically for each point in the buying cycle. ” Obviously, this deep insight can also be leveraged to make good paid search buying decisions. You’ll also learn who’s leading these conversations: the all-important influencers. Listen and learn.

Paid Search Agency 184

Paid Search Agency Buying Cycle Classified Ads Keywords 184

Biznology

JULY 26, 2017

Enli is the market leader and always looking for ways to maintain their lead. She said the client wanted pursue a grant and wanted to buy an extra module of our software to support the initiative. If we don’t win the grant, we’re going to find a way to buy the module anyway.”. How long have you been migrating to ABM at Enli?

Top of Funnel 164

Top of Funnel Account Based Marketing ABM Lead Ranking 164

Biznology

DECEMBER 2, 2019

B2B marketers are expanding their roles from just cranking out lead generation campaigns to stepping in as managers of the prospect and customer relationship, in partnership with their sales counterparts. Voice search takes hold in B2B buying, for real. A move from the “funnel” to the “relationship.” So, the table is set.

Enterprise Management 143

Enterprise Management Work Management Marketing Management B2B Marketing 143

Biznology

JUNE 3, 2020

I see it as another in a long line of disruptions in the buying and selling process. Marketing is no longer just about advertising, brand and leads. We already see upticks in virtual engagement, AI-driven programs for both lead generation and point-of-contact engagement. Roger McDonald. Covid-19 is a shock to the system.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Biznology

JUNE 22, 2018

I was recently leading a client workshop where I get a question that I had never heard before, “Why are you emphasizing such an aggressive use of analytics if content marketing should be a soft sell?”. When I kept hammering away at focusing your marketing on attracting people who will actually buy, I was asked the above question.

Analytics 152

Analytics Top of Funnel Content Marketing Differentiation 152

Biznology

JANUARY 11, 2018

Lead scoring. In more advanced systems, that same content download might have your email address added to a CRM system that tracks what content you’ve consumed and evaluates your potential as a lead. Re-engagement.

Email Marketing 168

Email Marketing Automation Marketing Websites Planning 168

Biznology

AUGUST 8, 2019

Martin: Twenty years ago, we would buy databases from trade publications and data vendors, and use them to cold call, trying to reach senior executives. Third, a larger role for marketing, as active members of inside sales and lead qualification teams. Martin: You can buy data, or you can buy access. Please explain.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Biznology

MAY 17, 2021

Sure, it’s helpful that there’s a “buy” button at the end of the marketing process much more often in B2C sales than in B2B. For all of us — B2B and B2C — who don’t have those buy-button clicks to use in measuring marketing effectiveness, it can be frustrating to gain an understanding of how well our marketing efforts are working.

Top of Funnel 104

Top of Funnel Effectiveness Content Marketing Planning 104

Biznology

JULY 17, 2017

Over the years I’ve found that social media objectives generally come down to one or, more commonly, a combination of the following: Lead generation – driving unidentified potential new customers/clients to a website or landing page where they are offered free information in exchange for their contact info.

Social Media 167

Social Media B2B Thought Leadership Media Customer Satisfaction 167

Biznology

SEPTEMBER 11, 2017

Lead this with an exponential growth publishing platform that people and companies need if they are going to rise again, to reach the top. Build and lead a prosperous, people-first planet that includes everyone, and helps everyone switch from decline and growing weaknesses so they can join you in the lead.

Cable 169

Cable Class Mobile Advertising Amazon 169

Biznology

FEBRUARY 22, 2021

Presenting benefits and demonstrating value is all well and good, but your marketing must also move prospects along on their buying journey. To be successful, your marketing must move website visitors to become prospects, prospects, to become leads, and leads to become customers. Marketing Must Encourage Action.

Lead Ranking 160

Lead Ranking Sales Qualified Leads Marketing Prospects Lead Scoring 160

Biznology

DECEMBER 8, 2017

This might be okay for some B2C contexts, where people make impulse buys all the time. In a perfect world, you build all the content the user needs to go through the buy cycle, and you string the content together into client experiences that end in purchase, or advocacy, or renewal, or whatever your end goal is. Like this post?

Ideal Customer Profiles 182

Ideal Customer Profiles Paid Search Agency Wiki Marketing AI 182

Biznology

MARCH 12, 2020

Simply put, each of the following search intents will give you valuable insight into the type of content you need to produce to elevate brand visibility and authority, and of course, convert leads into paying customers. Remember, your goal here is lead people to your website, and inspire them to interact with your brand.

Intent 104

Intent Startups SEO Paid Search Agency 104

Biznology

JUNE 17, 2020

Supporting employees leads to better productivity, which leads to higher profits. Valuing your employees, encouraging them to work together, and keeping them involved in decision making, leads to stronger company culture and better results. Internal Comms Leads to a Better Work Environment. Buy-in From All Teams.

Barriers 104

Barriers Peer-to-peer Work Management Organic Leads 104

Biznology

NOVEMBER 22, 2021

In many instances, people are spending some of their reputational capital by supporting or buying from you. A thank you for every little interaction can start to smell of inauthenticity and automation, leading to the feeling of anonymity we mentioned above. Show that you appreciate their choice in you. Plus, it’s more than just that.

Correlation 197

Correlation Opinions Organic Leads Organization 197

Biznology

OCTOBER 30, 2019

In complex buying situations, “sales reps are valued higher than ever” writes Gartner analyst Hank Barnes in The Rebirth of Enterprise Sales. Barnes notes that the sales team needs to “build confidence in the buying team, that they are doing the right things, not just that you are the right choice.”

Video Marketing 99

Video Marketing Ad Building Gartner High Quality Lead 99

Biznology

MAY 3, 2017

When you marketing your brand on YouTube, it’s essential to recognize your audience’s state in the buying process. Qualify leads. The goal of a video is to engage your customers and get them ready for your call-to-action. Support customer research. Provide videos that educate your audience based on those keywords.

Youtube 146

Youtube Advertising Channels Tips Custom Publishing 146

Biznology

MARCH 1, 2020

As buyers worldwide become increasingly comfortable with “remote buying,” this is the perfect time for B2B sellers to find ways to use ecommerce to improve their customers’ buying experience, eliminate costs from the selling process, and find new markets. Listen to how they want to buy from you. How to make sense of this all?

B2B Thought Leadership 104

B2B Thought Leadership B2B eCommerce Amazon 104

Biznology

FEBRUARY 21, 2020

Mastering the art and science of acquiring customers via leading social media platforms is extremely valuable, given that all your potential customers, numbering billions, hang out on Facebook, Twitter, Instagram, and other social platforms. Take the lead. If you offer high quality, they will certainly buy it.

Social Media 118

Social Media Acquisitions Ideal Customer Profiles Media 118

Biznology

DECEMBER 4, 2018

Site Searchers are 43% more likely to buy — and in some cases a lot more (up to 600%) — the non-searchers. Site Searchers 43% more likely to buy. Some studies of highly transactional businesses have indicated that searchers are up to six times more likely to buy. Site Searchers 87% more likely to achieve marketing goals.

Lead Scoring 143

Lead Scoring Lead Ranking SEM Marketing Analytics Tools 143

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. Usually their questions center on how to obtain a list of specific individuals who they feel might buy their product or service. They are: Soft Offer – beginning of the buying process.

Direct Marketing 80

Direct Marketing Marketing Management B2B Marketing Paid Search Agency 80

Biznology

JANUARY 21, 2021

Former executive Ziff DavisTime Warner, IBM, B2B marketing and sales lead generation. Their expertise includes… Experience on how B2B marketers will focus on millennials, who now make up half of the buying circle inside companies. Board member, author, speaker, professor. David Schlesinger. Former Chairman, Thomson Reuters China.

Work Management 160

Work Management Ethics Consulting Budget Programs 160

Biznology

JULY 21, 2021

And your boss calls you into a meeting and says, “We are announcing we are closing a deal to buy company X tomorrow at 8 a.m.” Your social media team needs lead time to do this work, and ideally, they should be allowed the courtesy of doing as much of that legwork in advance of the deal closing.

Social Media 151

Social Media Advertising Agencies Media Paid Search Agency 151

Biznology

FEBRUARY 25, 2020

They have always gone to market with big trade events, airport advertising, and field sales reps to follow-up on all those leads. Even if much of your B2B buying still happens through a sales rep, buyers increasingly want to find information themselves. How easy is it to buy or to get started? So, where’s the need for digital?

B2B Marketing 118

B2B Marketing Work Management Marketing Management B2B 118