Martech

DECEMBER 21, 2023

This article outlines four steps essential to undertake at the start of your go-to-market effort before you even mention your product. This is the first step in leading and getting emotional buy-in from your team on a deeper level, allowing for more skin in the game. Educate This doesn’t mean education about your product.

Ideal Customer Profiles 103

Ideal Customer Profiles Marketing Analytics Tools Product Paid Search Agency 103

Cintell

JULY 3, 2018

Every B2B technology business wants to be focused on the customer, from marketing efforts to product innovation. Part of customer-centricity involves truly connecting with prospects before they become customers. Buyers are truly looking to get a full picture of the product before they sign the dotted line.

Buy 172

Buy B2B Vendors Transparency 172

Lenny's Newsletter

SEPTEMBER 12, 2023

Each week I tackle reader questions about building product, driving growth, and accelerating your career. If you’ve come here looking for a step-by-step guide to finding product-market fit, you’re going to be disappointed. From a working product to feeling PMF typically took 9-18 months. Art by Natalie Harney.

CPO 145

CPO Product Work Management Enterprise Management 145

Markempa

AUGUST 12, 2021

The goal of lead nurturing is to help potential customers on their buying journey. I define lead nurturing as consistent and meaningful communication with viable potential customers regardless of their timing to buy. It’s not “following up” every few months to find out if a prospect is “ready to buy yet.” Click To Tweet.

Lead Nurturing 133

Lead Nurturing Buy Lead Ranking Sales Qualified Leads 133

Launch Marketing

FEBRUARY 22, 2024

In the fast-paced world of B2B marketing, new product launches demand more than just a great idea—they require meticulous planning and strategic execution. From leveraging research to crafting compelling narratives and navigating the complexities of product naming, the lessons shared by these executives serve as a roadmap for success.

Product 62

Product B2B Marketing Planning B2B 62

Launch Marketing

AUGUST 25, 2021

A B2B product launch relies heavily on marketing to generate awareness and interest in the new product. When compared to articles, eBooks, white papers and other long-form written content, blogs are typically the shortest in length, making them helpful for releasing tidbits of information about a new product. Download it now.

Product 133

Product B2B FAQ Verticals 133

Webbiquity

MARCH 17, 2023

But with so many lead generation tactics available, it can be difficult to determine the most productive techniques and channels to focus on. B2B lead generation is the process of finding and attracting prospects who will likely buy a certain service or product. What is a “good” B2B Lead?

Tactics 308

Tactics Sales Qualified Leads Generation Lead Scoring 308

KoMarketing Associates

APRIL 30, 2018

As marketers strive to deliver content that best suits their customers’ needs, new research indicates that B2B customers still prefer to consult a wide array of assets during the buying process. According to the “2018 B2B Buying Disconnect” report from TrustRadius, B2B buyers consult 4.9

Consulting 161

Consulting Buy Peer-to-peer B2B 161

Vidyard

SEPTEMBER 23, 2021

So you’ve finished all your pre-production homework, and now it’s time to actually make your video. (If If that last sentence made you think “what do you mean, pre-production!?”, The actual “production” part of the video production process should be fairly short and simple if you’ve done your pre-work and planned.

Video Marketing 138

Video Marketing Product Tips Lock-In 138

SalesIntel

JULY 21, 2023

Effective prospecting often relies on having direct dial phone numbers to reach prospects. While purchasing phone number lists can provide a convenient solution, weighing the pros and cons before buying is essential. Any B2B data source you consider should be from a trusted provider that can offer legal and accuracy guarantees.

Cold Calling 52

Cold Calling Buy Work Management Outreach 52

Marketing Insider Group

MAY 15, 2023

B2B marketing may help businesses promote their products or services, but it’s more than that – it focuses on building customer relationships, establishing trust, and driving revenue through an optimized digital experience. B2B digital marketing refers to the promotion of products or services between businesses using digital channels.

B2B Marketing 311

B2B Marketing B2B Buyer Personas Mobile Advertising 311

Martech

AUGUST 22, 2023

B2B buying has changed dramatically in the last decade, and marketers need to change with it. Their company is distinguished by a culture of trust and service, where business is often done on a handshake. And they are continuing to expand their production capabilities. Finish Thompson has plenty of room for future growth.

Case Studies 72

Case Studies Case Study Studies Buy 72

ClearVoice

AUGUST 25, 2023

Technical content marketing can be a highly effective component of a strong product marketing strategy. But what exactly is it, and how can it help with product marketing? Understanding Technical Content Marketing Technical content marketing is a subset of content marketing that has a narrower focus on how your product works.

Marketing Strategy 96

Marketing Strategy Marketing & Strategy Product Planning 96

Act-On

APRIL 10, 2024

Lead scoring helps organizations move prospects along their buying journey in a structured, strategic way — which is especially helpful considering how complex buying journeys have become. And it takes an average of 20 touches with a brand before a prospect becomes a potentially successful lead for the sales team.

Lead Ranking 164

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 164

SalesIntel

MARCH 22, 2024

Replace Your Sales Call Pitch With a Priority Drop: When initiating a conversation with a prospect, SDRs often launch into their sales pitch immediately. However, Bay suggests taking a different approach by focusing on the prospect’s priorities and challenges from the outset.

Cold Calling 52

Cold Calling Tips Product Enterprise Management 52

Webbiquity

JANUARY 11, 2022

To move customers from awareness to conversion, B2B business sites must be designed with a clear information architecture; provide compelling messaging and details about products and services; and establish the company’s credibility. Good UX is often one of those trust signals. Image credit: Sigmund on Unsplash.

Design 269

Design Paid Search Agency Companies B2B 269

Madison Logic

MARCH 6, 2024

Account-based marketing (ABM) takes a more strategic approach to audience targeting that uses data to move away from a generalized dream list of ideal clients to instead focus on the accounts ready to buy or engage. Target account lists require data around the account, which is made up of an average of six buying committee members.

Demand Generation 52

Demand Generation Sales Management Ideal Customer Profiles Buy 52

Madison Logic

AUGUST 17, 2023

According to Gartner, sales reps only have a mere 5% of a decision-maker’s time during their B2B buying journey. Why Marketers Need Stronger Storytelling Buying groups are more discerning and seek partners that can genuinely solve their business problems. And they’re not afraid to cut ties if they don’t feel recognized.

Storytelling 52

Storytelling Top of Funnel Buy Account Based Marketing 52

Act-On

NOVEMBER 27, 2023

To paraphrase an old saying: You can lead a prospect to your website, but you can’t make them buy. On the other hand, you can improve your chances considerably with a lead nurturing campaign, helping your prospects every step of the way. For example, does an ideal prospect need to come from a company of a particular size?

Sales Qualified Leads 187

Sales Qualified Leads Practices Marketing Automation Services Campaigns 187

Optinmonster

MAY 10, 2023

One effective strategy to increase revenue and sales is through strategic product recommendation emails. By showcasing personalized product recommendations at the right time and using proven elements and strategies, you can engage your subscribers and convince them to make a purchase. What Is a Product Recommendation Email?

Examples 72

Examples Product Cross-Selling Loyalty 72

Webbiquity

FEBRUARY 28, 2023

Today, B2B sales prospects turn to the Internet not just for product research but also purchasing. For example, best email marketing practices have long included using different mailing lists for different types of prospects or existing clients who share certain characteristics.

eCommerce 272

eCommerce Marketing AI B2B Marketing Trends 272

Marketing Insider Group

MARCH 17, 2021

With a wealth of information at their fingertips, today’s customers come to their buying decisions with a healthy dose of skepticism. However, there are three critical drivers in buying decisions. Whether yours is a startup or an enterprise, B2B or B2C, thoughtful content informs your prospects and motivates them to become customers.

Content Marketing 298

Content Marketing Paid Search Agency Advertising Agencies Business 298

Velocity Partners

NOVEMBER 29, 2023

For complex B2B businesses, one common move is to try and make it easier for customers to buy by simplifying your offering. It’s also cheaper and easier to market platforms and products within one narrative thrust than to tell a bunch of different stories on different fronts. Just, y’know, for instance. Introduce a fresh spin.

Enterprise Management 82

Enterprise Management Work Management Marketing Management Buy 82

SalesIntel

JANUARY 26, 2023

Companies use B2B data to understand other firms better, make better decisions, develop new business prospects, and support marketing and sales teams. Whether you are just exploring B2B data or thinking about buying it, this article will help. It is critical to have accurate information on your prospects and leads.

Ideal Customer Profiles 93

Ideal Customer Profiles Paid Search Agency Lead Ranking Marketing Qualified Leads 93

Engagio

JUNE 4, 2023

Now, I’m thrilled to introduce the next game-changer: buying groups. Let’s dive into the 9 compelling reasons why buying groups will be the next big thing in B2B. It fails to monitor engagement levels across individuals, thereby overlooking crucial buying signals.

Lead Ranking 71

Lead Ranking Marketing Qualified Leads Sales Management Buy 71

SalesIntel

JANUARY 15, 2024

Companies use B2B data to understand other firms better, make better decisions, develop new business prospects, and support marketing and sales teams. Whether you are just exploring B2B data or thinking about buying it, this article will help. It is critical to have accurate information on your prospects and leads.

Ideal Customer Profiles 52

Ideal Customer Profiles Lead Ranking Paid Search Agency Marketing Qualified Leads 52

Martech

FEBRUARY 20, 2024

Increasingly, B2B customers depend on self-guided research on digital channels to find out more about business products and services and reach buying decisions. As mentioned earlier, B2B customers make buying decisions in teams. B2B marketers need to know the kinds of businesses that purchase their product or service.

Marketing AI 122

Marketing AI B2B Marketing B2B Thought Leadership Content Marketing 122

Webbiquity

NOVEMBER 28, 2023

On the other, there’s pressure to build positive, engaging relationships with prospects, without being pushy about lead generation. B2B sales is, of course, the process of selling your products/services to other businesses. Similarly, in B2B sales, it’s not just about providing a product or service.

B2B Sales 182

B2B Sales Webinar Metrics B2B Peer-to-peer 182

Webbiquity

JANUARY 19, 2023

B2B marketing targets buying groups within businesses. Companies that are looking for products or services with which to assist their own operations will typically have or assign a “product champion” to conduct research on solutions and manage the sales relationship.

Work Management 217

Work Management Marketing Management B2B Marketing B2B 217

Hubspot

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. Prospective buyers don’t always understand the landscape, prospects under (or over) estimate AI’s capabilities, and worries that AI could drive humans out of their role puts business leaders off AI.

Marketing AI 59

Marketing AI Hubspot Product Tips 59

Oktopost

NOVEMBER 12, 2020

LinkedIn just introduced Product Pages, a part of its ecosystem dedicated to building a trusted community of information around B2B products. To help you understand the value this new feature can bring you, let’s get a closer look at the what, why and how of LinkedIn Product Pages. What is a LinkedIn Product Page?

Peer-to-peer 129

Peer-to-peer Linkedin Top of Funnel Product 129

Salesforce Marketing Cloud

NOVEMBER 9, 2021

How frequently do customers order products? Keep in mind that only 15% of B2B buyers want to speak to a salesperson when repurchasing the same product or service. Think automated messaging that reminds buyers to reorder and artificial intelligence tools to recommend related products or services during checkout.

eCommerce 97

eCommerce Buy Marketing & Strategy B2B 97

Zoominfo

FEBRUARY 18, 2021

It’s a popular saying in business circles, but it holds true: People do business with people they know, like, and trust (especially in the business world). Whether we realize it or not, we want to buy from people we can trust. So how can you be a business that people know, like, and trust?

Business 227

Business B2B Thought Leadership Top of Funnel Conference 227

Marketing Insider Group

MARCH 24, 2021

Marketing success boils down to one thing: your audience’s trust. When you humanize your brand with authentic content, you can build the kind of trust that makes your company the go-to authority in its field. Use these tips to give your audience an experience they’ll remember – and trust.

Brand Identity 357

Brand Identity Branding Advertising Agencies Content 357

Scoop.it

DECEMBER 30, 2021

Sales productivity is a critical element of your company’s performance. Sales team productivity can be defined as a measurement of how well a sales team meets the demands of their customers, achieves their goals, and satisfies their expected outcome from working with the company they have chosen. What is Sales Productivity?

Ideal Customer Profiles 92

Ideal Customer Profiles Top of Funnel Product Lead Ranking 92

Oktopost

OCTOBER 8, 2023

To achieve these goals, nurturing strong relationships with your prospects will make all the difference in growing your pipelines and increasing your sales win rate. Many potential buyers may express interest in your product or service, but may not be ready to make a purchase right away – regardless of how compelling your pitches may be.

Top of Funnel 131

Top of Funnel Marketing Management Buyer's Journey Sales Cycle 131

Full Circle Insights

JUNE 22, 2021

Continuously increase productivity. Getting buy-in for agile marketing is part persuasion, part demonstration. If you gain buy-in, then you’re ready to make a pitch to the CFO, CEO and CRO. Build vs Buy Marketing Analytics. Getting Buy-In for Agile Marketing. Improve campaign quality on the fly.

Planning 102

Planning Lead Ranking Sales Management Marketing Attribution 102