Biznology

JUNE 27, 2018

Your voice is important when conveying a sales message. If you are selling jewelry face-to-face, you need to pay attention to the tone of your voice to close a sale. If you seem robotic–meaning, it seems like you have memorized your pitch word by word–you might just instantly kill the sale. Mind your Voice.

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Tips Custom Publishing Response Rate Education 149

Biznology

SEPTEMBER 6, 2017

They need tactical videos that support their sales and marketing content strategy. Some different styles of tactical video that provide meaningful content thoughout the technology buying team’s journey. The post Tactical video for technology sales and marketing appeared first on Biznology. Like this post?

Tactics 150

Tactics RFP Top of Funnel Video Marketing 150

Biznology

JULY 11, 2019

Effective sales funnels are the most engaging—and effective—ways to increase your business. Many businesses struggle with lead generation, qualifying leads and converting them to sales. About 73% of a business’s potential leads aren’t sales-ready. Allowing sales and marketing to work together effectively.

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Top of Funnel Sales Qualified Leads Digital Marketing Funnels Advertising Funnels 130

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? In logical order they are: Alignment to the buying stage and buyer’s needs. Creditability.

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Work Management Buy Marketing Management Process 80

Biznology

JUNE 13, 2013

But one important way you may not have thought about segmenting your audience is by where they are in the buying cycle. If you’re involved in more complex sales, be sure your content channels all make it incredibly obvious how a customer can reach out to the appropriate person to initiate the final sales process.

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Buying Cycle Buy Content Marketing Content 80

Biznology

FEBRUARY 19, 2020

Customer personas are fictional characters representing the people most likely to buy your products, visit your site or otherwise associate with what you do. Knowing about the common obstacles your customers face puts you in an optimal position to help solve them, thereby driving sales. Make Personas Ultra-Realistic.

Buyer Personas 104

Buyer Personas Business Touchpoints Paid Search Agency 104

Biznology

OCTOBER 3, 2021

Ask any sales person, “What do you want from marketing?’ I’m talking about everything that comes after the lead-to-sales handoff. I’m talking about everything that comes after the lead-to-sales handoff. Here are just three examples of areas where marketing can accelerate the existing sales and service functions: 1.

Sales Qualified Leads 171

Sales Qualified Leads Lead Scoring Lead Ranking Marketing Qualified Leads 171

Biznology

MARCH 13, 2015

Data-Driven Sales 1.0. The introduction of CRM (for sales) and now MRM (for marketing) has brought sales people out of the “information on paper and in my head” era kicking and screaming and into the age of technology and data. What these changes didn’t do was increase sales productivity. Data-Driven Sales 2.0.

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Resource Management Burn Rate B2B Sales Marketing Management 80

Biznology

OCTOBER 23, 2019

The most effective email marketing engages customers with the right messages as they move through the buying cycle. An inquiry might immediately deliver a response while queuing up your sales team for callbacks. For example, email automation tools like Mixmax can deliver personalized content to new customers after the sale.

Automation 99

Automation Marketing Automation Services Trigger Marketing Work Management 99

Biznology

AUGUST 25, 2016

Marketing is supposed to lead to sales, right? I’ve talked in the past about how you better make sure that the steps in your marketing Buyer Journey matches the phases of Sales Funnel. Market segments are often used in marketing plans to decide which groups of prospects to target, but they are also frequently used in sales plans.

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Top of Funnel Segmentation Planning Buyer's Journey 80

Biznology

MARCH 2, 2021

Capitalizing on omni-channel sales. Nowadays, though, almost every customer touchpoint is a potential sales channel. The modern customer wants and needs to buy online on their own terms, and that means buying products when and where they like. of all e-commerce sales. Mobile commerce will continue to dominate.

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eCommerce Marketing AI Lead Scoring Lead Ranking 163

Biznology

JUNE 10, 2016

Their findings show that overall, marketing has 30% more sway than sales in a typical B2B buying decision and that marketing has 27% more sway than business development. Marketing is relying on sales to make the relationships. Marketing may provide sales with content to use – but no context.

Top of Funnel 80

Top of Funnel Linkedin Paid Search Agency B2B Thought Leadership 80

Biznology

OCTOBER 27, 2017

But any sales person who is already working the account will want to know about the fresh activity. Arrange your content by buyer role and buying journey. I still run across B2B marketers who are handing inquiries off to their sales counterparts without effective qualification. Upgrade your lead qualification.

Account Based Marketing 207

Account Based Marketing Tactics B2B Marketing Lead Qualification 207

Biznology

MARCH 30, 2017

It is so much more than “let’s have a sale this week.” Or how fear, happiness, sadness, anger, anticipation and surprise beat “Buy Now” every time appeared first on Biznology. To go a step further your non-digital brand ambassadors could be empathetic, good listeners, and attentive. Like this post? Sign up for our emails here.

Lead Ranking 80

Lead Ranking Buy Advertising Agencies Branding 80

Biznology

DECEMBER 8, 2014

When you want above and beyond results from your sales team, you need to offer above and beyond compensation. Contests are a great way to engage your sales team and provide the extra push for extra performance. Here’s how you can use contests to boost your sales enablement. One way to do that is by having contests.

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B2B Sales Differentiation B2B Marketing Business to Business 80

Biznology

MARCH 3, 2022

The “Rule of Thirds” Standard for B2B Sales. Recent research from McKinsey & Company into how sales is done today identifies what they call a “rule of thirds.” B2B buying decision-makers say they are using a roughly even mix of three sales channel types at each stage of the sales process: Traditional sales, like in-person meetings.

Video Marketing 192

Video Marketing Conversion B2B Sales Rules 192

Biznology

OCTOBER 29, 2014

The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking. On reflection, I suppose I shouldn’t have been surprised, since phone-based selling is so much more efficient than hitting the road to make face-to-face sales calls. Social selling tools.

B2B Sales 80

B2B Sales B2B Marketing Enterprise Management B2B 80

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

OCTOBER 4, 2013

Sales and marketing don’t always play nicely together in the sandbox, but they need to, especially when it comes to sales enablement. This is one area where sales and marketing can really work together. Here are the top five ways to optimize your sales enablement efforts: 1. Photo credit: Anz-i. Tell your story.

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Optimization Work Management Marketing Management Copywriting 80

Biznology

OCTOBER 11, 2021

The challenge of “arming the sales team with the right content to engage and accelerate target buyers” worried only 23% of the B2B marketers who participated in the report. Personally, I think they should be more worried about B2B buyers and buying teams who are struggling to find their way in the new hybrid workplace.

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Digital Transformation Work Management Marketing Management Gartner 194

Biznology

JANUARY 4, 2017

All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs. Of those 350,000, about half—178,000—were actual sales leads.

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Validation Linkedin Sales Qualified Leads Social Marketing 180

Biznology

JULY 26, 2017

In ABM, the lines between sales and marketing blur. 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.”. Together, we merged the marketing and sales funnels.

Top of Funnel 164

Top of Funnel Account Based Marketing ABM Lead Ranking 164

Biznology

OCTOBER 24, 2013

Simply posting a blog per day won’t amount to anything if you’re not taking your customers’ sales cycles into account and adjusting your marketing strategy accordingly. What’s a sales cycle, you ask? Understanding Sales Cycles. Once your buyers are segmented, you can then assign various sales cycles. Bottom of the Funnel.

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Top of Funnel Sales Cycle Content Marketing Planning 80

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

JULY 23, 2012

If it were possible, being on every street where actual clients exist and might want to buy reflects that unreachable ideal in the real world, whereas exploiting many keywords allows exactly the same extraordinary opportunity that few exploit, even with cheaper SEO or more expensive PPC eMarketing. Getting more sales?

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SERP Copywriting Validation Emarketing 80

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

FEBRUARY 24, 2022

Let’s recall the ad sales pitch made by the trade publisher McGraw-Hill that brand awareness opens doors. Its headline: Sales starts before your salesman calls, with business publication advertising. Emotion plays a real part in business buying. But remember this old saw, “No one ever got fired for buying IBM”?

B2B Marketing 104

B2B Marketing Lead Scoring Lead Ranking Branding 104

Biznology

MAY 18, 2017

If I looked at your profile or that of your CEO or top sales people or thought leaders would I see status updates–usually in the form of automatic posting of blog articles? And, just like in the non-LinkedIn world, a vast majority of those people are going to buy eventually. Would I run across you occasionally in a group?

Social Media 143

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 143

Biznology

FEBRUARY 19, 2014

As a marketer, I’m drawn to three primary areas of interest: How to help online retailers keep pace with evolving sales channels, e.g. search landscape, social developments, mobile design, and optimization. 1) Keeping up with evolving sales channels by understanding business strengths. So what does that mean?

Top of Funnel 80

Top of Funnel SMB eCommerce Allocation 80

Biznology

JULY 7, 2021

Many B2B marketers have historically avoided broadcast advertising, due to the big buys required, and the enormous waste. Initial experiments suggest that CTV is especially good for connecting with younger audiences, the millennials and gen-Xers who are rapidly entering the buying group at your target accounts. Here are seven reasons.

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Advertisements Advertising B2B Marketing Multi-Touch Attribution 171

Biznology

DECEMBER 29, 2017

B2B sales and marketing are evolving quickly as buying behavior changes and new technologies take hold, so there’s a lot to talk about. Understanding millennial buying behavior will be key to success. End-of-the-year predictions are a dangerous business. I’ve offered tips about marketing to millennials before.

Marketing Management 199

Marketing Management Marketing AI B2B Marketing Marketing Automation Services 199

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? Roger McDonald.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Biznology

DECEMBER 28, 2016

At Audi City London sales went up 60% from the traditional Audi showroom that previously occupied the site. NETSPRESSO : Had the desire with its digital transformation to win new customers, gain a deeper understanding of its customers, and manage complex buying processes. Nespresso’s digital initiatives have proven fruitful.

Digital Transformation 184

Digital Transformation Case Study Case Studies Studies 184

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. 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

FEBRUARY 10, 2021

Sales will continue to depend heavily on digital engagement. But they’re going to need to share visual stories about product features and benefits with more members of the buying team. These nerdy videos can’t be too sales-y. Below are a few predictions from Biznology contributor Bruce McKenzie. More competitive digital selling.

Paid Search Agency 129

Paid Search Agency Consulting Demand Video Marketing 129

Biznology

AUGUST 30, 2018

“Much like sales enablement, sales organizations must focus on what we call ‘buyer enablement’ ” Gartner research indicates that two-thirds of any B2B buying journey is devoted to “gathering, processing and de-conflicting information.” Take video, for example. Like this post?

Video Marketing 120

Video Marketing Gartner Case Study Case Studies 120

Biznology

MARCH 1, 2020

Amazon Business is expected to reach $52 billion in sales by 2023, and is growing faster than its consumer side. Listen to how they want to buy from you. Selling on marketplaces means a different approach from traditional lead generation and sales enablement, in two ways, explains Liz Brohan , co-CEO of CBD Marketing in Chicago.

B2B Thought Leadership 104

B2B Thought Leadership B2B eCommerce Amazon 104