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Passive vs. Active Marketing: Are Your Relying on the Wrong Type of Marketing?

eMarketing Strategist

The problem with passive marketing is that your sales depend on people you don’t know taking action. It’s realistic to expect customers to search for what you’re selling, click on your website and buy something if you sell physical products such as shoes, tech toys or books. However, high-end services such as coaching and consulting have a very different sales cycle.

Passive vs. Active Marketing: Are Your Relying on the Wrong Type of Marketing?

eMarketing Strategist

The problem with passive marketing is that your sales depend on people you don’t know taking action. It’s realistic to expect customers to search for what you’re selling, click on your website and buy something if you sell physical products such as shoes, tech toys or books. However, high-end services such as coaching and consulting have a very different sales cycle.

Passive vs. Active Marketing: Are Your Relying on the Wrong Type of Marketing?

eMarketing Strategist

The problem with passive marketing is that your sales depend on people you don’t know taking action. It’s realistic to expect customers to search for what you’re selling, click on your website and buy something if you sell physical products such as shoes, tech toys or books. However, high-end services such as coaching and consulting have a very different sales cycle. You Need Active Marketing when You Have a Long Sales Cycle. These days many prospects don’t want a sales call, instead opting to educate themselves at their own pace and interest. You do!

Vegetables vs. Dessert: How to Write an Info Product that Sells

eMarketing Strategist

The answers will also come in handy when it’s time to write the sales copy which is easily the hardest part of the whole process. hate to break it to you but until you can demonstrate why they need their vegetables, they’ll buy dessert first every time. Ultimately, the purpose of SEO is to get people to buy your service or product. Considering that key phrase research is literally the “key” to making sales online, you’d think people would rush to buy an info product that showed them how to do key phrase research. Go Light on Theory. Vegetables versus Dessert.

Content Methodology: A Best Practices Report

with strong content processes, measurement tools, and enterprise-wide buy-in. Content serves as a powerful tool for sales. Sales staff are. experimental initiative at most brands, buy-in from the bosses is key to success. industry metrics such as sales and leads, or. personas at each stage of their journey through the sales funnel. Content. Definition II.

Vegetables vs. Dessert: How to Write an Info Product that Sells

eMarketing Strategist

The answers will also come in handy when it’s time to write the sales copy which is easily the hardest part of the whole process. hate to break it to you but until you can demonstrate why they need their vegetables, they’ll buy dessert first every time. Ultimately, the purpose of SEO is to get people to buy your service or product. Considering that key phrase research is literally the “key” to making sales online, you’d think people would rush to buy an info product that showed them how to do key phrase research. Go Light on Theory. Vegetables versus Dessert.

Vegetables vs. Dessert: How to Write an Info Product that Sells

eMarketing Strategist

The answers will also come in handy when it’s time to write the sales copy which is easily the hardest part of the whole process. hate to break it to you but until you can demonstrate why they need their vegetables, they’ll buy dessert first every time. Ultimately, the purpose of SEO is to get people to buy your service or product. Considering that key phrase research is literally the “key” to making sales online, you’d think people would rush to buy an info product that showed them how to do key phrase research. Go Light on Theory. Vegetables versus Dessert.

Vegetables vs. Dessert: How to Write an Info Product that Sells

eMarketing Strategist

The answers will also come in handy when it’s time to write the sales copy which is easily the hardest part of the whole process. hate to break it to you but until you can demonstrate why they need their vegetables, they’ll buy dessert first every time. Ultimately, the purpose of SEO is to get people to buy your service or product. Considering that key phrase research is literally the “key” to making sales online, you’d think people would rush to buy an info product that showed them how to do key phrase research. Go Light on Theory. Vegetables versus Dessert.

Who’s Tracking You Online?

eMarketing Strategist

Although most information gathering is designed to determine buying preferences, there are concerns about the types of info being gathered. They assume that if they know your interests and they target ads to your interests, it will increase the chance that you will buy something. When you look at your Google Analytics data, you don’t know who visited your site but you do get valuable information that in aggregate helps you fine tune your website and hopefully increase sales. There are 2 types of tracking software: Cookies and Beacons. Cookies can’t do that.

Who’s Tracking You Online?

eMarketing Strategist

Although most information gathering is designed to determine buying preferences, there are concerns about the types of info being gathered. They assume that if they know your interests and they target ads to your interests, it will increase the chance that you will buy something. When you look at your Google Analytics data, you don’t know who visited your site but you do get valuable information that in aggregate helps you fine tune your website and hopefully increase sales. There are 2 types of tracking software: Cookies and Beacons. Cookies can’t do that.

Mapping Buying Experiences: Creating Growth Through Aligning With Buyer Goals

Tony Zambito

In order to learn how to create distinctive buying experiences, businesses are embracing new means and approaches. While in B2B marketplaces, these approaches may represent first-time efforts brought on by rapid changes in digital technologies and buying behaviors. Missing significant shifts in how buying, in general, is being redefined. Understanding Buyer Interactions Matter.

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Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Winning Executive Buy-In for Martech Investments

Captora

They’re responsible for prospecting, nurturing leads, supporting sales development, winning loyalty after the sale, and turning loyal customers into advocates. You don’t need to buy a new platform every time the analysts declare a “paradigm shift,” but you should be aware of the weaknesses in your strategy, opportunities for growth, and how a given tool might offer a solution.

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Buying Triggers and Why They Matter

ANNUITAS

As consumers, if we are not in an active buying cycle, we are in a passive buying cycle. Like it or not, in the course of our daily lives we are exposed to and consume so much information and content that buying something or acquiring something including experiences, goods, food or resources is always on our mind. Understanding the triggers –. External or internal triggers-.

Winning Executive Buy-In for Martech Investments

Captora

They’re responsible for prospecting, nurturing leads, supporting sales development, winning loyalty after the sale, and turning loyal customers into advocates. You don’t need to buy a new platform every time the analysts declare a “paradigm shift,” but you should be aware of the weaknesses in your strategy, opportunities for growth, and how a given tool might offer a solution.

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B2B Email Lists Buy Guide

Lead411

Are you looking to buy a b2b email list for sales & marketing, but want to make sure you receive high quality data? Not opt-in lists, but actually had lists for sale. Best Practices for Buying Email Lists. Most companies or their sales staff will try to send you the records they most recently updated. Which is scary! Quality Email Lists Are Not Cheap.

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Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

help sales close deals, and B2B buyers prefer to. what sales and marketing claim. nature of business buying make advocate marketing not simply a way to harvest buyer goodwill, but also a fundamental ingredient to creating lasting relationships. “We have been a provider of nonprofit fundraising solutions for 30 years. when marketing sees them simply as sales support.

Sales Lead Management Leads to the Most Efficient Media Buy

ViewPoint

Sales Leads Sales & Marketing Management Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed. And lead management has told these winners where to spend their marketing dollars.

New Report: Improve The B2B Buying Process With Social Proof Marketing

Influitive b2b

In fact, the 2015 B2B Buyer’s Survey Report (sponsored by DemandBase and Demand Gen Report), found the top three resources that buyers rely on when researching potential vendors were: In addition, access to all of this information is making the buying cycle longer. Content marketing drives a lot of buying decisions—86% of respondents review vendor-focused content when making decisions.

Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

This is: Marketing and Sales Overly Focused On the Buyer’s Journey :  This approach has come into vogue the past 2-3 years.  These are: Research and develop informing goal-directed buyer personas :  Researching and identifying the goals and goal-directed behaviors influencing choices and buying decisions will serve as a guide on how to engage buyers.  by Juan Pablo Bravo.

Matching Webinar Content to the Buying Cycle

It's All About Revenue

As prospects increasingly self-educate through the buying cycle, webinars have become a primary source of information that buyers turn to before making a purchase decision. And the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and lead nurturing and cross-selling and upselling. This post is Part 1 of a 2-part series.

B2B Marketing Trends for 2016

Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Focus marketing and sales resources within chosen vertical.

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

What motivates your prospects to buy from you? But motivation is arguably the strongest reason people buy something. Sales Leads B2B marketing Email marketing lead generation value proposition Tweet One day at the office, I decided to put a dollar bill on my cubicle wall. When people walked by, they would ask why I was putting money on my wall. Change drives growth.

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Top 3 Media Buying Mistakes B2B Marketers Make

Digital B2B Marketing

He recently joined Business Insider as the Sales Director for the Southeast, after a number of years with CBSi, parent to B2B technology focused properties ZDNet and TechRepublic (among others). Is your buy really big enough to meaningfully sway perception when your competitors aren’t just sitting silent? Jumping Straight to Sales. Toby is one of those guys. Content.

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So You Think You Know The Customer’s Buying Process?

Buyer Insights

However, in winning the sale it is important to look beyond the buying decision to see the customer's broader business and procurement goals. Buying Process Featured Buying Decision Buying Research Procure To Pay Cycle Procurement Process Sales ProcessSellers are naturally focused on the purchase order.

B2B Sales Acceleration: How to Help Buyers Buy

3D2B

B2B sales acceleration is all about closing more deals faster. There are, of course, many technologies that accelerate sales, but there’s one that you may not have considered. According to an article in Forbes by Ken Krogue , one of the keys to sales acceleration is to pick up the phone. Inside sales programs slash the sales cycle by more than 50 percent!

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B2B Marketing Trends for 2016

Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Focus marketing and sales resources within chosen vertical.

4 Ways The B2B Buying Process Has Changed in 2015

Crimson Marketing

Improving and creating effective marketing strategy means marketers need to thoroughly understand the B2B buying process and how it is evolving. Let’s explore the four key ways B2B buying is changing: 1. The Buying Process Is Growing More Complex. B2B buyers…find their buying decisions influenced by information from hundreds of different sources. As

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), 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.” If you’re wondering what kinds of content helps progress leads further faster, ask your sales team. It’s about progression.

How B2B CMOs Can Achieve Customer-Centric Marketing With Buyer Personas

Tony Zambito

Personas can be insightful and informative towards decisions on designing user experiences, customer experiences, formulating marketing strategies, developing sales enablement programs, and devising content strategies. Particularly in strong sales-driven cultures. And, B2B CMOs need to get the buy-in on all levels. by Matt Brooks. Strengthening The Common View Of Customers.

3 Steps for Gaining Executive Buy-In for Marketing Automation

Salesfusion

Gaining executive buy-in for any new technology is not unlike pitching an idea in the shark tank. Marketing automation can support those initiatives by helping you drive more qualified leads, increase lead conversions and improve the hand off of leads between marketing and sales. The post 3 Steps for Gaining Executive Buy-In for Marketing Automation appeared first on Salesfusion.

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B2B Marketing Trends for 2016

Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Focus marketing and sales resources within chosen vertical.

Turn B2B Buying Into a Social Experience

Tony Zambito

B2B marketing and sales has lived in a neat framework centered on the purchase transaction.    In others, there has been a mix of complex buying and selling cycles put into play to ultimately reach a purchase transaction.    In essence, this transformation is creating a mandate for B2B companies to adjust their approach to marketing and sales accordingly. 

SiriusDecisions Summit 2015: The Un-Death of B2B Sales

ANNUITAS

In fact to borrow a graphic from Jeff Lash’s post, here’s how we felt: For years (four long years to be exact) we’ve heard, read and repeated in every presentation we’ve prepared that 67% of the buying process happens online. We’ve done the same with another statistic saying that 57% of the buying journey is complete before customers ever make their first contact with a potential supplier.

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List Buying: 6 tips for buying the most effective lead list

B2B Lead Generation Blog

Tweet Editor’s Note: Buy, build or both? In this final blog post in the series (check out the previous posts here: “ List Buying: 3 reasons why this tactic can be deadly for marketers ” and “ Buy, Build or Both Part 2: The basics of list building ,”   Brian Carroll provides tips for effective list buying if you choose to go that route. Me neither. Number of employees.

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The 21st Century Buying Experience: Say Farewell to the Sales Cycle

CMO Essentials

Do you remember buying a car in the pre-digital age? This begins with the “hidden sales cycle” and carrying through the intertwined marketing, sales, and service stages of the relationship lifecycle. Figure I: Leaders Anticipate and Influence the Hidden Sales Cycle. My, how times have changed. Changing of the Guard: Who’s the New Boss?

How To Convince Your Boss to Buy Marketing Automation

Fearless Competitor

But one caveat – marketing automation software alone does not address the sales lead problems your salespeople are having. Frankly, far too many companies are buying marketing automation and simply using it to send email campaigns. This is why companies such as the sales lead generation company  Find New Customers is booming today. Thanks, Lauren. Tie into goals and KPIs.

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Google Buy Button: Retailer’s Boon or Devil’s Bargain?

Synecore

In a much anticipated move, Google is apparently preparing to incorporate buy buttons within some of its sponsored search ads on mobile devices. So how exactly will the Google buy button work? Buy buttons will not appear in organic search results. In essence, Google is agreeing to pass along the fruits of the sale as long as it (Google) controls the means of its reproduction.

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To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. The responsibility for addressing prospects’ needs remains a major part of the sales job.

Experiential Buying Behavior Takes B2B Center Stage

Tony Zambito

In my previous article, Enhance the Buyer Experience with Intelligent Engagement , I referenced a trend I called Experiential Buying.    Buyer behaviors in B2B marketplaces are shifting tremendously towards more holistic experiential expectations that defy the conventional straight re-buy, modified re-buy, and new buy behaviors of the past. 

Can Your Sales Reps Handle these Four Key Buying Objections?

The ROI Guy

The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. They want to buy, but want proof. Alinean b2b selling Buyers Journey Jim Ninivaggi objections Pisello Sales Enablement SiriusDecisions Value Messaging Value Selling Why Change?

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Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. “Scientists discover rare weight loss “Wonder Herb.&#. I’m sure you don’t buy that. Want to hear what it’s really like to buy marketing automation? We hope you enjoy it.

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The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?

B2B Lead Generation Blog

Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time. We are very well aware of the importance of timeliness for marketers who are struggling to optimize their sales and marketing funnels.

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