Adobe Experience Cloud Blog

OCTOBER 21, 2016

As much as two-thirds of B2B deals are lost before a formal request for proposal (RFP) process even begins. The case is clear that it’s time to build evidence-based sales processes and practices that are suitable for rising buyer expectations, rather than relying on gut instincts. The result?

Buying Cycle 48

Buying Cycle Buy B2B Thought Leadership Account Based Marketing 48

Industrial Marketing Today

MAY 5, 2010

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Your online content needs to play a much more active role in moving site visitors along in his/her buy decision. Ardath Albee, CEO of Marketing Interactions, Inc.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

ANNUITAS

AUGUST 28, 2012

Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. If this is the case, one has to wonder why many organizations (especially sales people) still want to include BANT as part of their early stage lead qualification criteria? Group Thinking.

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. If this is the case, one has to wonder why many organizations (especially sales people) still want to include BANT as part of their early stage lead qualification criteria? Group Thinking.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

Adobe Experience Cloud Blog

JUNE 13, 2011

by Jon Miller Last month I participated in a webinar on Adding the Human Touch into Your Lead Nurturing with Brian Carroll, author of Lead Generation for the Complex Sale and the “godfather” of lead nurturing. We generate leads from 20% of the qualified prospects we nurture in any given 12-month period, but only 6.5%

Lead Nurturing 48

Lead Nurturing Sales Management Top of Funnel B2B Sales 48

Hinge Marketing

AUGUST 12, 2015

And to encourage your firm's website visitors to deepen their engagement with you and move through the buying journey, you need a variety of calls-to-action (CTAs) throughout your site. Each offer should cater to prospects at different stages of the sales cycle, serving as guideposts along the conversion path.

Top of Funnel 48

Top of Funnel Marketing Websites Sales Qualified Leads Lead Scoring 48