B2B Marketing Traction

JUNE 9, 2011

Buyers want information about products and services when they want or need to buy something. Because of the focus on the buyer, a new term and a new activity has emerged in marketing today – lead nurturing. Buyers are in control. See the difference? Photo from Flickr, Some rights reserved by Katherine_Davis.

Lead Nurturing 100

Lead Nurturing Telemarketing Leads Lead 100

B2B Marketing Traction

APRIL 26, 2013

The days of marketing handing off leads to sales and retreating to their creative, lead gen marketing silo are over. Buying cycle, you say? Yes, the buying cycle. Yes, the buying cycle. Now marketing must provide content and information online where their prospective buyers go.

CRM 100

CRM Buying Cycle CMO Lead Gen 100

B2B Marketing Traction

NOVEMBER 7, 2014

Now marketing and sales have to understand the business drivers behind decisions to buy their solution, monitor activity, determine where in the buying cycle a prospect is and deliver the right messages and content to build trust and credibility. A lot more is going on for a much longer time period.

Buyer Personas 100

Buyer Personas B2B Sales B2B Marketing B2B 100

B2B Marketing Traction

OCTOBER 4, 2011

Now it’s time to invest in great content and a system for nurturing the qualified leads you get from your website and converting them to customers. You can email them more information, connect to them on social media and offer more valuable content, perhaps – at a strategic point in their buy cycle – you can call them.

Traffic 100

Traffic Marketing Websites Buying Cycle Urgency Marketing 100

B2B Marketing Traction

OCTOBER 17, 2011

“ Your marketing budget does depend on a variety of factors, including your lead generation return rates and lead-to-buyer conversion rates. If you understand your buyer’s buy cycle, you can calculate exactly what you need to spend in order to generate the revenues you need. Yes, marketing can be scientific!

Marketing Budget Creation 100

Marketing Budget Creation Marketing Budget Spending Planning 100

B2B Marketing Traction

MAY 22, 2012

Engage your B2B prospects that are the middle of the buying cycle. The engagement step is the middle of the buying funnel, or MOFU (middle of funnel). More credible touch points lead to response compression ( read my previous post on this ), which makes you top of mind with prospective buyers.

Top of Funnel 100

Top of Funnel Buyer Personas B2B Buying Cycle 100

B2B Marketing Traction

JANUARY 17, 2013

Using social media creating brand awareness has crossed the chasm, but has the more sophisticated use of it for lead nurturing and converting prospects to customers crossed? I think getting businesses to use social media to move buyers through the buying cycle is still a challenge for B2B social media experts.

Social Media 100

Social Media Social Marketing B2B Marketing Media 100