B2B Marketing Traction

MAY 22, 2012

Now that you’ve attracted qualified prospects to your brand, company, website, product or services, what do you do if they are not quite ready to buy now ? 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).

Top of Funnel 100

Top of Funnel Buyer Personas B2B Buying Cycle 100

B2B Marketing Traction

JUNE 9, 2011

Because of the focus on the buyer, a new term and a new activity has emerged in marketing today – lead nurturing. Lead nurturing is how marketing supports the buyer through the buy cycle and the four stages of awareness, information, assurance and loyalty. See the difference?

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

Marketing must not only attract new prospects but also provide information and content for sales to convert them to customers. Recent surveys show that as much as 57% of the buying decision is done before buyers contact sales ( CEB Study of 1400 Customers ). The need for marketing to work with sales is more important than ever.

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. If they do something that is related to a product or service that you offer, they may be a qualified prospect. You got traffic, but did you get results? Connections. Conversions.

Traffic 100

Traffic Marketing Websites Buying Cycle Urgency Marketing 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

B2B Marketing Traction

MARCH 26, 2010

Using Twitter can help B2B marketers reduce “time-to-trust” with prospective customers. When prospective customers follow you on Twitter, you are increasing your touch points with them. Twitter extends your reach and puts you in front of prospects with value-add statements that support their buying cycle on a regular basis.

Trust Marketing 100

Trust Marketing Twitter Buying Cycle Paid Search Agency 100