Remove prospect sales
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People Don’t Read Your White Papers. Who Cares?

The Point

This functionality not only generates additional insights for marketers as to just how much of their content prospects are actually reading, but also enables more sophisticated lead qualification methods, for example: granting higher lead scores when an individual prospect reads more than say, 80 percent of a white paper.

Paper 193
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LinkedIn Responsiveness Drops 44% – Why Businesses Are Losing the Social Selling Game

Marketing Insider Group

LinkedIn’s State of Sales Report shows that 44% of sales and marketing teams are seeing a significant drop in responsiveness to social and email messaging. So, why are sales and marketing teams challenged to build strong social relationships so they can overcome sales plateaus, sales drops, and sales troughs?

Insiders

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Content Marketing Tactics to Overcome ABM Hurdles

ClearVoice

Personalization Challenges Successful ABM campaigns depend on personalized communication tailored to each prospect’s specific needs. Share examples pertaining to situations and problems your prospects already know. Sharing relevant data points and case studies. ” Providing relatable, real-world examples.

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Decoding Customers: B2B Buyer Personas Advanced Insight Strategies

FunnelEnvy

Studies prove that B2B prospects now prefer a digital buying journey over sales calls. Understanding your target audience is more important than ever for lead generation and improving the ROI of marketing and sales. This shift towards remote and automated sales is becoming increasingly common.

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8 Questions to Help You Decide if Your Content is Good Enough

The Point

The best demand generation campaigns start with content that your prospects want. Does the topic help to qualify the prospect as someone suffering from a problem or pain point your product/service can solve? Personally, I’ve seen some white papers continue to generate leads year after year with only minor updates.

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B2B Is Not an Industry: Here’s Why

BOP Design

No matter what the industry under the B2B umbrella, there are unique characteristics of the B2B marketing and sales process and this will be outlined below. B2B marketing is unique because it typically involves multiple decision-makers, a longer sales cycle, and higher-priced products or services (compared to B2C).

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A Nurture Strategy for Content Syndication Leads

The Point

I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low. Quality content = quality leads.