Scoop.it

OCTOBER 29, 2019

Because many organizations don’t understand why sales reps need content and what types of content to provide them to help them win more deals. This same research reports that 60% don’t want to talk with sales reps for access to information. This is known as content for sales enablement. What Is Content for Sales Enablement.

Top of Funnel 53

Top of Funnel Buyer Personas Content B2B Thought Leadership 53

The Point

NOVEMBER 15, 2010

Verticals are often the first place marketers look when segmenting a lead nurturing program, but sometimes that priority is misguided. A new, industry-specific case study can make tailoring emails to that sector worthwhile. One method is to look at prospect behavior, such as which Web pages he/she visited.

Lead Nurturing 100

Lead Nurturing Segmentation Sales Qualified Leads Campaigns 100

SmartBug Media

JANUARY 30, 2020

Maintaining alignment between marketing, branding, and sales is crucial in every company, but it’s even more important in working with partners because companies might not have direct contact with the end user. The rise of cloud solutions has led to the boom of channel sales. Keep in mind that your partners represent you.

Paid Content 95

Paid Content Advertising Channels Advertising Agencies Branding 95

ViewPoint

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Your website The source of your cheapest and most qualified sales leads is right at your fingertips: your company website.

B to B 120

B to B netFactor Media SEM 120

The Effective Marketer

MARCH 22, 2012

There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. Create (generation of “original” demand, focusing on quality, i.e. generating a better lead for sales). Accelerate (help sales move deals more quickly through the pipeline).

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

Launch Marketing

JULY 11, 2017

Marketing efforts are thus more personalized to the individual prospects and can lead to higher conversion rates. Focus on those accounts as well as consider tapping into verticals or markets that you have not reached out to. Closely align AMB efforts to those prospects that will benefit from using your products or services.

Account Based Marketing 48

Account Based Marketing Top of Funnel Enterprise Management Marketing & Strategy 48

Industrial Marketing Today

JUNE 29, 2010

Relevant marketing content – key to thought leadership Positioning your company as a thought leader is critical in complex technical sales that have long buying cycles with many decision makers involved. We are all used to seeing case studies and they are powerful marketing content. Get Engineers Can Sell white paper now.

Relevance 60

Relevance B2B Marketing Web 2.0 Branding 60

Adobe Experience Cloud Blog

JANUARY 20, 2010

Marketers have changed the way they handle online demand generation by using thought leadership like white papers, surveys and videos to drive interest in their industry or solution. But for many companies, leads from these inbound methods don’t necessarily mean an increase in potential sales opportunities.

Sales Qualified Leads 48

Sales Qualified Leads Lead Scoring Lead Ranking Leads 48

Industrial Marketing Today

JULY 23, 2010

Build a library of various content assets such as published articles, white papers, online demos, webinars, videos, technical specifications, datasheets, case studies and customer testimonials. The same holds true for video white papers. Video testimonials are far more credible and impactful than plain text.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Marketing Craftmanship

MARCH 27, 2013

The original purpose of white papers as a B2B marketing tactic was to produce objective information, packaged as quasi-academic research, that might validate a company’s or product’s value proposition. White papers jumped the shark when they became paid content.

Paper 100

Paper Paid Search Agency Advertorials Allocation 100

Terminus

FEBRUARY 14, 2019

Nobody likes to be sold to, not even sales reps. I don’t know about you, but I don’t think it’s because of luck that all-star marketing and sales teams become successful by knowing all the bells and whistles of their product. If appropriate, you might even send a white paper or case study of a customer that experienced a similar issue.

Account Based Marketing 25

Account Based Marketing ABM Marketing Management Trust Marketing 25

Online Marketing Institute

DECEMBER 23, 2010

Because IBM understands that their prospects are using Twitter and looking to connect with experts. American Express developed the OPEN Forum to bring businesses together, and by providing a place to do so theyve brought their prospective customers under one virtual roof. IBM employees are encouraged to become Twitter-holics.

Work Management 40

Work Management Social Media Social Marketing B2B Marketing 40

Online Marketing Institute

NOVEMBER 10, 2010

As such, it’s a real-time extension of your business culture, your marketing and sales department, your help desk, and your HR department – to name only a few functions. Yet too often B2B websites are full of goobledygook language such as, “We’re the leaders in providing scalable integrated digital gizmos for industry verticals.”

Paid Search Agency 40

Paid Search Agency Marketing Websites Companies B2B 40

ClearVoice

MARCH 19, 2020

Everything from SEO research and engagement tracking, to blogging and white paper writing, are included in a content plan. Everything from SEO research and engagement tracking, to blogging and white paper writing, are included in a content plan. 2 white papers (one every 6 months). 2 additional white papers.

Marketing Budget Creation 101

Marketing Budget Creation Sample Planning Top of Funnel 101

Sword and the Script | B2B

DECEMBER 28, 2022

B2B prospects want published pricing. According to a study by McKinsey, 68% want prices published online without negotiation. It takes one less piece of friction out of your sales process.”. The top complaints B2B marekting and sales have about each other. Only 5% said they have less influence. One question stood out.

PR 75

PR Trust Marketing Stats B2B Marketing 75

ClearVoice

JUNE 21, 2022

Or perhaps you’re looking to double your sales? On the other hand, case studies, reviews, and testimonials will do wonders for readers in the decision stage. Interest: Case studies, product comparisons, tutorials, and reviews. 2 white papers (one every 6 months). Ongoing SERP reporting.

Sample 52

Sample Marketing Budget Creation Planning Top of Funnel 52

ViewPoint

MAY 5, 2015

It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. However, the welcome email should do far more than alert your prospect that he’s now subscribed to some type of service. This year I've been talking a lot about Nurturing. Retargeting.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

Seismic

MAY 11, 2022

Under our current messaging framework, this would read something like this: The true mark of an effective sales enablement strategy is growth. In order to be successful, sales reps need engaging collateral to share with buyers at every stage of the buyer journey. Examples of Sales Collateral. White Papers.

Top of Funnel 52

Top of Funnel Examples Case Studies Case Study 52

The ROI Guy

MAY 4, 2006

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? in 2006, with annual growth in software sales leading the way at 7.0%. How is IT spending changing for small and medium enterprises?

Marketing Budget 40

Marketing Budget Budget Programs Advertising Agencies SMB 40

Televerde

AUGUST 30, 2021

To effectively move potential buyers through the decision process and convert them into sales, B2B companies need to tap into the influencing factors behind buyer decisions. It’s not as easy as analyzing your sales reports or targeting prospects in your industry. 7 Factors that Influence the Purchase Decision Process.

B2B 86

B2B B2B Sales Training B2B Marketing 86

SnapApp

DECEMBER 4, 2017

Creating longer blog posts often means devoting more attention to high-quality content that translates into eventual sales. . . #2. 76% of B2B marketers blog, and 73% publish case studies - Content Marketing Institute. . . Takeaway : The point of content marketing is to generate sales-ready leads, right?

Paid Content 122

Paid Content Top of Funnel Stats Marketing Budget 122

SmartBug Media

NOVEMBER 15, 2019

This unique vertical requires the best marketing tactics needed to meet revenue goals specific to each company and audience. Share specific stories about how your SaaS offering solved major problems and make case studies come to life with anecdotal information about solutions, with titles built around keywords your audience is searching for.

Inbound Marketing 69

Inbound Marketing Paid Search Agency Marketing Automation Services Companies 69

Terminus

MARCH 29, 2021

Sales teams manage a lot of different factors these days. Some are new, fresh challenges , and some old, but all part of a pretty delicate balancing act they’ve got to keep afloat to make the sale. But they’re not alone in this “battle” — marketing should be fighting right alongside them, with just as much of a stake in each sale.

Work Management 45

Work Management Marketing Management Intent Data Paid Search Agency 45

Brightedge

JANUARY 13, 2020

Learn more about VSO or Vertical Search Optimization. Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing. Read a Twitter case study white paper. Make sure your salespeople invite their warm prospects to the event. By Steve Krug.

Paid Content 122

Paid Content Planning Paid Search Agency Advertising Agencies 122

Sage Marketing

FEBRUARY 24, 2021

Long gone are those days when your Sales team would hit the trade shows floor to meet prospects for a friendly chat. take a look at the market benchmarks and what your business is generating today in terms of website leads, sales revenue etc. Are you positive you can use the same messaging for all verticals?

Paid Content 95

Paid Content Marketing Strategy Marketing & Strategy Webinar Metrics 95

SnapApp

JUNE 2, 2017

These ideas can be used in any vertical, and can be largely created with content you already have – repurposing pillar assets like white papers, ebooks, videos, blogs, infographics, and the like into smaller, more engaging content pieces. . . Case Studies. Paid Media. Landing Pages. back to top. .

Interactive Marketing 101

Interactive Marketing Top of Funnel Webinar Metrics Sales Management 101

Vidyard

JANUARY 5, 2017

Rather than just tout the amazing blessings of account based marketing — and believe me, there are many — she dove deep into how Marketo uses ABM to drive prospects through every stage of the pipeline, why personalization is the real key to success, and more importantly, how you can apply this strategy to your own ABM efforts.

Sales Management 67

Sales Management Account Based Marketing Top of Funnel Marketing Funnels 67

SnapApp

APRIL 25, 2018

If the CEO is talking about the product in one way, marketing is banging out something different and sales is over in the corner telling its own story, that dilutes the strength of your message and brand. Marketing, sales, and customer success teams have to evolve. What's your biggest challenge as a B2B tech marketer?

B2B Marketing 91

B2B Marketing Work Management Enterprise Management Marketing Management 91

SnapApp

APRIL 25, 2018

If the CEO is talking about the product in one way, marketing is banging out something different and sales is over in the corner telling its own story, that dilutes the strength of your message and brand. Marketing, sales, and customer success teams have to evolve. What’s your biggest challenge as a B2B tech marketer?

B2B Marketing 91

B2B Marketing Work Management Enterprise Management Marketing Management 91

SWZD

OCTOBER 16, 2019

I realized my role at Mercer means much more than just an effective white paper, or a webinar, or doing something innovative online. We like to use a lot of client case studies.”. Jeanniey described Collective[i] further: “They are like Waze for sales teams. We have 2 different general strategies.

Enterprise Management 48

Enterprise Management B2B Thought Leadership Thought Leadership Work Management 48

Single Grain

AUGUST 6, 2019

Stages in the Sales Funnel. Qualifying Leads in Your Sales Funnel. You can do this by creating SEO-friendly content, publishing white papers and getting backlinks. This post has been updated for 2019. Enjoy! . What Is a Marketing Funnel? Example 1 : A Not-so-effective Marketing Funnel. Stage #2 – Information Search.

Top of Funnel 112

Top of Funnel Marketing Funnels Marketing Qualified Leads Paid Content 112

Online Marketing Institute

JUNE 22, 2009

Home > Our blog HOME | RSS FEEDS | SITEMAP | CLIENT ZONE | CONTACT US Our blog About Velocity Our clients What we do Who we are Recent posts The white paper is dead…or is it? A few people were so incensed they contacted me to say I was talking nonsense. Zillions of blog posts.

Paid Search Agency 40

Paid Search Agency Demand Generation Agencies Advertising Agencies B2B Marketing 40

ClearVoice

APRIL 9, 2020

From articles and podcasts, to infographics and white papers, there are dozens of content types available to marketers to reach their target audiences, keep their editorial presence fresh and align with the needs of their consumer base. Let’s take that case study you worked so hard on last quarter. Case studies.

Top of Funnel 119

Top of Funnel Inbound Marketing Paid Search Agency Work Management 119

SnapApp

JULY 7, 2017

61% of B2B marketers send all leads directly to sales; however, only 27% of those leads will be qualified (MarketingSherpa). A colossal waste of time and resources spent trying to sell to prospects that have no real need, or desire to buy from you. And, in this case, “more isn’t merrier”. Interactive Quiz Case Study.

Sales Qualified Leads 118

Sales Qualified Leads Top of Funnel High Quality Lead Paid Content 118

WebMarketCentral

OCTOBER 8, 2008

Search Engine Optimization (SEO ) Since (ballpark figures) 75% of b2b buyers use search engines to research vendors when making a purchase decision, and 75% of clicks are on organic search results rather than paid links , SEO alone has the potential to expose your company to half of all sales prospects.

Paid Content 20

Paid Content Planning Marketing Budget Creation Cost Per Thousand 20

Single Grain

SEPTEMBER 7, 2023

So, you’re trying to grow your B2B business with big-ticket deals, but you’re having trouble cultivating the right content that converts the prospects you need. You may have tried this approach yourself, creating flashy infographics or punchy articles with the latest hot take about your vertical, all in the hope of getting noticed.

Top of Funnel 52

Top of Funnel Tips Viral Marketing Content 52

Hubspot

JULY 10, 2018

Facebook Lead Ad lets your prospects sign up for your offer inside the social media mobile interface. Case #1: Use of scarcity and exclusivity. For instance, in SaaS, a highly competitive industry across verticals, AdWords bidding is highly competitive, so you need to target a lot of relevant keywords. Convert traffic to leads.

Paid Content 95

Paid Content Lead Ranking Lead Scoring Lead Gen 95