The Point

DECEMBER 15, 2020

. * The precise amount of time before suspending or removing non-responsive leads can vary based on a company’s sales cycle, brand awareness, list source, or frequency of contact. Companies with a very aggressive (frequent) cadence of emails often have shorter timeframes before they remove those contacts from circulation.

Lead Scoring 162

Lead Scoring Lead Ranking Leads Lead 162

The Point

AUGUST 25, 2020

Contact Data. – To what extent do you have contact data already in place for target personas within target accounts? What information do you have on those contacts and when was the data last updated? Account Tiers. – Is the Target Account List separated into tiers? How are those tiers defined?

Ideal Customer Profiles 147

Ideal Customer Profiles Account Based Marketing ABM Lead Ranking 147

The Point

OCTOBER 8, 2020

I just try my darndest to make sure that we’re the agency people contact when they’re ready to do so. And being the company that buyers contact when they have a need, whenever that might be. I am not convincing people that they need to hire an agency. What does that translate to, tactically speaking?

Demand Generation Agencies 173

Demand Generation Agencies Paid Search Agency Advertising Agencies Marketing Agencies 1 173

The Point

JANUARY 17, 2019

At this particular company, all leads flowed first to a team of Sales Development Reps (SDRs), and were required to be contacted and qualified by that team before proceeding further along the funnel. During the audit, it became quickly apparent that one of the major issues was at the very front end of the lead qualification process.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

The Point

JUNE 25, 2019

If your database is plagued with duplicates, or if your leads and contacts aren’t consistently associated with the correct accounts, it will be difficult, to say the least, to consolidate the data needed for an accurate attribution picture when a sale is made. * What do your leads and accounts look like?

Marketing Attribution 242

Marketing Attribution Work Management Marketing Management Marketing Automation Services 242

The Point

JUNE 24, 2022

Buyers are not only contacting sales reps less often (in this year’s survey, they dropped out of the top five most commonly used resources), but sales engagement is also being pushed later and later down the funnel. Key Finding 2: Buyers leverage sales reps for information less (and later) than ever.

Top of Funnel 130

Top of Funnel Cold Calling B2B Demand Generation 130

The Point

SEPTEMBER 21, 2017

Provide a checkbox on the registration form to request immediate sales contact; or. Provide a means to contact sales on the thank you page or in the fulfillment email that is sent to the prospect upon completing the registration form.

Lead Nurturing 224

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 224

The Point

FEBRUARY 28, 2023

To learn how we work with channel partners looking to maximize their use of MDF funds, contact us to schedule a free consultation with our BD team. Spear Marketing Group is a full-service B2B agency and authorized agency partner for a number of leading technology suppliers.

Demand Generation Agencies 147

Demand Generation Agencies Advertising Agencies CMS Development Work Management 147

The Point

JUNE 20, 2018

Develop a multi-touch, multi-channel campaign to market to those account contacts with display ads, nurture emails, and a meeting-setter direct mail campaign. Create alerts and a sales outreach strategy for salespeople to go after engaged contacts, and voila: an “ABM-ish” target account campaign.

Account Based Marketing 168

Account Based Marketing ABM Multi-Channel CPL 168

The Point

MAY 17, 2021

Marketers are often under pressure to evaluate lead gen programs very quickly, often within weeks, and to declare success (or failure) based on the rate at which those contacts convert to sales-ready leads and pipeline, even if the average sales cycle for their product is weeks or months longer than the window of measurement.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

The Point

OCTOBER 15, 2019

That doesn’t mean that an inbound strategy should be abandoned entirely in favor of ABM at the first sign of leads that don’t convert.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

The Point

FEBRUARY 27, 2018

In plain terms, that means if you do business in Europe, market into Europe, or simply have European contacts in your marketing database, GDPR applies to you. Simply cloning your CASL program for EU leads and contacts will give you a great starting point for building out a GDPR program.

Privacy Policies 231

Privacy Policies Marketing Automation Services B2B Marketing Marketing Management 231

The Point

NOVEMBER 13, 2018

One argument says that marketers should be adopting GDPR standards across the board, to all contacts in their database, not just EU citizens, based on the belief that GDPR-like standards are coming, whether we like it or not. Not quite ready to wipe your database clean and start over?

Trust Marketing 133

Trust Marketing Privacy Opt-out Opt-in 133

The Point

SEPTEMBER 24, 2019

Otherwise, here are some key steps: * Review what data your company is collecting (not just contact information but also purchase history, cookies, click history, geo data, etc.). First, if your company is already CASL- and GDPR-compliant, you’re most of the way there.

B2B Marketing 220

B2B Marketing Advertising Agencies Privacy Policies B2B 220

The Point

JUNE 18, 2019

However, anything that provides an alternative to the main call to action: contact us, click here for a demo, even social share buttons, are a potential distraction and could reduce engagement. Don’t prattle on about how wonderful your product is, only for the offer to be an afterthought. FOCUS: 1 Offer, 1 Message, 1 Call to Action.

Creativity 164

Creativity B2B Webinar Metrics Email Marketing 164

The Point

AUGUST 27, 2019

Or opt for LinkedIn’s Lead Gen Forms, which generate a pre-populated contact form inside the app. If your ad links to a custom landing page, make sure that page is fully responsive and that the form is easy to complete on a mobile device. business) email address. Audience Size.

Paid Content 241

Paid Content Advertising Agencies Linkedin Advertisements 241

The Point

OCTOBER 3, 2012

Even while fewer than 30 percent of contacts on average actually change companies (your numbers may be higher depending on the industries you serve, or even target geographies), one thing is certain: the data you have in your CRM database on an individual customer or prospect is likely to be outdated after a mere 12 months.

InsideView 100

InsideView Zoominfo Content Landing Pages 100

The Point

NOVEMBER 10, 2016

JW Player contacted Spear Marketing Group , a leading B2B demand generation agency , for help. Though that pilot campaign didn’t yield any conversions, the company felt reasonably confident that, with the proper guidance and management, SEM could be a viable demand generation engine for the enterprise business.

SEM 222

SEM Cost Per Click Enterprise Management Paid Search Agency 222

The Point

JANUARY 13, 2017

In an era when the average business buyer only contacts a brand when he/she is 67 percent through the buying process , there’s every reason to make sure that you’re reaching prospective customers at every stage of their research, not just when they’re ready to buy.

SEM 100

SEM Paid Search Agency Marketing & Strategy Sales Qualified Leads 100

The Point

AUGUST 8, 2013

Some lower-value pages, “careers” for example, may even merit negative scores, whereas more high-value pages, say: “pricing” or “contact”, should be awarded relatively more points. Scoring “contact sales” incorrectly. Too little negative scoring.

Lead Scoring 100

Lead Scoring Lead Ranking Sales Qualified Leads Marketo 100

The Point

JULY 14, 2015

inside sales reps make contact with, and engage with, new prospects; and, as a result, 2. If possible, have the fulfillment email come directly (but automatically) from the assigned inside sales rep (BDR) and include that rep’s contact information with an invitation to call or email with any questions.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Top of Funnel 100

The Point

NOVEMBER 22, 2016

In a nutshell, the process is: lead comes in, SDR contacts leads, if no response, he/she moves that lead to the nurture program. Currently we have a bunch of leads sitting in that “contacted” stage. Our SDR manager wants his reps to qualify all the leads rather than put them immediately in the nurture program.

Lead Nurturing 100

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 100

The Point

MAY 28, 2019

As part of an ABM strategy or target account campaign, providing a chat experience personalized by company, industry, persona, or even individual contact. Tailoring conversations to existing customers that drive upsell/cross-sell opportunities, or ask for referrals. Inserting chat into a lead nurturing.

Demand Generation Agencies 127

Demand Generation Agencies Demand Generation Demand Top of Funnel 127

The Point

NOVEMBER 20, 2015

integrated – so that targeted contacts see a consistent, cohesive message via multiple channels. – Programmatic display advertising, to reach ideal contacts at targeted accounts via ad networks, perhaps with account- or industry-specific ad creative. – Paid search advertising on Google via the new “customer match” program.

Account Based Marketing 100

Account Based Marketing ABM Paid Search Agency Marketing Strategy 100

The Point

FEBRUARY 11, 2013

For Sales Operations, we deliver a comprehensive lead lifecycle system facilitating sales follow-up on responses across both the Lead and Contact Database. And third, because we’re inside Salesforce, customers who want the details can drill down to get the underlying Lead, Contact, Account, and Opportunity data.

Marketing Automation Services 100

Marketing Automation Services Salesforce.com Campaigns Budget Programs 100

The Point

MARCH 7, 2019

B2B email addresses have a limited shelf life, and companies that don’t aggressively clean, append and update that contact data will find that their deliverability rates deteriorate very quickly. (HS) Deliverability is a common challenge, but it’s almost always related more to bad data than it is to spam traps.

Deliverability 150

Deliverability Account Based Marketing ABM Demand Generation Agencies 150

The Point

JULY 1, 2019

For example, at our agency , we use Slack channels to alert specific sales execs when a prospect requests to “contact sales.”. Re-evaluate your current system to ensure that there’s a hierarchy of alerts – from emails to assigned tasks – that properly align with different types of prospect behavior. Gated & Secondary Offers.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

The Point

APRIL 1, 2014

The campaign is initiated when a contact is “added” to the campaign via a simple command within the client’s CRM, Salesforce.com. That email solicits feedback on the downloaded content, encourages social sharing, suggests other resources, and provides the BDR’s contact info in the event of any questions or immediate interest.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

The Point

JULY 27, 2018

If you have an immediate need, contact us to schedule a meeting …”). * As a triggered offer to prospects exhibiting behavior consistent with an immediate need. * As part of one-to-one sales outreach. Instead, high bar offers like meetings are best utilized: * As “secondary” offers on thank you pages or follow-up emails (e.g. “If

Account Based Marketing 100

Account Based Marketing Campaigns Multi-Channel Demand Generation Agencies 100

The Point

OCTOBER 25, 2017

you ensure that a prospect feeling the pain that you can solve is more likely to engage with your company, even if he/she wasn’t scheduled to hear from you on that day, or (just as likely) that particular individual didn’t happen to make it onto your contact list.

Account Based Marketing 127

Account Based Marketing Demand Generation Agencies ABM Paid Social Agency 127

The Point

MARCH 12, 2012

The odds of contacting a lead if called within five minutes versus even 30 minutes are 100x greater. Plainly put, simply calling or contacting every lead isn’t enough. Big mistake. The odds of entering (that) lead into your sales cycle increase 21x if called within five minutes compared to 30 minutes.”.

Top of Funnel 100

Top of Funnel Bandwidth Sales Qualified Leads Marketing Automation 100

The Point

MARCH 18, 2014

Use email only to contact your customers when you have something specific to say to them, and explicit permission to talk to them. I’m guessing the answer to these questions, in Phil’s case, is a big fat “no.” In fact, he concludes: “Stop sending batch email blasts. Stop buying lists.

Demand Generation Agencies 100

Demand Generation Agencies Advertising Agencies Marketo Demand Generation 100

The Point

OCTOBER 30, 2013

If you utilize a marketing automation platform, the registration form on your landing page will be pre-populated with the prospect’s contact information, so conceivably all he/she has to do is click on the “submit” button. With a landing page, you’ll at least have the opportunity to capture his or her contact information.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Landing Pages 100

The Point

DECEMBER 12, 2014

However, Google states that an additional factor in defining “transparency and trustworthiness” is making it easy for the visitor to find your contact information, something that might be perceived as a distraction from the primary Call to Action. Include complete contact information for your company. (I’d

Landing Pages 100

Landing Pages Lead Scoring Lead Ranking PPC 100

The Point

SEPTEMBER 4, 2012

Daniel explains: “If your sales force has a long list of leads they still haven’t contacted, you can dial up friction to reduce the overall number of leads but acquire higher-quality leads that go straight to sales with a clear priority attached to them.”. Except that is not always a bad thing.”. Wait, what? Sorry Daniel, but I disagree.

Landing Pages 100

Landing Pages Conversion Rate Lead Qualification Peer-to-peer 100

The Point

FEBRUARY 24, 2011

They claim that “contacting potential customers six times is the best way to maximize conversion rates without overtaxing staff resources.” Call me a data point of one, but the company that makes those phone calls to my desk is someone with whom I’d never want to do business. emphasis mine).

Leads360 100

Leads360 Sales Leads Telemarketing Leads 100

The Point

AUGUST 16, 2016

We’ve seen a strong conversion rate on the campaign microsite and 23% of the contacts that have enrolled in the Brand Olympics community are new to Origami,” explained Davidson. Spear’s focus on quality design and user experience helped ensure this effort would drive the type of engagement and results we were looking for.”.

Microsite 100

Microsite Campaigns Demand Generation Agencies Brand Identity 100