Digital B2B Marketing

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4 Ecommerce Pricing Strategies You May Not Have Considered

Hubspot

When determining prices for your ecommerce store , you’re likely to consider traditional methods: markup, anchor, and luxury pricing. Free isn’t a price. Once those buyers get to your site, dazzle them with everything else you sell. Then go for the upsell or cross-sell. If that’s the case, what benefit do you have in offering a PWYW pricing model?

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The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money

Marketing Action

Let’s take a look at how lead scoring, upselling and cross-selling, and advanced lead qualification strategies helped their sales and marketing teams do more with less. 1. For example, if you know that looking at your pricing page is a buying signal, you assign that action a higher score than, say, opening a newsletter. Cross-Sell and Up-Sell Current Customers.

The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money

Marketing Action

Let’s take a look at how lead scoring, upselling and cross-selling, and advanced lead qualification strategies helped their sales and marketing teams do more with less. 1. For example, if you know that looking at your pricing page is a buying signal, you assign that action a higher score than, say, opening a newsletter. Cross-Sell and Up-Sell Current Customers.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

ViewPoint

You are trying to get the most, qualified leads, for the cheapest price. Maybe you traditionally sell to one line of business. It’s a combined effort all the way over the finish line, and on into customer up and cross-sell, along with customer education and renewal. There was so much great feedback I’ve divided the responses into a five-part blog series. Buy more lists!

B2B Marketers Should Take Another Look at E-Commerce

Biznology

The typical B2B company selling online is the classic catalogers like Edmund Optics and Seton , which were fast to supplement their print catalogs with e-commerce.   But with the new functionality now available, just about any business marketer can find ways to reduce selling expense and attract new customers by integrating e-commerce into their go-to-market strategies.

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How One Organisation is Becoming More Customer-Focused – and How You Can Too

Modern B2B Marketing

You see, RyanAir is a low-cost Irish airline that operates primarily throughout Europe, and is known for offering a “no-frills” service at bargain prices. Perhaps in was the September 2013 drop in share price. When a customer visits your website, personalise their experience with relevant up-sell/cross-sell messages and information. The Marketing U-Turn.

It’s All About Personalization: Why Consumer Marketers Must Tailor Content to Individuals

Modern B2B Marketing

Consumers feel increasingly comfortable making considered purchases online, and, as a result, marketers must seize any opportunity to personalize cross-channel content. Once an anonymous visitor turns into a known buyer, past purchasing history or any data that the known buyer has provided can be used for personalization which works great for cross-selling or up-selling opportunities.

The Times They Are A-Changing: How B2B E-Commerce is Evolving, and the Key to Keeping Up

CMO Essentials

Anyone with at least a decade of experience in B2B will tell you that B2B E-Commerce —  the concept of selling into markets to self-selected customers without the need for sales professionals — doesn’t qualify as a new trend. In fact, sales effectiveness research shows that organizations using such configure-price-quote (CPQ) technology average a 3.9% Consumer Power.

[Ebook] 5 Reasons Why Best of Breed Technology Fuels High-Growth

Modern B2B Marketing

And not all behaviors are equally valuable for sales to see: if you’re trying to asses whether someone is ready to purchase, an info dump that includes every time a lead has visited your blog may mean far less than, say, a single visit to your pricing page. 3. Listening to customer behavior and responding can also help you cross-sell and upsell. know, I know. But wait!”

Oh Shiny! Cool Marketing Technology I'd Evaluate in Detail if I Didn't Keep Getting Distrac.Oh Shiny!

Customer Experience Matrix

By accessibility, I mean just about any company can use them: there’s no installation fee, implementation takes a few hours of work (spread over a week or two), there are prebuilt connectors for common shopping carts, pricing starts at $75 per month, there’s a money-back guarantee of 10x ROI, and the actual modeling is fully automatic. It now has signed more than 30 paying clients. market.

Marketing’s Battle: How Big Data and Marketing Technology Helps Win The Game

Crimson Marketing

Whether it’s acquiring new clients, retaining existing ones, or cross-selling additional products, Paychex leaves nothing to chance. Paychex has also been able to develop a Paychex Attrition Model that proactively identifies clients that are most likely to leave, arming sales with targeted messages and carefully designed pricing. companies with fewer than 100 employees.

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20 Ways you can Use Visitor Tracking to “Spice Up” Sales and Marketing

Lead Liaison

You just bought a shiny new car, or  website visitor tracking , which might be around the price of that new car (if you’re buying a Tata). To identify upsell and cross-sell opportunities for existing customers. Here are some ways you can use visitor tracking to introduce exciting new opportunities across your organization. To get more out of email marketing.

Call To Action: Close Your Buyer Journey Gaps

CMO Essentials

Prospects interact with our brand as a single entity; from the home page of our website to our hold music to pricing negotiations with sales – it’s all one brand. From pricing promotions to proposal templates marketing is a key participant in this stage of the journey. The challenge arises when you overlay this goal with the organizational complexities of most businesses.

Using Big Data To Target The Right Consumers With The Right Offers

Buzz Marketing for Technology

Initiatives like offers, promotions, calls to action, special prices—whether on your website, mobile site or app—can all be preselected or promoted based on each visitor’s unique profile. Don’t Upsell or Cross-Sell Too Soon . The customer who already had a price in mind suddenly sees that number increase just as it’s time to purchase. With recommendations, upselling and cross-selling, timing is everything. Posted in Behavioral Targeting Big Data Customer Experience eCommerce Personalization. Should every visitor to your website be treated the same?

Account-Based Marketing Needs Content Marketing To Work

ion interactive

They will answer with something that sounds like advertising or selling. Not that there's anything wrong with advertising or selling!) In college, I learned that marketing is a conversation. A two-way dialog between your company and your customers. Account-based marketing is about more than just selling your features, benefits, pricing and unique value. BrennerMichael

The Cost of Customer Acquisition vs. Customer Retention

Kapost

Existing customers are 50% more likely to try new products and spend 31% more, on average , when compared to new customers, which translates to cross sells and upsells. #2: You have the ear of your customer already, so they’ll be willing to truly listen to what you have to offer. The probability of selling to an existing customer is 60 – 70% , while the probability of selling to a new prospect is just 5-20%. ” They often overlook standing in long lines, the hot, humid weather, or ever-raising ticket prices. Why You Should Value Customer Retention.

Automated Marketing Campaigns: An Immodest Proposal

Customer Experience Matrix

For example, actions can be classified by broad types (cross sell, upsell, retention, winback, price level, product line, customer support, education, etc.) to quickly understand which types of actions are most productive in given situations. The goal was to approach the perfect campaign design of “do the right thing, wait, and do the right thing again”. plays”)?

Stop Apologizing, Start Measuring

B2B Marketing Unplugged

Shareholders will be looking for a matinee performance over the stock price that went off a cliff in mid-September. You have scripts for upsells, cross-sells, saves and cancellations. There are a thousand reasons to be happy you don’t work for Volkswagen just now. And boy are they dancing in Wolfsburg this week. Customers are about to get gift cards and a big fat sorry letter.

3 Ways To Use Your Data Today For Successful Marketing In 2015

CMO Essentials

Find out who the key decision makers in the account are; what channels they use to make their purchasing decisions (such as the blogs, forums, and sites they use for their research); what products are of interest; and what products they already have that might warrant a cross-sell or upsell conversation. Feeling the pressure to become “data-driven” in all that you do?

9 Awful Ways We Push Customers Away

Hubspot

Expedia does a great job of communicating the exact inventory available and motivating the user to buy right away: When you’re running short on a particular item, cross-sell a similar item that has decent stocks. Cross-sells are a powerful tool that can generate tons of revenue if applied correctly. Picture this. You''re the owner of AtoZJeans.com. What went wrong?

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Marketing Your Multi-Product (or Multi-Division) Brand

Modern B2B Marketing

This is simply a matter of selling the most important product first – the fact that your buyer has shown interest in Product B shouldn’t be disregarded, only given less priority. You’ll still want to use this information for cross-sell opportunities and bundle deals (selling multiple products for a single price). Prioritize Your Products.

13 Bright Ideas for Running Smarter Retargeting Campaigns

Hubspot

Your ads could feature a picture of the sales person with messaging such as “Ian is still here to answer your questions” and a call-to-action (CTA) to request a callback. 9) Use price sensitivity. 11) Cross-sell and upsell to customers. Note: This is just one way of using retargeting to cross-sell and upsell to customers. What''s a marketer to do? Simple.

I've Discovered a New Class of System: the Customer Data Platform. Causata Is An Example.

Customer Experience Matrix

In February, Causata introduced prebuilt applications for cross-sell, acquisition, and return programs in financial services, communications, and digital media. Pricing is based on the number of data sources and touchpoints, with additional charges based on data storage. It has taken me a while to connect the dots, but I’m now pretty sure I see a new type of software emerging.

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Let’s Get Personal: 12 Ways to Tailor Your Marketing to Individuals

Hubspot

Understanding someone’s shopping habits and particularly what someone most recently purchased from you can be especially powerful for retailers looking to cross-sell their customers. For example, someone looking at your pricing pages is more likely closer to a purchase than someone who only downloaded a whitepaper. 9) Topics of Content Being Viewed. Google search?

5 Tips for Making Your Customer Marketing Shine Bright During the Holidays

Modern B2B Marketing

Existing customers who are up-sell and cross-sell targets: Holiday marketing should focus on making them feel valued and appreciated. Price promotions may work in the consumer world, but they usually don’t work well for most B2B businesses. Price promotions certainly do not work with existing customers and early prospects who are not ready to purchase immediately.

Are You Making These Costly Holiday Mobile Mistakes?

Buzz Marketing for Technology

Many holiday retail consumers use their handheld devices to compare prices and promotional offers. During the last-minute holiday rush, shoppers who are reassured their precious presents will arrive in time are more likely to buy—regardless of pricing wars. And once again, make price comparisons and your sale items easy to find and navigate to on the small screen. won’t return.

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Account Profiling: The Key to Building a Valuable B2B Marketing List

3D2B

If you’re marketing a complex product or service with a high price tag, you’re likely selling to a web of decision makers within an organization, each analyzing your offering from a distinct perspective and interjecting their opinions at different times in the buying cycle. Even the best tele-services agency cannot generate leads from a bad marketing list. Creating an Account Profile.

Reinventing Marketing at GE

The Effective Marketer

Building products that sell themselves is a neat idea and had worked well for GE for years. Marketing started to be held responsible for critical operating mechanisms like pricing and quantifying customer value. Value cre­ation and pricing. GE's Ecomagination Ad Campaign - Result of the Marketing Transformation Process. Marketing as a Function. Principles. People. Process.

A Guide to Retargeting (Remarketing) for B2B Marketers

KoMarketing Associates

Third, with retargeting also comes the opportunity for cross selling. It is possible that the reason they didn’t convert was not because of price, but because they needed further information before buying the product. critical reason search engine advertising in particular is attractive for B2B marketers is because of the immediacy in performance measurement. Source ).

You Can Use Online, Interactive Calculators to Drive Qualified Leads

ion interactive

An online, interactive calculator enables visitors to calculate something such as a price or a discount or a special rate, specific to their inputs. Even complex pricing can be converted into a pricing range estimator. Offer to send pricing results from the calculator to the prospect instantly via email, rather than displaying the pricing results in the calculator itself.

Driving Conversions Throughout the Customer Lifecycle

Modern B2B Marketing

As an example, a prospect who just learned about your company is probably not ready for a demo or pricing page. Apple, Amazon) and their products / services / solutions elicit strong emotional connections and consequential referrals, upsells /cross sells, and renewals, some companies may need a boost to further engage their customers.  Why Conversions Are Important.

The Benefits of Marketing Automation for Sales: Give Your Teams X-Ray Vision

Marketing Action

It can shorten the sales cycle, uncover new upsell and cross-sell opportunities, and maximize the lifetime value of every customer. If a site visitor reaches out to learn more about a particular apartment or house, the sales team can quickly send out a message with available properties to suit their criteria, as well as a price quote for their stay.

Account-Based Marketing: The Pathway to Revenue Nirvana

LeanData

As you already know, today’s B2B landscape is growing increasingly complex – especially if you are selling a complicated product or service. When you have large Average Selling Prices, you can tailor content for specific accounts that are more effective than broad-based, mass content. It’s a combined effort all the way to the finish line, and right on through customer upsell and cross-sell, and on into customer education and renewal. As ABM has become a growing force in the B2B space, it’s something that is being asked more often. You know the drill.

The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers

Hubspot

In the inbound methodology, the preferred ABCs of selling are: Always Be Connecting. Benefits are distinct from features , and sales reps should sell based on benefits that are supported by features. "; "what is the price?"; Making unsolicited calls in an attempt to sell products or services. Cross-Selling. Social Selling. Up-Selling.

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7 Ways to Use Email Marketing to Make More Money After the Initial Sale

Hubspot

There are always opportunities for upselling, cross-selling, and repeat sales! According to Bain and Company, repeat customers spend an average of 67% more than new customers, and are 6-12 times cheaper to sell to. The bottom line is when you make your customers successful, you’ll be successful too. 4) Get Active About Upselling and Cross-Selling. Congratulations!

Mergers and Acquisitions as Part of Your Growth Strategy

Hinge Marketing

In short, they believed the long-term value for the acquiring firm was much greater than the inflated purchase price. Revenue synergies alter the the competitive balance of power and create opportunities to change market dynamics, sell more products, or raise prices. Expand the customer base for cross-selling opportunities. One caught my attention. Bingo!

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

An exception is when you have a lot of customers, and want to use the Marketing Automation system to cross-sell and up-sell. 4. However, if growth has stalled because you’re selling the wrong products to the wrong people, Marketing Automation will not help. You will just try harder, and still not sell anything. 7. Selling Simple Products.

The Big O – Outcome Selling

The ROI Guy

Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. Fight Frugalnomics with Outcome Selling? Do buyers think solution selling is working? The recommended course to elevate sales and marketing to outcome (value) selling includes: 1.

4 Keys to Nurture Leads and Customers by Creating an Emotional Connection

Modern B2B Marketing

For instance, if you send a price sheet to a prospect that isn’t even close to making a buying decision, you might cut short any future interactions. Yet, you need a holistic cross-channel view of how buyers are reacting to your campaigns and messages. And that means you need to develop a direct relationship with each individual. Relevance. Communication must be two-way.

How to Take Your Customer Service to the Next Level With Content

Hubspot

Customers calling to clarify complicated pricing and other terms and conditions issues. If your business sells products that boom during the holiday seasons, now's the time to start investing in similar types of content to help prepare your customer service department for this coming December. before they even become a problem. Zendesk Uses Content to Explain Product Updates.

Big Data Meets Programmatic Buying

Manhattan Marketing Maven

Prices are determined moment by moment in relentless auctions managed by demand side platforms (DSPs). which enables repeat sales, upsells and cross selling.  The pace of automation, interconnections and change in digital media buying is staggering. And while there’s still considerable blabbing, handwringing, stalling and excuse making about programmatic buying, reality is way ahead of the rhetoric even if media firms and their clients aren’t leading the charge. Think about it. Publishers display messages as often as necessary to drive a guaranteed number of actions.

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The Importance of Content Marketing in an ABM Strategy

LeanData

The same study found that only 14 percent of Marketers use content marketing for upsell/cross-selling and only 21 percent for customer loyalty. Average Selling Price: Increasing the amount of revenue from target accounts is one of the benefits of ABM. The best way to get the attention of a potential customer is with a story. Tell them a tale about how you can help them make their business more successful. But then how do you get that narrative in front of prospects? Technology tools have made it so much easier to reach out to would-be customers. Account Personas.

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B2B Search Engine Marketing & Marketing Automation: An Interview with Marketo’s Jon Miller

KoMarketing Associates

Marketing automation software is used in many modern marketing processes, including lead generation, segmentation, lead nurturing and lead scoring, relationship marketing, cross-sell and up-sell, customer retention, social marketing, and marketing ROI measurement. Lead generation is at the top of almost every B2B marketer’s responsibility list. Awesome! Social media.