B2B Lead Generation Blog

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4 Ways to Humanize Marketing to Fit Your Buyer’s Journey

B2B Lead Generation Blog

We need to stop treating our customers like objects and treat them like people. What if you put your full attention on one customer, one buyer, one potential at a time? We have all this technology to connect with our customers, but they’re tuning us out. Both you and your customers know what real feels like. And And, our wise customers do too. Think about it.

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How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

We have more marketing channels and more content than ever before, but it’s become harder to actually connect with customers. Today’s crazy-busy customers are weary of pitches, cold emails, hype, and manipulative messages, and as a result, they tune them out. Our customers aren’t saying, “We need solutions.” Understand ways you can help make your customers lives better.

The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

This gives the sales person lots of chances to develop the buying vision with the customer early in the process. #3. In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. Oracle. Marketo. HubSpot. Salesforce.com.  Just to name a few. Improved sales productivity. What are those key factors? 

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

Tweet Putting customers first in lead generation. As marketers, we have more ways to observe our customers behavior and can leverage tools like marketing automation, Web analytics and CRM systems to help us manage all this complexity. That missing piece is customer empathy. To build that empathy, I recommend: Push the acronyms aside and actually talk to your customer.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . Give your potential customers educational content that helps them grow as an individual or a company. Customers pay attention to who is sending them emails. Click To Tweet.

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into customers after they hand them off to sales. I’ve learned it’s not about generating more leads. Learn about the importance of  putting the empathy back into customer interactions , and then read some  simple strategies for achieving empathetic marketing.

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

That means, their competitors, their customers, their prospects, their partners, etc. What you’re advocating is humanizing your brand by having human beings and a human touch connect with your customer. How can you drive fast growth with marketing? In this interview you’ll hear from Jim Fowler, founder of Owler on what he’s learned to grow fast. Transcript. Jim: Sure, Brian.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

The fourth thing is being able to nurture your customers more effectively and instead is using your empathy to put yourself really in the buyer’s shoes. Brian:   Yeah, so there are three things to get clarity around, and I think the first thing when you are executing account based marketing is getting a common language, and that would be around your ideal customer profile. Break].

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Generation Blog

Value is created or destroyed in actual interactions with customers and their buying processes, not in meetings or planning documents. In other words, based on [sales] volume regardless of the profit margin of that sale or the cost to serve that customer. Have you intentionally linked your sales, b2b marketing, and strategy? . If not, you’re in good company. Frank Cespedes.

Email Marketing: 3 simple steps for building customer personas

B2B Lead Generation Blog

In today’s B2B Lead Roundtable Blog post, I want share the three simple steps for building customer personas Byron shared in his presentation to aid your targeted email marketing efforts. “We needed to get the right Marketing folks and the right Product Management folks together and we knew we needed Sales and the voice of the customer as well.”. Step #1. Step #2. Step #3.

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

Even our customer buying process has changed. Empathy is the essence of  customer first marketing. How will you serve your customers? As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding. We’re dealing with an explosion of touchpoints, channels and marketing technology. And, there’s more change inside our companies too.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

Customer focus. For example, I receive emails often from companies that claim to “know” me — in some cases I’m their customer — but their emails certainly don’t show it. Idea #1: Build relevant messages based on problems that matter to your customer. It is critical to know what customers want in order to serve them better. Segmentation. Connection. Authenticity.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

The Internet, customer buying behavior, digital marketing and the rise of martech have created a whole new marketing and sales world. You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune. That’s because it’s my personal blog again. After a stint at MECLABS (resulting from the acquisition of InTouch ) I’ve been given a great opportunity to do something new.

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The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

CEB discovered that a typical for B2B customer is 57% into their purchase process before they directly engage a sales rep or talk to a supplier. In my all of my experience working with complex sales, I’ve not seen a customer buy without some trigger event driving their motivation. Steps to Discovering Customer Trigger Events. Think about it. . The physics trigger events.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Put you customer first. Learn about the importance of putting the empathy back into customer interactions , and then read some simple strategies for achieving empathetic marketing. This requires a customer-centric approach that involves staying relevant and informed on what the customer wants to learn and then being helpful and building trust through effective nurturing content.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Learn what content is most helpful to progress customers. Share new insights gained from customer feedback. Better yet, talk to future customers along with your sales team. Map out your customers’ buying process and key questions customers ask at each step. Tweet More often than not, there seems to be a disconnect between Marketing and Sales. Be honest.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Marketers who really want to help Sales perform better will focus on higher-quality leads, which have better odds of converting into pipeline opportunities and customers. Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. challenge.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Begin by asking your sales team, “What questions do our customers ask most often? Ask them whether their customers would value it.  As much as you can, repurpose content. Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Volumes could be written about each bullet point. Step #1. Step #2.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Step 2: Focus — Research them, their companies and their clients or customers. Do they work with companies that fit your ideal customer profile? To determine whether or not your customer bases are similar, you can search for relevant keywords. my customers, audience). Most of us know this as influencer marketing , aka influence development. Remember, less is more.

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Paradoxically, the most “unique” nurturing tracks are the most basic and have been executed long before the concept of lead nurturing ever existed: where a sales, marketing or customer service professional sends a prospect information focused specifically on meeting the client’s need. Treat “leads” like “future customers” because that’s what they are. Nurture your existing customers.

Where’s the Passion in B2B Marketing?

B2B Lead Generation Blog

Tony said that before we can help people get engaged (customers, employees, coworkers, etc.), we need to be engaged ourselves. How do we create engagement for ourselves, our colleagues and those future customers we hope to reach and influence? Customers for life. See each other as internal customers. Tweet I’m writing this post at Dreamforce 2014. completely agree.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Customer-Centric Marketing: Using metaphors in your B2B strategy

B2B Lead Generation Blog

Tweet Who are your customers? While it may be (hopefully) impossible to individually name your customers from memory, marketers need to be extremely familiar with them. Realizing they were missing an entire swath of potential consumers, Jacob and the team at One Call Now embarked on an entire website redesign, and with it, new funnels for customers. ” You might also like.

Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation Blog

Turn users into customers. In this case, prospect behaviors trigger email sends based on a conversion process to turn free, one-time users to paid, ongoing customers. Keith also explained how the sales nurturing track has been helpful in delivering additional customer intelligence to Sales on where customers are within the conversion process. Path #1. Keith asked.

Introduction to Lead Management

B2B Lead Generation Blog

Lead management is a multi-stage process that manages the conversion of sales leads to customers. It’s the process of managing and tracking customer interactions from first contact to close. Centralized lead qualification process prior to sending leads to the sales team to filter raw inquiries and disqualify those that don’t fit your ideal customer profile (ICP). Processes.

15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

For further reading on this, you might also like to check out: How to Put the Customer First in Lead Generation  and Stop Cold Calling and Start Lead Nurturing. 4. Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. Here’s how. Create a marketing funnel, not just a sales funnel. million.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

How do you determine which channels are the best for generating leads and finding future customers? Now think of what you know about your customers’ buying process. Are they working together in a complementary way to connect each step in the customer’s buying process? Lead Generation: Customers are looking for a solution to their problems  [More from the blogs].

Lead Generation: Who knows the customer better – Marketing or Sales?

B2B Lead Generation Blog

The only presentation that ever seemed to rattle her nerves – and just ever so slightly – was the annual presentation to Sales leaders, justifying her upcoming budget (and, perhaps, existence). “We talk to the customer every day…”. No matter how things are going, Sales tends to like to stick its nose in the Marketing plan, with the justification being, “We know the customer better. We all feel that we have a golden gut to some extent, especially when we’re interacting directly with customers. Marketing Strategy customer research Sales sales marketing alignment

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If you’re ever tired of hearing from us,” the email read, “you can opt out.”. He interacted with his ideal audience every day and learned how to speak the language of his customers.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

B2B Telemarketing customer acquisition strategy Lead Optimization sales ready leads teleprospecting Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. When it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety is key to a campaign’s success. Results. You may also like.

5 Ways to Deal with Change for Successful Marketing

B2B Lead Generation Blog

Even our customer buying process has changed. Our customers are moving deeper into their buying process before they need to directly engage with us or our sales team. How will you serve customers? Customer Relationship Management: Bring finance into the CRM world [More from the blogs]. Tweet As marketers, we deal with a lot of change. But how do we do it?

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Here’s some lead nurturing content ideas: Articles and media mentions  — Email by lined articles written by you or about your company or snail mail reprints written by you on relevant topics to your future customers. Third-party articles  — Email or mail links to articles of interest (that tie into your value proposition) to your future customers. Newsletters  — Print or email, or both, with articles that address customer challenges. Create a plan to add value every time you touch your future customers with relevant ideas, content and resources. Guides or e-books.

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

This idea of moving from ‘sell’ to ‘helping your customers buy’ is at the heart of social business. It’s a model that the customer is going to make the decisions already, they’re going come to you when they are ready,” Todd said. Understanding the needs of your customerscustomer. Bring customers and prospects together in social channels. Tip #1. Tip #2. Tip #3.

Stop Cold Calling and Start Lead Nurturing

B2B Lead Generation Blog

If you’re randomly calling, emailing or direct mailing your customers and think it’s just a numbers game, then you need to stop. Your customers feel the same way. You must have a sound, working knowledge of each potential customer, the company and, most importantly, the issues they face and how your product can help solve them. Begin by asking your sales team: What questions do your customers ask most often? Pass this content by your sales team, and ask them whether their customers would value it. He then asked, “What can I do instead?”

B2B Content Marketing: Find the bigger story

B2B Lead Generation Blog

“If you really want to get into content marketing, you have to realize the golden rule is: Your customers don’t care about you, they don’t care about your products … they want a solution,” he said. Tweet “Anybody here think you have nothing to create content around? No exciting stories to tell?” million Facebook page likes (now at 1.8 You might also like.