Trending Sources

Prospecting data accuracy

Biznology

Good news:  B2B prospecting data is more accurate than you may think. Business marketers are always complaining about their customer data.  “It’s pretty bad,” they’ll say.  “It’s a mess.” Our latest study published this week shows that prospecting data is surprisingly accurate—well over 90%. Harte Hanks has since sold its prospecting data business.). vendors today.  .

Target Your Best Prospects by Segmenting Your Best Customers

Modern B2B Marketing

Author: Mike Nierengarten As marketers, we work hard to acquire and retain new customers, but not enough of us spend much time thinking about what type of new customers we want to acquire by looking at our existing customer base. You might separate your enterprise sales teams from SMB sales teams, and you may have different cost per new customer targets for enterprise and SMB.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting?

3 Ways to know your prospects as well as they know you!

grow - Practical Marketing Solutions

How do you get to know your prospects? Or maybe a better question is, are you getting to know your prospects? As potential customers get to know you by investigating your website, reading your blog, downloading your content or subscribing to your newsletter, you should be doing the same. Today I’ll go through three ways you can get to know your prospects in 2016.

Content Methodology: A Best Practices Report

for customer service. Customer service teams are the experts on customer pain points. the experts on prospect needs. president of global creative and content marketing. “It’s customer-first thinking. A lot. Business Goal Content Objectives KPIs Customer. customers Customer service • Number of service issues resolved using. become customers.

How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

In the same way, a sales rep can interrupt sales prospects'' mental workout throughout the day with untargeted calls and emails that turn out to be giant wastes of time. Prospects may make appointments, but they could also decide not to show if you’re not careful. So it’s important to be extremely sensitive when conducting B2B sales calls with prospects. Reciprocity. Liking.

4 Myths Preventing True B2B Customer Understanding

Tony Zambito

There is a big problem when it comes to B2B customer research.  According to various studies over the years (by credible institutions such as Harvard) regarding market and customer research, approximately 80% or better of B2B customer research is conducted to reinforce current assumptions about customers.  Thus, inundating customers with non-relevant content.

Exciting new tools for B2B prospecting

Biznology

Finding new customers is a lot easier these days, what with innovative, digitally based ways to capture and collect data.  New ways to find prospects continue to come on the scene—it seems like daily. Marketers can expect plenty of new opportunity for reaching customers and prospects efficiently. Are they growing?  Near an airport?  Unionized?  Minority owned? 

Marketers Need to Focus on Prospects' Behaviors, Not Demographics

It's All About Revenue

Marketing is often about treating the largest groups of prospects and customers the same. We use demographic data, but we don't always look at our prospects' behaviors that indicate their intent. Paying attention to prospect intent is key to that transformation. Can you market to them without scaring them off, because they are your most likely customers?

Turn online prospects into customers in 5 steps

Biznology

What is the secret to turning interested prospects into paying customers? The last thing you want is to make the buying process so confusing that your potential customers give up and go elsewhere. Show your customers you care by instituting several easy payment options. Show that you run a customer-first operation by giving instant access to a representative.

How To Lead With Customer-Focused Content

Tony Zambito

The bar has now been raised for marketers to make it through the eye of the needle of customer attention.  The novelty of content has worn off its shiny coat for many customers and potential buyers.  Out Of Alignment With Business And Customer Goals. Compounding this issue, is the overriding benefit of content as seen by customers and potential buyers.  Related articles.

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

Advocate Marketing Creates B2B Customer. Relationships That Last A Lifetime Focus On People, Not Companies, To Increase Advocate Engagement by Laura Ramos September 28, 2015 FoR B2B MaRketing PRoFeSSionaLS FORREsTER.COM key takeaways Customer Testimony Helps B2B Attract. to beef up how you cultivate and deliver customer. Customer Goodwill B2B Marketers Must Showcase Customer.

Sharing Experiences With Customers and Prospects to Increase Sales

It's All About Revenue

Her recipe involves shared examples of PetRelocation’s excellent service and feedback from happy customers to all prospective clients. This will help you identify common concerns and connect with individual customers, while generating content from Q&A’s. 2. However, when opportunities received emails with a customer story, that number increased to 1 in 4.

Engage Prospects with Video Backed by Marketing Automation

It's All About Revenue

The big picture is that marketers are simply trying to have effective 1:1 conversations with prospects and customers. This means marketers are looking to approach the right person, at the right time, with the right information - without ever meeting the prospect or customer in-person. What digital format is closest to human interaction? Video! Marketing Automation

How to Treat Your Customer Like Prospects

It's All About Revenue

by Amy Bills | Tweet this I love The Office episode “ Business School ,” when Ryan schools Michael Scott on the cost difference between keeping a customer and finding a new one. Other than “Don’t let Michael Scott speak to your MBA class,” the underlying message is that your customers are your best, well, customers. Upselling is most effective when the customer is treated like a prospect. We offer three upselling techniques that involve treating your customers like (really, really good) prospects. 1. Apply Prospecting to Your Customers.

Convert Prospects to Customers with the Right Content at the Right Time

It's All About Revenue

Content marketing is defined as “a strategic marketing approach focused on creating and distributing valuable, relevant, and consistent content to attract and retain a clearly defined audience—and, ultimately, to drive profitable customer action.” Valuable, Relevant and Consistent Content Prospects do not care about your products. It needs to provide value to them.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. 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. and prospects.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Test phone calls to learn more about your prospects. Testing can also lead to a wide variety of discoveries about your ideal prospects and create multiple opportunities that can benefit your marketing efforts beyond the telephone. Value Proposition: What motivates prospects to buy from you? Consequently, wouldn’t it make sense to test and optimize this process? Results.

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.

The Prospect-to-Buyer Disconnect

Sales Prospecting Perspectives

client of mine presented a difficult but common challenge this week: “We’re seeing the same numbers of prospects as we have over the past several months; we’re just not converting the sales.”. Her statement is based on the idea that a consistent flow of new prospects should translate into a steady stream of new sales. Been there? Oh, that it were so easy. The Pain Motivation.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. What drives our company culture at AG Salesworks is transparency - with employees, customers, and readers - so we want to show you what’s been performing well this year on our blog. How to Write an Effective Sales Prospecting Email. What are yours?

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. 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. and prospects.

Commerce Interrupted – Four Barriers That Stop Your Prospects from Becoming Customers!

Great B2B Marketing

  There are three primary objectives of a marketing campaign: Find qualified prospects (potential buyers). Create desire within these prospects to purchase your product or service. They know where to find prospects, or better yet, they help prospects find them, which is the essence of effective inbound (pull) marketing. Time – Assume that your prospects are busy, have short attention spans, and that you will get only one shot at their business. In the final analysis, the only opinions that really count are of those of your potential customers.

Prospecting the Social Customer: Same Needs, Different Scale

Conversionation

Customer relationship management is a strategy to manage the interaction with prospects, leads and customers. The term consists of three parts: Customer, relationship and management. Relationship marketing is the building and maintaining of good relationships with customers. prospect is a potential customer. That is the simple definition.

Using Customer Contact Data to Tell Better Marketing Stories

Act-On

If the stories are true, there was a day – long ago – when marketing with your gut and creating general, positive experiences was enough to draw customers into your lead gen flows. You already have everything you need – your customer contact data – waiting in your CRM. Shaping Customer Data into Stories. When product sheets and face-to-face meetings closed deals.

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. The extraction features are important – at least to me – because they determine whether 6Sense qualifies as a “ customer data platform ” (CDP), a type of system I see as fundamental for future marketing. It has ten current customers and more in the pipeline.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. 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. and prospects.

3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

Tweet There is one question at the heart of lead generation that your marketing efforts should clearly answer. “If I am you ideal prospect, why should I buy from you rather than your competitors?”. It’s all about connecting prospects to the right value. For example, the prospect level value is why a CEO would choose a laptop with business class specs over a standard model.

Lead Generation: 2 questions every marketer should ask themselves about prospect motivation

B2B Lead Generation Blog

Tweet The most important factor to keep in mind when creating your landing page is your prospects’ motivation. Highly motivated prospects can make for highly motivated leads if your landing pages deliver the right message to the right prospect at the right time. However, it’s the prospects who are not highly motivated that you need to worry about. Who are my prospects? First, you must ask yourself, “Who are my prospects, and where are they in the purchase cycle?”. The window shoppers – These are prospects who are very early in the sales cycle.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

One of my favorite aspects of my role as Director of Customer Success is working with organizations just like yours. When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. Will I scare prospects away asking too much too fast? The answer to these questions is No.

Understanding Known and Unknown Customers

It's All About Revenue

Simply put: The Known Universe – is people that we know, they might be customers or they might have signed up to an email list without ever purchasing. Want to make sure these people are not current customers (within your known universe), sure thing, exclude them from your audience. Customer Acquisition – Sales down for the quarter? Great! So now we know, phew.

B2B prospecting data just keeps getting better

Biznology

The most reliable and scalable approach to finding new B2B customers is outbound communications–whether one is using mail, phone, or email, or using rented or purchased lists.  B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and  job role/title. (Photo credit: Wikipedia).

Customer Data Platforms Revisited: The Future of Marketing Data

Customer Experience Matrix

It’s nearly two years since I introduced the concept of a Customer Data Platform , defined as a marketer-controlled system that builds a multi-source customer database and exposes it to external execution systems. Customer Management Functions CDPs exist because marketers need to coordinate customer (and prospect) interactions across channels.

Quit Obsessing About the Customer Journey

The Point

These days it seems to me that you can’t read a marketing blog, attend a marketing conference, listen to a marketing podcast, without hearing someone drone on about the customer journey. Suddenly, we are led to believe, the customer journey is all that matters. Lead nurturing , for example, must now coddle the buyer through every step of his/her journey to customer nirvana.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

4 Measures To Find Out If Your Prospecting is Effective. KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  I think you will find this interesting. Finding prospects and nurturing them into leads is an integral part of any sales cycle. By Sean Burke. CEO, KiteDesk. Is it high?

Why Customer Experience is the Hot New Thing in Marketing

Act-On

“The customer experience is the next competitive battleground.”. It’s old-fashioned, but it works: Be good to your customers. Be good from the first time they encounter you to years after they’ve become your loyal, return customer. And even recently we’ve seen several new-ish terms that describe what a great customer experience aims to achieve. And of customer advocates?

Act-On: Powering the Customer Experience

Act-On

That’s the proverbial ‘loaded question’, but for now, let’s focus on what can be done to build a high-performing, sustainable marketing department that balances brand awareness, demand generation and customer marketing. Customer Experience. Deliver a great customer experience. Sloppy Growth” is a result of not thinking about your customer. Competitive Advantage?

How to Increase Open Rates and Better Engage Prospects

Vidyard

Wouldn’t it be nice if we could all instantly increase our effectiveness at engaging sales prospects or even better, our dream customers? That’s why I coach my team of sales development rockstars at LevelEleven personalized outreach to only our ideal customer profiles. Ways to Increase Open Rates and Better Engage Prospects  . 1. Even better, this subject line was very personalized, referencing that specific prospect’s alma mater and football team. Look for any recent news about your prospect or their company. Was your prospect recently promoted?

Empathy and Marketing: How to Turn Your B2B Prospects Into People

Webbiquity

Brands know they can’t ignore these platforms (which is why 95% of B2B marketers have created corporate social media accounts) and the successful companies have figured out a way to effectively engage and build strong relationships with their customers. One aspect that can get overlooked, especially on the digital platforms, is the importance of listening to your customers.

Don’t Let Prospects Get Lost: Create a Customer Journey Map

Marketing Action

The same is true for the buyer’s journey, especially for B2B customers with a long and possibly complicated trip ahead of them. And to be good guides, we need to fully understand the journey each customer takes when they engage with our company. The B2B customer journey is generally seen to have five stages: Attract, Capture, Nurture, Convert, and Expand. Attract. Nurture.

How to Prospect Warm, Inbound Leads

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. As an inside sales rep, the majority of my prospecting has been encompassed around cold calling. My role is to connect with recent trade show attendees, webinar attendees, prospects that have responded to email promotions, or downloaded whitepapers from my client’s website. Many of the "prospects" I communicate with are already my client’s customers. Therefore, here are few tips for prospecting inbound leads. 1.

How Content Drives a Great Customer Experience (and Profit)

Act-On

Welcome to the Age of the Customer. Today, customers have more control over their buyer experience than ever before. The tricky part is that different teams within a single organization – social, demand gen, digital marketing, field marketing, inside sales, outside sales, customer support – are responsible for delivering content across various channels to the same buyer.

B2B Prospecting Data Just Keeps Getting Better

ViewPoint

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. Company SWOT analysis (OneSource). Stevens.

24.54 μs: 364.0 ns, 14.25 μs, 55.00 ns 236.2 ms: 217.7 μs, 2.881 ms, 232.0 ms