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How to simultaneously attract new prospects and retain loyal customers

Biznology

One of the challenges business owners face is attracting new customers while trying to retain current customers. B2B companies tend to focus more resources on attracting new customers than retaining current customers. What does your B2B marketing program have to do with your customer retention strategy? Understand what really matters to your customer.

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.  .

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.

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.

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.

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.

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 reach your customers at work or at home

Biznology

Have you ever wished you knew more about the consumer side of your business customers? Stirista used a menu of about 20 keywords—cycling, exercise, softball, and others—to identify likely prospects, and email them with a message about the importance of weight as a part of employee health and productivity. Access hard-to-reach segments. And the response shot up. Like this post?

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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.

Tools and Tips for Outbound Sales Prospecting

Modern B2B Marketing

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. In In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. Tips for Outbound Prospecting.

5 Sales Prospecting Tips to Combat the End-of-Quarter Blues

Sales Prospecting Perspectives

For inside sales reps, on the one side, you’re getting the brush off from prospects who want to call you back next year instead. The end of a period is a time when your prospects have other fires burning bright. Once when I was selling software, we offered to split an invoice in two, charging the customer for the software in March and the maintenance in April. Use the “F” word.

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 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.

3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. In inside sales, potential customers can also be nurtured. These are three important tips to remember when nurturing prospects. If the prospect wants more technological detail, that’s OK, but in most cases, it''s not. Tell, Don’t Sell.

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 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.

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.

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.

Are Your Prospecting Strategies Standardized?

Sales Prospecting Perspectives

Many of them seemed to abandon traditional prospecting strategies when the mask of a phone was lifted and confronted with face to face interaction. Here are some strategies that translate seamlessly from teleprospecting to prospecting for potential prospects at trade shows: Proactive not Reactive - If you talk to any inside sales professional about sitting around and waiting for inbound leads as a best practice, they will laugh. Many inbound leads, or people who stop by a booth, will not fit your ideal customer profile nor be a fully qualified opportunity.

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?

Why (and How) Your Team Should Personalize the Customer Experience

Act-On

We all have good intentions when it comes to customer experience and treating our customers well, but sometimes there are disconnects. But some recent research suggests some companies, and their customers, are having exactly that kind of experience. study from Econsultancy, found that “81% of consumer brands say they have a working holistic view of their customers.”.

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 Customer Experience Story: Seamless and Not So Seamless

It's All About Revenue

There is a real surge of interest and attention being paid by marketers to customer experience, and with good reason. In a highly crowded and fragmented marketplace, prospects need to be wooed and won over by brands. “Customer experience is your customers’ perceptions of how the company treats them. Ella is a fan of Barista King, whereas Joseph is a customer of CFC.

The Greatest Prospecting Campaign I’ve Ever Run

Vidyard

No … this isn’t a Quentin Tarantino movie (though that sounds kind of awesome), this is the story behind the greatest prospecting campaign I’ve ever run. Let’s get to the meat of why you’re here: to read about why my prospecting campaign at Dyn was the best I’ve ever run. You don’t have to be Wes Anderson or Martin Scorcese to make videos to win customers over. And so it began.

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 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).

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.

Druva Chooses Infer to Predict Highest Potential Prospects

Infer

We’re always happy to welcome another customer to the Infer family. Like many of our customers, Druva has grown rapidly in recent years and needed a better way to evaluate and prioritize good prospects for personalized follow up. The post Druva Chooses Infer to Predict Highest Potential Prospects appeared first on Infer: Predictive Lead Scoring for Sales & Marketing.

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.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re inundated daily by messages from clients, prospects, marketing, and more. For many inside sales reps, email is one of the most powerful prospecting tools. Yesware - Email Tracking with Custom Templates. How to Write an Effective Sales Prospecting Email

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.

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.

Why Customer Experience Is Just Like Gift Buying

It's All About Revenue

Today we're talking about customer experience and why it can be just like buying a gift, One Size Most Assuredly Does Not Fit All. Today’s consumers are demanding: they have become more unforgiving of a poor customer experience and expect interactions on their desktop and mobile devices to be responsive, intuitive, and easy to use. Customer Experience

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.

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

Sales Prospecting Perspectives Weekly Recap - Week of November 8, 2013

Sales Prospecting Perspectives

Here at AG, we’ve been hard at work having meaningful conversations with clients and continuously calling new prospects. Is Your Customer Prepared For Your Sales Call? Demonstrate your respect for your customer and your professionalism by sharing your plan for the meeting with them, maximizing shared success. And here are this week’s articles at Sales Prospecting Perspectives!