Biznology

MAY 18, 2017

Here’s some reality: you’re not going to generate many leads this way , and you’re missing a big opportunity–especially on LinkedIn. Why brand maintenance doesn’t generate leads. Most B2B LinkedIn programs don’t generate leads because they’re too passive and lack key components that lead to real results.

Social Media 143

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 143

Biznology

JULY 12, 2017

In the Ultimate Sales Machine: Turbocharge Your Business , Chet Holmes mentions that only 3% of your target market is ready to buy, 7% of your target market is open to buying but not looking, 30% of your market is comfortable with the status quo and 30% of your market believes they aren’t interested.

Sales Management 145

Sales Management Linkedin Top of Funnel Lead Scoring 145

Biznology

SEPTEMBER 26, 2013

The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. In this kind of situation, the lead should stay with the marketing team, where the relationship can be developed, and nurtured, until it’s ready to take up a salesperson’s valuable time. Enter the concept known as lead qualification.

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

Biznology

FEBRUARY 23, 2018

I’ve long observed that B2B marketers focus too much on lead generation, and not enough on current customer expansion and retention, which is, after all, where the bulk of profits lie. For years, B2B marketers have focused on demand generation, or top-of-the-funnel activities. This is a mistake. What’s that?

Top of Funnel 205

Top of Funnel Work Management Marketing Management Churn Rate 205

Biznology

AUGUST 8, 2019

Third, a larger role for marketing, as active members of inside sales and lead qualification teams. Martin: A shared vision between sales and marketing about the entire demand generation and sales process. There is a post-grad program in B2B marketing offered at ITBA, one of our leading engineering schools. Martin: No.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Biznology

JULY 26, 2017

David Rowe , SVP marketing and business development at Enli Health Intelligence , spoke at the BrandHIT marketing conference in Las Vegas last month, and candidly shared some of his firm’s experiences in migrating from traditional B2B demand generation to an ABM strategy. It’s been a long, but productive, journey. Fascinating stuff.

Top of Funnel 164

Top of Funnel Account Based Marketing ABM Lead Ranking 164

Biznology

DECEMBER 30, 2016

I caught up recently with Ichiro Niwayama , founder of Symphony Marketing , the leading B2B-demand generation agency in Japan. His new book, Ultimate B2B Marketing: ABM , was published only last week, and has already leaped to #1 on the Amazon Japan business book list. Marketers are measuring page views and clicks.

Account Based Marketing 151

Account Based Marketing Demand Generation Agencies Work Management Paid Search Agency 151