Great B2B Marketing

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Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

Given the enormous cost of recruiting, training, managing and retaining sales talent, this should represent a red flag for many companies. I get a chance to work with many B2B sales executives, and from a marketer’s standpoint, I believe four major problems contribute to a high cost/low performing sales organization: Poor alignment between the marketing and sales functions. Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person.  The average tenure of a sales manager is 19 months.

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Sales and Marketing Plans Need to be Aligned

Great B2B Marketing

As a B2B marketing outsource provider, my team and I usually work very closely with the sales department at our client companies. As an example of why this is important, imagine two very different sales models: In the first example, awareness is created and generated leads are fed to a business development function. This imbalance leads to two negative consequences.

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

Great B2B Marketing

Process – I once worked as a marketing manager in the business process management (BPM) space, even earning a BPM practitioner certificate from AIIM.  Just as a software developer thinks his/her computer program is intuitive and easy-to-use (despite user claims to the contrary), so, too, does the marketing and sales team often think they have created a seamless buying process.   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.

B2B Marketing: Do This, Don’t Do That

Great B2B Marketing

Here are three ideas to get started: Stop doing what doesn’t work. For example, when we develop a brand promise and positioning platform for a client, it is always with the thought that it will consist of messaging that has relevance two to three years from now as well as today. Easy enough to say but how do you accomplish this. Create quality content. So what should you stop doing?

Content Marketing Playbook: Strategy and Roadmap

back the curtain on the groundbreaking work hap- pening inside a company Thomas Edison founded 130. is developing. In concert, GE has developed an active, devoted following on nearly every social channel—from. relaunch while working for Group SJR, a content mar- keting agency. Everywhere I had been working felt like. have to develop sources. years prior.

Manic Depressive or Social Media Maniac? – by John Leavy

Great B2B Marketing

What if we develop a social media schedule that does not run our lives; but does keep us accountable? If it’s not working then change it and keep making modifications until it works. Clinically speaking, a manic depressive disorder is defined by the presence of one or more episodes of abnormally elevated mood. Some manic episodes include increased energy, activity, with rapid talking & thinking, followed by sustained periods of unusual, even bazaar behavior. That would describe some social media personalities. The company site looks like they have gone out of business.

Why Your Long-Forgotten Boilerplate May Hold the Key to Your Marketing Strategy

Great B2B Marketing

When I’m working on a page for the new website, the first thing I do is cut and paste that boilerplate into my Word file. Define your position as a key part of your marketing strategy and then mercilessly reproduce that value message, in some form, every time you’re developing new content. Perhaps some of you have participated in scenes like this: your B2B company needs some marketing boilerplate copy—you know, the stuff that appears at the bottom of press releases, in the “About” section of your home page or on some evergreen sales collateral.

Top Three Signs Your Marketing VP Might Be in Trouble

Great B2B Marketing

At Fusion Marketing Partners , we have the privilege of working with some darn talented marketing VPs and our client list is populated with driven, innovative and capable marketing leaders. Traditional push marketing is waning (although still effective in many situations), and developing new online content within a social environment is vital to sustaining your brand. After many years of sitting in that chair, I know how hard it can be. After all, CEO’s and sales VP’s can be very tough customers. Here are the top three indicators that your VP is missing the mark: 1.

Steps in the B2B Marketing and Sales Process – by Christopher Ryan

Great B2B Marketing

Qualified Lead – A lead that has gone through a more in-depth qualification process, either by filling out a Web lead form or by being asked a series of questions by a sales development rep. At In fact, some companies assign new salespeople to work the dead lead file, often with surprising success. Opportunity – An opportunity is a lead that has been qualified and is being worked in an active sales cycle, with a potential dollar amount assigned. Database Build – Contact names you have added to your database who have not responded to a promotional offer.

Do You have the Right B2B Marketing and Sales Model?

Great B2B Marketing

For example, the business may utilize a direct sales model when a full or hybrid channel model would work better. Or there may be resources such as inside sales (sales development) and the Web that are not being used effectively.    . For example, the direct sales model will probably work best for increasing the average transaction size, but it will also be the most expensive on a per-transaction basis. Any conversation about the right marketing and sales model needs to start by acknowledging that there are three major ways to accelerate revenue. .

How to “Engineer” a Marketing Fiasco

Great B2B Marketing

Encouraged by their first few orders, the company promotes those engineers or product developers to fill the marketing and sales roles. This seldom works. Here’s the all-too-common scenario: A team of highly skilled engineers rolls out a product that passes beta and actually starts to get some traction (usually be networking with people they already know). Who better to sell the product than the person who built it? Besides, the product is so good, it will sell itself, right? We have seen a few companies luck out and have this scenario come true. Let your engineers design.

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

developing strategies and programs to engage. buyers are consumers outside of work hours, and this pattern carries over to how they learn about. of influencers work with every account in this way.” best: “We are 100 years old with more than 103,000 employees working all over the world. Small Business Development Center and the national association for Community College.

Five Great Ways to Drive Brand Engagement

Great B2B Marketing

Following are five things every organization should do to communicate their brand clearly and stay ahead of the pack. 1)      Will Work For Followers. Your employee communications have to be as accurate as a McIlroy putt; as fully developed as Phil Mickelson’s short game; and as powerful as Tiger’s drive in his prime.  You continue to improve and work hard at getting better. Every year, millions tune in to the PGA Championship, where golf’s finest duke it out on the green and golf enthusiasts cheer the winners and sometimes, even the heartbreaking losers. Publicly.

Marketing Strategy: Too Broad, Too Narrow or Just Right?

Great B2B Marketing

One of our Fusion Marketing Partners teammates worked for a company whose small C-level and business development team had dozens of potential deals cooking, not one of them anywhere near the one-yard line. If it worked, the company would have been awash in cash. Getting your marketing strategy just right is critical for B2B marketing success.

Don’t Drop Your Drawers on the Web – by John Leavy

Great B2B Marketing

Once the account is created a person can add a Photo, their Religious and Political Views, Education and Work Information along with what Groups they belong to. Organizations should develop a social media privacy policy before letting their employees jump into the “potentially” deep end of the pool. The title “Don’t Drop Your Drawers on the Web” may seem harsh at first; the provoking title is really meant to get your attention. little vigilance is in order. Keep in mind, telling someone or a community of people, your location also lets them know where you are not. . On Facebook.

Outbound Marketing versus Inbound Marketing by John Leavy

Great B2B Marketing

Take the time to develop some inbound and outbound prototype campaigns and measure the results to see which one’s work best for the clients you’re trying to reach.  Be prepared to change or drop campaigns that have been successful in the past.  .   “ In marketing there are those who satisfy needs and those who create wants. ” – Juan Carlos Castillo.  . There was a time when the housewife relished the thought of a salesman knocking at the front door; excited to see the latest technology for cleaning the floors. Commercials never appeared during the show. Those days are long gone.

Content Methodology: A Best Practices Report

This virtuous circle is only possible when the company works to build a culture of. work,” Becker said. “We needed to prove that content can improve marketing’s. culture of content doesn’t emerge overnight, but working to build one across these. Content Methodology: A Best Practices Report A content methodology works in much the same way as a flywheel. NEEDS DEVELOP.

5 Ways B2B CMOs Can improve Audience Development With Buyer Persona Research

Tony Zambito

The term, audience development , has become more ubiquitous in the world of marketing.  A recognition of the growing importance of digital content marketing to overall marketing strategies today.  For B2C CMOs, the concept of developing audiences and communities has been an essential core principle for some time. Questions I often receive when working with CMOs specific to B2B.

11 Top Tips For Developing YouTube Influencers

Act-On

The cost of working with YouTubers is highly variable. But most small- to medium-sized businesses can do very well working with a number of smaller channels, if the right strategy is executed. You think you know what works best for your product on YouTube, but you don’t. Products can do very well by working with niche channels, if the best practices are followed.

10 Reasons to Develop a B2B Blogging Strategy

KoMarketing Associates

Matched with keyword research , develop an editorial calendar that tackles topics related to keyword strategy that your site’s SEO strategy is lacking visibility for. 2.) Provide thought leadership in support of business development initiatives. These posts can often be used in reference, before or after business development discussions. 4.) Final Thoughts.

Why Employee Development is Important

ANNUITAS

When was the last time, if ever, you had a clear direction for career development with defined goals? If you never have felt that way, or if it’s been a long time since you’ve felt warm and fuzzy about your work situation, I’d take a guess and say that you are probably looking around for a new gig. Blog employee development employee satisfaction Engagement Harvard Business Review

Staffing and Launching Your Content Marketing Program

success was attributed to work we did months ago. work needed,” he wrote in a blog post. Playbook series—the point where the difficult work. to execute a content marketing program, developed. experiences as publishers and the work we’ve done. you excited to come to work every day, pushing you to. We are still working. actual work.” So was I.

Crafting content that works

Biznology

For too many marketers, content marketing doesn’t work. Here’s a guide to crafting content that really does work. If you can weave a narrative through the individual items you publish and through your work as a whole, you’ll grab your audience’s attention in a way few other approaches can match. The post Crafting content that works appeared first on Biznology. It should.

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The B2B Sales Development Rep's Guide to Data Management

Sales Prospecting Perspectives

It doesn’t hurt to also start developing steps to improve and enhance your performance at work to make this year even better than the last. One way to improve in the New Year is to start at the foundation, and for many of us B2B sales development reps, that means cleaning up the database. CRM Sales Tools Data Management List Development Consistency is key! 3.

How to Develop an Effective Naming Architecture

CMO Essentials

Organizations most frequently need to develop a naming architecture when they are newly formed or have merged with another organization and need to clearly present a new or combined set of capabilities and offerings. There are typically four steps to developing a simple and effective naming architecture: 1. Portfolio modeling. Name selection criteria. Naming frameworks.

5 Common Misconceptions About B2B Content Marketing Development

KoMarketing Associates

As the popularity of content marketing continues to grow, its misconceptions about what works and what doesn’t also continues to increase. There’s several different strategies for creating a social media editorial calendar , but what works for many businesses is to assign each day of the week a specific theme, and to stay with that. Once you write it, you’re done.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

mentality, developing a nuanced content studio that. 49 percent work across B2B and B2C businesses. their work as average, not very effective, or not. at least 25 full-time employees working on content. However, putting in the work to team up with talented creative. almighty question: Does this strategy actually work? Copyright © 2015 Contently. Marketing.

The art and science of developing an enterprise content strategy

grow - Practical Marketing Solutions

But how does a company develop a comprehensive content strategy that serves millions of customers and thousands of enterprise-level partners? Mark: One of the things I admire about you is that you were one of the first people I worked with that understood the importance of social influence. We’re looking at developing content models. Do you primarily lead or respond?

Why Every Marketing Leader Should Develop A Marketing Technology Roadmap

bizible

Fifteen years ago marketers began investigating whether technology could help solve the problem of marketing teams working in silos with separate assets, data and reporting. And using revenue as a North star, known as pipeline marketing , enables marketers to develop a competitive advantage through new marketing technology. But how do you manage a martech stack? Well it does, kind of.

How to Work With a Developer: 6 Tips for Improving Your Relationship

Hubspot

You just hired your first developer. But before you start putting work on their plate, you should know that developers are a special breed of people. (I am one, so I can totally say that.) To set both yourself and your developers up for success, we've outlined six tips for building a more productive working relationship. Neither can your developer. Slack.

Digital Developments in Event Marketing

Biznology

But these days, business events are taking off in new directions, empowered by advancements in digital technology.  I’ve been keeping an eye on some of the new developments, and happily share a few here. . That’s including sessions, speaker bios, maps, the works. What new digital developments are you seeing as part of the business event marketing mix? Getty Images via @daylife.

B2B Marketing Trends for 2016

great example is Moz’s Web Developer’s SEO. Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. There will be more companies developing SLAs between sales and. Developed, optimized and.

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

ViewPoint

The Essential Handbook for Prospecting and New Business Development. We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Tip 1: You have to BELIEVE prospecting works. These are the folks who conspire to tell you that prospecting doesn’t work. Simplified.:

How to Motivate Your Sales Development Team through December Holidays

Sales Prospecting Perspectives

What December brings to the operations team is an opportunity to come up with some creative ways to manage our sales development team. Every year we work for the DARE home for children and the whole company signs up to donate gifts to kids in need. Management and SDRs working together to define a strategy around targeted mass emails and call blitzes can go a long way in December.

The Art of Turning Off: 7 Ways To Do Your Best Work (By Forgetting About Work)

Hubspot

Creative work takes a tremendous amount of energy. So much energy, in fact, that “turning off,” or forgetting about work for a period of time can feel counterproductive to a marketer who is set on creating something engaging and effective – especially if they’re under a deadline. Basically, “turning off” means taking a break from work -- and not thinking about it while you’re away.

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Developing an Integrated Content Marketing Strategy that Works – Guest Post

Fearless Competitor

Maybe there are a few things in here that will help you as your develop out your content marketing strategy. Content curation  is the concept that we become the “expert filter” for our customers and deliver the best of what the industry has to offer, similar to a museum curator who presents only the best works of art. Full bio follows the post.). Thank you for this great post, Joe.

B2B Marketing Trends for 2016

great example is Moz’s Web Developer’s SEO. Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. There will be more companies developing SLAs between sales and. Developed, optimized and.

5 Steps to Successfully Build Your Company's Sales Development Efforts

Sales Prospecting Perspectives

Whether they''re Sales Development Representatives (SDRs), Market Development Representatives (MDRs), or simply inside sales, their role is a critical and strategic part of an efficient, scalable sales process. And when do they give up and work other leads instead? What are your best B2B sales tips for building a sales development team? Do the math. Build a process.

New Developments in B2B Loyalty Marketing

Biznology

Let’s look at the traditional approaches to retention marketing in B2B, plus some new developments in loyalty marketing being adopted by B2B marketers today, including social media and gamification. . But as buying has become more complex, businesses have developed additional strategies to deepen customer relationships and engender loyalty.  Photo credit: Wikipedia.

How to Work With Difficult People [Infographic]

Hubspot

Management Leadership Professional Development Daily IGSSWhen people think about becoming managers, many assume it's going to be all sunshine and roses. They'll have more responsibility! They'll get to help people grow! They'll get to shape the future of their company! They might even get a raise! But when they actually become managers, reality can be shocking.

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5 Best Productivity Tips to Maximize Sales Development Reps' Time

Sales Prospecting Perspectives

As sales development reps, our time is precious. Planning out your day as a sales development representative is a must, especially if you are working on multiple projects. In today’s world, calendars are easily accessible on your computer, smartphones, and tablets, and this is something sales development reps should use to their advantage. Lay out your day; have a plan.

B2B Marketing Trends for 2016

great example is Moz’s Web Developer’s SEO. Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. There will be more companies developing SLAs between sales and. Developed, optimized and.

3 Tips for Marketers Developing Training Materials

ANNUITAS

Whether it is the launch of a program, campaign, product, or instructional how-to’s, as marketers we’ve most likely developed training materials and conducted training sessions for members of our organizations. Developing the right kind of training materials (well-done and engaging) is essential in helping others understand and connect with your messages. Seriously.