Biznology

JANUARY 19, 2018

So that sales people can operate in an environment where prospects say, “Oh yes, I’ve heard of you.” Michael Brenner was SAP ’s pioneer in developing the powerful Internet marketing strategy of building a website community to serve the information needs of top-of-the-funnel business buyers, to generate leads and “own the category.”

Top of Funnel 166

Top of Funnel B2B Marketing Lead Ranking Digital Marketing Funnels 166

Biznology

JUNE 3, 2020

I reached out to my longtime colleague and friend Roger McDonald , a seasoned sales and marketing executive and thoughtful observer of things B2B, to gather up his views on what’s going on and how we B2B marketers should be thinking. How do you see Covid-19 changing the nature of B2B sales and marketing going forward? Roger McDonald.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Biznology

DECEMBER 27, 2019

As per Rita Gainley, a marketing blogger, “you can use the opportunity of sending this email to tell them what’s next sales-wise, show them what your new content is that they could be interested in, and give them more information about your business and social media channels.”. The Topic Workflow or Download Email. The Lead Nurturing Email.

Marketing Automation Services 171

Marketing Automation Services Marketing Automation Email Marketing Automation 171

Biznology

JUNE 29, 2018

Many buyers have already identified a solution before engaging with sales. So, what are the implications for sales communication content, and for video content in sales communication particularly? Sales enablement: the case for video in sales communication. But it may go unshared. The other is case studies.

Top of Funnel 184

Top of Funnel Video Marketing Differentiation Case Studies 184

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. Please let me know what you decide.

Sales Management 145

Sales Management Linkedin Top of Funnel Lead Scoring 145

Biznology

AUGUST 25, 2016

Marketing is supposed to lead to sales, right? I’ve talked in the past about how you better make sure that the steps in your marketing Buyer Journey matches the phases of Sales Funnel. Often, sales teams take different approaches with different market segments. Today, I want to talk about something similar.

Top of Funnel 80

Top of Funnel Segmentation Planning Buyer's Journey 80

Biznology

JUNE 6, 2018

Marketing automation combined with CRM is a real benefit to sales organizations. Here’s why: Your sales conversations are more familiar and personal when your inbound sales team can reference notes of previous interactions. You can remarket ads more intelligently based on specific interests or positions in the sales funnel.

Marketing Automation Services 167

Marketing Automation Services Top of Funnel Enterprise Management Work Management 167

Biznology

APRIL 14, 2017

And what’s good for the company that makes an investment in online B2B marketing videos is that they are proven to increase metrics such as awareness, conversion rates, quality leads that go into the sales process, thought leadership, social metrics, open rates, and click-through rates in email campaigns.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139

Biznology

MAY 18, 2017

If I looked at your profile or that of your CEO or top sales people or thought leaders would I see status updates–usually in the form of automatic posting of blog articles? To be effective from a sales and marketing perspective, a LinkedIn program needs a prospect development component. Would I run across you occasionally in a group?

Social Media 143

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 143

Biznology

MAY 17, 2021

Sure, it’s helpful that there’s a “buy” button at the end of the marketing process much more often in B2C sales than in B2B. It’s important to track those content types separately and note which create more engagement and, if possible, which lead to audience action, whether that’s a sale or simply moving further through your sales funnel.

Top of Funnel 104

Top of Funnel Effectiveness Content Marketing Planning 104

Biznology

MAY 6, 2020

If a sales conference was held, would you go? We need to drive leads to the sales force whether we have trade shows or not. We need to close deals whether our sales people can visit or not. Can you shift your B2B sales funnel to digital? Can you attempt a digital transformation for sales?

B2B Marketing 186

B2B Marketing Planning B2B Trade Show 186

Biznology

JUNE 22, 2016

As our personal behavior is driving our business behavior, online videos for business are becoming a necessary business tactic to achieve core business objectives that sales directors and marketing directors have every day. Business video communications can play a significant role to help you achieve your objectives.

Top of Funnel 150

Top of Funnel Video Marketing Marketing Strategy Marketing & Strategy 150

Biznology

JUNE 11, 2018

In fact, at the top of the funnel, they’re not appropriate at all. Those are the solutions your marketing needs to focus on in order to gain prospects’ attention and move them through their buying process and your sales funnel. They may even be the purest form of solution-based selling. That comes much further down the road.).

Top of Funnel 179

Top of Funnel Case Studies Content Marketing Case Study 179

Biznology

SEPTEMBER 3, 2020

But customers and prospects lured into a live meeting (or recorded webinar) have almost certainly looked at the top-of-the-funnel overview on your website product page. This gives your sales team an opportunity to follow up immediately, with. That’s why “explainer” videos are still around. Visuals save time.

Video Marketing 138

Video Marketing Top of Funnel Stats Marketing Funnels 138

Biznology

JANUARY 31, 2019

The key learning point here is not to succumb to sales pitches for products that work on problems that you don’t fully understand. Mid-Funnel content gets the attention it deserves. Early signal from the data should allow us to start some beta work with customers in 2Q/3Q to figure out if this mid-funnel problem is fixable.

Top of Funnel 148

Top of Funnel Marketing AI Planning Digital Marketing Funnels 148

Biznology

SEPTEMBER 9, 2019

The application offers tracking open rates, setting up email automation funnels , and instant scheduling, but the platform also offers tons of integrations to create a more communicative and interactive approach. For instance, Mixmax offers…. Calendar integrations to effectively schedule appointments Collaboration with SalesForce.

Automation 130

Automation Tools SMS Top of Funnel 130

Biznology

AUGUST 16, 2019

Data Helps Personalize the Sales Funnel. Using big data services, especially in a service-based or product-as-a-service environment, gives companies the means to find out in real time how customers are interacting with their web properties and their products, and fine-tuning the sales funnel on a personal level.

Top of Funnel 142

Top of Funnel Digital Marketing Funnels Customer Satisfaction Cold Calling 142

Biznology

OCTOBER 24, 2013

Simply posting a blog per day won’t amount to anything if you’re not taking your customers’ sales cycles into account and adjusting your marketing strategy accordingly. What’s a sales cycle, you ask? Understanding Sales Cycles. Once your buyers are segmented, you can then assign various sales cycles. Middle of the Funnel.

Top of Funnel 80

Top of Funnel Sales Cycle Content Marketing Planning 80

Biznology

NOVEMBER 27, 2018

Lead delivery and “feeding the funnel” are right up there. But often lead management is in the domain of sales management, rather than a marketing function. The simple economics of trade shows and events such as conferences for lead generation in early funnel stages are unmatched. Yes, they are. Let me highlight three.

B2B Marketing 147

B2B Marketing Work Management Marketing Management Top of Funnel 147

Biznology

NOVEMBER 27, 2018

Lead delivery and “feeding the funnel” are right up there. But often lead management is in the domain of sales management, rather than a marketing function. The simple economics of trade shows and events such as conferences for lead generation in early funnel stages are unmatched. Yes, they are. Let me highlight three.

B2B Marketing 136

B2B Marketing Work Management Marketing Management Top of Funnel 136

Biznology

APRIL 1, 2019

A client of ours recently mentioned that their inside sales team would be thrilled to have a new video to share every week — but of course “We don’t have the budget for that.” Actually, if they — and you — have a video budget at all, you probably do have the budget to produce the right videos for inside sales. I recommend it.

Top of Funnel 112

Top of Funnel Paid Search Agency Video Marketing Open Rate 112

Biznology

DECEMBER 2, 2019

A move from the “funnel” to the “relationship.” B2B marketers are expanding their roles from just cranking out lead generation campaigns to stepping in as managers of the prospect and customer relationship, in partnership with their sales counterparts. This year, my predictions range from retention to robots. I welcome your feedback!

Enterprise Management 143

Enterprise Management Work Management Marketing Management B2B Marketing 143

Biznology

APRIL 11, 2016

It is, quite literally, the top of your sales funnel. Or, to put it in more traditional terms: what really matters is your efficiency at moving prospects from the top of the funnel, through the sales process, to the end of the funnel and conversion.

Top of Funnel 80

Top of Funnel SEO Digital Marketing Funnels Peer-to-peer 80

Biznology

SEPTEMBER 19, 2019

Are you driving sales? They figure “I drop a bunch of stuff at the top of the funnel, and then my job is done.” What about the middle and the end of the funnel? The eternal struggle for marketers seems to be connecting marketing actions to business results. But this can’t be a reason to give up on analytics. But wait a minute.

Top of Funnel 91

Top of Funnel Business Marketing Qualified Leads MQL 91

Biznology

AUGUST 11, 2016

Recent studies show 87% of B2B sales and marketing leaders are using LinkedIn and other social media platforms, but less than 1 in 5 can clearly prove and demonstrate social media ROI. I believe it’s because the attention and efforts are on the top of the funnel instead of thinking about the complete buyer’s journey.

Linkedin 80

Linkedin Top of Funnel Marketing Automation Services Sales Qualified Leads 80

Biznology

OCTOBER 11, 2017

In the case of tech solution vendors, blogs are full of middle-of-the-funnel stuff that responds to customer concerns with a minimum of hype and marketing-speak. As noted in the Harvard Business Review article on Making the Consensus Sale —most people think taking a position on anything new is taking a risk. Beef up your video content.

Top of Funnel 112

Top of Funnel Work Management Video Marketing Marketing Management 112

Biznology

MARCH 24, 2020

Your sales reps will certainly need to rely upon traditional leadgen methods harvesting the best opportunities from things like your digital ad spend. More engagement, more funnel progression. It doesn’t if you’re able to get a disproportionately larger output from your other sources of leads.

B2B 118

B2B Enterprise Management Marketing AI Digital Marketing Funnels 118

Biznology

JANUARY 20, 2017

If your marketing focus is on your products, your sales prices, your funnel, and your outcomes, you’ve got a problem. We’ve all seen this too frequently with “The Great Sales/Marketing Divide,” but it can be just as damaging if the customer service and product development teams aren’t marketing focused.

Top of Funnel 80

Top of Funnel Differentiation Paid Search Agency Marketing Funnels 80

Biznology

JUNE 29, 2020

A McKinsey report found that 35% of the sales generated by Amazon are based on their product recommendations crafted by user activity. This is a significant portion of sales that e-commerce retailers should not miss out on. Sales Strategy. It is indisputable that big data analytics and tools improve the customer experience.

Marketing AI 104

Marketing AI Top of Funnel Customer Satisfaction Amazon 104

Biznology

JANUARY 17, 2020

AI is also used to analyze massive amounts of data in a matter of seconds to come up with sales strategies that are more effective than estimations and miscalculations. Without a digital marketing strategy, your sales will sink into oblivion. AI is improving sales strategy. AI is improving sales strategy.

Marketing AI 118

Marketing AI Work Management Business Marketing Management 118

Biznology

JUNE 10, 2016

Their findings show that overall, marketing has 30% more sway than sales in a typical B2B buying decision and that marketing has 27% more sway than business development. They’re more interested in pushing out content and filling the top of their funnel than using their influence to actually drive revenues.

Top of Funnel 80

Top of Funnel Linkedin Paid Search Agency B2B Thought Leadership 80

Biznology

MARCH 18, 2015

B2B marketers need this, but so do B2C marketers that sell high consideration items with long sales cycles. Content Marketing Webinars brand differentiation buyer journey Buyer Profile Content marketing Content strategy market segmentation marketing persona Marketing strategy sales funnel targeted content targeted marketing video Webinar'

Top of Funnel 80

Top of Funnel Segmentation Content Marketing Webinar Metrics 80

Biznology

APRIL 18, 2019

The biggest mistake that many companies make in their B2B sales and marketing activities is the way they fragment or silo different touchpoints in the customer journey among disparate functional teams. You’ve got a CRM team that focuses on developing those leads, funneling them to the right salespeople, and turning them into sales.

B2B Marketing 151

B2B Marketing Paid Search Agency B2B Top of Funnel 151

Biznology

SEPTEMBER 12, 2019

More often “better” means some top-of-funnel activity. Connecting marketing data to the things that happen downstream — sales, fulfillment, support — is another one of the promises of the marketing technology revolution. The intersection of marketing and sales is a prime example. What grows revenue?

Marketing Automation Services 91

Marketing Automation Services Top of Funnel API Fulfillment 91

Biznology

APRIL 7, 2016

First, you want a strong Call-to-Action (CTA) that compels your visitors to move down the sales funnel. The offense of marketing automation takes the shape of content marketing campaigns that help you build a sales funnel. There are two things a solid brand identity and your business website absolutely need to succeed.

Marketing Websites 80

Marketing Websites Top of Funnel Business Digital Marketing Funnels 80

Biznology

OCTOBER 21, 2016

If you want to reach, connect and engage with more IT buyers, then as a sales and marketing professional, you need to position yourself as an expert who wants to have a real relationship that’s based on up-front value. So IT buyers are willing to reveal themselves and engage with B2B sales and marketing leaders on LinkedIn.

Enterprise Management 80

Enterprise Management Work Management Marketing Management Linkedin 80

Biznology

JANUARY 29, 2016

The What to Buy Moment (Top Funnel). Moment (Top Funnel). Even if the circumstances point to another choice, the dealer relationship with that customer is now a key consideration and that relationship can shift from purely sales to advisory. The Affordability Moment (Mid Funnel). Moment (Mid Funnel).

Top of Funnel 80

Top of Funnel Purchase Video Marketing Brand Identity 80