Savvy B2B Marketing

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10 Requirements to Deploy Successful Online Content Marketing

Savvy B2B Marketing

Advanced Content – Contrary to popular belief, just because someone has visited your blog or website doesn’t mean they’ve entered the top of your sales funnel. After this transaction occurs the visitor is at the top of the funnel (TOFU) and can be placed in a lead nurturing email campaign with the intent of moving them down the funnel.

8 Ways to Make Your Content More Like Personal Conversations

Savvy B2B Marketing

In an ideal marketing and sales world, we’d all enjoy the opportunity to talk in person with each and every prospect. Great content succeeds when it gets you found, instantly engages your prospects and converts them to the next target stage in your sales funnel. In B2B days gone by, serving began when the sale closed and solution delivery started. Understanding.

Beyond Buyer Personas: Connecting with Today's B2B Buyers

Savvy B2B Marketing

The original intent was to paint the entire picture of the buyer experience to help inform an organization's future strategy for business, sales, and marketing. For years, marketing and sales have looked through the “funnel/single-buyer lens.” When buyers are seeking to make a purchase, they’re not doing so in a funnel.

Savvy Week in Review: June 15

Savvy B2B Marketing

Why the Future of Home Page Design is “Funnel Marketing” by @TheSalesLion. Psychological Master Keys That Will Open The Doors to More Sales by @derekhalpern. How can it be that mid-June is already here?! Before it all slips away, make sure you take the time to digest some good reads from around the blogosphere. Enjoy! Clean, clear, and made to convert. Great move!

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. through the funnel until they. Map to the funnel. personas at each stage of their journey through the sales funnel.

Ready to Nurture? Simply Remember Your A,B,C's

Savvy B2B Marketing

I’ve been speaking at a number of conferences recently where marketers and sales people are quite interested in adopting a demand generation discipline within their organization. Ardath Albee, author of eMarketing Strategies for the Complex Sale, writes extensively about how to develop customer personas on her blog. B is for Behavior. Think in terms of verbs – should they download a longer form paper, listen to a podcast, watch a customer testimonial, call a sales representative for more information, visit you at a trade show? The answer is simple as A,B,C.

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Make the Short List by Connecting with Content

Savvy B2B Marketing

While more respondents segment based on the profile of the decision maker than in years past (57% in 2011 versus 49% in 2010), only 39% of respondents align content with the buying cycle (or sales funnel) stages. With content marketing gaining in mindshare and importance, it’s valuable to keep pace with developments in this area. Goals and measurement. Budgets and production.

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Three Tips to Get Manufacturers Started with Social Media

Savvy B2B Marketing

Use LinkedIn to Help Fill the Sales Funnel. Manufacturers can use LinkedIn to prime the sales funnel if they leverage their connections. Considering that after you have a few hundred connections your network extends into the millions, LinkedIn can be a great way to get in touch with potential sales contacts. Create a Blog to Tell Your Story.

A Demand Generation Primer by DemandCon Presenters Lesson 2

Savvy B2B Marketing

Would you like to a deep dive fast course in how to get better at creating and nuturing the entire sales funnel not just the top Lead Gen portion? Ardath Albee , author of eMarketing Strategies for the Complex Sale. They pass them to sales before they’re ready. Ardath Albee , author of eMarketing Strategies for the Complex Sale. Do you want to know more?

Savvy Week in Review: May 11

Savvy B2B Marketing

Outperform in B2B Sales by Understanding the Social Business Sales Funnel b y @ csrollyson via @ B2Community. Why sales needs to participate in the online social sphere and how to get started. We've read lots of terrific posts over the past week. Here's a roundup of our favorites to get you through the weekend. Enjoy! You could be passing up big opportunities.

Savvy Toolkit - The Lead Nurturing Cookbook

Savvy B2B Marketing

As we wrap up first quarter in most company fiscal years I hear the sonic boom of Sales VP's everywhere demanding more leads in the their funnel! Inbound Lead Qualification with Sweet Sales Optimization. Sales-Driven Lead Nurturing with a Buying Cycle Reduction Sause. Revival Lead Nurturing Stuffed with Sales Leftovers.

Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Savvy Toolkit - How Do We Operationalize Content Marketing?

Savvy B2B Marketing

Besides I love any graphic that supports the "bored at work" demographic as the start of the sales funnel! Content Marketing is coming of age. Finally most savvy marketers have embraced content as the opposite of spray and pray spam approach. We know it is about being at the right place at the right time in the format that our prospect will find most pleasing!

Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

I've read -- and experienced -- the pains in the lead follow up process: marketing collects leads, passes them to sales, sales calls a few and gets no where and declares the leads "junk." " The issue, of course, is that the leads marketing is turning over are not sales-ready. I've been thinking a lot of the registration process lately. What's the harm in that?

Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

I've read -- and experienced -- the pains in the lead follow up process: marketing collects leads, passes them to sales, sales calls a few and gets no where and declares the leads "junk." " The issue, of course, is that the leads marketing is turning over are not sales-ready. I've been thinking a lot of the registration process lately. What's the harm in that?

Demand Con Speakers Provide A Demand Generation Primer - Lesson 1

Savvy B2B Marketing

DemandCon , a marketing and sales conference focused on demand generation, specifically the entire sales funnel, from first contact to revenue recognition. Ardath Albee , author of eMarketing Strategies for the Complex Sale. The venue? The first of those answers are below and the second will be posted on Wednesday on the blog. Lead Planning. Lead Routing. Lead Nurturing.

Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. Introduction 4 II.

Week in Review: February 22

Savvy B2B Marketing

How to Use Email to Set Up a Sales Funnel by @jonbuscall. Meet A New Layer In The Sales Channel: The Genius by @Soulati. Another week has flown by but we managed to ensnare some real treasures from around the blogosphere in our nets. Check 'em out, leave your thoughts, and share the goodness! Steps to Compelling Contagious Content for Your Social Media Marketing by @jeffbullas. Simple but thorough road map for social media marketing sanity and success. Leverage Twitter's Influence To Work For Your Brand by @nick_eubanks via @sewatch. Yes, really. On the other hand.

Savvy Week in Review - October 22

Savvy B2B Marketing

Solicit Sales Feedback Marketers Can Use by @ardath421 A great set of questions to help marketers uncover the information they need to develop solid strategies. Focus Experts' Guide: Sales and Marketing Pipeline and Funnel Models - via @funnelholic Think there's only one version of the sales funnel? So, while you soak up the fall, enjoy these great reads! Tweet

How to Overcome the Four Main Challenges in B2B Content Marketing

Savvy B2B Marketing

started my career in B2B sales and quickly grew frustrated with the content being produced by my marketing colleagues. With our longer sales cycles and larger buying teams, B2B organizations need to be able to create and deploy the right content at the right time to meet each customer organization’s unique buying process. Director of Marketing for SAP. How hard can that be, right?

B2B Search and Content Marketing: Getting Found by Prospects

Savvy B2B Marketing

Consider a few data points that back this up: According to IDC's Third Annual Buyer Experience Study: Guidance for Sales & Marketing, released in April 2010, respondents rated "consumption of vendor content" as the most important part of their pre-purchase activities for IT products or solutions. After all, it's where the research process often begins.

Staffing and Launching Your Content Marketing Program

before they went on sale? about content marketing as being part of our funnel. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. All rights reserved. 200,000 readers.

Savvy Webinar Resources from the iConnect Conference

Savvy B2B Marketing

Greetings to those who attended the iConnect Webinar event From Sale to Renewal: Leveraging Webinars to Improve Your Entire Customer Lifecycle this afternoon sponsored by iLinc. referenced two books that I highly recommend: Flip the Funnel by Joseph Jaffe. Have no idea what I am talking about? Didn’t know the Savvy Sisters were presenting at iConnect? Great minds thing alike?!

Savvy Week in Review - Oct 2

Savvy B2B Marketing

Enjoy! -- The Savvy Sisters The Easiest Way to Explain the Marketing Process - by @ducttape John Jantsch explains his "hourglass" twist on the traditional marketing sales funnel. In New England, the weather's turning and there's a chill in the air. Great example of clear communication - regardless of the subject matter. Browse this list for some new ideas.

Savvy Week in Review - October 23

Savvy B2B Marketing

Almost Bought a Nook Today - by @sernovitz Example of lawyers screwing up a sale by saddling Barnes & Noble's new eReader with an inflexible return policy. Marketing Insights from Search Funnels - by @sengineland Tips from Search Engine Land on how to understand your customers' entire search process, and the best ways to capitalize on this data to improve marketing results. Enjoy!

Savvy Week in Review - September 18th

Savvy B2B Marketing

The Information Gap Between Marketing & Sales -- and how to fill it by - by @Ckochster Chris Koch explains the interdependencies between marketing and sales, and offers practical ideas for how marketers can supply salespeople with the type of information that prospects and customers will crave. TGIF, and how! The kids are back in school and we're all feeling extra studious.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. normal point of sales/marketing contact.

Power Past that Press Release

Savvy B2B Marketing

We have customers and partners supporting us, social media spreading the news, industry leaders singing our praises, a sales force that is already winning – we launch with credibility. One of the most important aspects of the launch is providing the sales force with qualified leads. Get the sales reps focused on that list the day we drop the announcement. Interested?

Power Past that Press Release

Savvy B2B Marketing

We have customers and partners supporting us, social media spreading the news, industry leaders singing our praises, a sales force that is already winning – we launch with credibility. One of the most important aspects of the launch is providing the sales force with qualified leads. Get the sales reps focused on that list the day we drop the announcement. Interested?

Savvy Week in Review - July 17

Savvy B2B Marketing

B2B Prospects in Funnels more than Pipelines - by @ardath421 Once again, Ardath Albee delivers the goods in a post that explains why the rules of engagement have changed and how marketers can enable sales now that the buyer is in control. The week seems to have flown by, but that didn't stop folks from producing thought-provoking, insightful posts, articles, and videos. Enjoy!

Savvy Week in Review - July 17

Savvy B2B Marketing

B2B Prospects in Funnels more than Pipelines - by @ardath421 Once again, Ardath Albee delivers the goods in a post that explains why the rules of engagement have changed and how marketers can enable sales now that the buyer is in control. Popsicles for everyone! Hope you stay cool this hot summer weekend. We've gathered a few of the ones that caught our attention. Enjoy!

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. normal point of sales/marketing contact.

How Web 2.0 Impacts B2B Marketing: An Interview with C. Edward Brice of Lumension

Savvy B2B Marketing

If a prospect wanted information on a product or service, he or she had to approach the company and get inserted into its sales process. They have to stop focusing on the sales cycle and instead focus on the buying cycle. Talk to your sales team to understand buyer roles. If we don't produce relevant content, it won't do any good to funnel it into a Web 2.0 enables that.

How Web 2.0 Impacts B2B Marketing: An Interview with C. Edward Brice of Lumension

Savvy B2B Marketing

If a prospect wanted information on a product or service, he or she had to approach the company and get inserted into its sales process. They have to stop focusing on the sales cycle and instead focus on the buying cycle. Talk to your sales team to understand buyer roles. If we don't produce relevant content, it won't do any good to funnel it into a Web 2.0 enables that.

Why the sales funnel is alive and well and living on the web

grow - Practical Marketing Solutions

Do a quick search for phrases around the death of the sales funnel. There’s article after article opining that the sales/marketing funnel is dead because the buyer’s journey is no longer linear. Ok, so let’s abandon the funnel since it’s dead. You’d have to pry it out of my dead cold hands to get me to abandon the sales funnel. Makes sense, right?

How to Match Great Content to Your Sales Funnel

It's All About Revenue

Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale. It's about driving them through to the sale by creating great content at each stage of their journey. Navigating the Sales Funnel. 1. Top of the Funnel. This stage of the funnel is all about helping, not selling.

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. normal point of sales/marketing contact.

Marketing Funnel Management Best Practices

B2B Lead Blog

If you use the marketing funnel, there are some tweaks to the process you can make to yield better results. Here are a few best practices to tweak your marketing funnel to […]. Database Marketing Marketing and Sales Funnel Marketing Automation Big Data Marketing data driven marketing marketing insight

How to Power Your Sales Funnel With Video Content

It's All About Revenue

Video can power your sales cycle at every step of the buying process, but not all content is relevant to everyone. Top Of Funnel Video Content. Mid-funnel prospects want content that helps them evaluate your product’s fit for their organization, and help bring others onboard. Video is an incredibly powerful tool for engaging with your leads and driving your sales process.

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Smart Agencies Don’t Neglect the Middle and Bottom of the Marketing Funnel

Act-On

To help your clients close a bigger percentage of their sales prospects. One of the easiest ways to visualize the buyer’s journey is to apply it to a marketing funnel. What’s a Marketing Funnel? The marketing process is basically a funnel of conversions through which you drive your prospects from the top, towards the bottom and the desired outcome – a purchase! Capture.

Buyers Don’t Care About Your Sales Funnel

ANNUITAS

I read an article recently that discussed how content can “help push your prospects through the sales funnel.”  While I am quite aware of B2B’s fascination and obsession with funnels and waterfalls, the truth is buyers couldn’t care less and certainly will not be pushed through anything. Pretty anemic!  Author: Carlos Hidalgo @cahidalgo CEO and Principal, ANNUITAS.

What Funnel Flipping Means to Me

ANNUITAS

I attended the Flip My Funnel conference in San Francisco today, which was exciting in that it was the first conference I have attended that was completely dedicated to Account-Based Marketing (ABM) – a topic I am very passionate about. Next up you have “Expand” and “Engage,” although to me these might be better served by reversing their order in the funnel. Image source.

Three Ways to Increase Bottom-of-Funnel Leads Using Data-Driven Marketing

Act-On

As sales and marketing professionals (among many others) are experiencing a recent influx in data or “ information overload ,” it’s becoming increasingly more difficult to decipher which data we should be focusing on. Let’s say that a web-based collaboration software company knows that their target market is split evenly between marketing and sales professionals. Don’t be. After