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!

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.

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?

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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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.

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.

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.

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.

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.

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?

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

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.

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.

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!

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.

B2B 2

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.

B2B 2

25 B2B Engagement Tactics For All Marketing Funnel Stages

bizible

At which of the marketing funnel stages are prospects prepared for various types of outreach? Here are 25 different engagement tactics, organized by funnel stage, and designated by category -- content, social, paid media, direct mail, and events. TOP -- Marketing Funnel Stage Engagement Tactics. 1. MIDDLE -- Marketing Funnel Stage Engagement Tactics. 9.

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Bubble in the Funnel

ViewPoint

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’ In three months, there will be no pipeline, and by the time they figure it out, half of their year will be gone. Inside Sales Sales Process B2B Sales

Fix your Funnel with Predictive Marketing and Sales

Lattice

And since Q4 is historically the biggest quarter for most sales teams, now is the time for companies to identify any issues with their revenue funnel, and determine ways to fix those problems so Q4 is a runaway success, not a flop. But what happens if there are multiple issues with a company’s revenue funnel? While it may be hard to believe, Q4 is just around the corner.

Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages

Influitive b2b

In B2B sales, we’re taught to never allow ourselves to be single-threaded in an account. That’s why we label the different people we interact with throughout sales funnel stages with some common terms: Evaluators, Business Users, Champions, Detractors, Influencers, Budget Holders, Decision Makers… Since the dawn of. This post was updated on August 25th, 2016.

The Great Big List of 23 Types of B2B Marketing Campaigns, by Funnel Stage

bizible

The list is broken down by stage of the funnel. In line with the pipeline marketing concept, we believe that marketing campaigns can and should have an impact at each stage of the funnel -- all optimized for generating revenue. These create positive engagements at the top of the funnel, all of which improve conversion rates later down the funnel. Brand campaign.

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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

Understanding the Stages of Your Sales Funnel [Infographic]

B2B Marketing Insider

Think of a sales funnel as a device you can use to create customers. While it seems that many businesses find customers, a closer look will show you the process involved in generating sales. Simply put, a sales funnel conceptualizes the process of turning prospective leads into loyal customers. Paying attention to your sales funnel […].

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.

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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.

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?