Biznology

OCTOBER 3, 2021

It seems like every week I see a new research report naming leads as the top priority of B2B marketing departments. They’ll say, “Leads! Give me leads!” I’m talking about everything that comes after the lead-to-sales handoff. Lead Nurturing. Lead-to-sales Conversion. Account Management.

Sales Qualified Leads 171

Sales Qualified Leads Lead Scoring Lead Ranking Leads 171

Biznology

FEBRUARY 8, 2016

A couple of years ago, a client told me he was having some lead quality problems. The company had contracted with a major IT publisher for a webcast that guaranteed 150 leads. But the leads weren’t panning out; the quality was terrible and salespeople were pointing the finger at marketing. Ninety-nine percent. Quality time.

Lead Generation 80

Lead Generation Lead Scoring Lead Ranking Sales Qualified Leads 80

Biznology

FEBRUARY 24, 2022

My entire B2B career has been about leads—lead quality and quantity. Cost per lead. On the market side, I have never seen a study that didn’t place leads at the top of the B2B priority list. In fact, I’d argue that building a strong and respected brand accelerates all stages of the revenue-generation process.

B2B Marketing 104

B2B Marketing Lead Scoring Lead Ranking Brand Identity 104

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

SEPTEMBER 26, 2019

B2B marketers understand the importance of qualifying a lead before it goes to a sales person, but sometimes the qualification process can get tricky. Think well beyond the simple score generated by your marketing automation system. Don’t let a lead get cold while waiting to go to sales. Then, set up your process.

Lead Qualification 116

Lead Qualification Sales Qualified Leads Lead Scoring Lead Ranking 116

Biznology

MARCH 13, 2017

The world has become increasingly busy leading to an explosion in demand for content that can be consumed quickly and efficiently. Couple this with the growing popularity of photo-sharing platforms such as Instagram and the result is a lead generation process that has undergone a fundamental shift. Use relevant hashtags.

Lead Scoring 126

Lead Scoring Lead Ranking Advertising Agencies Paid Search Agency 126

Biznology

JANUARY 4, 2017

All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs. Of those 350,000, about half—178,000—were actual sales leads.

Validation 180

Validation Linkedin Sales Qualified Leads Social Marketing 180

Biznology

JULY 12, 2017

How sales, marketing professionals, and social media lead generation companies are focused on only 3% of the target market. They’re focused on lead generation even though most leads go nowhere—when the focus should be on prospect development. However, those sales leads they were delivering sucked!

Sales Management 145

Sales Management Linkedin Top of Funnel Lead Scoring 145

Biznology

FEBRUARY 15, 2018

The study uses key metrics to evaluate the value of the promotional products and how they compare to other advertising channels. The five key metrics that were used to assess the value and weight of options used by survey responses regarding each promotional product component: reach, recall, resonance, reaction, and relativity.

Promotion 196

Promotion Product Merchandising Mobile Advertising 196

Biznology

JULY 31, 2015

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Which leads me to 5 Do’s and Don’ts of B2B lead qualification.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

DECEMBER 7, 2017

To improve your website’s ranking, you need to get users to stay on your site and interact with your content. The amount of time visitors spend on your website can affect your SEO ranking. Research shows that content around 2,000 to 2,500 words ranks the highest in search engine results. Provide high quality, useful content.

SEO 140

SEO Dwell Lead Scoring Lead Ranking 140

Biznology

NOVEMBER 17, 2011

I like to do book reviews once in a while on Biznology, and this one was a natural because I know Ruth Stevens and I know her expertise in B2B marketing, so I needed to pore over her book, Maximizing Lead Generation , for tips–and I found them. Long B2B sales cycles mean that you need a set of techniques to nurture leads.

Lead Generation 80

Lead Generation Lead Ranking Lead Scoring Sales Qualified Leads 80

Biznology

AUGUST 19, 2015

Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification. Speed Kills The Competition.

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

Biznology

MARCH 23, 2018

The theory is that if you post irresistible content to your website, you’ll rise in search rankings and attract interested buyers to find you. Here’s another: Google and Facebook are leading the digital marketing revolution. Here’s an interesting one. Hubspot preaches inbound marketing as a mantra, right? Kudos to them. But hold on.

B2B Marketing 190

B2B Marketing Work Management Marketing Management Opt-out 190

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? this opportunity?

Top of Funnel 205

Top of Funnel Work Management Marketing Management Churn Rate 205

Biznology

DECEMBER 8, 2017

Not only is page load time a huge ranking factor, but there is widespread speculation that AMP is a ranking factor in itself, despite Google’s explicit denial that it is a ranking factor. Combined with ranking and referral data, this might be enough for you. But there are three good reasons not to use them.

Ideal Customer Profiles 182

Ideal Customer Profiles Paid Search Agency Wiki Marketing AI 182

Biznology

FEBRUARY 17, 2016

The more off-beat queries can lead you to create whole new categories of content designed to appeal to particular audience segments or industry verticals. Yes, that will take them away from your site, but if you’re providing them with real value, they’ll be back. Make note of what you have in your outbox. But you knew that …).

Content Marketing 80

Content Marketing Generation Content Buying Cycle 80

Biznology

AUGUST 2, 2021

So, dear CEOs, if there is friction between your sales and marketing leads, it’s up to you to make a change. Marketing spends half its time and resources trying to prove its value in financial terms. Both functions are required for success. Sales without marketing… marketing without sales… the truth is that B2B firms need both.

B2B Sales 197

B2B Sales Account Based Marketing B2B Marketing Cost per Lead 197

Biznology

NOVEMBER 11, 2020

For years, a company’s purpose meant increasing shareholder value, displacing competitors, increasing margins, and improving the bottom line. Ironically, a singular focus on those data points will ultimately lead to their decline. Consumers, especially the newer generations, can smell insincerity a football field away.

Work Management 173

Work Management Marketing Management Paid Search Agency Consulting 173

Biznology

JULY 24, 2019

Generating more sales is something that every business owner wants. Your site should also be mobile-friendly, both so that it creates a delightful experience for mobile users, and because Google will increase your SEO ranking. Promotional emails are some of your best chances of generating sales and revenue.

Lead Scoring 112

Lead Scoring Lead Ranking Social Media User-Generated Content 112

Biznology

APRIL 24, 2015

With responsibility for demand generation, Sechrist is mired in database marketing. We focus our demand generation marketing on those lookalikes,” says Sechrist. Leadspace contacts are scored based on the desired persona attributes, and then ranked and prioritized for use by the sales team.

Ideal Customer Profiles 80

Ideal Customer Profiles Case Studies Case Study Marketing Management 80

Biznology

NOVEMBER 2, 2017

Thankfully, there are a plethora of marketing automation tools out there that will not only help you bring in leads to boost revenue, but also give you more time to spend on improving your business. In fact, visual platforms like Instagram are influencing the purchasing patterns of an entire generation more and more each year.

Marketing Automation Services 139

Marketing Automation Services Marketing Automation Automation Tools 139

Biznology

JANUARY 19, 2018

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.” Highly recommended! Journalists love it for the hard data that fuels great stories.

Top of Funnel 166

Top of Funnel B2B Marketing Lead Ranking Digital Marketing Funnels 166

Biznology

JUNE 3, 2020

So, you examine not just the product, or features, or messaging, or value proposition. Marketing is no longer just about advertising, brand and leads. We already see upticks in virtual engagement, AI-driven programs for both lead generation and point-of-contact engagement. What’s that? Is your supply chain flawless?

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Biznology

MARCH 11, 2019

The longer recesses helped release a lot of pent-up energy and resulted in a demonstrable shift in students’ moods, for example, overcoming their restlessness and difficulty focusing on homework, reducing cranky behavior with fewer disciplinary actions, achieving higher test scores and even experiencing improvement in their health.

Creativity 91

Creativity Branding Brand Identity Lead Scoring 91

Biznology

OCTOBER 13, 2020

These can be important metrics to keep track of, but they should be viewed with some skepticism — not because they aren’t of value, but because lazy marketers often rely on the to exclusion of business metrics, which are often much more difficult to come by. Digital Marketing Business Metrics. Digital Marketing Metrics That Matter.

Advertising Agencies 197

Advertising Agencies Vendors Marketing Lead Scoring 197

Biznology

MARCH 27, 2015

As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. That’s why webinars become interesting as a lead generation tactic. That’s why you see webinars rated as one of the top lead-gen tactics today (source: Placester ). Have webinars been successful in your lead-gen efforts?

Lead Gen 80

Lead Gen Webinar Metrics Lead Ranking Marketing Qualified Leads 80

Biznology

APRIL 27, 2016

Businesses that start using online video content marketing in their daily sales and marketing process stand to gain significant tangible benefits across their entire lead generation and sales cycle. How to start thinking about content ideas to drive your lead gen and sales cycles. Thanks to all our sponsors! Like this post?

Video Marketing 80

Video Marketing Business Webinar Metrics Lead Scoring 80

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

NOVEMBER 27, 2013

Technology usage “intensity” score, by product (HG Data). Tech purchase likelihood scores from Harte-Hanks, built from internal models and appended to enhance the profile of each account. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts. Company SWOT analysis (OneSource).

Lead Ranking 80

Lead Ranking Marketing Management B to B Lead Scoring 80

Biznology

MAY 16, 2019

We’re in the process of joining Conductor’s partner ecosystem because our clients see the value of the intersection of SEO and behavior-based personalization to improving mid-funnel progression. According to a 2017 report by Demandwave, only email (73%) rivals SEO (70%) as a source of lead generation for B2B companies.

Top of Funnel 91

Top of Funnel Traffic Conversion Lead Ranking 91

Biznology

SEPTEMBER 21, 2017

A key driver for this trend is the emerging values of millennials and purposeful branding. Consumer product companies seem to leading this trend. Values – this generation feels people are more important than profits. a purpose beyond profit or how it can improve the lives of its customers. by 2025, for example.

Branding 159

Branding Brand Identity Paid Search Agency Wikipedia 159

Biznology

OCTOBER 7, 2020

Always on the lookout for new ways to identify prospects and generate leads in business markets? These approaches seem ,to me, like a worthwhile way to remove some routine general lead tasks from the plate of your skilled salespeople. Full-service lead gen and qualification agencies are abound, but here’s a new twist.

Marketing Prospects 189

Marketing Prospects B2B Marketing Paid Search Agency Top of Funnel 189

Biznology

JUNE 23, 2021

Still, according to a 2021 Forrester study , most marketers admit to having a tough time replicating the “compelling storytelling and lead-generating aspects” of in-person events. The value of this approach goes beyond virtual events. Little or no T&E expense. Better audience analytics. Well, of course.

Forrester 171

Forrester Personalization Trade Show Webinar Metrics 171

Biznology

APRIL 27, 2017

As marketing advances, most professionals are well aware by now of the importance of retention and reactivation in optimizing the value of the customer base. times cheaper to sell to a pre-existing inquirer than to generate a new lead ( Aberdeen Group research). Reactivation can be viewed as a subset of retention marketing.

Churn Rate 152

Churn Rate Click Rate Eye-Tracking Lead Scoring 152

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. Please explain.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Biznology

JULY 30, 2021

High-Performing Teams Start with a Culture of Shared Values. That begins with a clear sense of shared mission and values.” “The process of small-group coaching can generate leadership development impacts that exceed what’s possible in one-on-one coaching. and are raised to the rank of prince.

Peer-to-peer 104

Peer-to-peer Thought Leadership Lead Scoring Lead Ranking 104