Marketing Interactions

AUGUST 15, 2021

I read an interesting exchange on LinkedIn recently. The post asked about how sellers engage with prospects who don’t yet either know they have a problem or understand the problem or how they want to solve it. Have they accessed pre-sales content that answers their change management questions and helps them decide to fix the problem?

Marketing Qualified Leads 62

Marketing Qualified Leads Lead Ranking Sales Qualified Leads High Quality Lead 62

Marketing Interactions

FEBRUARY 7, 2020

What will we write about that will be interesting over 6-month span (or longer)? The idea that if we cram everything into a 3-week campaign, we can force our prospects into speaking with our sales reps and buying. Some of which they could address to alleviate smaller pains and as a testing ground for the helpfulness of your expertise.

B2B 114

B2B Content B2B Marketing Trust Marketing 114

Marketing Interactions

MARCH 22, 2022

Given that 94% of B2B Buyers say they are very well informed or somewhat informed before they talk to a sales rep, there’s a lot of opportunity for marketers to help buyers self-qualify as ¾ of them push off engaging with sales until the end of their change process. Today, change is rampant which makes budgets a moving target.

Work Management 62

Work Management Marketing Management Ideal Customer Profiles Sales Qualified Leads 62

Marketing Interactions

JANUARY 19, 2020

Which B2B buyer personas, when engaged, will help marketers drive contribution to revenues? After all, the reason to develop personas in the first place is to build an engaged audience of potential prospects who can and are likely to become customers. Then look in your database to see who’s in your existing prospect pool.

Buyer Personas 121

Buyer Personas Enterprise Management Work Management B2B 121

Marketing Interactions

APRIL 18, 2019

Instead, when you understand where your buyers are, you can create a shift that helps them start to see things a bit differently, because what you’re saying is based on a “truth” that already exists for them. Small shifts based on what your buyer already sees to help them see it a bit differently. See what I mean? Small steps.

Buyer Personas 119

Buyer Personas Buying Cycle Case Studies Case Study 119

Marketing Interactions

FEBRUARY 15, 2019

Being me, the first thing I wanted to do was go talk to business leaders and find out if this would be a conversation that would interest them. Note: I do this to gain a foundation of insight for the project, but also to involve sales and learn what they want to know that will help them buy into the persona project.

Conversion 93

Conversion Planning Buyer Personas Dwell 93

Marketing Interactions

AUGUST 1, 2021

Brand – interest. Without awareness and interest, there is no demand. And, in many companies, the opportunities for cross and upsell may exist in different departments where awareness and interest in your company is (as of yet) non-existent. Fame helps build buyer confidence. Demand – urgency. Demand – advancement.

Demand 69

Demand B2B Marketing Branding Brand Identity 69