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How to Define Buyer Personas for Inbound Marketing and Selling

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It many times depends on the information available. This type of information and understanding can be useful to understand where to find target prospects, when to engage them, what messaging will resonate, how to prioritize marketing investments and much more. What are buyer personas? Buyer personas are the model example of an "ideal customer". How to define a buyer persona.

Nurturing Leads with a Business Blog

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Blog content makes excellent social media fodder and is naturally discoverable through search engines, so it can be a great way to attract new visitors and prospects to your website. Implement Smart Calls-to-Action (CTAs) Automatically display different CTAs to different visitors based on information you''ve already collected about them in your contacts database. But blogging can also have a significant impact in the closing stage of selling. From Hubspot, here are eleven ways to use your business blog to nurture leads. View Original Article

Ideas For Content Marketing

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Share Presentations - remove sensitive information and use SlideShare to easily share your expertise. Share Reports, Charts and White Papers on Pinterest - share key information each time an employee reads a white paper. Top 10 FAQ to Sales Teams - your sales teams knows your product, prospects and customers well. High quality, engaging, sharable content can allow your brand to be seen by the world within minutes. Ten years ago, that would have cost hundreds of thousands of dollars. If you don’t have a content marketing strategy, you are losing business to your competition.

FAQ 47

Blog Metrics to Track

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Product information metrics Targeted promotion codes used and click-throughs to purchase. Community engagement Prospects, customers and the public to share commentary. Media links How many media companies and bloggers link into your blog as a source of information? Number of posts How much information are you generating? Blogs are still the heart of social media and content marketing. Blogs supply much of the content that drives social media conversations. Given their importance, blog metrics are needed to assess your success relative to your marketing objectives.


B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. and prospects. Define your business strategy: products, prospects, distribution, sales and. their sales process regardless of where in the buying journey their prospect. sales agent to the information manager and broader business ecosystem. Look for.

Content Marketing Strategies for 2013

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Anyone involved in a content marketing program should know what the mission of the content strategy is. "A New Mindset: Become the Leading Information Provider for Your Niche" Customers and prospects looking to make a buying decision can get their information from anywhere. Make it your goal to have them come to you for that information. Marketing professionals are consistently looking for ways to use compelling content to attract and retain customers. Watch 'Content 2020' from Coca-Cola" Coca-Cola has a long history as a leader in marketing. View Original Article

Reasons People Don't Trust Companies

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No Way to Contact Someone Not offering contact information gives the impression that you're willing to take a customer's money, but not willing talk to them. No Pricing Information Available Give visitors at least a general idea of the cost of your products or services. Overly Personal Form Fields Don't ask for personal information from leads unless the reason is apparent. No Visible Privacy Policy Let leads and customers know that you won't share their information with third-parties. Building trust may be the most important way to gain customers.

Try Unique Content Types

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Blogs and social media are a big part of that content creation, but the same type of content, over and over, can bore your prospects. Event Information Have a webpage dedicated to events your company will be attending in the foreseeable future. Infographics Eye-catchingly colorful, use infographics for almost any subject to illustrate data-based or process-based information. Successful inbound marketing requires the regular creation of quality content. From the Hubspot Blog, here are 14 underutilized content types to give a try. View Original Article

Find Out What Companies Are Viewing Your Website - New HubSpot App!

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HubSpot just launched a new version of the Prospects application. This application let's marketers see information on which companies have visited their website and how they got there. This is yet another tool to provide additional insight so that HubSpot users can more effectively market and sell to prospects. If you're not a HubSpot customer but would like to try the Prospects app, you can request a Free Trial below Also, the newly updated app now offers even more detail including visitors from each company, content viewed, a map of their location and more.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. and prospects. Define your business strategy: products, prospects, distribution, sales and. their sales process regardless of where in the buying journey their prospect. sales agent to the information manager and broader business ecosystem. Look for.

Landing Pages That Work

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A landing page is a website page where traffic is directed specifically to prompt an action or result, usually to move a prospect further along in the buying cycle. Inform, educate and persuade only after receiving consent and permission. Copyblogger recently posted The 10 Commandments of Landing Pages That Work. Here's a look at those tips. Have One Goal A landing page with no goal is just a "branding" page. landing page with multiple goals will likely confuse visitors and cause them to leave the site. No False or Unnecessary Imagery Only use relevant and gainful imagery.

Are You Failing at Marketing Automation?

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Ask yourself if you have the right information to do that analysis. Blog posts give you a recurring chance to demonstrate your knowledge to prospects and leads, often being better at conversions than testimonials. "A majority of your traffic comes from paid media." From the Hubspot Blog, here are 10 signs that your marketing automation efforts aren't productive. You have to hire help just to work the numbers." Focus on quality rather than quantity. Analyzing marketing results should be done as close to real time as possible. The marketing tools you use shouldn't be hard to use.

Getting Great Online Reviews

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Wish I'd Thought of That , talks about how to get great reviews and make sure your prospective customers see them. Permission can be informal, but should still be written. Put it all on your website" If you have great reviews, you want prospects to see them. Andy Sernovitz on Damn! Ask for testimonials and reviews" Happy customers are glad to do this. Prompt them to do so with a simple, friendly request. Make sure your site has a way to submit feedback. Get permission to share them" Don't use testimonials in marketing material without getting permission first. Enjoy.

Social Media Cliches That Work

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Companies can't just send out their message, they must have conversations in the market, listen to customers and prospects, and respond. Use that information to make business decisions. Buzzwords and cliches exist within any hot business trend, and social media is no different. But some cliches are workable, good advice. From IBM's CMO Site, social media marketing cliches that actually get results. Engage The biggest of social media marketing cliches, "engagement" is critical. Give Back Constant self-promotion is off-putting. Publicize others and their messages through retweets.

How to simultaneously attract new prospects and retain loyal customers


Interview them informally by asking good questions at the right time. Your prospective customers will notice how you treat current customers. When your prospects see how you treat your loyal customers, they are going to want to join your club to get the same VIP treatment. Choosing where to spend your energy and how to divvy up your time between the two can be challenging. 

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. and prospects. Define your business strategy: products, prospects, distribution, sales and. their sales process regardless of where in the buying journey their prospect. sales agent to the information manager and broader business ecosystem. Look for.

5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

With 54% of sales reps not making quota this year according to SiriusDecisions, it’s imperative that you teach your team to make the most of Sales Context, the information that can influence a sale. Here are 5 prospecting strategies that I employ to obtain Sales Context during every conversation I have. 1. How will your team obtain quality information with this technique? 2.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. This list will help you understand what our readers found most important and effective in the sales and marketing world this year, as well as our audience’s preference for receiving information as lists, how to’s, inforgraphics and more! 1. What are yours?

Exciting new tools for B2B prospecting


Early examples of this exciting new trend in prospecting were Jigsaw, a business-card swapping tool that allowed sales people to trade contacts, and ZoomInfo, which scrapes corporate websites for information about business people and merges the information into a vast pool of data for analysis and lead generation campaigns.  Are they growing?  Near an airport?  Unionized? 

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

Here’s how that works: The buyer starts to mention an objection and feeling like you’ve heard that particular remark a thousand times before, you all but cut them off with what you believe is the pertinent information they need to alleviate their worries. The Prospect-to-Buyer Disconnect. Most people do no listen with the intent to understand, they listen with the intent to reply.”.

Understanding the Value of Information

Your Sales Management Guru

Understanding the Value of Information. In the movie Wall Street , character Gordon Gekko stresses the value of information and how to get it. There is incredible value in information – the key is how to get it from a reliable source. While it is often easier to find information about public companies, this will help you find information about privately held companies as well.

Tools and Tips for Outbound Sales Prospecting

Modern B2B Marketing

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. In In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. Tips for Outbound Prospecting.

Memory, Information Overload, and 3 Ways Marketers Can Maximize Content

It's All About Revenue

It got me thinking about just how much information the brain is capable of holding. Massive expansion of the web has put all of us in a state of information overload. As the amount of information is increasing, we’re also seeing a corresponding decrease in our ability to pay attention. In 2000 the average adult’s attention span was 12 seconds. Check out our Engagement Guide.

How to Prospect Warm, Inbound Leads

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. As an inside sales rep, the majority of my prospecting has been encompassed around cold calling. My role is to connect with recent trade show attendees, webinar attendees, prospects that have responded to email promotions, or downloaded whitepapers from my client’s website. Many of the "prospects" I communicate with are already my client’s customers. Therefore, here are few tips for prospecting inbound leads. 1.

Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs


Business leaders and sales and marketing professionals are not identifying and focusing on those prospects who are ready, willing, and able to make a decision in investing in their product, software, service, or solution. Business owners and sales and marketing professionals are treating these prospects who say “yes” to a call or demo as valid sales leads and they’re wasting time and money.

3 Ways to know your prospects as well as they know you!

grow - Practical Marketing Solutions

How do you get to know your prospects? Or maybe a better question is, are you getting to know your prospects? Today I’ll go through three ways you can get to know your prospects in 2016. What Is A Prospect? Perhaps those acronyms are easier because the difference between a prospect and a lead is debatable. Ways To Get To Know Your Prospects With Segmenting.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

Will I scare prospects away asking too much too fast? If your prospects are truly that interested in the area you are looking to help them improve upon, they are going to be willing to share this information with you, at least at a high level. If they aren’t, odds are they weren’t the best prospect for you to begin with. The answer to these questions is No.

Why you are just a resource & how you’re failing to drive demand with your content & social media marketing efforts


Isn’t this information that most business, sales and marketing leaders should already know? So the information is simply a reminder. Doesn’t a thought leader make you think differently–so how is the information you’re providing making you anything other than a resource? How to condense your product information and marketing messages into a two-minute (or less) video.

5 Sales Prospecting Strategies for Overcoming Call Reluctance

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. It doesn’t come from the prospects; it comes from the sales reps themselves. You also need their specific contact information to initiate a conversation. Focus on providing your sales team with explicit lists and with accurate contact information.

The Summer Grind: 3 Tips for Successful Summer Prospecting

Sales Prospecting Perspectives

Many of us have already begun to daydream of summer travel plans. I’ve been hearing buzz around my office lately regarding my colleagues’ upcoming vacations for the summer months. I’m sure my coworkers and I aren’t the only ones with trips in store. I was quickly reminded that a majority of my prospects will be taking time off during the summer as well. Build your pipeline. Be Strategic.

Are Your Prospecting Strategies Standardized?

Sales Prospecting Perspectives

Many of them seemed to abandon traditional prospecting strategies when the mask of a phone was lifted and confronted with face to face interaction. Here are some strategies that translate seamlessly from teleprospecting to prospecting for potential prospects at trade shows: Proactive not Reactive - If you talk to any inside sales professional about sitting around and waiting for inbound leads as a best practice, they will laugh. Without a solid introduction, you won’t be able to get your prospect engaged. Get out there and proactively go get your prospects

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!


The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Mike is unashamedly passionate AND practical about prospecting.

How storytelling can shape the corporate brand and culture


Technology has transformed our world into a data-obsessive circus where information is unbelievably accessible, connectivity is constant, and unpredictable events always surprise and engulf us. With so much information and multi-tasking surrounding us, it has become a challenge to restore simplicity, clarity and focus in our communications. Call this extreme clutter and volatility.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

In Treatment B, the focus was on sharing valuable information that is not nationally advertised. lift over Treatment A and in attaining broker information from the decision-maker at an 88% level of confidence. Test phone calls to learn more about your prospects. Value Proposition: What motivates prospects to buy from you? Do you deliver value and mitigate anxiety?

How CEOs And CMOs Can Tell The Difference Between Information And Insights

B2B Marketing Insider

Enabling understanding of what customer strategies to implement and how to design marketing effective at connecting with prospective buyers and existing customers. When, in fact, they represent customer information and intelligence gathering organizations have to be good at just to compete. Intelligence gathering can be defined as collecting information. What Is An Insight?

How to Write an Effective Sales Prospecting Email

Sales Prospecting Perspectives

There are a few things you can do to help your emails get noticed by prospects. The people you are trying to connect with receive a lot of prospecting emails, and a few of those emails definitely compete with what you are trying to discuss. believe you need to keep prospecting emails short no matter what. This is an easy way to introduce a prospect to your organization.

Using Customer Data to Inform Your Personalization Strategy

It's All About Revenue

The foundation for any great relationship starts with insight and understanding — the same is true for building relationship with your clients and prospects. In fact, your buyers begin to share information about themselves, what they’re interested in, and what their pain points are well before they formally introduce themselves. By providing your buyers with the information that meets their needs, we open the door to meaningful, engaging relationships with prospects and clients alike. Data Attributes & Quality Data Management

B2B Marketers Are Turning Away Prospects

Digital B2B Marketing

One of the primary ways B2B marketers capture leads online is asking prospects to register for content. Doing it effectively requires creating content prospects want in a format that is easy to engage with while capturing the information you need. Informing Is Not Selling Your content should solve your prospects problems, not deliver a sales pitch.

80% Of Our Visitors Take Our Desired Content Path: Using Form URL (Form Page) Data to Inform Our Content Marketing


It has to build trust, generate leads that are good fits for our business, nurture prospects, and ultimately, it has to generate revenue. Tracking how many times that gets clicked is useful information, but to really understand our content path, we need to know more. We can’t get that information with CTA tracking. 80% Of Our Visitors Take Our Desired Content Path. Conclusion.

URL 66

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. It’s important to clarify that 6Sense doesn’t receive individual contact information from its Web site partners; instead, Web site data is aggregated by company. We also clarified that users can extract company-level profiles including attributes (industry, revenue, etc.)