Biznology

JANUARY 5, 2022

Ruth advises companies on go-to-market strategy, sales lead generation, customer and prospect data, content marketing and ABM. It’s fully satisfying to me, helping companies figure it out, to improve their strategies and processes. Crain’s BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing. .

Ideal Customer Profiles 104

Ideal Customer Profiles Consulting Profiling BtoB 104

Biznology

JUNE 3, 2020

I see it as another in a long line of disruptions in the buying and selling process. They set up a service system combining virtual and on-site processes, which reduced service call times from nearly 2 hours to 28 minutes. Grab the opportunity to change your practices, your processes and your metrics. Roger McDonald.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Biznology

FEBRUARY 24, 2022

In fact, I’d argue that building a strong and respected brand accelerates all stages of the revenue-generation process. Orchestrated by marketing, which thus plays a larger, more important role in the firm’s success than mere lead generation and advertising. Let me count the ways. Brand awareness opens doors.

B2B Marketing 104

B2B Marketing Lead Scoring Lead Ranking Brand Identity 104

Biznology

MAY 18, 2017

In most cases, unless you already have an enormous following and probably don’t need a social media lead generation program, this just isn’t true. This is good because prospects will check you out at various stages of the buying process and these are things they’ll be looking for. Just don’t wait around to count the leads.

Social Media 143

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 143

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. When asked, the typical B2B marketer will say that 80-85% of their effort goes to customer acquisition. This is a mistake.

Top of Funnel 205

Top of Funnel Work Management Marketing Management Churn Rate 205

Biznology

MARCH 13, 2017

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. Since humans are visual learners, showing your brand value is far more powerful in converting visitors into leads.

Lead Scoring 126

Lead Scoring Lead Ranking Advertising Agencies Paid Search Agency 126

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. Slideshares, process diagrams, and other graphic assets can also form the basis of short videos used in online events and reused elsewhere.

Forrester 171

Forrester Personalization Trade Show Webinar Metrics 171

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

SEPTEMBER 14, 2020

We can also measure business metrics like the volume and quality of leads generated. These aren’t quite as useful as revenue and profitability metrics, but are far more valuable than process metrics like clickthrough rates.

Email Marketing 104

Email Marketing Clickthrough Effectiveness Open Rate 104

Biznology

JANUARY 19, 2018

Todd Lebo began his career in marketing for newsletters and other business publications, and has cleverly migrated those skills to build Ascend2, a nifty research program that B2B marketers — mostly in martech — use for content development and lead generation. Quotable quote: “Process is everything.” This guy knows his stuff.

Top of Funnel 166

Top of Funnel B2B Marketing Lead Ranking Digital Marketing Funnels 166

Biznology

MARCH 1, 2020

Complex categories like oil and gas, chemicals, aviation and manufacturing are taking expense out of their selling processes by setting up industry-specific marketplaces. Here’s a 6-step process to follow. Are there elements of our current selling process that could benefit from digital automation? How to make sense of this all?

B2B Thought Leadership 104

B2B Thought Leadership B2B eCommerce Amazon 104

Biznology

FEBRUARY 9, 2016

We then get into a conversation about the issues of developing a lead generation campaign, and it becomes painfully apparent that few know the basics of how to develop a campaign that has even a small chance to generate leads. . The start of the process is targeting who is likely to want your product or service.

Direct Marketing 80

Direct Marketing Marketing Management B2B Marketing Paid Search Agency 80

Biznology

MARCH 2, 2021

With all of that in mind, here are the five leading trends that you should use to your advantage in 2021. It used to be that customer touchpoints in the online and offline world were lead generators and a way to establish a line of communication with the prospect. Capitalizing on omni-channel sales.

eCommerce 163

eCommerce Marketing AI Lead Scoring Lead Ranking 163

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. The types of videos to use in each step of the sales process. Ways to distribute your videos and track results.

Video Marketing 80

Video Marketing Business Webinar Metrics Lead Scoring 80

Biznology

JULY 11, 2019

Many businesses struggle with lead generation, qualifying leads and converting them to sales. About 73% of a business’s potential leads aren’t sales-ready. This high number indicates that too many leads are pushed through the sales funnel before they’re ready to convert and make a purchase. Your Leads Aren’t Valid.

Top of Funnel 130

Top of Funnel Sales Qualified Leads Digital Marketing Funnels Advertising Funnels 130

Biznology

AUGUST 8, 2019

Martin: A shared vision between sales and marketing about the entire demand generation and sales process. The two sides need to agree on what is a lead, how to define qualification, and identify the tools needed to operate—from marketing automation, to CRM, to ERP. Ruth: I am hearing that Whatsapp is a favorite tool here.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Biznology

DECEMBER 21, 2020

Couple that with the fact that building your online visibility is the best way to improve online lead generation and conversions, and you can understand why investing in SEO is so important. Measures how long it takes for the site to process an interaction. These metrics will include: Largest Contentful Paint. First Input Delay.

Lead Scoring 197

Lead Scoring Lead Ranking SERP Mobile Marketing 197

Biznology

JULY 13, 2018

The stages will vary depending on the prospect’s own internal process and to some extent on your industry. Since they haven’t pinpointed what kind of solution they really want or need, their digital searches and colleague conversations are going to be fairly general. Most will share at least these basic steps: Identification.

Buying Cycle 117

Buying Cycle Buy Comparison Content 117

Biznology

OCTOBER 3, 2021

Not all will qualify immediately, so we need to stay in touch with the unqualified leads, until they become ready to see a salesperson—and keep them from going to the competition. This process, by definition, belongs in marketing, and is another way marketing can contribute to sales productivity. Account Management.

Sales Qualified Leads 171

Sales Qualified Leads Lead Scoring Lead Ranking Leads 171

Biznology

AUGUST 19, 2015

Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification. 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. Don’t Ditch Old Trade Show Lead Lists. We all know this!

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

Biznology

DECEMBER 31, 2014

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.

Marketing Automation Services 80

Marketing Automation Services Lead Ranking Tools B to B 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

JANUARY 21, 2021

Former executive Ziff DavisTime Warner, IBM, B2B marketing and sales lead generation. Understands the concept of evolution vs revolution and whatever 2021 brings, it will probably be much more evolution than revolution, and that will make us feel a lot smarter about predicting the future. Ruth Stevens.

Work Management 160

Work Management Ethics Consulting Budget Programs 160

Biznology

JULY 31, 2015

Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. While there have certainly been improvements in the lead qualification process over the last 10 or so years, I still am surprised when I’m a victim of a poor qualification process by companies who should know better.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

MARCH 31, 2016

Or are you in a lead-generation business and want them to provide contact information? If you’re using lead generation tactics, what’s a lead worth? (If If you don’t know the answer to that, think about what a customer is worth, then multiply by the rate you convert leads to paying customers.

Top of Funnel 80

Top of Funnel Practices Digital Marketing Funnels Lead Scoring 80

Biznology

JUNE 10, 2016

This is why at least 70% of content is not used by sales and why enterprise buyers reported to Forrester that 61% of sales professionals add no value to the process. 1) Marketing as a Sales Enabler on LinkedIn Goes Beyond Top-of-the-Funnel Awareness and Lead Generation. B2B LinkedIn Sales Enablement in a Nutshell.

Top of Funnel 80

Top of Funnel Linkedin Paid Search Agency B2B Thought Leadership 80

Biznology

NOVEMBER 23, 2015

These are certainly great metrics for marketers, but what makes digital business video production is that the medium reinforces personal connections that are so important to building trust and informing in the sales process.

Video Marketing 80

Video Marketing Product Tips B2B 80

Biznology

OCTOBER 28, 2015

When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign. This number will serve as your average cost to qualify an inquiry.

Sales Qualified Leads 80

Sales Qualified Leads Cost per Lead Sales Leads Leads 80

Biznology

SEPTEMBER 22, 2014

89% of customers begin their buying process with a search engine (source: Fleishman-Hillard ). 86% of IT buyers use social media in their purchase decision process (source: IDG Connect ). 75% of customers say they use social media as part of the buying process (source: IBM ).

Peer-to-peer 80

Peer-to-peer Cold Calling Social Media Advertising Benchmark 80

Biznology

OCTOBER 31, 2012

1: Lead generation is the top job of B2B marketers. There is overwhelming evidence that B2B marketers consider lead generation their most important contribution. Of course, we need to feed the funnel, and lead generation is of course a close second priority.

Sales Management 80

Sales Management B2B Marketing B2B Paid Search Agency 80

Biznology

MARCH 4, 2016

Most B2B lead generation campaigns involve multiple touches via multiple media channels. But how do you decide which media are optimal, and more to the point, how they work together to generate a qualified lead? It’s an iterative process. Be sure you have a gated offer prominently positioned on the home page.

Lead Generation 80

Lead Generation Lead Scoring Lead Ranking Sales Qualified Leads 80

Biznology

MAY 29, 2013

Lead generation. The perennial number one goal of just about every business marketer is generating sales leads. If you make the effort, your website can be a productive source of high quality, low cost leads for our sales force. So don’t squander the opportunity to turn your website into a lead generation tool.

Marketing Websites 80

Marketing Websites netFactor Peer-to-peer B2B Thought Leadership 80

Biznology

APRIL 6, 2016

Fortunately, an opportunity arrived with a generous offer from Dan McDade of PointClear to televerify the data samples. PointClear provides lead generation and management services, and houses a sophisticated and efficient call center run by Karla Blalock. . Methodology and process.

PointClear 80

PointClear Work Management Marketing Management List Brokers 80

Biznology

JANUARY 20, 2016

A B2B promotional video that is made for lead-generation, like a landing page, needs to be quick; whereas a online business video production that is used during, or as a follow up to a presentation is very different in length. But what is the optimal length of an online business video production ? Will they watch for 90 seconds?

Video Marketing 80

Video Marketing Product Top of Funnel Business 80

Biznology

JULY 6, 2011

In order to achieve sales or lead generation goals of a Web site, that Web site first needs to be found by target audience members. SEO is a long-term process that takes time. Since many companies or Web site owners don't have much SEO knowledge or time to dedicate to the process, they look to hire an SEO service provider.

SEO 80

SEO Service Wikipedia User-Generated Content 80

Biznology

MAY 19, 2014

59% of marketers agree SEO has the biggest effect on lead generation. Search Engine Optimization (SEO) is is the process of getting website traffic from “free,” “organic,” “editorial” or “natural” listings on search engines. 31% use social media during the purchase process to get other people’s opinions (GroupM and comScore).

Social Media 80

Social Media SEO Media Youtube 80

Biznology

DECEMBER 22, 2014

89% of customers begin their buying process with a search engine (source: Fleishman-Hillard ). 80% of introductions generate a sale (source: DSWA ). 75% of customers say they use social media as part of the buying process (source: IBM ). 61% of US marketers use social media for lead generation (source: IBM).

Cold Calling 80

Cold Calling Peer-to-peer Search Engine Marketing Advertising Benchmark 80