Biznology

JANUARY 4, 2017

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. However, those sales leads they were delivering sucked!

Validation 180

Validation Linkedin Sales Qualified Leads Social Marketing 180

Biznology

DECEMBER 2, 2019

A move from the “funnel” to the “relationship.” B2B marketers are expanding their roles from just cranking out lead generation campaigns to stepping in as managers of the prospect and customer relationship, in partnership with their sales counterparts. This year, my predictions range from retention to robots.

Enterprise Management 143

Enterprise Management Work Management Marketing Management B2B Marketing 143

Biznology

MAY 22, 2017

First of all, an existing business relationship implies consent on the part of the customer. And if a new contact at the existing account gets involved in the relationship, they may be covered under your existing contracts. Alongside lead generation and data hygiene calling, she offers GDPR compliance services.

Privacy 139

Privacy Data Hygiene Marketing Management Paid Search Agency 139

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. Hands-off: Relationships can be established and grown on LinkedIn, but this is not where the sale is finalized. Just don’t wait around to count the leads. I’ll say it again.

Social Media 143

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 143

Biznology

OCTOBER 3, 2021

In short, marketing should be providing support across the entire customer relationship. Lead Nurturing. Here’s where marketing can step in to provide more arms and legs to the task of identifying opportunity in the account, fending off competitors and deepening the customer relationship in general.

Sales Qualified Leads 171

Sales Qualified Leads Lead Scoring Lead Ranking Leads 171

Biznology

SEPTEMBER 8, 2020

Plus the outbound marketing that gets prospects started on the journey to become buyers, namely lead generation. And informing sellers about all that at a general level, but also for specific leads. And informing sellers about all that at a general level, but also for specific leads.

Work Management 151

Work Management Marketing Management B2B Sales Vendors 151

Biznology

JANUARY 19, 2018

He calls it the “funnel beyond the funnel,” namely a strategy to systematically address the opportunity to deepen existing customer relationships — an area often neglected by B2B marketers in their relentless search for leads. 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

JULY 2, 2018

Lead generation is a major preoccupation of the typical B2B marketing department. Indeed, most B2B marketers report that leads—with an emphasis on quality leads—are their primary goal. So, let’s review the top prospecting tools and techniques that are working for B2B marketers today. Model your most profitable customers.

Ad brokers 190

Ad brokers B2B Lead Ranking Best Practices 190

Biznology

MARCH 1, 2020

How can we leverage ecommerce without causing strife in our existing distribution channel relationships? Selling on marketplaces means a different approach from traditional lead generation and sales enablement, in two ways, explains Liz Brohan , co-CEO of CBD Marketing in Chicago. The first step in B2B was e-procurement and EDI.

B2B Thought Leadership 104

B2B Thought Leadership B2B eCommerce Amazon 104

Biznology

NOVEMBER 27, 2018

The Indian economy has been fast restructuring , and market forces are changing interorganizational relationships. The simple economics of trade shows and events such as conferences for lead generation in early funnel stages are unmatched. The relationship building advantages are also significant. Yes, they are.

B2B Marketing 147

B2B Marketing Work Management Marketing Management Top of Funnel 147

Biznology

NOVEMBER 27, 2018

The Indian economy has been fast restructuring , and market forces are changing interorganizational relationships. The simple economics of trade shows and events such as conferences for lead generation in early funnel stages are unmatched. The relationship building advantages are also significant. Yes, they are.

B2B Marketing 136

B2B Marketing Work Management Marketing Management Top of Funnel 136

Biznology

JUNE 10, 2016

But if those leads get stuck on the top because they don’t have the value-added relationships that buyers want, what good are those leads? Marketing is relying on sales to make the relationships. And, they don’t provide sales with a strategy on how to use he content to nurture relationships and transition buyers.

Top of Funnel 80

Top of Funnel Linkedin Paid Search Agency B2B Thought Leadership 80

Biznology

AUGUST 2, 2021

Nothing is more important to set the tone and establish the culture of cooperation than a solid relationship between the two leaders. The truth is, if the senior sales leader and the senior marketing leader in your company don’t truly like and respect each other, all is lost. And that goes for the CEO as well.

B2B Sales 197

B2B Sales Account Based Marketing B2B Marketing Cost per Lead 197

Biznology

JULY 24, 2019

The same stats show that email subscribers are 3 times more likely to share content on social media than leads generated through other channels. Welcome emails are the most effective: they generate 320% more revenue than bulk-marketing emails.

Lead Scoring 112

Lead Scoring Lead Ranking Social Media User-Generated Content 112

Biznology

AUGUST 5, 2016

If you’re wondering why you’re not seeing the results you expect from your website – the engagement, lead generation, and sales – you’ll want to pay close attention. Websites have become passive, where stuff resides instead of where relationships blossom. A Smarter Website Matters.

Marketing Websites 80

Marketing Websites Effectiveness B2B Sales Marketing Prospects 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. The result?

Sales Management 80

Sales Management B2B Marketing B2B Paid Search Agency 80

Biznology

FEBRUARY 29, 2012

The trick in B-to-B is to turn your social media messaging into a lead generator, with the addition of 3 essential elements: A compelling offer, such as an intriguing research report or white paper. We can debate the merits of gating your content for lead generation, versus making it available to all, for thought leadership.

B to B 80

B to B Social Media Media Thought Leadership 80

Biznology

DECEMBER 26, 2012

It took a while, but Facebook marketing is now ready for mainstream B2B, in support of branding, lead generation, and customer relationship marketing goals for enterprises of all sizes. I encourage readers to add their own. . Facebook is ready, at last, for the B2B prime time. How do I know this?

B2B Marketing 80

B2B Marketing Data Hygiene Planning Paid Search Agency 80

Biznology

JUNE 26, 2015

No debate that these four aspects of the value proposition are important, but they hide or under-emphasize probably the two most important elements a B2B buyer is looking for when making an important high value purchase: relationship and trust. Outbound marketing is out. This is one of my favorite bones to pick with digital marketing experts!

Work Management 80

Work Management Marketing Management B2B Marketing Trends 80

Biznology

FEBRUARY 13, 2015

After a careful targeting and segmentation process, the next task is to find a list that aligns with those companies and individuals called out for the campaign’s execution, whether it is for lead generation or customer relationship building or retention. Internal lists are primarily customer or past lead lists.

List Brokers 80

List Brokers Ad brokers B2B Work Management 80

Biznology

JANUARY 16, 2017

Though the book was written to help families develop close relationships, I think our customers fall into similar categories. Figure out ways to nurture them and to appreciate them, just as you would nurture a relationship with someone you care about. Remember, a little appreciation goes a long way.

Pricing 80

Pricing Price Loyalty Forrester 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

SEPTEMBER 24, 2012

In B2B, social media and direct marketing have—in other words—met, hit it off, and developed a long-term relationship. In this year’s Social Media Marketing Industry Report , 58% of marketers said they were using it to generate leads. Small businesses were even more likely, at 65%, to focus on lead generation in social media.

Social Media 80

Social Media Direct Marketing Social Marketing B2B Marketing 80

Biznology

JUNE 3, 2010

Someone more firmly rooted in reality will say that many companies are having great success using social media for lead generation and other business needs, but that not everyone is on board yet. Relationship Marketers. The hope for social media adoption here is when leadership changes so do the long-standing relationships.

Social Media 80

Social Media Paid Search Agency Companies Media 80

Biznology

JANUARY 3, 2014

Furthermore, if a third-party distributor or agent is working the lead, it’s very likely that revenue results reporting is not part of the deal, with good reason: the distributor considers the relationship with the end-customer as his, and none of the manufacturer’s, business.

Multi-Touch Attribution 80

Multi-Touch Attribution ROI Cost per Acquisition B2B Marketing 80

Biznology

SEPTEMBER 24, 2010

Use social media for its real strengths , which are customer satisfaction, industry reputation, brand and personal reputation building for the general public. Social media is not necessarily the lead generation panacea that many tout it to be.

Social Media 80

Social Media SMB Media Customer Satisfaction 80

Biznology

MAY 30, 2012

We are left sitting on our thumbs, unable to take any proactive steps toward building relationships with these potential prospects. Is that any way to sustain and grow a business relationship—not to mention meet a revenue target?

B to B 80

B to B RFP Sales Qualified Leads Lead Ranking 80

Biznology

NOVEMBER 15, 2012

This includes your website and blog(s), your email newsletters, social media, and any other channels you use for lead generation and customer acquisition. Be sure that your content calendar includes regular creation of material that appeals along the full length of the buying process.

Allocation 80

Allocation Buying Cycle Content Aggregators 80

Biznology

NOVEMBER 18, 2013

Moments of truth, when repeatedly resulting in positive outcomes and experiences, lead to customer loyalty. Customer loyalty is a state of being that is defined by behaviors and experiences on BOTH sides of the relationship – vendor and customer – that lead to a state of value creation for both parties.

Effectiveness 80

Effectiveness Work Management Marketing Management Peer-to-peer 80

Biznology

AUGUST 18, 2017

One of Brenner’s many career accomplishments was his early recognition of the value of web communities as a way to attract, engage, and establish a relationship of trust with customers and prospects. American Express ’s OPEN Forum , which is the firm’s single most productive lead generator for merchant services.

B2B Marketing 188

B2B Marketing B2B Thought Leadership Budget Programs B2B 188

Biznology

AUGUST 23, 2017

Because we find that sales and marketing leaders focus on lead generation instead of demand generation and full funnel marketing, I have interviewed our resident challenger social selling expert, Ian Addison , on how more LinkedIn leads can be bad for your organization. Let’s simplify and say the close rate is 10%.

Top of Funnel 126

Top of Funnel Lead Ranking Sales Qualified Leads Lead Scoring 126

Biznology

FEBRUARY 14, 2020

Improving customer relationship management. If you’ve been in the manufacturing game for any amount of time, then you know just how important it is to nurture your relationships with your customers in an industry that is becoming more competitive each year. One slip-up, and you could lose your long-standing clients for good.

Work Management 104

Work Management Marketing Management Software Digital Transformation 104

Biznology

APRIL 4, 2018

Your campaigns must establish relationships with people who know, trust, and (hopefully) like you. And then propagate that relationship to their friends. Opt-ins, likes, clicks, and shares are the new lead gen. An audience focus is essential for your content marketing program. Audiences thrive on interesting and useful content.

Paid Content 160

Paid Content Paid Search Agency Work Management Brand Identity 160

Biznology

MAY 31, 2012

Yesterday, in this very space, my friend Ruth Stevens made the case against “gating content” –placing your best stuff behind a registration or contact form so that you mine your Web visitors for those precious e-mail addresses and hand them off to your CRM system so they can be worked as “leads.”

Conversion Rate 80

Conversion Rate B2B Content Sales Qualified Leads 80

Biznology

JULY 6, 2016

Content marketing is the technique of generating and distributing valuable and relevant content in order to attract, educate, and obtain a target audience with the goal of driving profits via customer action. The three overarching goals of content marketing are lead generation, market education, and brand awareness.

Adsense 151

Adsense Content Marketing Content Paid Search Agency 151

Biznology

JULY 28, 2016

Business buying is done through relationships,” said one. Events are also at the top of the heap based on lead generation effectiveness. Why is this the case, and what does that mean for us marketers? Interestingly, my savvier students got it immediately. They intuitively understood the power of face to face in B2B marketing.

Marketing Analytics Tools 80

Marketing Analytics Tools B2B Marketing Trade Show B2B 80

Biznology

NOVEMBER 25, 2015

A funny thing happened on the way to finding lead generation software or services – most of them that say they do this, don’t. However, you can greatly speed up lead generation with a predictive dialing service.

Startups 80

Startups Top of Funnel Work Management Television marketing 80