Biznology

JULY 12, 2017

In the Ultimate Sales Machine: Turbocharge Your Business , Chet Holmes mentions that only 3% of your target market is ready to buy, 7% of your target market is open to buying but not looking, 30% of your market is comfortable with the status quo and 30% of your market believes they aren’t interested.

Sales Management 145

Sales Management Linkedin Top of Funnel Lead Scoring 145

Biznology

JANUARY 5, 2022

Ruth advises companies on go-to-market strategy, sales lead generation, customer and prospect data, content marketing and ABM. This month we’re pleased to feature Consultants Collective member customer acquisition and retention consultant, specializing in B2B markets, Ruth Stevens. Who is your favorite fictional hero?

Ideal Customer Profiles 104

Ideal Customer Profiles Consulting Profiling BtoB 104

Biznology

MAY 18, 2017

If I looked at your profile or that of your CEO or top sales people or thought leaders would I see status updates–usually in the form of automatic posting of blog articles? Here’s some reality: you’re not going to generate many leads this way , and you’re missing a big opportunity–especially on LinkedIn.

Social Media 143

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 143

Biznology

AUGUST 2, 2021

The yawning gulf between sales and marketing is a fact of life in B2B companies. 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. So, dear CEOs, if there is friction between your sales and marketing leads, it’s up to you to make a change.

B2B Sales 197

B2B Sales Account Based Marketing B2B Marketing Cost per Lead 197

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. Let’s recall the ad sales pitch made by the trade publisher McGraw-Hill that brand awareness opens doors.

B2B Marketing 104

B2B Marketing Lead Scoring Lead Ranking Brand Identity 104

Biznology

MARCH 23, 2018

Turns out Hubspot’s own growth as a software company has been driven via cold calling through an inside sales team. An interview with one of Hubspot’s former sales chiefs actually made their call center sound like a pretty well-managed and productive organization. Kudos to them. But hold on. I’ve seen actual samples. Like this post?

B2B Marketing 190

B2B Marketing Work Management Marketing Management Opt-out 190

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. Ask any sales person, “What do you want from marketing?’ They’ll say, “Leads! Give me leads!” I’m talking about everything that comes after the lead-to-sales handoff. Lead Nurturing.

Sales Qualified Leads 171

Sales Qualified Leads Lead Scoring Lead Ranking Leads 171

Biznology

JUNE 3, 2020

I reached out to my longtime colleague and friend Roger McDonald , a seasoned sales and marketing executive and thoughtful observer of things B2B, to gather up his views on what’s going on and how we B2B marketers should be thinking. How do you see Covid-19 changing the nature of B2B sales and marketing going forward? Roger McDonald.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

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?

Top of Funnel 205

Top of Funnel Work Management Marketing Management Churn Rate 205

Biznology

JUNE 23, 2021

It’s now common wisdom that the big shift from in-person to on-screen sales engagement is here to stay. 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. Much lower production costs. Well, of course.

Forrester 171

Forrester Personalization Trade Show Webinar Metrics 171

Biznology

JULY 11, 2019

Effective sales funnels are the most engaging—and effective—ways to increase your business. 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. Focusing on lead volume and not quality.

Top of Funnel 130

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

Biznology

DECEMBER 2, 2019

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. As messaging app usage soars, leading providers Facebook Messenger and WhatsApp offer business solutions.

Enterprise Management 143

Enterprise Management Work Management Marketing Management B2B Marketing 143

Biznology

JANUARY 19, 2018

So that sales people can operate in an environment where prospects say, “Oh yes, I’ve heard of you.” 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.”

Top of Funnel 166

Top of Funnel B2B Marketing Lead Ranking Digital Marketing Funnels 166

Biznology

JULY 17, 2017

From a sales-marketing-business-development perspective, the ultimate goal is usually to increase revenue—to secure new customers or clients. Instead, social media is used ahead of the sale to generate interest, promote expertise, and build a sense of trust. Common social media objectives and their benefits.

Social Media 167

Social Media B2B Thought Leadership Media Customer Satisfaction 167

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. Capitalizing on omni-channel sales. 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. Wrapping up.

eCommerce 163

eCommerce Marketing AI Lead Scoring Lead Ranking 163

Biznology

SEPTEMBER 8, 2020

The other day I was invited to speak on retention marketing as part of a 3-webinar series on sales enablement. It got me thinking: What is sales enablement, anyway? I remember the term in general use when I worked at IBM in the ‘90s. But it seemed to be mainly about collateral and sales presentations in those days.

Work Management 151

Work Management Marketing Management B2B Sales Vendors 151

Biznology

JULY 7, 2020

The pandemic has taken away one of B2B marketing’s steadiest, most reliable sources of lead generation and customer engagement, on a global basis. Look at this as a form of content marketing, so make it informative and not sales-oriented. What’s to be done? Position the event as peers sharing ideas and experiences.

B2B Marketing 166

B2B Marketing Marketing & Strategy Webinar Metrics Marketing Strategy 166

Biznology

SEPTEMBER 14, 2020

Of course, for many of us, the sales cycle is more complex and drawing a line between any one marketing activity and a sale can be difficult if not impossible. We can also measure business metrics like the volume and quality of leads generated. Revenue does that.

Email Marketing 104

Email Marketing Clickthrough Effectiveness Open Rate 104

Biznology

MAY 5, 2021

So, most B2B marketers are desperate to get their hands on good quality prospecting data in other regions, for sales lead generation. 1 Stop Data Based in Ireland, and led by Pauline Murphy , 1 Stop Data offers not only prospecting data but also lead generation and multilingual call center services.

B2B 118

B2B Marketing Prospects Sample Opt-in 118

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. Real-world examples of businesses using video to increase sales. whether your business creates it or not.

Video Marketing 80

Video Marketing Business Webinar Metrics Lead Scoring 80

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. In short, sales and marketing need to take joint responsibility for guiding the buying process.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

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. Use their keyword planning tool to generate likely phrases from your website and those of your competitors. Ask for referrals.

Ad brokers 190

Ad brokers B2B Lead Ranking Best Practices 190

Biznology

FEBRUARY 2, 2017

When he sold it to Harte Hanks in 1994, Gary went on to thrive as an executive there, and is now CEO of Aberdeen Group , supervising its transformation from industry analyst firm into a really smart marriage of data and content for lead generation. Plus, Gary is one of the nicest guys you’d ever want to meet.

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

Biznology

NOVEMBER 27, 2018

In the US, marketers perennially state that their top objective is delivering leads —lead quality and lead quantity. Lead delivery and “feeding the funnel” are right up there. But often lead management is in the domain of sales management, rather than a marketing function. What seems to be working best?

B2B Marketing 147

B2B Marketing Work Management Marketing Management Top of Funnel 147

Biznology

FEBRUARY 9, 2016

Over the past few months, I have gotten a number of calls from individuals who are seeking new sales leads for their company. They range from marketing managers to sales managers, and even presidents of smaller firms. By offering ongoing valuable information, you keep the lead interested. Do You Know the Basics?

Direct Marketing 80

Direct Marketing Marketing Management B2B Marketing Paid Search Agency 80

Biznology

JULY 24, 2019

Generating more sales is something that every business owner wants. More sales translate to high ROI, which creates more opportunities for growth and success. You can focus most of your attention to three crucial factors that impact your sales. Online is where most sales are made nowadays, so that’s where you must be.

Lead Scoring 112

Lead Scoring Lead Ranking Social Media User-Generated Content 112

Biznology

NOVEMBER 27, 2018

In the US, marketers perennially state that their top objective is delivering leads —lead quality and lead quantity. Lead delivery and “feeding the funnel” are right up there. But often lead management is in the domain of sales management, rather than a marketing function. What seems to be working best?

B2B Marketing 136

B2B Marketing Work Management Marketing Management Top of Funnel 136

Biznology

JANUARY 22, 2019

Marketers will finally supply sales with the help they really need. If we marketers are not helping sales communicate a differentiated value, producing truly effective content, and developing insight into the detailed needs of the buying group, we should all fire ourselves. Have effective lead follow-up,” of course!

B2B Marketing 120

B2B Marketing B2B B2B Sales Forrester 120

Biznology

MARCH 1, 2020

Amazon Business is expected to reach $52 billion in sales by 2023, and is growing faster than its consumer side. 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.

B2B Thought Leadership 104

B2B Thought Leadership B2B eCommerce Amazon 104

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

JUNE 10, 2016

Their findings show that overall, marketing has 30% more sway than sales in a typical B2B buying decision and that marketing has 27% more sway than business development. 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?

Top of Funnel 80

Top of Funnel Linkedin Paid Search Agency B2B Thought Leadership 80

Biznology

JANUARY 17, 2019

You should also be looking at the business metrics you’ve set up – leads generated or sales closed – and determine whether your email efforts are yielding the results you need. In addition, you’ll want to track paths through your most popular pages to see where they lead your visitors.

Analytics 116

Analytics Marketing Analytics Tools CTR Click Rate 116

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

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

APRIL 9, 2014

Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads.

Lead Generation 80

Lead Generation Sales Leads Sales Qualified Leads Lead Ranking 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

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. A Smarter Website Matters. Get a Grip. Get a Grip. Your website is your core digital asset, the hub of your digital presence.

Marketing Websites 80

Marketing Websites Effectiveness B2B Sales Marketing Prospects 80