Marketing Interactions
SEPTEMBER 26, 2022
Only 16% of B2B marketers rate their current lead nurturing initiatives as excellent, per the 2022 Lead Nurturing & Acceleration Benchmark Survey. Do your customers have different goals or perspectives about the value they want from you? A Few Reasons an Update to Buyer Personas is Wise.
Marketing Interactions
MARCH 22, 2022
The way B2B companies qualify leads is based on what we want, rather than letting our buyers guide us. There’s also been a lot of talk and research showing that B2B marketers intend to make lead quality a higher priority than lead quantity. PVEC > Problem, Value, Engagement, Change. Case in point > BANT.
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Marketing Interactions
JANUARY 3, 2022
They’re assessing how it will amplify the value they’re already getting from the other modules or solution you’re already providing. What added value will they gain? For a net-new buyer, it’s more about either differentiating the value you provide or showing them the breadth of your solution in solving their problem.
Marketing Interactions
MARCH 7, 2022
Don’t see the value as high enough to warrant the change effort. What was the time to value first realized? Get to the point, show them value and for heaven’s sake use the insights from the data you’ve collected about them—especially if you decide to take an ABM approach with this program. There are more, but you get the idea.
Marketing Interactions
FEBRUARY 7, 2020
How will we prove value when the end of each month or quarter comes? When I talk with clients about how to build a storyline across the entirety of the buying process, they often express hesitation…. What will we write about that will be interesting over 6-month span (or longer)? We must generate MQLs faster than that!
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