Biznology

AUGUST 31, 2017

You know your business needs leads, and plenty of them, to drive sales. Generating leads, however, is only part of the equation. Because if you’re not able to turn those leads into sales, they aren’t doing you much good. But how do you turn those leads into sales? Combine email and content marketing.

Top of Funnel 170

Top of Funnel Lead Scoring Lead Ranking Sales Qualified Leads 170

Biznology

SEPTEMBER 26, 2013

The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. Because they’ll hate you in the morning… But seriously, if the role of B2B marketing is to provide leverage to sales, then burdening a sales rep with a prospect who is not a realistic potential buyer is no help.

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

Biznology

SEPTEMBER 26, 2019

B2B marketers understand the importance of qualifying a lead before it goes to a sales person, but sometimes the qualification process can get tricky. Today, most established companies assign the qualification role to an SDR, or sales development rep, a dedicated function that has one foot in sales and one in marketing.

Lead Qualification 116

Lead Qualification Sales Qualified Leads Lead Scoring Lead Ranking 116

Biznology

FEBRUARY 5, 2018

The challenges in the innovation process are to align it with corporate strategy, implement it, and evaluate how to improve it: on the competition side, pressure are fierce; on the creation side, there may be too many options; and on the resources side you are limited by time, personnel, skill, and budget. Lesson for leaders.

Lead Ranking 196

Lead Ranking Lead Scoring Leads Lead 196

Biznology

MARCH 2, 2021

As if the e-commerce market wasn’t growing fast enough in recent years, during the pandemic it has reached unprecedented heights. The current momentum will see e-commerce continue to grow and build market value rapidly in 2021 and the years to come. Without a doubt, the pandemic is reshaping the business sector in a very big way. .

eCommerce 163

eCommerce Marketing AI Lead Scoring Lead Ranking 163

Biznology

NOVEMBER 30, 2017

I interviewed Brent Adamson , Sales Principal Executive Advisor on Sales, Marketing, & Communications, and got the skinny. Your research found a lot of dysfunction in the B2B purchase process. Sales needs to help customers simplify the buying process. Please explain. stakeholders. This number is up 26% to 6.8 Identify fixes.

Buy 131

Buy Process Gartner B2B 131

Biznology

MAY 18, 2017

Here’s some reality: you’re not going to generate many leads this way , and you’re missing a big opportunity–especially on LinkedIn. Why brand maintenance doesn’t generate leads. 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.

Social Media 143

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 143

Biznology

DECEMBER 17, 2015

From pro sports to pro marketers, we all want to beat the competition and be at the top of our game. Which brings us to the topic of process. Process – that larger plan – gives you a framework within which the preparation becomes a step toward your goal. That X, Y, and Z now becomes your process. Everybody wants to win.

Process 80

Process Content Marketing Planning Content 80

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

OCTOBER 30, 2017

Dominance: reduce Google ’s surveillance and personal targeting of everyone, reduce Amazon’ s capture of customer relationships from leading companies. It adds an invisible embedded marketing channel. Entire new markets and types of businesses will open: Companies will want all their employees to be the best they can be.

Marketing AI 163

Marketing AI Lead Scoring Lead Ranking Marketing Automation Services 163

Biznology

MARCH 20, 2015

There are two kinds of metrics in content marketing: process metrics and outcomes metrics. Process Metrics. Web traffic is an example of a process metric in that it tracks how our audience is interacting with our content. In addition to website traffic, process metrics include things like. Page views.

Process 80

Process Content Marketing Content Budget Programs 80

Biznology

APRIL 23, 2015

We’re almost 10 years into one of the latest and hottest marketing trends – Content Marketing – and most B2B firms are churning out lots of it. As a result we’re into the next inevitable phase of content marketing – content overload. Now that’s a scary thought for an old time lead generation guy! But I digress.

Work Management 80

Work Management Buy Marketing Management Process 80

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

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

NOVEMBER 1, 2012

30 years ago, I learned how IBM qualified leads for sales. At the time, I know now, it was unusual to even have a process for such a thing, but that is how IBM worked (and still does). Whatever you do is your process. Whatever you do is your process. So, what is the real way to qualify leads? I’m old.

B2B Sales 80

B2B Sales Process Sales Qualified Leads B2B 80

Biznology

OCTOBER 27, 2017

There are so many great new techniques in B2B marketing today, it’s hard to keep up. A technique unavailable to consumer marketers, this one’s extremely valuable for B2B. And its cost is going down, as more marketing automation systems bake the functionality into their systems. Upgrade your lead qualification.

Account Based Marketing 207

Account Based Marketing Tactics B2B Marketing Lead Qualification 207

Biznology

OCTOBER 13, 2020

Are there any bad marketing metrics? The real question is how to identify good marketing metrics from bad. The visits to your website from your coding team aren’t moving the marketing needle … We’ll revisit the idea of bad data in a later article, but let’s get back to the metrics and telling good metrics from bad for now.

Advertising Agencies 197

Advertising Agencies Vendors Marketing Lead Scoring 197

Biznology

APRIL 14, 2017

Business decision-makers LOVE online B2B marketing videos because it gives them the most amount of information in the shortest amount of time. So now that you are on board with the benefits of online B2B marketing videos, what does video content marketing really mean?

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139

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. marketing program? What’s that?

Top of Funnel 205

Top of Funnel Work Management Marketing Management Churn Rate 205

Biznology

JULY 5, 2018

If you are in marketing, you are used to handing off your leads to the sales team and hearing two complaints back: First, the leads are no good. Such is the relationship between sales and marketing. The truth is that marketing sometimes can seem useless. Second, there aren’t enough of them. More is better.

Marketing Qualified Leads 156

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 156

Biznology

JANUARY 11, 2018

If third time’s the charm, why not a fourth piece related to email marketing?! As in, how can you get more out of your email marketing and your website? By integrating them with one another and automating processes between them. Here are a few examples of automation that help your email marketing and your website work together.

Email Marketing 168

Email Marketing Automation Marketing Websites Planning 168

Biznology

OCTOBER 7, 2020

Always on the lookout for new ways to identify prospects and generate leads in business markets? This year I’ve come across a handful of services and tools that demonstrate and welcome creativity and innovative by using digital marketing. Full-service lead gen and qualification agencies are abound, but here’s a new twist.

Marketing Prospects 189

Marketing Prospects B2B Marketing Paid Search Agency Top of Funnel 189

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?

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Biznology

JANUARY 5, 2022

This month we’re pleased to feature Consultants Collective member customer acquisition and retention consultant, specializing in B2B markets, Ruth Stevens. Ruth advises companies on go-to-market strategy, sales lead generation, customer and prospect data, content marketing and ABM. It paid off, big time!

Ideal Customer Profiles 104

Ideal Customer Profiles Consulting Profiling BtoB 104

Biznology

JANUARY 19, 2018

My list is about the most interesting people that I came across in B2B marketing during 2017. So meet this year’s fascinating B2B marketers, and let’s not forget the outstanding members of my lists in 2016 and 2015. . Katie Martell coined the term “on-demand marketer” to describe herself and her business. Highly recommended!

Top of Funnel 166

Top of Funnel B2B Marketing Lead Ranking Digital Marketing Funnels 166

Biznology

DECEMBER 27, 2019

Email marketing automation is when you set up for your business automated emails and drip campaigns that will go out to your clients when they take certain actions in regards to your business. This makes sure that day and night you can follow up on any lead to increase conversions to paying customers. The Lead Nurturing Email.

Marketing Automation Services 171

Marketing Automation Services Marketing Automation Email Marketing Automation 171

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. Then, estimate the costs associated with qualifying a lead.

Sales Qualified Leads 80

Sales Qualified Leads Cost per Lead Sales Leads Leads 80

Biznology

SEPTEMBER 18, 2017

Today’s marketing is becoming obsolete. Marketing’s focus will add the new life cycle stages of “install, use, service, and upgrade.”. The companies that master this new connected consumption will multiply their revenues and profits, and grow to lead the economy. Connected user experiences will be tomorrow’s marketing.

Marketing Automation Services 172

Marketing Automation Services Work Management Marketing Management Touchpoints 172

Biznology

JUNE 21, 2017

Salespeople and marketers face a sticky predicament. Instead, write a list that looks like this: 8AM – 9AM: Process and respond to incoming emails. 10AM – 10:30 Run sales report and prioritize new leads based on customer data. Qualify leads. Stop chasing bad leads. Eliminate distractions. Write reports.

Budget Programs 157

Budget Programs High Quality Lead Work Management Sales Qualified Leads 157

Biznology

JULY 30, 2020

Strategic and informed leaders serve as an example for the teams they lead, and leadership training helps both leaders and their teams understand how the pieces fit together in the business processes puzzle. Strategic acceleration and change management flow seamlessly when each employee owns the process. STRATEGIC EXPOSURE.

Training 104

Training Effectiveness Marketing Management Lead Ranking 104

Biznology

DECEMBER 4, 2017

This people-first roadmap is designed to expand digital wealth and take back the lead from Facebook and Google. Each of the coming transformation processes are expanded immeasurably by exponential growth publishing. They depend on today’s marketing of branded consumption, lack of user control, and surveillance of online activities.

Work Management 134

Work Management Lead Ranking Class Marketing Management 134

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

NOVEMBER 17, 2011

I like to do book reviews once in a while on Biznology, and this one was a natural because I know Ruth Stevens and I know her expertise in B2B marketing, so I needed to pore over her book, Maximizing Lead Generation , for tips–and I found them. Long B2B sales cycles mean that you need a set of techniques to nurture leads.

Lead Generation 80

Lead Generation Lead Ranking Lead Scoring Sales Qualified Leads 80

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. Reusable marketing assets. You can start creating new marketing videos and demos with segments that are easy to excerpt. Well, of course.

Forrester 171

Forrester Personalization Trade Show Webinar Metrics 171

Biznology

SEPTEMBER 12, 2019

It’s an interesting question when one considers all the technology that’s available in the market. While I could opine on features and functions that I’d like to see, what really bugs me is the fact that so much of the overarching promise of marketing technology remains unfulfilled. Effectiveness-Focused MarTech. What grows revenue?

Marketing Automation Services 91

Marketing Automation Services Top of Funnel API Fulfillment 91

Biznology

JULY 26, 2017

Account-based marketing is a hot concept in B2B these days, but how does it really work on the ground? David identified four factors key to Enli’s ABM success: process, culture, attitude, and metrics. Enli is the market leader and always looking for ways to maintain their lead. It’s been a long, but productive, journey.

Top of Funnel 164

Top of Funnel Account Based Marketing ABM Lead Ranking 164

Biznology

NOVEMBER 6, 2017

This could multiply the abilities of industries and startups to sell to global markets. For vendors who see this as an opportunity, they can sell to much larger markets of consumers. For vendors who see this as an opportunity, they can sell to much larger markets of consumers. Like this post? Sign up for our emails here.

Lead Ranking 173

Lead Ranking Best Practices API Vendors 173