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 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

SEPTEMBER 7, 2017

What I see happening is technology companies following Buffer’s lead to build exclusive Slack communities for their users or fans. The post Should businesses use LinkedIn groups or Slack for prospecting? They have barely heard of Slack, and will not start using the platform until it’s mandatory. WILL SLACK REPLACE LINKEDIN GROUPS?

Linkedin 141

Linkedin Business Communities Social Media 141

Biznology

NOVEMBER 7, 2018

Indeed, sales people looking to reconnect with an old lead, prospect, or client need to understand the delicate art of second engagement. To that end, here’s a look at how professionals can make the second time the charm when they encounter an old lead: Don’t “Disconnect” in the First Place. Personalize. Compare and Contrast.

Marketing Qualified Leads 142

Marketing Qualified Leads Leads Lead B2B Sales 142

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

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. Jay Baer has mentioned in his talks that social media is a volume play.

Sales Management 145

Sales Management Linkedin Top of Funnel Lead Scoring 145

Biznology

JANUARY 16, 2017

Your prospective customers will notice how you treat current customers. When your prospects see how you treat your loyal customers, they are going to want to join your club to get the same VIP treatment. The post How to simultaneously attract new prospects and retain loyal customers appeared first on Biznology. Like this post?

Pricing 80

Pricing Price Loyalty Forrester 80

Biznology

NOVEMBER 27, 2013

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and job role/title. My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before.

Lead Ranking 80

Lead Ranking Marketing Management B to B Lead Scoring 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

JULY 5, 2012

And on the face of it, a real boon, because you only pay when your prospect takes the action you’re looking for—the click, the download, the purchase, whatever. You only pay when a prospect clicks on your selected keyword(s). Pay per lead. Suppliers of leads should begin to offer account-level services.

B to B 80

B to B Marketing Prospects Advertising Agencies Work Management 80

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

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 15, 2012

The contention is that knowing where your prospect is when he or she is interacting with your content becomes more and more crucial as mobile devices – and mobile networks – grow. However, there’s another important way to look at where your prospects are, and mobile devices have nothing to do with it.

Allocation 80

Allocation Buying Cycle Content Aggregators 80

Biznology

OCTOBER 27, 2017

I hereby offer a roundup of ideas that you may have overlooked: IP address identification, a customer-driven content marketing strategy, better lead qualification, a renewed focus on customer and prospect data, account-based marketing, and linking consumer data with your business records. Upgrade your lead qualification.

Account Based Marketing 207

Account Based Marketing Tactics B2B Marketing Lead Qualification 207

Biznology

MARCH 27, 2015

As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. That’s why webinars become interesting as a lead generation tactic. You’re able to engage your prospects with your brand/products/message for an extended period of time. Any webinar tips to share that I missed?

Lead Gen 80

Lead Gen Webinar Metrics Lead Ranking Marketing Qualified Leads 80

Biznology

FEBRUARY 22, 2021

As I am fond of saying, Your prospects don’t care about you. Your prospects don’t even care about what you do. Your prospects care about what you can do for them. To be successful, your marketing must make it clear how your product or service benefits your prospect. You need to do the same with your prospects.

Lead Ranking 160

Lead Ranking Sales Qualified Leads Marketing Prospects Lead Scoring 160

Biznology

MARCH 23, 2018

The result: you get higher quality prospects, with higher conversion rates and at lower cost than traditional outbound marketing. Here’s another: Google and Facebook are leading the digital marketing revolution. Did you know that both Google and Facebook use dear old direct mail for cold prospecting in their ad sales businesses?

B2B Marketing 190

B2B Marketing Work Management Marketing Management Opt-out 190

Biznology

AUGUST 2, 2021

So, dear CEOs, if there is friction between your sales and marketing leads, it’s up to you to make a change. Set metrics like cost-per-lead, and lead-to-sales conversion rates by campaign, by channel, by product and other variables, where marketing can hold its head high and deliver on what it can actually control.

B2B Sales 197

B2B Sales Account Based Marketing B2B Marketing Cost per Lead 197

Biznology

JUNE 8, 2017

The problem stems from a common issue: Companies don’t do content marketing from a clear content strategy, leading to what Mark Schaefer calls content shock. It is one of the signals we look for in understanding how queries indicate where prospects are in their buyer journeys. It does more harm than good.

Lead Scoring 165

Lead Scoring Lead Ranking Branding Brand Identity 165

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

NOVEMBER 2, 2020

Website visitors are among your most valuable prospects. But there are methods for converting business visitors to identifiable prospects, for ongoing marketing interaction and development. Then nurture those prospects until they are ready to have a sales conversation. They have found you, searching around for a solution.

Marketing Automation Services 197

Marketing Automation Services Marketing Websites B2B Paid Search Agency 197

Biznology

JULY 17, 2017

Over the years I’ve found that social media objectives generally come down to one or, more commonly, a combination of the following: Lead generation – driving unidentified potential new customers/clients to a website or landing page where they are offered free information in exchange for their contact info.

Social Media 167

Social Media B2B Thought Leadership Media Customer Satisfaction 167

Biznology

JULY 7, 2021

As work-from-home has grown, B2B marketers understand that they need to be wherever their prospects and customers are. Not to mention the cost—and quality—per lead. So, there will still be some waste, as you reach children or spouses of your business prospect. CTV is perfect for ABM.). Omni-channel integration. Take advantage.

Advertisements 171

Advertisements Advertising B2B Marketing Multi-Touch Attribution 171

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. During the pandemic, your customers and prospects could be anywhere, physically. Consider launching a public virtual event, to attract new prospects. What’s to be done?

B2B Marketing 166

B2B Marketing Marketing & Strategy Webinar Metrics Marketing Strategy 166

Biznology

OCTOBER 12, 2017

What B2B buyers need is authentic voices from within the company, primarily from product managers and development leads. The challenges are considerable: How do you teach development leads to write well enough to get their points across? Based on my research, what they wrote about was also highly relevant to clients and prospects.

Paid Search Agency 187

Paid Search Agency Work Management Marketing Management Advertising Agencies 187

Biznology

JANUARY 11, 2018

Lead scoring. In more advanced systems, that same content download might have your email address added to a CRM system that tracks what content you’ve consumed and evaluates your potential as a lead. Like this post? Sign up for our emails here.

Email Marketing 168

Email Marketing Automation Marketing Websites Planning 168

Biznology

MARCH 7, 2014

Done right, it can still be a powerful tool for lead generation. Leads are the metric that marketers live and die on because leads mean money. Here are five tips for using email as a lead generating machine. Get as much data on your prospects and current customers as possible. Data is your friend. Nail the landing.

Lead Generation 80

Lead Generation Landing Pages Tips Generation 80

Biznology

JULY 19, 2017

It’s no longer enough to do social media marketing and hope that your company’s inbound marketing strategy generates leads, which turn into qualified prospects and eventual buyers. Begin regularly sharing and engaging with content that is relevant to prospects and customers.

Twitter 130

Twitter Linkedin Ad Building Webinar Metrics 130

Biznology

APRIL 12, 2018

Don’t bury the lead. This starts with a lead magnet that makes would-be subscribers salivate – and makes those folks squeal with delight once they’ve subscribed. (If If you aren’t sure what a lead magnet is, have a look here.). Not everyone needs a lead magnet to entice them. Be sure to welcome. More promise-keeping.

Click Rate 152

Click Rate Lead Scoring Lead Ranking Tagging 152

Biznology

JULY 26, 2017

Enli is the market leader and always looking for ways to maintain their lead. When we were handing off MQLs (marketing qualified leads) to sales, the receiving sales rep would consistently value it lower than we had in marketing. The tool is sold by subscription, either as SaaS or installed. We’re about 18 months into the transition.

Top of Funnel 164

Top of Funnel Account Based Marketing ABM Lead Ranking 164

Biznology

MAY 22, 2017

They are not just focused on prospecting, like the CAN-SPAM and Do Not Call regulations in the U.S. But apparently it does not always mean that you must get GDPR compliance in advance to make cold contact with prospects. Most EU prospecting data—email and direct mail lists—already include opt-in permissions. Linnette J.

Privacy 139

Privacy Data Hygiene Marketing Management Paid Search Agency 139

Biznology

JUNE 6, 2018

Leads with CRM data are better qualified and therefore easier to close. Here’s the wish list for a centralized marketing hub to receive, segment, then communicate to prospects. – Preserve a record of all interactions with a prospect. – Allow agents to tag and segment prospects based on interest or funnel position.

Marketing Automation Services 167

Marketing Automation Services Top of Funnel Enterprise Management Work Management 167

Biznology

APRIL 14, 2017

And what’s good for the company that makes an investment in online B2B marketing videos is that they are proven to increase metrics such as awareness, conversion rates, quality leads that go into the sales process, thought leadership, social metrics, open rates, and click-through rates in email campaigns.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139

Biznology

JUNE 25, 2019

Rarely does B2B digital marketing convert prospects on the first point of contact. Prospects often bounce from fire to fire, and even when the urgent does not crowd out the important, priorities change and, as marketers, we need to stay “on the radar” until our prospects are ready to make a purchase. Do the Research.

Marketing Prospects 123

Marketing Prospects Budget Programs Lead Scoring Lead Ranking 123

Biznology

JANUARY 6, 2020

Find wisdom in her article about new ways to think about lead qualification and her 3 keys to sales and marketing alignment. But he has also developed some interesting B2B data innovations, like target account prioritization models, partner prospecting services, and a way to identify the “champion” in your target account buying group.

netFactor 197

netFactor B2B Marketing Advertising Agencies Paid Search Agency 197

Biznology

MAY 3, 2017

Qualify leads. Another goal of your YouTube video is to send fully interested prospects to your website to get more information about what you offer. In order to warm up your prospects, you need to focus on providing video that engages and educates, but leaves them wanting more. Build loyalty through consistency.

Youtube 146

Youtube Advertising Channels Tips Custom Publishing 146

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