Social Marketing Forum

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Primer: Understanding Word-of-Mouth Marketing in the Social Media Age

Social Marketing Forum

The main reason is the fact that our prospects and customers use social media and that word-of-mouth is an incredibly rich source of information, interaction possibilities and so on to help us in improving our overall communication strategy and increase customer satisfaction. It’s about perceived and real value, both for our business and our customer and prospects. Think about it.

QR Codes: Focus on the Benefit, not the Technology

Social Marketing Forum

Using QR codes is an easy way to connect with your customers and prospects. Did you ever wonder why your QR code is not used, or is not leading to the expected results and goals? [.]. However, most of the time they are used from an ‘innovation’ perspective rather than being part of a mobile strategy. Infographics Mobile mobile marketing QR

How Content Travels and Works in Social: Stories and People

Social Marketing Forum

If our purpose is to generate traffic and buzz, regardless of the medium, we need to focus on the content and also the formats our prospects or customers want, paying attention to aspects such as for instance titles, subject lines and in tweets: they need to “tell&# people that this is what they are looking for, no matter where they find or seek it (search engines, social etc.).

Measuring ROI of Social Media, Online Video and Mobile: Facts and Failures

Social Marketing Forum

give a lot of marketers a hard time adjusting their marketing mix in such a way that they create more value for their company and for their customers, prospects, and all other people in the ecosystem around their business. Marketing ROI as an approach should also lead to an overall view on the return of marketing, starting from the several mentioned micro-elements. The fast evolutions in the digital landscape (social media, mobile, online video, etc.) However, often that’s an excuse for not innovating and a sign of not being able to properly measure at all. Mobile.

Content Methodology: A Best Practices Report

the experts on prospect needs. industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. leader with industry-leading. Content. According.

Three Easy Tips To Build Long-Term Social Media Relationships

Social Marketing Forum

Social media marketing, just like all forms of marketing, is mainly about long-term relationships: building relevant interactions with prospects and customers that lead to a two-way increase of value and loyalty. Read tree simple tips to get there. Social media marketing blogging consistency relationship marketing social media marketing Twitter

Content Marketing: Marketers Finally Start Looking Inside the Box

Social Marketing Forum

Content marketing and the increasing attention paid to it in B2B marketing, is about the changes in the behaviour and wishes of the customers and prospects. personalized and planned content marketing strategy results in more conversion, better customer relationships, lower cost-per-lead and higher ROI. B2B marketing Content marketing content marketing Joe Pulizzi Junta42 marketing automation

A Good Reason to Invest in B2B Marketing Content: Sales

Social Marketing Forum

Content marketing is about conversations, conversion, value, social media, lead nurturing, acquisition, inbound and outbound. Content is important in both B2C and B2B marketing but as a B2B marketer I would like to look with you briefly at how content is used in lead management, customer interactions and how B2B content marketing ultimately is…sales. We all have been using white papers to generate leads for decades and we have always known that content is crucial in engaging email recipients, having our websites found and providing our customers with valuable information.

Remaining Professional with Social Media

Social Marketing Forum

This naturally leads one to question—if social media is beneficial to those involved with it, or if it will create more of a divide amongst individuals who don’t have access to the Internet on a daily basis. Moreover, I think this will soon become a reality, because organizations need to reach prospective customers where they interact with each other, and for the most part, I would say this interaction is continually growing on social media platforms. Who knows, you may prospectively harness individuals that may be beneficial to you in the long run. What do you think?

Using Customer Cases in Marketing and Sales 2.0

Social Marketing Forum

Since most customer cases are primarily intended for the sales team and as commercial referrals for prospects visiting the website, the intention of our client was to approach the content in a promotional and rather company- and product-centric way. They can be used to improve SEO, for word-of-mouth marketing purposes and obviously in lead nurturing processes. They hope these will give the prospect a little push in the right direction to get into touch or go into business with them. Prospects often do ask for references. One always learns more in the real world.

Tips to Optimize Conversion of Online Forms

Social Marketing Forum

Apart from all tools that we have to trace the preferences and demands of people, online forms play a crucial role in the entire life cycle of the digital client and prospect. From email marketing, to customer service, lead management & nurturing and even social media: online forms are essential. The progressive acquisition of data during the lead nurturing processes or the further development of relations and interactions with people (think of email marketing) is important. worthwhile theme as it is firstly often forgotten and secondly very important.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. and prospects.

Prospecting the Social Customer

Social Marketing Forum

Customer relationship management is a strategy to manage the interaction with prospects, leads and customers. prospect is a potential customer. prospect becomes ‘lead’ if he gets identified as a potential customer and steps into the influence sphere of a business. Leads are passed to sales when, after the necessary lead nurturing, they are “ready&# to become a “customer&#. relationship begins with a connection and a customer begins as a prospect.  So a prospect is a potential customer. Easy too. Always. 

The Digital Leverage Effect of Social Media and Email Marketing Integration

Social Marketing Forum

Here is why: Customer-centricity: First of all, the way we integrate and combine the carriers of content and interactions, should depend on the customer, prospect, fan etc. The mutual strengthening of integrated channels: Secondly, it depends on the reinforced effect of the various channels which lead to the ‘leverage’ effect. Earlier this month I read an interesting post by Karen Talavera on The eMail Guide blog , a great resource for those who want to be kept well informed of every new development in the email marketing world. wrote a post about it on my blog. Here it is.

The Purposes of Content and Conversations

Social Marketing Forum

And it is of the utmost importance in outbound marketing techniques and of course in email marketing.The context in which content exists is defined by the life cycle of the prospect or customer, his needs, the interaction channels he uses and much more. The value of content purely depends on the perception of people so content marketing requires a very good understanding of your customers and prospects. Content has always been king in online marketing. Ask any good email marketer. These days, content is even more important in all forms of interactive marketing. Is that all?

Getting S.M.A.R.T on Social Media Data

Social Marketing Forum

Do you care about what your prospects, customers and competitors say about your business, your industry and your products? Monitoring and listening must lead to action and engagement. It’s also a bit like in search engine optimization and search engine advertising: yes, you can do it yourself as well but what’s the return on investment of time, learning curve and…mistakes as compared to number of generated leads for instance? Are you where your customers are? Do you know how effective word of mouth is? Do you use social media and the proper tools to measure, engage and act?

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. and prospects.

Prospecting data accuracy

Biznology

Good news:  B2B prospecting data is more accurate than you may think. Over the last decade, my colleague Bernice Grossman and I have studied this issue, producing a series of five research reports on the quality of the data B2B marketers can rent or buy for prospecting purposes. Our latest study published this week shows that prospecting data is surprisingly accurate—well over 90%.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. My goal for today’s B2B Lead Roundtable Blog post is to hopefully influence your approach to lead generation with a few insights that you can use to determine where to find the most improvement in your teleprospecting efforts. Do you deliver value and mitigate anxiety?

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If you’re ever tired of hearing from us,” the email read, “you can opt out.”. Keith explained that they already captured the lead, and the lead was using a free trial version of the software.

3 Ways to know your prospects as well as they know you!

grow - Practical Marketing Solutions

How do you get to know your prospects? Or maybe a better question is, are you getting to know your prospects? Today I’ll go through three ways you can get to know your prospects in 2016. What Is A Prospect? Some companies get all fancy and use terms like MQL (marketing qualified lead) and SQL (sales qualified lead). What Is A Prospect?

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. and prospects.

5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

My job as an SDR is to extract these essential pieces of Sales Context for my clients while also nurturing a relationship with my prospects so they feel comfortable discussing their current environment and any pains they may be experiencing. Here are 5 prospecting strategies that I employ to obtain Sales Context during every conversation I have. 1. Maintain an open dialogue.

Exciting new tools for B2B prospecting

Biznology

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.  Are they growing?  Near an airport?  Unionized? 

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting?

Why is December a Great Month for B2B Sales Prospecting?

Sales Prospecting Perspectives

Historically, the typical sales rep thinks that prospecting and December do not mix. And I''m not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round. Lead Rate % - # of leads passed divided into # of quality conversations (Average is 2-4%). Lead Rate. Wrong. Connect Rate. & 7.3%

How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

In the same way, a sales rep can interrupt sales prospects'' mental workout throughout the day with untargeted calls and emails that turn out to be giant wastes of time. Prospects may make appointments, but they could also decide not to show if you’re not careful. So it’s important to be extremely sensitive when conducting B2B sales calls with prospects. Reciprocity. Liking.

Lead Generation: 2 questions every marketer should ask themselves about prospect motivation

B2B Lead Generation Blog

Tweet The most important factor to keep in mind when creating your landing page is your prospects’ motivation. Highly motivated prospects can make for highly motivated leads if your landing pages deliver the right message to the right prospect at the right time. However, it’s the prospects who are not highly motivated that you need to worry about. Who are my prospects? First, you must ask yourself, “Who are my prospects, and where are they in the purchase cycle?”. The window shoppers – These are prospects who are very early in the sales cycle.

How to Prospect Warm, Inbound Leads

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. As an inside sales rep, the majority of my prospecting has been encompassed around cold calling. But as of recently, my client has been having my team follow up with warm, inbound leads. My role is to connect with recent trade show attendees, webinar attendees, prospects that have responded to email promotions, or downloaded whitepapers from my client’s website. Therefore, here are few tips for prospecting inbound leads. 1.

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

Tweet At MarketingSherpa Lead Gen Summit 2013 , I had the privilege of sitting in on a session with Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP , as they discussed how they use a business model called “social business” to help their teams across the globe engage local audiences. Sales leads as you know them are changing. Tip #1. Tip #2.

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

ViewPoint

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Mike is unashamedly passionate AND practical about prospecting.

3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

Tweet There is one question at the heart of lead generation that your marketing efforts should clearly answer. “If I am you ideal prospect, why should I buy from you rather than your competitors?”. In this B2B Lead Roundtable Blog post, we’ll look at three factors you should consider when crafting value propositions that you can use to aid your lead generation efforts.

Engage Prospects with Video Backed by Marketing Automation

It's All About Revenue

The big picture is that marketers are simply trying to have effective 1:1 conversations with prospects and customers. This means marketers are looking to approach the right person, at the right time, with the right information - without ever meeting the prospect or customer in-person. What digital format is closest to human interaction? Video! Marketing Automation

Is Anyone Leading Lead Management?

ViewPoint

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company. Telemarketing Outbound (qualification and lead generation). Digital Agencies.

New Outbound Prospecting Insights for Your Sales Development Team

Sales Prospecting Perspectives

Are you a B2B inside sales or sales development representative looking for a benchmark against which to measure your sales prospecting strategies? Are you a team lead or manager hoping to see where your team stands on the outbound sales spectrum? If so, The Outbound Index™ is a must-read for you as you prepare your B2B sales prospecting strategies for 2015.

Generate More Leads By Literally Running with Your Prospects

It's All About Revenue

have seen a running shoe brand enlist the help of a local running club to lead a big run like this over multiple days. That’s good from a lead generation perspective. The sponsorship possibilities at most conferences are endless. Keynotes are sponsored. Lunch is sponsored. Of course all of the cocktail receptions are sponsored. And they will thank you. Runners like t-shirts.

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

Although it wasn’t a lot of money in the whole scheme of things, it was still something and I was able to see how changing the motivation of a prospect can completely change revenue. What motivates your prospects to buy from you? In the business world, it isn’t that easy as most of the time the prospect’s motivation often ends at simply purchasing a product or service.

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Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. challenge. Create a marketing funnel .

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. As Debbie Pryer, Program Manager, Siemens Healthcare , discovered, finding the right balance between lead quantity and quality takes trust, teamwork and planning.

#ProspectingChat: Inbound Prospecting with Howard Brown of RingDNA

Sales Prospecting Perspectives

Just in time to get ramped up in Q4, we''re sharing our best sales best practices for prospecting inbound leads, or leads generated from marketing efforts. Topic: Inbound Prospecting. Inbound Sales Inbound Marketing Sales Prospecting Strategies Sales Advice Inbound Outbound Sales Inbound Leads Outbound Prospecting It''s the start of a new month.

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. Outputs from 6Sense can include lists of new prospects (not in the client’s existing database), lists of current prospects organized by purchase stage and ranked by purchase likelihood, lists of individuals within each company, and key indicators that drive each company’s score.

5 Ways to Expand Lead Nurturing Beyond the Inbox

The Point

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. The post 5 Ways to Expand Lead Nurturing Beyond the Inbox appeared first on The Point.

The Prospect-to-Buyer Disconnect

Sales Prospecting Perspectives

client of mine presented a difficult but common challenge this week: “We’re seeing the same numbers of prospects as we have over the past several months; we’re just not converting the sales.”. Her statement is based on the idea that a consistent flow of new prospects should translate into a steady stream of new sales. Been there? Oh, that it were so easy. The Pain Motivation.