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

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

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

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

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

JANUARY 4, 2017

All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs. Of those 350,000, about half—178,000—were actual sales leads.

Validation 180

Validation Linkedin Sales Qualified Leads Social Marketing 180

Biznology

JUNE 21, 2017

Here are five smart ways to cut through the noise, focus on what’s important, and exceed your sales goals—without raising your stress. If a potential customer is poised on the edge of a sale and asks a question on social media, a competitor has the opportunity to steal your sale right out from under you. Qualify leads.

Budget Programs 157

Budget Programs High Quality Lead Work Management Sales Qualified Leads 157

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

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

JUNE 4, 2019

I recently caught up with Dan McDade , longtime B2B practitioner in lead qualification and nurturing. You’ve been involved in the lead generation world for a long time. You’ve been involved in the lead generation world for a long time. Certainly, technology lets us deliver more leads to sales, faster than ever before.

Marketing Prospects 126

Marketing Prospects Lead Generation Lead Scoring Lead Ranking 126

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, 2019

In complex buying situations, “sales reps are valued higher than ever” writes Gartner analyst Hank Barnes in The Rebirth of Enterprise Sales. What prompted this observation was a recent Gartner study of sales that result in “high-quality deals” — deals where customers are succeeding and are likely to become bigger customers.

Video Marketing 99

Video Marketing Ad Building Gartner High Quality Lead 99

Biznology

JULY 5, 2017

Apart from improving customer satisfaction level, live chat can also lead to sales. While many call it the ultimate sales hack, I would say that it’s definitely the easiest and most effective way to improve your website conversion in real-time. Businesses that opted for automatic greetings have witnessed a jump in their sales.

Software 163

Software Customer Satisfaction Paid Search Agency Forrester 163

Biznology

JANUARY 27, 2021

I believe that Visual Data is perfectly positioned to rise to the challenge of leading the industry by providing innovative, scalable offerings and serving its customers with excellence.”. The post Donna Thomas Joins Visual Data Media Services as Senior Vice President of Sales, Americas appeared first on Biznology.

Service 104

Service Media Class Distribution 104

Biznology

FEBRUARY 19, 2020

Knowing about the common obstacles your customers face puts you in an optimal position to help solve them, thereby driving sales. The more accurate and complete your customer identities are, the more effective they’ll be for helping your company do the right things to increase sales. Doing so should lead to meaningful results.

Buyer Personas 104

Buyer Personas Business Touchpoints Paid Search Agency 104

Biznology

OCTOBER 23, 2019

These are effective ways to manage lead nurturing campaigns and to build awareness of your products or services. An inquiry might immediately deliver a response while queuing up your sales team for callbacks. For example, email automation tools like Mixmax can deliver personalized content to new customers after the sale.

Automation 99

Automation Marketing Automation Services Trigger Marketing Work Management 99

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. Like this post?

Video Marketing 80

Video Marketing Business Webinar Metrics Lead Scoring 80

Biznology

MARCH 11, 2020

If you were counting on a trade show booth for a new stream of leads, or a marquee speaking engagement to create thought leadership, use webinar tools to create the same opportunity virtually – maybe even at the same time that you were scheduled to speak IRL. Create a Virtual Conference Experience. Phone conversations?

Work Management 104

Work Management Cold Calling Marketing Management Urgency Marketing 104

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

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

FEBRUARY 8, 2016

A couple of years ago, a client told me he was having some lead quality problems. The company had contracted with a major IT publisher for a webcast that guaranteed 150 leads. But the leads weren’t panning out; the quality was terrible and salespeople were pointing the finger at marketing. Ninety-nine percent. Quality time.

Lead Generation 80

Lead Generation Lead Scoring Lead Ranking Sales Qualified Leads 80

Biznology

MAY 18, 2016

In this webinar with Heather Lloyd-Martin of SuccessWorks, she discusses tips for writing better sales copy. You’ve struggled over your sales copy, created what you thought was a persuasive page, and waited for conversions to start clicking. Instead of making massive sales, your sales pages are falling flat… and you don’t know why.

AIDA 126

AIDA Tips Copywriting Webinar Metrics 126

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

AUGUST 25, 2016

Marketing is supposed to lead to sales, right? I’ve talked in the past about how you better make sure that the steps in your marketing Buyer Journey matches the phases of Sales Funnel. Often, sales teams take different approaches with different market segments. Today, I want to talk about something similar.

Top of Funnel 80

Top of Funnel Segmentation Planning Buyer's Journey 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

JUNE 10, 2015

Does your B2B company struggle to integrate sales and marketing? Marketing sends “great” leads to Sales and Sales complains about how lousy they are. Wouldn’t it be great to offer your sales team a resource to actually close sales, instead of just more leads? Thanks to all our sponsors!

B2B Sales 80

B2B Sales B2B Marketing Content Marketing B2B 80

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. That’s why you see webinars rated as one of the top lead-gen tactics today (source: Placester ). You can watch the on-demand video replay here.

Lead Gen 80

Lead Gen Webinar Metrics Lead Ranking Marketing Qualified Leads 80

Biznology

DECEMBER 8, 2014

When you want above and beyond results from your sales team, you need to offer above and beyond compensation. Contests are a great way to engage your sales team and provide the extra push for extra performance. Here’s how you can use contests to boost your sales enablement. One way to do that is by having contests.

B2B Sales 80

B2B Sales Differentiation B2B Marketing Business to Business 80

Biznology

APRIL 3, 2014

One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning. If you generate too many leads, you’ll be wasting precious marketing dollars. Moreover, you’ll annoy your sales team by not supporting them properly.

Sales Qualified Leads 80

Sales Qualified Leads Generation Leads Lead 80

Biznology

OCTOBER 29, 2014

The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking. On reflection, I suppose I shouldn’t have been surprised, since phone-based selling is so much more efficient than hitting the road to make face-to-face sales calls. Social selling tools.

B2B Sales 80

B2B Sales B2B Marketing Enterprise Management B2B 80

Biznology

APRIL 3, 2014

One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning. If you generate too many leads, you’ll be wasting precious marketing dollars. Moreover, you’ll annoy your sales team by not supporting them properly.

Sales Qualified Leads 80

Sales Qualified Leads Generation Leads Lead 80

Biznology

MARCH 28, 2016

Your website, when done right, can be one of the most effective lead generation tools in your arsenal. To get those leads moving through the funnel, focus on creating a stellar user experience. A CRM with web forms can help automate your lead management process. But not just any landing page design will get the job done.

Lead Generation 80

Lead Generation Activities Marketing Websites Generation 80

Biznology

OCTOBER 24, 2013

If you’re constantly struggling with your business blog and exasperated with the lack of qualified leads, you may be missing key points in your content strategy. Simply posting a blog per day won’t amount to anything if you’re not taking your customers’ sales cycles into account and adjusting your marketing strategy accordingly.

Top of Funnel 80

Top of Funnel Sales Cycle Content Marketing Planning 80

Biznology

OCTOBER 7, 2020

Always on the lookout for new ways to identify prospects and generate leads in business markets? Hugh MacFarlane , a longtime sales and marketing trainer and coach has added a prospecting service that uses predictive modeling to identify and target prospects for clients. Stock your sales development function with pre-trained SDRs.

Marketing Prospects 189

Marketing Prospects B2B Marketing Paid Search Agency Top of Funnel 189

Biznology

OCTOBER 20, 2015

I was looking for a sales and BD platform that would do at least some of the work for me. A platform that would virtually follow me around and nag me, reminding me to take client notes, to send follow-up emails, and to follow prospects and opportunities through the entire sales cycle through to coffee (for closers).

CRM 80

CRM Sales Cycle Consulting Fulfillment 80

Biznology

OCTOBER 4, 2013

Sales and marketing don’t always play nicely together in the sandbox, but they need to, especially when it comes to sales enablement. This is one area where sales and marketing can really work together. Here are the top five ways to optimize your sales enablement efforts: 1. Photo credit: Anz-i. Tell your story.

Optimization 80

Optimization Work Management Marketing Management Copywriting 80

Biznology

SEPTEMBER 26, 2012

Yesterday, I gave a Biznology Webinar called, “Using Social Media for B2B Sales.” ” B2B marketing and sales have always been divided, but those days are over. Social media is a tool and B2B marketers and sales people must both use it. Does your sales team know what to do? Do they know how to avoid trouble?

Social Media 80

Social Media B2B Sales Media B2B 80