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Using Content to Move Prospects Forward in the Sales Cycle

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Using Content to Move Prospects Forward in the Sales Cycle by Achinta Mitra on May 5, 2010 in B2B Lead Generation , B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Sales Strategies We often think of online content as the text on a web or blog page. All Rights Reserved.

23 (More) of the Best Social Media Guides, Tips and Resources of 2012

Webbiquity

The brilliant Gini Dietrich reports on research showing that marketers commonly choose the wrong time of day to post and engage on Facebook, Twitter and YouTube, as well as to send emails. Five Ways Social is Shaping your B2B Customers by LinkedIn Today. YouTube Marketing Tactics. lessons in launching a branded YouTube channel by iMedia Connection. Reddit Marketing Tips.

The Invisible Sales Rep

Fearless Competitor

To read the original post, please visit:  The Invisible Sales Rep. While most salepeople have nothing, a select few have things like a blog, website, Linkedin Profile, YouTube channel, Slideshare Channel and more. Why would any sales rep make the decision to be invisible to customers and prospects? Average #  of LinkedIn connections per Sales Manager/leader:  307.

The dashboard has finally been perfected

Biznology

One of the biggest problems I have as a small businessman is keeping track of everything: RSS feeds, competitors, backend performance data, social media mentions and trends, sales cycles, reputation warnings, revenue data, my inboxes, my calendar, key RSS feeds, search performance, tasks, and a million other sources of data. LinkedIn. LinkedIn Company. YouTube.

Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.

Industrial Marketing Today

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. Some of the findings match what I am hearing from my industrial clients and one really surprising result.

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21 of the Best Social Media Marketing Guides of 2013 (So Far)

Webbiquity

steps to rank your video higher on YouTube by iMedia Connection. Jon Whiting lists seven tips for improving video rank on YouTube. ” While this post isn’t an exhaustive guide to YouTube SEO, it’s a great start. Social Media and the Sales Cycle by Marketing Wisdom for the 21st Century. Can social media help shorten b2b sales cycles?

iCharts Applies Marketing Automation to Smart Strategy to Deliver Record Opportunities

Act-On

With iCharts, businesses can track and visualize everything from sales numbers to worker productivity to market fluctuations. The challenges of high-velocity sales. ACT-ON:  Tell us about the sales cycle for iCharts; what does it look like? Right now our sales cycles vary anywhere from zero days to 30 to 45 days. Act-On and the sales team. TED:  Yes.

10 Tips to Plan B2B Content Marketing and Maximize Lead Generation

LEADership

Content must be valuable and relevant for all parts of the sales cycle. Instead of simply recognizing the trend that buyers traverse 70% of the sales cycle researching on their own, the marketing team at IntelliResponse chose to stay ahead of the trend. Blog posts, email pieces, LinkedIn updates and ads, paid search ads, etc. Sales and Marketing must hold hands.

Why Your B2B Can’t Ignore Google+ Any Longer

EMagine B2B Blog

The giants like Facebook, Twitter, and LinkedIn have trumped social media priority for many marketing departments. With more than 540 million monthly active users, 350 million more than LinkedIn, Google+ is a sleeping giant in the social media world, and a low hanging fruit in terms of B2B social media marketing. What Makes It Extraordinary. Tactics. Social Media

Technology Marketers Hold Steady With Content Marketing [Exclusive Research]

Junta 42

They operate in an industry where buying cycles often are long. Effectiveness of the three primary social media channels they use (LinkedIn, Twitter, and YouTube) has increased. Time to see content marketing effectiveness is especially important in the technology industry as it often has long sales cycles. Technology marketers are an interesting group.

See What Content Marketing Success Truly Looks Like

Junta 42

Despite its sales-driven purpose, this trade publication is run just like a professional newsroom might be. hyperlink to its product page resulted in $30,000 in sales revenue. Not only does this shine a favorable light on you as the brand that provided clarity on a complex issue, it can also help accelerate your sales cycle without adding stress on your sales team members.

Google+ 201: 5 Steps to Get Started with Google+

Hinge Marketing

Moreover, it’ll let visitors find your page and add it to their circles directly from Google search. 5) Link your YouTube channel to your page. Login to your YouTube account. Your YouTube channel will be renamed to match your Google+ page. On Google+ or LinkedIn? Follow us +HingeMarketing and join us on LinkedIn. Go to https://plus.google.com/pages/create.

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Is it Still a Revolution if it Comes with Instructions?

B2B Marketing Unplugged

The first part celebrates things good marketers have been doing for years by telling us that storytelling happens only with blogs and YouTube.  There’s a bit more Ritual Shaming of the Old (we like to be interrupted by LinkedIn, apparently). The authors also impose a little reality on the notion that social media are instantly measurable and that test-and-learn cycles can be accelerated in our shiny new age.  Books Social Media B2B marketing bizmarketer book review Elizabeth Williams Hand-Wringers linkedin Ritual Shaming social media The Now Revolutionaffiliate link.

What Is Digital Marketing?

Hubspot

Social media channels (Facebook, LinkedIn, Twitter, Instagram, etc.). Beyond your website, you’ll probably choose to focus your efforts on business-focused channels like LinkedIn where your demographic is spending their time online. For B2C companies, channels like Instagram and Pinterest can often be more valuable than business-focused platforms LinkedIn. Your website. Ebooks.

87 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Sales & Marketing Alignment. LinkedIn is 2nd (43%) and Twitter is 3rd (35%). The Stats.

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The Top #Nifty50 Women in Technology on Twitter for 2012

Webbiquity

Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S. As the Vice President of Social Business and Collaboration Solutions Sales and Evangelism at IBM, Sandy Carter plays an integral role in driving the company’s Social Business initiative. That will be our top focus for next year. Stacey Acevero.

What's the Deal With This Whole 'Context Marketing' Thing?

Hubspot

And LinkedIn, YouTube, Facebook, and Twitter were considered "useful" or better by over 60%. When you're creating marketing that's targeted at people's point of need, it stands to reason that marketing will perform much better for you, because you aren't delivering marketing content that's misaligned with their interests or stage in the sales cycle. What next? Win-win!

70 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Sales & Marketing Alignment. Second was “improving sales conversion” at 71%.

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Thought Leadership, Why’s That Important?

Fathom

Becoming a thought leader in B2B I think is a tad more crucial because as we all know our products/service can be a bit complex, which means more education, which then leads to longer sales cycles. Sales reps, managers, executives, and the creative team all have a story to tell. Thought leadership is a term that is becoming more and more common in the manufacturing industry.

How to Start a Lead Management Program in 9 Easy Steps

Hubspot

Typical goals for lead management programs include: generating more leads , increasing Facebook fans, encouraging more social sharing of content, increasing overall sales, increasing average shopping cart transaction size, increasing blog subscribers, or shortening sales cycles. 2) Establish a Baseline. Where are they in the sales funnel? Be as Specific as Possible.

The Top #Nifty50 Women in Technology on Twitter for 2012

Webbiquity

Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S. As the Vice President of Social Business and Collaboration Solutions Sales and Evangelism at IBM, Sandy Carter plays an integral role in driving the company’s Social Business initiative. That will be our top focus for next year. Stacey Acevero.

Translate Features into Benefits if You Want Your Marketing.

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Translate Features into Benefits if You Want Your Marketing Content to Engage and Sell by Achinta Mitra on July 6, 2010 in Content Marketing , Industrial Marketing Strategies , Sales Strategies Marketing 101 teaches you “Customers buy benefits and not product features.” I’m not disputing that nor am I making a new revelation.

How to Build a Social Media Marketing Presence for Management Consulting

Hinge Marketing

Our research bears this out: management consulting firms lag high-growth companies in their use of techniques such as LinkedIn, Twitter and Facebook, along with other digital marketing techniques such as blogging, search engine optimization, e-newsletters, pay-per-click advertising and use of YouTube. Did it reduce sales cycle time? Recruits may likely be in a third.

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70 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Sales & Marketing Alignment. Second was “improving sales conversion” at 71%.

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Vidyard Announces Winners of 2015 Video Marketing Awards

Vidyard

Kitchener, ON – October 20, 2015 –  Vidyard, the video marketing and analytics leader, today announced the winners of the 2015 Video Marketing Awards (VMAs), recognizing modern marketing and sales teams that are using video content strategically to generate more revenue. In addition to creating killer content, they are paying attention to engagement data, integrating with other marketing and sales tools, and driving real results for their businesses.”. It also increased traffic to Hootsuite’s YouTube channel, blog and Sign Up pages. Sales and Marketing Alignment Award.

Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers. The white paper has deconstructed the complex industrial buy cycle into four distinct stages that the buyer systematically goes through. Sounds simple, right? There are plenty of charts and graphs too. of Tiecas, Inc.

Industrial and B2B Customer Engagement Simplified

Industrial Marketing Today

However, accurately defining and measuring customer engagement in complex business or industrial sales is still elusive. However, it is not so simple to measure customer engagement in situations with long sales cycles that’s commonplace with manufacturers, sellers of technical products and B2B consultative solution providers. You can read his entire blog post here. Resources

B2B Search Marketing: 5 Must-Read Tips - Online Marketing Blog

delicious b2bmarketing

Typically, B2B markets are smaller, products and services are more complex, and sales cycles are longer. While B2C companies can reasonably expect to generate a purchase from a single site visit, the sales cycle for B2B companies is much longer. Once a prospect finds the B2B website via search, the real work begins to convert the prospect to a sale. Enjoy!]

7 Strategies for Using Content to Market Industrial Products

Industrial Marketing Today

Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle. This kind of sales oriented marketing content is no longer effective. webinars website design White Paper Marketing whitepapers YouTube Marketing Matters Marketing Matters is our monthly e-newsletter on best practices in industrial and B2B marketing.

101 Signs You're an Inbound Marketer

Hubspot

Your funnel is so fat, you have to do lead scoring to help your sales team prioritize their time. Even your personal Facebook, Twitter, and LinkedIn accounts include calls-to-action. Your sales team loves you. You know what your prospects' buying cycle looks like. You obsess about creating content that appeals to prospects at all stages of their sales cycle.

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21 of the Best Social Media Marketing Guides of 2013 (So Far)

Webbiquity

steps to rank your video higher on YouTube by iMedia Connection. Jon Whiting lists seven tips for improving video rank on YouTube. ” While this post isn’t an exhaustive guide to YouTube SEO, it’s a great start. Social Media and the Sales Cycle by Marketing Wisdom for the 21st Century. Can social media help shorten b2b sales cycles?

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The Role of B2B Marketing is Shifting from Lead Generation to.

Industrial Marketing Today

Here are some of the key findings from the study: Emerging Trends: 61% of the respondents (500 total) cited Driving Revenue as the most important success metric as compared to Sales Accepted Opportunities (40%), Qualified Leads (39%) with website visits and click-through rates trailing way at the back at 12% each. This one has a puzzling contradiction (see #3). How has your role changed?

Interview with Doug Osborne

MI6 Marketing Agency

Social Outposts: LinkedIn | Twitter | YouTube. The 7 Questions Interview Series: Angels and Venture Capitalists. The 7 Question Interview Series is an investigative content series where I seek out key leaders in a specific industry and/or subject matter expertise area and ask them 7 key questions that “enquiring minds want to know”. There is a twist however to these questions.

Can Industrial and B2B Marketers Learn Creative Problem Solving.

Industrial Marketing Today

by Achinta Mitra on July 20, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing , Sales Strategies To be successful in industrial and B2B marketing, one has to engage with prospects and customers in a meaningful manner. That is why the headline “The Creativity Crisis” in a recent article from Newsweek caught my attention.

Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.” What is effective content marketing? Resource

6 Tactics For Overcoming The High Cost Of Clicks In B2B PPC

delicious b2bmarketing

For this article, let’s make the following assumptions: We are looking at lead generation efforts, not B2B e-commerce Budgets are never as flexible as we would like, even when success becomes evident Sales cycles are long Tracking quality leads & sales by keyword is often easier said than done (but it needs to be done!) It is not a difficult task to write code that will take the referral data from a visit and pass that along with the form fields in the contact form to your sales database. Conversion actions are not all created equal (e.g. b2bmarketing

CPC 5

Focus on Content in B2B Marketing

Industrial Marketing Today

B2B Lead Generation Using a Business Blog Variety of Content is the Key in the Early Stages of the Industrial Buy Cycle Content Auditing and Mapping it to the Industrial Buy Cycle Is Your Industrial Website Still Just a Business Card? However, to be successful with social media, you have to provide real value and that usually comes from great content. Don’t sell. of Tiecas, Inc.

High-Performance Email Marketing for Attracting and Engaging.

Industrial Marketing Today

WHEN : When on the sales cycle do you expect to engage with your prospects? However, it does require some tweaking and a dose of creativity in order to rise above the noise in attracting the attention of industrial buyers and engaging with them deeper into the sales cycle. According to SirrusDecisions research, the B2B buyer receives 20.3 per week in 2006. Resources

Content SEO

delicious b2bmarketing

Longer sales cycles due to more complex products and services and business purchasing processes often require more information. While most B2B Search Engine Optimization efforts are focused on marketing activities that drive leads and sales, working holistically with SEO can deliver benefits that increase value or reduce costs in other areas of the company as well. Sub domain?

Generating More “Educated Leads” on a Small Budget

Industrial Marketing Today

Leave a Comment Previous post: Social Media and B2B Marketing Do Pair Well Next post: The Distribution Trap – How Innovations Become Commodities FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. In short, they are doing things that help them get found online. All I can say is WOW! Copyright © 2010 Tiecas, Inc.