B2B Lead Blog

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Empathetic Marketing: How To Connect With Your Customers

B2B Lead Generation Blog

Have you made empathetic marketing part of your strategy in 2017? Michael has received recognition across the Internet for his knowledge and role in shaping content marketing as we know it today. But a 20 plus year career in sales and marketing, and leadership roles in various kinds of companies, large and small. We forget how to market to people just like us.

B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation Blog

“With the rise of content marketing, a lot of businesses get stuck in the eBook rut,” saysLinda West ( @ misslindawest ), Director of Digital Marketing at Act-On Software , a rapidly growing company that makes a marketing automation Software as a Service (SaaS). Shift in Customer Behavior in Content Marketing. Marketing Innovation. But I watch video all the time.

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What can B2B Marketers Adopt from Growth Hacking?

B2B Lead Generation Blog

What can you learn from growth hacking and how can it help you develop a mindset to better your B2B marketing? As marketers, we can reject having a growth mindset without realizing it. First, marketers generally follow this approach: We plan, then, we execute. As a marketing pro, do you get an offseason? As I talk with other marketers, I know I’m not alone. Right?

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4 Ways to Humanize Marketing to Fit Your Buyer’s Journey

B2B Lead Generation Blog

So how do you humanize marketing to fit your buyer’s journey? Because they feel it’s not authentic and marketers using marketing automation in a way that misses confuses the bigger picture. It Doesn’t Take a Marketer to Know When It’s NOT Humanized Marketing. For example, virtually all the polished emails sent to me use marketing automation. Think about it.

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The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey

How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

I had coffee with a potential partner, and our conversation ebbed to us talking about business philosophy, marketing, and lead generation. We can learn from marketers like Dave Gerhardt at Drift. Gerhardt realized that marketing was becoming more about getting people to convert i.e. fill out forms or jump through the next hoop. CEO, Marketer, Seller and so on).

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10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

The year 2016 is quickly coming to an end and the holiday season is a time for reflection and preparation. I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. How Empathy Will Grow Your Sales and Marketing Pipeline. Do you know what CEOs want most from B2B marketers?

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Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Then came a couple of decades of marketing positions – mostly in the technology industry. knew this was big, but I didn’t know how to use it until around 2010 when I found a couple of people who were successfully using LinkedIn to generate leads, but they were focused on internet marketers and solo-preneurs. development? Brian: What inspired you to do your work with LinkedIn?

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

How can you drive fast growth with marketing? It’s used by all business professionals, but our biggest participants are sales and marketing folks that really need to keep their finger on the pulse of their competitive grasps. Jim: One of my marketers came up to me as we were naming the company, and we were looking at a bunch of different names like Jigsaw.  I love that name.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing. Market to their role, not their title. . Click To Tweet.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

What are the five ways you can immediately improve your account based marketing (ABM) and selling? In the interview, we talk a little shop about the fundamentals of account based marketing, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. When I encounter account based marketing, there are three flavors. Break].

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. When you’re in the trenches, it’s easy to get caught up in marketing acronyms, data, and analytics. Their motivation.

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31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? Marketing gives us leads? Sales and Marketing often believe they are working together, but I’ve found collaboration takes more than annual, quarterly or monthly meetings. Improve sales tools and marketing materials.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Generation Blog

Have you intentionally linked your sales, b2b marketing, and strategy? . thought Frank had a practical approach to aligning sales and marketing. Frank: Despite decades of attention to so-called strategic planning, there is remarkably little research about how to link strategy with the nitty gritty of field execution especially sales efforts [and marketing]. Frank Cespedes.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

This is hugely important because most marketers rely on email as their No. Read more on Email Marketing: 3 lead nurture paths you should automate. Be sure to add this information to your marketing data often so that you can easily define your target segments based on these indicators. Digital Marketing: Be relevant, data-driven and precise [More from the blogs].

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

As marketers, we deal with a lot of change stress. The marketing world is exploding. We’re dealing with an explosion of touchpoints, channels and marketing technology. According to  Adobe’s Digital Road­block report , “ 64% of marketers expect their role to change  over the next year, and over 81% expect changes over the next three years.”. Seriously. Be more reflective.

Lead Nurturing: What it is, and what it is not

B2B Lead Generation Blog

Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. Starting to get my point? Pretty, well-designed fluff is not going to “feed” your prospects.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

The Most Important B2B Marketing Metrics for CEOs

B2B Lead Generation Blog

Tweet CEOs expect their marketing leaders to provide metrics and be accountable in meeting their numbers, just like their expectations for sales leaders. Oftentimes, CEOs’ marketing leaders only have various activity KPIs and some squishy metrics, such as brand recognition. Thus, their marketers are constantly reminded that more leads are needed, as fast as possible.

Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation Blog

Tweet Marketing automation can help you manage lead nurturing efforts in a complex marketplace. In today’s B2B Lead Roundtable Blog post, we’ll look at three lead nurture tracks you should automate to aid your email marketing efforts from a MarketingSherpa Lead Gen Summit 2013 presentation featuring Keith Lincoln, Vice President of Marketing, SmartBear. Path #1. Path #2.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

The Internet, customer buying behavior, digital marketing and the rise of martech have created a whole new marketing and sales world. believe the future of marketing and sales will include machine learning, predictive data analytics, self-optimizing systems and marketing automation technology not yet invented. You may have noticed the B2B Lead Blog has a new look.

Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience

B2B Lead Generation Blog

Tweet Inbound marketing is typically a term reserved for B2C companies striving to draw customers in with flashy social media campaigns, witty tweets and beautiful infographics. Starting off, attracting the right people and the speaking to the right audience is essential in a B2B inbound marketing campaign. Content Marketing Tips for Lead Nurturing [More from the blogs].

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. Generate more leads. Better leads. And content fuels it all

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. The best marketers don’t rely on one specific tactic to generate leads. The best way to build this concept is to approach your marketing strategy in the same way a portfolio manager would approach a mutual fund. The difference?

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. Create a marketing funnel . challenge.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Marketers often believe they solve the issue of clients being further in their purchase process by driving more early-stage leads to sales. ” The physics work similarly in the account based marketing and the buying process. Think about it. . Conclusion.

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

What are their questions with each marketing touch point? Read “ Content Marketing Tips for Lead Nurturing ” for ideas on content to use. Think of your marketing team as trail guides who will need to point out all the sights along the way that are useful in the decision-making process. Content Marketing Tips for Lead Nurturing  [More from the blogs]. Can they prove it?

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing can be executed without expensive marketing automation tools; there are plenty of simple, low-cost platforms to start off with. Lead nurturing is not a single marketing campaign. In fact, they have been. Step #1.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

As marketers, we have more ways to observe our customers behavior and can leverage tools like marketing automation, Web analytics and CRM systems to help us manage all this complexity. Sadly, I’ve found that marketers don’t talk directly with the very people they are reaching out to with lead generation messages. Tweet Putting customers first in lead generation.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Most of us know this as influencer marketing , aka influence development. Influencers feel the pulse in the marketplace, and you can learn how you’re perceived and what messaging works in the market by talking to people who live and breathe within each space. Amplify Your Content Strategy with Influencer Marketing [Via Convince and Convert]. Remember, less is more.

Where’s the Passion in B2B Marketing?

B2B Lead Generation Blog

It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. think the answer is passion. I’ve been thinking about passion and what role it plays in our careers as marketers and leaders. I’ve been wondering about things we marketers don’t often talk about — our hearts.

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Paradoxically, the most “unique” nurturing tracks are the most basic and have been executed long before the concept of lead nurturing ever existed: where a sales, marketing or customer service professional sends a prospect information focused specifically on meeting the client’s need. Without relevance, lead nurturing becomes just another marketing campaign. Think relevance.

Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. MarketingSherpa captured some of the key lead management issues in the 2012 B2B Marketing Benchmark Report. Marketing automation alone doesn’t equal lead management .

15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Often, it’s because Sales and Marketing have not agreed on a true lead definition and have not created a joint process for finding who’s ready to buy and building relationships with those who aren’t. Create a marketing funnel, not just a sales funnel.

5 Ways to Deal with Change for Successful Marketing

B2B Lead Generation Blog

Tweet As marketers, we deal with a lot of change. The B2B marketing world is exploding with touch points, channels and marketing technology, just to name a few blasts of change. According to Adobe’s Digital Road­block report , published earlier this year, “64% of marketers expect their role to change over the next year, and over 81% expect changes over the next three years.”

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful