The Marketing Blender

FEBRUARY 13, 2024

Marketing ROI: Creating a repeatable process for driving ROI from marketing efforts. Sales Cycle Stages The strategy is divided into three distinct stages that encompass the sales cycle. These stages serve as a roadmap to guide the sales process, ensuring efficiency and effectiveness in every step.

Planning 52

Planning Template Marketing Plans Marketing Automation Services 52

BOP Design

JANUARY 7, 2022

No matter what the industry under the B2B umbrella, there are unique characteristics of the B2B marketing and sales process and this will be outlined below. B2B marketing is unique because it typically involves multiple decision-makers, a longer sales cycle, and higher-priced products or services (compared to B2C).

B2B Thought Leadership 117

B2B Thought Leadership Paid Search Agency B2B Thought Leadership 117

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI.

Top of Funnel 100

Top of Funnel Webinar Metrics Work Management Marketing Automation Services 100

Martech

MARCH 18, 2022

A first-touch model tells you how you got that customer at the very beginning of the sales cycle. An even-spread, multi-touch model tells you a bigger story about what happened in the entire sales cycle. Read next: Getting back to basics on marketing ROI. ROI and attribution are not the same.

Marketing Attribution 120

Marketing Attribution Multi-Touch Attribution Full Circle Insights Lead Ranking 120

Martech Advisor

DECEMBER 23, 2019

But if you actually want to generate ROI from your content in 2020, you need to develop a robust strategy that accurately aligns with both the needs of your audience and the current goals of your business. Be bold and don’t shy away from trying something different next year.

ROI 72

ROI Top of Funnel Lead Ranking Generation 72

Biznology

APRIL 14, 2017

If you look at your marketing and sales process you do a mixture of activities like run-advertising and marketing campaigns to build awareness, send out email marketing, create sales brochures, white papers, case studies, and constantly crank out blog posts and new website content.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139

Only B2B

FEBRUARY 28, 2024

Learn how to leverage intent data for sales and craft the perfect sales strategy to increase your ROI and achieve sales targets. Targeted Content Creation: Share relevant content like blog posts, case studies, or white papers that align with their specific interests and stage in the buyer journey.

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

The Point

APRIL 19, 2017

In broad terms, early stage content tends to work best for top-of-the-funnel lead generation, when not everyone is interested (yet) in ROI, case studies or vendor comparisons. Personally, I’ve seen some white papers continue to generate leads year after year with only minor updates. There is no one, definitive answer.

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

The Point

JANUARY 13, 2015

Most would argue 100 Webinar leads are worth more than 100 White Paper leads. MQLs and SQLs can be useful measures for companies with complex products and long sales cycles, because they provide a picture of campaign success more immediately than would be the case waiting for leads to enter the pipeline or close as deals.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads ROI Sales Qualified Leads 100

NuSpark Consulting

FEBRUARY 24, 2018

Demand generation is the lynchpin supporting the overall marketing and sales cycle. It begins with the initial prospect interest and underpins lead generation, nurturing and sales fulfilment, taking the prospect through the entire funnel into a customer relationship. Demand Generation. Lead Generation.

Demand Generation Agencies 206

Demand Generation Agencies Demand Generation Inbound Marketing Lead Generation 206

LeadSloth

AUGUST 17, 2009

Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Both books cover lead nurturing and ROI calculations, and Silverpop also explains lead scoring. Lead Management ROI. The word “ROI&# is often abused, but not in these workbooks. and the stages in the buying cycle (e.g.

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 100

Tiecas

MAY 17, 2024

Purchasing Personnel: Evaluating ROI, total cost of ownership, and long-term value. Engineers might need quick access to technical specifications, while plant managers and executives might prioritize case studies showcasing ROI. Provide ROI calculators to help your audience make more informed decisions.

Paid Content 52

Paid Content Design Marketing Websites Lead Ranking 52

Webbiquity

JANUARY 19, 2023

This is typically done through content marketing such as white papers, webinars, and long-form articles that will educate potential buyers about the product or service they offer. B2B buyers tend to focus on tangible benefits that can be measured through ROI calculations or performance metrics.

Work Management 218

Work Management Marketing Management B2B Marketing B2B 218

The ABM Agency

APRIL 10, 2023

Higher return on investment (ROI): With a more focused approach, marketing spend is directed towards the most valuable accounts, leading to better use of resources and ultimately higher ROI for your marketing efforts. Decision: When prospects reach this final stage, they’re ready to make a purchase decision.

Account Based Marketing 97

Account Based Marketing Top of Funnel Enterprise Management Work Management 97

Lead Forensics

APRIL 2, 2024

Offer support materials like case studies or white papers that address potential internal concerns. Offer a valuable resource, like an industry report or white paper, that addresses their challenges. Objections: Value & ROI 26. “I don’t see the ROI (Return on Investment).”

Effectiveness 52

Effectiveness Work Management RFP Case Studies 52

Sword and the Script | B2B

AUGUST 15, 2023

For the better part of 10 years , studies have shown that buyers have all but made a decision by the time they talk to sales. This has taken a long and complex sales cycle in B2B – and made even longer and involves more decision makers. Observation: This is execution guidance for any content strategy.

Marketing Management 83

Marketing Management Vendors Studies Top of Funnel 83

markempa

OCTOBER 6, 2006

« Webinar: A Multimodal approach to Lead Nurturing for Complex Sales | Main | How to Become a Thought Leader and Attract Customers » White Papers and Lead Generation, Key for BtoB Marketers Complex sales cycles make the development of multi-modal marketing strategies critical.

BtoB 120

BtoB Lead Generation Paper Generation 120

Tomorrow People

JUNE 7, 2021

Weighing up the pros and cons of a particular solution, comparing similar products in the same space, and attempting to calculate time-to-value and ROI is often catastrophic for tech vendors. Due to this a PLG strategy will often be defined by shorter sales cycles and a lower customer acquisition cost (CAC).

Enterprise Management 156

Enterprise Management Product Work Management Marketing Management 156

ClearVoice

JANUARY 26, 2024

Paid is straightforward, it’s sexy (to non-marketing executives, at least), and it’s a simple sell internally when navigating the budgeting process because of the instantly measurable ROI. When your content rises in search ranking and traffic, the ROI increases exponentially over time.

Paid Content 92

Paid Content Top of Funnel Work Management Marketing Management 92

Conversica

JULY 27, 2022

Instead of selling a local mom-and-pop shop a dozen reams of printer paper, a paper supply company will sell reams in bulk to larger enterprises that use a lot of paper (i.e. Stakeholders and decision-makers are looking at key performance indicators (KPIs) that demonstrate value and a return on investment (ROI).

B2B Sales 52

B2B Sales Top of Funnel Enterprise Management Marketing Attribution 52

Lead Forensics

APRIL 2, 2024

Offer support materials like case studies or white papers that address potential internal concerns. Offer a valuable resource, like an industry report or white paper, that addresses their challenges. Objections: Value & ROI 26. “I don’t see the ROI (Return on Investment).”

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

Tomorrow People

MARCH 8, 2018

Deliver a consistent flow of new leads to your sales team. Improve your ROI on marketing spend. Your content plan allows you to map your customer’s buying process and connect up your entire approach to create a longer and more profitable sales cycle. So how does a content marketing approach take marketing so much further?

Marketing Budget 267

Marketing Budget Top of Funnel Lead Scoring Lead Ranking 267

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Early in the sales cycle, during the discovery phase, buyers need help in identifying issues and understanding what solutions might exist to help solve their priority opportunities.

Paper 40

Paper Interactive Marketing Process Comparison 40

KoMarketing Associates

AUGUST 7, 2018

Things like shortening the sales cycle matter, too. In fact, ask yourself: What would you rather have… 5 percent more conversions, or a 5 percent shorter sales cycle? Or 5 percent fewer conversions and a 12 percent shorter sales cycle? Conversion rate isn’t everything. Delivering higher-quality leads.

Conversion Rate 162

Conversion Rate Conversion Top of Funnel Landing Pages 162

SmartBug Media

NOVEMBER 3, 2020

For marketers—especially those in B2B and/or who have a long sales cycle— campaign attribution is critical to understanding which channels are winners and which are dead weight. Yet within all these touches is the holy grail of B2B KPIs: campaign ROI. But the visibility stops there. This makes reporting significantly easier.

Multi-Touch Attribution 105

Multi-Touch Attribution Lead Ranking Marketing Attribution Full Circle Insights 105

The ROI Guy

FEBRUARY 15, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Updated Alinean Social Media ROI Calculator - New.

ROI 40

ROI Social Media Marketing Budget Budget Programs 40

The ROI Guy

NOVEMBER 29, 2011

Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper. A few questions answered by the prospect produces a completely relevant, personalized and compelling 6-page white paper. You can try the Interactive White Paper for yourself by clicking here.

Paper 40

Paper Cost Sales Cycle Sales Qualified Leads 40

The ROI Guy

MARCH 20, 2013

At the same time it has become more important to engage and justify your solutions much earlier, your Sales team is being invited later and later into the decision making process – after some 60% of the cycle has already been complete.

ROI 40

ROI Process Peer-to-peer Best Practices 40

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Paper 40

Paper Enterprise Management Marketing Management Lead Scoring 40

Only B2B

FEBRUARY 21, 2024

Think of things like downloading white papers, requesting demos, or attending webinars related to your offerings. Boost Lead Quality: Identify prospects with genuine buying intent, maximizing your ROI and saving you valuable time and resources. There are two main types to understand: 1. But wait, there’s more!

Intent Data 71

Intent Data Intent B2B Sales B2B Marketing 71

The ROI Guy

DECEMBER 9, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Thursday, December 09, 2010 Seeing ROI in the Cloud?

ROI 40

ROI Marketing Budget Work Management Marketing Management 40

The ROI Guy

AUGUST 24, 2016

From these results, one can see that one-size-fits-all white papers, the crack cocaine of content marketing, don’t cut it any more. When asked how their purchase process had changed over the past year, 61% said they “conduct a more detailed ROI analysis before making a final decision.”

ROI 40

ROI Personalization Marketing Proposals Business 40

PathFactory

OCTOBER 12, 2022

Like most, I think of content in terms of top, middle, bottom funnel content: lead with your general topics; then go into mid-funnel content like thought leadership, white papers, case studies, and the content about the problems your customers have and the solutions they need. A: Content is hugely important.

Top of Funnel 59

Top of Funnel Lead Scoring Lead Ranking Buyer's Journey 59

Madison Logic

DECEMBER 9, 2022

Demonstrates pipeline impact and delivers superior ROI through real-time measurement across channels and every state of the sales cycle. . Saves you time and effort with a persistent presence in the market that delivers a personalized experience and drives engagement with the accounts that matter the most. .

Top of Funnel 52

Top of Funnel Account Based Marketing ABM Marketing Budget 52

Only B2B

JANUARY 27, 2022

Consider sophisticated ebooks, case studies, webinars, white papers, and other similar materials. Improves your ROI, reduces your sales cycle to a more manageable length, and increases your client acquisition rate. PQLs (Product Qualified Leads). They are previously tested your services and are willing to spend extra.

Lead Generation 117

Lead Generation Marketing Qualified Leads Sales Qualified Leads Lead Ranking 117

Martech

FEBRUARY 28, 2022

Two recent studies measured ROI for social media versus email, and they appear to contradict each other. One said social media was first and email second for ROI, and the other said the opposite. But many sales cycles have times when we need to be quiet, stop sending emails and leave the work up to the sales team.

Marketing Automation Services 127

Marketing Automation Services Intent Marketing Automation Email Marketing 127

The ROI Guy

AUGUST 24, 2010

Join us in San Francisco on October 7, or Boston on October 12 for the TechTarget Online ROI Summit. TechTarget's Online ROI Summit provides IT marketers with the tools to make the most out of lead gen investments.

ROI 40

ROI Lead Gen Comparison Sales Cycle 40