Biznology

NOVEMBER 27, 2018

Are trade shows and conferences still an important part of the marketing mix? The simple economics of trade shows and events such as conferences for lead generation in early funnel stages are unmatched. Prospecting from data provided by l ist v endors is widespread. Yes, they are.

B2B Marketing 147

B2B Marketing Work Management Marketing Management Top of Funnel 147

Biznology

MARCH 7, 2019

It’s encouraging to see a resurgence in the quantity and quality of B2B marketing conferences and trade shows these days. For a while there, I was worried, as event after event went dark.

Conference 146

Conference B2B Marketing B2B DemandBase 146

Biznology

MARCH 11, 2020

Use this time for cold calls, or to re-introduce yourself to prospects who have gone cold or been too busy to engage with you. If your kids are home from school, apologize for background noise – your prospect may be in the same predicament. Acknowledge the Situation. Whatever you do, don’t pretend things are business as usual.

Work Management 104

Work Management Cold Calling Marketing Management Urgency Marketing 104

Biznology

NOVEMBER 27, 2018

Are trade shows and conferences still an important part of the marketing mix? The simple economics of trade shows and events such as conferences for lead generation in early funnel stages are unmatched. Prospecting from data provided by l ist v endors is widespread. Yes, they are.

B2B Marketing 136

B2B Marketing Work Management Marketing Management Top of Funnel 136

Biznology

AUGUST 8, 2019

Ruth: How do B2B marketers in Argentina approach new customer prospecting these days? Martin: Twenty years ago, we would buy databases from trade publications and data vendors, and use them to cold call, trying to reach senior executives. Ruth: Are there any prospecting data sources available now? Frias , who filled me in.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Biznology

SEPTEMBER 26, 2013

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. How did they first come onto our radar—was it a referral, or perhaps we met them at a trade show?

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

Biznology

SEPTEMBER 3, 2015

Kathleen Schaub, vice president of IDG’s CMO Advisory Service, reports that customer events are twice as common (at 48%) as participation in trade shows (27%) among tech marketers. What a great way to get your customer’s full attention, especially compared with a trade show, where you have to compete with zillions of others.

Conference 80

Conference Trends B2B Trade Show 80

Biznology

NOVEMBER 6, 2014

trade shows) that communicates the macro story and value proposition. The very first call you receive as a follow up from attending a webinar, requesting a white paper or attending a trade show. A positive experience when visiting the trade show booth. The voice mail message and the speed of call back.

Brand Identity 80

Brand Identity Branding Trade Show PR 80

Biznology

JANUARY 23, 2012

Here’s where I ran across this: Glenn Diehl, owner of the New York distributor of Skyline Exhibits , has a team of eight sales people selling custom trade show exhibits and portable displays to marketers and trade show managers in New York City and several northern counties. How about you?

B to B 80

B to B Marketing Management Video Marketing Trade Show 80

Biznology

JULY 31, 2015

Yet, many lead qualification efforts do not first distinguish best prospects from others, and spin their wheels on non-likely prospects. Telemarketing is an expensive touch, and should be focused on those individuals who fit the best prospect profile – another reason to do up front research. Do: progressively qualify.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

JANUARY 23, 2013

To reach cold prospects among business audiences, sales and marketing teams often begin by developing a list of prospective targets. Plus, the Internet has made possible the introduction of some excellent new opportunities for identifying prospects at various stages of the buying cycle. Photo credit: Wikipedia.

Acquisitions 80

Acquisitions B2B Marketing Salesforce.com Work Management 80

Biznology

DECEMBER 22, 2014

50% of sales go the first salesperson to contact a prospect (source: InsidesSales.com ). Social Selling is the use of social media to interact directly with prospects, answer questions, and offer thoughtful content until the prospect is ready to buy. Which way is most likely to get to the prospect first? SOCIAL SELLING.

Cold Calling 80

Cold Calling Peer-to-peer Search Engine Marketing Advertising Benchmark 80

Biznology

AUGUST 29, 2012

Likewise, a prospect on Twitter is just as much of a lead as a card collected for a drawing at the trade show. They won’t want a vertically integrated solution for social media listening. Complaints on Yelp need to result in open customer service tickets, not a line item on a monitoring screen.

Social Media 80

Social Media Social Marketing Media Marketing Management 80

Biznology

SEPTEMBER 10, 2015

If you write down what you would typically say or questions that you would answer with prospective customers in a meeting, phone call, or other personal interactions, your business video production will include meaningful information that future buyers need to know. This is an important part of planning.

Video Marketing 80

Video Marketing Budget Programs Thought Leadership Trade Show 80

Biznology

OCTOBER 31, 2012

The next step was to build a scalable, replicable social selling process, beginning with listening and engaging clients and prospects, and getting involved in the discussion—earlier than the competition. Trade shows are making a comeback, with higher quality attendance and happier exhibitors as a result.

Sales Management 80

Sales Management B2B Marketing B2B Paid Search Agency 80

Biznology

OCTOBER 29, 2014

Phone based sales reps may find online communities a productive environment for interacting with customers and attracting prospects. Send your inside sales people to the trade shows where their customers are in attendance. Face to face opportunity. Make sure they book appointments in advance.

B2B Sales 80

B2B Sales B2B Marketing Enterprise Management B2B 80

Biznology

SEPTEMBER 11, 2014

Common examples are: purchased lists, responses from marketing campaigns, qualified lead lists, visitors to trade show booths, webinar registrations, sales staff CRM inputs, inbound inquiries, survey results, and of course, the transaction records held in accounting. Seven Steps to a B2B Data Strategy and Plan.

Work Management 80

Work Management Marketing Management B2B Multi-Channel 80

Biznology

APRIL 25, 2012

Event marketing has long been a staple in B-to-B, where the face-to-face conversation enabled by a trade show or corporate event plays a valuable role in launching or deepening a business relationship. Getty Images via @daylife. I’ve been keeping an eye on some of the new developments, and happily share a few here. .

Event Marketing 80

Event Marketing B to B Planning Webinar Metrics 80

Biznology

DECEMBER 11, 2013

What’s left out (ironically, given the core concepts of content marketing) is any mention of the prospect and converting that prospect from a subscriber or follower into a lead, from a lead into a qualified lead, and from a qualified lead into a client. In other words, conversion is left out of the equation.

Top of Funnel 80

Top of Funnel Content Lead Scoring Lead Ranking 80

Biznology

JULY 28, 2016

But, year after year, events like conferences and trade shows consistently show up at the top of the list. Hundreds of qualified prospects have flown in, to talk with you, under one roof, in an intensely productive series of days. Trade shows certainly suffered after 9/11, and the comeback has been slow.

Marketing Analytics Tools 80

Marketing Analytics Tools B2B Marketing Trade Show B2B 80

Biznology

MARCH 4, 2016

Consider when the trade shows and conferences in your industry are scheduled throughout the year. Trade show. When executives give speeches, invite your customers and prospects to attend. The medium’s availability. Some media channels are scheduled intermittently. Other media may be only intermittently profitable.

Lead Generation 80

Lead Generation Lead Scoring Lead Ranking Sales Qualified Leads 80

Biznology

APRIL 9, 2014

In this webinar, you’ll find out: Your best prospecting media–and the media channels to avoid–for lead generation campaigning today. Ruth is the author of two business books: Maximizing Lead Generation: The Complete Guide for B2B Marketers, and Trade Show and Event Marketing: Plan, Promote, Profit.

Lead Generation 80

Lead Generation Sales Leads Sales Qualified Leads Lead Ranking 80

Biznology

DECEMBER 7, 2015

Take marketing for example; it is common to find lead generation, outbound telemarketing, trade show, and inbound lists all in separate software systems. This is no longer the case, as B2B firms are merging all this data on customers and prospects into a single view integrated database. Why micro-segment?

Trends 80

Trends B2B SIC Telemarketing 80

Biznology

MARCH 28, 2013

Limiting your strategy to pull alone will reduce your market, and limit your ability to identify all the prospective buyers who might need your solution to their problems. And it works great for luring prospects at various stages of the buying cycle, especially when they have already identified a need and are researching potential solutions.

B2B Marketing 80

B2B Marketing Advertising Agencies B2B SEM 80