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

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

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 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

MARCH 23, 2018

Turns out Hubspot’s own growth as a software company has been driven via cold calling through an inside sales team. An interview with one of Hubspot’s former sales chiefs actually made their call center sound like a pretty well-managed and productive organization. Kudos to them. But hold on. I’ve seen actual samples. My conclusion?

B2B Marketing 190

B2B Marketing Work Management Marketing Management Opt-out 190

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

APRIL 14, 2017

And what’s good for the company that makes an investment in online B2B marketing videos is that they are proven to increase metrics such as awareness, conversion rates, quality leads that go into the sales process, thought leadership, social metrics, open rates, and click-through rates in email campaigns.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139

Biznology

DECEMBER 27, 2019

This makes sure that day and night you can follow up on any lead to increase conversions to paying customers. If you have a lead magnet on your site that promises something to customers in exchange for their signup, this is the automated email they would receive once they’ve done that. The Lead Nurturing Email.

Marketing Automation Services 171

Marketing Automation Services Marketing Automation Email Marketing Automation 171

Biznology

JUNE 3, 2020

I reached out to my longtime colleague and friend Roger McDonald , a seasoned sales and marketing executive and thoughtful observer of things B2B, to gather up his views on what’s going on and how we B2B marketers should be thinking. How do you see Covid-19 changing the nature of B2B sales and marketing going forward? Roger McDonald.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Biznology

FEBRUARY 23, 2018

I’ve long observed that B2B marketers focus too much on lead generation, and not enough on current customer expansion and retention, which is, after all, where the bulk of profits lie. that are meant to drive net new leads and nurture them to close. This is a mistake. What’s that? Where can readers learn more about this?

Top of Funnel 205

Top of Funnel Work Management Marketing Management Churn Rate 205

Biznology

MARCH 9, 2018

You’ll also see data that demonstrates where you need to be focused to drive sales qualified leads at a lower cost. In this free 30-minute Biznology® webinar, you’ll learn what not to do in 2018 and specific recommendations to follow that will increase your lead volume and decrease your cost per acquisition.

Sales Qualified Leads 164

Sales Qualified Leads Cost per Acquisition B2B PPC 164

Biznology

MARCH 2, 2021

With all of that in mind, here are the five leading trends that you should use to your advantage in 2021. Capitalizing on omni-channel sales. It used to be that customer touchpoints in the online and offline world were lead generators and a way to establish a line of communication with the prospect. of all e-commerce sales.

eCommerce 163

eCommerce Marketing AI Lead Scoring Lead Ranking 163

Biznology

MAY 6, 2020

We knew exactly what tactics we were going to use and even had an idea of how many leads they would bring in. If you do somehow scrounge up a genuine lead, your face-to-face salesforce cannot go on site to glad-hand the potential new customer. If a sales conference was held, would you go? We need to reach those customers.

B2B Marketing 186

B2B Marketing Planning B2B Trade Show 186

Biznology

SEPTEMBER 8, 2020

The other day I was invited to speak on retention marketing as part of a 3-webinar series on sales enablement. It got me thinking: What is sales enablement, anyway? But it seemed to be mainly about collateral and sales presentations in those days. How do you define “sales enablement”? So I decided to ask Steven W.

Work Management 151

Work Management Marketing Management B2B Sales Vendors 151

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 5, 2022

Ruth advises companies on go-to-market strategy, sales lead generation, customer and prospect data, content marketing and ABM. This month we’re pleased to feature Consultants Collective member customer acquisition and retention consultant, specializing in B2B markets, Ruth Stevens. Who is your favorite fictional hero?

Ideal Customer Profiles 104

Ideal Customer Profiles Consulting Profiling BtoB 104

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

JULY 26, 2017

Enli is the market leader and always looking for ways to maintain their lead. In ABM, the lines between sales and marketing blur. On the alignment side, I am fortunate to work with a sales leader with whom I share a high degree of trust. Together, we merged the marketing and sales funnels. Second is analytics.

Top of Funnel 164

Top of Funnel Account Based Marketing ABM Lead Ranking 164

Biznology

JUNE 23, 2021

It’s now common wisdom that the big shift from in-person to on-screen sales engagement is here to stay. Still, according to a 2021 Forrester study , most marketers admit to having a tough time replicating the “compelling storytelling and lead-generating aspects” of in-person events. Greater flexibility to attend multiple sessions.

Forrester 171

Forrester Personalization Trade Show Webinar Metrics 171

Biznology

JANUARY 19, 2018

So that sales people can operate in an environment where prospects say, “Oh yes, I’ve heard of you.” Michael Brenner was SAP ’s pioneer in developing the powerful Internet marketing strategy of building a website community to serve the information needs of top-of-the-funnel business buyers, to generate leads and “own the category.”

Top of Funnel 166

Top of Funnel B2B Marketing Lead Ranking Digital Marketing Funnels 166

Biznology

AUGUST 5, 2020

Findings from a recent report on lead-gen strategies from Ascend2: Most marketers think their social media tactics are increasing the quality of leads Most marketers are spending more on social media because of COVID-19 Most marketers regard video as the most effective type of content for lead-gen, followed by webinars, and live events/webinars.

Webinar Metrics 177

Webinar Metrics Video Marketing Lead Gen Paid Search Agency 177

Biznology

JULY 7, 2021

Not to mention the cost—and quality—per lead. High impact messaging for a complex sale. B2B marketers typically evaluate media on response metrics like cost-per-lead and conversion rates. CPM rates on CTV are higher, to be sure. The medium of the future. CTV ads can’t be fast forwarded.

Advertisements 171

Advertisements Advertising Multi-Touch Attribution B2B Marketing 171

Biznology

JANUARY 6, 2020

Our field has thrived in recent decades, as new technologies and strategies emerged to help us reach target audiences and generate sales conversations. But now we enter a new decade, where challenges loom—data privacy, ad fraud, ever-longer sales cycles—so we need all the talent we can get. Who said B2B couldn’t be funny?

netFactor 197

netFactor B2B Marketing Advertising Agencies Paid Search Agency 197

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

APRIL 26, 2020

Your trade shows are all canceled, so you don’t know where your leads are coming from. Your face-to-face sales team can’t see anyone face to face, so even if you get a lead, you can’t close it. Because so many of the things that we depend on to execute our marketing and sales are not working right now.

Trade Show 138

Trade Show B2B Marketing B2B Work Management 138

Biznology

NOVEMBER 27, 2018

In the US, marketers perennially state that their top objective is delivering leads —lead quality and lead quantity. Lead delivery and “feeding the funnel” are right up there. But often lead management is in the domain of sales management, rather than a marketing function. What seems to be working best?

B2B Marketing 147

B2B Marketing Work Management Marketing Management Top of Funnel 147

Biznology

JUNE 6, 2018

Marketing automation combined with CRM is a real benefit to sales organizations. Leads with CRM data are better qualified and therefore easier to close. Here’s why: Your sales conversations are more familiar and personal when your inbound sales team can reference notes of previous interactions. The Disconnect.

Marketing Automation Services 167

Marketing Automation Services Top of Funnel Enterprise Management Work Management 167

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

DECEMBER 2, 2019

B2B marketers are expanding their roles from just cranking out lead generation campaigns to stepping in as managers of the prospect and customer relationship, in partnership with their sales counterparts. As messaging app usage soars, leading providers Facebook Messenger and WhatsApp offer business solutions.

Enterprise Management 143

Enterprise Management Work Management Marketing Management B2B Marketing 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

AUGUST 8, 2019

Third, a larger role for marketing, as active members of inside sales and lead qualification teams. Martin: A shared vision between sales and marketing about the entire demand generation and sales process. In short, sales and marketing need to take joint responsibility for guiding the buying process.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Biznology

JULY 17, 2017

From a sales-marketing-business-development perspective, the ultimate goal is usually to increase revenue—to secure new customers or clients. Instead, social media is used ahead of the sale to generate interest, promote expertise, and build a sense of trust. Common social media objectives and their benefits.

Social Media 167

Social Media B2B Thought Leadership Media Customer Satisfaction 167

Biznology

NOVEMBER 27, 2018

In the US, marketers perennially state that their top objective is delivering leads —lead quality and lead quantity. Lead delivery and “feeding the funnel” are right up there. But often lead management is in the domain of sales management, rather than a marketing function. What seems to be working best?

B2B Marketing 136

B2B Marketing Work Management Marketing Management Top of Funnel 136

Biznology

MAY 17, 2021

Sure, it’s helpful that there’s a “buy” button at the end of the marketing process much more often in B2C sales than in B2B. It’s important to track those content types separately and note which create more engagement and, if possible, which lead to audience action, whether that’s a sale or simply moving further through your sales funnel.

Top of Funnel 104

Top of Funnel Effectiveness Content Marketing Planning 104

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

JUNE 29, 2020

A McKinsey report found that 35% of the sales generated by Amazon are based on their product recommendations crafted by user activity. This is a significant portion of sales that e-commerce retailers should not miss out on. Sales Strategy. Use big data to: Analyze of click-through rates and conversion metrics.

Marketing AI 104

Marketing AI Top of Funnel Customer Satisfaction Amazon 104

Biznology

JULY 2, 2018

Lead generation is a major preoccupation of the typical B2B marketing department. Indeed, most B2B marketers report that leads—with an emphasis on quality leads—are their primary goal. So make referral requests a standard part of your marketing communications and your sales scripts. Model your most profitable customers.

Ad brokers 190

Ad brokers B2B Lead Ranking Best Practices 190