Biznology

SEPTEMBER 14, 2020

Of course, for many of us, the sales cycle is more complex and drawing a line between any one marketing activity and a sale can be difficult if not impossible. Clicks, comments, and subscribers are all great, but they’re not what keeps the lights on. Revenue does that.

Email Marketing 104

Email Marketing Clickthrough Effectiveness Open Rate 104

Biznology

OCTOBER 29, 2019

The big services firms, the McKinseys, KPMGs, and Accentures will play, too, because it makes their sales cycles faster and easier. “It’s a marketplace between the global 500 and a network of worldwide providers. If you go with the incumbent, you’ve confirmed they are the best choice. Sourcing team can learn and validate their work.

Enterprise Management 135

Enterprise Management Work Management Buy Marketing Management 135

Biznology

JANUARY 22, 2019

Marketers will finally supply sales with the help they really need. If we marketers are not helping sales communicate a differentiated value, producing truly effective content, and developing insight into the detailed needs of the buying group, we should all fire ourselves. We’ve got some ‘splainin’ to do. My fervent wish, anyway.

B2B Marketing 120

B2B Marketing B2B B2B Sales Forrester 120

Biznology

NOVEMBER 30, 2017

I interviewed Brent Adamson , Sales Principal Executive Advisor on Sales, Marketing, & Communications, and got the skinny. At CEB, now Gartner, we’ve been studying sales and marketing for years, which means that we have deep insights into the challenges within these functions. What can a sales team do about it?

Buy 131

Buy Process Gartner B2B 131

Biznology

FEBRUARY 25, 2020

They have always gone to market with big trade events, airport advertising, and field sales reps to follow-up on all those leads. If a client needs something, an account exec gets a call, whips out their cape and flies over to the client to solve the problem or make the sale. So, where’s the need for digital? Where’s your pattern? .

B2B Marketing 118

B2B Marketing Work Management Marketing Management B2B 118

Biznology

OCTOBER 17, 2019

” As it turns out, getting the technology they purchased in their integrated suite to work is harder than the sales rep let on. It’s because B2B sales cycles are longer. Ensure you’ve got engagement from product marketing, product management, and sales. And he said, “Well, we haven’t turned it on yet.”

Personalization 106

Personalization Allocation Peer-to-peer B2B 106

Biznology

MARCH 18, 2015

B2B marketers need this, but so do B2C marketers that sell high consideration items with long sales cycles. They don’t have one-size-fits-all content; they focus on the key characteristics of the buyer that allow them to target their content to the right person at the right time. Thanks to all our sponsors! Like this post?

Top of Funnel 80

Top of Funnel Segmentation Content Marketing Webinar Metrics 80

Biznology

JANUARY 20, 2016

Some sales cycles are very long, and some, like e-commerce, are very short. As most B2B sales need human interaction, once that prospect is talking to you in person, their research continues. But what is the optimal length of an online business video production ?

Video Marketing 80

Video Marketing Product Top of Funnel Business 80

Biznology

JULY 21, 2014

Will you: Shorten the sales cycle by half. For example, if you wanted to shorten the sales cycle by half, you could measure: Keyword search for the term(s) that describe the need your brand meets. Sales (if products are sold on your site). But try to be a little more specific. How will you do it?

Sales Cycle 80

Sales Cycle Comparison Organic Leads Opinions 80

Biznology

APRIL 28, 2014

In other words, if Michelle’s campaign is generating qualified leads that convert to sales at a return that pays for themselves, covers her overhead, plus leaves a profit for IBM, she can keep the campaign running until the cows come home. Percentage of sales. But, in B2B, it’s not so simple. Match your competition.

Budget Programs 80

Budget Programs Campaigns SMB Marketing Budget Creation 80

Biznology

JANUARY 3, 2014

The other day, I had the pleasure of discussing the challenges of marketing ROI with Jim Obermayer, CEO and executive director of the Sales Lead Management Association , on his Internet radio show. The sales process is also complex, involving not only the face-to-face account rep, but also sales engineers, inside salespeople, and others.

Multi-Touch Attribution 80

Multi-Touch Attribution ROI Cost per Acquisition B2B Marketing 80

Biznology

JULY 23, 2014

You’ve got a tighter decision-making unit and shorter sales cycles. A well-trained sales force, enabled with informative materials, both digital and print, email, phone and trade show support. SMB is where there’s enough volume to do plenty of testing. And you’ve got a lot of company. One new set comes from Bredin, Inc.,

SMB 80

SMB Peer-to-peer B to B Paid Search Agency 80

Biznology

SEPTEMBER 26, 2013

The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. 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.

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

Biznology

MAY 25, 2016

My company (IBM) has the longest and most complicated sales cycle for a lot of its products. But even some of the companies with less than an hour between initial contact and sale had trouble with attribution. One speaker had seven different models, which are like lenses through which to view your campaigns.

Top of Funnel 123

Top of Funnel Lead Ranking Conference Digital Marketing Funnels 123

Biznology

AUGUST 26, 2013

In the mix are employees charged with product specification, users of the product, and purchasing agents, not to mention the decision-makers who hold final approval over the sale. Revenue/sales. Sales and marketing contacts. Contact(s) information. Title, function, buying role, email, direct phone. SIC or NAICS. Employee size.

De-duplication 80

De-duplication B2B Marketing SIC Planning 80

Biznology

JUNE 8, 2017

In B2B, about 80 percent of the sales cycle is unbranded. In B2C brands, this might be fairly early in the process, as the journey can be quick. But in B2B, it’s typically long, with a team of people collaborating on their due diligence. You might connect with clients who are already familiar with your brands.

Lead Scoring 165

Lead Scoring Lead Ranking Brand Identity Branding 165

Biznology

FEBRUARY 13, 2013

But as important as lead generation and resulting sales are to any marketing effort, content marketing is unique in that engagement over the long term can yield much deeper and steadier results. The goal isn’t necessarily to ask for the sale at every opportunity. It’s not about your sales cycle. .

Content Marketing 80

Content Marketing Content Marketing & Strategy Buying Cycle 80

Biznology

JULY 31, 2015

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. There is no question that a speedy follow-up converts more inquiries to leads and sales. But at best, only 10% of qualified leads convert to sales and thus 90% or more do not.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

NOVEMBER 17, 2011

Here are just a few of the things that I learned: You can qualify sales leads with a simple process nicknamed BANT, and acronym for Budget, Authority, Need, and Timeframe. Long B2B sales cycles mean that you need a set of techniques to nurture leads. Long B2B sales cycles mean that you need a set of techniques to nurture leads.

Lead Generation 80

Lead Generation Lead Ranking Lead Scoring Sales Qualified Leads 80

Biznology

AUGUST 22, 2014

For instance, “Five Consumer Psychology Posts Every Writer Should Read” or “7 Ways to Shorten Your Sales Cycle.” All you need to do is choose a theme and link to five to ten related blog posts.

Autoresponders 80

Autoresponders Content Opt-out Sales Cycle 80

Biznology

MAY 27, 2015

Internally, there is no discussion about your tone and feel, your sales cycle, your reader, or your conversion goals. You’ll want to see writing samples, get an idea of their history and background, and learn if they are primarily a blogger or a sales writer (yes, these are two different skill sets).

Paid Search Agency 80

Paid Search Agency SEO Companies Copywriting 80

Biznology

AUGUST 19, 2015

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. You have a good idea of who the best market segments are either due to customer profiling and/or input from product, marketing, and sales managers. Here’s a best practice to institute.

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

Biznology

DECEMBER 4, 2014

You can connect with readers, you can answer questions that pop up during the sales cycle–the list goes on. Some paragraphs will be keyphrase-free. That’s fine. Blogging for SEO purposes only. Blogging has a bunch of benefits. I’ve seen companies try to get positive Google vibes by uploading multiple blog posts a day.

Copywriting 80

Copywriting SEO Press High Quality Lead 80

Biznology

OCTOBER 28, 2014

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.

Adsense 80

Adsense RSS Adwords Doubleclick 80

Biznology

AUGUST 23, 2017

Because we find that sales and marketing leaders focus on lead generation instead of demand generation and full funnel marketing, I have interviewed our resident challenger social selling expert, Ian Addison , on how more LinkedIn leads can be bad for your organization. A prospect is a sales-qualified potential client.

Top of Funnel 126

Top of Funnel Lead Ranking Sales Qualified Leads Lead Scoring 126

Biznology

AUGUST 3, 2020

B2B marketers have long struggled to demonstrate results along the complex path from a campaign investment, to a sales lead, to a closed revenue deal. But once the lead goes to a sales team for follow-up, attribution becomes trickier. Here are 7 methods for connecting an eventual sale to an earlier marketing investment.

Multi-Channel 197

Multi-Channel Multi-Touch Attribution Advertising Channels Sales Qualified Leads 197

Biznology

MARCH 9, 2017

In this free 30-minute Biznology® webinar, Rob Petersen gives you 10 characteristics of successful digital companies. The case study companies include Zappos, McDonald’s, and U.S. Many companies report they are undergoing digital transformation, even though most don’t know how to go about it. Is your company one of them?

Case Study 120

Case Study Case Studies Digital Transformation Studies 120

Biznology

FEBRUARY 14, 2020

To manage leads effectively and nurture your existing customers, you need to integrate feature-rich CRM software that will help you optimize your entire sales cycle and boost conversions while minimizing customer churn. Enhancing data security.

Work Management 104

Work Management Marketing Management Software Digital Transformation 104

Biznology

OCTOBER 27, 2016

That’s good governance, but it lengthens and complicates sales. For example, the sales arm of a property conglomerate may sell machinery to a factory that is both a tenant on their land, and a partially-owned subsidiary. What are the particular sales and marketing challenges faced by Asian B2B companies? . One is cost.

Demand Generation Agencies 80

Demand Generation Agencies Marketing Budget Marketing Automation Services B2B Marketing 80

Biznology

OCTOBER 16, 2015

So if the decision-makers that your marketing is trying to attract and your sales teams are trying to reach and build trust with during the sales cycle are NOT busy, then they will have time to read all of your PDFs, white papers, and website. But if they ARE busy, they will prefer to watch.

Video Marketing 80

Video Marketing Product Business FAQ 80

Biznology

DECEMBER 15, 2015

Have you made any small tests in a portion of our massive online universe that can show a marked positive change in our visitors, our engagement, and our sales? There’s more but I don’t get some of it as I am not a sales maven. How many hours would an MAS save you? Then again, will that MAS be like your gym membership?

Marketing Automation Services 80

Marketing Automation Services Marketing Websites Enterprise Management Work Management 80

Biznology

AUGUST 24, 2012

Which media channel is really driving the sale, they ask. But what we really want to know is: 1) How do my prospects buy, and how can I make their journey easier, faster, and more likely to result in a sale for my company? Photo credit: dolphinsdock. Have you noticed how marketers are focusing on attribution these days?

Marketing Attribution 80

Marketing Attribution Multi-Touch Attribution B2B Marketing Multi-Channel 80

Biznology

JULY 9, 2012

Leveraging your organization’s extended network – those existing relationships that employees have built with their friends, family and business colleagues – can help you shorten the sales cycle. Relationships Take Time.

Marketing Budget 80

Marketing Budget Ideal Customer Profiles Network Marketing Social Networks 80

Biznology

JUNE 25, 2012

The Internet offers so many opportunities to mathematically create world-views that can help us make marketing decisions on expected sales and where they’d be coming from. I’ve often told clients using my SEO services that the number of keywords they’d use in their websites would influence sales volume.

Keywords 80

Keywords Paid Search Agency Purchase Intent Conversion Rate 80

Biznology

SEPTEMBER 22, 2015

Blogger outreach isn’t remotely sales or marketing, either, because the entire analog of blogger outreach is the PR pitch not the cold call. Influencer outreach is like any other sales cycle, right? It’s not SEO, though that could be a secondary effect.

Blogger 80

Blogger Outreach Media Public Relations 80