Marketing Interactions

AUGUST 15, 2021

The sales folks who answered the post leaned toward the feeling that their time was valuable, and they weren’t inclined to waste it on those not ready to buy. And, before you start yelling that you “have” to send everyone to sales, I’ve heard this antiquated notion shared by marketers in a variety of companies. Lack of Agreement.

Marketing Qualified Leads 62

Marketing Qualified Leads Lead Ranking Sales Qualified Leads High Quality Lead 62

Marketing Interactions

OCTOBER 15, 2021

Due to my interest in breaking down the silos that separate customer-facing teams, I’ve attended a few webinars focused on Revenue Operations (RevOps). Because the marketing team’s focus is broader than the 1:1 focus of both sales and customer success, they can see the big picture more strategically—at least they should have that capability.

B2B Marketing 131

B2B Marketing Lead Ranking B2B Paid Search Agency 131

Marketing Interactions

SEPTEMBER 14, 2021

Sales says one thing, marketing messaging says another, and product marketing says something else. An early-stage lead downloads a paper that expands on the nature of the problem they’re looking to solve but then sales reaches out with a demo or meeting request – that’s the ultimate leap. 7 Places Where Leaps of Faith Happen.

B2B 149

B2B Marketing Qualified Leads Lead Ranking Content 149

Marketing Interactions

NOVEMBER 29, 2021

Unless it’s a demo form—and sometimes not even then—filling out a form does not make someone a lead who is sales ready. If it did, sales reps wouldn’t shun your MQLs. Forrester finds that buyer interactions have increased to 27 (across both marketing and sales) from 17 only two years ago. It’s more of an “it depends” answer.

B2B 62

B2B Work Management Marketing Management B2B Thought Leadership 62

Marketing Interactions

NOVEMBER 2, 2021

In support of sales conversations valued by buyers. In the recorded sales calls you listen to. From the feedback you get from your sales team – and the content requests (if you dig). At the end of every webinar you present. From marketing to product to sales to customer success to UX designers, and more.

B2B 75

B2B B2B Sales Webinar Metrics Buy 75

Marketing Interactions

OCTOBER 24, 2021

If you take the time to do this research (memorialize it in buyer personas) and gain thorough understanding, you’ll find that several other challenges on this list will go away, including: Creating valuable content , instead of sales-oriented content (36%). Difficulty in reaching target audiences (35%). Even better, ask for their input.

B2B Marketing 100

B2B Marketing Content Marketing Planning B2B 100

Marketing Interactions

JUNE 27, 2021

And yes, your buyers and customers are primary conversations, but it goes beyond them to your sales, product, and customer teams. Where they went (channels) and how they chose to learn (webinars, reviews, blogs, videos, conferences, newsletters, influencers, analysts, etc.). It’s an involved process that begins with talking to people.

Buyer Personas 111

Buyer Personas B2B Ideal Customer Profiles Account Based Marketing 111