B2B Lead Blog

We stopped trying to convince people and got triple the results

B2B Lead Blog - Inside Sales

A small thing changed my work in a big way. This is the story of how I started focusing on empathy for customers. About five years ago, someone sent me a video on a Tulsa, Oklahoma business that changed the entire way I approach sales and marketing. The first thing that caught my attention was that Mother Teresa had publicly endorsed the business. “ Wait,” I thought. “Mother Teresa endorses businesses?”

How to Get Sales and Marketing Operating as One Team

B2B Lead Blog

We’re all familiar with the divide between sales and marketing. They often feel like they live on separate islands. But it doesn’t have to be this way. That’s why I interviewed Heidi Melin ( @heidimelin ), CMO at Workfront on how to get sales and marketing operating as one team. Brian: Can you tell us a little bit about your background? Heidi: Absolutely. I’m a career CMO.

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4-step lead generation analysis to optimize sales conversion

B2B Lead Blog

When you think of the word optimization, you might think of writing keyword-optimized posts for search engine optimization or running AB split tests for landing page optimization. But, in reality, any marketing process can be optimized from demand generation, account-based marketing and, lead generation. I’ll review the basics of reviewing your demand generation funnel.

How to get your marketing unstuck and connect with customers

B2B Lead Blog

How can marketers better connect with people we hope will become our customers? Over the few years, I’ve been researching why there’s such a disconnect between marketing and customers so I can understand how to bridge that gap. Because right now, the trust gap between marketers and customers has never been more significant. For example, this recent Gallup Poll showed that public confidence in the honesty and ethics of marketers and sellers is at the bottom of the list.

The Complete Guide to SaaS Revenue Modeling

In today’s climate, it’s more important than ever for SaaS companies to build rock-solid financial models on which they can operate and make key business decisions. The teams at SaaSOptics and Burkland have teamed up to create a comprehensive guide to the most difficult aspect of financial modeling: revenue forecasting.

Relevant B2B Content on the Decline

B2B Lead Blog

Only a quarter of marketing professionals believe their B2B content marketing strategy is effective. Most B2B content is missing the mark, according to a January research study by Heinz Marketing and ON24. The study polled more than 150 B2B marketing professionals across various roles, industries, and organization sizes. Just one in four respondents believe that their content marketing strategy is effective.

4 Steps to do lead nurturing that helps more customers buy

B2B Lead Blog

Find out about lead nurturing. Learn the 4 steps of walking through the buying journey with your customer to help them progress. The post 4 Steps to do lead nurturing that helps more customers buy appeared first on B2B Lead Blog. Lead Nurturing B2B customer-centric

2 Tips to connect and build rapport immediately for sales success

B2B Lead Blog - Inside Sales

Want to connect better with people on the phone or in person and build rapport today? Over the past few days, I’ve had two readers reach for advice on how to do better outreach. One reader wrote, “never had a role like this before and I’m desperate to succeed and be the best I can be for myself and the company.” ” Another one writes, “thankful for any help I may get because I am a millennial x 3, so this is not natural.”

Why marketers are bad at empathy and what to do about it

B2B Lead Blog

No one will ever say “we don’t focus on the customer.” ” But, most marketers are bad at empathizing with customers. Let me explain: Dr. Johannes Huttula did a study with 480 experienced marketing managers. They asked marketers to step into their customer’s shoes and predict what they would reply in a market test. BTW – […]. The post Why marketers are bad at empathy and what to do about it appeared first on B2B Lead Blog.

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How to Improve Marketing Qualified Lead Routing Results

B2B Lead Blog

In this post, I’m going to share seven tips to help you improve lead routing for more sales. Have you intentionally managed and optimized your marketing qualified lead routing and assignment process? If not, you could be losing sales, and marketing ROI not know it. Let me explain. LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

How to improve your account based marketing results

B2B Lead Blog

B2B lead generation has had to reinvent itself over the last decade. Sales have always used an account-based approach. Now marketing is getting on board by with account-based marketing. But it’s not an easy road. Here’s why: In the B2B, you’re never selling to an individual. He or she is almost always part of a buying team. Moreover, the bigger the potential deal, the more people, departments, and functional areas get involved.

4 ways to adopt human-centered marketing and get better results now

B2B Lead Blog

Have you thought about how you can humanize your marketing? This post is going to focus on why you may want to reconsider your current marketing approach and 4 ways you can to practice human-centered marketing. Why we need to be more human-centered? We have more marketing to sales technology to connect with customers today, but they’re tuning us out. Because marketers and sellers are using technology in a way that is creating barriers to real customer connection.

Lead Nurturing: 5 Useful Tactics to Get More Opportunities

B2B Lead Blog

Lead nurturing is one of those things that’s easy to talk about but hard to do. In this post, I’m going to share how to apply lead nurturing to help advance leads through three stages of your demand generation funnel to get more sales qualified opportunities. Remember this: Our customer’s don’t see our funnels. They only have the aggregate experience of what they see, hear, and feel from us.

5 Reasons Why Your Buyer Persona’s Aren’t Good Enough

B2B Lead Blog

How often do you spend weeks or even months putting blood, sweat, and tears into a new marketing campaign, only to have it fall flat? It’s a marketer’s worst nightmare. You swear you did everything right, but when it comes time for the results to pour in, they never show. The likely culprit? Bad buyer […]. The post 5 Reasons Why Your Buyer Persona’s Aren’t Good Enough appeared first on B2B Lead Blog. Marketing Strategy buyer personas content marketing personas

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Bring more innovation to your demand generation now

B2B Lead Blog

Do routinely look for ways to drive innovation with your demand generation approach? Or do you feel behind the curve? According to research by Circle Research, marketers are split. Half of the marketers say they’re “old school” while the other half believe their approach is innovative. Circle Research found that most of the marketers (93%) who describe themselves as innovative say that it has made their marketing more effective.

Customer Experience and lead generation, yes really

B2B Lead Blog

I was interviewing a leader about her recent buying experience, who said, “after I got my title, it was like I became a target.” ” She was already swamped as her inbox filled with cold emails, calls, email sequences and more. She wondered why sellers and marketers weren’t thinking about her experience (even before she expressed interest.)

How sales hustle and automation can hurt customer experience

B2B Lead Blog

To drive growth, the mandate for sales organizations is to make more calls, send more cold emails. Sales reps are hustling and using automated tools to move faster. But sales hustle and automation have a downside: they can hurt customer experience. Here’s what I mean: B2B companies are now hiring more people to do this. […]. The post How sales hustle and automation can hurt customer experience appeared first on B2B Lead Blog.

Building B2B relationships with trust and empathy

B2B Lead Blog

We have more sales and marketing technology and channels to reach our customers, but they’re increasingly tuning us out. In short: we’re getting more disconnected from customers. Something is missing. Even though our tools have become smarter with AI and machine learning, connecting and building B2B relationships has never been harder. The question is: How […]. The post Building B2B relationships with trust and empathy appeared first on B2B Lead Blog.

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The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Why Not To Focus On Marketing and Sales Alignment In 2019

B2B Lead Blog

The page had hardly turned on 2018 when I saw the headline. “Why You Need to Align Your Marketing and Sales Team for 2019.” ” Another year, another article for why it is important for organizations to align their marketing and sales teams – as if organizations do not know this given the hundreds of thousands of articles and blog posts that have been written about the topic.

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How the Halo Effect Drives Better Demand Generation Results

B2B Lead Blog

My dad taught me many lessons growing up, and one that stands out as relevant to demand generation is this: He said, “Choose your friends carefully because we are often judged by the company we keep.” ” He didn’t know it the time, but he explained a cognitive bias called the halo effect. In this post, I’m going to explain how the halo effect applies to lead generation. What is the halo effect?

Mean people suck in marketing and what to do about it

B2B Lead Blog

Why does most marketing stink? According to Michael Brenner, “the reason most of the marketing that we do that stinks and doesn’t work is that some executive with a big ego asked us to do it.” ” You may be thinking, why not push back? Unfortunately, it’s not that simple. Here’s why: Marketers are not in a happy place. According to MarketingProfs 2019 Marketer Happiness Report , “Only 10% of marketers say they were very fulfilled in their work.”

10 Most Popular B2B Lead Generation Blog Posts of 2018

B2B Lead Blog

To help you get some inspiration, I’ve compiled a list of the top ten most popular and shared posts on the B2B Lead Blog, chosen by readers just like you. This following list was compiled based on aggregate Google analytics showing social shares and unique visitors generated from Twitter, LinkedIn, Facebook, and views. The list below starts at number 10 moving up. #10:

SaaSOptics SaaS Metrics Template

Download this template that includes calculations, formulas, definitions and a customizable dashboard. The template includes subscription momentum metrics (ARR, customer count, avg. ARR), churn and retention metrics, and customer lifetime value metrics.

How to Use Conversational Marketing to Get More Leads

B2B Lead Blog

Traditional sales and marketing methods have failed to keep pace with the way modern B2B buyers purchase goods and services. Meetings, phone calls, and email are still important B2B channels but how can you have immediate conversations? Conversational Marketing is about having direct one-to-one conversations to connect with customers and offer help.

New research: Empathy and how to solve buying problems (Part 2 of 2)

B2B Lead Blog

Are you applying empathy as part of your sales and marketing approach? Because according to Brent Adamson, “empathy” is the one word that matters most to sales [and marketing] success. It’s tough to buy. B2B customers are overwhelmed with too much information, too many choices, trying to getting their colleagues to agree, not to […]. The post New research: Empathy and how to solve buying problems (Part 2 of 2) appeared first on B2B Lead Blog.

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Transform Your Customer Journey and Accelerate Growth

B2B Lead Blog

Growth for B2B is hard. It used to be that you could accelerate growth with huge customer acquisition. Ramping up your sales and marketing is not enough to sustain growth. Today, the best companies are growing through customer success. That’s why I interviewed Kia Puhm (@kiapuhm), CEO at K!A A CX Consulting to talk about customer success. […]. The post Transform Your Customer Journey and Accelerate Growth appeared first on B2B Lead Blog.

The Most Important B2B Marketing Metrics for CEOs

B2B Lead Blog

Do you know what CEOs want most from B2B marketers? They want clarity about marketing results. CEOs often complain, “Why can’t I see clear measures and ROI from our marketing?” ” They expect their marketing leaders to provide clear metrics and be accountable for meeting their numbers just like their sales leaders.

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Why customer empathy really matters for ABM

B2B Lead Blog

People buy from people, not companies. At its core, ABM is about building relationships. I was reminded of this while talking with a VP of Marketing who stopped their account based marketing campaigns to “go deep” in a few segments. The reason? They wanted to focus on building stronger connections with customers on their journey. In […]. The post Why customer empathy really matters for ABM appeared first on B2B Lead Blog.

10 Most Popular B2B Lead Generation Blog Posts of 2017

B2B Lead Blog

Do you feel excited about your 2018 plan? I hope so. If not, you’re not alone. Because dealing with change, staying motivated, and building momentum is hard. That’s why business plans often change February 1st (just like personal goals). To help, I’ve compiled a list of the Top 10 most useful (and favorite) posts on the B2B Lead Blog. This following list was compiled based on aggregate social shares across Twitter, LinkedIn, Facebook and views.

Lead Nurturing 101 in 6 Simple Steps

B2B Lead Blog

What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing is pretty easy to understand, but hard to execute when you have little time or budget. I thought I’d share my barest-bones lead nurturing strategy for beginners. I’ll do my best to resist the urge to elaborate. Volumes could be written about each bullet point. In fact, they have been. Step #1.

Gartner Research: Boost your growth from existing customers (Part 1 of 2)

B2B Lead Blog

CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers? But it’s elusive. In fact, the traditional approach is no longer working. According to CEB, now Gartner, “Only 28% of sales leaders report that account management channels regularly meet their cross-selling and account growth targets.” ” That’s […].

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

The Biggest Contributor to B2B Revenue

B2B Lead Blog - Inside Sales

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. Oracle. Marketo. HubSpot. Salesforce.com. Just to name a few. Very quickly, these teams contribute more pipeline than any other lead source.