Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation
APRIL 6, 2017
Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault. Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always.
Expert Panel’s Feedback on Our Lead to Revenue Calculator
JANUARY 27, 2017
During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received. Not all of it was positive, but it was all valuable. You will hear from Matt Heinz, Dave Brock, David Hubbard and Ardath Albee.
Desperate and Fearful: Need Pipeline – Want Sales Lead Generation
APRIL 14, 2017
Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive.
Proof that Account-based Marketing Works
JANUARY 23, 2017
Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you. One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works. They recently completed a campaign that cost $49,000.
Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy
Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality.
How to Establish a Meaningful Lead Definition
FEBRUARY 2, 2017
Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question: What constitutes a lead? I suspect that you will get 6 almost entirely different answers to this essential, strategic question. Before technology came into play things were bad enough. With technology it is now possible to get more poor quality leads to sales faster than ever before. Most of them are a waste or wasted.
How to Leave Voicemails that Generate Results
FEBRUARY 14, 2017
Have you ever scheduled a meal for you, your significant other and close friends? Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Of course! Multi-touch, multi-media and multi-cycle processes multiply results. Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. A wise person once asked: How many return calls do you get when you don’t leave a voicemail?
How to Diagnose if Inbounditis is Killing Your Sales Pipeline
FEBRUARY 8, 2017
Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the leads. Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet. Management is measuring marketing on the number of leads turned over to sales and on a cost-per-lead basis.
Why Measuring Success on Cost Per Lead is a Huge Mistake
FEBRUARY 16, 2017
In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. Cost-per-lead is not the correct metric for measuring marketing initiative success for the following reasons: It incorrectly incents volume over quality. It incorrectly emphasizes cost over ROI value.
B2B Marketing Trends for 2016
25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.
Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity
JANUARY 18, 2017
We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. It took thirty-two total touches from start to finish. Calls were split between five to decision-maker/influencers and five to executive assistants.
Lists and the Rest of the Story
MARCH 29, 2017
There is no such thing as a good list. I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. For the most part, lists suck. There are reasons: Chief among the reasons is that lists are incredibly expensive to keep clean. People change jobs, big guys buy little guys. Big guys buy big guys. Big and little guys shut down. The speed of change accelerates every year. It is costly to keep up.
B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #7: From Chaos to Kickass
JANUARY 5, 2017
How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Are you mired in chaos, spending lots of time getting little done? Are you like most companies, achieving just average results and not knowing why? Or are you among the few that are kickin’ it? No matter where you are now, there are specific steps you can take to get to a fully optimized condition.
The Best Content Marketing Examples
B2B Marketing Insider
JANUARY 9, 2017
Last year we published 99 Amazing Content Marketing Examples. There were actually 106 examples there but “99+” felt better. This year, the list has almost doubled. So I’m giving up on counting them (You can count them below.)
7 B2B Marketing Strategies You Need to Know About
As B2B marketers, we know that our buyers' needs are ever-evolving, but it's not just our buyers that are changing.
How The Content Illusion Is Leading Marketing Astray In The Era Of Digital Transformation
FEBRUARY 5, 2017
Illustration by Hea Poh Lin. In the past five years, the often-unquestioned hymnal has been that to succeed in today’s digital world, businesses must produce content. Produce high-quality content, yes. But, produce massive amounts of it to get in front of customers.
The 17 Best Social Media Management Tools
MARCH 27, 2017
Monitoring and managing even a moderately active business social media presence can be time-consuming. The number of people using social media continues to grow, usage is increasing, and more networks require attention.
The Great Big List of 23 Types of B2B Marketing Campaigns, by Funnel Stage
FEBRUARY 2, 2017
Need ideas on how to generate high quality demand and turn prospects into customers? You’ve come to the right place. Here is a list of 23 types of B2B marketing campaigns, as well as descriptions of when they are typically appropriate to use. The list is broken down by stage of the funnel.
An Email is Not a Campaign: the Case for Integrated Marketing
FEBRUARY 16, 2017
The reality of life as a professional marketer is that there is rarely, ever, enough time, budget, resources or bandwidth to plan, design, build, launch and manage every campaign as we would if we could. I get that. We all make compromises.
25 B2B Engagement Tactics For All Marketing Funnel Stages
FEBRUARY 15, 2017
With the myriad of available B2B marketing engagement opportunities, which strategies should marketers use, and at what point in the buying journey? At which of the marketing funnel stages are prospects prepared for various types of outreach?
The Demise of the White Paper is Greatly Exaggerated
FEBRUARY 28, 2017
If you can say anything about marketers, it’s that we love obituaries. Yes, we love to declare things dead. Inbound Marketing? The MQL? Lead Funnels?
2 Out of Every 3 Digital Media Minutes Now Spent on Mobile
JANUARY 4, 2017
Right off the bat the fact that 2 out of every 3 digital media minutes is spent on mobile should surprise absolutely no one, least of any marketer reading this.
MarTech: Top 100 Influencers and Brands
JANUARY 18, 2017
Martech is the blending of marketing and technology, with the aim of streamlining processes to achieve marketing goals and objectives. In this digital age, there is a huge demand for marketing technology to provide marketers with the tools they need to succeed.
Flip My Funnel - Guide To B2B Account Based Marketing
As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.
5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads
MARCH 29, 2017
Earlier this year, I talked to a CMO at a B2B tech company whose sales counterpart was lobbying strongly for the company to adopt Account-Based Marketing (ABM) as part of their demand generation strategy. The reason?
Reboot Buyer Insights To Drive B2B Growth
MARCH 12, 2017
Illustration by Gregory Cresnar. B2B companies are faced with the most transformative era in business history.
Matrix of 31 Marketing Funnel Metrics [Infographic]
FEBRUARY 23, 2017
Marketing funnel metrics are always at the forefront of a B2B marketer’s mind. We’re constantly looking at conversion rates, cost data, social shares, open rates, and click-throughs -- just to name a few.
Rethinking Buyer Personas In An Era Of Digital Transformation
JANUARY 22, 2017
by Louis Prado. In the past five years, we have seen exponential disruption each year in multiple markets. Digital technologies and resulting transformation turning markets literally inside out.
Lead Generation Checklist
You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.
How Data Will Change Marketing in 2017
JANUARY 9, 2017
Data has been driving many aspects of business success for the last few years, especially as the amount of information available to us through analytics tools has increased significantly almost to the point of not knowing what to do with all the insights.
Customer Experience is the Most Critical Part of Marketing Right Now
FEBRUARY 6, 2017
89% of marketers expect customer experience to be their primary differentiator, according to Gartner. That is quite a high number. That means you need to pay extra close attention to the words of our global Modern Marketing experts when they talk about customer experience.
The 15 Best Special-Purpose SEO Tools
JANUARY 10, 2017
Given the importance of search engine optimization—organic search remains the top source of traffic for most B2B websites—t’s vital to use the right tools to help with various aspects of optimization, for any size website.
The Customer Experience Story: Seamless and Not So Seamless
JANUARY 6, 2017
There is a real surge of interest and attention being paid by marketers to customer experience, and with good reason. In a highly crowded and fragmented marketplace, prospects need to be wooed and won over by brands.
How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel
Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.
8 Questions to Help You Decide if Your Content is Good Enough
APRIL 19, 2017
The best demand generation campaigns start with content that your prospects want. Even the best data, and sparkling creative, can’t save you or your campaign if your content and offer isn’t up to scratch. Here are 8 simple questions to help you decide whether that content is good enough.
The 4 Levels of Sales Intelligence
Your Sales Management Guru
MARCH 20, 2017
The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. The speed and complexity of the modern marketplace is the domain of intellectual agility.
B2B Marketing Experience: The Case For and Against Gated Content
MARCH 24, 2017
Gated content—ebooks, reports, and other downloads hidden behind a form—has long been a part of the B2B playbook. If you’re going to take the time and effort to put together a great PDF download, you should be getting something of value (contact information) in return, right? Right?
The Future of Content Marketing — 3 Predictions You Need To Know
B2B Marketing Insider
APRIL 4, 2017
Just when you believe you’ve caught up with all the greatest techniques and tools, you look up from all your hard work – the riveting video campaigns, your exciting new influencer partnership, hey, you’ve even become agile! only to find out the content marketing landscape is shifting again.