article thumbnail

B2B Lead Generation Blog: Customer Referrals and Your Sales and Marketing Department

markempa

« Lead generation and the number | Main | Reaching Decision Makers » Customer Referrals and Your Sales and Marketing Department For the complex sale you need enthusiastic referrals to help you build your reputation, differentiate yourself, demonstrate your value proposition, shorten your sales cycle, and drive revenue.

article thumbnail

Marketing Automation: Like Bringing a Gun to a Knife Fight

Webbiquity

They expect sales and marketing pros to be using the web as well to understand their problems before the sales conversation even starts. On the other hand, providing compelling information at the right time can reduce the sales effort required, shorten sales cycles, and make you look smarter than your competition as well.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

B2B Lead Generation Blog: Top Six Lead Generation Challenges for the Complex Sale in 2006

markempa

Commoditization will continue and will be more difficult to overcome: Marketers must work much more diligently and creatively to differentiate their organizations against increasing competition. Less selling time : Because of longer sales cycles (and theyll get longer), sales people cannot afford to spend time on unqualified leads.

article thumbnail

7 Strategies for Using Content to Market Industrial Products

Industrial Marketing Today

Expertise blogs – starting your own company blog to showcase your internal experts is a great way to differentiate yourself from the competition. Your own engineers, technical and R & D team members are great resources for generating fresh content that is more customer-focused. Share your thoughts by leaving a comment.

article thumbnail

Sales Enablement and The Economic-Buyer

The ROI Guy

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months. April 2009.

article thumbnail

How to Make Your Business Blog Be All It Can Be

Industrial Marketing Today

Most marketers aren’t inventors or innovators, they are duplicators who know how to put a new spin on something and differentiate themselves. Learn and “borrow” ideas from others: Let me make it clear here that I’m not advocating that you copy someone else’s blog. Borrowing” ideas is not stealing something from someone else.

article thumbnail

Don't Count on Marketing Automation to Solve All Your Lead.

Industrial Marketing Today

Learn to differentiate between metrics and key performance indicators (KPI). Here are the key takeaways from the webinar: Don’t confuse marketing activity with results. Number of campaigns sent out, trade shows attended or press releases published do not generate revenues.