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Importance of Context to Understanding the New Social Buyer Persona

Tony Zambito

  The second indicates that content strategy and content marketing, to be successful, will need a robust understanding of “circumstances” contextually in order to affect buyer interaction. Image via Wikipedia.

How Ready is Your Organization for the New Social Buyer Persona?

Tony Zambito

  Here is a key issue facing organizations today: each time a new social technology is introduced, it ultimately alters the buying behaviors of the new social buyer persona.    Have organizations today kept pace with the changes in buying behaviors and patterns? 

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Lead Nurturing Is Not A Marketing Option, It’s A Sales Necessity

Industrial Marketing Today

Plenty has been written about the importance of lead nurturing in B2B and industrial marketing. If you need a quick primer, read my earlier post, “ B2B Lead Generation without Lead Nurturing is Doomed to Fail. ”. Most of the lead nurturing best practices guides and articles that I’ve read are from a marketing perspective. What does lead nurturing do for sales? What they really want to know is, “are you ready to buy now?”.

Five Myths of Lead Management


Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. There is quite a bit of uncertainty on how companies should approach lead management and what it takes to achieve best practices. Myth #2: Lead Management Is a Marketing-only Initiative.

How to Optimize Your B2B Marketing and Sales with Online Video

Modern B2B Marketing

How video engages prospects throughout the buying cycle. Convert casual interest into product curiosity to narrow your funnel and qualify your leads. Capture sales leads with longer form video. This is the nature of seed nurturing.

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How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Generation Blog

Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. I recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. Those who interact with a team member.

3 Lead Management Questions Sales will Ask Marketing

Modern Marketing

If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. A healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. Even a great lead management process will be questioned. Here are 3 questions sales teams often pose to marketing after implementing a lead management process.

The Death of Cold Calling – Ending the Debate

Sales Intelligence View

Cold calling is the process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Marketing automation solutions like Eloqua manage opt-ins and content, all directly linked back to lead generation and sales acquisition costs.

Inbound Marketing Must Set the Table for Industrial Sales

Industrial Marketing Today

They agree it helps them get found in search engines early and often, drives hordes of traffic to their site and fills the top of their funnel with qualified leads at a lower cost per lead. This is when I have to take a step back and start talking about how the job of inbound marketing does not end with lead generation but extends into setting the table for sales so they can be more productive. However, sales has a much deeper understanding of which leads convert better.

11 Ways to Totally Screw Up Your Inbound Marketing


Sales and marketing should align not just on quantity of leads, but quality, too. Who has the shortest buying cycle? As long as your design efforts don't distract visitors from reading, sharing, or interacting with your site, your design is fine as it is.

20 Marketing Automation Terms Marketers Should Know


It enables marketers to nurture leads and send them information only when it is most relevant to their point in the buying cycle. Customer relationship management (CRM) is a system that manages interactions with existing and potential customers and sales prospects.

Inbound Marketing Is About Much More Than Getting Found


The process of initially getting found online and generating leads is critical, but so is understanding and adapting to the needs of your leads after they have expressed an interest in your company. Understanding Buyer Interests and Experiences (Lead Intelligence).


Inbound Marketing Tactics to Get Bulk of B2B Marketing Budgets in 2011

Industrial Marketing Today

With the cloud of economic uncertainty still hanging over many industries, it is not surprising that B2B marketers are shifting their 2011 budgets more towards lower-cost inbound eMarketing tactics. How are you allocating your 2011 B2B marketing budget?

How to Send Emails Like a Human Being


Even when you're sending to thousands, emails should be a personal interaction. If your emails are all part of the same lead nurturing campaign, they should be connected by a similar design. Every company's sales cycle is different.

Marketing Content That Sells

The Effective Marketer

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Marketing Content That Sells When talking with lead nurturing and marketing automation vendors they all make it seem very easy.

The 45 Inbound Marketing Terms You Should Know [Glossary]


Blogging is a core component of inbound marketing as it can accomplish several initiatives simultaneously, such as website traffic growth, thought leadership, and lead generation. They’ve identified a problem, have shopped around for possible solutions, and are very close to buying.

30 Experts Discuss Marketing Automation Trends That Will Have The Biggest Impact On B2B Marketers In 2018


This maturity has led to a surge in adoption — B2B adoption grew by 1100% between 2011 and 2014 alone: . . It’s no longer a tool for spamming leads sick of impersonal emails. . . Chatbots will become a primary channel for lead and customer education. Lead scoring. .