Business-to-Business Telemarketing: Wasting Your Money?

Sales Lead Insights

Because this is what happens when somebody realizes that there are not enough sales leads in the pipeline to meet this quarter’s sales revenue goals: Scenario A: Forced Labor They grab a couple of unlucky administrative assistants, salespeople or interns, put them on […]. The post Business-to-Business Telemarketing: Wasting Your Money? Telemarketing B-to-B telemarketing lead generation

Business-to-Business Telemarketing: Wasting Your Money?

Sales Lead Insights

Because this is what happens when somebody realizes that there are not enough sales leads in the pipeline to meet this quarter’s sales revenue goals: Scenario A: Forced Labor They grab a […]. Telemarketing B-to-B telemarketing lead generationAre you dialing for dollars or wasting your money with telemarketing? Unfortunately, most of what B2B marketers call “telemarketing” simply doesn’t work.

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B2B Data-Driven Marketing: What You Need to Know Today

Biznology

If you’re selling to business buyers, data about your customers and prospects is essential to success. Even with the data on hand, many marketers are unsure of what to do with it. You need to get a grip on customer data, and figure out how to put it to work for your business. A lively case study of how a tech company used data to fuel its business growth. Thanks to all our sponsors!

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Five Ways B-to-B Marketers Need to Change Their Game

Biznology

The Internet has driven dramatic changes in business buying behavior. Just as no one buys a car anymore without first checking prices and features online, business buyers now research and educate themselves online, months—even years—before ever seeing a sales person. In the old days—just a few years ago—when business buyers had a problem, they’d call in their vendors for advice on how to solve it. So marketers have to think differently today.

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Why Servant Marketing Matters

B2B Lead Generation

Tweet As I talk to marketing and sales leaders, I hear this reoccurring theme: “I want to do something that really matters; I want to feel what I’m doing is really making a real difference.” ” I feel the same way, but I’ve painfully learned that it’s futile to make changes outside before we make changes inside. This requires a different kind of thinking to drive a different way of marketing.

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B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010

Sales Lead Insights

If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast! This one-hour webinar will cover: The latest trends in B-to-B lead generation, and how you can leverage them; Which lead gen strategies and tactics are working best, and which no longer work for enterprise companies like yours; The pros and cons of various marketing media for generating, nurturing, and qualifying leads.

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6 thorny data problems that Vex B2B marketers, and how to solve them

Biznology

Business-to-business marketers are plagued by data problems. Business data is complex and fast-changing. To shed some light on B2B data problems, Bernice Grossman and I compiled a working list of problems and solutions. Give them objective rules to follow. Then, develop a very simple process by which reps pass their data to this group. Test a few vendors to find the one that works best with your data. You care about a bill to and a ship to.

6 Steps to a Successful (B-to-B) Direct Marketing Campaign

MLT Creative

Whenever we launch a campaign that relies heavily on direct, I’m reminded that the rules in business-to-business direct marketing are really the same as they are in the consumer space. Are you trying to generate leads, nurture leads, cross-sell to existing customers or otherwise retain them? Figuratively, you’ll want to know what types of people make up your target list, and communicate accordingly. This is what you’re supposed to do.

Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled

Sales Lead Insights

A recent press release from SiriusDecisions states that based on the company’s business-to-business benchmarks: Roughly 44 percent said their marketing spend for 2009 will be reduced; The hardest hit marketing budget categories are advertising (down 17 percent) and events (down 12 percent); 25 percent said marketing spending will remain about the same as in 2008. However it appears that some B-to-B marketing initiatives are getting more funding rather than less.

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Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled

Sales Lead Insights

A recent press release from SiriusDecisions states that based on the company’s business-to-business benchmarks: Roughly 44 percent said their marketing spend for 2009 will be reduced; The hardest hit marketing budget categories are advertising (down 17 percent) and events (down 12 percent); 25 percent said marketing spending will remain about the same as in 2008. However it appears that some B-to-B marketing initiatives are getting more funding rather than less.

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B2B Lead Generation Blog: Marketing That Reaches Decision Makers In Big Companies

B2B Lead Generation

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. If youre doing marketing or lead generation for a complex sale, youll want to read it.

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The Changing Rules of B2B Marketing

Paul Gillin

Here is a draft of the first chapter of Social Marketing to the Business Customer by Paul Gillin and Eric Schwartzman. This chapter focuses on drawing the major distinctions between business-to-business (B2B) and business-to-consumer (B2C) markets and where social marketing has particular value to B2B companies. But to thousands of technology professionals around the world, Hanson is a celebrity.

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Beyond the B2B Buying Funnel: Exciting New Research about How Companies Make Complex Purchases

Marketo

There are entire industries devoted to researching consumer buying behavior, but until now there has been relatively little research into B2B buying behaviors. Enquiro Research (as well as Google , Business.com , Covario , and Demandbase ) to perform new qualitative and quantitative research into the (often irrational) ways that businesses make complex purchases. According to MarketingSherpa, user communities are the #1 source of information for researching B2B purchases.

When business-to-business marketing is person-to-person, it can change the world.

MLT Creative

A couple of months ago, I was interrupted at work by a phone call from Ryan Gamble, co-president of the Seattle-based Storyville Coffee Company ; he may not have known it at the time, but he had no more than 60 seconds to keep my attention before I would politely - but hurriedly - hang-up. He didn't have me at hello, but when he said that he'd just been to the MLT Creative website, he at least bought himself another few seconds. Thanks, and I hope to see you here!

Pinterest for Business?

Venntive

Every time another social application launches, it’s usually fairly easy to understand how consumers can use it to communicate, share, comment and B-to-C companies quickly adopt and adapt. But, it’s not always obvious how a B-to-B business can leverage these new avenues for creating awareness and attracting new clients and customers. It immediately makes sense for individuals who want to share and B-to-C companies.

Gyro:HSR

delicious b2bmarketing

Posted on Tuesday, May 26th, 2009 at 7:27 pm Why B-to-B Marketers Will Pioneer the New, New Media 150,000 Years of Social Network Media Experience: Why B-to-B Marketers Will Pioneer the New, New Media. If one were mustering a regiment to step into the breach of social network marketing, one could do worse than rally a corps of B-to-B marketers, for this is the field that has always been about social network marketing.

Social Marketing to the Business Customer: A One-in-143,871 Book

Oracle

Remember journalism’s five W’s : Who, what, when, where, why? “ Social Marketing to the Business Customer ” by Paul Gillin & Eric Schwartzman (John Wiley & Sons) just might be the digital parallel. I searched the first hundred titles, and not one – other than the subject of this review – mentioned business-to-business, b-to-b, or B2B. Social media marketing is here to stay and changing amazingly fast.

What’s the hardest part of B2B inbound marketing?

MLT Creative

This question was recently posed to a LinkedIn Group of which I’m a member, and it got me thinking, because it’s a question you could approach from a few different angles. With that in mind, I’m an agency guy, so from an agency perspective in the B2B space, the number-one hardest thing seems to be getting buy-in from our clients. There have been other challenges for sure, but these are the ones that seem to surface more often than not.

8 Great LinkedIn Groups for B2B Marketers

KoMarketing Associates

According to a recent report released by Regalix, 91 percent of respondents said that LinkedIn was the most effective channel in terms of helping them reach their target audience. And according to the “LinkedIn Ads Benchmark Report Q3 2015” published by Marketing Mojo, 79 percent of B2B marketers said that LinkedIn was “effective” at generating leads. It is no secret that LinkedIn is a valuable social media platform for B2B marketers.

Meeting IRL Makes Social Media More Meaningful

MLT Creative

Nothing compares to good old fashioned face-to-face networking, but the days and weeks leading up to, and even after, a recent trip to Memphis, Tenn., reminded me that social media marketing – regardless of whether its B-to-B or B-to-C – is all about relationships. Billy Mitchell and I traveled to Memphis a few weeks ago to join fellow marketers at a social media seminar led by best-selling author, blogger and marketer, Chris Brogan.

B2B Marketing Lessons From Broadway Joe: Can't Wait to Win

MLT Creative

I wrote this post more than two years ago and thought of re-posting it while watching a new HBO documentary on Joe Namath, called “ Namath: From Beaver Falls to Broadway.” It includes his heroics, his humanity and, yes, even the infamous sideline interview from 2002 in which he tried repeatedly to kiss reporter Suzy Kolber during a live broadcast. In business, as in football, we can’t wait to win. Either way, I can’t wait to win, can you?

Think Outside the B2B Trade Show Booth

MLT Creative

Here’s a quick B2B case study outlines how we helped our client turn another trip to a trade show into an opportunity to generate leads by integrating outbound tactics with their inbound marketing program. Our client invested in a booth at an industry trade show and wanted to generate leads while promoting their presence at the show. As a standard course of action, our approach is to promote the client before, during and after the trade show.

B2B Lead Generation by Phone: An Interview with Michael Brown

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. He is the B2B telemarketing and telesales consultant and telemarketing trainer whom I frequently recommend to our clients. Michael, first off, I know you hate to use the word “telemarketing.&# And yes, human beings do need to communicate LIVE!

If You're In B2B Marketing, Get Your Head Around Social Media ROI

MLT Creative

The latest report showed no surprises in where B2B marketers were going to allocate budgets in 2011. Inbound marketing , SEO, email and social media spending is expected to increase while direct mail, trade shows and print advertising is expected to decrease rather significantly. They more or less fell in line with where marketers were (or weren’t) planning to allocate budgets going into the new year for one notable exception: Social Media.

Case Study: San Francisco Travel Sets New Agenda For Content Marketing Management

DivvyHQ

For San Francisco Travel’s busy marketing department, the goal is more trips, not getting tripped up. But that’s exactly what was happening to the content marketing management process before the destination marketing organization of record for the Golden City enlisted the help of content marketing platform DivvyHQ. Each piece of content is then tied to one of four topical pillars: culinary, arts and culture, diversity and iconic/destination 101.

Just When You Think You Know B2B Marketing, The Millennials Are Here

B2B Marketing Traction

In the two years from 2012 to 2014, millennials became the biggest researchers of business-to-business purchases. B2B marketing needs to be transparent, and the human side of a company’s story needs to come out. Now almost 40% of B2B purchasers use mobile devices to buy products and services and more than half of millennials use them to research their purchase ( Acquity Group State of B2B Procurement study ). You did the research.

9.5 Ways Your B2B Marketing Can Be More Creative

MLT Creative

This is the best time ever to be in marketing, but it’s no time to stand still. Great questions lead to great answers and big ideas. Sometimes it lightens the mood, changes your perspective and leads to a great idea. Marketers are in the storytelling business. Why should anyone listen to your story? Don’t limit your time on creative development to work hours.

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Marketing Experts Dan Gartlan and Nicole Wagner Selected as Featured Speakers at FABTECH 2019

Stevens & Tate

June 20, 2019 – Stevens & Tate’s President Dan Gartlan and Internet Marketing Director Nicole Wagner have announced FABTECH 2019 to their fall speaking schedule. Gartlan and Wagner join the speaker line-up with decades of marketing experience in manufacturing and B-to-B marketing at North America’s Largest Metal Forming, Fabricating, Welding and Finishing Event. The presentation discusses key website elements to focus your improvement efforts on.

Five Tips For Better B2B Marketing Content

MLT Creative

There are more ways than ever to match your marketing messages to the needs of your customers with more personalized, relevant and actionable information. The more you can customize your content to relate to your best buyers, the more buyers you will attract, and the more conversions you will drive. Forget all the things you want to say about your company. What do the people you sell to need to know?

Retweet, But Never Surrender: The B2B Marketing Manifesto

MLT Creative

I’ve known @DougKessler through social media for almost two years, and he was one of the first thought leaders I added to my “ B2B Braniacs & Maniacs ” tribe. I was very honored to be asked, because Velocity is known for having created one of the best B2B eBooks ever, “ The B2B Content Marketing Workbook.” Oh, and also feel free to leave comments. This is not the first manifesto to make the marketing world take notice.

B2B Lead Generation Blog: Word of Mouth Marketing relies on reputation not branding

B2B Lead Generation

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Our reputation leads others to make conclusions about our brand but our brand doesnt create our reputation.

Business Value of Social Networking

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Business Value of Social Networking by Achinta Mitra on July 29, 2009 in Social Media Marketing , Social Networking Saw a very interesting video where Seth Godin talks about how useful social media is to businesses. But like many b-to-b marketers, I’m not sure how it has impacted my business. This white paper aims to change that perception of them.

It’s the End of the B2B Inbound Marketing Funnel as We Know It…

MLT Creative

If there was an underlying theme to the 2011 HubSpot User Group Summit (#HUGS2011), it was MoFu. For the uninitiated, “MoFu” refers to "Middle of the Funnel." As the name suggests, it refers to the area in your inbound marketing funnel (ahem, the middle) where all of your leads congregate before becoming your customers, your competitor’s customers, or otherwise becoming unqualified. What if your visit to lead percentage jumped from 4% to 20%?

B2B Word on the Street: Selling

MLT Creative

He takes a disgruntled group of real estate salesmen to school, and from "Put the coffee down!" to "The leads aren't weak. I have been in the advertising and marketing business for decades now, and I believe it's my understanding of the creative process, strategy, human nature and selling that has helped me succeed. I was a part-timer, so I didn't have to take the job as seriously as the older salesmen I worked with. Is what you learned relevant to your job today?

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B2B Social Media Success Formula Mixes Business with Pleasure

MLT Creative

I enjoy business-to-business marketing, and I’ve discovered many others with the same mindset through social media. When I began blogging and engaging on Twitter and LinkedIn , the first thing I realized is how much I have to learn regardless of my decades of experience. The term social media shouldn’t be limited to sites like Twitter, Linkedin, Facebook , YouTube and foursquare. When: 4:30 to 6:30 p.m. When: 4:30 to 7:00 p.m.

B2B Book Buzz: The Brand Gap

MLT Creative

How to Bridge the Distance Between Brand Strategy and Design. ” The style of the book is based on a presentation, using illustrations and diagrams to help you recognize the five disciplines of branding and learn to apply them to various situations. I really enjoyed how the author kept the descriptions and explanations as simple and focused as possible to illustrate his points. The Brand Gap. Expanded Edition. A Whiteboard Overview by Marty Neumeier.

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Before Deep Diving Into B2B Social Media Marketing.

MLT Creative

As a B2B marketing agency, we encourage our clients to work on their website content before diving in too aggressively in social media. In most cases it makes sense for our clients to be blogging, providing white papers, case studies, video and other content that will be helpful to their customers and prospects. To be successful in social media, it helps to be human. Follow great bloggers and take time to comment and share links to their content.