Biznology

JULY 5, 2012

Every time you turn around, a new “performance marketing” opportunity turns up for B-to-B marketers. There are scads of ways performance marketing is being applied across the B-to-B go-to-market spectrum. When you think about it, the performance model has an inherent bias against quality. Photo credit: Wikipedia.

B to B 80

B to B Marketing Prospects Advertising Agencies Work Management 80

Biznology

MAY 30, 2012

There’s a spirited debate in B-to-B marketing about whether it’s best to give away information (aka “content,” like white papers and research reports) to all comers, versus requiring web visitors to provide some information in exchange for a content download. So that’s my argument for gating content in B-to-B marketing.

B to B 80

B to B RFP Sales Qualified Leads Lead Ranking 80

Biznology

MARCH 26, 2012

The secret is coming up with an offer that attracts qualified prospects, to maintain conversion rates—instead of bringing in tire-kickers who are only interested in getting a quick deal, and won’t actually buy. So the ideal in search engine advertising is to identify an attractive offer that also qualifies.

Search Marketing 80

Search Marketing B to B Marketing Management Adwords 80

Webbiquity

APRIL 14, 2010

Find out how to make landing pages work harder and increase conversion rates. 10 Great B-to-B Sites by BtoB Magazine. 50 (fresh) Beautiful and High-quality Free Icon Sets by Dzine Blog. Discover beautiful site designs inspired by nature, mind-blowing microsites, and beautiful icon sets.

Landing Pages 100

Landing Pages Design Microsite Tips 100

Vidyard

MAY 18, 2017

Online video content has become the best way to tell your story, but it’s also become the most effective way to generate new leads and to qualify your prospects. Video ads, again, tend to convert higher than do static images, and can be used effectively in both B-to-C and B-to-B marketing.

Sales Qualified Leads 63

Sales Qualified Leads Lead Scoring Lead Ranking Video Marketing 63

Biznology

MAY 31, 2012

Yes, it qualifies prospects, but maybe not according to their propensity to buy–more on how much irritation and loss of privacy they will put up with to see your crown jewel content. If you miss out on enough extra traffic, you’d need to get a very high conversion rate on those leads for gating to work out to more conversions.

Conversion Rate 80

Conversion Rate B2B Content Sales Qualified Leads 80

Anything Goes Marketing

NOVEMBER 16, 2008

During my research, I stumbled upon a great article by the Canadian Marketing Blog called " 2009 B-to-B Demand Creation Trends " eh (Canadian joke). Reduce the amount of time it takes for qualified leads to be followed up with. Focus on sources that are bringing in more qualified leads.

Lead Ranking 100

Lead Ranking Top of Funnel RSS Lead Nurturing 100