KoMarketing Associates

AUGUST 3, 2017

The “B-to-B Loyalty Report” from Merkle shows that most B2B marketers (75 percent) are focused on acquiring new customers. Over time, resources that deliver long-term value become more important, especially if they are built on customer-centric services and guided by B-to-B seller expertise,” wrote the authors of the report.

Studies 138

Studies Acquisitions B2B Marketing B to B 138

B2B Marketing Directions

NOVEMBER 8, 2015

Last month, Howard Sewell, the President of Spear Marketing Group, published a blog post with the provocative title Please Don't Let Your Sales Reps Nurture Leads. In his post, Howard argues that these kinds of calls "are the worst possible use of a sales rep's time."

Lead Nurturing 40

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 40

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

KoMarketing Associates

SEPTEMBER 21, 2017

Previous research from Part 1 of Merkle Loyalty Solutions’ “The Ideal B-to-B Loyalty Program: What Should It Look Like” research indicated that marketers were placing a greater priority on acquiring new customers, rather than retention. B2B Marketers and Customer Acquisition.

B to B 136

B to B Paid Search Agency Companies B2B 136

ViewPoint

AUGUST 1, 2011

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.

Lead Management 120

Lead Management Work Management Sales Qualified Leads Marketing Management 120

Conversica

MAY 9, 2022

Rich Heller, Sales Manager at Martindale-Hubbell, shares how he uses Conversica in upselling campaigns. Lawyers.com markets to consumers and Martindale.com is a B to B website marketing to corporate counsel. I’m one of the sales managers and I have a team of 11 sales reps who work with our attorney customers.

Conversion 52

Conversion Ideal Customer Profiles B to B Bandwidth 52

The ROI Guy

JULY 23, 2015

We recently had the pleasure of talking sales enablement with the Sales Enablement Lab and Thierry v. Tom Pisello, Alinean's CEO / Founder was interviewed about the recent proclamations on the Death of the B2B Sales Rep, and what his thoughts were on the future of B2B selling and sales enablement.

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40

markempa

AUGUST 15, 2006

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. Meet experts; mingle with your peers; and discover new data, strategies, and tactics (includes search, podcasting, email & microsites).

B to B 120

B to B Demand Generation Agencies Demand Generation Lead Generation 120

Online Marketing Institute

NOVEMBER 28, 2012

Sales & Marketing. --> Bloggers. --> Resources. Study: B-to-B Marketers Lagging With Social Media. Data shows about 40 percent of b-to-b brands aren’t using social marketing. Of 548 b-to-b marketers surveyed by Eloqua, about 40 percent say they are not yet using social media marketing. CMS Insights.

B to B 40

B to B Paid Content Social Media CMS Development 40

Seismic

MARCH 29, 2019

Sales enablement is a popular topic this year and rightfully so. Organizations that have implemented a sales enablement solution have seen a 350% increase in content usage, 275% boost in conversions and 65% more revenue generated by new reps. Seismic Sales Enablement City Tour. When : 2019. Where: San Francisco, CA.

Training 53

Training B to B Gartner Work Management 53

ViewPoint

MAY 7, 2010

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B to B 120

B to B Top of Funnel 120

BOP Design

SEPTEMBER 7, 2021

If you need to convince your C-suite or manager to set aside money, time, or other resources for your B2B marketing efforts, these stats should help. B2B, or B-to-B, or BtoB Marketing: General Stats. For example, 21% of millennials look to analyst rankings and reports as part of their decision-making process. Dialogtech).

Stats 106

Stats Work Management B2B Marketing Marketing Management 106

eTrigue

DECEMBER 2, 2021

The concept of a “demand center” has emerged at the core of successful marketing organizations as a hub for shared marketing services, infrastructure and process to enable organizations to bring programs to market that leverage key corporate assets and best practices. What’s Driving this Change?

Demand 78

Demand Sales Qualified Leads Marketing Automation Services B to B 78

Biznology

JANUARY 23, 2012

One problem that plagues B-to-B sales and marketing is coming up with relevant, timely messages for nurturing customer relationships. His arrangement with Glenn includes access to fresh “Minute” videos twice a month, plus a custom landing page with a personal introduction from each rep. Image via Wikipedia.

B to B 80

B to B Marketing Management Video Marketing Trade Show 80

markempa

JUNE 27, 2006

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. I won the best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards!

B to B 120

B to B Lead Generation B2B Marketing Generation 120

Heinz Marketing

NOVEMBER 13, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. It is because there has been a failure of management. With Workers Largely at Home, B-to-B Marketers Devise New Ways to Find Customers. Leadership Kindness.

B2B Thought Leadership 110

B2B Thought Leadership Brand Identity Branding B to B 110

Biznology

APRIL 2, 2015

So the outlook for talent to manage the new technologies in marketing is bright. Real-time marketing is about using data analytics to mine the flood of live data generated by all this activity, in combination with other direct sales, product and brand interactions.”. Sales and marketing symbiosis. Real-time marketing gets real.

B2B Marketing 80

B2B Marketing B to B Marketing Management Paid Search Agency 80

Biznology

AUGUST 17, 2018

While speeding up the process, marketing automation can unfortunately make us less effective. “ Don’t hide behind the technology ,” said Vajre. ABM is being adopted widely, but it’s not a replacement for the traditional demand generation funnel. Sales and marketing must share the same metrics. “We

Account Based Marketing 116

Account Based Marketing ABM Conference Tips 116

Engagio

MAY 14, 2019

In fact, that was the theme this year at SiriusDecisions Summit 2019 – TOGETHER: Achieving High Performance by Aligning the B-to-B Revenue Engine. Michael Globits, Senior Manager, ABM at Salesforce, revealed his five-step process for how they got up and running with ABM: Define a decision-making hierarchy.

Account Based Marketing 54

Account Based Marketing ABM Ideal Customer Profiles Top of Funnel 54

Biznology

DECEMBER 5, 2014

Best of all, a number of new tools and tactics are now available to do the marketing job efficiently. A similar focus occupies Warm-Transfer, which tele-qualifies leads generated by very large insurance companies, and warm transfers the prospects to the clients’ sales teams. “We I’ve been involved a few situations like this recently.

B to B 80

B to B Banner Ads Banners Paid Search Agency 80

Paul Gillin

APRIL 27, 2012

It’s no secret that the factors that motivate salespeople to change the way they work have to be pretty simple: Help them spend more time selling and less time scrounging for information and telling managers what they’re doing. It was about returning value and time to our sales teams for their time invested.”.

Process 50

Process Word of Mouth Forecasting Lock-In 50

Webbiquity

JUNE 17, 2014

Today’s b2b buyers are typically 70% of the way through their purchase process before they contact a vendor’s sales team. The old “sales funnel” model is giving way to more sophisticated analytical frameworks. Everything We Thought We Knew About B-to-B Marketing Is Wrong by Forbes.

Sales Management 100

Sales Management Work Management Marketing Management B2B Marketing 100

markempa

AUGUST 18, 2014

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 believe this idea can also be applied to sales and marketing. The problem with today’s customers. Do you know of any?

B to B 120

B to B Marketing & Strategy B2B Sales Paid Search Agency 120

Biznology

JANUARY 30, 2015

Data entered by our sales people ends up as mush in our database. That may be okay for the rep, but it’s not okay for the company. Then, develop a very simple process by which reps pass their data to this group. Be careful not to build targeting or segmentation processes that are primarily dependent on appended data.

De-duplication 80

De-duplication Work Management Marketing Management Marketing Attribution 80

Heinz Marketing

AUGUST 28, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. And b-to-b is rapidly catching up in terms of customer focus, creative innovation and digital savviness. Managing stress at work is difficult even in the best of times.

Demand Generation 116

Demand Generation Account Based Marketing B to B Terms and Conditions 116

KoMarketing Associates

JUNE 29, 2016

This included best practices for LinkedIn Group management, participation, and establishing a consistent level of communication and engagement. Take a look at the following groups and determine how your marketing initiatives could benefit from becoming a member or as an example of successful LinkedIn Group management. BtoB Marketing.

Linkedin 141

Linkedin B2B Marketing Marketing Analytics Tools Work Management 141

Heinz Marketing

MARCH 26, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. B-to-B Marketing Doesn’t Have to Be Boring. Sales Psychology: 3 Questions to Change How Buyers Think. How Busy Managers Practice People Development.

Analysis 93

Analysis B2B B to B Paid Search Agency 93

Biznology

FEBRUARY 28, 2014

Are the names of the management team provided on the website? Is the sales rep using a gmail or other email address unrelated to the company name? Do they have a company page on LinkedIn? Is there a client list on the website? Is there a testimonial on their website with a real name attached? Do they require 100% pre-payment?

B to B 80

B to B Data Hygiene Marketing Management B2B Sales 80

DemandBase

OCTOBER 2, 2018

The list includes tried and true advice on annual reviews and AI, but what stood out among the noise was tactical advice around field marketing: Redefine field marketing. direct, indirect, ABM, post-sale customer engagement). After all, in B2B, Field Marketing is often the mostly closely aligned with sales. SiriusDecisions.

Account Based Marketing 40

Account Based Marketing DemandBase Planning Paid Search Agency 40

The ROI Guy

JULY 18, 2016

The importance of sales content remains strong, with 79 % of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another. Three key sales content challenges The discussion turned to getting sales content “right,” which is easier said than done.

Research 40

Research B to B Webcast Content 40

Smashmouth Marketing

NOVEMBER 6, 2013

Having just kicked off, the SiriusDecisions Summit in London will be spanning two days with tons of marketing and sales goodness. Floriane_Ma_FR: Min 10/12 attempts to get a decision maker on the line in complex sales, builds case for teleprospecting to do the job instead of sales reps. via @jneeson #SDSummit [link].

B to B 100

B to B Buyer Personas Budget Programs Rules 100

ANNUITAS

SEPTEMBER 15, 2015

According to the SiriusDecisions B-to-B Marketing Automation Study from 2014, there are nearly 11 times more B2B organizations using marketing automation now than in 2011. When determining the best emails and content to send to whom and when, your Sales organization is your biggest ally. Things couldn’t be better.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Demand Generation Agencies 100

The ROI Guy

FEBRUARY 19, 2018

New research highlights that winning sales reps do things quite differently, especially when it comes to discovery, financial justification and collaboration. This, according to a new survey of over 700 B2B purchases by The Rain Group analyzing what distinguished the winning sales reps from the runner-ups.

B to B 53

B to B Aggregators Sample Click Rate 53

Leading Results Rambings

OCTOBER 22, 2013

They had a couple of good sales folks and two marketing managers. Unlike an ad agency, a website shop, or a marketing tactic fulfillment vendor (e.g., Lead Generation B-to-B Marketing Marketing' Once upon a time, there was a technology firm that thought they had it all together. email, pay per click, etc.),

Small Business Marketing 74

Small Business Marketing Consulting B to B Work Management 74

Lattice

NOVEMBER 24, 2015

The event was organized around providing marketing, sales and product professionals with guidance on optimizing and managing all technology. Skills, alignment, change management, processes, documentation, and so on all matter. Last week SiriusDecisions hosted its inaugural Technology Exchange in San Francisco.

Enterprise Management 100

Enterprise Management B to B Work Management B2B Thought Leadership 100

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

Biznology

MAY 28, 2014

No wonder your sales force is always complaining that your data is no good (although they probably use more colorful words). Here are 5 steps you can take to maintain data accuracy, a process known as “data hygiene.”. When it comes to sales people, this is an entirely debatable matter. Even company names fluctuate: 12.4%

Data Hygiene 80

Data Hygiene B to B Marketing Analytics Tools Ideal Customer Profiles 80