Chairs are Dead—and Other B2B Marketing Hogwash


Earlier today I was talking to my wife about the B2B marketplace. I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing).

Scoping Qualified Prospects for B2B Lead Generation: Shotgun or Laser?


For more insights into the B2B sales and cost per lead read our white paper: How Much Should a Sales Lead Cost A shotgun blast impacts a widely affected and less targeted area, while a laser beam is precise and accurate to its aim. Both have their place in sales and marketing.

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)


At PointClear, we establish cadence for every prospect in every B2B sales lead generation program we execute using our proprietary SQL-based data capture and workflow tool (called PinPoint) Defined by the program management team based on 20-years of results and our technology-enhanced processes assures that cadence is optimal for each client. Lead nurture programs done well triples your B2B sales lead generation marketing ROI.

Vendor 332

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results


B2B SalesFor one client, it takes 9.82 touches to engage with a prospect. The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). This approach yields a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads. We invest about 10,000 touches to generate 50 leads.

How B2B Marketing is Changing in 2018

1How B2B Marketing. from SMB Marketing Leaders Brought to you by 2Introduction This study examined priorities, challenges, and trends for B2B marketers. The top priorities for B2B marketers this year are generating more high-quality leads and. First, B2B marketers are.

Increase Revenue, Decrease Costs - Download the Free eBook!


B2B marketers are certainly aware that business marketing data degrades quickly. Most know that there is no such thing as a “good list”. Keeping data clean is critical to lead generation success. Yet, it is frequently done wrong.

Cost 156

Reaping the Value of Long-term Leads


It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. Your sales team likes nothing better than getting leads with a high probability of closing soon.

RFP 170

2014 B2B Marketing Trends That Work


As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. B2B Marketing

Trends 332

Top B2B Marketing Blogs: Key Ingredients


What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration.

B2B 315

What Determines Cost Per Lead


Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. How much should a lead cost? It takes a skilled team, a proven cadence, multiple touch points, message testing, market analysis — and plenty of perseverance —t o produce the leads that truly contribute to revenue generation. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead.

Cost 203

Paradigm of Strategic Value-Based Discounting for the B2B Industry

Discounting for the B2B Industry WWW.MARKETJOY.COM Contact: +1 484-302-0110. companies within B2B industries offer discounts, but are they discounting for the right reasons? within B2B sales have become so common. business-to-business (B2B) industry. in the B2B Industry?

Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation


These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. We believe the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. “In B2B Marketing

B2B Mobile Marketing: 15 Ideas You Can Use Today.


Are you interested in learning more about B2B mobile marketing? But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. B2B Marketing Mobile Marketing

Mobile 317

Get 3X B2B Marketing ROI by Nurturing Leads


Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. Lead nurture can triple the return on most marketing campaigns.

ROI 139

Dear CEO: The Era of Accountability Starts in 2017


The current reality (according to CSO Insights): Less than 60% of B2B sales reps are hitting quota. (Photo Courtesy of Kenny Madden). This cartoon was sent to me in response to a blog I wrote a couple of weeks ago.

CMO 275

Secrets to Successful B2B Webinars

This best practice guide covers a variety of elements surrounding successful webinar strategy and execution

Outsourced Tele-prospecting: 10% less cost, 90% more revenue


B2B TelemarketingRemember the old light beer tagline: “Tastes Great, Less Filling”? It was a best of both world’s brand promise, and part of a hugely successful campaign. There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. Generates More.” Outsourcing inside sales really does save you money while at the same time providing you the leads and revenue you need to be successful.

Cost 152

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?


B2B Sales Prospect DevelopmentShould you leave a voicemail? One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”.

Tips 208

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]


However, for B2B marketers who already use personas—if they have been created with depth, signed off on by sales, and are actively used to inform content marketing strategy and sales enablement, then the shift to ABM should be easier… Like anything else, ABM is not one-size-fits-all.

Why Buyers Buy


How are these concepts related to marketing and sales in B2B environment? B2B SalesAbraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. In 1943 Maslow stated that people are motivated to achieve certain needs and that some needs take precedence over others.

Buy 200

The Sales Enablement Handbook

the B2B world, the sales cycle can be a long drawn out process - making b2b sales. The Sales Enablement. Handbook WWW.MARKETJOY.COM Contact: +1 484-302-0110.

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople


In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. B2B Marketing B2B Sales I’m sure each of you has your favorite John Wayne movie quote.

CRM 309

What is Value Selling and How to Generate Leads in Companies that Buy Value


This reach-out-and-refresh exercise confirms the value of value selling to me, as a salesperson selling PointClear’s lead generation, lead qualification and lead nurturing services to B2B companies, and as a firm serving other companies with high-value value propositions. Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only.

Buy 166

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]


I am hopeful the recent buyer interaction findings from SiriusDecisions’ 2015 B2B Buyer Study give marketing and sales leadership a legitimate reason to step back and assess their entire lead-to-revenue process.

Leads are Hard 


One point I made in that blog is that it is ludicrous to generalize about how much B2B leads should cost. High quality B2B teleprospecting and telequalifying are key to turning the garbage into gold. A Story From Yesteryear About Reader Service (aka Bingo) Cards. According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue.

Lead 178

Not Too Late: Last-Minute Steps towards GDPR Compliance for B2B Marketers

Speaker: Howard J. Sewell, President, Spear Marketing Group, and Anne Angele, Senior Marketing Automation Specialist, Spear Marketing Group

Surveys show that most US-based B2B marketers are still woefully unprepared, even though the regulation affects not only any company actively doing business in Europe, but anyone even communicating with European contacts in his/her marketing database.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]


I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]


In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. So why is ABM the new must-have for B2B marketers?

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]


I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)


According to MarketingSherpa research, 64% of B2C and 48% of B2B marketers send out some automated version of this. This year I've been talking a lot about Nurturing.

GDPR & Demand Generation: What Your Team Needs To Know

Speaker: David Crane, Head of Content & Thought Leadership, Integrate

Much of what we’ve seen in B2B marketing publications, martech vendor blogs and from word-of-mouth borders on fear-mongering.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter.

Most Market Share Battles Are Lost, Not Won


Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. B2B Growth Strategy

Cost 291

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)


If it took six months to make a typical B2B sale, the nurturing process now had a timeframe for performance. B2B Marketing B2B Sales Lead NurturingIt’s 2015. The marketing word of the year is Nurture.

Three “Lies” That Plague B2B Businesses Today (Part Two of Three)


In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. B2B Marketing B2B SalesCold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers.

Developing a Conversational Approach

Speaker: Carlos Hidalgo, CEO & Founder of VisumCx

B2B buyers are more sophisticated than ever before, from the customers’ initial discovery, to the moment they commit to buy. B2B buyers are self-guiding their purchase journey, consuming more content along their purchase path and involving more stakeholders in the final decision.

Dear CEO: Find out how well your team is nurturing its B2B sales leads


Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. B2B Sales Lead NurturingWhen you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. Here is why: You have heard the expression that to a hammer everything looks like a nail.

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]


The Flawed B2B Approach. We then spoke to SiriusDecisions’ own Tony Jaros who had this to say: Lead scoring has often failed to live up to expectations because of the flawed way in which many B2B companies and technology have approached it. B2B buyers are committees.

The Quest for Good Leads: Are You Asking the Right Questions?


Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested.

"New Sales. Simplified." A Must-Read!


Sales Process B2B Sales Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount.

Sales 301

Best Practices for Selling to Government Agencies

explained how B2B purchasing decisions have. Best Practices for Selling to. Government Agencies WWW.MARKETJOY.COM Contact: +1 484-302-0110. The US government spends over $235 billion on. goods and services each year.