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  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 20, 2013
    [B2B, Buying Cycle] Best Practices for Marketing Automation from 11 Experts
    Best Practice #2: Deliver Targeted, Relevant Content When it Counts–Understand your Prospects’ Buying Cycle. Marketing automation makes it possible to deliver the right message to the right audience at the right time — but to take full advantage of the software , it’s important to understand your prospects’ buying cycle and deliver marketing that fits with their current stage. What is their typical sales cycle?
  • MODERN B2B MARKETING  |  MONDAY, APRIL 3, 2017
    [B2B, Buying Cycle] Is Your Account-Based Marketing Program Putting the Cart Before the Horse?
    In fact, Sirius Decisions found that 92% of B2B marketers worldwide consider ABM “extremely” or “very” important to their overall marketing efforts. ABM is an organization-wide initiative and requires buy-in from stakeholders outside of marketing. If you’ve been running ABM programs, you should already have a pretty firm grasp on the segments your business targets, the companies in those segments, and an understanding of the buying process in those companies.
  • NUSPARK  |  WEDNESDAY, JANUARY 16, 2013
    [B2B, Buying Cycle] How To Develop Keyword Lists for Adwords and Pay-Per-Click Campaigns
    Coming up with really good long-tail keywords for your SEO or pay-per-click campaigns can sometimes be daunting if you don’t understand how buyers use Google, what buying cycle they are in, and how your content or offers align with those search terms people use to look for what you do. When it comes to buying cycles, your campaigns need to address needs throughout the funnel. Actual query: List of B2B pay-per-click lead generation firms.
  • ACT-ON  |  MONDAY, DECEMBER 7, 2015
    [B2B, Buying Cycle] What the 2015 Holiday Shopping Season Can Teach Us about the New Buyer’s Journey
    Singles’ Day, which started in the 1990s with the fun intent to celebrate singlehood, has been embraced by Alibaba as a day to buy something nice for yourself. Even more complex sales, such as buying a car, put most – if not all – of the buying information in the hands of the salesman and company to be doled out to the buyer as bread crumbs to a sale. And Yes, B2B has changed too. It’s true for B2B sales, too.
  • THE ROI GUY  |  TUESDAY, JANUARY 25, 2011
    [B2B, Buying Cycle] Tom Pisello: The ROI Guy: Diametrically Opposed Forces: Selling.
    Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Buyer Facilitation versus Selling The majority of B2B sales teams have faced an elongated sales cycle over the past few years. Value Selling Tools and the Buying Lifecycle Is there an ROI from Social Media?
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 15, 2017
    [B2B, Buying Cycle] How Inside Sales Enablement Can Help Increase Revenues
    All of these tools empower reps to spend more of their time engaging with prospects and moving them through the buying cycle, more professionally and more quickly. Content that Answers Buying Questions. In many cases, it’s more efficient and effective to have content at their fingertips that answers the questions buyers ask as they move through the buying cycle. Sales Marketing Alignment b2b ConsumerAre you tired of the ups and downs of sales?
  • MARKETING INSIDER GROUP  |  THURSDAY, FEBRUARY 23, 2012
    [B2B, Buying Cycle] Lead Generation or Demand Generation? It’s All Just Content Marketing!
    They throw registration forms in front of their content without thinking about earning the right to build an engaged audience that will return to you when they are ready to buy. Too often we think about how to capture people in our nets instead of helping them along their buying journey. I think the rise of content marketing as a hot topic in B2B Marketing is partly due to this struggle.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 20, 2014
    [B2B, Buying Cycle] 7 Questions to Ask Before Creating a Video Campaign
    An effective video campaign requires you to segment your audience and target your video content accordingly, by factors like age, industry type, stage in the buying cycle, etc. Digital Marketing b2b Consumer Author: Colin Osing If you’re a digital marketer who is somewhat new to video marketing, you can take some comfort in the words that follow. First of all, you’re not alone!
  • MODERN MARKETING  |  WEDNESDAY, JUNE 12, 2013
    [B2B, Buying Cycle] 6 Ways To Maximize Your Webinars With Automation Technology
    A majority (61%) of marketers surveyed cite webinars as an effective content marketing tactic, according to the CMI and MarketingProfs report B2B Content Marketing: 2013 Benchmarks, Budgets, and Trends–North America. B2B organizations are feeling the wrath of a buyer-driven marketplace, and are increasingly challenged to “get permission” to interact with their target audiences. Segmenting can help reduce list decay and shorten the buy cycle.
  • MARKETING INSIDER GROUP  |  THURSDAY, DECEMBER 5, 2013
    [B2B, Buying Cycle] The 2014 Content Marketing Imperative
    It may even hurt us in the buying process. 60-70% of B2B marketing content goes unused ( Sirius Decisions ). Content marketing meets the needs of your buyers across ALL phases of the buying cycle: There is the largest number of potential buyers in the early stages. There are more potential buyers in the middle of the buying process than in the latest stages. It’s really a question of whether resources are aligned to the buying process.
  • TONY ZAMBITO  |  WEDNESDAY, MAY 18, 2011
    [B2B, Buying Cycle] Social Buyerology: Understanding Buyers in the Social Age
    We are also witnessing the phenomenon of buyers in B2B marketplaces becoming more social in their interactions.    The degree of interactions amongst buyers, both at a group and individual level, is most likely at the highest levels in the history of B2B selling and buying.    This phenomenon is causing turmoil in the rank and file infrastructure of B2B Marketing and B2B Sales.  Image by aafromaa via Flickr.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, FEBRUARY 17, 2011
    [B2B, Buying Cycle] Industrial Marketing Playbook – Actionable Digital Marketing Ideas for Manufacturers and Engineering Companies
    Content includes: Understanding the industrial buy cycle. Download Industrial Marketing Playbook now >> B2B Lead Generation Content Marketing Inbound Marketing Industrial Marketing Strategies Industrial Marketing Lead generation Manufacturing marketing Web designMy company, Tiecas has just released a new free guide called “Industrial Marketing Playbook.”.
  • RADIUS  |  WEDNESDAY, AUGUST 10, 2016
    [B2B, Buying Cycle] 5 Direct Mail Mistakes Marketers Should Avoid
    In the modern B2B world where the spotlight is on drip campaigns, social media, and other digital channels, direct mail marketing can seem out of place and maybe even irrelevant. Many B2B companies are finding that direct mail consistently outperforms other media when it comes to demand generation. In this previous post , I talked about this growing trend of direct mail adoption and how B2B marketers can follow best practices as they venture into direct mail marketing campaigns.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, OCTOBER 25, 2011
    [B2B, Buying Cycle] Use Content Marketing to Manage Industrial Sales Funnels
    B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads. That’s why more B2B and industrial marketers are turning to content marketing to lift their lead generation ROI. Several studies have shown that these lead generation challenges hold true across the board in B2B marketing.
  • ANNUITAS  |  TUESDAY, DECEMBER 21, 2010
    [B2B, Buying Cycle] Five New Year’s Resolutions for the B2B Marketer
    Another year has come and gone and if anyone thought that 2009 was the year of the B2B marketer, then 2010 may have trumped it. I have said before that there is no better time to be in B2B Marketing and with all the momentum that was built up this year, I am anxiously waiting for what’s to come in 2011. With that in mind, let me offer up the Top 5 New Year’s Resolutions for the B2B Marketer in 2011. Secondly, it is vital to create a map for each profile’s buying cycle.
  • ACT-ON  |  FRIDAY, MARCH 24, 2017
    [B2B, Buying Cycle] 7 Best Practices for Optimizing Sales Enablement
    B2B companies are making huge investments in sales enablement tools, but too many begin with little understanding of the people, processes, and enterprise-wide insights they must bring together in order to make sales enablement a success. Align content and tools to the buying cycle. The longer buying cycle and the highly informed buyer are facts of life which aren’t going anywhere.
  • MODERN MARKETING  |  WEDNESDAY, DECEMBER 12, 2012
    [B2B, Buying Cycle] What Marketers Need to Deliver the Right Product, Right Place & Right Time
    Additionally, it’s important to identify how the length of the sales cycle differ from product to product. The more you understand why your customers buy, the better equipped you are to sell. And with lead nurturing the process can be automated, ensuring certain actions taken by leads trigger right-time content based on what stage of the buying cycle they’ve reached.
  • MARKETING INSIDER GROUP  |  THURSDAY, JANUARY 9, 2014
    [B2B, Buying Cycle] Is Context The Future Of Customer Experience?
    B2C is the sweet spot here right now, but I can see this happening in B2B as well, as tech vendors start pitching business scenarios / experiences rather than products / solutions. How important is customer experience for B2B companies? We’ve all heard the stats about 70 percent of the buying cycle being complete before customers engage with sales. On the B2B side, I think commerce is huge, especially omnichannel which will fully take advantage of mobile.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 31, 2013
    [B2B, Buying Cycle] Why Salespeople Don’t Follow Up on Good Leads
    Each is an inbound lead from someone actively looking to buy – prospects who called the toll-free number or clicked on a web page asking for information. 45% of leads end up buying. Here’s a statistic that would surprise reps like these – and might surprise some marketers as well: about 45% of business-to-business leads, that is people who’ve inquired about a product or service, will end up buying. Out of those first 100 leads, assume that 45 will eventually buy.
  • MARKETING INSIDER GROUP  |  TUESDAY, MARCH 27, 2012
    [B2B, Buying Cycle] Inbound Marketing: Do You Have A Content Destination?
    B2B Marketers have always been doing content marketing. And the reason is simple: the decision making process in B2B is a bit more complicated than buying a pack of gum. Today’s marketing should identify a content strategy that meets all the information needs of our buyers, in all the places they are looking, at all stages of the buying cycle. There are colleagues to convince, bosses to educate, accountants to please and more.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [B2B, Buying Cycle] Demystify & Define Your Marketing Strategy
    When defining your nurture strategy, ask yourself: Is it more valuable to nurture people that are currently unresponsive, or should you nurture people in your database that are far along in your buying cycle? Engagement Marketing b2b Consumer
  • NAVIGATE THE CHANNEL  |  TUESDAY, AUGUST 15, 2017
    [B2B, Buying Cycle] How Digital Marketing Ramps Up Results for Manufacturers
    In order to stay relevant and profitable in today’s ultra-competitive marketplace, B2B manufacturers need to step up their digital marketing game. Most buyers depend on a vendor’s digital resources (like whitepapers, blog posts, and videos) when they’re at the beginning of their decision-making process—and they hold off making contact with suppliers until much later in the buying cycle. Uncategorized B2B Marketing Digital Marketing SharpSpring Trade Show
  • B2B MARKETING DIRECTIONS  |  SUNDAY, NOVEMBER 8, 2015
    [B2B, Buying Cycle] Why Sales Reps Should Be Involved in Lead Nurturing
    Howard Sewell is one of the B2B marketing thought leaders that I pay close attention to, and I always find his views insightful. For example, it its 2015 B-to-B Buying Study , SiriusDecisions found that sales reps from winning vendors were involved at every stage of the buying process, and that sales rep interactions with potential buyers are particularly significant during the early stages of the buying cycle.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 17, 2016
    [B2B, Buying Cycle] 10 Digital Marketing Trends That Should Influence Your 2016 Content Strategy
    Numbers behind this trend : Nearly three out of every four (71 percent) technical professionals visit at least six websites a week for work-related purposes, with 85 percent pinging search engines for information during the research analysis portion of the buying cycle. Additionally, B2B publishers plan on driving 21 percent of all revenue via digital resources by 2020 as income from print assets declines. B2B Online Marketing Blog Content Marketing
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 10, 2015
    [B2B, Buying Cycle] Why Marketers Are the New Wingmen
    Author: Michael Powers Chances are if you’re in events marketing at a B2B company, your schedule is full of trade shows. Today, it’s marketing’s job to work closely together with sales to engage with customers throughout most of the buying cycle. Event Marketing b2b
  • MARKETING ACTION  |  WEDNESDAY, APRIL 10, 2013
    [B2B, Buying Cycle] Secrets To Successful Content Marketing Campaigns – Webinar April 11
    Two numbers to set the stage: 56% of advanced B2B marketers said content-based offers were their most successful campaigns. Map your content to identified buying stages. Tie related offers together in a logical progression to educate and accelerate prospects through the buying cycle. Content Marketing B2B Marketing Content content marketing
  • BIZNOLOGY  |  THURSDAY, AUGUST 11, 2016
    [B2B, Buying Cycle] CMOs fail to go beyond brand awareness on LinkedIn
    Recent studies show 87% of B2B sales and marketing leaders are using LinkedIn and other social media platforms, but less than 1 in 5 can clearly prove and demonstrate social media ROI. What about those B2B buyers who are looking for vendors that can turn their vision into a clear path to value? Prospects are using LinkedIn throughout the complete buying process to make their buying decision, which means you should be thinking beyond the top of the funnel.
  • MODERN MARKETING  |  MONDAY, AUGUST 1, 2011
    [B2B, Buying Cycle] 3 Lead Management Questions Sales will Ask Marketing
    That means the leads meet the qualifications the sales and marketing team agreed on, and demonstrated a level of activity and engagement that signals buying intent. Before marketing automation, unconverted leads would disappear into a blackhole: Either they died or were forced to pursue us on another channel if they were genuinely interested in buying. I’m in a sales cycle with a prospect that just received an email from corporate marketing.
  • INDUSTRIAL MARKETING TODAY  |  SATURDAY, JUNE 12, 2010
    [B2B, Buying Cycle] B2B Websites: To Publish Prices, Or Not To Publish…That Is The.
    Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Websites: To Publish Prices, Or Not To Publish…That Is The Question by Achinta Mitra on June 12, 2010 in Industrial Marketing Strategies , Sales Strategies , Website Design & Development Do you show prices on your B2B website? I found a series of blog posts on pricing on your website at Dave Jung’s B2B Blog , some of those articles date back to 2006.
  • ANNUITAS  |  TUESDAY, APRIL 8, 2014
    [B2B, Buying Cycle] Marketers May Just Be Their Own Roadblock to Reinvention
    The fundamental issue with this is that B2B buyers haves already reinvented themselves and the longer marketers take to figure things out, the more disconnected they become from the buyer. A focus on the buyer does not mean simply generating more content, buying marketing automation, pushing out more email campaigns or developing a seven-step drip campaign. As I have stated before, no buyer ever said “I am in the sales-accepted stage of my buying process.”
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 27, 2014
    [B2B, Buying Cycle] 6 Lead Scoring Lessons for Better Lead Conversion
    This is because lead scoring is a mechanism that when done correctly helps both sales and marketing meet the prospective buyer at the right time in the buy cycle. They are: 1. Leadership buy-in to a lead scoring approach is critical. Sales teams and marketing teams need to work together to ensure that the leads that are coming in the door are quality leads, and together define the behaviors that can identify what part of the buy cycle a prospect is in.
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [B2B, Buying Cycle] Content Marketing and Sales Enablement Must Get Married
      Devising content strategy and content marketing tactics is becoming predominantly about publishing content that meet buyer demand for knowledge in the early stages of the buying cycle.    A recent meeting with a B2B organization illustrated this dynamic for me.  Turn B2B Buying Into a Social Experience (buyerpersonainsights.com). Image via Wikipedia.
  • WRITESPARK  |  TUESDAY, FEBRUARY 1, 2011
    [B2B, Buying Cycle] Content Marketing Insights for Technology Companies
    As a possible reason for this rating, the report concludes that the content produced by tech companies is not matched to the different information needs of buyers at different stages of their decision cycle. For those ideas, look to the following surveys of buyers for a broad range of IT products: Eccolo Media 2010 B2B Technology Collateral Survey Report : Includes clear and helpful data on the use of different types of print and multimedia collateral during the buying process.
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 16, 2015
    [B2B, Buying Cycle] Join the Big League: 7 Reasons to Go Digital with Your Advertising
    The digital marketplace has put a lot of buying power back into the hands of buyers and consumers, forcing many marketers to get more creative, more genuine, and more helpful. SEO and PPC can put your brand name and your content marketing in front of customers at every stage of the buying cycle. Companies that have an unexpectedly low quarter can cut back without incurring cancelation fees, and those with an unexpected windfall can bump up their buying power with ease.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 14, 2016
    [B2B, Buying Cycle] Content with a Purpose: 5 Tips to Map Your Content to the Buyer’s Journey 
    However, when our sales team began using the asset to drive engagement later in the sales cycle, we realized we were missing an opportunity. The report lists our company as a representative vendor and so we used it to set buying criteria during the evaluation stage as well. We started to encourage customer-facing teams to re-use this asset to support multiple stages of the buying cycle. Content Marketing b2bAuthor: Scott Hogrefe You’ve heard the stats.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 1, 2012
    [B2B, Buying Cycle] You’ve Got Traffic. Now What?
    A better content marketing strategy is to focus on answering the needs of your visitors and helping them frame the decision at the very early stages of their buying cycle. B2B Lead Generation Content Marketing Inbound Marketing Industrial Websites Search Engine Optimization (SEO) Website Design & Development conversion Industrial Marketing Lead conversion SEO Website traffic
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 7, 2013
    [B2B, Buying Cycle] How to Create Marketing People Love with Marketing Automation
    Marketing automation is aware of the buying cycle. Nurture relationships with prospects that are not yet ready to buy, interact with buyers who are engaged with sales, and deepen relationship with existing customers. Communications that are actually relevant based on where someone is in their personal buying journey – what’s not to love about that? Marketing Automation Modern B2B Marketing
  • MARKETING INSIDER GROUP  |  THURSDAY, JUNE 9, 2011
    [B2B, Buying Cycle] Will Content Strategy Save Marketing?
    The media habits of today’s B2B buyer have changed dramatically in just the past few years, and yet B2B Marketing departments are struggling to keep up. Pull back the covers of most B2B Marketing plans and you’ll find a significant amount of outbound activity working harder and harder to achieve decreasing results. This is done for each buyer type or “ buyer persona &# that is involved in the B2B decision-making process.
  • DISCOVERORG  |  WEDNESDAY, JUNE 15, 2016
    [B2B, Buying Cycle] Marketing Survey Results Reveal 3 Main Impact Areas for Success
    This is unsurprising; today, the average potential buyer is more than 50% complete with the buying journey by the time they make first contact with a salesperson. Buying cycles for some products & services are long and take months from discovery to purchase. Data Driven Marketing Guest Blog B2B B2B Insights Content Creation database hygiene Good Data marketing intelligence Outbound Marketing Survey
  • LEADERSHIP  |  THURSDAY, SEPTEMBER 19, 2013
    [B2B, Buying Cycle] “…Squeeze Water Even from A Dry Towel”: Continuous Improvement
    Part 2 – The Definitive B2B Lead Generation Checklist. How do we do that in our lead generation and B2B marketing efforts? In continuation of the definitive B2B lead generation checklist, here are additional best practices that facilitate process improvement in your marketing organization: The Definitive B2B Lead Generation Checklist…Making the Best Better! OFFER THE RIGHT TOOLS TO MAKE BUYING DECISIONS EASIER.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 20, 2010
    [B2B, Buying Cycle] Can Industrial and B2B Marketers Learn Creative Problem Solving.
    Home Marketing Matters About Contact B2B Marketing Store Company Website Can Industrial and B2B Marketers Learn Creative Problem Solving from Fifth Graders? by Achinta Mitra on July 20, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing , Sales Strategies To be successful in industrial and B2B marketing, one has to engage with prospects and customers in a meaningful manner.
  • ANNUITAS  |  TUESDAY, AUGUST 4, 2015
    [B2B, Buying Cycle] Is Your Content Marketing Missing the Mark?
    We have white papers for every buying stage, but we just can’t get enough people to download them.”. From your insights into your buyers you should know for each stage of the buying cycle: Which personas are involved at each stage. Recently Demand Gen Report 2015 B2B Buyer’s Survey reported that: 48% said of buyers’ purchase process included one to three people. At different stages of the buying cycle, buyers look to different sources for information.
  • BIZNOLOGY  |  MONDAY, AUGUST 10, 2015
    [B2B, Buying Cycle] Include video content in your buyers’ journey
    If the people buying your products/services are NOT busy, then they will have the time to read your paperwork and figure things out, but if they ARE busy, then they would prefer that you have video on your website and as sales collateral (like video FAQs, business video case studies, and corporate profile videos) so that they can quickly understand your products, the culture of your company, and the people who makes your company great.
  • 6SENSE  |  WEDNESDAY, MAY 10, 2017
    [B2B, Buying Cycle] How PGi Achieves Marketing-Sales Alignment, Consistently Grows Pipeline and Takes the Guesswork out of ABM with 6sense
    With all the new technologies that enable B2B marketers to use the sharp minds they were born with, it really is a whole lot more fun than it used to be. Having data that clearly spells out which accounts have the greatest potential to buy makes everyone feel good about the energy and resources invested to engage those accounts. And when you start seeing results like we have, you wonder why every B2B company isn’t adapting this approach.
  • VIEWPOINT  |  WEDNESDAY, APRIL 19, 2017
    [B2B, Buying Cycle] Insights on Outbound Conference in Atlanta
    Buy them both. Anthony Iannarino explained The New Buying Cycle: Identify a better future state, build consensus around needs that will move the prospect to a better future state, eliminate price as an element of the evaluation, getting agreement to take the steps necessary to get to the best possible future state. B2B Sales Outbound Marketing Cold CallingOn April 13, 2017, I attended the #OutBound conference in Atlanta, GA.
  • KOMARKETING ASSOCIATES  |  TUESDAY, MAY 3, 2016
    [B2B, Buying Cycle] Watch Out For These 5 Misconceptions In Online Marketing Performance Analysis
    The ability to measure the effectiveness of marketing tactics will further challenge B2B marketers and differentiate successful organizations. Right now, many B2B marketers are loosely or manually connecting metrics from multiple reporting platforms, to obtain a somewhat complete view of buyer behavior in digital channels. But, unfortunately, and as the MarTech Conference made many realize, the B2B marketer’s job is not done when those leads are passed to along to sales.
  • MARKETING ACTION  |  THURSDAY, MAY 9, 2013
    [B2B, Buying Cycle] Email Marketing: Best Practices in a Multichannel, Multi-Device World
    The number-one challenge/opportunity for the B2B marketer using email marketing is delivering highly relevant content; it ranks a surprising (to me, anyway) 45 percent higher than the second-place “Measuring the ROI of email programs”. Establish rapport and trust prior to the beginning of the buying cycle. In the last twenty years, email’s become a well established, stalwart marketing channel with dependable ROI.
  • ACT-ON  |  FRIDAY, JANUARY 27, 2017
    [B2B, Buying Cycle] The 7 Characteristics of Great Marketing Content
    Fits a specific place in the buying cycle. Let’s take a closer look at these seven best practices for developing content that resonates with your target audience, no matter where they are in the buying cycle. Not only does it miss the key markers of your sales cycle, it also tends to be too general and diluted to have any meaningful impact. Know where content fits in the buying cycle. Common buying cycle steps include: attract.
  • LEADERSHIP  |  TUESDAY, SEPTEMBER 17, 2013
    [B2B, Buying Cycle] A Winning Business Philosophy: “Everything We Do Is Impossible”
    The Definitive B2B Lead Generation Checklist: Part 1. Here is a quick rundown of what I have seen to work as the definitive B2B lead generation checklist. I’m happy to share it with you across two posts: THE DEFINITIVE B2B LEAD GENERATION CHECKLIST…DOING WHAT IS IMPOSSIBLE. The whole experience even during the buying process has been very pleasing. The buying process, the signing of the documents and the delivery confirmation, etc.
  • B2B MARKETING TRACTION  |  MONDAY, OCTOBER 17, 2011
    [B2B, Buying Cycle] What Do I Spend on My Marketing Budget? Part 1
    If you understand your buyer’s buy cycle, you can calculate exactly what you need to spend in order to generate the revenues you need. Don’t know your buyer cycle or have historical data like conversion rates? Marketing Planning analysis b2b consultant marketing results ROI salesBlog entry excerpted from the Marketing chapter written by Jennifer Beever in The Book on Business from A to Z.
  • MARKETING ACTION  |  TUESDAY, MARCH 5, 2013
    [B2B, Buying Cycle] A Lead Scoring Checklist for Sales and Marketing
    Know your customer’s buying cycle and buying signals. Certain types of customers buy certain things in cycles. Score each step, activity or buying signal based on its relative value. They have experience taking a prospect through the buying stages, so they can help you identify and score key indicators. If your high-scoring prospects aren’t buying, work with your sales team to figure out the adjustments to make.
  • WEBBIQUITY  |  TUESDAY, APRIL 12, 2016
    [B2B, Buying Cycle] Content Marketing Strategy? Think Like A Reporter
    Although 93% of B2B companies are doing content marketing, less than half view themselves as successful with it. Another consideration is “when” in the buying cycle is a specific piece of content important to a specific buyer? Just as no single social media marketing strategy works for every type of B2B company, no single model is best in all cases for developing a strategy.
  • MODERN MARKETING  |  FRIDAY, NOVEMBER 18, 2016
    [B2B, Buying Cycle] Oracle Attains Highest Score for Current Offering in The Forrester Wave™: Lead-To-Revenue.
    As a result, more B2B professionals are shifting their focus from implementing basic marketing automation features to offerings that provide sophisticated and advanced functionalities to help them reach their lead-to-revenue goals. The report shows how each provider measures up to better assist B2B marketing professionals in making the right choice for their organization.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 11, 2017
    [B2B, Buying Cycle] How to Leverage Social Intent Data for Email Marketing
    To nurture your prospects effectively, you need a detailed understanding of your buyers, their interests and priorities, and where they are in the buying journey. When you build an email nurture track based on limited data, you assume that certain groups of prospects share the same interests and buying timeline. Today, many of your buyers do their own research long before they enter an active sales cycle. Email Marketing b2b
  • DELICIOUS B2BMARKETING  |  WEDNESDAY, DECEMBER 9, 2009
    [B2B, Buying Cycle] B2B Search Marketing: 5 Must-Read Tips - Online Marketing Blog
    Home About Resources Archives Subscribe Consulting Contact 5 Must-Read Tips for B2B Search Marketing Comments | Posted by Michelle Bowles on Dec 4th, 2009 in B2B , SEO , SEO Tips [Note from Lee: A few weeks ago, Michelle wrote a great post on Retail SEO tips and this week, Ive asked her to tackle B2B SEO and general search marketing tips, since one-size SEO does not fit all programs. For B2B companies, getting found is just the beginning.
  • KEO MARKETING  |  TUESDAY, MAY 30, 2017
    [B2B, Buying Cycle] Account Based Marketing Tactics: Getting Started
    Account based marketing , which involves targeting specific companies, and creating specific content and marketing messages for targeted individuals within those prospect accounts, is a fast growing strategy among successful B2B marketers. Ninety-two percent of B2B marketers say they consider account based marketing “very” or “extremely” important to their marketing efforts and companies with ABM strategies experience 208% more revenue for their efforts.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 30, 2012
    [B2B, Buying Cycle] Time for a Pitstop: Fine-tuning Your Automated Lead Scoring
    by Kelly Waffle Being a successful B2B marketing professional today can be compared to being a successful race car pit crew chief. No progression in buying cycle. Time for a Pitstop: Fine-tuning Your Automated Lead Scoring was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Lead Scoring b2b marketing
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [B2B, Buying Cycle] Marketing Automation Tips for Manufacturers
    Below are a few tips to follow when introducing a B2B marketing automation solution for a manufacturing company. Ensure you are you offering content for all personas and stages of the buying cycle. Determine how will you engage with these leads and nurture them through the sales cycle. B2B / Technology Manufacturing marketing automation marketing for manufacturers
  • NUSPARK  |  SUNDAY, SEPTEMBER 9, 2012
    [B2B, Buying Cycle] Online Display Advertising, Targeting, and Capturing Leads
    According to a B2B survey from Bizo last year, marketers see display as a priority for initiatives. . If a prospect downloads a white paper, you can serve the prospect a banner ad that offers a new piece of content that promotes a topic that complements the white paper or is more promotional as you guide the prospect through his/her buying cycle. A Look at Online Display Advertising for Lead Generation.
  • RADIUS  |  THURSDAY, SEPTEMBER 8, 2016
    [B2B, Buying Cycle] Intent Data Is Just One Piece Of The Predictive Puzzle
    It is aggregated by networks of B2B publishers, either at the IP level or through user registration. It provides more color on what a prospect is doing throughout the buying cycle when they may not be engaging directly with your offerings, and sheds light on the breadcrumbs left when they aren’t engaging with your own marketing automation or CRM systems. Prioritizing accounts that are in-market to buy.
  • MODERN MARKETING  |  MONDAY, JULY 20, 2015
    [B2B, Buying Cycle] How to Match Great Content to Your Sales Funnel
    In the B2B marketing world, the buying cycle is long. There's a long cycle that has a lot of money and resources at stake, so you need to nurture your prospects all the way through the process. If the entire funnel is a road and the marketer is driving a car down Funnel Street, the marketer moves to the backseat and the salesperson takes the wheel at this point in the cycle. and the same holds true for the sales cycle.
  • BIZIBLE  |  MONDAY, AUGUST 14, 2017
    [B2B, Buying Cycle] 2017 AdWords Industry Benchmark Report: An Agency’s Perspective
    In July, we released our third annual AdWords Industry Benchmark Report and had Lucia Rodas-Estrada, SEM Team Manager at DWA , a media agency with a predominant focus in B2B technology, join us for a webinar to discuss them. Most of our clients are B2B tech companies, and we use AdWords as a lower funnel strategy to find audiences who are already in market for our clients’ products or services. On AdWords CPL: Lucia: For our B2B clients, we usually see CPLs between $100-$300.
  • MODERN MARKETING  |  SUNDAY, JULY 28, 2013
    [B2B, Buying Cycle] How to Start Your Company’s Discussion About Marketing Automation
    Guide prospects through the buying process by delivering the right messages at the right time through the right channel. Measure and manage effectiveness across stages of the buying cycle. If you’re not using marketing automation, you’re still likely well plugged into the benefits that your B2B marketing peers are realizing by using technology to get more done with fewer resources.
  • 6SENSE  |  TUESDAY, APRIL 5, 2016
    [B2B, Buying Cycle] 3 Reasons Marketers Can’t Afford to Ignore Data
    If you find this blog post relevant, download our guide: Buying Signals in the Era of Predictive intelligence. To accomplish this goal, B2B marketing and sales professionals must adapt to the new way B2B buyers make purchasing decisions. B2B companies have responded to the modern buying journey by investing in inbound marketing strategies mixed with various forms of data enrichment. B2B Data Networks.
  • MARKETING ACTION  |  TUESDAY, AUGUST 25, 2015
    [B2B, Buying Cycle] 5 Keys to Revenue-Boosting Demand Generation
    These early stages of the buying cycle fall squarely into the marketing department’s territories of content marketing, SEO, and social media. Connecting with consumers earlier in the buying cycle through marketing efforts, and then passing along these sales-quality leads to the sales team, is an effective way to make sure a consumer has not decided to buy from a competitor before they’re even contacted by sales.
  • SALES ENGINE  |  WEDNESDAY, APRIL 20, 2016
    [B2B, Buying Cycle] Are you using the wrong lead-gen model?
    It’s time to face some hard truths about B2B sales. The B2B sales process has changed. Because people buy on their own timeframes (and not ours), it's important for companies and sales people to stay in front of their prospects in an obstructive or unthreatening way. The skills needed for this formed the basis of most consultative sales training, and to a large degree, they still do, but only in the late stages of the buying cycle.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MARCH 1, 2011
    [B2B, Buying Cycle] Lead Nurturing Is Not A Marketing Option, It’s A Sales Necessity
    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. ”. What they really want to know is, “are you ready to buy now?”. Results: Endless cycle of voice messages, unreturned calls and/or a rude NO! Lead nurturing when done right can actually shorten the buying cycle.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JUNE 17, 2015
    [B2B, Buying Cycle] Interview with Dave Chaffey of Smart Insights
    For those of you who aren’t familiar with Dave or Smart Insights – Dave Chaffey is CEO of Smart Insights, a publisher of planning templates and articles focusing on Digital Strategy with channels on B2B Marketing and Marketing automation. 1) What do you think the biggest change to Digital Marketing for B2B firms will be in the next year? I think content personalization is the biggest opportunity into 2016 for B2B Marketers.
  • MODERN MARKETING  |  MONDAY, SEPTEMBER 16, 2013
    [B2B, Buying Cycle] The 4 As of Sales Enablement Content Success
    Sales enablement is certainly a hot topic right now for B2B organizations. As sales coach Bob Apollo explained recently , sales and marketing teams have a lot to learn from each other, noting that, “If marketing really engages with salespeople on a regular basis, they can develop a much better idea of what an ‘ideal prospect’ looks like and how prospects make buying decisions – and what marketing can do to help.”.
  • LEADERSHIP  |  FRIDAY, JUNE 24, 2016
    [B2B, Buying Cycle] Anatomy of a Successful B2B Sales Email
    And don’t forget to make sure that your emails are tailored to the prospect’s stage of the buying cycle. The post Anatomy of a Successful B2B Sales Email appeared first on LEADership by Louis Foong, CEO The ALEA Group. Email Marketing Infographics B2B lead generation email marketing homeI have a confession to make – I don’t read every business email that I receive. I’m betting that you don’t either. After all, who has the time?
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 15, 2015
    [B2B, Buying Cycle] “Linking” Digital Advertising Seamlessly Across All Channels: Marketo and LinkedIn
    If you told your friend about a pair of red shoes you just bought, would it make sense for her to suggest you buy the same red shoes again? Our partnership creates three significant opportunities for marketers: It allows marketers to seamlessly serve personalized digital ads across desktop and mobile to known customers and prospects based on their stage in the buying cycle. Digital Marketing b2b Consumer
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 18, 2016
    [B2B, Buying Cycle] 5 AdWords Hacks to Ramp Up Your Display Ads
    You’re going to find that it works tremendously well for high-ticket industries that have longer sales cycles, but also great for small-ticket items too. In-Market Audiences: People whose browsing behavior shows that they’re ready to buy. And there are literally millions of apps out there that are part of the Google AdWords universe where you can buy ad placements directly in a specific app. Digital Marketing b2b Consumer
  • MODERN B2B MARKETING  |  MONDAY, JUNE 13, 2011
    [B2B, Buying Cycle] Generate More B2B Sales With Lead Nurturing and the Human Touch
    Of that group, some should raise their hands every month (or whatever time period is most appropriate to your buying cycle) and say, “now I’m ready to engage with sales.”. The conversion rates of each respective group will help you persuade those who claim nurturing doesn’t significantly alter the buying process. They have also achieved improved conversions, faster lead response times, superior data collection, better revenue cycle analytics and in-house talent development.
  • ANNUITAS  |  TUESDAY, DECEMBER 22, 2015
    [B2B, Buying Cycle] Everything You Want to Know About Account-Based Marketing
    If you have the least bit of interest in adopting or learning more about this growing B2B marketing trend, you should definitely go and get this 124 page eBook, available (free) for a limited time by clicking here. I took the liberty of pulling a few interesting quotes, hoping to comment and expand on what has rapidly become the hottest topic in B2B. Because, in B2B, you’re never just selling to an individual. Buying cycles often take months.
  • MARKETING INSIDER GROUP  |  MONDAY, AUGUST 24, 2015
    [B2B, Buying Cycle] What Does A Content Marketing Plan Look Like?
    Step # 1 : Get Buy-in For Your Plan. To make this happen, HubSpot recommends doing these 3 things when pitching your plan to get buy-in: Talk about the challenges your plan will solve. Once you have your buyer personas, conduct a content audit and look at where the content gaps are in the buying cycle for each audience. Does your buyer persona have all the information they need at each stage of the buying cycle? appeared first on B2B Marketing Insider.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 7, 2016
    [B2B, Buying Cycle] Dynamic Duo: Close More Deals with Sales and Marketing Alignment
    According to MarketingSherpa, 61% of B2B marketers send all leads directly to sales; however, only 27% of those leads will be qualified (aka in that “right time” window). Align your content to stages of the buying cycle and score each asset accordingly. This indicates your prospect’s readiness to buy. Sales Marketing Alignment b2b
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 2, 2017
    [B2B, Buying Cycle] Healthcare Marketers: It’s Time to Transform
    It’s easy to buy software, but it’s difficult to transform. How do you maintain relationships throughout years-long healthcare buying cycles? Modern Marketing b2b ConsumerIn healthcare, extraordinary technology and innovative strategies exist side-by-side with last century’s tools, systems, and out-of-date status quo. This old world/new world dichotomy makes healthcare operations difficult and confusing. And it’s the same with healthcare marketing.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 13, 2013
    [B2B, Buying Cycle] Three Key Job Roles to Make Your Marketing Automation Rock
    They will work with your content manager and make sure their programs have the right content mapped to the buying cycle. Three Key Job Roles to Make Your Marketing Automation Rock was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Marketing Automationby Heidi Bullock Marketing automation is a great solution to help drive your business.
  • MARKETING ACTION  |  TUESDAY, APRIL 7, 2015
    [B2B, Buying Cycle] Nurturing Leads With Webinars: Awareness is Just the Beginning
    B2B technology buyers are using this information in the early stages of the buying process and aren’t engaging directly with salespeople until much later. Marketers’ primary goal is straightforward: to identify new prospects and progress them from one stage of the buying process to the next, ultimately moving them to the purchase stage. If designed with the buying cycle in mind, webinars can be an extremely effective method for moving prospects from awareness to purchase.
  • MODERN MARKETING  |  MONDAY, SEPTEMBER 30, 2013
    [B2B, Buying Cycle] 5 Steps to Feed the Content Beast
    by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Candyce Edelen , CEO of PropelGrowth , a B2B financial services marketing firm in Princeton, NJ. She works primarily with financial technology firms to refine their integrated marketing strategy and content marketing programs, helping them facilitate the customer buying process. For most marketers, creating enough content to support each stage of the buying cycle is an overwhelming task.
  • WEBBIQUITY  |  MONDAY, JULY 25, 2011
    [B2B, Buying Cycle] Web Presence Optimization, Reloaded
    Because more than 80% of consumer purchases and 90% of b2b buying cycles now begin with search. If your potential customers can’t find you, they can’t buy from you. Conversely, the more your name dominates for relevant searches, the more likely prospects are to buy from you, because you look like the expert, the “big dog&# in the industry (even if you’re really only a small dog).
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 26, 2015
    [B2B, Buying Cycle] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    Especially with B2B, selling happens at a corporate level and a business unit level in addition to an individual level. Unless you do that, you don’t have a way to segment your lead accurately and send them the right content for where they are in the buying cycle. Marketing must create a marketing funnel to develop sales-ready leads and nurture those that aren’t ready to buy. Where’s the Passion in B2B Marketing?
  • ANNUITAS  |  TUESDAY, MARCH 19, 2013
    [B2B, Buying Cycle] You Don’t Know the Buyer, JACK!
    If Si Robertson , one of the the “Duck Commanders” on A&E’s hit show “Duck Dynasty” , were to assess today’s B2B Marketer on how well they know their buyer, I can imagine he’s sum it up by saying, “Hey! Having this information is important because it’s the first step increasing communications effectiveness, and laying a foundation on how to develop content that moves them along the buying cycle. At some point, this persona is going to begin the buying process.
  • MARKETING ACTION  |  THURSDAY, MARCH 7, 2013
    [B2B, Buying Cycle] Unpack Your Sales Funnel
    On any given day, probably only about 3 percent of your potential market is actively buying. This is one of the places where technology helps; you can get some visibility (such as website visitor tracking ) into where a lead is in a cycle ( lead scoring is a great indicator), and have an idea about how to address them based on their interests. Some are weak; maybe they look good but are a long way off from being ready to buy.
  • HUBSPOT  |  TUESDAY, MAY 13, 2014
    [B2B, Buying Cycle] Content Mapping 101: The Template You Need to Personalize Your Marketing
    In addition to knowing who someone is, you need to know where they are in the buying cycle ( i.e. how close they are to making a purchase). This location in the buying cycle is known as a lifecycle stage. For the purposes of our Content Mapping Template , we’re divvying up the buying cycle into three lifecycle stages: Awareness , Consideration , & Decision. Marketers hear it all the time: The content you create needs to be personalized.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 26, 2017
    [B2B, Buying Cycle] 2017 Conference Preview: Discover, SMX, Pubcon & More!
    This session will show how to create and promote content that’s geared toward buyers (in various stages of the buying cycle), and will demonstrate a few tools, offer some real-life examples and leave you with solid content strategies that you can apply to your own job. B2B Online Marketing Blog Events & UpdatesIf you know anything about February and March in New England, you know the words “warm” and “sunny” are not common descriptors.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [B2B, Buying Cycle] 3 Steps to Applying Your Personas to Segmentation
    Most B2B companies have a set of personas usually developed by product marketing teams to understand and add context to the buyer. Personas who are later in the buying cycle should also be scored higher based on their actions- for example, requesting product demos. At Marketo, for behavioral scoring, we start by determining the buying stage as well as the investment needed for certain interactions (e.g. Targeting and Personalization b2b Consumer
  • 6SENSE  |  TUESDAY, AUGUST 16, 2016
    [B2B, Buying Cycle] 5 Essential Tools for Your Salesforce Account-Based Marketing Cloud
    For leading B2B organizations, ABM has become a dominant strategy to ensure high-value target accounts are marketed to in a way that is relevant and personalized. The introduction of predictive intelligence to the equation has allowed organizations to build lists not simply on gut instinct and static, look-alike firmographics, but on detection of active buying cycles that indicate a business need and propensity to purchase from a timing perspective.
  • DELICIOUS B2BMARKETING  |  MONDAY, MARCH 21, 2011
    [B2B, Buying Cycle] 57 Things You Can Do Right Now to Improve Your Website
    Derek Edmond , KoMarketing Associates — The managing partner, Derek and his team provide B2B companies with SEO, PPC and social media services. Stephanie Tilton , TenTon Marketing — Stephanie helps B2B companies advance prospects through the buying cycle with white papers, case studies, and e-books. B2B Web Content Content Marketing Tips SEO Tips Social Media Tips Web Design Tips
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, NOVEMBER 10, 2011
    [B2B, Buying Cycle] Content Marketing Delivers Lead Insight to Sales
    It is true that industrial buyers are more in charge of the buying process today than ever before. Even though the process of buying industrial products and services has not changed much over the years, how industrial buyers prefer to go through their buying cycle has changed dramatically. Industrial marketing is not just B2B but B2P (people) marketing. Content Marketing Inbound Marketing Sales Strategies B2B Lead Generation Industrial Marketing
  • MODERN B2B MARKETING  |  FRIDAY, JULY 21, 2017
    [B2B, Buying Cycle] How to Manage an Account-Based Sales Team
    If you’re keeping up with the latest B2B trends, you’ve probably heard or read the term “Account Based” recently. Many B2B organizations deal with a smaller lead pool and longer sales cycle, which means you’ve probably had to adjust your marketing campaigns accordingly. B2B sales requires a comprehensive, multi-channel approach to nurturing leads at different levels. Tip #4: Don’t Run Your Campaigns Shorter Than The Buying Cycle.
  • SALES ENGINE  |  TUESDAY, OCTOBER 27, 2015
    [B2B, Buying Cycle] I noticed you read my blog, do you want to buy from me?
    Following up on content consumption with “buy from me now” is a strategy that’s destined to fail. Again, this will vary according to your sales process, but in general we are probing for need (and solution fit), commitment level to solve the problem, buying process, and ability to pay. So the question becomes, How do you follow-up in a nurturing fashion so that when someone is converted from an unknown visitor into an MQL , you add value and shepherd them through the buying journey?
  • WEBBIQUITY  |  MONDAY, JULY 25, 2011
    [B2B, Buying Cycle] Web Presence Optimization, Reloaded
    Because more than 80% of consumer purchases and 90% of b2b buying cycles now begin with search. If your potential customers can’t find you, they can’t buy from you. Conversely, the more your name dominates for relevant searches, the more likely prospects are to buy from you, because you look like the expert, the “big dog&# in the industry (even if you’re really only a small dog).
  • B2B LEAD GENERATION BLOG  |  THURSDAY, DECEMBER 29, 2011
    [B2B, Buying Cycle] How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment
    Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Depending on the nature of the presentation, this indicates a relatively early stage in the buying cycle. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails. I suspect that part of the ROI problem may be due to improper prioritization.
  • INFLUITIVE B2B  |  THURSDAY, MAY 12, 2016
    [B2B, Buying Cycle] The One Thing Your Account-Based Marketing Strategy Is Missing
    Calling ABM a “B2B marketing must-have,” 58 percent of marketers plan to invest in ABM technology or services this year, according to SiriusDecisions. The best ABM campaigns leverage social proof to capture the attention of your target accounts and validate purchasing decisions among buying committees. Together, these two strategies deliver a powerful one-two punch that results in higher engagement, shorter sales cycles and more revenue.
  • RADIUS  |  TUESDAY, JULY 19, 2016
    [B2B, Buying Cycle] How To Improve your Content Marketing With Predictive Scoring
    A predictive score for B2B marketers is an estimate of how likely a lead is to convert. From a content marketing perspective, you can use predictive to identify segments of these leads and surface key signals and attributes about them, which in turn enables you to create more personalized content that nurtures these leads through the buying cycle. B2B Marketing content marketing predictive scoring
  • RADIUS  |  TUESDAY, JULY 19, 2016
    [B2B, Buying Cycle] How To Improve your Content Marketing With Predictive Scoring
    A predictive score for B2B marketers is an estimate of how likely a lead is to convert. From a content marketing perspective, you can use predictive to identify segments of these leads and surface key signals and attributes about them, which in turn enables you to create more personalized content that nurtures these leads through the buying cycle. A-Featured B2B Marketing content marketing predictive scoring
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 22, 2013
    [B2B, Buying Cycle] 5 Reasons Why Your Inbound Marketing Isn’t Working
    After all, those in the early stages of the buying cycle are looking for educational (i.e., We have found that often leads generated through inbound marketing are not the final decision makers for B2B products. 5 Reasons Why Your Inbound Marketing Isn’t Working was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Inbound Marketing
  • MODERN MARKETING  |  WEDNESDAY, JULY 29, 2015
    [B2B, Buying Cycle] 8 Tips to Jump Start Your Account-based Marketing
    Look at the win rates and the length of sales cycles. Analyze your customer database to identify common traits, and think about accounts with a history of buying from companies like yours. Run the list against a predictive model and tier the accounts by low, middle and high in terms of their likelihood to buy from you. For instance, marketing needs sales to buy-in to marketing campaigns and messages it develops for ABM.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 18, 2011
    [B2B, Buying Cycle] The Death of Cold Calling – Ending the Debate
    Ken Rouge wrote in Predictive Sales Intelligence Will Redefine CRM and the Sales Process that “ InsideView proves that the value of social media increases exponentially when it can be applied directly to the sales/buying cycle. Dialer tools like the PowerDialer for Salesforce manage and predict call cycles for lead generation, pushing the highest-quality leads and data to the reps right when they need it.
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