Only B2B

AUGUST 14, 2017

Learn about Telemarketing’s role in B2B marketing and see how integral it is to the entire process. This White paper will show how Demand Generation can really benefit from Telemarketing. It will prove that Cold Calling is not, by any measure, dead! If you are not cold calling, you are missing out.

Telemarketing 102

Telemarketing Cold Calling Demand Generation Paper 102

markempa

AUGUST 11, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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. Do you agree with him?

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

Rev

APRIL 2, 2019

According to a recent IDG white paper on lead generation , 61% of B2B marketers say increasing demand is the top challenge they face today. Intuitively this makes sense, considering that B2B companies achieve growth when salespeople have access to larger, higher quality pipelines.

Demand Generation 111

Demand Generation Ideal Customer Profiles Marketing AI Demand 111

SnapApp

SEPTEMBER 19, 2017

As it turns out, our research unearthed big changes in the old B2B buying journey – and the blame can't be placed exclusively at the feet of Millennials. Rather, what we learned makes a convincing argument for the importance of the routinely overlooked role Millennials play in B2B buying. . Millennial B2B Buyers: Who Are They? .

B2B Marketing 67

B2B Marketing Lead Ranking Planning Top of Funnel 67

Adobe Experience Cloud Blog

APRIL 27, 2011

by Maria Pergolino Remember the days when cold calling was one of the primary ways sales reps managed lead generation ? With the new changes in B2B sales, namely Sales 2.0 practices, traditional cold calling has for the most part become a thing of the past and sales teams couldn’t be happier. Thanks to Sales 2.0

Cold Calling 48

Cold Calling Lead Generation Sales Qualified Leads Lead Ranking 48

Champion Communications

OCTOBER 12, 2021

What kind of relationships do B2B buyers want with vendors? What role does Editorial play in the B2B buying process? Do B2B buyers want to go to your event? Champion Communications recently hosted a webinar to dig deeper into the minds of B2B buyers and gain insight into these questions. Kerry Sinclair, EVP of IT at Sage.

Brand Identity 62

Brand Identity Branding B2B B2B Thought Leadership 62

Contently

DECEMBER 3, 2019

The default in B2B marketing seems to be to make every “big rock” piece gated content, hidden behind a form. Step 4: Sales harasses the people who downloaded the e-book with passive-aggressive emails and cold calls even though all they did was download a piece of content. James, San Francisco.

Top of Funnel 175

Top of Funnel Content Webinar Metrics Landing Pages 175

markempa

SEPTEMBER 15, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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.

Cold Calling 120

Cold Calling Lead Generation Email Marketing B2B Marketing 120

The Point

JANUARY 9, 2015

One of the basic rules of good, direct marketing copywriting is that a call to action should always be specific. So, for example: “Click to download our free white paper”. and “Call me for a free 10-minute consultation”. is more effective than: “Call me to discuss how we can help.”. And dialog.

Demand Generation Agencies 100

Demand Generation Agencies Copywriting Cold Calling Telemarketing 100

DemandBase

MAY 7, 2020

We would tell ourselves that however hard it was to chase a lead, at least it beat cold calling. But any sales rep who has followed up on a lead knows that sometimes, the person on the other end only completed the form for the free coffee, the white paper, or some other type of enticement. Remember those days?

Sales Qualified Leads 101

Sales Qualified Leads Top of Funnel Lead Scoring Lead Ranking 101

NuSpark Consulting

OCTOBER 24, 2011

B2B buyers are time deprived and risk averse – and also enormously well informed. They resent and ignore interruptive marketing approaches such as advertising and cold calling. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective.

Social Media 100

Social Media Cold Calling Peer-to-peer Media 100

NuSpark Consulting

OCTOBER 24, 2011

B2B buyers are time deprived and risk averse – and also enormously well informed. They resent and ignore interruptive marketing approaches such as advertising and cold calling. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective.

Social Media 100

Social Media Marketing Management Cold Calling Peer-to-peer 100

Rev

SEPTEMBER 20, 2023

Manuel has witnessed these transitions firsthand for the past two decades in B2B demand marketing. People prefer the B2C engagement style over the classic B2B one. Successful marketing playbooks used to feature high-value downloadables like white papers and ebooks. If that approach isn’t dead in B2B, it’s dying.

Demand 60

Demand Peer-to-peer Work Management Marketing Management 60

SnapApp

OCTOBER 10, 2017

SnapApp recently published a study on generational differences that drive B2B buying decisions. Millennials influence a purchase in ways that align perfectly with modern B2B marketing practices involving trust, discoverable content, peer influence, and digital pervasiveness. . B2B marketers need to create discoverable content.

Peer-to-peer 48

Peer-to-peer Buy B2B Marketing B2B 48

The Point

OCTOBER 8, 2015

And secondly, and more critically, these kinds of “touching base” phone calls are the worst possible use of a sales rep’s time. Worse in my view than cold calling. If they have nothing else to do with their time, hand them a list and make them cold call. It’s 2015: use email, for crying out loud.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

Sales Engine

SEPTEMBER 1, 2015

I predict that B2B companies that don’t embrace this new marketing direction in a big way will face serious revenue challenges in the future. I’m sure that companies that don’t embrace content marketing will continue to get business the old fashioned way (through branding exercises, referrals, cold calls and networking).

Content Marketing 120

Content Marketing Cold Calling Marketing Qualified Leads Lead Ranking 120

SnapApp

AUGUST 10, 2017

We just wrapped up some research with our friends at Heinz Marketing looking at the differences between generational preferences on B2B buying committee – how Millennials buy vs. Gen Xers vs. Baby Boomers etc. . More than 500 people responded, all with some level of B2B decision-making influence and/or authority. The bottom line?

B2B Sales 48

B2B Sales B2B Marketing B2B Outreach 48

SmartBug Media

JULY 21, 2020

It’s not uncommon for many manufacturers to still be relying solely on traditional outbound sales and marketing methods, such as attending trade shows and other in-person events, sending out printed mailers, and using basic cold-calling tactics. In fact, 7 out of 10 B2B buyers watch a video at some point in their buying process.

Buyer's Journey 100

Buyer's Journey Sales Qualified Leads Buyer Personas Cold Calling 100

Outreach

JUNE 4, 2019

In outbound sales, the seller actively seeks a potential buyer, then reaches out to the prospect via cold calls and emails, strategically moving the prospect towards a purchase decision through a process of follow ups, demos, negotiations, and close attempts. Both B2C and B2B sales may employ outbound sellers.

Ideal Customer Profiles 85

Ideal Customer Profiles Sales Qualified Leads Cold Calling Classified Ads 85

Only B2B

APRIL 13, 2022

Don’t make cold calls to potential customers while you’re eating supper. Because you’re most likely reaching out to decision-makers who have practically every minute of their day booked, many people won’t be able to answer your call right away. 82% of B2B decision-makers think sales reps are unprepared.

Effectiveness 118

Effectiveness Ideal Customer Profiles Sales Qualified Leads Cold Calling 118

The Lead Agency

OCTOBER 10, 2017

The most significant thing that differentiates B2B marketing from its B2C counterpart, is the length of the Buyer Journey. The amount of consideration here, however, pales in comparison to the B2B buying decision. 81 percent of B2B purchase cycles start with a web search ”. THE DIFFERENT STAGES OF BUYER AWARENESS.

Paid Content 59

Paid Content Work Management Marketing Management B2B Marketing 59

MarketJoy

JULY 27, 2018

The maturation of the internet has changed the B2B buying cycle forever. This white paper will give you a road map for how to attract more customers and win more deals in a rapidly changing B2B landscape. Major differences between B2B and B2C. Today’s B2B buyers rarely act alone. Group Purchasing Dynamics.

Purchase 64

Purchase Peer-to-peer B2B Buyer Personas 64

Sales Engine

JULY 29, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If If it were, then we could buy a list and have our sales people cold call until they got appointments. (

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sales Engine

JANUARY 5, 2016

You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If If it were, then we could buy a list and have our sales people cold call until they got appointments. (

Buyer Personas 120

Buyer Personas Sales Qualified Leads Top of Funnel Leads 120

Sharpspring

JULY 21, 2020

Method #1 – Phone Calls. According to recent information as reported in this white paper by Rain Group , calling existing clients has a 51% success rate in generating more sales prospects. Similarly, calling former clients has a 37% success rate. Client Prospecting Methods You Should Be Using. Method #2 – Emails.

Top of Funnel 68

Top of Funnel Best Practices Digital Marketing Funnels Marketing Automation Services 68

Heinz Marketing

JUNE 19, 2023

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Each week we’re featuring some of the best and brightest minds in B2B sales and marketing as this continues to evolve. Jodi, we’ve known each other a long time.

Lead Ranking 103

Lead Ranking Account Based Marketing ABM Marketing Qualified Leads 103

Marketing Insider Group

JULY 2, 2013

And, did you also know that 90% of c-level decision makers are not answering cold-call email and phone calls? Offers such as webinars, white papers and ebooks that address additional early-stage content needs can all be tested. So how do we generate leads with content marketing ? Too simple? Then why is it so hard?

Content Marketing 100

Content Marketing Leads Lead Marketing Qualified Leads 100

Convince & Convert

OCTOBER 9, 2013

No one likes to cold call or cold email. In my earlier days, a VP of Biz Dev at a regional advertising agency, I once had to call on a prospect 52 times before our agency was invited to pitch for anything. I’ve stopped being trapped inside a prospecting database, focused on working my leads via cold calls and cold emails.

Advertising Agencies 144

Advertising Agencies Paid Search Agency Cold Calling Content 144

thePoint

AUGUST 24, 2020

In case you are new to the series, you can find #1 – #4 ( The “Ante” , Not all marketing is the same , B2B buyer journey , and B2B website purpose ) in our blog. #5 Consider that “61% of B2B marketers send all leads directly to sales; however, only 27% of those leads will be sales qualified” (source – Marketing Sherpa).

Lead Ranking 52

Lead Ranking Marketing Qualified Leads Top of Funnel Sales Qualified Leads 52

Content Standard

APRIL 18, 2016

My first marketing job was with a startup that served primarily B2B clients. I had some meticulously crafted white papers. I had the perfect mix of B2B marketing strategies and tactics to get our landing page out there. Take for example a research white paper, which is pretty common fodder for LinkedIn newsfeeds.

B2B Marketing 42

B2B Marketing Marketing & Strategy Marketing Strategy Enterprise Management 42

Everything Technology Marketing

APRIL 8, 2010

By Holger Schulze Major shifts are taking place in B2B marketing that started a few years ago but have accelerated in recent months – in the marketplace as well as inside vendor organizations. Prospects and customers are becoming more sophisticated and better informed than ever before. And today’s customers are busier than ever.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Buying Cycle Lead Ranking 100

Marketing Insider Group

DECEMBER 1, 2010

I wish I knew all the secrets so I could transform the world of B2B Marketing forever with a tell-all book. What I do know is that B2B Marketers have a ton of options today. In this post, I will offer a preview of the thoughts I will deliver during the Focus Interactive Summit on Progressive B2B Marketing. It used to be so easy.

B2B Marketing 100

B2B Marketing Planning Paid Search Agency Top of Funnel 100

Sales Engine

JANUARY 25, 2016

Most of us understand that the world of marketing has changed—B2B has gone digital. Maybe you’ve produced a white paper or two and generated some good leads, sustaining marketing success in this world requires reimagining how to play the game. How to Dominate Your Market With Content from SalesEngine 1.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

markempa

JANUARY 12, 2015

For further reading on this, you might also like to check out: How to Put the Customer First in Lead Generation and Stop Cold Calling and Start Lead Nurturing. One of the mistakes we see in lead handoff is that Sales sees that someone downloads a whitepaper, so they do a follow-up call and want to set up an appointment.

Sales Qualified Leads 120

Sales Qualified Leads Tips Features Generation 120

Industrial Marketing Today

APRIL 26, 2010

Paul Dunay in his blog post, “4 C’s of B2B Marketing” has defined this very nicely. Now, B2B content marketing’s agenda is to educate and inform customers and prospects. Cold calling is replaced by useful content and tools that help people find them and contact them for more information. Don’t sell.

Marketing Budget Creation 60

Marketing Budget Creation B2B Marketing Web 2.0 Marketing Budget 60

Outreach

JUNE 4, 2019

In outbound sales, the seller actively seeks a potential buyer, then reaches out to the prospect via cold calls and emails, strategically moving the prospect towards a purchase decision through a process of follow ups, demos, negotiations, and close attempts. Both B2C and B2B sales may employ outbound sellers.

Ideal Customer Profiles 40

Ideal Customer Profiles Sales Qualified Leads Marketing & Strategy Cold Calling 40

markempa

SEPTEMBER 4, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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 hope you can make it.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120