Business-to-business leads

Sales Lead Insights

Follow up on longer-term business-to-business leads. B2B sales leads business-to-business leadsDon't miss three out of four sales.

What Business-to-Business Marketing Trends and Tactics Will Define 2018?

Navigate the Channel

The world of business-to-business marketing continues to evolve in 2018. The trends and tactics that will move business forward may not be the strategies that experts thought would work months ago.

Business-to-Business Telemarketing: Wasting Your Money?

Sales Lead Insights

Because this is what happens when somebody realizes that there are not enough sales leads in the pipeline to meet this quarter’s sales revenue goals: Scenario A: Forced Labor They grab a […]. Telemarketing B-to-B telemarketing lead generation

Business to Business for Small Business

Webbiquity

Small businesses account for a huge chunk of business revenue produced in our country. In fact, there are nearly seven million small businesses in America. As the drivers of employment growth, all of these businesses are vital. Big businesses market their strengths easily.

Creating a Better B2B Sales Team

Navigate the Channel

There are plenty of new technologies to employ within your current marketing infrastructure. Here are the latest ways to ensure that you have the most efficient, powerful team. Communications need to be personalized in order to speak directly to each customer.

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Business to business market research just 4% of spend

The B2B Research Blog

In their latest report on the state of the market research industry , ESOMAR estimate that just 4% of research spend is on business to business market research. I took a sample of 400 companies which represent the UK business landscape: The 100 companies on the FTSE 100 Index. This reveals that 45% of UK companies operate in business to business markets (and many more have some business to business component to what they do).

Planning Successful Business to Business Lead Generation Campaigns

Crimson Marketing

There are 6 key factors to take into consideration when creating your next lead gen marketing plan outline: 1. To receive a response, we need an incentive. What exactly are you conveying to your audience? Do your prospects feel the need to act?

How to conduct a business to business survey

The B2B Research Blog

There are six steps if you’re looking to conduct your own business to business survey. Four, decide whether telephone, online or face-to-face will get the best response rate. After all, how hard can it be to design a survey? Not only is that annoying, it’s doing significant damage to the brands these hapless researchers represent. So let me share a few tips for anyone looking to conduct a business to business survey themselves.

Business-to-business (B2B) pricing strategy research – part 1

The B2B Research Blog

When developing the optimum pricing strategy in business-to-business (B2B) markets, it’s essential to have insights into how the market is likely to react when a product or service is sold at different price points. There are four main techniques used in pricing research and I’ll explore them all in this and my next blog post (all in plain English, with real-life examples you’ll be pleased to hear).

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Business-to-business (B2B) pricing strategy research – part 2

The B2B Research Blog

With the linear raising or lowering of prices, respondents can easily guess what the researcher is doing and may be tempted to ‘game’ the result. Prompting respondents with an initial price point will frame their subsequent responses and thus under- or over-estimate the true price they’d be willing to pay. The Van Westendorp Price Sensitivity Meter overcomes some of these issues by allowing respondents to choose their own price points and share more detail on their reactions.

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What is Business to Business Digital Marketing?

KEO Marketing

Business to business digital marketing is a type of marketing needed by companies who sell to other companies. Why is business to business digital marketing so widely utilized? . Investing in a business to business digital marketing strategy .

New Buyer Insights Needed To Unlock Growth In An Era Of B2B Digital Transformation

Tony Zambito

The digitization of the global business economy has been taking place at an unprecedented rate. Approximately forty years ago, 83% of the market value of the S&P 500 were tied to tangible assets – physical products. Or is Nike in the healthcare business? Business Models.

3 Forces Shaping The Future Of B2B Marketing

Tony Zambito

As business leaders and marketing leaders look ahead to the future, the ever-expanding global digital economy will undoubtedly cause further disruption. The introduction of new approaches on how to perfect marketing has been astronomical in the past decade.

Power Account-Based Marketing With Buyer Insights

Tony Zambito

This led to more sophisticated selling approaches, such as Consultative Selling and Miller Heiman. When ABS (account-based sales) first came into existence, it began with needs assessments and led to the collection of information on teams, hierarchy, divisions, decision-makers, approvers, etc.

New Approaches To Understand Customers Needed In A Digital Transformation World

Tony Zambito

The introduction of new digital technologies and new business models is having a breathtaking impact on how customers determine what goals are important to them, what they want, and how they decide. This applies to buyer persona development today. Illustration by Nikita Kozin.

Reboot Buyer Insights To Drive B2B Growth

Tony Zambito

B2B companies are faced with the most transformative era in business history. On a greater scale than that of the first Industrial Revolution over a century ago, we are witnessing a technological and digital revolution that will disrupt business-to-business profoundly in the next 10 years.

Pursuit Of Goals Drive Buyer’s Journey

Tony Zambito

Admittedly, the app serves very well as a motivator to stop at Starbuck’s versus elsewhere. So that I continue to reach the goal of enough stars to get the occasional free drink plus other offers. The implications to marketing and sales are profound.

Taking Care of Business… -to-Business

MLT Creative

This morning, I Googled the acronym "TCB2B" to make sure I'm not stepping on the toes of anyone who might have coined it before me, but surprisingly, no one has - score! Do It : You've thought it through, now it's time to take action. It's not wrong to say no.

RESEARCH: B2B Enterprise Content Lacks Audience Centricity

Type A Communications

April 13, 2017 by Carla Johnson Research from the Content Marketing Institute, released yesterday, shows how far B2B marketers still have to go to put customers squarely in the middle.

Rethinking Buyer Personas In An Era Of Digital Transformation

Tony Zambito

Fundamentally reshaping markets in five years’ time compared to the fifty to seventy years it may have taken to build up a market. Revenues falling by as much as 40% and many drivers switching to Uber. by Louis Prado.

Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

When it comes to the state of B2B content marketing and engagement, this proverb is on the mark. According to a recent study by Track Maven , one among a few on this topic, shows both B2B and B2C marketers have increased their publishing of content in 2015 by as much as 35 to 40%.

How Understanding The Goals And Intent Of Buyers Can Transform Marketing

Tony Zambito

Leading to more effective online engagement, content design, and sales conversations. However, what is missing are the intent and the goals driving a person or a team to embark on such a journey. But was it something that was going to really transform our marketing?

How To Lead With Customer-Focused Content

Tony Zambito

Content is ubiquitous in all phases of life and in business. In fact, it is getting harder and harder to find a slice of time where content is not invading precious personal or business space. Requiring marketers to thus become more precise. Something to be avoided.

Overcoming The Content Personalization Challenge With Buyer Persona Research

Tony Zambito

It is clear that one of the top challenges facing marketing, especially B2B marketing, is the ability to connect with potential buyers on a personal level. This coincides with previous studies and surveys showing content marketing effectiveness continues to be an enormous struggle.

Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing

Tony Zambito

In the 15 years since originating the concept of buyer personas in 2001, there has been one issue that continues to plague fully understanding exactly where, how, and why buyer personas can be beneficial. In fact, it can be quite a complex effort for organizations to undertake.

How The Content Illusion Is Leading Marketing Astray In The Era Of Digital Transformation

Tony Zambito

In the past five years, the often-unquestioned hymnal has been that to succeed in today’s digital world, businesses must produce content. But, produce massive amounts of it to get in front of customers. Leaving the content dilemma facing many organizations – how to stand out?

B2B Data-Driven Marketing: What You Need to Know Today

Biznology

If you’re selling to business buyers, data about your customers and prospects is essential to success. Even with the data on hand, many marketers are unsure of what to do with it. A lively case study of how a tech company used data to fuel its business growth.

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5 Ways B2B CMOs Can improve Audience Development With Buyer Persona Research

Tony Zambito

A recognition of the growing importance of digital content marketing to overall marketing strategies today. Questions I often receive when working with CMOs specific to B2B. How to invest and what to invest in becomes critical decisions for B2B CMOs. by Gregor Črešnar.

7 Elements Of Customer Understanding The C-Suite Must Master

Tony Zambito

Changes in customer and buying behaviors continue to rock the very foundations of many industries. According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years.

Use Buyer Persona Research To Improve B2B Customer Experience

Tony Zambito

Customer experience has been and will continue to be one of the major influences on how buyers make choices. Whereas in an age of hard to come by differentiation the actual product or service offering plus price combination accounts for only 20% of buying decisions. by Creative Stall.

Mapping Buying Experiences: Creating Growth Through Aligning With Buyer Goals

Tony Zambito

Engaging new buyers and repeat customers are the lifeline to achieving growth. Recent surveys of CEOs by IBM, PWC, and KPMG all point to major concerns and priorities in expanding the lifeline to growth.

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Goal-Directed Marketing: How Marketers Can Help Buyers Achieve Their Goals

Tony Zambito

As digital interactions and media become more intertwined into everyday life, marketers need to respond. Yet, as CMOs invest and allocate more to content and digital media, the returns are not occurring as hoped. Goals Matter To Buyers. coaching by Gilbert Bages.

State Of Buyer Personas 2016: Strong Correlation Between Effectiveness And Goals

Tony Zambito

What is clear is buyer personas are now entering the mainstream of dialogue when it comes to overall customer understanding. . I wish to thank the (124) respondents of the State of Buyer Personas 2016 Survey for taking the time to complete the survey. by Scott Lewis.

Why Brexit Will Affect The Future Of Global Business Marketing

Tony Zambito

The stunning outcome of Britain’s decisive vote to exit the European Union has caught the political, economic, and business world by surprise. One area of concern for businesses is how to approach and conduct global business marketing. by Nikita Kozin.

[PODCAST] How Good Data Equals Higher Sales Commissions with Brian Burns

DiscoverOrg

Originally aired 6/24/16, his interview with DiscoverOrg CEO, Henry Schuck, focused on the importance of access to the right information, which is particularly crucial in enterprise sales because the accuracy of that information directly correlates to improving sales commissions.

4 Myths Preventing True B2B Customer Understanding

Tony Zambito

There is a big problem when it comes to B2B customer research. And, most B2B executives may be unable to see or recognize the problem. Rather than, to explore new concepts, hypotheses, uncover new opportunities, gain revealing insights into issues, and seek new innovative ideas.

Tools I use to amplify social campaigns

Biznology

I am surprised how much of a one-man band I have become through social media thanks to a little help from my friends. Here are the top social media applications I use in order to help lead my clients and my own brand through all the background noise and into the spotlight.

Re-Thinking the “Best B2B Advertisement of the 20th Century”

Marketing Craftmanship

In 1958, Gilbert Morris – an account executive at the Fuller Smith & Ross ad agency – created the, “I don’t know who you are,” business-to-business advertisement for McGraw-Hill Publishing Co. Now, what was it you wanted to sell me?”

The Emerging Importance Of B2B Ethnography To Buyer Personas

Tony Zambito

There are two additional concerns CEOs are finding of increasing importance to the growth, as well as, survival in competitive environs. CEOs and their organizations are finding it hard to keep pace with new digital technologies.

Informed Customer Understanding Should Guide Marketing

Tony Zambito

At the start of every year, CMOs and their teams can be besieged by proclamations of the three, four, five, or six things that they must do to succeed in marketing. Each of these proclamations can come with dire warnings that if you do not heed this advice, then you are bound to fail.