101 Business-to-business leads
Sales Lead Insights
MARCH 5, 2018
Follow up on longer-term business-to-business leads. B2B sales leads business-to-business leadsDon't miss three out of four sales.
Business to Business Related Topics 
Business-to-Business Telemarketing: Wasting Your Money?
Sales Lead Insights
APRIL 18, 2018
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
What Business-to-Business Marketing Trends and Tactics Will Define 2018?
Navigate the Channel
MARCH 20, 2018
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.
The components of a successful business-to-business telemarketing call
Sales Lead Insights
JUNE 28, 2018
Successful B2B telemarketers must understand the basics of a successful call: from the opening statement, to engagement and qualification, to close. The post The components of a successful business-to-business telemarketing call appeared first on Sales Lead Insights.
Paradigm of Strategic Value-Based Discounting for the B2B Industry
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hello@marketjoy.com Discounting to attract new customers has been. In some respects, it is easy to see why discounts. Competition has increased to new levels of. intensity and organizations have begun to look. for new ways to acquire customers. To avoid.
Business to Business for Small Business
Webbiquity
OCTOBER 26, 2012
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.
How to conduct a business to business survey
The B2B Research Blog
MAY 15, 2017
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.
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Business to business market research just 4% of spend
The B2B Research Blog
MAY 16, 2017
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).
How to conduct a business to business survey
The B2B Research Blog
MAY 15, 2017
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
DECEMBER 7, 2016
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).
Business-to-business (B2B) pricing strategy research – part 2
The B2B Research Blog
DECEMBER 14, 2016
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.
A Beginner’s Guide to Business-to-Business Marketing Automation
Reachforce
MARCH 21, 2016
Business-to-business (B2B) marketing is largely an online endeavor, as businesses can easily connect with other businesses via digital channels. Here are some tips to optimize your B2B marketing strategy with marketing automation software. Since marketing automation can streamline digital marketing, it’s an ideal tool for B2B marketing. Reach More Channels Email marketing has served as […]. Marketing Automation marketing automation
What is Business to Business Digital Marketing?
KEO Marketing
JULY 10, 2017
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 .
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Automating your marketing through the B2B customer journey: an interview with Rich Herbst
Biznology
JULY 19, 2018
The other day, I had the chance to meet with Rich Herbst, founder and managing partner of Ascend Marketing, which is based in Dallas and Austin. His team has developed a breakthrough approach to delivering a custom communications stream to business buyers based on their particular journeys.
Planning Successful Business to Business Lead Generation Campaigns
Crimson Marketing
MAY 9, 2013
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?
You probably have too many personas
Biznology
JULY 18, 2018
They help us to visualize the audience that we are speaking to. And the goal is to come out with a bunch of personas that help you drive your marketing strategy around. If you are paying a consultant to develop your personas, then why wouldn’t you want more?
New Buyer Insights Needed To Unlock Growth In An Era Of B2B Digital Transformation
Tony Zambito
MARCH 6, 2017
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
MAY 23, 2017
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.
Taking Care of Business… -to-Business
MLT Creative
MAY 21, 2010
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.
Power Account-Based Marketing With Buyer Insights
Tony Zambito
MAY 31, 2017
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
JANUARY 29, 2017
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
MARCH 12, 2017
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.
How do you automate tagging your web content with industries?
Biznology
MAY 31, 2018
If you are a B2B company, you likely go to market by industry. Or they use different language to describe what they do or what the benefits are. Those are all good reasons to have content targeted at specific industries. You want to personalize your site by industry.
Creating a Better B2B Sales Team
Navigate the Channel
FEBRUARY 20, 2018
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.
Lead Nurturing: What it is, and what it is not
B2B Lead Generation
NOVEMBER 24, 2014
Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. Starting to get my point? Pretty, well-designed fluff is not going to “feed” your prospects.
6 Ideas to Create More Relevant Lead Nurturing Emails
B2B Lead Generation
SEPTEMBER 29, 2014
I’ve learned a lot from listening to the sessions and speakers here. As I listened to attendees and speakers, I frequently heard the same keywords, such as: Personalization. But something I wanted to hear more about was relevance. This is the hardest part to get right.
Business-to-business eCommerce – more than just a revenue driver
Aspidistra
JUNE 25, 2018
As well as increasing turnover, B2B eCommerce can also help manufacturers, wholesalers and distributors capitalise on many other opportunities to drive business performance. It’s just another way that the right B2B eCommerce platform can add extra value to your business.
Pursuit Of Goals Drive Buyer’s Journey
Tony Zambito
SEPTEMBER 28, 2016
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.
B2B Data-Driven Marketing: What You Need to Know Today
Biznology
OCTOBER 14, 2015
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.
Rethinking Buyer Personas In An Era Of Digital Transformation
Tony Zambito
JANUARY 22, 2017
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.
Why Servant Marketing Matters
B2B Lead Generation
AUGUST 18, 2014
Tweet As I talk to marketing and sales leaders, I hear this reoccurring theme: “I want to do something that really matters; I want to feel what I’m doing is really making a real difference.” ” I feel the same way, but I’ve painfully learned that it’s futile to make changes outside before we make changes inside. This requires a different kind of thinking to drive a different way of marketing.
Tools I use to amplify social campaigns
Biznology
JUNE 30, 2015
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.
Is B2B Content Engagement Heading In The Wrong Direction?
Tony Zambito
FEBRUARY 28, 2016
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 To Lead With Customer-Focused Content
Tony Zambito
JANUARY 31, 2016
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.
How Understanding The Goals And Intent Of Buyers Can Transform Marketing
Tony Zambito
JULY 17, 2016
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?
Overcoming The Content Personalization Challenge With Buyer Persona Research
Tony Zambito
APRIL 17, 2016
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.
Five B2B marketing beliefs and trends debunked
Biznology
JUNE 26, 2015
In response, for this blog, I’m taking the mantel of “curmudgeon,” and am going to spout off on five currently held beliefs and trends. Here are my top five beliefs and/or trends that seem wrong or wrongheaded, and need someone to shine the light of day on them.
Why CMOs Should Stop Being Addicted to Pay-per-Click Ads
Buzz Marketing for Technology
JANUARY 15, 2014
Better yet, the price was just right, ranging between 15 to 25 cents per click. It seemed like a great tool to grow our website traffic, as well as an effective means for generating unique leads. There was no doubt in my mind we were going to scale this campaign.
What the growth of inside sales means to B2B marketers
Biznology
OCTOBER 29, 2014
Turns out, the statement was based on a recent study showing that inside sales is growing 7.5%, compared to field sales at only 0.5%, and that as of 2013, 53% of the B2B sales rep population sells by phone, instead of face-to-face. But where does marketing come in to the mix?
Marketing Automation: Lessons from 4 case studies
B2B Lead Generation
DECEMBER 1, 2014
Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. Once an automation vendor was chosen, the team decided to bring in an outside consultant to expedite the implementation. Leads were thrown into Mandy’s inbox for her to manually forward to Sales.
4 Lessons from Responsive Design for CMOs
Buzz Marketing for Technology
FEBRUARY 12, 2014
Here are some lessons CMOs can use to get strategic in their approach while driving real, impact-filled growth to the bottom line. It’s important to strike the right balance between optimal performance (page-load time) and customization, as the two are interrelated.
Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing
Tony Zambito
SEPTEMBER 6, 2016
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.
6 B2B Marketing Strategies for 2018
ATAK Interactive
MAY 29, 2018
The world of business to business marketing is constantly expanding and best practices are changing rapidly. We want to make sure you’re staying up to date with the most effective strategies so you can maintain your competitive edge.
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