Expert insights. Personalized for you.
B2B selling is a complicated affair, but you can simplify your marketing strategies dramatically with buying process analysis. This means that you lay out your prospect’s buying process, stage by stage, and then develop a selling process that maps to it. MORE
adjusting automated marketing content to address a buyer that has recently moved out of the “just researching” stage and into the “ready to buy” stage). Imagine sitting down at your desk, opening up your laptop, and discovering a button you'd never seen before on your browser homepage. MORE
The sales cycle is longer and it’s a challenge to get the attention of your prospects. The question is: How can your reps boost sales and figure out who’s actually ready to buy? The post Stop Guessing About Who’s Ready To Buy. MORE
You need to understand what triggers your customers to buy from you so that you can more effectively reach prospects when they hit those triggers and get more people to buy from you. Similarly, trigger events in sales get customers to buy products. MORE
Not all sales prospects are created equal, and the better you’re able to quickly spot the differences, your prospecting and sales efforts will become more efficient and pay greater dividends. For every prospect they pursue there's a hope that they will make a sale. MORE
Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. You can then have a deliberate, thoughtful approach to prospecting into those accounts and contacts. MORE
You could make the case, as I will, that of all the new technologies to enter the marketing technology landscape of late, the two with the potential to have the biggest short-term impact for B2B marketers are Predictive Analytics and Programmatic Ad Buying. MORE
Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. It did not matter if they were ready to buy – or even qualified to buy. During another PointClear prospect call, the contact stated that his source of leads, appointment setting, ended up with just four out of every 10 leads delivered being qualified. MORE
Good news: B2B prospecting data is more accurate than you may think. Over the last decade, my colleague Bernice Grossman and I have studied this issue, producing a series of five research reports on the quality of the data B2B marketers can rent or buy for prospecting purposes. MORE
Tweet Editor’s Note: Buy, build or both? Sometimes there isn’t the executive buy-in, and the budget that comes with it, to carry out the kind of inbound marketing campaigns that attract every prospect to opt in. MORE
Which is good, because not all prospects are interested in the same things. The different prospects I’m encouraging you to focus on are really the same prospect at different stages of his or her buying journey. All content is not created equal. MORE
Have you ever wondered what makes your prospects choose a certain vendor? You can offer top quality products and services and provide god-tier customer services across the United States, but 75% of your prospective buyers in Michigan will still choose a small-sized company in Lansing over you. MORE
Not all contact lists are created equal, but if you’re working to grow your B2B lead database, your two options are to buy one or build one. When it comes to finding quality leads, marketers are somewhat divided about whether buying B2B leads is good or bad for business. MORE
No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs? What are a few keys to smarter prospecting? MORE
It forces you and your team to get very, very specific about the people within an account who buy and to define and measure your wins. Allowing every salesperson to define their buying group differently, and record it differently in the CRM, no longer works in ABM. MORE
There are six reasons why prospects don't buy from you, but just one is enough to kill a sale. A big part of that is because the way most people sell is not aligned with how their customers make buying decisions. MORE
Sales prospecting has become something of a running joke in the business community. Does this mean that salespeople should just pack things up and stop prospecting? But we do need to give sales the data necessary to flip the script on disruptive prospecting techniques. MORE
The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts. MORE
New ways to find prospects continue to come on the scene—it seems like daily. One big new development is the trend away from static name/address lists, to dynamic sourcing of prospect names complete with valuable indicators of buying readiness culled from their actual behavior online. MORE
When you talk about prospects who are in the later stages of the buying journey, what does that mean? How do you identify where a prospect is in the buying/decision journey? MORE
B2B Prospects Content Marketing Content marketingLots of sales reps and marketers are crossing their fingers hoping for a strong end to the quarter. They have […]. MORE
Since there’s no crystal ball capable of divining a buyer’s mind, the only thing left to do is to take a step back and try to understand that which drives the buying decision in the people you’re selling to. B2B customers don’t fly solo when making buying decisions. MORE
“Nobody ever got fired for buying IBM.”. As Corporate Visions notes , “In the 1980s, if you had to decide what computer hardware to buy for your company, these words rang through your head. It made your buying decision pretty easy. How to buy marketing technology. MORE
Creating digital marketing success means addressing what your prospects do care about: what you can do for them. . Your prospects don’t care about you. The problem your prospect needs to solve The benefits they’ll experience working with you. MORE
Although it wasn’t a lot of money in the whole scheme of things, it was still something and I was able to see how changing the motivation of a prospect can completely change revenue. What motivates your prospects to buy from you? MORE
So whether we’re talking about your new house or new marketing platform, the buying journey is just a fraction of the overall prospect experience. And yet, the majority of selling organizations treat every prospect as if they’re in some stage of the buying journey. MORE
Part of customer-centricity involves truly connecting with prospects before they become customers. The 2018 B2B Buying Disconnect Report highlights the difference between how B2B technology buyers and vendors view the purchase process. MORE
It’s crucial to acknowledge, respect, and adjust to these types of variations for prospective customers. To be competitive and elevate your brand above the crowd, today’s marketer needs to have the tools and business intelligence to be able to adapt to each prospect individually. MORE
The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Mike is unashamedly passionate AND practical about prospecting. So, what is prospecting , exactly? MORE
There are six reasons why prospects don't buy from you, but just one is enough to kill a sale. A big part of that is because the way most people sell is not aligned with how their customers make buying decisions. MORE
So, you can’t wait for that condition to occur to begin selling to the prospect. There are no basic needs or psychological needs (needs on Maslow’s hierarchy) to be satisfied by buying an opportunity to improve. There are benefits that are reasons people buy things for their company that are driven by company goals; and there are benefits that are reasons why people buy things for their company that are driven by personal goals. MORE
Personas should be developed and socialized to the organization, with feedback from sales and other departments that interact with prospects and customers. You can also use this section to talk about their role within the buying committee and how they interact with other personas. MORE
Marketers never intend to waste their sales team’s time, but without a conscious effort to source, qualify, and nurture potential buyers, marketers can’t know whether a prospect will buy or flake. Nothing irritates salespeople like unqualified leads. MORE
This article serves as a guide for b2b lead generation buying. Here are 5 signs that your sales-lead pipeline needs a makeover: You don’t have any new prospects lined up. Between closing deals and nurturing leads already in the funnel, prospecting for new clients can sometimes take a backseat. Prospecting is an area that is easy to put off, especially because it takes time and doesn’t yield immediate results. Lead generation B2B Lead Generation Buying Guide MORE
Heinz Marketing
MARCH 10, 2020
So whether we’re talking about your new house or new marketing platform, the buying journey is just a fraction of the overall prospect experience. And yet, the majority of selling organizations treat every prospect as if they’re in some stage of the buying journey.
B2B Lead Generation
JANUARY 27, 2014
Although it wasn’t a lot of money in the whole scheme of things, it was still something and I was able to see how changing the motivation of a prospect can completely change revenue. What motivates your prospects to buy from you?
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The Forward Observer
APRIL 3, 2017
There are six reasons why prospects don't buy from you, but just one is enough to kill a sale. A big part of that is because the way most people sell is not aligned with how their customers make buying decisions.
ViewPoint
AUGUST 29, 2017
So, you can’t wait for that condition to occur to begin selling to the prospect. There are no basic needs or psychological needs (needs on Maslow’s hierarchy) to be satisfied by buying an opportunity to improve. There are benefits that are reasons people buy things for their company that are driven by company goals; and there are benefits that are reasons why people buy things for their company that are driven by personal goals.
Advertiser: ZoomInfo
As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.
The Forward Observer
APRIL 3, 2017
There are six reasons why prospects don't buy from you, but just one is enough to kill a sale. A big part of that is because the way most people sell is not aligned with how their customers make buying decisions.
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Biznology
APRIL 6, 2016
Good news: B2B prospecting data is more accurate than you may think. Over the last decade, my colleague Bernice Grossman and I have studied this issue, producing a series of five research reports on the quality of the data B2B marketers can rent or buy for prospecting purposes.
Biznology
OCTOBER 24, 2019
Creating digital marketing success means addressing what your prospects do care about: what you can do for them. . Your prospects don’t care about you. The problem your prospect needs to solve The benefits they’ll experience working with you.
DiscoverOrg
FEBRUARY 21, 2017
No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs? What are a few keys to smarter prospecting?
The Point
MARCH 17, 2015
You could make the case, as I will, that of all the new technologies to enter the marketing technology landscape of late, the two with the potential to have the biggest short-term impact for B2B marketers are Predictive Analytics and Programmatic Ad Buying.
Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY
Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service.
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Biznology
JULY 13, 2018
Which is good, because not all prospects are interested in the same things. The different prospects I’m encouraging you to focus on are really the same prospect at different stages of his or her buying journey. All content is not created equal.
Biznology
DECEMBER 31, 2014
New ways to find prospects continue to come on the scene—it seems like daily. One big new development is the trend away from static name/address lists, to dynamic sourcing of prospect names complete with valuable indicators of buying readiness culled from their actual behavior online.
Act-On
MAY 31, 2017
It’s crucial to acknowledge, respect, and adjust to these types of variations for prospective customers. To be competitive and elevate your brand above the crowd, today’s marketer needs to have the tools and business intelligence to be able to adapt to each prospect individually.
ViewPoint
DECEMBER 12, 2017
Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. It did not matter if they were ready to buy – or even qualified to buy. During another PointClear prospect call, the contact stated that his source of leads, appointment setting, ended up with just four out of every 10 leads delivered being qualified.
Speaker: Robert Bly, Independent Copywriter and Consultant
Marketers may use the same copy for their B2B and B2C clientele, but these customers should never be treated the same. In this webinar, you will get a clear overview of the 7 key differences between B2B and B2C, so your marketing is more relevant and engaging to business buyers. Join Robert Bly, independent copywriter and consultant, who will walk you through key details of your marketing copy strategy that will make a real difference to your buyers.
Belkins
SEPTEMBER 23, 2019
Have you ever wondered what makes your prospects choose a certain vendor? You can offer top quality products and services and provide god-tier customer services across the United States, but 75% of your prospective buyers in Michigan will still choose a small-sized company in Lansing over you.
Sales Intelligence View
FEBRUARY 11, 2013
You need to understand what triggers your customers to buy from you so that you can more effectively reach prospects when they hit those triggers and get more people to buy from you. Similarly, trigger events in sales get customers to buy products.
Ignite
DECEMBER 17, 2019
When you talk about prospects who are in the later stages of the buying journey, what does that mean? How do you identify where a prospect is in the buying/decision journey?
Webbiquity
JANUARY 25, 2018
Since there’s no crystal ball capable of divining a buyer’s mind, the only thing left to do is to take a step back and try to understand that which drives the buying decision in the people you’re selling to. B2B customers don’t fly solo when making buying decisions.
Speaker: Randy Frisch, Co-Founder, CMO and President, Uberflip
The way we engage with technology has changed—from the way we watch TV (Netflix), to the way we consume music (Spotify), to the way we exercise (Peloton). We have tuned out on old one-dimensional experiences. Your buyer expects each stage of the journey to be curated so they can stream away! Join Randy as he presents an actionable framework for creating experiences that will engage your buyers to stream through more of your content so they don’t tune out.
Act-On
OCTOBER 3, 2016
“Nobody ever got fired for buying IBM.”. As Corporate Visions notes , “In the 1980s, if you had to decide what computer hardware to buy for your company, these words rang through your head. It made your buying decision pretty easy. How to buy marketing technology.
SmartBug Media
SEPTEMBER 6, 2019
adjusting automated marketing content to address a buyer that has recently moved out of the “just researching” stage and into the “ready to buy” stage). Imagine sitting down at your desk, opening up your laptop, and discovering a button you'd never seen before on your browser homepage.
Aberdeen
SEPTEMBER 16, 2019
Sales prospecting has become something of a running joke in the business community. Does this mean that salespeople should just pack things up and stop prospecting? But we do need to give sales the data necessary to flip the script on disruptive prospecting techniques.
B2B Lead Generation
SEPTEMBER 23, 2012
Tweet Editor’s Note: Buy, build or both? Sometimes there isn’t the executive buy-in, and the budget that comes with it, to carry out the kind of inbound marketing campaigns that attract every prospect to opt in.
ViewPoint
MARCH 24, 2015
The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Mike is unashamedly passionate AND practical about prospecting. So, what is prospecting , exactly?
DiscoverOrg
MAY 7, 2019
Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. You can then have a deliberate, thoughtful approach to prospecting into those accounts and contacts.
Modern Marketing
NOVEMBER 13, 2019
Marketers never intend to waste their sales team’s time, but without a conscious effort to source, qualify, and nurture potential buyers, marketers can’t know whether a prospect will buy or flake. Nothing irritates salespeople like unqualified leads.
Biznology
OCTOBER 7, 2016
B2B selling is a complicated affair, but you can simplify your marketing strategies dramatically with buying process analysis. This means that you lay out your prospect’s buying process, stage by stage, and then develop a selling process that maps to it.
ViewPoint
DECEMBER 17, 2013
The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts.
PureB2B
SEPTEMBER 10, 2018
Not all contact lists are created equal, but if you’re working to grow your B2B lead database, your two options are to buy one or build one. When it comes to finding quality leads, marketers are somewhat divided about whether buying B2B leads is good or bad for business.
Unbound B2B
DECEMBER 6, 2019
This article serves as a guide for b2b lead generation buying. Here are 5 signs that your sales-lead pipeline needs a makeover: You don’t have any new prospects lined up. Between closing deals and nurturing leads already in the funnel, prospecting for new clients can sometimes take a backseat. Prospecting is an area that is easy to put off, especially because it takes time and doesn’t yield immediate results. Lead generation B2B Lead Generation Buying Guide
Cintell
JULY 3, 2018
Part of customer-centricity involves truly connecting with prospects before they become customers. The 2018 B2B Buying Disconnect Report highlights the difference between how B2B technology buyers and vendors view the purchase process.
Ignite Tech
APRIL 29, 2020
The sales cycle is longer and it’s a challenge to get the attention of your prospects. The question is: How can your reps boost sales and figure out who’s actually ready to buy? The post Stop Guessing About Who’s Ready To Buy.
Heinz Marketing
FEBRUARY 20, 2020
Personas should be developed and socialized to the organization, with feedback from sales and other departments that interact with prospects and customers. You can also use this section to talk about their role within the buying committee and how they interact with other personas.
The Forward Observer
JULY 16, 2019
Not all sales prospects are created equal, and the better you’re able to quickly spot the differences, your prospecting and sales efforts will become more efficient and pay greater dividends. For every prospect they pursue there's a hope that they will make a sale.
InsightSquared
OCTOBER 4, 2019
It forces you and your team to get very, very specific about the people within an account who buy and to define and measure your wins. Allowing every salesperson to define their buying group differently, and record it differently in the CRM, no longer works in ABM.
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