Mereo

MARCH 24, 2022

Generating high-quality leads is no easy feat, and as buyer power continues to increase, successful business development is only getting harder. Recent studies from CSO Insights found that only 23% of B2B buyers prefer to engage salespeople to solve their business problems. Back it up.

High Quality Lead 48

High Quality Lead Business Sales Qualified Leads Marketing Management 48

PureB2B

FEBRUARY 15, 2017

While there’s no cut and dried answer to determine a precise timeline, you can come up with the best answer by determining your average customer’s buying cycle. Find out how long it takes for your leads to become customers by monitoring their movement from the top of the sales funnel down to the time they convert into customers.

Top of Funnel 90

Top of Funnel Sales Qualified Leads Marketing Qualified Leads Lead Ranking 90

Valasys

DECEMBER 18, 2019

When thinking about an all-inclusive content strategy, the first thing that comes to our minds is the original ideas generated from deep insightful research. According to research by Forbes, 89% of the companies today compete primarily based on customer experience, as compared to 36% back in the year 2010.

B2B Marketing 59

B2B Marketing Paid Search Agency B2B Best Practices 59

Valasys

NOVEMBER 5, 2019

The credibility of email marketing extends beyond just lead generation to establish trust at first contact with a B2B lead over email, for the sales conversions to expedite. Ways to Establish Trust at First Contact with A B2B Lead over Email. Read on : Benefits of Content Personalization for B2B Marketers.

Contacts 51

Contacts Peer-to-peer Lead Scoring Lead Ranking 51

Industrial Marketing Today

SEPTEMBER 13, 2010

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs.

Buying Cycle 60

Buying Cycle Marketing Automation Services Peer-to-peer Web 2.0 60

markempa

OCTOBER 27, 2014

Numerous studies show that swift follow-ups increase conversion. Remember, people buy from people. The more you can humanize your lead follow-up the better. Qualify leads with teleprospecting to help maximize the sales team’s effective selling time. Lead Management customer conversion lead conversion optimization'

Conversion Rate 120

Conversion Rate Lead Scoring Lead Ranking Ideal Customer Profiles 120

Valasys

OCTOBER 22, 2019

Review the design of the Website : The marketers must review the website design & decide whether the quality of content displayed there helps in optimizing the users’ experiences. Also, the look & feel of the website must help the prospects research their pain-points.

B2B Sales 45

B2B Sales Top of Funnel Optimization B2B Marketing 45

Valasys

DECEMBER 16, 2019

B2B SaaS companies operate differently than other businesses – the product isn’t physical, the purchasing process usually isn’t self-service & the buying cycle is often prolonged beyond expectation. Advertising the local languages ensures that marketers get better results.

Paid Search Agency 59

Paid Search Agency Facebook Ads B2B 59

KoMarketing Associates

MARCH 7, 2013

It’s no secret that social media is an important channel of digital marketing. For B2B marketers, there are endless opportunities for leveraging social media platforms and strategies. Research from Optify’s 2012 B2B Marketing Benchmark Report supports these statements. Marketing Sherpa (@MarketingSherpa).

Social Media 120

Social Media Ideal Customer Profiles Twitter Profiling 120

Industrial Marketing Today

JUNE 19, 2010

That is pretty much the mantra of B2B content marketing. The chart below from a research study done by Forrester illustrates this point very clearly. Understanding and building accurate profiles of different personas requires a close alignment between sales and marketing.

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Valasys

JANUARY 23, 2020

The conventional funnel structure of a B2B buyer has transcended to a loop-like structure, wherein, the customers prefer to do multiple pieces of research before they make a final buying decision. To develop an impregnable B2B sales strategy, marketers need to get more qualified leads, which helps maintain a healthy sales pipeline.

B2B Sales 52

B2B Sales Marketing Budget Sales Qualified Leads Lead Ranking 52

Industrial Marketing Today

JUNE 29, 2010

According to a study done by Professor John A. He suggests that B2B marketers take a cue from their B2C counterparts when it comes to increasing brand awareness. As marketers, we need to shorten the industrial buy cycle by producing marketing content that is relevant and tailored to the prospect’s stage on the buy cycle.

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Industrial Marketing Today

JUNE 12, 2010

There have been many studies done over the years that indicate that price information is the very reason why most B2B buyers visit a vendor’s website. The results from three separate studies confirm this: 61% of engineers surveyed indicated pricing information as one of the primary reasons to visit a vendor’s website.

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

NuSpark Consulting

JULY 15, 2011

Here’s a sample excerpt of a digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. Our approach to lead generation beings with a message strategy. From there, the lead generation plan is developed, followed by lead nurturing.

Lead Ranking 100

Lead Ranking Lead Scoring Planning Sales Management 100

NuSpark Consulting

JULY 15, 2011

Here’s a sample excerpt of a digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. Our approach to lead generation beings with a message strategy. From there, the lead generation plan is developed, followed by lead nurturing.

Lead Ranking 100

Lead Ranking Lead Scoring Planning Sales Management 100

B2B Marketing Directions

NOVEMBER 8, 2015

In my experience, the most effective lead nurturing programs utilize several methods and channels of communication and involve both content-based communications (which are typically handled by marketing) and person-to-person communications (which are typically handled by business development reps or salespeople).

Lead Nurturing 40

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 40

Valasys

DECEMBER 19, 2019

The B2B content marketing trends of 2019 reflect that content has been the core when it comes to attracting, engaging & converting the prospects of B2B brands. According to a study by Skyword, 87% of the visionaries & 81% of the leaders consider content to be central to their marketing endeavors.

B2B Marketing 52

B2B Marketing Content Marketing Lead Ranking B2B 52

Industrial Marketing Today

JUNE 24, 2010

Can we deliver a powerful 1-2 punch by combining social media and email marketing? I came across two research studies that answer the last question with a big YES! The first study done by AWeber (aff. The second study done by GetResponse (aff. Are those predictions a little premature? See charts below).

Social Media 60

Social Media Email Marketing Social Marketing Web 2.0 60

Valasys

MARCH 5, 2020

Make ‘ Intent ’ data a priority: According to a report by Stickbranding , 90% of the people don’t have a requirement to buy when they begin researching a product or service the rest 10% are in immediate requirement of your products or services & can be instantly approached by the marketers through their products or services.

Paid Content 59

Paid Content De-duplication WOMM Top of Funnel 59

Valasys

SEPTEMBER 10, 2019

Word of Mouth Marketing (WOMM) may be inexpensive, but it blossoms only once exemplary products or services are delivered by the brands to their customers. Therefore, marketers must figure out social media & other referral channels that drive the maximum traffic on their websites.

Word of Mouth 40

Word of Mouth WOMM B2B Marketing Marketing AI 40

Industrial Marketing Today

JULY 29, 2010

The majority of Chief Marketing Officers (CMOs) consider customer engagement as their top priority according to a recent study done by Forbes Insights and George P. The New Rules of Engagement: CMOs Rethink Their Marketing Mix is based on a survey of 314 marketing executives at companies with more than $500 million in annual revenue.

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

Valasys

FEBRUARY 10, 2020

Read more on 8 Reasons why B2B Marketers Should Prioritize Word of Mouth Marketing (WOMM). With the evolution in the field of B2B marketing, customers have become more powerful than ever before. Marketers need to create new opportunities for customer success. Why Customer Experience Management is Important.

Enterprise Management 52

Enterprise Management Work Management Marketing AI Marketing Management 52

Biznology

AUGUST 19, 2015

This is particularly true for trade show marketers as the primary reason for exhibiting at shows is lead generation, not qualification. It is well accepted that senior executives expect that you will have done some research on their company that includes, but is not limited to, visiting their website.

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

Hubspot

MAY 28, 2012

Here are the five best practices for establishing a lead nurturing program: 1) Create a Communication Schedule. Study after study shows that email response rates decline over the age of the lead. Customizing your nurturing campaigns for different types of leads can help you deliver the most relevant content.

Work Management 28

Work Management Marketing Management Lead Management Lead Scoring 28

Industrial Marketing Today

OCTOBER 2, 2010

According to SirrusDecisions research, the B2B buyer receives 20.3 And that reality of the flooded inbox is very evident from steadily dropping response rates of only 1% to 3% range for traditional email marketing. Let’s look at two case studies to see how industrial marketers are using email to reach and engage with industrial buyers.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

DECEMBER 7, 2010

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. Source: Marketing Sherpa/ KnowledgeStorm). B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance.

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

Industrial Marketing Today

AUGUST 24, 2009

RESEARCH Even before I open up my trusty word processor, I head over to Google’s Keyword Tool. I use it to research key words/phrases that people are using to search for answers to their particular problem. You’d be surprised how many different ideas and variations you can get from your initial thought after doing your research.

Web 2.0 60

Web 2.0 Copywriting Content Buying Cycle 60

Inbox Insight

JULY 7, 2020

In a time where global health issues are impacting buying decisions, it’s more important than ever to get to know your audience – understanding how they think will help you run effective campaigns that convert. But the B2B technology buying cycle is long and complex, and is rarely straight-forward.

Enterprise Management 99

Enterprise Management Work Management Marketing Management Research 99

Industrial Marketing Today

JULY 23, 2010

Rule #1: Natural or organic search engine optimization (SEO) In the research phase of the industrial buying cycle , engineers and industrial buyers tend to use broad keywords and phrases that describe their current problem. One-size-fits-all site content will not help you engage. The same holds true for video white papers.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Industrial Marketing Today

MAY 14, 2010

What do you do when the bulk of your marketing content, with the exception of case studies is product focused? Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle. Do you have any strategies for this?

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Industrial Marketing Today

MAY 21, 2010

As a B2B marketer, we want to reach our ideal prospects and communicate with customers to maintain top-of-mind awareness throughout their buying cycle. Research keywords and phrases used by your prospects and write blog posts with headlines that use those words and phrases.

Web 2.0 60

Web 2.0 Buying Cycle B2B Blogger 60

Adobe Experience Cloud Blog

JANUARY 20, 2010

Now that a prospect has opted-in to your lead nurturing program, be sure they want to keep receiving your emails and don’t end up opting-out later. According to research firm, MarketingSherpa: 82% of prospects say content targeted to their specific industry is more valuable. Create offers for each step of the buying cycle.

Sales Qualified Leads 48

Sales Qualified Leads Lead Scoring Lead Ranking Leads 48

Adobe Experience Cloud Blog

JULY 12, 2010

Forrester Research shows that 59% of consumers open email based on their individual interests and 51% open emails based on their needs at that time. Marketing Sherpa and Q Interactive found that 56% of recipients considered email from a known sender that was “just not interesting to me&# to be spam. Fine-tune over time.

Email Marketing 48

Email Marketing Practices Lead Scoring Lead Ranking 48

Ambal's Amusings

OCTOBER 15, 2009

Brian Carroll's book Lead Generation for the Complex Sale. Velocity's The B2B Content Marketing Workbook. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. B2B Marketing Fundamentals Don't Change. Marketing and Sales Alignment – Marketo eBook (New!).

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

Markempa

AUGUST 12, 2021

It’s worth noting: The sales messaging employed and the frequency of touches will depend on the solutions you sell and the prospect’s buying cycle. It would help if you created different lead nurturing tracks based on demographic criteria, such as size, industry, role in the buying process, and more.

Lead Nurturing 133

Lead Nurturing Buy Lead Ranking Sales Qualified Leads 133

Hubspot

NOVEMBER 7, 2012

And admittedly, we don't tout the value of product marketing enough on this blog. Product marketers typically create that more bottom-of-the-funnel content that caters to prospects who are closer to the purchase stage in the buying cycle. One asset that product marketers typically manage is a website's product pages.

Top of Funnel 28

Top of Funnel Work Management Product Marketing Management 28

Stevens & Tate

DECEMBER 25, 2020

A smart email program provides opportunities to effectively communicate with your customers and prospects, leading to increased sales and revenue growth. Segmenting—by target audience, relevant message and place in the buying cycle—is key. Focus Content for Each Stage of the Buying Cycle.

Email Marketing 75

Email Marketing Effectiveness Tips Buying Cycle 75