Scoop.it

JANUARY 26, 2023

Experienced marketers and sales experts understand that each stage of the sales funnel is equally important in guiding potential customers on their journey. But what about the bottom of funnel sales content, or BoFU content as it’s also known? The answer is a resounding yes, but you need to know what you’re doing.

Top of Funnel 88

Top of Funnel Conversion Case Study Case Studies 88

Only B2B

APRIL 3, 2024

What’s the perpetual challenge in every sales funnel? You got it—Generating sales-qualified leads. This emphasizes the critical need to identify sales-qualified leads primed for conversion. This emphasizes the critical need to identify sales-qualified leads primed for conversion.

Sales Qualified Leads 71

Sales Qualified Leads Intent Data Lead Ranking High Quality Lead 71

Outgrow

MAY 12, 2024

Ulta Beauty’s “Skincare Routine Quiz”: A Personalized Marketing Case Study In today’s skincare market, brands want new ways to connect with customers. One of the brands leading the way in this trend is Ulta Beauty with their “Skincare Routine Quiz.” So keep reading to find out more!

Case Study 52

Case Study Case Studies Outgrow Studies 52

Biznology

JANUARY 4, 2017

All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs. Of those 350,000, about half—178,000—were actual sales leads.

Validation 180

Validation Linkedin Sales Qualified Leads Social Marketing 180

Marketing Craftmanship

JANUARY 8, 2021

In my experience, the sales team typically forgets to ask prospects how they’ve learned about the company or product. Neither of those endorsements, however, would provide strong validation for marketing’s return on investment. The Holy Grail of Sales and Marketing Alignment. This is no easy task.

Work Management 264

Work Management Marketing Management Lead Scoring Lead Ranking 264

B2B Marketing Directions

NOVEMBER 28, 2021

Earlier this month, Michael Brenner published a great post at the Marketing Insider Group blog describing how to create compelling customer case studies. However, recent research suggests that the value potential buyers ascribe to case studies has declined. That was down from 72% in the 2016 edition of the survey.

Case Studies 98

Case Studies Case Study Studies B2B Sales 98

Marketing Craftmanship

OCTOBER 14, 2014

Extrinsic selling occurs, according to Wittreich, when a B2B seller relies on successful work that’s been performed for other customers, as a means to validate the seller’s capabilities and potential ability to perform for a prospective customer. Wittreich explains the differences between extrinsic and intrinsic selling.

Case Study 100

Case Study Case Studies Studies B2B Thought Leadership 100

Marketing Insider Group

JULY 1, 2020

As new business slowed (and in many cases came to a screeching halt) due to C-19, many companies have shifted their focus to existing customers. Now, sales and marketing want to increase customer engagement to make sure that their program is not cut as the C-suite looks to conserve cash. For example… 1.

Ideal Customer Profiles 302

Ideal Customer Profiles Work Management Planning Paid Search Agency 302

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

They no longer want to be treated just as “leads” in your system. This is where an advanced lead generation strategy comes in. In fact, today’s customer is usually 57 percent of the way through their decision-making process before they directly connect with a company for the first time. And they have options.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

Marketing Insider Group

OCTOBER 23, 2019

Learn about the goals of ABM and how to execute an effective strategy through digital and traditional tactics. Account-based marketing, otherwise known as key account marketing, is a B2B tactic that targets specific companies and decision-makers, versus casting a wide net across a full market or contact list. ABM is not a new tactic.

Account Based Marketing 200

Account Based Marketing Tactics Paid Search Agency ABM 200

Heinz Marketing

JULY 29, 2021

An often overlooked part of content marketing is where it aligns with sales enablement. Marketers can get hung up on developing easy-to-produce content for potential customers while forgetting the need for internal or limited customer-facing bottom-funnel assets. Sales Checklists. Case Studies. Sales Scripts.

Top of Funnel 120

Top of Funnel Case Study Case Studies Sales Qualified Leads 120

Webbiquity

APRIL 23, 2024

Image credit: Pixabay on Pexels You’ve probably seen studies and statistics on the enormous ROI (return on investment) that email marketing for B2B delivers compared to other tactics. Other studies have reported similar figures, meaning the potential ROI for email marketing may actually be close to 3600%.

ROI 177

ROI Email Marketing B2B Marketing Marketing Automation Services 177

markempa

APRIL 6, 2015

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15% of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities.

Lead Ranking 120

Lead Ranking Sales Qualified Leads Lead Generation Lead Scoring 120

Martech

DECEMBER 14, 2023

The B2B sales cycle is lengthy and complex. Depending on deal size, closing a lead can drag on for weeks and even months. Sales isn’t easy. But after 15 years in relationship-based sales and management, I can tell there’s a solution to close deals 25% to 30% faster. Questions to ask: Who would be your dream client?

Sales Cycle 86

Sales Cycle Ideal Customer Profiles B2B Sales Top of Funnel 86

KoMarketing Associates

APRIL 1, 2020

These tactics are meant to build validate vendor expertise as well as improve performance in broader B2B SEO initiatives. Leadership and management bios and contact information (including social media profiles if appropriate). Third Party Validation. Customer Case Studies and Testimonials.

Trust Marketing 180

Trust Marketing Marketing Management B2B Marketing Ad Building 180

Martech

FEBRUARY 13, 2024

Are you looking to increase sales leads, make customers more valuable over time or break into new areas? Look into omnichannel customer experiences and inventory management integrations. This change facilitated improved lead scoring and nurturing campaigns, resulting in a 30% increase in lead conversion rates.

Marketing Automation Services 102

Marketing Automation Services Work Management Lead Scoring Lead Ranking 102

KoMarketing Associates

SEPTEMBER 18, 2013

A recent survey of US agency executives from RSW/US , as covered by eMarketer , revealed that client case studies and content marketing were the top two self-promotional tactics used to generate leads, as indicated by 62% of respondents. Case studies can be difficult to obtain.

Case Study 120

Case Study Case Studies Studies Peer-to-peer 120

Marketing Insider Group

AUGUST 30, 2021

The problem with modern sales and marketing. I see with marketing (and sales) this: we get clinical and treat our customers as objects to convert rather than people who need help. revenue, leads, opportunities, etc.). I recently met with a group of sales and marketing influencers and we discussed trends and our projects.

Paid Search Agency 277

Paid Search Agency B2B Sales Marketing & Strategy CMO 277

DealSignal

DECEMBER 12, 2018

Case Study: How DealSignal ABM Contact Discovery & Lead Enrichment Help Pramata Lift Conversions 4x. Complete, accurate data drives ABM & sales results. 25% faster sales cycles. 25% faster sales cycles. Read the case study. Then Pramata found DealSignal. ” Jeremy Middleton.

Case Study 59

Case Study Case Studies Account Based Marketing ABM 59

DealSignal

FEBRUARY 23, 2023

Did you know that, according to a study by HubSpot , 61% of B2B marketers rank lead generation as their number one challenge? With businesses constantly searching for new customers, it’s no wonder that B2B lead generation has become a top priority for marketers.

Lead Generation 98

Lead Generation Email Marketing Lead Scoring Lead Ranking 98

Salesforce Marketing Cloud

NOVEMBER 20, 2023

Looks like you’re ready to make a sales call. The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.”

Top of Funnel 69

Top of Funnel Work Management Marketing Management Lead Scoring 69

Heinz Marketing

OCTOBER 19, 2023

Companies need to pinch pennies, reduce costs, and in many unfortunate cases, reduce their workforce, too. If you provide a case study or a customer referral, can they cut you a deal? Not only that, but you also don’t have the budget to create leads that are not qualified or don’t get followed up on at all.

Enterprise Management 112

Enterprise Management Marketing Budget Budget Programs Work Management 112

KoMarketing Associates

DECEMBER 8, 2021

The end of third-party cookies by companies like Apple and Google can make it more difficult to visualize which sales or marketing strategies work — at least for now. Validation stage. At the validation stage, users have made a decision — mostly. One of the most effective ways to do that? Average visit duration.

Top of Funnel 244

Top of Funnel Buyer's Journey Advertising Benchmark B2B 244

ClearVoice

MARCH 22, 2021

What is middle-of-funnel (MoFu) marketing? Middle-of-funnel marketing is a strategy that aligns with the middle “consideration” stage of the buyer’s journey. Marketing activities midway through the funnel support research and evaluation through solution-focused content that helps mid-funnel buyers solve their problem.

Top of Funnel 52

Top of Funnel Marketing Funnels Work Management Marketing Management 52

Biznology

APRIL 24, 2015

While preparing case studies for book, I had the fun of interviewing a bunch of very smart B2B marketers to learn how they were applying data and analytics to their marketing objectives. Presence of a customer service or outbound sales and marketing team. We examine those who buy and later become long-term clients.”.

Ideal Customer Profiles 80

Ideal Customer Profiles Case Studies Case Study Marketing Management 80

Martech Advisor

MARCH 4, 2020

Make sure it has the same voice you ask your sales representatives to uphold and follows selling scripts that your sales reps do. Add the option to redirect a user to a sales rep, and you have a great CRO tool, says, Connie Benton, freelancer writer. Sales automation is on the rise in 2020. Answer fast.

Budget Programs 139

Budget Programs Conversion Work Management Tools 139

Salesforce Marketing Cloud

JUNE 28, 2023

Let’s be real, the sales pitch has evolved. Our latest State of Sales Report shows 81% of sales reps say buyers increasingly conduct research before they reach out. That means your sales pitch is likely to be a prospect’s first interaction with your company — so make it count.

Tips 98

Tips Lead Scoring Lead Ranking Customer Satisfaction 98

SalesGrape

SEPTEMBER 14, 2023

In today’s competitive business landscape, generating high-quality leads is crucial for the success of any company. In this article, we will explore five proven tactics that telemarketers can implement to generate high-quality leads. Personalization is key in capturing the attention and interest of potential customers.

High Quality Lead 60

High Quality Lead Ideal Customer Profiles Telemarketing Lead Scoring 60

DiscoverOrg

JULY 10, 2018

A study from Gong.io We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. If you’re NOT getting objections, you’re probably not very close to a sale, because your pospect doesn’t have that uncomfortable feeling of taking a risk. So, how do you handle sales objections? It can drag on forever. “I

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

Webbiquity

JANUARY 18, 2024

When done properly, sending cold emails—that is, messages to people or companies with whom you have no prior relationship—is still one of the best tactics for B2B lead generation or making direct sales. Then, process it using data analytics. Guest post by Nina Petrov.

Email Marketing 171

Email Marketing Work Management B2B Marketing Marketing Management 171

NuSpark Consulting

JANUARY 15, 2016

Case studies are bursting with promise for use in B2B lead generation and sales. Why Case Studies? Why do marketers at B2B companies write case studies? Why do marketers at B2B companies write case studies? And if content is king, case studies are the crown jewels.

Case Study 100

Case Study Case Studies Studies B2B Marketing 100

Optinmonster

APRIL 15, 2023

If yes, then your lead quality could be the main culprit! The quantity of your leads does not guarantee success. Your leads are only valuable if they’re qualified enough to make a purchase. So instead of catching up in the numbers game, focus on finding those quality leads that have the potential to become customers.

Lead Scoring 56

Lead Scoring Lead Ranking Sales Qualified Leads Top of Funnel 56

Hubspot

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023.

Marketing AI 62

Marketing AI Top of Funnel Lead Ranking Work Management 62

seo.co

OCTOBER 16, 2020

Marketing Funnels — Table of Contents. What is a Marketing Funnel? + The 5 Stages of the Sales Funnel. Whether it’s impatience or ineptitude depends on the business, but most companies are unwilling to put in the work it takes to nurture leads. They’d rather earn a quick sale. What’s the solution?

Top of Funnel 116

Top of Funnel Marketing Funnels Optimization Marketing Analytics Tools 116

DealSignal

FEBRUARY 7, 2019

Case Study: How DealSignal Contact Discovery & Lead Enrichment Helped FloQast Increase its Total Audience 5x. FloQast’s Marketing leaders understand that if Sales can’t take action on the leads they generate, they’re not delivering any value. Senior Manager of Demand Generation, FloQast.

Case Study 56

Case Study Case Studies Studies ROI 56

Optinmonster

APRIL 15, 2023

If yes, then your lead quality could be the main culprit! The quantity of your leads does not guarantee success. Your leads are only valuable if they’re qualified enough to make a purchase. So instead of catching up in the numbers game, focus on finding those quality leads that have the potential to become customers.

Lead Scoring 52

Lead Scoring Lead Ranking Sales Qualified Leads Top of Funnel 52

Scoop.it

OCTOBER 29, 2019

It is a proven model to increase your brand’s visibility, develop thought leadership, and generate leads. Because many organizations don’t understand why sales reps need content and what types of content to provide them to help them win more deals. This is known as content for sales enablement. Source CMI ).

Top of Funnel 54

Top of Funnel Buyer Personas Content B2B Thought Leadership 54