3 Tips to Help Content Marketers Understand Sales Cycles


Simply posting a blog per day won’t amount to anything if you’re not taking your customers’ sales cycles into account and adjusting your marketing strategy accordingly. What’s a sales cycle, you ask? Understanding Sales Cycles. Before you can create content for your buyers, you must understand the sales cycle for each buyer type. Once your buyers are segmented, you can then assign various sales cycles. Middle of the Funnel.

Using Interactive Content Insights to Accelerate Your Sales Cycle


By adopting interactive content to accelerate the sales cycle, companies are nurturing their businesses’ roots with fertile soil. So, how can interactive content be used to empower your sales strategy and accelerate its cycle?


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How to Shorten Your Sales Cycle with Social Media


The B2B sales cycle has always been complex and multifaceted—and it’s grown even more complicated in recent years. Given the complex nature of the modern buyer’s journey, it should come as no surprise that the typical B2B sales cycle is longer than the typical B2C sales cycle. Fortunately, there are several modern ways for B2B organizations to shorten their sales cycle. 5 Tips to Shorten the Sales Cycle with Social Media.

B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’

B2B Lead Generation

Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. Jim Dickie, CSO Insight’s managing partner, says this should make any sales leader cringe. “It’s No deal = broken sales cycle. He says the escalating number of “no decisions” is a sure sign that sales cycles are broken. CSO Insight’s latest sales performance optimization study reveals that an average of 4.1

How Reversing the Funnel Increased Sales by 14% for a Sales Incentive Company

B2B Lead Generation

Tweet Traditional marketing practice presumes the more you invest in driving leads through the top of the sales funnel, the more revenue will come out the other side. But, when Certif-A-Gift Company, a sales incentive company, reversed this presumption, they ended up increasing sales by 14% and moving prospects through the sales cycle 23% faster. However, only 10% of its channel partners have a need for a sales-incentive program in any given year.

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Different Stages of the B2B Sales Cycle

Directive Agency

B2B marketing timelines and sales cycles can be confusing. But depending on where they are in the B2B sales cycle, how you approach them will differ. ” To better accommodate the elongated B2B sales cycle, it’s important to distinguish between demand generate and lead generation campaigns. You should be tailoring dedicated campaigns to generate demand, nurture mid-level leads, and convert bottom-funnel users.

How Account-Based Marketing Shortens Sales Cycles by 40%


She also explains how implementing Terminus has made their digital efforts more efficient, decreasing the sales cycle for digitally sourced deals from 95 days to 57 days. Making the Case for Account-Based Marketing with Terminus. When Jenny started at SOASTA about a year ago, the first thing she did was meet with her VP of Sales and VP of Inside Sales to discuss their target account strategy and introduce the idea of account-based marketing.

What is business video content marketing and how to get started


And what’s good for the company that makes an investment in online B2B marketing videos is that they are proven to increase metrics such as awareness, conversion rates, quality leads that go into the sales process, thought leadership, social metrics, open rates, and click-through rates in email campaigns. Video content marketing means creating engaging video content that is thoughtful, planned and integrated into the different parts of your marketing process and sales process.

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Ultimate Guide to the Data-Driven Sales Funnel


Does your (sales) funnel have flow? Learn data-driven strategies that support each stage of the sales funnel, along with key performance indicators (KPIs). Contents What is a Sales Funnel? What Tools Do People Use for Sales Funnels?

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4 Ways to Optimize the Middle of the Funnel | Lead Management


The middle of the demand generation funnel receives way less attention than it deserves. At the top of the funnel, marketing increases traffic and fills the database with new leads through paid ads, social media, search, referral programs, and a variety of other channels.

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Fix your Funnel with Predictive Marketing and Sales


And since Q4 is historically the biggest quarter for most sales teams, now is the time for companies to identify any issues with their revenue funnel, and determine ways to fix those problems so Q4 is a runaway success, not a flop. But what happens if there are multiple issues with a company’s revenue funnel? Luckily there’s no need to go out and deploy six new solutions, as predictive marketing can solve a number of key revenue funnel issues simultaneously.

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Integrating Social Leads into the Demand Generation Funnel

The Point

Precious few B2B marketers can show true ROI from organic social activity, and even less are using organic social media in a systematic way to either generate social leads or drive those leads through the demand generation funnel. The conclusion we should draw here is that social media has a critical part to play in buyer engagement, and that therefore there’s a huge opportunity to use social media to both identify potential buyers and to advance them through the demand generation funnel.

Chief Revenue Regrets – The Sales Leader Blindspot: Early Stage Funnel


Yet, we are still running forecast and funnel reviews just as we did decades ago … interrogating and inspecting deals to assess the quality of the funnel to meet the number. Forecast vs Funnel Review. Neglecting the Early Funnel. Improving Funnel Throughput.

How to Match Great Content to Your Sales Funnel


In the B2B marketing world, the buying cycle is long. Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale. There's a long cycle that has a lot of money and resources at stake, so you need to nurture your prospects all the way through the process. It's about driving them through to the sale by creating great content at each stage of their journey. Top of the Funnel.

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How to Create the Ultimate Marketing Funnel (Templates Included)

Single Grain

Before reading on, check out this short video we made called How to Make a Sales Funnel that Converts Loyal Customers which shows you how to create an e-mail sales funnel in an automated sequence: If you want your business’ sales process to run as efficiently as possible, you absolutely must get your marketing funnel – the process of converting a visitor or browser into a paying customer – right. What Is a Marketing Funnel? NOW WITH MORE!

How to Map Lead Nurturing Content to Each Stage in the Sales Cycle


Lead nurturing is a crucial part of your marketing and sales success. With lead nurturing , however, you can bring those leads through your sales funnel and garner 4-10 times the response rate compared to a regular email blast while doing it [Source: SilverPop/DemandGen Report]. To nurture those leads correctly, however, you need to somehow adjust your messaging based on their point in the sales cycle. Understanding the Buying Cycle.

How Conversion Funnels Create a Better Customer Journey + How to Optimize Yours


Conversion funnels are a fundamental concept in sales. Personally, I like to visualize the funnel as that big scary slide you wanted to try as a kid. Customers take a similar journey through your company's conversion funnel when evaluating whether or not to buy from you.

How do B2B and B2C Marketing Funnels Differ?

The Lead Agency

The marketing funnel is a representation of the customer/buyer journey, from a sales/marketing perspective. So, how does the marketing funnel differ between B2B and B2C marketing ? The truth is, the stages of the marketing funnel don’t differ at all.

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What is Predictable Pipeline and How Does the Sales Funnel Play a Role

Heinz Marketing

Recently, I was doing some SEO keyword research, and it showed people are confused between the sales funnel and sales pipeline; many people believe they are the same based on search behavior. Understanding the difference is important for B2B sales and marketing. Companies will spend many resources to fill a sales funnel with leads, but forego the fundamental elements that create a predictable pipeline. Importance of understanding the sales funnel.

What’s the Right Content for Each Stage of the Marketing Funnel?

Single Grain

This post on discovering the right content for each stage of the marketing funnel has been updated for 2019. Not some day in the future after navigating your complex purchase funnel, but right then on their first visit. Today: The average customer engages with 3-5 pieces of content before talking to a sales rep. In this framework, every piece of content you create is an opportunity to bring a new lead closer to a sale or to inspire an existing customer to take action.

Fixing your leaky funnel: How to maximize marketing efforts and sales time


The funnel, when properly primed, is a well-oiled machine that can pull in leads and convert them into customers in an organized and efficient manner. The funnel gives your marketing team tools to help identify when leads become qualified and ready to deliver to the sales team. With a well-designed sales funnel, only the best, most qualified sales-ready leads are sent to the bottom of the funnel where sales picks them up, contacts them, and sells your product or service.

Pipeline Velocity: Why It Matters, How To Measure It and How It Helps


Similarly, key components factor into one phenomenon that can show the health of your overall sales process. Within sales, moving plenty of high-value opportunities successfully through the pipeline is the goal of every sales VP. That movement is measured by pipeline velocity, a way for you to see exactly how you are succeeding in getting your prospects from one end of the funnel to the other. The overall win rate percentage for your sales team.

The Complete Guide to Scale Your B2B Business to Success by Marrying PR with Content Marketing


As a B2B marketer, you navigate a long purchase cycle to get buy-in from decision-makers at every touch point. You work with sales, content, SEO, and customer care champions to promote targeted messaging. So, unless you utilize the combined power of inbound and outbound marketing tactics , your words won’t stand out in the age of omnichannel sales cycles. Or write a case study which later gives you an idea for a bigger trend story.

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A Complete Guide to Demand Generation [Examples + Case Studies]


A Complete Guide to Demand Generation [Examples+Case Studies] . A good demand generation strategy aims at identifying prospective customers and running them through your marketing funnel to convert them into paying customers. The Demand Generation Funnel. Sales pipeline value.

7 Easy Steps to Align Sales and Marketing Throughout the Sales Funnel in 2020

Unbound B2B

Every year, companies lose $1 trillion in costs due to misalignment between sales teams and marketing teams. The flip side of this is that B2B companies that succeed in aligning their sales and marketing teams increase their revenue by up to 208% each year. The Sales Process.

What Is Marketing Intelligence? Definition, Best Practices, Use Cases and Tools.

Martech Advisor

Business intelligence includes many strategies, tactics, and data that aren’t unique to marketing, such as customer retention, sales volume, cost of hiring, etc. You know the seasonality of your sales cycles and can ramp your campaigns up and down accordingly.

How to Use Personalized Content to Qualify Leads at Every Stage of the Funnel


Both sales and marketing want their pipelines to be overflowing with leads at all times, and more importantly, they want the right leads that are most likely to convert into revenue-generating customers. We like to see volume in our pipeline, but sometimes, we fail to look closer and examine how much of that pipeline is really worth your sales team’s time. So, how can your brand break through the noise and bring in those quality leads that sales wants? Top of the Funnel.

Digital Marketing funnel: what is, how to create one and what type of content work in each stage


An example of this is the concept of Digital Marketing funnel , which initially appeared as a tool for sales teams, and little by little was also being appropriated for communication strategies. What is the Digital Marketing funnel. How to create a funnel for your business.

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What Is a Sales Funnel? Definition, How To Build One, and Best Practices


What Is a Sales Funnel? A sales funnel visualizes the selling process and shows the different stages prospects go through to become customers. It is fueled by sales and marketing activities that generate awareness, drive demand, educate potential buyers, build trust, and make a compelling case for a product or service. A B2B sales funnel is important because it provides visibility into the effectiveness of your sales approaches and marketing efforts.


How to Measure and Optimize Your Entire ABM Funnel


If leads are now not the main goal for your marketing and sales team, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Sales Velocity. Remember the Double Funnel.

Webinar Replay: Six Funnel Focal Points to Finish 2011 Strong – Part I

B2B Lead Generation

Tweet If you attended our most recent B2B Lead Roundtable Webinar, Six Funnel Focal Points to Finish 2011 Strong – Part I , you found out that even though the end of the year is less than 125 days away, there’s plenty of time to drive more opportunity through your sales funnel and to the bottom line. So, if you’re wondering how on earth you’re going to meet your end-of-year sales goals or quotas, don’t worry – there is still plenty of time.

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4 Value Selling Tools to Move Leads Down the Funnel


Author: David Svigel Buyer behavior has changed; contact with your prospects occurs later in the sales cycle, and your leads come armed with more information than ever before about your products and services. Thankfully, you can prepare for this by leveraging tools that sell value, rather than features, to increase lead quality and sales velocity. Get Conversions to the Middle of the Funnel. They’re potential sales leads, but may need a little nudge.

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4 Tactical Takeaways from Case Studies Presented at SiriusDecisions Summit 2013


He currently runs B2B Fusion , a vendor neutral business helping business-to-business sales and marketing leaders accelerate revenue growth by connecting marketing investment to new revenue opportunities. The Summit enables participants to step away with a peer leader set of marketing, sales, and partners to think strategically about their business. CDW’s Joe Levin highlighted how CDW reduced content to 92% and a 4:1 reduction in partner portals to increase sales effectiveness.

The Funnel is Dead. Long Live the Funnel.


A common metaphor used to describe the relationship between sales and marketing teams at B2B companies is the relay race. The baton is passed to sales. Sales works them into closed deals. When we think about that process in terms of the traditional business funnel, marketing handles the top and sales controls the bottom. The reality is that the coordination between sales and marketing is much different today.

4 Ways to Optimize the Middle of the Funnel


Author: Adam Hutchinson Like the middle child, the middle of the demand generation funnel receives far less attention than it deserves. At the top of the funnel, marketing increases traffic and fills the database with new leads through paid ads, social media, search, referral programs, and a variety of other channels. At the bottom-of-the-funnel, we help close the sale by creating urgency and helping our prospects make the business case for purchasing our product or service.

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Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

The Point

Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. As a company that rigorously tracks and measures the ROI from its various marketing efforts, Sungard AS knew that increasing the revenue contribution from demand generation meant either a) driving more leads into the top of the funnel, and/or b) increasing the rate at which those leads convert into sales.

Optimizing the B2B Content Marketing Funnel: Turning Contacts into Clients

Hinge Marketing

If you are doing it right, your content funnel probably looks something like this: Then you realize you aren’t converting your new contacts into new clients. While some contacts are further along in the buying cycle, they are most likely still learning more about your firm. Depending on your typical sales cycle, these workflows can span anywhere from a month to several months and include anywhere between three and ten emails.