Integrated B2B

NOVEMBER 18, 2013

With exhibits to design and logistics to plan, it’s easy to see why so many trade show marketers neglect social media. Budgetary concerns and tough sales targets make it easy to write off social media marketing as an ‘optional extra’ for a trade show. Social media and trade shows, however, can work together very well.

Trade Show 40

Trade Show Social Media Practices Media 40

ViewPoint

FEBRUARY 11, 2014

Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. We talked about this issue and about the sustainable relevance of direct mail and cold calling. Stay Tuned.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 120

SpotMe Blog

JUNE 2, 2021

All companies working in B2B sales can benefit from hosting events to generate more leads. B2B lead generation is made simpler through online event platforms. There has never been an easier time for a company to host an event, whether it’s a webinar, virtual, or hybrid event. How Do You Generate B2B Leads?

Webinar Metrics 52

Webinar Metrics Lead Generation Paid Content Lead Scoring 52

Zoominfo

FEBRUARY 25, 2021

Lead scoring is a qualitative process of assigning numeric values to each lead you generate based on a combination of the behavior(s) a prospect demonstrates and how well their firmographic and demographic information aligns with a company’s ideal customer profile (ICP). Inbound Marketing. Types of B2B Lead Generation Strategies.

Sales Management 240

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 240

Hubspot

JUNE 26, 2023

This outreach is typically done through cold calling, which is still considered one of the most effective sales tools. A customer relationship management (CRM) platform is the central source of information for customers and prospects and is used by sales, marketing, and customer service teams.

Sales Qualified Leads 67

Sales Qualified Leads Lead Generation Generation Top of Funnel 67

Zoominfo

FEBRUARY 25, 2021

The Lead Generation Process Lead Scoring Lead scoring is a qualitative process of assigning numeric values to each lead you generate based on a combination of the behavior(s) a prospect demonstrates and how well their firmographic and demographic information aligns with a company’s ideal customer profile (ICP).

Sales Management 177

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 177

markempa

JUNE 7, 2005

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Peter Davidson at the BeConnected blog pointed me to Kevin Stirtzs post on cold calling. Thanks Peter.

Cold Calling 120

Cold Calling Lead Generation B2B Sales Webcast 120

Belkins

FEBRUARY 21, 2021

Make sure that your database does not contain: Outdated and/or incorrect information. Prioritize Cold Emails Over Cold Calls. Cold calls have become rather outdated in today’s world because any kind of information is easily accessible online. Duplicate contacts you already have in your CRM.

Sales Qualified Leads 67

Sales Qualified Leads Enterprise Management Ideal Customer Profiles Marketing Automation Services 67

Binary Demand

JUNE 27, 2023

It typically involves strategies and techniques, such as targeted marketing campaigns, networking events, trade shows, content marketing, email marketing, and social media outreach to capture qualified accounts’ interest and contact information. With higher conversion opportunities, this ensures optimum lead generation.

Lead Generation 52

Lead Generation Sales Qualified Leads B2B Sales Paid Search Agency 52

SmartBug Media

JULY 21, 2020

It’s not uncommon for many manufacturers to still be relying solely on traditional outbound sales and marketing methods, such as attending trade shows and other in-person events, sending out printed mailers, and using basic cold-calling tactics. This is all part of understanding and utilizing the Buyer’s Journey.

Buyer's Journey 100

Buyer's Journey Sales Qualified Leads Buyer Personas Cold Calling 100

Sharpspring

SEPTEMBER 3, 2020

It’s the stage in which you can aggregate valuable customer data such as location, contact information and pain points to help you develop more personalized marketing campaigns in the future. Cold calls. Trade shows. Promotional events. Sales Tactics. Direct sales. One-on-one meetings. Retail interaction.

Top of Funnel 70

Top of Funnel Funnel Advertising Marketing Management Marketing Funnels 70

Hubspot

JANUARY 31, 2018

Cold calling. If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Cold calling is hard, wasteful, ugly, and negatively impacts your brand and potential success -- it's also not nearly as effective as inbound selling. Drop the 18 tactics below.

Tactics 101

Tactics Cold Calling Work Management Marketing Management 101

SalesIntel

JULY 10, 2023

Identify High-Value Prospects: Gone are the days of cold calling and mass marketing to unsegmented audiences. With this information, sales reps can approach conversations more confidently, with a deep understanding of the prospect’s pain points and motivations. Both techniques will give you a spam label.

Top of Funnel 71

Top of Funnel Intent Data Marketing Funnels Ideal Customer Profiles 71

Digital B2B Marketing

JULY 11, 2013

PR, analyst relations, content marketing, events, social media, even internal marketing, can play important roles in establishing your brand. Improved Cold Calling. Seriously, no one wants a cold call from your company if they have never heard of you. Increased booth traffic at trade shows.

Lead Generation 100

Lead Generation Lead Scoring Lead Ranking Generation 100

Engagio

MARCH 25, 2019

For example, it can save you significant time compared to cold calling – in which you can expect to make 18 phone calls before connecting with a lead. Awario also has a tool called Awario Leads, a real-time social media feed that helps you discover leads and connect with them. Our advice: see how the pros handle it.

Account Based Marketing 118

Account Based Marketing Tactics Enterprise Management Work Management 118

KoMarketing Associates

JANUARY 25, 2013

Software Advice’s Managing Editor Ashley Verrill shared some of the charts and information highlighting results of the survey. This post looks a bit deeper at some of the supporting charts and information realized based on survey responses. Check out the following chart for further information.

Demand Generation 120

Demand Generation Advertising Benchmark Customer Surveys Demand 120

PureB2B

MAY 30, 2022

It is a new piece of European Union legislation meant to protect the privacy of personal data and give EU data subjects more control over their own personal information. If your company isn’t handling personal information, then you can disregard GDPR. Think about the pieces of information that are most crucial to your B2B campaigns.

Opt-out 62

Opt-out Opt-in Ideal Customer Profiles Trade Show 62

Hubspot

DECEMBER 19, 2018

At ValueSelling, we recently conducted a survey on B2B sales reps' top prospecting challenges and found that 50% of sales reps surveyed feared making cold calls. Perhaps it's generational -- after all, what millennial makes a phone call instead of texting or using social media? Yes, phone anxiety is real.

Tips 97

Tips Touchpoints Outreach Cold Calling 97

Excelsior Research

MAY 24, 2021

Some of the common marketing channels a business uses are: emails, events (both online and offline), social media, pay per click, cold marketing content marketing, and more. B2B telemarketing: Cold calls are a technique that’s been around for a long time. B2B lead generation process, and how it works.

Lead Generation 52

Lead Generation Sales Qualified Leads Demand Generation Agencies Lead Ranking 52

Excelsior Research

MAY 24, 2021

Some of the common marketing channels a business uses are: emails, events (both online and offline), social media, pay per click, cold marketing content marketing, and more. B2B telemarketing: Cold calls are a technique that’s been around for a long time. B2B lead generation process, and how it works. Inbound B2B.

Demand Generation Agencies 52

Demand Generation Agencies Lead Generation Sales Qualified Leads Lead Ranking 52

Marketing Insider Group

AUGUST 11, 2015

The effectiveness of cold calling is plummeting. You’ve established a budget, funded largely by re-allocating some marketing funds from other tactics that don’t seem to be working (print advertising, direct mail, trade shows, etc). Can that inform future content creation?

Paid Search Agency 100

Paid Search Agency Advertising Agencies Content Marketing Allocation 100

TrustRadius Marketing

MARCH 17, 2021

Sales tactics go beyond relaying product information and answering questions. Trade shows, industry events, and customer meetings are staples of the outside sales job. Historically, this type of sales rep would rely heavily on phone calls. As mentioned, cold-calling and emailing have become less effective.

Work Management 52

Work Management Marketing Management Budget Programs Marketing & Strategy 52

Belkins

JULY 15, 2019

We prefer cold emails over the cold calls. In the world of accessible information, cold calls lost their element of surprise. Meanwhile, cold emails are a completely different thing. If you were a speaker at the event, you have a powerful credibility boost at your disposal. Video content.

Lead Scoring 42

Lead Scoring Lead Ranking Sales Qualified Leads Ideal Customer Profiles 42

ATAK Interactive

JULY 29, 2019

If this is not something you’re currently tracking, listing a ballpark figure is alright, but make sure you include EVERYTHING – human capital, systems, events, advertising dollars, etc. Trade Shows. Cold Calling. Alright, we’ve done the tedious part – we got all of the information into the right places.

Enterprise Management 78

Enterprise Management Work Management Marketing Management Analysis 78

markempa

MAY 23, 2005

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Check out the AMAs blogging event in Chicago on February 18th. Check out the AMAs blogging event in Chicago on February 18th.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

JUNE 13, 2007

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. This dilemma has led me to think about how trigger events are related to one of the basic laws of physics.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

SalesIntel

DECEMBER 6, 2021

The modern buyer is immune to cold calls and emails, and they are quickly turned off by irrelevant, scripted communications. Gatekeepers are incredibly good sources of information if you know how to ask for it. You have to use all the clues, information, and resources at your disposal. Attend a Trade Show as Your Guest.

Top of Funnel 52

Top of Funnel Ad Building Work Management Peer-to-peer 52

ATAK Interactive

JULY 29, 2019

If this is not something you’re currently tracking, listing a ballpark figure is alright, but make sure you include EVERYTHING – human capital, systems, events, advertising dollars, etc. Trade Shows. Cold Calling. Alright, we’ve done the tedious part – we got all of the information into the right places.

Enterprise Management 60

Enterprise Management Work Management Marketing Management Analysis 60

ATAK Interactive

JULY 29, 2019

If this is not something you’re currently tracking, listing a ballpark figure is alright, but make sure you include EVERYTHING – human capital, systems, events, advertising dollars, etc. Trade Shows . Cold Calling . Alright, we’ve done the tedious part – we got all of the information into the right places.

Enterprise Management 60

Enterprise Management Work Management Marketing Management Analysis 60

ATAK Interactive

JUNE 25, 2019

If this is not something you’re currently tracking, listing a ballpark figure is alright, but make sure you include EVERYTHING – human capital, systems, events, advertising dollars, etc. Trade Shows . Cold Calling . Alright, we’ve done the tedious part – we got all of the information into the right places.

Enterprise Management 60

Enterprise Management Work Management Marketing Management Analysis 60

thePoint

AUGUST 24, 2020

paid search, events, webinars, white paper downloads, website contact us forms). Some leads are worthless like competitors or companies that are not true prospects but just wanted information for some reason etc Some leads are perhaps closer to your target audience profile (company, job title, etc.) However, not all leads are the same.

Lead Ranking 52

Lead Ranking Marketing Qualified Leads Top of Funnel Sales Qualified Leads 52

MarketJoy

JUNE 25, 2018

It is a marketing & sales procedure adopted by many companies to share information regarding their products & services. Putting straightforwardly, it is carried out in traditional forms; as in print ads, cold-calling, cold emailing, and television ads. This method focuses on an undiscovered client-base.

Paid Content 56

Paid Content Work Management Marketing Management Top of Funnel 56

Zoominfo

APRIL 23, 2020

vs. “avenue”) Accuracy : Is the information correct? How many contacts, notes, and valuable pieces of information are in your CRM or marketing automation tool? (If Look for tools that automatically sync, append, enrich, and de-dupe your data as new information becomes available and your database grows. Can records be combined?

Ideal Customer Profiles 189

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 189

Sales Engine

JANUARY 25, 2016

And it was Marketing's job to create awareness with one-to-many mediums like trade shows and advertising. You have to be seen as the go-to source for valuable information in your marketplace. That may mean a blog, a magazine, a podcast series, or a YouTube channel, etc. Let’s do some simple math and see why this is true.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

markempa

SEPTEMBER 29, 2006

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Appending data and information. Following up on requests for information. Inviting and following up on trade show attendees.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 120

markempa

MARCH 30, 2007

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. These lists include all of the demographic data typically needed, and have extended contact information.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

DiscoverOrg

MAY 7, 2019

Accuracy : Is the information correct? How many contacts, notes, and valuable pieces of information are in your CRM or Marketing Automation tool? (If Look for tools that automatically sync, append, enrich, and de-dupe your data as new information becomes available and your database grows. Can records be combined? vs. “avenue”).

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153