B2B Lead Generation Blog

How customer-hero stories help you connect better

B2B Lead Generation Blog

Do you focus on capturing product stories or customer-hero stories? In this interview, we talk about the power of customer-hero stories to connect emotionally with buyers to facilitate their buying journey. Who do we envision our best customers to be?

Empathetic Marketing: How To Connect With Your Customers

B2B Lead Generation Blog

I understand the politics and the culture challenge that marketers face today, and now I’m dedicating my life to trying to help as many companies, as many brands, as many marketers as I can, to understand how to put themselves in a leadership position by helping their customers.

Trending Sources

Stuck on words: how can marketing connect with customers better?

B2B Lead Generation Blog

How can marketers better connect with people we hope will become our customers? Over the past year, I’ve been researching why there’s such a disconnect between marketing and customers so I can understand how to bridge that gap. Because right now, the trust gap between marketers and customers has never been wider. And our customers feel it. This is why customer empathy is essential. Lead Nurturing: 4 Steps to walking the buying path with your customers.

Words 90

4 Ways to Humanize Marketing to Fit Your Buyer’s Journey

B2B Lead Generation Blog

We need to stop treating our customers like objects and treat them like people. What if you put your full attention on one customer, one buyer, one potential at a time? We have all this technology to connect with our customers, but they’re tuning us out.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

There has never been more marketing channels to reach potential customers. That's why we need to go beyond rational-logic based marketing to understand how our customers feel. The single biggest issue for B2B growth is effective lead generation: increasing lead quality and quantity.

What can B2B Marketers Adopt from Growth Hacking?

B2B Lead Generation Blog

’ A lot of it is that can you leverage your existing community members (customers), and your product itself. The unit increases, the storage use increases, and that increases the likelihood of that customer willing to pay for the service later down the road.

B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation Blog

A Shift in Customer Behavior in Content Marketing. So I would ask a simple question: who is your ideal customer?

Video 124

Why customer advocacy should be at the heart of your marketing

B2B Lead Generation Blog

Are you connecting with and empowering your customer advocates? Customer advocacy marketing programs help you increase revenue by improving customer acquisition and retention (and they’re your bes source of leads). Because you’re helping to encourage and motivate happy customers to speak about you positively to others. And delighted customers are your most powerful hidden sales force. I’m excited to bring his thinking to you on customer advocacy.

Brand 60

Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience

B2B Lead Generation Blog

Tweet Inbound marketing is typically a term reserved for B2C companies striving to draw customers in with flashy social media campaigns, witty tweets and beautiful infographics. In the example below, Precor identified three key industries that it targets as customers.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

Instead of finding customers with mass advertising and email blasts, marketers must now focus on being found and learn to build continuous relationships with buyers.

How to do lead management that improves conversion

B2B Lead Generation Blog

Additionally, LeanData’s 2017 study on lead routing and management found 57% of respondents questioned if their lead management workflow creates a positive customer experience. In this interview between Carlos Hildalgo and Carla Johnson on Finding Inspiration to Design Customer Experience Johnson states, “To create better experiences, we have to understand better the experiences we’re trying to create and then think differently about how we design them.”.

7 Tips to Boost Your Email Nurturing Results Immediately

B2B Lead Generation Blog

For example, I get emails often from companies that “know” me — in some cases, I’m their customer — but their emails don’t show it. By addressing the customer’s anxiety (with empathy) through the tone of the email, they saw a 349% increase in total lead inquiries. Often, it’s inside sales, customer service agents or sales people who are talking with potential customers live and/or in person. Survey customers on your email list.

Email 104

New B2B Persona Research From Salesforce and LinkedIn Study

B2B Lead Generation Blog

If we took away our marketing and our advertising, would our customers miss it? Customers hate it. When was the last time you looked at the quality and accuracy of your B2B persona and contact data? Getting the right content to the right people continues to be a challenge in B2B marketing. Starting in the fall of 2014, Salesforce started to analyze more than 15 million data points, spanning a four-year period, from two of the largest B2B databases: Data.com and LinkedIn. The goal?

5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

Here’s the thing: Our customer’s don’t see our funnels. Yet, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages. You can invite sales to participate in the following ways: Get their perspective from talking with customers. Create a plan to add value every time you touch your future customers with valuable ideas, content, and resources. Research where your customers and clients are going for information.

How to Attract B2B Buyers with Killer Content

B2B Lead Generation Blog

Content Marketing buyer personas content marketing empathetic marketing empathy ideal customer profile value propositionContent marketing is booming. According to the 2017 B2B Content Marketing Trends, 39% of companies are increasing investment in content marketing. And yet most companies are not creating effective content. Want proof?

Developing a Conversational Approach

Speaker: Carlos Hidalgo, CEO & Founder of VisumCx

B2B buyers are more sophisticated than ever before, from the customers’ initial discovery, to the moment they commit to buy. With information at their fingertips, the chances are that potential customers have already met you, judged you and have a firm impression on your company and products.

The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

This gives the sales person lots of chances to develop the buying vision with the customer early in the process. #3. In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less.

Email Marketing: 3 simple steps for building customer personas

B2B Lead Generation Blog

In today’s B2B Lead Roundtable Blog post, I want share the three simple steps for building customer personas Byron shared in his presentation to aid your targeted email marketing efforts. Look to your existing customer data for insight into who buys from you.

How to Improve Lead Routing for More Sales

B2B Lead Generation Blog

Use your potential customer’s and your sales rep’s time well. future customer) with expectations of your sales team. Have you recently looked at your lead routing and assignment process? If not, you could be leaking revenue and marketing ROI. Case in point. LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner. Did you catch that?

Who should own lead generation for a complex sale?

B2B Lead Generation Blog

They need to do what they do best: sell to potential customers that have qualified as sales-ready. Sales should ‘own’ converting those leads to customers. Sales know the ideal customer profile…that information needs to be communicated to marketing so that marketers can do what they do best… so that sales can close more business…”. It is important Sales buy into defining the perfect customer profile and any vendors that supply the leads.”.

How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

Customers have a general lack of trust of brands, and they don’t want us to treat them as targets. They focus on helping their customers having a great experience at every step of their journey. Use your empathy and put yourself in your customer’s shoes.

Trust 111

5 Ways to Transform Your Content From Adequate to Awesome

B2B Lead Generation Blog

The bottom line is: No matter how technology changes the type of content we’re producing, and how our customers engage with it, the value of that content shouldn’t be compromised. Sales reps demand marketing content as it relates to customer needs, but marketing is often one step away from the insights they need to truly deliver what works. For example, sales could commit to quantifying customer engagement and using a modern content analytics tool to drive the strategy forward.

Sales 88

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

Customer focus. For example, I receive emails often from companies that claim to “know” me — in some cases I’m their customer — but their emails certainly don’t show it. Idea #1: Build relevant messages based on problems that matter to your customer.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Put you customer first. Learn about the importance of putting the empathy back into customer interactions , and then read some simple strategies for achieving empathetic marketing. Build a customer-centric content strategy. How do you create content that your customers will read?

Getting sales enablement right to increase results

B2B Lead Generation Blog

And just 27% of organizations are content that focuses squarely on customers and rather than their own story. Salespeople are getting overwhelmed and slowed down with increased complexity just like the customers they’re selling too. Everybody’s changing the way they buy, and learning how we engage these new buyers, both through marketing, sales, and customer experience is critical. We see that the new business models occurring are driving real stress on customers.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Learn what content is most helpful to progress customers. Share new insights gained from customer feedback. Better yet, talk to future customers along with your sales team. Map out your customers’ buying process and key questions customers ask at each step.

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

That means, their competitors, their customers, their prospects, their partners, etc. What you’re advocating is humanizing your brand by having human beings and a human touch connect with your customer. How can you drive fast growth with marketing?

SEO 99

Customer-Centric Marketing: Using metaphors in your B2B strategy

B2B Lead Generation Blog

Tweet Who are your customers? While it may be (hopefully) impossible to individually name your customers from memory, marketers need to be extremely familiar with them. They just had to plot out who their customers were.

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . Customers pay attention to who is sending them emails.

Sales 100

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into customers after they hand them off to sales. Follow-up about potential customer’s motivation first.

Why purpose matters to marketing: growth, revenue, and profit

B2B Lead Generation Blog

Customers are not the same. And really, it’s about the three components of purpose , people , and promise , and having those pieces work together for any given company so that they can reap all the benefits that purpose brings, like, customer acquisition and retention, customer connection, and employee satisfaction. How can we overcome this disconnect and better connect with our customers? How do we keep our customers?

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Marketers who really want to help Sales perform better will focus on higher-quality leads, which have better odds of converting into pipeline opportunities and customers.

Where’s the Passion in B2B Marketing?

B2B Lead Generation Blog

Tony said that before we can help people get engaged (customers, employees, coworkers, etc.), How do we create engagement for ourselves, our colleagues and those future customers we hope to reach and influence? Customers for life. See each other as internal customers.

Sales 122

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Begin by asking your sales team, “What questions do our customers ask most often? Ask them whether their customers would value it. Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing.

Lead Generation: Who knows the customer better – Marketing or Sales?

B2B Lead Generation Blog

We talk to the customer every day…”. No matter how things are going, Sales tends to like to stick its nose in the Marketing plan, with the justification being, “We know the customer better. We all feel that we have a golden gut to some extent, especially when we’re interacting directly with customers. You have to realize potential customers, especially those that choose another vendor, may not always honestly tell you why.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Step 2: Focus — Research them, their companies and their clients or customers. Do they work with companies that fit your ideal customer profile? To determine whether or not your customer bases are similar, you can search for relevant keywords. my customers, audience).

Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation Blog

Turn users into customers. In this case, prospect behaviors trigger email sends based on a conversion process to turn free, one-time users to paid, ongoing customers. Tweet Marketing automation can help you manage lead nurturing efforts in a complex marketplace.

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Paradoxically, the most “unique” nurturing tracks are the most basic and have been executed long before the concept of lead nurturing ever existed: where a sales, marketing or customer service professional sends a prospect information focused specifically on meeting the client’s need.

Insights Into the World of Content Marketing

B2B Lead Generation Blog

Content marketing is a key component of any customer experience strategy and while the overwhelming majority of B2B organizations are producing content, the study shows that successful execution may still be elusive. While there is no doubt that content marketing is a necessary and useful discipline to drive customer engagement, the majority of B2B organizations do not truly understand the impact it is having within their company or their audience.

Introduction to Lead Management

B2B Lead Generation Blog

Lead management is a multi-stage process that manages the conversion of sales leads to customers. It’s the process of managing and tracking customer interactions from first contact to close.