B2B Lead Generation Blog

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.

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.”.

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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.

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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?

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

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.

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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.”.

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?

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

Get out your walking shoes, and take a journey with your customers. The first step on that path to success is to start thinking like a customer. Step #1: Walk in your potential customers’ shoes to build a customer journey map. What is a customer journey map?

Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality

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 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?

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.

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.

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.

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?

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.

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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.

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?

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.

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.

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?

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.

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.

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.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

We have more channels and more content marketing than ever before, but it’s become harder actually to connect with potential customers. We need to stop treating our customers like objects and treat them like people.

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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.

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.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

The fourth thing is being able to nurture your customers more effectively and instead is using your empathy to put yourself really in the buyer’s shoes. And so we need to be really clear on who’s an ideal customer, why they are, what are the attributes?

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.

3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Generation Blog

Value is created or destroyed in actual interactions with customers and their buying processes, not in meetings or planning documents. In other words, based on [sales] volume regardless of the profit margin of that sale or the cost to serve that customer.

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

Even our customer buying process has changed. Empathy is the essence of customer first marketing. How will you serve your customers? As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding.

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.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

CEB discovered that a typical for B2B customer is 57% into their purchase process before they directly engage a sales rep or talk to a supplier. In my all of my experience working with complex sales, I’ve not seen a customer buy without some trigger event driving their motivation.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

The Internet, customer buying behavior, digital marketing and the rise of martech have created a whole new marketing and sales world. You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune. That’s because it’s my personal blog again.

15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

For further reading on this, you might also like to check out: How to Put the Customer First in Lead Generation and Stop Cold Calling and Start Lead Nurturing. Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015.