How to simultaneously attract new prospects and retain loyal customers

Biznology

One of the challenges business owners face is attracting new customers while trying to retain current customers. B2B companies tend to focus more resources on attracting new customers than retaining current customers. Understand what really matters to your customer.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives.

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[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg

If you’re getting 30%+ of your prospects to reply to you, you can probably stop worrying about it as much, but if you’re getting less than that, then what I am about to share with you could be a game changer. What Makes a Good Prospecting Email.

Prospecting data accuracy

Biznology

Good news: B2B prospecting data is more accurate than you may think. Business marketers are always complaining about their customer data. “It’s Our latest study published this week shows that prospecting data is surprisingly accurate—well over 90%.

Best Practices for Prospecting with Video

Vidyard

Personal video messages are a great way to stand out and to boost response rates when prospecting new customers. It could be your website, it could be a customer success story, it could be a product page, and this gives you an opportunity to talk about how that’s relevant to them.

The epidemic in B2B sales prospecting

Avitage

Many B2B selling organizations hit a wall in their new customer acquisition and revenue growth rates. But the B2B sales prospecting epidemic has a more fundamental core cause than consultative or solutions orientation. The post The epidemic in B2B sales prospecting appeared first on Avitage. Featured Marketing and Sales Strategy Sales Conversations Sales Enablement sales prospecting

3 Ways to know your prospects as well as they know you!

grow - Practical Marketing Solutions

How do you get to know your prospects? Or maybe a better question is, are you getting to know your prospects? Today I’ll go through three ways you can get to know your prospects in 2016. What Is A Prospect? 3 Ways To Get To Know Your Prospects With Segmenting.

2016’s Most Prospected Companies By State

DiscoverOrg

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs? What are a few keys to smarter prospecting?

Target Your Best Prospects by Segmenting Your Best Customers

Modern B2B Marketing

Author: Mike Nierengarten As marketers, we work hard to acquire and retain new customers, but not enough of us spend much time thinking about what type of new customers we want to acquire by looking at our existing customer base. Calculate the Customer Value.

4 Myths Preventing True B2B Customer Understanding

Tony Zambito

There is a big problem when it comes to B2B customer research. That is, making their buyer personas about customer research and not confirming existing buyer profiling assumptions. These assumptions can then get in the way of truly understanding their customers.

Exciting new tools for B2B prospecting

Biznology

Finding new customers is a lot easier these days, what with innovative, digitally based ways to capture and collect data. New ways to find prospects continue to come on the scene—it seems like daily. The post Exciting new tools for B2B prospecting appeared first on Biznology.

Marketers Need to Focus on Prospects' Behaviors, Not Demographics

Modern Marketing

Marketing is often about treating the largest groups of prospects and customers the same. We use demographic data, but we don't always look at our prospects' behaviors that indicate their intent. Paying attention to prospect intent is key to that transformation.

Tools and Tips for Outbound Sales Prospecting

Modern B2B Marketing

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. Ultimately, we are making inroads with our top prospects using our outbound prospecting process.

How To Lead With Customer-Focused Content

Tony Zambito

The voluminous nature of marketing and sales content is making it harder for organizations to get through to customers and potential customers today. The bar has now been raised for marketers to make it through the eye of the needle of customer attention. by Creative Stall.

The Greatest Prospecting Campaign I’ve Ever Run

Vidyard

No … this isn’t a Quentin Tarantino movie (though that sounds kind of awesome), this is the story behind the greatest prospecting campaign I’ve ever run. Let’s get to the meat of why you’re here: to read about why my prospecting campaign at Dyn was the best I’ve ever run.

Druva Chooses Infer to Predict Highest Potential Prospects

Infer

We’re always happy to welcome another customer to the Infer family. Like many of our customers, Druva has grown rapidly in recent years and needed a better way to evaluate and prioritize good prospects for personalized follow up.

Turn online prospects into customers in 5 steps

Biznology

What is the secret to turning interested prospects into paying customers? The last thing you want is to make the buying process so confusing that your potential customers give up and go elsewhere. Show your customers you care by instituting several easy payment options.

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. As a quick refresher, CDP is defined as “a marketer-controlled system that supports external marketing execution based on persistent, cross-channel customer data.”

How to Treat Your Customer Like Prospects

Modern Marketing

by Amy Bills | Tweet this I love The Office episode “ Business School ,” when Ryan schools Michael Scott on the cost difference between keeping a customer and finding a new one. Other than “Don’t let Michael Scott speak to your MBA class,” the underlying message is that your customers are your best, well, customers. Upselling is most effective when the customer is treated like a prospect. Apply Prospecting to Your Customers.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Test phone calls to learn more about your prospects. Testing can also lead to a wide variety of discoveries about your ideal prospects and create multiple opportunities that can benefit your marketing efforts beyond the telephone.

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If The team could track and monitor the customer’s use there.

Why (and How) Your Team Should Personalize the Customer Experience

Act-On

We all have good intentions when it comes to customer experience and treating our customers well, but sometimes there are disconnects. But some recent research suggests some companies, and their customers, are having exactly that kind of experience. Customers disagree.

Sharing Experiences With Customers and Prospects to Increase Sales

Modern Marketing

Her recipe involves shared examples of PetRelocation’s excellent service and feedback from happy customers to all prospective clients. This will help you identify common concerns and connect with individual customers, while generating content from Q&A’s.

Engage Prospects with Video Backed by Marketing Automation

Modern Marketing

The big picture is that marketers are simply trying to have effective 1:1 conversations with prospects and customers. This means marketers are looking to approach the right person, at the right time, with the right information - without ever meeting the prospect or customer in-person.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

4 Measures To Find Out If Your Prospecting is Effective. KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. Once you have these details, prospecting can begin.

Why Customer Experience is the Hot New Thing in Marketing

Act-On

“The customer experience is the next competitive battleground.”. It’s old-fashioned, but it works: Be good to your customers. Be good from the first time they encounter you to years after they’ve become your loyal, return customer. And of customer advocates?

10 Creative Ways to Improve Prospecting and Sales Emails with Video

Vidyard

Optimizing prospecting and sales emails is something you could probably dedicate the rest of your life to. Because, if your sales team can’t stand out in the inbox, grab attention, and ignite a response from their prospects or accounts, how are they going to close a deal?

Commerce Interrupted – Four Barriers That Stop Your Prospects from Becoming Customers!

Great B2B Marketing

There are three primary objectives of a marketing campaign: Find qualified prospects (potential buyers). Create desire within these prospects to purchase your product or service. They know where to find prospects, or better yet, they help prospects find them, which is the essence of effective inbound (pull) marketing. Time – Assume that your prospects are busy, have short attention spans, and that you will get only one shot at their business.

Segmentation: 5 Steps to Help You Send Emails That Your Prospects Actually Want to Read

Act-On

The percentage of emails being considered SPAM is hovering somewhere around 70%, This means that email marketers need to be savvier than ever when figuring out how to reach potential customers.

3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

If I am you ideal prospect, why should I buy from you rather than your competitors?”. It’s all about connecting prospects to the right value. For example, the prospect level value is why a CEO would choose a laptop with business class specs over a standard model.

B2B prospecting data just keeps getting better

Biznology

The most reliable and scalable approach to finding new B2B customers is outbound communications–whether one is using mail, phone, or email, or using rented or purchased lists. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts.

Customer Data Platforms Revisited: The Future of Marketing Data

Customer Experience Matrix

It’s nearly two years since I introduced the concept of a Customer Data Platform , defined as a marketer-controlled system that builds a multi-source customer database and exposes it to external execution systems. more developments in cross-channel customer tracking.

Top Ways to Attract Prospects

LEADership

91% of marketers are looking to personalization as a way to improve customer experience over the next year, but so far only 16% of them are able to deliver real-time, behavior-based marketing across their channels. Happy new year, everyone!

Why (and How) Your Team Should Personalize the Customer Experience

Act-On

We all have good intentions when it comes to customer experience and treating our customers well, but sometimes there are disconnects. But some recent research suggests some companies, and their customers, are having exactly that kind of experience. Customers disagree.

How to reach your customers at work or at home

Biznology

Have you ever wished you knew more about the consumer side of your business customers? For B2B marketers, perhaps the most immediate benefit of this capability will be in reaching larger custom audiences.

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Convert Prospects to Customers with the Right Content at the Right Time

Modern Marketing

Content marketing is defined as “a strategic marketing approach focused on creating and distributing valuable, relevant, and consistent content to attract and retain a clearly defined audience—and, ultimately, to drive profitable customer action.”

Quit Obsessing About the Customer Journey

The Point

These days it seems to me that you can’t read a marketing blog, attend a marketing conference, listen to a marketing podcast, without hearing someone drone on about the customer journey. Suddenly, we are led to believe, the customer journey is all that matters.

The Relationship Between Customer Engagement, Loyalty And Revenue

Influitive b2b

Marketers know that finding ways to increase customer engagement is good for the bottom line. Customer engagement is highly correlated to customer loyalty ,” says Aimee Lucas , Customer Experience Transformist and VP at the Temkin Group , a customer experience research and consulting firm.

Stop Hard Selling, Start Listening to Your Prospects

Leadspace

How many prospects does your sales team close on average? It all comes down to how marketing and sales are communicating with prospective buyers. Instead, embrace the idea that it’s time to listen to your prospects. Two percent? Five percent?

Is your brand making maximizing interest from potential customers?

Biznology

Engaging customers long before a sale, and even longer after it, are keys to building brand confidence and growing your revenue. At each of the four stages of a sales funnel your goal is to be front of mind, engage, provide value, and move the customer to the next stage.