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An SEO’s Guide to Bottom-of-Funnel Keywords

Act-On

We’ll discuss methods to research based on the funnel stage, specifically bottom-of-funnel keywords in today’s blog post. Determining the right keywords often requires a thorough understanding of your buyer’s journey through the sales cycle. Top of Funnel: Awareness.

5 Exceptionally Important Tips for Sales Engineers Creating Pre-Recorded Demo Videos

Vidyard

They want to avoid the sales pitch, and… you kind of have to sympathize with them. The thought of talking to each one of these sales-hungry companies on the phone is a little daunting – so they’ll avoid it at all cost. Check out these 5 steps to building a great product demo.

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Trending Sources

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

B2B Lead Generation Blog

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 to Power Your Sales Funnel With Video Content

Modern Marketing

Video can power your sales cycle at every step of the buying process, but not all content is relevant to everyone. Top Of Funnel Video Content. They’re frustrated, but not necessarily enough to sit through a product demo or a long-winded webinar.

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An SEO?s Guide to Bottom-of-Funnel Keywords

Act-On

We’ll discuss methods to research based on the funnel stage, specifically bottom-of-funnel keywords in today’s blog post. Determining the right keywords often requires a thorough understanding of your buyer’s journey through the sales cycle. Top of Funnel: Awareness.

The Steps You Need to Define the Stages of Your Sales & Marketing Funnel

Hubspot

By now, most marketers understand the importance of mending the traditional rift between sales and marketing. In fact, organizations with good alignment between sales and marketing teams achieved 20% annual revenue growth in 2010 , according to a study by the Aberdeen Group.

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Tips To Power Your Sales Funnel With Video Content

Modern Marketing

Video can power your sales cycle at every step of the buying process, but it’s critical to remember that not all content is relevant to everyone. Top Of Funnel. They’re frustrated, but not necessarily enough to sit through a product demo or a long-winded webinar.

2017 AdWords Industry Benchmark Report: An Agency’s Perspective

bizible

In July, we released our third annual AdWords Industry Benchmark Report and had Lucia Rodas-Estrada, SEM Team Manager at DWA , a media agency with a predominant focus in B2B technology, join us for a webinar to discuss them.

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Choosing an Advanced, Multi-Touch B2B Marketing Attribution Model

bizible

We recently hosted a webinar discussing advanced B2B marketing attribution and Bizible’s newest feature, TouchPoints. In this post, we’ll dig deeper into the different attribution models discussed in the webinar and help you decide which is best for your company.

6 Ways B2B Marketers Can Attract More Leads With Video

Modern B2B Marketing

Video is one of the most effective ways to drive sales for marketers. Explainer videos are a great way to attract and engage top-of-the-funnel (TOFU) audience. Webinars. Webinars provide a great way to use live videos to connect with your audience. Product Demo.

What is a Marketing-Qualified Lead? What MQL Really Means

Act-On

Definitions were set, processes were tested, sales and executives bought in across the board, and the panacea of the Lead Marketing Funnel brought peace to all. The term is broadly used across marketing and sales. How about a Sales Qualified Opportunity (SQO)?

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How to Unlock the Lead Generation Power of Your B2B Website

The Forward Observer

If you read a lot about B2B marketing like I enjoy doing, you would think that every company is generating leads from their websites , filling their sales pipeline to the point of bursting, breaking sales records and growing fast.

Ask a Content Strategist: How Do You Use Articles to Influence B2B Leads?

Contently

Then, leverage content analysis tools (something we can help you with) and persona interviews to figure out which types of content will be most useful to those personas at each stage of the funnel. The top of the funnel might require articles, videos, and research papers.

Chalk Talks: Driving Demand with Interactive Video

Vidyard

My name is Tyler Lessard, and in this Chalk Talk, we’ll explore how you can use interactive video capabilities to generate more leads, create more pipeline, and produce more sales-ready opportunities for your sales team. Perhaps download a related ebook, request a demo, and so on.

5 Roadblocks Your Content Strategy Needs to Avoid in the Buyer's Journey

Modern Marketing

Today’s buyer can be up to 90% of the way through their journey before they personally reach out to sales. Often, these stages are discussed as top, middle, and bottom of the funnel. A webinar. Not Responding Timely to Demo Requests This one is real simple.

Introducing Vidyard Engage: Extend the Power of Video Across the Entire B2B Business

Vidyard

At a time when attention spans are at their shortest, email inboxes are at their fullest, and conversion rates are at their lowest, sales and marketing organizations are looking for new ways to capture and maintain the attention of customers and prospects.

Spot 69

Only B2B - Untitled Article

Only B2B

How to know whether your lead is “qualified” enough to be a sales qualified lead? While Sales Qualified Lead (SQL) is vetted by both the marketing and the sales team; Marketing Qualified Lead (MQL) are prospects that “likely to become a buyer” according to the marketing team.

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Multi-Touch Attribution, A Full User Debrief

bizible

It’s a sure-fire method used to prove the value of a B2B marketing strategy in the form of down-funnel metrics that matter to the business -- opportunities and revenue. In a long sales cycle, this is often where the prospect spends most of their time.

5 Steps to Build an Impressive B2B Account-Based Marketing Framework

bizible

To start, ABM will never work without strong Sales and Marketing alignment. In a recent webinar with Leadspace, Jon Miller, the co-founder of Marketo and Engagio, stated that Marketing talks about people while Sales talks about accounts.

MQA – The All Important Account Milestone (Engagio on Engagio)

Engagio

If sales does not treat each account or lead the same, why should marketing? Different Thresholds for Different Account Funnels. At Engagio, we have 3 different account funnels. Funnel 3 has the highest threshold. Here’s a closer look at our 3 account funnels.

Good Forms, Great Leads: How to Use Web Forms Strategically

Marketing Action

In a conventional marketing strategy (especially if you have a long sales cycle) this may seem like good sense, but it can fundamentally cripple your ability to identify, segment, and target that lead so you could nurture them through a faster marketing and sales cycle.

The 2 Things You Must Nail For Lead-Generating B2B Content

The Forward Observer

Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ). Now the customer has the power to get nearly all the information they want before finally speaking to a sales person.

80% Of Our Visitors Take Our Desired Content Path: Using Form URL (Form Page) Data to Inform Our Content Marketing

bizible

Half of our marketing team consistently produces content, be it blog posts, ebooks, reports, webinars, etc. Or what webinar do they register for? We also want to see how our content provides value further down the funnel.

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The 2 Things You Must Nail For Lead-Generating B2B Content

Marketing Insider Group

Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ). Now the customer has the power to get nearly all the information they want before finally speaking to a sales person.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

I recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. He is an evangelist, speaker, author who wrote the best-selling book – Lead Generation for the Complex Sale.

Successful B2B Lead Generation Measurement In 7 Steps

bizible

At the top-of-the-funnel people interact with content and these people get rolled up into accounts. We’ll provide an approach to measuring B2B lead generation in terms of deeper funnel metrics like revenue. For example, conversion rates from content download to product demos.

What’s a Successful ABM Strategy Without Killer Content?

Terminus

Rebecca is a senior marketing consultant specializing in Content Marketing Management for Heinz Marketing , a B2B marketing and sales acceleration firm that delivers measurable revenue results for their clients. But what about the other parts of the funnel? It’s a vicious cycle. .

The 7 Characteristics of Great Marketing Content

Act-On

Whether it’s a datasheet, white paper, demo script, or webpage, marketing content needs to speak directly to the needs and wants of your prospects and customers. It can be a delicate balance, but getting the right message to the right person at the right time offers tremendous upside: It establishes credibility and authority, creates brand affinity, and – perhaps most importantly – reduces sales resistance. Fits a specific place in the buying cycle. Planning a webinar?

How To Decide Whether Marketo RCA Is Right For You

bizible

In this article we’ll clarify some of the details around Marketo Revenue Cycle Analytics, i.e. Marketo RCA, so you can understand whether it is perfect for your needs, or whether a specialized marketing attribution solution fits the bill. What Is Revenue Cycle Analytics (i.e.

How Attribution Solves 7 Common Marketing Problems

bizible

Sales teams are tied to revenue goals, as are most departments, so the C-Suite also wants to know what marketing has done to impact the bottom line. Marketing attribution tracks all touchpoints on a customer journey and assigns revenue credit to the major conversions after the sale is made.

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Demand Generation: An A-Z Guide for B2B Marketers (with Strategies & Examples)

SnapApp

Before you can turn prospects into leads and leads into sales, you’ve got to get their attention. . . Not to be confused with lead generation, demand generation initiates the first step in the customer relationship – wherever in the funnel the prospective customer may be. .

#OneTeam: A True Tale of Account-Based Marketing Transformation

Terminus

During my two years at Terminus, I’ve witnessed firsthand how our marketing and sales team have worked together to achieve account-based marketing success. Replay our webinar on demand and read through this post to learn how Terminus came together as one team truly focused on revenue growth.

Everything Marketers Should Know About Secondary CTAs

Hubspot

In general, the primary CTA you choose should align with the person''s position in the sales funnel. They''ve only converted on one of your offers, so it''s probably too soon in the game to promote your product demo as your primary CTA. Chocolate or vanilla? Comedy or drama?

15 Important Ways to Use Case Studies in Your Marketing

Hubspot

Having customer quotes placed strategically on these pages is a great way to push them over the line and further down the funnel. Get Inspired: It''s important that your lead nurture workflow content includes the appropriate content for where prospects are in the sales cycle.

6 Essential Nurturing Workflows For Every B2B Company

Hubspot

A lead nurturing workflow functions with the end goal of converting leads into marketing qualified leads (or MQLs), which in turn brings them further down the sales funnel, and one step closer to becoming a customer. Email 3 : Webinars, case studies, ebooks, how-to videos, etc.

Don’t Be Boring: What Creative B2B Marketers Can Learn from B2C

Kapost

Everyday, we’re supporting a lengthy sales cycle, creating internal alignment, planning our content marketing , and working to understand the intricacies of often complex industries. With a short sales cycle, B2C can quickly gather invaluable learnings about consumer behavior. It’s not another random sale, they’re talking to me, providing exactly what I wanted in the first place. There’s a myth among B2C marketers.

101 Ridiculously Effective Ways to Use Interactive Content in Your Marketing Today

SnapApp

Webinars. Create an interactive tour of your product or solution , letting prospects get a mini demo without the presence of a sales rep. Most people do want demos, they just want them on their own time and not always with a sales rep conducting them. .

What Sales Should REALLY Expect From Marketing Automation

Marketing Action

But what can your organization realistically expect in terms of sales? How about a 2x higher bid-to-win ratio for the top 20% of your sales reps? Gleanster Research has just published a fine new report, “What Sales Should REALLY Expect From Marketing Automation.”

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The Importance of Casting a Wide Net for SDR Talent

LeanData

A talented Sales Development Representative can be found anywhere. The people who work at car washes make their money on upsells,” said Birkett, the vice president of sales at technology company LeanData. How to source, hire and retain the best SDRs will be the topic of a live webinar featuring Birkett and Jason Vargas , managing director of sales development at Datanyze, on Oct. Account-Based Sales & Marketing Events LeanData

3 Best Practices for Creating a Lead-Scoring Matrix

Marketing Action

They’re funny-looking acronyms that are fun to say and music to the ears of sales and marketing teams who focus on moving leads through the funnel – top, middle, bottom – and clinching the sale. Form completions – For demos, contact, surveys, questionnaires.