Sat.Apr 18, 2015 - Fri.Apr 24, 2015

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

B2B Lead Generation

Tweet Lead generation can take you on a long hike. The one thing I can guarantee you about the journey is that more is not better if you don’t know how to nurture. The goal of lead nurturing is to help progress leads from initial interest toward purchase intent. It’s about progression. That said, I’ve seen companies spend most of their budget getting people to raise their hands but not putting enough toward progression. Get out your walking shoes, and take a journey with your customers.

One Tweet And It’s Gone! Why Social Media Is Not Always Your Friend

Oracle

Never in human history have we been so connected, so able to communicate our every thought and word. Sadly, just because we can doesn’t mean we should. Beware of what you tweet or post, it may come back to bite you or your business. Common misconceptions.

Insiders

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Hey Marketing: An Inquiry Is Not A Lead

Marketing Insider Group

I had lunch with two leaders in the marketing technology and software startup space last week. We were discussing some of the biggest challenges marketers are facing today. We all agreed that a common understanding of the difference between an inquiry and a lead continues to be one of the biggest mistakes marketing makes. And this drives a deeper wedge in the goal of marketing and sales alignment. Research shows that as much as 71% of inquiries are completely wasted.

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What’s the Difference Between Buyer, Customer, and User Personas?

Cintell

At its very basic level, a “persona” is a character. The term is derived from Latin, where it originally referred to a theatrical mask. Personas in the world of music refer to an artist assuming a role that matches the music they sing (think Ziggy Stardust adopted by David Bowie). In psychology, a persona can refer to the mask or appearance one presents to the world.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Above the Fold Still Critical for B2B Email Design

The Point

“Above the fold” is a term that originated in the heyday of print advertising and direct mail. Generally speaking, it’s a principle of advertising design that suggests that advertisers, in order to engage the reader and drive that individual to act, should present key selling information in a location within the ad that is immediately visible at first glance, one that doesn’t force that reader to take additional action (i.e. look below the fold.).

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More Trending

5 Essential Tips to Consider before Boosting a Facebook Post

KoMarketing Associates

It should come as no surprise to marketers that organic reach for Facebook posts has been taking a hit over the past few years. Even as recent as this year, with Facebook limiting the reach of “promotional posts ,” the percentage of fans a company reaches organically continues to decrease.

Google “mobilegeddon” starts today — are you prepared?

Biznology

Back on Feb 3, 2015, I told you why you need a mobile-native website today — now, it’s more like you need a mobile-native website today ! Literally. If your site isn’t mobile-native today, April 21, 2015, you might lose a little under 50% of all of your search traffic. Starting today. You’re in luck if you’re on the East Coast: Google’s on PST. You might have a couple hours left.

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How Big Data and Marketing Analytics Help Sales

Crimson Marketing

The data explosion over the past few years has spawned staggering statistics relating to the massive new volume of data being produced. We are collecting information via billions of connected devices including smartphones, PC’s, RFID sensors, gaming devices and even our automobiles. It is not only the volume of data changing the business landscape, however—the velocity and variety of data is also increasing at a breathtaking rate.

The CMO Technology Conundrum And How To Solve It

Oracle

“The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency.” ” —Bill Gates.

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The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

How To Measure Performance Against Google’s Mobile Friendly Update

KoMarketing Associates

Last week my colleague Brendan Cottam detailed key aspects of Google’s Mobile Friendly Update , being released today. This update will potentially give a ranking boost to mobile-friendly pages in Google’s mobile search results. We’ve received questions about this update from clients and partners and the reality is that for the most part, the percentage of traffic from mobile devices, smart phones in particular, is much more limited than in other industries and markets.

Case study in data-driven B2B customer acquisition marketing

Biznology

My new book, B2B Data-Driven Marketing: Sources, Uses, Results , is launching in a few weeks. While preparing case studies for book, I had the fun of interviewing a bunch of very smart B2B marketers to learn how they were applying data and analytics to their marketing objectives. One of the most compelling stories came from Doug Sechrist , vice president of demand marketing at Five9 , a cloud contact-center software company based in San Ramon, CA.

B2B Marketing Rock Stars: Data Is Driving Modern Buyer Personas

Crimson Marketing

Traditionally, B2B marketers have created buyer personas from customer hunches, not factual customer data. “As a result, a vast majority (83%) of B2B marketers say that their buyer personas are only ‘somewhat’ effective, according to a study from the ITSMA. While 80% of respondents expected to see higher conversion rates with buyer personas, only 39% saw their conversion rates increase.”

How Missguided Won Over Fast-Fashionistas With Trigger-Based Marketing

Oracle

Consumers are using more devices than ever before to compare and research even more products. As a result, the path to purchase is becoming increasingly complex for marketers to understand. Every shopper follows a very different route to purchase to the person before them and so in order to create effective marketing campaigns, marketers must have a strong understanding of the individual customer.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Keeping Up with KoMarketing: Travel News & Conference Previews

KoMarketing Associates

If you received our newsletter, you know we have a busy few months here at KoMarketing as the team hits the road to attend some of the top marketing events around the country (Note: If you didn’t receive our newsletter, you can sign up here ). Along with the speaking opportunities conferences present, these events gives us the chance to network with industry peers, stay up to date on the latest trends, and meet with our clients who may be nearby.

Content meets the B2B buying process (1 of 2)

Biznology

Content Overload. We’re almost 10 years into one of the latest and hottest marketing trends – Content Marketing – and most B2B firms are churning out lots of it. But like most good things, such as Texas BBQ or Chicago deep dish pizza, we tend to overdo it! As a result we’re into the next inevitable phase of content marketing – content overload.

New Forrester Research: B2B Should Use B2C Customer Loyalty Principles

Influitive

For years, B2B marketers have largely viewed B2C loyalty tactics as irrelevant in their space. After all, B2B buyers don’t respond to reward points and coupons. Plus, customer retention has long been seen as the responsibility of those in sales, service, and support. But B2B marketers are under growing pressure to interact—and deepen relationships—with customers at every stage of the lifecycle, since retaining a customer is more valuable than acquiring a new one.

The CMO Technology Conundrum And How To Solve It

Oracle

“The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency.” Bill Gates Given the vast array of technology, data points, channels, and tactics available, new technology and marketing automation has stepped in to help CMOs bring all their activities together and support the delivery of the ultimate customer experience.

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How to Redirect Your Indirect Channels by Enabling the Right People

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

How to Market to Chief Information Officers (CIOs)

B2B Marketing Traction

Everyone wants to sell their technology services and products to CIOs, but many CIOs are expert at avoiding solicitations. Here’s what you need to know to market successfully to CIOs. I read with interest a Wall Street Journal blog post by Rachael King that references the research of Joe Peppard, a professor at the European School of Management and Technology. Peppard’s research found that 70% of CIOs are a particular Myers-Briggs type, ISTJ.

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Survey says: ANZ Companies use social media for business

Biznology

Isentia’s social media report sheds a great deal of insight into social media usage for individuals and businesses. We explore how social media influencers and media use social media and why. The information presented in this report is vital for other organisations to learn trends, user habits, and gain insights. As you can see from the initial graphic, so much of the time we spend online is on social media.

Bombora Feeds B2B Data to Everyone

Customer Experience Matrix

One of the little patterns that caught my attention at last week’s Marketo conference was that several vendors mentioned using data from the same source: Madison Logic Data, which recently renamed itself Bombora *. The company was already familiar to me through clients who deal with it. But I had never gotten a clear picture of exactly what they do. Those additional mentions finally pushed me to explore further.

#BADMarketing from Condomania

Crimson Marketing

It says this is an ad for condoms but we’re not convinced. BADMarketing. Source: ADCR. The post #BADMarketing from Condomania appeared first on. BADMarketing

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Google Mobilegeddon: Don’t Panic, Here’s What You Need to Know

B2B Marketing Traction

Google changed their search engine algorithm to favor mobile friendly websites. But don’t let a web developer or SEO vendor sell you a bill of goods as a solution. Here’s what you need to know. Google announced this algorithm change early – a few months ago – letting website owners know that they would begin to favor mobile friendly websites in the search results starting on April 21. Apparently the pre-announcement was unusual.

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The business of data

Biznology

Do you know what business you are in? It seems like such a straightforward question that every business person should be able to answer it without hesitation. Yet things are changing so rapidly, I am not quite certain that all would answer correctly. A related question has to do with where one’s profits come from. McDonalds, for example, does not make much money from hamburgers. However, they make a huge profit on the soda they sell with the food. Their main objective is thus to push soda.

Increasing Conversion Rates – Part 2

ANNUITAS

All modern marketers want to increase conversion rates –it’s just good marketing. However, the question is always how to do so? By taking a strategic approach in developing a Demand Generation Strategy vs. a tactical approach, marketers can make a bigger impact in their results. What really helps to increase conversation rates? Take a look at both the value of a solid Lead Management Architecture and Lead Management Process: Lead Management Architecture- How Qualified is Qualified?

Direct Mail: Dead or Alive?

Salesfusion

The post Direct Mail: Dead or Alive? appeared first on Salesfusion. Email Marketing

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.