Great B2B Marketing

Fast Lead Response Keeps B2B Leads from Going Stale

Great B2B Marketing

Last month, I spoke about lead metrics and ROI at the B2B Leads Conference in New York. Several smart speakers brought up the issue of why the time to respond to inbound leads is a key success metric. of B2B leads are never called.

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B2B Marketing: Know the Trends, Pick the Right Strategy

Great B2B Marketing

In working with leading global B2B companies, our Fusion Marketing team is extremely familiar with the cost/benefits of various lead generation programs. With that in mind, we examined the recorded effectiveness of the many online lead generation options.

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Trending Sources

Nine Critical Criteria For Selecting Lead-to-Revenue Technology

Great B2B Marketing

CRM Lead-to-Revenue Marketing Automation lead-to-revenue My team and I write lots of content for our B2B clients. We also keep our own content stream flowing […].

B2B Sales and Marketing Trends for 2015

Great B2B Marketing

We see many B2B companies adopting an end-to-end marketing and sales framework that: Attributes new revenue to specific lead sources. This means that you must follow-up not only when the lead first comes in (even though our research shows that 51.4%

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Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

Matching Wits with a Sales Lead Guru on Live Radio

Great B2B Marketing

Lead-to-Revenue lead-to-revenueHave you listened to what your peers (and bosses) say is keeping them up at night? We did. Today my […].

Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

An ineffective lead-to-revenue framework. For example, rep A handles leads one way and rep B another way. So take the advice of smart people like David Brock and Jim Hale: Get your marketing and sales teams in alignment and build a solid lead-to-revenue framework that will lower your cost of sales and improve your productivity. B2B Sales Marketing and Sales lead-to-revenue

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Marketing Technology – Your Best Friend or Nightmare?

Great B2B Marketing

One of the most important enablers of an effective lead-to-revenue framework is marketing technology, which, combined with CRM and a […]. Lead-to-Revenue Marketing Technology lead-to marketing technology

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B2B Content Marketing That Drives Results

Great B2B Marketing

Whether your goals are to increase market awareness, drive website traffic, build lead generation, or improve sales funnel conversion, understanding how to create copy that delivers results is fundamental to achieving success. Converts visitors to leads. Lower cost per lead.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

The single biggest issue for B2B growth is effective lead generation: increasing lead quality and quantity. Empathy is not just a “soft” skill, it's an incredibly powerful tool to understand customer motivation and increase lead conversion.

Eyeball Share Leads to Wallet Share

Great B2B Marketing

One of my favorite bloggers is Paul Castain, who produces excellent content for the Sales Playbook website. Paul’s column this week, “ A Deceptive Post About Cold Calling ,” discussed important activities that can either replace or enhance cold calling.

Six Fast Ways to Improve Your B2B Copy

Great B2B Marketing

Rather, write the amount of text necessary to get the lead (generally not too much) or the order (generally much more). Every few months I get the urge to focus my blog post on the subject of copywriting – specifically, how to write B2B copy that achieve the intended results.

The Economic Value of Your Company Brand

Great B2B Marketing

Apple leads the list, with a brand value of $124 billion. I was a guest speaker for The Center for Business Modeling at a video/podcast on a subject near and dear to my heart: the economic value of a brand. Following is a summary of what I said on the podcast.

Boost Revenue with the Right B2B Marketing Funnel

Great B2B Marketing

One of the most important decisions to be made when designing a lead-to-revenue (L2R) strategy is the type of B2B […]. B2B Marketing Buyer's Journey Marketing Funnel Buying Journey

B2B Marketing: The Importance of Blocking and Tackling

Great B2B Marketing

By marketing machine, I mean a systematized process for creating awareness, generating B2B leads, qualifying prospects, and converting them into sales opportunities. This database will be a great source of future leads and revenue. Launch lead generation campaigns.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

11 Rules You Must Follow to Be a LinkedIn Marketing Master

Great B2B Marketing

Of course, we do lots of “push” (outbound) marketing for clients, but we try to move them in the direction of pull marketing in order to drive awareness and leads up and drive new customer acquisition costs down. It has gained us awareness, leads and revenue, and it can do the same for your company (as well as you as an individual). At my company, Fusion Marketing Partners, we have a policy of not spending money on marketing or sales.

Why a Powerful Brand Strategy is Crucial to Your Lead-to-Revenue Plan

Great B2B Marketing

When I published my recent book, The Essential Guide to Building Your Lead-to-Revenue (L2R) Machine™, I chose brand strategy as […]. The post Why a Powerful Brand Strategy is Crucial to Your Lead-to-Revenue Plan appeared first on Great B2B Marketing.

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How to be a Great B2B Marketing Coach

Great B2B Marketing

A good example of this is how the Green Bay Packers had a supposedly insurmountable lead against the Seahawks, and then lost the game because they reverted to timid and predictable prevent defensive and offensive play.

B2B Lead Management – 6 Best Practices

Great B2B Marketing

Some companies are good at generating B2B sales leads , others are good at qualifying and closing those leads, but the top performing companies, are those that leverage B2B lead management techniques and can do both. Leads have a short shelf and the person who was enthusiastic about your offer yesterday, may not remember who you are tomorrow. Capture every lead in a single system (CRM or marketing database), along with all relevant marketing and sales data.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Criteria of Efficient B2B Lead Generation Processes

Great B2B Marketing

My team and I are always preaching the doctrine of the consistent and predictable lead generation engine as a key […]. The post Criteria of Efficient B2B Lead Generation Processes appeared first on Great B2B Marketing. B2B Leads Lead Generation Lead-to-Revenue lead-to-revenue

Why You Need to Be Hooked on Your Customers

Great B2B Marketing

As a marketer, my job is to help organizations with the front parts of the process: establishing brand awareness, generating inquiries, turning raw leads into qualified opportunities, and so forth.

Marketing Analytics – Measuring What Matters in B2B

Great B2B Marketing

There is no way to truly know where the buying motivation originated or which lead source pushed a specific deal over the line. Every one of your marketing metrics should lead to specific actions you can take to improve performance in marketing and/or sales. For example, research from our friends at MarketingSherpa shows that only about one quarter of B2B companies have a lead generation and follow-up process that is routinely followed.

Does Your B2B Sales Model Need an Overhaul or a Tune-up?

Great B2B Marketing

B2B Sales Lead-to-Revenue Sales Model lead-to-revenueWhen designing a new, or optimizing an existing, sales model, you will be faced with some tough but extremely important […]. The post Does Your B2B Sales Model Need an Overhaul or a Tune-up?

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

Important Lessons for Working with Channel Partners

Great B2B Marketing

A better strategy is to find channel partners who have access to their own leads and prospects and who can bring you that magical substance known as incremental revenue. It can be a compelling proposition to have external companies working for your success without the heavy investments necessary to build, equip, and train an internal sales organization – particularly if you need to reach a broad geographic area.

5 Characteristics of a Winning B2B Marketer

Great B2B Marketing

Lead generation programs that are not followed up by sales. There are a few characteristics that will help you not only survive, but thrive—regardless of any shifts in the changing marketing landscape. Following are five key characteristics that will separate you, as a winning B2B marketer, from the has-beens and also-rans. A Winning B2B Marketer Stops What is Hurting.

Should You Market to Pain or Persona?

Great B2B Marketing

We were discussing the best way not only to attract prospects, but also to set up a lead nurturing campaign that will convert the largest number possible into paying clients. I just had an interesting conversation about campaign targeting with a really smart client.

Sales and Marketing Plans Need to be Aligned

Great B2B Marketing

As an example of why this is important, imagine two very different sales models: In the first example, awareness is created and generated leads are fed to a business development function. This imbalance leads to two negative consequences.

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9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale

10 Critical B2B Sales and Marketing Metrics

Great B2B Marketing

Conversion of inquiries to qualified leads. Assuming you have a method for qualifying inquiries (and you should), this number is found by dividing the quantity of qualified leads by the total number of inquiries. Technorati Tags: Marketing Data , Marketing Metrics , Qualified Lead.

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10 Critical B2B Sales and Marketing Metrics – Part 2

Great B2B Marketing

Conversion of inquiries to qualified leads. Conversion of qualified leads to opportunities: Once a lead has been qualified, it is up to the sales rep to convert it into a workable sales opportunity. Technorati Tags: Marketing Metrics , Qualified Lead , Sales and Marketing.

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How to Use B2B Marketing to Propel Rapid Sales Growth

Great B2B Marketing

Here are some additional ideas on how to quickly ramp up your awareness, leads and revenue: Find one or more strategic partners that already have a strong presence in your target marketplace. Even if you expect to build your business with pull marketing techniques, you can bridge the gap with push marketing to fill your lead and revenue funnel. I just listened to an interesting podcast featuring my old colleague Heidi Melin.

Do You Need to Recombobulate Your B2B Marketing?

Great B2B Marketing

This can be a new competitor or an existing competitor that introduces a product that upends the entire category and reduces your awareness, leads and revenue. Bear with me a bit and I will explain the odd title of this post.

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Seven Things Marketers Need to Know About Lead Generation

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

Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service. One of the biggest responsibilities and challenges for marketers is generating leads.

BANT: Is it Still a Useful Tool for B2B lead Qualification?

Great B2B Marketing

I just read, and commented on, a thought-provoking article titled Lead Gen: A proposed replacement for BANT. For some time, these factors were considered the four criteria that best demonstrated that a specific individual or company was a qualified lead, and not just a raw inquirer or possible future prospect. BANT has another virtue in that it gives the marketing and sales departments a good way to measure their B2B lead generation success.


B2B Marketing: Six Need-to-Know Nuggets

Great B2B Marketing

As an example, we had a client that was blissfully generating quality leads for their enterprise software (average sales price over $100K) at a cost of under $100 each. Bob is as good as it gets when it comes to driving response, whether for lead generation or direct sales.

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B2B Marketing Leaders: 3 Things that Can Hurt You (And Your Company) in 2015

Great B2B Marketing

The website is awful and our leads our worthless. It’s not me, it was a bad lead.” The sales VP says, “We need 150 qualified leads a month to hit our numbers.” We’ll get your 150 qualified leads per month.”

B2B Appeals that Motivate Action

Great B2B Marketing

If you have the task of generating leads for a new product or service, create the curiosity in your advertising by withholding a little information. Generate Leads Inbound Marketing Marketing Motivation