markempa

OCTOBER 6, 2006

« Webinar: A Multimodal approach to Lead Nurturing for Complex Sales | Main | How to Become a Thought Leader and Attract Customers » White Papers and Lead Generation, Key for BtoB Marketers Complex sales cycles make the development of multi-modal marketing strategies critical.

BtoB 120

BtoB Lead Generation Paper Generation 120

KoMarketing Associates

APRIL 27, 2017

Sales cycles that span multiple months, potentially even year-long in duration. Contact and lead nurturing; moving top of the funnel leads down the sales pipeline. Early-bird registrations or discounts to events, webinars, or other industry specific trade shows.

Paid Content 120

Paid Content Account Based Marketing Tactics B2B Marketing 120

Tiecas

OCTOBER 30, 2023

In this post, I’ll talk about how manufacturers, distributors, and engineering companies can use industrial email marketing to engage with their target audience, maintain top-of-mind awareness through long sales cycles, and build stronger relationships with their customers. There are exceptions, of course.

Email Marketing 52

Email Marketing Effectiveness Tips Marketing Analytics Tools 52

ViewPoint

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

SmartBug Media

JULY 21, 2020

It’s not uncommon for many manufacturers to still be relying solely on traditional outbound sales and marketing methods, such as attending trade shows and other in-person events, sending out printed mailers, and using basic cold-calling tactics. Ensuring visibility in this phase is important.

Buyer's Journey 100

Buyer's Journey Sales Qualified Leads Buyer Personas Cold Calling 100

Zoominfo

JANUARY 29, 2018

From event planning to trade show design, there’s a little something for everyone. 5 Reasons to Send Employees to Trade Shows and Conferences. 6 Ways to Stand Out in a Trade Show Exhibit Hall. When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show.

Event Marketing 113

Event Marketing Enterprise Management Work Management Marketing & Strategy 113

Martech

JUNE 4, 2024

However, self-attribution still shows one side of the picture because people have to remember the last part of the journey. You might be seeing my ad on YouTube.You might be seeing my ad, or you might be seeing my logo in a trade show. You only remember one part of the journey. So it is still broken. And they said, “Yes.

Lead Gen 107

Lead Gen Lead Ranking Marketing Qualified Leads Demand 107

The Point

NOVEMBER 15, 2010

A trade show lead is likely to be at a different stage in the selling cycle compared to someone who registers for a Webinar. If that trade show lead is simply the result of uploading a show attendee list, the reader may not even know why he or she is hearing from your company. Take advantage of it.

Lead Nurturing 100

Lead Nurturing Segmentation Sales Qualified Leads Campaigns 100

thePoint

MAY 25, 2018

The average sales person wants to talk to people that are ready to buy what they are selling or are already customers wanting to talk about future needs. Whether you are delivering them leads from a trade show, a webinar, your website inquiries, your nurture program, or some digital media campaign (e.g.,

B2B Marketing 40

B2B Marketing Sales Qualified Leads Personalization Planning 40

Inbox Insight

APRIL 12, 2020

Trade shows. There’s also a focus on lead quality over quantity, with content such as informative articles, research papers and video content helping to generate demand and feed people through the funnel. Multiple touchpoints and a complex sales cycle. Efforts are long-term nurturing, never a quick sale.

Inbound Marketing 98

Inbound Marketing Paid Search Agency Advertising Agencies Planning 98

Metadata

SEPTEMBER 1, 2022

Webinars, live streams, giveaways, trade shows, and virtual events — these are all events that offer you amazing outreach opportunities. During this phase, customers browse your case studies and white papers looking for specific benefits. Note: The length of your sales cycle will affect your qualification rate.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Cost per Lead 52

The Point

JANUARY 24, 2013

Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing. For example, it’s likely that trade show leads require a different response and follow-up than do say, referrals from partners.

Lead Management 100

Lead Management Process Work Management Sales Qualified Leads 100

Biznology

JULY 31, 2015

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. As an information junkie, I sign up for many webinars and download white papers on topics of interest, and subsequently am called by the sponsoring company to qualify me.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Webbiquity

FEBRUARY 14, 2010

One of the biggest challenges b2b marketers face is what to do with all of those “names&# that come into your system that aren’t really “leads&# yet; contacts collected from white paper downloads, webinar registrations, trade shows and other activities.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

Marketing Insider Group

AUGUST 3, 2015

Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ). ad size, commercial length, trade show booth size, etc.). Are you overwhelmed with the complexity of creating B2B marketing content that generates leads?

Lead Generation 100

Lead Generation Top of Funnel Work Management Marketing Management 100

markempa

OCTOBER 7, 2012

Has paper-thin margins and will soon be losing money even though it will have more business than ever? Has been so completely transformed that a sales professional who was at the top of his game merely four years ago could very well be at the bottom of it today? “We An opportunity to practice the new strategy at major trade shows. “It

B2B Sales 120

B2B Sales Budget Programs B2B Trade Show 120

Adobe Experience Cloud Blog

JULY 28, 2015

Author: Glen Gow Too often marketers talk about activities instead of outcomes—for example, how many campaigns they ran, how many trade shows they participated in, how many new names they added to the lead database. Do they download a white paper? Each step of the way, you can track their engagement with your company.

Analytics 48

Analytics Sales Qualified Leads Allocation Multi-Channel 48

Hubspot

MARCH 29, 2017

Manufacturers have the chance to reach a wide audience, improve their sales, and increase their revenue with the help of inbound marketing and automation. Different types of content can also help carry people through the sales cycle, giving them more incentives to share the messages you convey. Increase Brand Awareness.

Inbound Marketing 28

Inbound Marketing Work Management Top of Funnel Marketing Management 28

Industrial Marketing Today

APRIL 21, 2010

Instead of spending most of their marketing budget on traditional industrial marketing channels like trade shows or direct mail, Vico produces webinars and creates content that site visitors download and others link to. This white paper aims to change that perception of them. Get Engineers Can Sell white paper now.

Budget Programs 60

Budget Programs Education Marketing Budget Lead Scoring 60

The Effective Marketer

MARCH 22, 2012

Understanding the buying cycle and the key needs buyers have at each point can help marketers and sales reps. Create a knowledge base with relevant content that your sales team can leverage during the sales cycle. Content Creation Challenges. Content Audit. Best in class companies are auditing their assets.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

Belkins

SEPTEMBER 20, 2019

B2B cycles take more time to complete. But right now 61% of B2B companies state that the length of their sales cycle has increased within a year. Even if the sales cycle gets longer, it doesn’t mean you can relax. We arrange meetings at trade shows. What does it mean for you? But they do exist.

B2B Marketing 40

B2B Marketing Top of Funnel Planning B2B 40

Industrial Marketing Today

JULY 9, 2010

Number of campaigns sent out, trade shows attended or press releases published do not generate revenues. FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. This white paper aims to change that perception of them.

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Anything Goes Marketing

OCTOBER 8, 2007

This will allow you to track the source if web visitors downloaded a white paper or purchased a product. The technology to capture the query string data so that it can be reported on Closed Loop Marketing, Query Strings, B2B, and Your CRM With B2B, many sales cycles are prolonged and may take weeks or months before a deal is closed.

Salesforce.com 100

Salesforce.com Webcast Work Management Bandwidth 100

Heinz Marketing

MAY 11, 2020

The fact that if you were counting on trade shows and thinking, well, how do we get more people to our booth? If you just said, well, what if we just didn’t do those trade shows that we all secretly hate? If you have to rethink your entire field marketing strategy overall. And there we’re setting the demos.

Top of Funnel 83

Top of Funnel Lead Ranking Marketing Qualified Leads Work Management 83

Webbiquity

NOVEMBER 5, 2019

Cold calls, trade shows, direct mail, and print ads were the primary forms of marketing. When buyers are comparing multiple suppliers‚ the amount of time spent with any one sales rep may be only 5% or 6%.” Include a section for white papers, case studies, and videos. White papers. Faster sales cycle.

Paid Content 240

Paid Content Sales Management Work Management Marketing Automation Services 240

markempa

JUNE 8, 2005

When I visited their so called “thought leader” section, it contained just a few ‘white papers’ which required user registration to download. When I visited their so called “thought leader” section, it contained just a few ‘white papers’ which required user registration to download. They said they were thought leaders.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

Sales Engine

AUGUST 23, 2016

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. For example, if you’re attending a trade show, you start with: Booking the space, ordering your swag, designing the booth, booking hotels, etc. Remember the children’s game Chutes and Ladders?

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. For example, if you’re attending a trade show, you start with: Booking the space, ordering your swag, designing the booth, booking hotels, etc. Remember the children’s game Chutes and Ladders?

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

WebMarketCentral

SEPTEMBER 29, 2009

One of the biggest challenges b2b marketers face is what to do with all of those "names" that come into your system that aren't really "leads" yet; contacts collected from white paper downloads, webinar registrations, trade shows and other activities. How do you separate hot leads from long-term leads from tire-kickers?

Marketing Automation Services 20

Marketing Automation Services Work Management Marketing Management Marketing Automation 20

Online Marketing Institute

MAY 18, 2010

Longer sales cycles due to more complex products and services and business purchasing processes often require more information. If so, directionally where do you see gaps -- that is, what stage (or stages) in the sales funnel has the fewest (or weakest) assets? Do you see any patterns here?

SEO 40

SEO Top of Funnel AIDA Digital Asset Management 40

Single Grain

APRIL 18, 2023

This process of lead generation involves various tactics — including content marketing, SEO, email marketing, PPC, trade shows — to bring your lead down the sales funnel until they make a sale: While businesses can handle these tactics in-house, hiring an agency is another option.

Lead Ranking 52

Lead Ranking Lead Generation Marketing Qualified Leads Sales Qualified Leads 52

Sales Engine

OCTOBER 4, 2017

Conventional tactics like phone calls and trade shows were effective because prospects had no other means to engage with salespeople. When prospects know exactly what they want and have reasonable pricing expectations, sales cycles can go much faster and make the salesperson’s life much easier. You need to be invited.T

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Heinz Marketing

MARCH 3, 2020

A recurring theme in our Breakthrough CMO Breakfast series with 6sense has been the move away from lead capture (which we could argue is a vanity metric for complex B2B sales cycles) and towards prioritizing prospect engagement and experiences.

Intent 62

Intent Lead Scoring Lead Ranking Work Management 62

KoMarketing Associates

AUGUST 3, 2017

As they move into interest and evaluation, they will often download a white paper or study from the company’s website. Finally, these actions take them into the commitment and sale phase, as they often talk to a customer support member or salesperson that can answer their questions and outline their contract or purchase.

B2B Marketing 120

B2B Marketing Planning Paid Search Agency Allocation 120

Sales Engine

JULY 20, 2016

Conventional tactics like phone calls and trade shows were effective because prospects had no other means to engage with salespeople. When prospects know exactly what they want and have reasonable pricing expectations, sales cycles can go much faster and make the salesperson’s life much easier. You need to be invited.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120

Sales Engine

JULY 20, 2016

Conventional tactics like phone calls and trade shows were effective because prospects had no other means to engage with salespeople. When prospects know exactly what they want and have reasonable pricing expectations, sales cycles can go much faster and make the salesperson’s life much easier. You need to be invited.

Paid Search Agency 120

Paid Search Agency Trade Show Content Urgency Marketing 120