SBI Growth
OCTOBER 1, 2013
2013 is the last year executives accepted activity-level results from marketing. Focus on the core business drivers that B2B Marketing is fully capable of providing. The top three success metrics for B2B marketing include: Lead Generation team % of Contribution to Sales Revenue (Wins). Yes, that can be true.
SBI Growth
NOVEMBER 20, 2012
My guess is that the percentage number of 39% will shrink in 2013. Of those who did not have a defined content strategy, nearly 75% are planning to have one in 2013. I am predicting to get on the same level playing field in 2013; CMO’s and marketers will need this entrance ticket. Effectiveness. Expertise and Hiring.
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Tenfold
AUGUST 30, 2017
What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. Business websites lead at 84.3
Pointclear
DECEMBER 18, 2012
Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. 2013 Predictions—Why Big Data Shouldn’t Be the Focus.
SBI Growth
AUGUST 30, 2013
The study found that B2B buyers completed 57% of their ‘buying journey’ before first contact with a sales rep. In 2013, the number has grown to 65%. If you cannot run effective campaigns, you will be hard-pressed to generate leads. Step #6 – Create a Lead Nurturing Process. Step #3 – Map the Buying Process.
Pointclear
SEPTEMBER 24, 2013
I have written articles and blogs against BANT (as a lead qualifying criterion) for years. I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Think: lead nurturing. BANT is dead in most complex B2B sales. I think you will enjoy their comments: Jill Konrath (author, consultant).
Jonathan Farrington
JULY 31, 2013
Top performing B2B sales organizations rarely employ just one lead generation tactic. 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.
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