How to Make B2B Data an ROI Catalyst
Sales and Marketing
JULY 21, 2017
Issue Date: 2016-07-22. Author: Hila Nir. Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth. Believe it or not, your current customer data is actually the secret source of future growth. read mor
Missing the Obvious in B2B Marketing Actions
MAY 4, 2015
Sometimes the simplest B2B marketing actions deliver the best results. Not having a phone number, email or even physical address turned off B2B buyers by 44% of those surveyed. So much is written about B2B marketing actions specific to content marketing, context marketing, websites and face to face B2B networking events. Would you believe no contact information?
The Power of Empathy in B2B Sales and Marketing
JULY 28, 2015
Your B2B sales prospects don’t want to hear about you. The post The Power of Empathy in B2B Sales and Marketing appeared first on Pipeliner CRM Blog. They want to hear about themselves. We all do. They don’t necessarily need compliments and platitudes. But they do want to know that you understand their issues, their needs, their priorities.
5 B2B Social Selling Myths, Debunked
NOVEMBER 20, 2014
In the past year, I’ve seen a lot of hesitation about implementing social selling practices in B2B sales. The post 5 B2B Social Selling Myths, Debunked appeared first on Pipeliner CRM Blog. People notice the long controversial LinkedIn conversations, the quick back-and-forth communication, and the confusing acronyms (DM, RT, MT), and think “This is just way too much to handle on top of selling. The truth of the matter [.] Social Selling
Inside the Rise of B2B Video Marketing
FEBRUARY 18, 2016
A look at what’s fueling the growth of video in B2B marketing and how you can tap into this burgeoning field. What’s the next big thing in B2B content marketing? Meanwhile, Content Marketing Institute reports steady growth in the use of video in B2B content marketing, with 76% of companies indicating that they used some form of video in 2015 (which is a 9% increase over 2013).
Should Women in B2B Sales Sound Overly-Friendly to Succeed
Score More Sales
AUGUST 16, 2016
B2B women in sales
12 Social Media Tips for B2B Marketers
FEBRUARY 25, 2016
In fact, 56% of B2B marketers now consider social media marketing core to their business, with 30% reporting that social media directly produces ROI, according to Demand Gen Report. While it’s true that social media can be just as valuable for B2B marketing as it is for B2C marketing, the two do require different approaches. B2b marketing socialWho are your top engagers?
10 Basic B2B Lead Generation Strategies
SEPTEMBER 7, 2015
Lead generation is a major factor in any B2B enterprise. The post 10 Basic B2B Lead Generation Strategies appeared first on Pipeliner CRM Blog. Leads become opportunities, which become customers, which (if handled right) become repeat customers and referrers. Inbound and Outbound Leads fall under 2 major categories—inbound and outbound. Sales Effectiveness Salespreneurs
The Case for Embracing B2B Social Selling
SEPTEMBER 16, 2014
Just as occurred some years ago with global warming, there are still people both scared and dismissive of B2B social selling. The post The Case for Embracing B2B Social Selling appeared first on Pipeliner CRM Blog. The reasons why executives are scared of social selling are well documented. Social Selling
B2B Marketing Communications
MAY 21, 2014
The post B2B Marketing Communications appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"]. Batman had Robin… You have SalesFUSION. box icon="pencil" style="solid"].
PBTO31: Insights on B2B Selling and Leading a B2B Sales team with Alok Goyal
MARCH 4, 2016
The subtle shift in B2B buyer behaviour. Alok was also a strategy consultant (with McKinsey & Company in India and The McKenna Group in California, Podcast Sales Alok Goyal B2B Buyer Behaviour B2B Sales how Marketing and Sales functions can work better Importance of culture in a sales organisation Role of Sales Leaders Sales leadership Sales Vs MarketingLeadership in General.
Top B2B Marketing Blogs: Key Ingredients
OCTOBER 22, 2014
What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration. B2B Marketing Guest Blogs Why make the distinction? Consider the all American apple pie.
Why B2B Sales Will Never Be Automated Sales
AUGUST 18, 2015
The automated sales model being implemented by Amazon, with many other ecommerce sites following suit, may seem somewhat threatening to a sales force and B2B sales. The post Why B2B Sales Will Never Be Automated Sales appeared first on Pipeliner CRM Blog. For Sales Pros Sales Automation
2014 B2B Marketing Trends That Work
JULY 22, 2014
As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive. B2B Marketing
The Most Untapped Leverage Point For B2B Growth
JUNE 2, 2016
Direct mail is hot in B2B right now, for good reason: it can be extremely effective. Best Practices from the Industry Outbound Selling Sales Leadership & Management B2B B2B Insights B2B Sales B2B Sales Insights Clean Data Data data intelligence database hygiene Good Data Sales Effectiveness Sales Intelligence Sales Leadership Skills Sales Success
Five B2B Social Strategy Myths
MARCH 27, 2014
The post Five B2B Social Strategy Myths appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"]. Batman had Robin… You have SalesFUSION.
B2B Mobile Marketing: 15 Ideas You Can Use Today.
AUGUST 5, 2014
Are you interested in learning more about B2B mobile marketing? But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. The good news is that B2B mobile marketing can be every bit as useful in the business marketplace as it is in the consumer marketplace. B2B Marketing Mobile Marketing
Three “Lies” That Plague B2B Businesses Today (Part Two of Three)
SEPTEMBER 13, 2016
In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. B2B Marketing B2B SalesCold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Dave Stein, Dave Stein, Inc.
6 traps successful women avoid in b2b sales
Sales Training Connection
MARCH 21, 2014
Successful Women in B2B Sales. Selling in B2B accounts is not easy for any salesperson. Successful female salespeople come to every B2B sale knowledgeable about their product, competition, and the customer. What we’ve found from working with thousands of successful women selling to B2B accounts is: they leverage their styles, trust their intuition, and believe in themselves.
Why Smart Sales Reps Identify Their B2B Buyers’ Cycle
OCTOBER 3, 2013
The post Why Smart Sales Reps Identify Their B2B Buyers’ Cycle appeared first on Pipeliner CRM Blog. An understanding of your sales pipeline alone is not enough to succeed in this age of social selling and content marketing. If you want to secure more leads and close more sales, you also need to understand your buyers’ cycle – and then interlink the two. Sales Process Management
5 Ways to Boost B2B Sales Through LinkedIn Social Selling
Modern B2B Sales
MAY 24, 2016
Ways to Boost B2B Sales Through LinkedIn Social Selling was posted at Marketo Marketing Blog - Best Practices and Thought Leadership. | [link] The post 5 Ways to Boost B2B Sales Through LinkedIn Social Selling appeared first on Marketo Marketing Blog - Best Practices and Thought Leadership. Sales b2bAdd Prospective Customers and Share Their Content with Your Network.
Improving B2B Sales Forecast Accuracy
APRIL 28, 2014
The post Improving B2B Sales Forecast Accuracy appeared first on Pipeliner CRM Blog. For any business engaged in sales (and that would be pretty much all of them) sales forecasts are crucially important. Companies normally go to great lengths to create accurate sales forecasts, for entire chains of events are tied to them. Pipeline Management Sales Effectiveness
2014 Planning Metrics for B2B Marketing Leaders
Sales Benchmark Index
OCTOBER 1, 2013
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). The conversion rates between stages of the Lead Management Process are tracked to capture trending against B2B averages and historical team performance. Step 1. Step 2.
Cracking the B2B Code on Facebook
Sales Benchmark Index
JULY 16, 2013
What about for B2B? The B2B CMO’s that I have asked are typically skeptical of a Facebook investment. common answer is, “Facebook is for personal usage, not B2B. LinkedIn is the gold standard for B2B social marketing. Twitter has proven to be effective at amplifying B2B messaging to gain reach. Does this mean B2B shouldn’t leverage Facebook?
What Sustainable B2B Model Believes Salespeople Are Unnecessary?
NOVEMBER 12, 2015
Believe it or not, there are B2B models once again rearing their ugly heads that believe salespeople are unnecessary. No what is critical to these yokels (executive leadership) is decreasing the cost of doing business by cost cutting. What is prompting the increase in these B2B models is technology and call centers. Credit www.gratisography.com. Share on Facebook.
Strategic B2B Social Selling: Part 1 of a 6-Part Series by Tony Hughes
JUNE 4, 2015
The post Strategic B2B Social Selling: Part 1 of a 6-Part Series by Tony Hughes appeared first on Pipeliner CRM Blog. Social Listening: The process of proactively searching for trigger events that provide potential opportunities to improve your own customer service, intercept competitors’ customers, or engage a potential client early in their own buying process. Selling has always been about being a great listener… social selling is no different. But in modern selling there are many […]. Social Selling
Three “Lies” That Plague B2B Businesses Today (Part One of Three)
SEPTEMBER 9, 2016
B2B marketers ignore it at their peril.”. A bit of a twist from Dave Kurlan: “Traditional cold calling has changed but few new meetings get booked without a salesperson dialing the phone. B2B Sales Cold CallingCold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist.
New Chapter for the B2B Lead Blog
B2B Lead Blog
JULY 19, 2016
You may have noticed the B2B Lead Blog has a new look. look forward to keeping up with the accelerating evolution B2B lead generation, demand generation, and marketing for the complex sale, and helping you do the same. Feel free to comment here or join me on the B2B Lead Roundtable LinkedIn Group. You may have noticed the B2B Lead Blog has a new look.
B2B Marketing Strategy
MAY 9, 2014
The post B2B Marketing Strategy appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"]. Batman had Robin… You have SalesFUSION. box icon="pencil" style="solid"].
Beware This Really Big Gap in Your B2B Sales Strategies!
No More Cold Calling
SEPTEMBER 15, 2016
When crafting your B2B sales strategies, think of the sales process as a curve. The Referral Gap in B2B Sales Strategies. Without referral programs in your B2B sales strategies: 1. Improve Your B2B Sales Strategies: Close the Referral Gap. The post Beware This Really Big Gap in Your B2B Sales Strategies! Neglect referral plans at your own risk. ” 2.
LinkedIn Still Remains An Undiscovered B2B Marketing World for Many
OCTOBER 7, 2013
In the B2B sales world, finding potential customers, strategic partners and even solid information becomes a more time consuming task. LinkedIn is a great resource for those in B2B sales. Probably the best reason for utilizing LinkedIn if your small business is engaged in B2B marketing is you have the opportunity to just be valuable. Maybe money is another constraint.
Social Media for B2B Marketing
MAY 30, 2014
The post Social Media for B2B Marketing appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Customer Interaction Social Media
Employees as B2B Marketing Resources
MAY 22, 2014
The post Employees as B2B Marketing Resources appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Customer Interaction Email Marketing Social Media
The Power of Trust in B2B Selling
Score More Sales
MAY 21, 2013
The post The Power of Trust in B2B Selling appeared first on Score More Sales. Recently I posted about how leaving well-crafted voice mail messages for a prospective customer can be a way to build trust with someone who does not know you yet. Charles H. He is founder and CEO of Trusted Advisor Associates. Charles Green (CG): The main answer is to appear trustworthy. And, of course, listen.
Summer School for B2B Sellers
Smart Selling Tools
JULY 27, 2012
Tweet Summer School for B2B Sellers. Admit it, summer is the slowest sales time of the year and it is hard to even get an appointment with customers on vacation. Take advantage of the summer slowdown and gain new knowledge! The faculty of Sales Summer School is comprised of some of the most respected, sought after Sales trainers, authors, speakers and strategists from across North America.
How to Create a Lead Generation Strategy for your B2B Organisation
OCTOBER 29, 2013
The post How to Create a Lead Generation Strategy for your B2B Organisation appeared first on Pipeliner CRM Blog. Lead generation is the act of stimulating interest amongst your target audience for a particular product or service so you can draw them into your sales pipeline. Despite this, too many businesses fail to [.] Sales Pipeline Management
5 Qualities of an Effective B2B CRM Application
MARCH 27, 2014
As covered in our recent series of articles on B2B sales, today’s B2B sales landscape is radically changing. The post 5 Qualities of an Effective B2B CRM Application appeared first on Pipeliner CRM Blog. The sales funnel is being replaced by sales pipeline – with full understanding of, and a tracking with, buyer experience. Opportunity Management Sales Effectiveness
How to Generate More B2B Sales Leads
JULY 18, 2016
Finding what works and what doesn’t work in terms of B2B lead generation can be expensive and time consuming for companies, however whilst no two companies are the same there are lessons we can all learn from each other in developing sales leads. The post How to Generate More B2B Sales Leads appeared first on Klozers. Sales Conferences Lead Generation
B2B Marketing Solutions
MAY 16, 2014
The post B2B Marketing Solutions appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"]. Batman had Robin… You have SalesFUSION. box icon="pencil" style="solid"].
B2B sales – is more better?
Sales Training Connection
JANUARY 15, 2014
Because of the type of sale and the buyers, the study construct does raise some flags about its applicability to B2B selling. In reality that idea is a good example of a myth. A myth that is still being repeated time and time again even in B2B sales. How many reasons should you share with the customer to purchase your product? Or, is it simply more is better? Or, is it all depends?