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Do I Have the Right Sales Coverage and Channels?

Sales Benchmark Index

Today’s article is focused on sales coverage and sales channels as part of the corporate strategy. Article Corporate Strategy b2b marketing b2b sales ideal customer profile propensity to buy Sales Channels Sales CoverageSBI recently interviewed Drew Forret, the Chief Operating and Financial Officer at CARPROOF.

How B2B Marketing Automation Produces Dependable Lead Generation Results


Based on a recent study by Regalix, the top three goals for B2B marketing automation are improving lead quality, improving lead nurturing and increasing lead generation. In the end, it revolves around enhancing the customer experience by utilizing the channels customers interact with the most. Yet, most marketers understand how difficult it can be to […]. All About CRM

Missing the Obvious in B2B Marketing Actions

Increase Sales

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?

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Inside the Rise of B2B Video Marketing


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).

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LinkedIn and Effective B2B Marketing Strategies

Increase Sales

LinkedIn closely follows Twitter when it comes to effective B2B marketing strategies according to a survey conducted by Regalix Research. For myself I know LinkedIn as a social media channel has been more effective in securing new business coaching clients as well as corporate clients seeking support for improved execution due to workplace culture barriers. Source: Regalix Research.

5 Ways to Boost B2B Sales Through LinkedIn Social Selling

Modern B2B Sales

While social media sometimes gets a bad rep among professionals due to the endless posts about difficult math problems and memes, when done well, social media can be one of the most effective and underutilized channels for sales teams. Sales b2bWith lofty goals, every sales rep needs to utilize all the tools he has at his disposal to close the deal. Warm Introductions.

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4 Life Lessons I Learned (So Far) From a Career in B2B Sales

Modern B2B Sales

The piano happens to be one of my favorite instruments, and if you’ve never listened to The Piano Guys , a group that covers everything from Beethoven’s 5 Secrets (a favorite of mine) to Rolling in the Deep, you need to stop what you’re doing right now and pull up their YouTube channel. Sales b2bAuthor: Alexandra Nation I’m cursed. Play me a tune: any tune, from any decade. ” 2.

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What Does It Mean To Be A Channel In An Omnichannel World?

Partners in Excellence

All the talk in B2C and B2B these days is “omnichannel.”  ”  The B2C world has actually changed profoundly, and will continue to do so.  We’re just seeing and starting to address the implications of omnichannel in the B2B world. New tools and analytics enable manufacturers to more effectively engage customers regardless of the channel they choose at the moment.

Why and How to Improve Audience Segmentation for B2B Marketing


Bob Dylan may have first shared that anthem with the world in 1963, but the message couldn’t hold more true today in the world of B2B marketing. For marketers, this means it’s all about getting the right message to the right person at the right time on the right channel. preferred channel, frequency and/or timing for outreach). B2b marketing email marketingLocation.

What can B2B Marketers Adopt from Growth Hacking?

B2B Lead Blog

What can you learn from growth hacking and how can it help you develop a mindset to better your B2B marketing? GrowthHacking uses the product itself as a distribution channel Click To Tweet. Don’t just stick to conventional channels. And I always believe there are new opportunities and channels out there and creative ways to grow a business. What does this mean?

A B2C Buying Trend That Will Impact B2B

Sales Benchmark Index

Amazon, the king of B2C is invading B2B. The world’s #1 B2C e-commerce site is crossing over to B2B. Now is focused on threatening traditional B2B distribution channels. Think it’s impossible for Amazon to make a robust B2B play? B2B Marketing leaders have an opportunity to generate new lucrative channels. Now they own the market.

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Webinar Replay: Tips for Using Social Media in B2B Marketing


Did you miss our #InsightfulMarketer webinar with Oktopost on tips for using social media in B2B marketing? Daniel Kushner, CEO of Oktopost, shared some great insights around social media in the world of B2B marketing and best practices for successfully generating leads through social efforts. B2B Social vs. B2C Social. How many posts per day is ideal for B2B?

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What Do the IDC Predictions Mean for the B2B CMO?

Sales Benchmark Index

A top trend in B2B marketing is the adoption of the Marketing Operations role. By 2020, the Marketing function in leading companies will be radically reshaped into three organizational "systems" - content, channels, and consumption (data). Multi-channel coverage becomes an opportunity and a challenge area, as CMOs integrate media silos. We have already seen this taking shape.

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Three “Lies” That Plague B2B Businesses Today (Part One of Three)


will admit that there are now other channels to get to customers, the most notable being any number of well-constructed, funded, staffed, and executed social programs. 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? Dave Stein, Dave Stein, Inc.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Blog

The year 2016 is quickly coming to an end and the holiday season is a time for reflection and preparation. I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. The Biggest Contributor to B2B Revenue. Read  The Biggest Contributor to B2B Revenue. 2. Just to name a few.

Should You Use Pinterest for B2B Marketing? Yes or No in 5 Minutes

Sales Benchmark Index

This is where blog articles and ebooks are gaining traction in b2b marketing. This is an opportunity for B2b to demonstrate expertise and credibility in any given area. Being visible on Pinterest gives you an additional marketing channel to reach more people. Taking Action – Leveraging Pinterest for B2B. Here are top B2B tips we have seen used successfully in B2B.

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3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Blog

Have you intentionally linked your sales, b2b marketing, and strategy? . That’s a lot of managerial time and effort as well as money, and the reality is that sales forces are, by far, the biggest and most important part of strategy execution for most firms, especially in B2B markets. My research started with distribution channels, B2B distribution channels, morphed into sales.

How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel

B2B Lead Blog

Twice as many sales-ready leads as any other lead generation channel. In February, Johnson enlisted the help of a B2B social media lead generation agency, to develop a lead generation campaign on LinkedIn. B2B has always been a numbers game, so achieving that connection rate meant hundreds of valuable connections,” he points out. All it needed was the right strategy. Industry.

Social Media Is a Marketing Tool Not Just for B2C – But Also for B2B By Debbie Laskey, MBA

Increase Sales

The business uses social media channels, Twitter and/or Facebook, to voice its concerns and then waits just like everyone else for a response and a resolution of its problem. Marketing B2B business to consumer Debbie Laskey marketing tool social media social media channels Twotter stream But what happens when a business has a problem? What does the business do?

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Referral Marketing: 8 tips for building a powerful referral channel

B2B Lead Blog

Tweet Prospects that come to your organization because of peer recommendations are two and a half times more responsive than any other marketing channel, according to a study by the American Marketing Association. member of our B2B Lead Roundtable Group underscored this statistic when she noted recommendations are how one of her clients earns most of its customers.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. For B2B Marketing, Email Should be Personalized and Targeted. From #SXSW: Charting the Road Ahead for B2B Marketing. PR Giant to Set Up New Content Marketing Unit.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Blog

Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. Instead, they utilize a diversified portfolio of channels. The Most Important B2B Marketing Metrics for CEOs [More from the blogs]. B2B Marketing: A recap of content and customer-centric marketing in 2014 [MaketingSherpa case study].

How B2B Marketing Leaders Can Transform Click Data into ROI Insights

Sales Benchmark Index

Multi-Channel Tracking: Definition: The ability to track multiple sources and campaigns attributed to converting a lead. The ability to see how every marketing ‘touch’ attributed to help convert a lead helps prove the effectiveness of channel mix. Most companies are only getting a fraction of the value that is possible from Web Analytics. These foundations provide rich data input.

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Any channel. Any model. The wave is coming. | Avangate Blog.

Software Business Blog

The Positive Effect of Adding Negative Keywords » Any channel. Most importantly, it has given customers much more control: whether B2B or B2C, buyers want instant gratification and “frictionless” self-service transactions.  How are you taking advantage of international markets – optimizing your existing sales channels or onboarding new ones that have marketing strength and local knowledge? existing systems, and manage their end-to-end subscriber lifecycles, offering a consistent customer experience at every channel. Software Business Blog. Blog |. Topics.

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Do you know how media fragmentation works and how to engage consumers across multiple channels and devices? The B2B Funnel is still alive, well, and living on the beach in the Bahamas: Madlibs #2 w/ @Funnelholic. Via OpenView Labs. Enjoy!

3 Underutilized B2B Sales Strategies in Social Media

Score More Sales

Use the social channels that you are comfortable with and that you know your buyers and customers flock to. For many in B2B this means LinkedIn first and foremost. We’d love to showcase more B2B social success stories – drop a note in the comments of any you can tell us more about. Black and white. Right or wrong. This leads me to Pinterest. Here are a few examples.

Good Reads for B2B Sales - Cold Calling Revisited


PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement.

Org Structure Questions Every Sales Leader Should Ask

Sales Benchmark Index

Dave leads a robust b2b sales force at Rovi, a leading technology supplier to the entertainment industry.  When you are flipping through channels and looking for TV shows. SBI recently spoke with Dave Longaker, the Chief Revenue Officer at Rovi Corporation. .

6 Reasons Why Online B2B Advertising Is Important

Sales and Marketing

Teaser: We may take digital advertising channels for granted at this point, having seen them around so much, but that’s a dangerous attitude to take. We may take digital advertising channels for granted at this point, having seen them around so much, but that’s a dangerous attitude to take. Issue Date: 2015-07-22. Author: Tuan Nguyen. read more

B2B Social Media Marketing: Focus on leads, not likes

B2B Lead Blog

Honestly, it’s almost unfair to compare social media engagement to other channels,” Kelly confesses. Unlike online advertising or PR, or even TV and radio, [there are] over 500 forms of engagement we’ve tracked through the social channel. There are] far more opportunities to engage that don’t exist in any other channel.”. Related Resources: MarketingSherpa B2B Summit 2012.

The Problem with Marketing, It’s an Ongoing Decision Making Process

Increase Sales

With all the types of marketing channels available from paid advertising to social media posts such as content marketing to referrals, chaos can quickly take over. Regardless of the marketing channel being used, much of the basic information is derived from your strategic plan where you have invested the time for both internal and external appraisals.  Marketing Channel of Referrals.

Why PPC for B2B Is Still Alive

Buyer Zone's Lead Generation Blog

That said, if you plan to have a B2B business with any online presence, I believe that advertising on Google Search through PPC is a must. An article posted on Search Engine Watch in October 2012 reviewed the effectiveness of PPC as a marketing channel. 25% of B2B marketers owned up to having "limited to no knowledge in PPC.". PPC Problems. The Alternatives.

Struggling With Channel Analytics? Think Like Drucker (In Reverse)

Tech Bytes

Improving data management is particularly important in channel analytics. For many B2B companies, tremendous opportunity exists to glean actionable insights by integrating and analyzing information provided by both distribution partners and customers. Quantify the impact of partner incentives and support to optimize channel program ROI. Enable your channel operations team.

B2B Lead Generation: The Best of PowerViews


Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Each interview is only about 25 – 30 minutes and all are available on our blog and YouTube channel.

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Blog

Adriel also explained the context of how you engage in the social media channel is vital to success. Bring customers and prospects together in social channels. The accepted norms in that channel are different and peoples’ tolerance for marketing-related materials is different.”. Related Resources: B2B Social Media: SAP Latin America boosts followers 900% [Part I].

10 Things that Plague B2B Professionals

Buyer Zone's Lead Generation Blog

Well, being in the B2B industry offers plenty of daily problems for us to face. Luckily, for each one of those B2B plagues, there's a solution that can help you improve your business. For more info, Avinash Kaushik goes into great depth on this: Multi-Channel Attribution: Definitions, Models and a Reality Check. 3) Creating content for your B2B audience. No worries!

B2B Marketing: 6 essentials for testing your teleprospecting

B2B Lead Blog

At MECLABS, we’ve made this a science and have even patented a Conversion Heuristic to analyze the process. A few months ago, we started applying this heuristic to a channel that is more than a century old – the telephone. Channel selection effect – In teleprospecting, your channel isn’t a pay-per-click advertisement or website; it’s the person who is making the call. Control.

What are the best B2B lead sources to fill the top of your funnel?

Sales 2.0

There are a million blog posts and comment threads discussing which channels are the most effective when it comes to lead generation and new customer acquisition. For example, the characteristics of the specific markets you are attacking play a significant role when it comes to predicting the best marketing channels. Read the full post here. Tools

How Top Companies Develop Product Launch Messaging

Sales Benchmark Index

Sales and Channel Marketing at Intuit. Rob lead sales, channel marketing and analytics across Intuit’s retail, e-tail, inside sales, resellers, OEMs and financial Institutions. . Product Strategy Video b2b marketing b2b sales competitive positioning marketing strategy new product messaging Product Launch Product Messaging product positioning

Good Reads for B2B Marketing - Modern Marketing from Stan Lee


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. This presents the need for marketers to integrate their channels for a uniformed customer experience. Eighty-nine percent of marketers today say a targeted multi-channel approach is critical and have increased spend over last year. Via