Trending Sources

Missing the Obvious in B2B Marketing Actions

Increase Sales

Sometimes the simplest B2B marketing actions deliver the best results. relatively new research report (April 2015) between KoMarketing Associates, Buyer Zone and the Huff Industrial Marketing, revealed credibility and trust are the two most important attributes that surfaced throughout this report.  Marketing B2B marketing B2B marketing actions marketing actions

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B2B Public Relations: 7 tactics to pull more leads into the funnel

B2B Lead Blog

Tweet If your organization’s marketing and public relations teams aren’t working hand in glove, you’re missing a key lead generation opportunity. That’s the word from three experts in B2B PR and marketing: Wendy Marx, president of Marx Communications , a B2B public relations firm; she blogs about B2B communications for Fast Company. Related Resources.

Inside the Rise of B2B Video Marketing

Salesfusion

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? We know what you’re thinking — do people really watch videos that relate to their jobs? Why is Video Taking Off in B2B Marketing? B2b marketing content marketingVideo. Magazine ). That’s a wrap!

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The Most Untapped Leverage Point For B2B Growth

DiscoverOrg Sales

Direct mail is hot in B2B right now, for good reason: it can be extremely effective. Unlike many variables in your organization, data is a single, manageable point of leverage — a relatively easy “tweak” that’s almost guaranteed to multiply returns. High quality intelligence can give you massive leverage across multiple departments, in ways you might’ve never even considered.

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12 Social Media Tips for B2B Marketers

Salesfusion

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?

7 Tips for Better B2B Social Networking

Fill the Funnel

Unlike traditional social networking, which can be figured out in moments, learning to be a great B2B social networker takes a bit of practice. These seven tips will help you be a better B2B networker and make more successful connections online. Don’t limit your B2B networking activities to just the internet. Remember that B2B social networking is a long-term proposition.

Cracking the B2B Code on Facebook

Sales Benchmark Index

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?

How to Overcome the, “My relative handles that for me” Objection

Inside Sales Training Blog

If you’re in B2C sales (business to consumer), then you’ve no doubt gotten the objection, “My relative handles that for me, and I wouldn’t be interested in changing.”. In B2B sales (business to business), this objection often manifests as, “We’ve been doing business with X for years and we get the best (rates, service, etc.) and we wouldn’t be interested in switching.”. Who knows?

Why and How to Improve Audience Segmentation for B2B Marketing

Salesfusion

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. any personal interests or related accounts of note, such as people who are also active Twitter users). The post Why and How to Improve Audience Segmentation for B2B Marketing appeared first on Salesfusion. Enter audience segmentation.

Summer B2B Sales Challenge Revisited

Score More Sales

Now that warmer days, visits to and with relatives, plus more social events start happening, it’s clear that Summer in North America is upon us. There are still a lot of B2B companies who turn away from social tools. The post Summer B2B Sales Challenge Revisited appeared first on Score More Sales. Here is the original post for more background. How did you do?

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B2B Prospecting Data Just Keeps Getting Better

Pointclear

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. Company SWOT analysis (OneSource). Stevens.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Pointclear

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. There’s a big difference between what marketing sees as a lead right now, in general, which they often see as someone responding to something we sent out there that was relatively targeted. In summary, Wizdo highlights key calls to action for B2B marketing and sales management: Talk to buyers early in the cycle; not the hard-sell, but guide like a concierge.

How to Run Profitable B2B Influencer Engagement Programs #Podcast

Social Media and Sales Strategy

Today’s podcast ( download here ) is focused on why Influencer Engagement programs are vital and how to run one effectively in the B2B sales and marketing space. Develop a series of interviews with high profile clients (who are influencers) that are using your solutions and/or who your target market can relate to.

61 Awesome B2B Sales Jargon Busters

Klozers

14) CRM  an unpleasant blackhole where B2B Sales People can never find anything useful, so much so, that some completely avoid it. 18) Discovery Questions -questions that allow B2B Sales People to catch breath in between features and benefits. 21) Elevator Speech  a B2B Sales Persons opportunity to show up and verbally throw up. Much easier to sell on price.

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Getting B2B Sales Reps to be More Social

Dave Stein's Blog

This all relates to recent changes in the Solution Selling execution methodology, intended to boost sales performance in our world of tech-savvy, sophisticated, and powerful purchasers. Understanding the force that is social media is a quite a task. But leveraging effectively it to advance your team’s selling efforts is beyond the capabilities of most companies. The answer is social selling.

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

Pointclear

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.

How to Determine the Right Size for Your B2B Marketing Budget

Sales Benchmark Index

Download the B2B Marketing Budget Sizing Calculator. An effective marketing team must have a good blend of program dollars in relation to their staff costs. This can happen, but is rare in B2B except in unique transaction types and service models. World Class B2B marketing teams contribute 25%+ to the total pipeline and revenue. Do you have enough budget?

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How B2B Buyers Make Purchase Decisions

Partners in Excellence

Recently, he wrote a post, The Buying Formula:  Here’s How Your Customers Make Purchase Decisions.  It’s brilliant in it’s simplicity and is a great starting point to look at the challenges of B2B Decision-making. Each of these is related to the desire to improve one’s [work] life.   There are actually two other things that happen as B2B buyers make decisions.

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4 sources for identifying leads in complex B2B sales

Sales Training Connection

Often clients have knowledge of only those capabilities that relate to the present scope of work.  Identifying Sales Leads. Professional services firms, like management consulting, financial services, and information technology, are involved in complex projects that engage large on-site staff over an extended period of time.  This is a case where ever stone must be turned over. Final Note. 

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Is Selling SaaS Solutions Different From Other B2B Solutions?

Partners in Excellence

Is selling SaaS solutions different than selling other complex B2B solutions?  Related Posts: Adding Value–Selling To The Professional Buyer Reading The Buyers’ Minds If It’s Common Sense, Why Isn’t It Common… The Secret To Success Part 2—Make Customers Money! No related posts. Certainly, the business model and revenue stream looks different. 

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. Taking Action – Leveraging Pinterest for B2B. Here are top B2B tips we have seen used successfully in B2B. Top B2B tips to get you started. The key question is should we be using Pinterest

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B2B Lead Generation: Are You Killing the Golden Goose?

Pointclear

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. At that time we had one client that depended almost exclusively on webinars and telephone follow-up to drive leads (they also had a relatively generous/loose lead definition). Other expressions contain useful advice that you don’t really get—because you don’t understand.

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

Pointclear

I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. Voicemails work.

Mobile Marketing: What 4 top B2B companies can teach us about mobile

B2B Lead Blog

It won’t be too long before it starts happening in the B2B world. According to the MarketingSherpa 2012 Mobile Marketing Benchmark Report (free excerpt at that link), when asked, “Which mobile marketing tactic does your company use?” 64% of B2B companies listed mobile websites as their number one mobile marketing strategy in use. Now, let’s take a deeper look at the mobile offerings.

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Top 7 Reasons Sales People Should Love B2B Marketing

Klozers

Disharmony between Sales & Marketing has been around for many years despite the fact there is little doubt that aligning B2B Sales with B2B Marketing efforts, drives increases in sales results. Surely, working together and collaborating is more productive than working in isolation? Your Email: We will never rent, sell your details, or compromise your privacy in any way.

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Top 7 Most Difficult B2B Sales Activities

Klozers

Success can breed comfort and comfort is the downfall of even the best B2B sales people. Related Posts 3 Sales Lessons From The Gym Your Biggest Sales Problem Sales People are Liars Why Sales People Don’t Follow Up Sales Leads Sales Skills versus Sales Attitude 7 Signs of a Broken Sales Team. Studies show more than 50% of orders go to the first sales Person to follow up.

B2B Marketing: 3 simple tips for creating PPC ads

B2B Lead Blog

Related Resources: Social Media: How Motorola Solutions uses Facebook to generate more engagement. B2B Social Media Marketing: DocuSign’s targeted LinkedIn InMail strategy creates 3 large pipeline opportunities. Marketing Research Chart: What is the biggest B2B marketing challenge? Tip #1. Highlight your value proposition. Tip #2. Tip #3. This idea is all about relevance.

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Email Deliverability: Is Gmail’s tabbed inbox a B2B challenge?

B2B Lead Blog

While Gmail’s tabbed inbox has incited its fair share of panic in the marketing world since its rollout a few months ago, does it prove to be something you should be concerned about as a B2B marketer? In the B2B marketplace, you’re dealing with deliverability to in-house email platforms, so this won’t be an issue, right? This time, it’s in the form of Gmail’s tabbed inbox.

B2C 23

7 Sales KPI for Boosting B2B Sales

Klozers

Related Posts Transforming Account Managers into Revenue Generating Sales People 3 Sales Lessons From The Gym 7 Signs of a Broken Sales Team Are You Hiring Sales Winners or Sales Losers? B2B Sales Insights Delivered Straight To Your Inbox We don''t send out canned marketing emails every day or week asking you to buy something. Business Management

B2B PPC: A New Angle When Creating Modified Broad Keywords

Buyer Zone's Lead Generation Blog

PPC would be easier, especially in the B2B space, if every customer was educated about their needs and knew exactly what they wanted. The fact is, many B2B shoppers have only a vague idea of what want they want. There's a variety keywords we can use to target these B2B queries. b2b ppcA guest post by Henry Eisemann from BuyerZone's PPC team. But that is not our reality.

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7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

Pointclear

Neither marketing nor sales are measured on the effectiveness of marketing investments as they relate to driving revenue. B2B Marketing Marketing & Sales Alignment B2B Sales Sales & Marketing ManagementUnderstanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. In his book New Sales. Simplified. Stay tuned.

B2B Social Media Marketing: Focus on leads, not likes

B2B Lead Blog

The sales cycle in most B2B companies is 90 days to two years, and you have to consider all of the marketing that goes on in between there. Catch Baggott and Kelly at MarketingSherpa’s B2B Summit 2012 in Orlando, August 27–30, find out the details here: MarketingSherpa B2B Summit 2012. Related Resources: MarketingSherpa B2B Summit 2012. How many people converted.

Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?

Pointclear

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” ” The table below is live data from a real client (large software company owned by an even larger software company) though the names have been changed to protect the guilty: In essence, what this table says is that for this software company (relatively expensive solution—a considered sale, if you will), the least expensive source for leads was PointClear’s outbound prospecting and nurturing as compared to inbound sources.

3 Ways B2B is Different from B2C

The Sales Blog

3 Ways B2B is Different from B2C is a post from: The Sales Blog | S. The biggest difference is probably the fact that a B2B sale is much more strategic. Related posts: Companies Don’t Make Decisions. Related posts brought to you by Yet Another Related Posts Plugin. Anthony Iannarino. Business-to-business sales are different from business-to-consumer sales.

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B2B Sales? They Could Be Called B2P Sales! | Sales Motivation.

The Sales Hunter

B2B Sales? This is a basic rule of selling in a B2B environment. However, this does not mean B2B sales do not also have a big element of what I call “B2P” impact. These people definitely exist in B2B sales. If you are in B2B sales, you better pay close attention to the politics going on behind the scenes. Related posts: Sales Development Training: "Decision Maker" Podcast. One Response to “B2B Sales? B2B Sales? About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List.

Utilizing Cross Department Functionality to Create the Best B2B Content for Users

Buyer Zone's Lead Generation Blog

Not too long ago websites had countless articles that tried keyword mapping to drive traffic for every possible related keyword. In the B2B space there are a number of different content types that users could find value in: pricing info, product specs, how to's, brand information, etc. b2b content seoA guest post by Dylan Mazeika from BuyerZone's Content Team. Sales Team.

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B2B Marketing: 4 solutions to the most common challenges

B2B Lead Blog

for MarketingSherpa’s B2B Summit 2012. Last week, they gave me a behind-the-scenes look at the most common challenges marketers discussed with them, and both concluded that these discussions validated research from the 2012 B2B Marketing Benchmark Report (free excerpt at that link): . Related Resources: Event Recap: MarketingSherpa B2B Summit 2012. Their buying cycle.

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B2B Marketing: 6 essentials for testing your teleprospecting

B2B Lead Blog

After speaking with Craig about some of the teleprospecting testing projects he’s been a part of at MECLABS to discover how B2B marketers could apply this science to their teleprospecting efforts, here’s our best advice from what we’ve learned so far. Related Resources: Lead Generation: How using science increased teleprospecting sales handoffs 304%. Engage your call center. Control.

Email Marketing: 4 steps to relevancy 85% of B2B businesses probably aren’t taking

B2B Lead Blog

Tweet Email marketing is a mature marketing tactic, yet I don’t believe B2B organizations are capitalizing on its potential to generate leads. They surveyed 594 B2B and B2G marketers, of which just about half send out 10,000 to 10 million emails every month. Related Resources: Email Marketing: How to maintain low opt-out rates. What is the pain they’re trying to ease?

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B2B Mobile Marketing: 3 ideas on where to spend your next mobile budget

B2B Lead Blog

Although this media consumption is centered on B2C consumers, it’s worth keeping watch for two key reasons: The lines between B2C and B2B are growing more blurry (and debated) as B2I grows in relevance. More than half (52%) of B2B marketers consider mobile marketing very important to influence their company growth in the next three years. The occasional text. Playing “Snake”.

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B2B Marketing: What a 11% drop in conversion taught a live audience about lead gen

B2B Lead Blog

concern our team had based on the audience’s treatment design was that the variation between the control and treatments had relatively low friction to begin with. Related Resources: Lead Generation: How one additional form field decreased conversions 11% [Lead Gen Summit 2013 live test]. Live test background. Marketers typically want more information about their leads. Control.

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

Pointclear

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Tie B2B lead generation activity to overall revenue and profits. Leads must offer high potential close value.

B2B Phone Sales Cold-Calling: It Still Works! | Sales Motivation and.

The Sales Hunter

B2B Phone Sales Cold-Calling: It Still Works! The exact time you set aside for making cold calls is going to vary based on who you’re calling, where you’re calling and where you’re calling from.    For many B2B industries, cold-calling on Mondays or Fridays is not feasible. However, B2B cold-calling works! Related posts: Cold-Calling Works (If You’re Doing It Right). One Response to “B2B Phone Sales Cold-Calling: It Still Works!” ” B2B Phone Sales Cold-Calling: It Still Works! About. FREE Resources. Hire Mark.

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. The article, 'Why Paid Search for B2B Companies is Dead (or Dying)' , states the following: More than 50% of B2B marketers surveyed spent negligible time on PPC Less than 5% spent more than 15 hours per week on PPC advertising. PPC Problems.

How to Determine the Right Size for Your B2B Marketing Budget

Sales Benchmark Index

Download the B2B Marketing Budget Sizing Calculator. An effective marketing team must have a good blend of program dollars in relation to their staff costs. This can happen, but is rare in B2B except in unique transaction types and service models. World Class B2B marketing teams contribute 25%+ to the total pipeline and revenue. Do you have enough budget?

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