Trending Sources

Missing the Obvious in B2B Marketing Actions

Increase Sales

Sometimes the simplest B2B marketing actions deliver the best results. A 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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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? 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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12 Social Media Tips for B2B Marketers


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?

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.

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.

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. 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.

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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New Chapter for the B2B Lead Blog

B2B Lead Blog

You may have noticed the B2B Lead Blog has a new look. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. I 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.

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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How B2B Buyers Make Purchase Decisions

Partners in Excellence

It’s brilliant in it’s simplicity and is a great starting point to look at the challenges of B2B Decision-making. ” It’s easy to understand this in the context of individual or personal purchases, but too often overlooked in B2B sales. The goals may be related to expected performance. No related posts. I’m a great fan of Jeff Shore.

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Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. Building upon that “qual/quant” theme, this article discusses best practices for collecting qualitative and quantitative data in Business-to-Business (B2B) research. Typically, firms collect B2B information on a 0-5, 0-7, or 0-10 point scale , depending on the degree of detail required.

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 Marketing & Sales Insights from Lori Wizdo of Forrester Research


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.

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?

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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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. They have extended capabilities to engage in a wide variety of work.

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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.

B2B Prospecting Data Just Keeps Getting Better


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.

61 Awesome B2B Sales Jargon Busters


You can use our LIGHTHEARTED guide to test your own B2B Sales Knowledge and that of your sales colleagues. 6) Bids & Tenders  an opportunity for B2B Sales People to sit in a warm office and avoid prospecting. 14) CRM  an unpleasant blackhole where B2B Sales People can never find anything useful, so much so, that some completely avoid it.

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.

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.

7 Sales KPI for Boosting B2B Sales


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. As the famous American Manufacturing Consultant W.

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


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.

Top 7 Most Difficult B2B Sales Activities


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. 1) Consistently Prospect. 2) Consistently Qualify and Disqualify.

Top 7 Reasons Sales People Should Love B2B Marketing


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? 4) Great Marketing puts sales people in front of part qualified buyers.

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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 Lead Generation: Are You Killing the Golden Goose?


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.

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. 64% of B2B companies listed mobile websites as their number one mobile marketing strategy in use. Knowing this, I thought it would be interesting to see how some top B2B companies are using mobile sites to influence business. B2B Marketing: 3 reasons for adopting video content into your marketing mix.

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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.

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


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.

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. Relevant images matter.

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.

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.

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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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. 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. Speaking.

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


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.

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.

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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