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
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?
How B2B Marketing Leaders Can Transform Click Data into ROI Insights
Sales Benchmark Index
AUGUST 22, 2012
Marketing leaders who want a personalized executive briefing on transforming click metrics to ROI insights through web analytics. Most companies are only getting a fraction of the value that is possible from Web Analytics. It’s likely that your team is snow-blinded by click metrics. Activity means nothing without understanding how the clicks translate to acquiring new customers.
The Most Untapped Leverage Point For B2B Growth
JUNE 2, 2016
Marketing: Better Leads, Higher ROI. Direct mail is hot in B2B right now, for good reason: it can be extremely effective. If you can ensure your campaign is sent only to recently vetted contacts with verified addresses, you’ll reach the right people, with low waste and high ROI. Bonus: your competitors are probably oblivious to its power. First, let’s take a look at Marketing.
The Most Important B2B Marketing Metrics for CEOs
B2B Lead Blog
SEPTEMBER 15, 2014
When the revenue doesn’t immediately materialize, CEOs will lament, “Why can’t I see ROI from marketing?” Costs and materials. I’d love to get your input on what you believe are the most important B2B marketing metrics for CEOs. ROI Measurement B2B marketing KPIS marketing and sales marketing metrics sales funnel On the pipeline? On revenue?
The Pipeline ? 25% Increase in Sales Training ROI ? Sales.
SEPTEMBER 19, 2011
25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. 25% Increase in Sales Training ROI – Sales eXchange – 115 [link] via/ @renbor. 25% Increase in Sales Training ROI – Sales eXchange – 115 [link] / via @Renbor.
B2B Social Media: How do you measure the ROI of a LinkedIn InMail campaign?
B2B Lead Blog
JANUARY 13, 2014
This is becoming a fairly common question in B2B social media marketing, and it’s understandable given the increasing adoption of InMail as a B2B marketing strategy. Social Media: 4 simple steps to calculate social media ROI. Why Fear and ROI Should Never Drive Your Testing. Tweet How do you measure the return on investment of a LinkedIn InMail campaign? Meagen asked.
Trick or Treat? Dreamforce Goodies for B2B Marketers
Smart Selling Tools
OCTOBER 22, 2014
Fortunately, there were many Dreamforce exhibitors with tools well designed to help B2B Marketers achieve significant gains, thus extending the value of their existing technology investment. I’ve sorted a few that are affordable, powerful and well integrated in marketing automation. In my opinion, these are worth consideration. Rebecca is a Sr. Predictive is Everywhere. Learn more here.
5 B2B Lead Generation Mistakes
Sales Overdrive Blog
JUNE 17, 2015
Whether telemarketing or digital marketing ROI, it’s important to continuously monitor your efforts and measure how audiences are reacting. Many brands fail to resonate with B2B prospects because of a broad, untargeted message. The post 5 B2B Lead Generation Mistakes appeared first on Sales Overdrive. Are you making any of these errors? Failure to understand your audience.
Social Media Pays Off Big for Over 1,000 Marketers Reporting 150% ROI or More
B2B Lead Blog
APRIL 19, 2011
Tweet If you’ve been following the B2B Lead Blog for a while, you might recall this post , inspired by a spirited LinkedIn B2B Lead Roundtable Group discussion about whether social media truly delivered ROI. The official verdict from MarketingSherpa has just arrived, in the form of their third annual B2B Social Marke ti ng Benchmark Report. Why or why not?
Where’s the Passion in B2B Marketing?
B2B Lead Blog
OCTOBER 20, 2014
In this age of automation, depersonalization, scoring and measurement, I’m not seeing the human touch and connection in B2B marketing. Tweet I’m writing this post at Dreamforce 2014. It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. According to this study, the U.S.,
How to Measure the ROI on Social Selling
The Sales Blog
OCTOBER 3, 2013
How to Measure the ROI on Social Selling is a post from: The Sales Blog | S. Your ROI on Activities. Calculate the ROI the same way you calculate all of the other activities that make up prospecting. Social Media b2b opportunities prospecting Salesperson selling social selling success Winning Hearts And Minds Anthony Iannarino. Maybe you’re having trouble proving the return on your investment of time and energy in social selling. Let’s see how social stacks up. old school social). old school social). old school social, IRL). But there’s more. It’s everything.
Leveraging Your CRM to Create Killer Account-Based Marketing
NOVEMBER 21, 2016
With relationship building finally climbing to the top of the “priority” pile in B2B marketing, we have a lot to celebrate. It’s taken years for the twin sheens of spam-blast email campaigns and the “inbound with significant ROI” pipedreams to wear off, but it finally has. And here we are, starting over again as more […]. All About CRM
Good Reads for B2B Marketing - Respect Your Competition
MAY 23, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Michael Chassen''s Rules for Authentic B2B Communications. Blackboard co-founder Michael Chasen credits B2B marketing communications with helping to build the company, which sold for $1.64 B2B Email Marketers Focus on Targeting Content. false.
Follow the Money: The Primary Responsibility for CMOs
AUGUST 11, 2015
Branding has gotten a lot of attention in B2B over the last ten years or so, as traditional agencies, to generate more revenue, jumped on the band wagon of brand measurement and improvement for B2B. Since the 2007 recession there have many articles, white papers, e-books, blog entries and traditional books written on Marketing ROI (see the bibliography at the end). Lenskold.
Are You Forgetting the Third Rail in Sales Training?
DECEMBER 18, 2015
Implementing sales training even for the smallest B2B firms is expensive. If you or your SMB wants to truly see a significant ROI for your sales training, then assess your workplace culture first. Sales Training executive leadership ROI for sales training Sales sales skills workplace culture workplace culture assessmentThat third rail is workplace culture. Share on Facebook.
B2B Social Media Marketing: Focus on leads, not likes
B2B Lead Blog
AUGUST 19, 2012
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.
Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013
JULY 25, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Learn why Anothony says his blog is "an outstanding ROI." The B2B Funnel is still alive, well, and living on the beach in the Bahamas: Madlibs #2 w/ @Funnelholic. You may be familiar with the B2B Madlibs series on Funnelholic this year. Enjoy!
Lead Scoring: How to pick the right ingredients for high ROI
B2B Lead Blog
APRIL 8, 2012
It’s a process that works very well, according to the soon-to-be-released MarketingSherpa 2012 B2B Lead Benchmark Report. The report reveals that companies that use lead scoring see an average 138% ROI on lead generation, and companies that do not use it see a 79% ROI. Related Resources: Lead Scoring: CMOs realize a 138% lead gen ROI … and so can you. Watch a webinar?
B2B Lead Generation: Are You Killing the Golden Goose?
AUGUST 14, 2012
This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. We have clients who generate terrific ROI with 3% lead rates and other clients that boast lead rates of upwards to 10%. There are plenty of expressions or proverbs you hear every day that are familiar and understood (such as “a penny saved is a penny earned”).
The ROI of Conference Calls vs. Face to Face Meetings
Green Lead's B2B Blog
APRIL 21, 2011
Green Leads measures the sales outcome of our client's b2b appointment setting programs. We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI. Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ.
Study: How REAL B2B Decision Makers Reveal Themselves on Social Media
Productivity and Motivational Tips for Inside Sale
SEPTEMBER 17, 2014
Where is your social ROI going to come flooding in from? And a new study from International Data Corporation and LinkedIn , surveying 760 B2B buyers across 8 countries, has taken a hard look at just that. solid majority of B2B decision makers — 75% — were found to use social media in the latter stages of the sales cycle to support their purchase decisions. At
Webinar Replay: How to Integrate Social Media/SEO to Drive More Leads and Increase Marketing ROI
B2B Lead Blog
JUNE 24, 2011
Sergio Balegno, Director of Research, MarketingSherpa/MECLABS Primary Research Group , explains how the strategic integration of SEO and social marketing is helping B2B marketers remarkably accelerate lead capture and conversion. step-by-step explanation of how one B2B company’s inbound marketing strategy drove 70 percent more leads and doubled revenue per account in merely one year.
The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)
MAY 3, 2012
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. Correctly emphasize the ROI value of qualified leads over their cost. Leads must offer high potential close value.
Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop
B2B Lead Blog
APRIL 15, 2012
An astounding 61% of B2B marketers admit to sending “leads” directly to Sales without qualification, according to the MarketingSherpa 2012 B2B Marketing Benchmark Report. It doesn’t take a lot of time or effort to heed my warning, but I promise you, the rewards of doing so — more pipeline, sales, success and better ROI — will make it more than worthwhile.
B2B Email Marketing: Batch and blast, mobile and other challenges
B2B Lead Blog
AUGUST 19, 2013
You can increase your ROI and your revenue through targeting and through better segmentation and messaging to those segments based on previous activity, but it takes time and money. We have a B2B client with a mobile open rate of only 4%. Email Marketing b2b email batch and blast deliverability email engagement Email marketing Tweet Earlier this year at MarketingSherpa Email Summit 2013 in Las Vegas, I had the chance to enjoy many conversations with my email marketing industry friends. This post grew out of one of those talks. Here are their answers. For others, it does.
Gold Calling vs. Cold Calling
NOVEMBER 8, 2016
Theoretical calculations of return on investment (ROI) or return on marketing investment (ROMI) are used to judge the success of the program without regard to actual results. B2B Marketing B2B Sales Cold CallingI've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process.
B2B Lead-Gen: Top tactics for a crisis-proof strategy
B2B Lead Blog
FEBRUARY 26, 2012
They need to know what gets their audience to convert and what really drives the highest ROI by generating the greatest volume of highly qualified leads — and then focus on further optimization of those channels.”. This chart is from the MarketingSherpa 2012 B2B Benchmark Report (of which Doyle is also the lead author). Tweet Do you remember the fire drills at school? asks Doyle.
The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
JUNE 10, 2016
By being proactive when it comes to the 7 truths about sales and marketing that CEOs need to know, companies can go a long way toward achieving marketing ROI, and driving revenue results. An astounding 61% of B2B marketers admit to sending 'leads' directly to Sales without qualification, according to a Marketing Sherpa Marketing Benchmark Report. summary: 1. Define a lead. Not really.
Building a better ROI calculator for lead gen - About Leads.
Buyer Zone's Lead Generation Blog
APRIL 19, 2011
Building a better ROI calculator for lead gen. Getting the most out of your marketing dollars is all about return on investment: the ROI is just a measure of how much you spent compared to how much you got back. Its a simple concept, but when we talk to companies that are part of our program, were often surprised to see how few actually measure ROI in a consistent, ongoing way. Were working on a simple ROI calculator that you can use to compare the performance of all your internal and external lead gen programs, as well as do basic lead tracking. B2B Web Strategy.
My Favorite 'John Wayne' Thoughts for Marketers and Salespeople
APRIL 21, 2015
This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. Sorry, I can’t prove the ROI because salespeople won’t follow up." B2B Marketing B2B Sales
3 Reasons for Low ROI from a Trade Show (with ways to improve)
AUGUST 17, 2016
It’s not that trade shows aren’t effective at bringing in revenue – it’s that companies aren’t optimizing for a positive ROI: Problem #1: You Don’t Know Who is Attending. Best Practices from the Industry Data Driven Marketing IT Sales Strategies Sales Development Sales Leadership & Management B2B Insights B2B Sales Insights Maximizing ROI OppAlerts Tradeshows
[PODCAST] How Good Data Equals Higher Sales Commissions with Brian Burns
JULY 6, 2016
In IT-ROI’s case, deep data intelligence resulted in a 60X return on investment in 9 months. Looking for a No-BS podcast that will elevate your sales results? Brian Burns, host of the weekly podcast, “ The Brutal Truth ,” interviews leaders in the sales space and offers key insights into succeeding. Below are some topical highlights of that podcast.
Fast Track Your Sales with New Tools
OCTOBER 23, 2016
Doing that, rather than spending time on the deflated tires of cold-calling or cold-emailing, is a driving force behind the effectiveness (aka ROI) of prospecting efforts. DiscoverOrg uses data from over 250 B2B publishers to identify content downloads and research behavior indicative of buying interest – all customizable to the categories and topics you care about most.
Why Recruiting is Like Marketing
AUGUST 19, 2016
Then, we used data to determine whether we these activities drove a positive ROI, and whether we should adjust our investment levels. 4. In fact one of our recruiting clients summed its value up in one simple phrase: “Amazing ROI, Great Passive Talent Database.”. What lessons did I learn through this experience? Identify How The Pipeline Funnel Changes For Every Role. Cold calls.
PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software
AUGUST 30, 2012
He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Social Media: Table Stakes and the Challenges Linking to ROI. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales. You know I love those guys.
5 Ways to Get More at Dreamforce -by Craig Elias
OCTOBER 1, 2014
In fact, he has a new eBook that serves as a useful guide to getting the most ROI out of your Dreamforce experience. B2B Sales Sales Leads The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there? He created Trigger Event Selling™ and he’s a Dreamforce convention veteran.
Attention B2B Marketers: There’s Gold in this Graphic
B2B Lead Blog
AUGUST 3, 2011
Tweet In the infographic below, MarketingSherpa gives us a sneak peak at key findings from their upcoming 2012 B2B Marketing Benchmark Study, which will undoubtedly be discussed in detail at their B2B Summits in Boston this September and San Francisco this October. For a complete, printable PDF go here: MarketingSherpa Infographic. Click here to learn more.
Peaches, Netflix, and Sales Intelligence – Try Before You Buy
AUGUST 15, 2016
trial accomplishes two things: The first is validating the belief that this product can solve a pain point for your business — that it is worth the investment and that the ROI is yours for the taking. “Try before you buy” is the new world order. Whether it’s a free month of Netflix, a $0.99 My wife, who works as a chef, spent 30 minutes picking out peaches. Not that I know of.
Long-Term Leads Demand Attention Now
AUGUST 9, 2016
It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. Longer-term opportunities increase marketing ROI. If you’re interested in learning more about how to effectively nurture your long-term opportunities to increase marketing ROI, click here to for a resource on that topic or send an email to email@example.com. B2B Sales Sales Training Sales LeadsNear-Term Opportunities are Important, But So is Keeping the Pipeline Full.