The B2B Marketer’s Holy Grail for Customer Marketing

Sales Benchmark Index

Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers.

Missing the Obvious in B2B Marketing Actions

Increase Sales

Sometimes the simplest B2B marketing actions deliver the best results. Unfortunately, these are usually the most obvious and ignored even with the plethora of marketing, selling and overall sales advice. Marketing B2B marketing B2B marketing actions marketing actions

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Trending Sources

Top B2B Marketing Blogs: Key Ingredients

Pointclear

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.

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2014 B2B Marketing Trends That Work

Pointclear

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. B2B Marketing

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B2B Mobile Marketing: 15 Ideas You Can Use Today.

Pointclear

Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas.

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2014 Planning Metrics for B2B Marketing Leaders

Sales Benchmark Index

The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. Expectations of marketing accountability have increased to the level expected of sales performance.

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Your Guide to B2B Marketing Campaigns that Generate Revenue

Sales Benchmark Index

Today’s show is a rare opportunity to hear from an entire B2B marketing leadership team on a key topic that will make or break the year for most companies. We are going to demonstrate how to design marketing campaigns that.

How B2B Sales Benefits from Prescriptive Analytics

Smart Selling Tools

Armed with more and more data, graphs upon graphs, and documented in static, written documents and presentations, these methods simply do not equip sales teams with the information they need to win in today’s hyper-competitive markets.

How Top B2B Marketing Leaders Engage at QBRs

Sales Benchmark Index

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. For many marketing leaders the sales team’s QBR is an afterthought. To prepare, review the marketing strategy introduction of the How to Make Your Number in 2018 .

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Is Your B2B Content Marketing Failing to Contribute to Revenue Growth?

Sales Benchmark Index

Corporate Strategy Marketing Strategy Podcast b2b brand b2b content marketing brand preference content execution content marketing content marketing budget emily rakowski vp marketing vp of marketing

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Marketing Leadership: Top 10 B2B Marketing Articles of 2017

Sales Benchmark Index

We segmented our subscribers by marketing leadership. This is a top 10 list of the most viewed articles by Chief Marketing Officers and VP’s of Marketing. How Top CMOs Quantify Marketing Investment with. What’s unique about this top 10 list?

How Do You Sell to a Millennial B2B Decision-Maker?

Anthony Cole Training

How to Sell selling to millennials how to sell to millennials B2B marketingA Guest Post by Salesloft.com.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant.

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Is Your B2B Brand a “Me Too” Pretender?

Sales Benchmark Index

Article Marketing Strategy accenture b2b brand b2b marketing brand planning brand strategy fedex ibm joe derosa sap upsAre you building a “me too” brand? Your competitors are making the same claims and promises as you. They are even using the same words.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

Pointclear

B2B Sales Prospect DevelopmentShould you leave a voicemail? One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”.

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LinkedIn Still Remains An Undiscovered B2B Marketing World for Many

Increase Sales

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.

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? Why is Video Taking Off in B2B Marketing? How Can You Use Video in Your Marketing Campaigns?

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B2B Marketing Communications

Salesfusion

Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. The post B2B Marketing Communications appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion.

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What Did 700 Executives Say About B2B Marketing Strategy?

Sales Benchmark Index

The right marketing strategy provides: Twice the job tenure. CMO Resources CMO Marketing Strategy Double the personal brand presence. Performance that beat EPS (Earning Per Share) estimates 88% of the time. Are you performing at this level?

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

Pointclear

Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies. Now let’s assume that you are looking for a 10x ROMI (return on marketing investment).

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. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. Although calling this an urban legend might be too strong, in the marketing zeitgeist, this said a lot.

How to Determine the Right Size for Your B2B Marketing Budget

Sales Benchmark Index

Marketing leaders struggle with top-down allocated marketing budgets. Begin leveraging best practices when planning your marketing budget amount. Bottoms-up – The marketing team performs activity-level planning. Download the B2B Marketing Budget Sizing Calculator.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

Pointclear

Should your company be all in on inbound marketing. What other organizations say about the subject: CEB - One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.). Don’t be all in on inbound marketing.

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. Martin for a deep dive into the candid thoughts of B2B buyers and what kind of sales experience they prefer. Research goals of the B2B buyer study.

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B2B is Dead – Long Live B2P

DiscoverOrg Sales

B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world. But it’s inevitable to begin questioning convention in the modern sales and marketing landscape.

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12 Social Media Tips for B2B Marketers

Salesfusion

Despite what we may have thought just a few years ago, social media marketing isn’t just for the B2C world. 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.

Unmask the Emotional B2B Buyer

Sales Benchmark Index

Article Marketing Strategy buyer behavior buying process map emotional buying

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Artificial Intelligence for B2B Sales & Marketing: Reality vs. Hype in 2018

DiscoverOrg Sales

There’s a lot of buzz around Sales and Marketing AI, but what is real and what is hype? What can we actually expect from AI in the sales and marketing technology in 2018? AI for Sales and Marketing Tech: High Expectations Meet Reality. With these awe-inspiring displays of superhuman intelligence, it’s no wonder Marketing teams will spend $2 billion a year on AI tools by 2020. Responses included: “AI will manage customer relationships through predictive marketing.”

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3 Referral Selling Skills All B2B Sales Reps Should Practice

No More Cold Calling

B2B sales reps don’t get good overnight either. Here’s how B2B sales professionals can keep their referral skills sharp: 1. No other sales or marketing strategy gets results like these. Sales Leadership Salespeople Small Business Uncategorized B2B Sales sales

Marketing’s Critical Alliance with Customer Success

Sales Benchmark Index

Our guest today is Tracy Eiler, the Chief Marketing Officer for InsideView. InsideView is the leading cloud-based market intelligence platform for sales and marketing professionals. Tracy is a revenue-driven SaaS marketing executive and co-author of Aligned to Achieve: How to.

3 Reasons You Should Care About Your Marketing Strategy

Sales Benchmark Index

Article Marketing Strategy 2018 planning 2018 strategic plan 2018 strategy b2b marketing plan Chief Marketing Officer CMO marketing plan marketing strategy planning planning approach vp of marketing

Sales and Marketing, Stop Blaming, Start Partnering

Pointclear

Sales and marketing do get along—in organizations that foster collaboration. By Ginger Conlon, editor-in-chief, Direct Marketing News. Is it really marketing’s fault that sales can’t close deals? B2B Marketing Marketing & Sales Alignment B2B Sales

The Anatomy of a B2B Content Marketing Team

Sales Benchmark Index

Joining us is Steve Keifer, the Vice President of Marketing at LeaseAccelerator, a fast-growth SaaS company in the corporate FinTech space. Today’s topic is content strategy and planning.

Cracking the B2B Code on Facebook

Sales Benchmark Index

Every Marketing Leader has asked the question: “Can Facebook be leveraged to drive leads?” What about for B2B? The B2B CMO’s that I have asked are typically skeptical of a Facebook investment. A common answer is, “Facebook is for personal usage, not B2B.

How Marketing Can Increase Customer Lifetime Value

Sales Benchmark Index

Article Marketing Strategy b2b brand b2b brand positioning b2b marketing Customer Lifetime Value

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

Pointclear

Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Marketing Pipeline.

The Revenue Marketer’s Guide to B2B Field Events

Sales Benchmark Index

B2B marketing leaders drive hyper-growth by bridging the gap between the corporate office and the field. If you are investing in field events, and not generating desired outcomes, consider thinking like a B2C marketer. Article Marketing Strategy Sales Strategy b2b marketing event marketing event toolkit field event Field Event B2B Marketing field marketing event Marketing toolkit

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B2B Marketing Blogs

Salesfusion

Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. The post B2B Marketing Blogs appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion.

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Marketing Campaign Planning to Capture Attention

Sales Benchmark Index

Today’s guest is rare marketing leader with 20+ years of B2B marketing leadership experience who can demonstrate a masterful blend of strategy and tactics for campaign planning. As marketing shifts from art to science, marketing leaders with an engineering background.

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

Pointclear

Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Matt Heinz, Heinz Marketing , President. In my opinion, marketing should be helping sellers get into conversations earlier. Dave Kurlan: “While prospects are certainly further along than they have been in the past, the percentages being propagated by marketing firms with something to sell has been exaggerated. Cold calling is dead.

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