Trending Sources

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. Marketing B2B marketing B2B marketing actions marketing actions

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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?

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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. The post 12 Social Media Tips for B2B Marketers appeared first on Salesfusion. B2b marketing social

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.

Making B2B More Like B2C Sales???

Partners in Excellence

” There’s a lot I agree with, but one point stood out, Make B2B More Like B2C. We also see many of the trends in B2C leading B2B. There are serious limitations to how much of great B2C practice we can leverage in complex B2B sales.

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

Pointclear

In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. If you are selling a relatively low-priced commodity, then it is probably OK if you go the inbound, arrive late route. B2B Marketing B2B SalesCold 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?

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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.

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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.

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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.

B2B 102

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. No related posts.

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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. How does your B2B marketing team apply these ideals?

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.

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.

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.

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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.

B2B 66

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.”.

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.

61 Awesome B2B Sales Jargon Busters

Klozers

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.

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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.

Is Selling SaaS Solutions Different From Other B2B Solutions?

Partners in Excellence

Is selling SaaS solutions different than selling other complex B2B solutions? No related posts. Certainly, the business model and revenue stream looks different. Rather than making money in a single transaction, the revenue stream is spread over the period of a subscription.

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?

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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.

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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. 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.

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.

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?

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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.

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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).

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?

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.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. Stop interruption marketing.”

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #5: Should You Buy Real Leads or Appearances?

Pointclear

If you are selling a relatively expensive B2B solution requiring the involvement of multiple decision-makers and multiple levels of evaluation, could an appearance with one person, without advanced discovery, possibly be the best first step with a new prospect in that situation? B2B SalesIs "appointment setting" an effective tactic for lead generation and nurturing? Most companies have experienced lead “traction” issues in their history.

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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. 25% of B2B marketers owned up to having "limited to no knowledge in PPC.". In a vacuum, it would seem that B2B is heading away from PPC.

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 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.

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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.

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.

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. 3) Creating content for your B2B audience.

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 Management

Pipeline management – not all business is good business

Sales Training Connection

In major B2B sales it is critical early on to distinguish between an account that represents good and bad business. There are two scenarios in major account B2B selling where pursuing bad business is particularly telling. Good vs. Bad Business.

How to Succeed as a Sales Ops Director

DiscoverOrg Sales

As a relatively new field, people in Sales Ops are often left with the task of evangelizing their own value to internal stakeholders. “Sales operations may very well be THE most important and unsung hero for sales teams big and small, inside and field, direct and channel.” Heinz Marketing.

8 TED Talks All Salespeople Should Watch

DiscoverOrg Sales

Sutherland, after spending years in the advertising industry, discusses the notion that value is relative. Account-Based Marketing Best Practices from the Industry Interviews IT Sales Strategies B2B Insights B2B Sales Insights Sales Effectiveness Sales Success Sales Tips TedTalk