B2B Blog Post Round-Up: Choosing Influencers & More

april b2b blog post round upWelcome to our eighth installment in our series of B2B Blog Post Round-Ups. As part of an effort to promote content we contribute to outside publications, each month we compile a list of our five favorite articles that we’ve written for other thought leaders and industry experts.

Today’s edition features content about lead generation, data-driven recruitment, marketing influencer selection and more.  Check it out! Continue reading “B2B Blog Post Round-Up: Choosing Influencers & More”

The Beginner’s Guide to Lead Scoring

lead scoringMost marketers operate under one primary goal– to generate leads for their business. But, if you work in marketing, you know not all leads convert into paying customers. So that begs the question: How do you determine which leads are most likely to become buyers? And, how can you optimize campaigns to generate better leads?

Enter: lead scoring. Today we’re telling you everything there is to know about lead scoring – what it is, why it’s important, and how you can implement an effective lead scoring strategy as part of your overall marketing efforts.

Ready to learn more? Keep reading. Continue reading “The Beginner’s Guide to Lead Scoring”

A Beginner’s Guide to Account-Based Selling

account-based selling

Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. In fact, 86% of sales and marketing professionals have begun using targeted account strategies to generate new business for their companies (source).

If you haven’t yet explored account-based selling, it can seem like quite the challenge. So today, we teach you the basics of account-based selling—what it is, why it works, and what resources you need to get started. Keep reading! Continue reading “A Beginner’s Guide to Account-Based Selling”

The Business Leader’s Guide to Marketing and Sales Alignment

marketing and sales alignmentDiscord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place.

As it turns out—neither team is wrong. Research shows the average sales team ignores 50% of marketing leads (source). And, conversely, 61% of B2B marketers send all leads directly to sales, yet only 27% of those leads are qualified (source). So, what’s a business leader to do? Continue reading “The Business Leader’s Guide to Marketing and Sales Alignment”

Support Your Sales Team: A Guide for Managers

support your sales teamEvery sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be.

Today’s post breaks down five ways you can support your sales team to become more productive. Keep reading! Continue reading “Support Your Sales Team: A Guide for Managers”

4 Signs Your Customer and Contact Database Needs Help

customer and contact databaseThough you may not realize it, your sales and marketing database is one of your company’s most valuable assets. When compromised by dirty data, your entire business will feel the impact. In fact, more than 40% of business objectives fail due to inaccurate data (source).

Worried about data quality? Here are four sure signs your B2B database could use a little help. Continue reading “4 Signs Your Customer and Contact Database Needs Help”

5 Signs You’re Not Tracking B2B Marketing ROI Effectively

b2b marketing roiAs a marketer, your results are directly dependent on strategy and budget. But—to gain buy-in from executives and decision makers, you must be able to confidently demonstrate your ability to contribute to the company’s bottom line.

Enter ROI. Measuring marketing ROI is no longer optional—and while most marketers understand this, it’s a lot easier said than done. In fact, 50% of B2B marketing executives find it difficult to attribute marketing activity directly to revenue results as a means to justify budgets (source).

Continue reading to learn how to identify and fix ROI tracking problems so you can better prove that your marketing efforts are paying off.

Continue reading “5 Signs You’re Not Tracking B2B Marketing ROI Effectively”

6 Ways to Establish a Trustworthy Brand

trustworthy brandThe strongest brands have one thing in common– a loyal base of trusting customers. Trust is at the center of every business strategy– without it, you’ll struggle to, develop relationships, win business, and retain customers.

Jim Stengel, former global marketing officer of Procter & Gamble puts it best, “We’re seeing more of an emphasis on brands building emotional relationships with consumers because it’s powerful and it works. When you do it, you have a much stronger affinity, a much stronger business, much stronger growth, and much stronger results.” Continue reading “6 Ways to Establish a Trustworthy Brand”

78 Customer Engagement Statistics

customer engagement statisticsOn the most basic level, customer engagement can be defined as the ongoing relationship between a brand and its customers. And, even though customer engagement is only a piece of the marketing puzzle, it shouldn’t be ignored. Engaged customers spend more money, actively support branding initiatives, and often become your company’s best ambassadors.

No matter how big your company is, the industry you work in, or the products you sell, customer engagement is vital to the growth of your business. For this reason, we put together a list of important customer engagement statistics to guide your customer engagement strategy. Continue reading “78 Customer Engagement Statistics”