Here’s the scenario: Company ABC and Company 123 have identified the same exact target audience to sell their software to. Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more.
We don’t need to tell you who has the upper hand here. Continue reading “6 Reasons to Target Prospects Using Technographic Data”
In today’s technology and data-driven landscape, marketers are under constant pressure to prove the value of their efforts. But with the amount of data and analytics we have access to, it can be difficult to differentiate between the important marketing metrics and the not-so-important marketing metrics.
If you’re struggling to report on the success of your marketing campaigns, we’re here to help. Today we explain the five most important marketing metrics in 2017. Keep reading. Continue reading “5 B2B Marketing Metrics That Matter”
The biggest mistake you can make in the B2B world is one that is all too common—chasing the wrong leads. You know the feeling—you schedule numerous calls, send emails, and hold meetings only to learn that the person on the other line isn’t interested in your product or service.
What is a qualified lead?
Continue reading “5 Proven Ways to Increase Qualified Leads”
For jackpot-winning businesses in hot sectors, high-quality leads just flow in naturally. However, for the majority of organizations, lead generation is a little more complicated than simply whispering you’re open for business.
In today’s digital age, there is a lot of emphasis on generating leads through blogs, emails, social media, Google AdWords, etc. All well and good, but you should also take a step back and focus on the most valuable lead generation weapon of them all – your networks. Continue reading “5 Surprising Sources of High-Quality Leads”
Our stance on B2B data is no secret. Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own. Think about it, without contact information, how would you sell, market, or provide quality customer service? The short answer is—you wouldn’t be able to.
If you’re like most modern companies, you already have access to some sort of contact database. But, collecting data and having access to it is only one small step toward data-driven success. Data quality and cleanliness is where the real power lies. Continue reading “Automated Database Maintenance: The Future of Data Hygiene”
Let’s face it, in B2B marketing it’s easy to let your B2B social media accounts grow stale and outdated. With the social media landscape constantly evolving, and with so many other marketing responsibilities to juggle, many brands get complacent and fail to keep their social media strategy fresh.
However, it is important to recognize when you’ve gotten complacent and what updates you need to make to get back on track. Continue reading “4 Ways to Refresh Your Stale B2B Social Media Presence”
6 Things We’re Thankful for This Year: B2B Sales Edition
B2B sales is an exciting place to be—the constant stream of new tools and technologies, ever-changing buzzword tactics and strategies, and of course innovative, advanced ways to reach customers and prospects. Exciting as it is, it can also be enough to make a person’s head spin. Continue reading “A B2B Sales Thanksgiving [Infographic]”
Whether you realize it or not, the efficiency, productivity, and drive of your B2B sales team is directly dependent on the quality of your data. Good data leads to less time spent prospecting, more meetings on the calendar, and ultimately more revenue. The impact of bad data, however, can range from one lost account to catastrophic revenue loss.
Last week we discussed how low quality data can significantly lower the effectiveness of your marketing campaigns. If you haven’t read that post yet, you can do so here: B2B Marketing Meltdown: The Impact of Bad Data. Continue reading “B2B Sales Intelligence: Bad Data and Sales”
Last week, nearly 170,000 business professionals touched down in sunny San Francisco, CA for the largest and most anticipated tech conference of the year, Dreamforce 2017.
This event features daily keynotes presented by some of the most reputable speakers in the world, hands-on workshops where attendees are able to fine-tune their skills, expert panels for discussing industry trends, late night networking parties, and even a headlining concert. The Dreamforce fun never stops. Continue reading “9 Can’t-Miss Moments from Dreamforce 2017”
The B2B marketing landscape is an exciting place to be—the constant stream of new tools and technologies, ever-changing buzzword tactics and strategies, and of course innovative, advanced ways to reach customers and prospects. Exciting as it is, it can also be enough to make a person’s head spin.
As marketers, it’s easy to become so burnt out that we forget to stop and appreciate the things that make our jobs a little easier. That’s why we put together the following infographic—to show you the top six things we’re thankful for this year. Continue reading “A B2B Marketing Thanksgiving [Infographic]”