In marketing, it’s common knowledge that lead quality is generally more important than lead quantity. And yet, marketing lead qualification remains a sticking point for many organizations. In fact, 61% of B2B marketers send all leads directly to sales, but only 27% are sales qualified (source).
This statistic highlights a huge discrepancy. As a marketer, how do you know if a lead is truly ready to buy? And, how can you generate more high-quality leads for your sales team? We say the solution to your lead generation problems lies within your lead qualification process. Continue reading “The Definitive Guide to Lead Qualification Marketing”
It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing (source). This disconnect between departments often happens when alignment between the two teams is less than stellar.
Sales and marketing alignment not only improves the relationship between departments, but it also boosts sales productivity and overall results. Consider these statistics (source): Continue reading “How to Make a Sales Team More Productive: A Guide for Marketers”
From the time social media became a viable marketing channel, B2B companies have been looking for ways to automate social processes. Although social media tools have made this easier—with features like post scheduling, conversation monitoring, and hashtag tracking—some aspects of social selling can’t be pre-planned.
Today we’re covering a topic that B2B marketers have disputed for years—scripted social media. If you’re not familiar, scripted social media is the process of using pre-written, well-vetted messaging as part of your corporate social media strategy. Continue reading “3 Times to Avoid Scripted Social Media”
If business were basketball, your technology stack would be a strong contender for MVP. While your technology stack may not seem like it warrants serious consideration, it has the power to make or break your success as a marketing team.
Today we introduce you to your 2019 Marketing Madness starting lineup. In today’s infographic we outline the key players in your marketing technology stack and what important function each serves. Let’s jump right into it! Continue reading “Marketing Madness 2019: Your Starting Lineup [Infographic]”
In today’s digital world, recruiters use a variety of platforms for candidate sourcing. But, there’s one place that nearly all applicants will end up: The career page on your company website. In fact, recent studies show that 77% of job seekers visit company websites to look for jobs, and career sites are the top source of hires at 27.35% (source).
But, with the rise of social media and other recruiting platforms, many companies neglect their career page. If you haven’t looked at your career page recently, today’s blog post is for you! Continue reading “6 Tips For Better Career Page Content”
A win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue.
In fact, companies that conduct win/loss analyses consistently outperform those that don’t in the following areas (source): Continue reading “How to Conduct a Win/Loss Analysis in B2B Sales”
Reporting allows sales professionals and managers to stay on top of their team’s performance, uncover key insights about customers and the sales cycle, and develop new strategies to increase the effectiveness of their entire sales organization.
But, there’s a downside to sales reporting too. If you don’t take the right approach, your sales reports can be a waste of time– or worse, they can inspire poor decision-making and negatively impact many aspects of your business. Continue reading “5 Ways Your Sales Reports Are Hurting Your Business”
Why do some marketers seem to generate significantly better results than others? It may seem like successful marketers are simply more skilled and motivated— but often, this is not the case. In reality, routines and habits are what separates best-in-class marketers from the rest of the pack.
The most productive marketers rely on good habits and systems instead of falling back on motivation, willpower, and ineffective productivity hacks. As best-selling author James Clear wrote in his book, Atomic Habits, “You do not rise to the level of your goals. You fall to the level of your systems.”
Continue reading “7 Habits the Most Productive Marketers Swear By”
Webinars have proven time and time again to be one of the most successful channels at a marketer’s disposal. According to 73% of B2B marketers and sales leaders, webinars are the number one way to generate high-quality leads (source).
Here’s the thing— webinars require a significant amount of prep work. So much so, that it’s easy to forget about a webcast’s after-life. But, it’s a mistake to run a webinar and then let it collect virtual dust in an archive. These broadcasts leave behind a treasure chest of future content for your customers.
Continue reading “8 Easy Ways to Repurpose Webinar Content”
Fact: Your company’s email program will only ever be as good as your contact database. No matter how great your emails are, eventually your contacts get married, change jobs, or receive promotions; their companies go out of business or merge with entirely different organizations.
Slowly but surely, you’ll be left with inaccurate and unreliable data. If you aren’t diligent about database maintenance, you’ll run your email marketing program into the ground.
Continue reading “How to Build Your B2B Email List in Seven Steps”