Marketing

  • Improve Your Prospect Targeting: Think Bigger than the C-Suite

    Posted On April 20, 2017 by Robert Smith

    Targeting the right B2B sales leads is essential for all businesses. Of course, many B2B companies focus their business development efforts on the coveted C-suite prospects, assuming this will yield more conversions/sales. While there's nothing wrong with targeting C-suite prospects, you shouldn't focus solely on this audience while neglecting other, potentially more lucrative leads.

    Read More
  • 3 Under-Utilized Ways to Generate More B2B Sales Leads

    Posted On April 17, 2017 by Robert Smith

    Generating high quality B2B sales leads is actually easier than most people realize. Regardless of your business's industry, there are ways to find prospective customers and clients, without exhausting significant amounts of time, money and resources.

    Read More
  • 5 Key Benefits of Automated B2B Lead Nurturing

    Posted On April 15, 2017 by Robert Smith

    Lead nurturing is a fundamental step in business-to-business lead generation. When you have well defined target audiences, you're essentially able to send the same message over and over again as new prospects enter your sales funnel. You'll have to spend a little extra time building your nurturing campaigns on the front end, but will save countless hours once your nurturing system is up and running. Here's a few benefits of B2B lead nurturing.

    Read More
  • Using Email Marketing in a Long Sales Cycle

    Posted On April 12, 2017 by Evan Lamolinara

    One of the sales and marketing hurdles faced by industrial product and service suppliers, is keeping prospects engaged throughout a long sales cycle. With sales cycles often lasting for 12-18 months, it's not uncommon for prospects to become disengaged, at which point it's doubtful they'll convert into paying customers. While there are many tactics available to keep prospects engaged in a long sales cycle, email marketing is arguably one of the most efficient strategies.

    Read More
  • Tips to Convert Your Social Followers into New Sales Leads.

    Posted On April 07, 2017 by Robert Smith

    Social media is no longer a platform that business owners can afford to overlook. According to the Pew Research Center, roughly 79% of the United States adult population has a Facebook account, while 32% have an Instagram account; 31% a Pinterest account; 29% a LinkedIn account; and 24% a Twitter account. Statistics such as these attest to the wide-reaching power of social media.

    Read More
  • Account Based Marketing: What You Should Know

    Posted On April 05, 2017 by Evan Lamolinara

    Account-based marketing is a powerful B2B sales and marketing strategy used by companies worldwide. When used correctly, it can deliver high-quality sales leads; increase account relevancy; allow for shorter sales cycles; create a more efficient sales/marketing process; and align marketing processes with account strategies. Unfortunately, however, many B2B companies fail to utilize account-based marketing to its fullest potential.

    Read More
  • 4 Signs Your B2B Prospect Database Needs Some "Spring Cleaning"

    Posted On March 29, 2017 by Robert Smith

    With the spring season upon us, there's no better time than the present for business-to-business (B2B) companies to analyze and update their databases. If your company uses a database of prospects to generate sales leads, you should clean it regularly to maintain its quality. Even the best databases will grow stagnant over time, resulting in lower email converstions, poor telemarketing efficiency, and a frustrated business development team. So, how do you know when it's time to clean up your B2B prospect database?

    Read More
  • 6 B2B Lead Generation Tools that You Should Be Using

    Posted On March 25, 2017 by Evan Lamolinara

    Are you struggling to generate more B2B leads? Acquiring leads is hard enough. But when your audience is other business owners and professionals, it's even more difficult. Thankfully, though, you can simplify the process by using the right tools. So for a list of the top B2B lead generation tools.

    Read More
  • 4 Basic Factors in B2B Prospect Targeting

    Posted On March 22, 2017 by Evan Lamolinara

    One of the most important steps in selling any product or service is defining your target market. In other words, you should focus your sales and marketing efforts on the B2B prospects who are most likely to buy your product or service. So, what factors should you consider when defining your ideal sales leads?

    Read More
  • 5 Voicemail Tips for Your B2B Sales Team

    Posted On March 20, 2017 by Robert Smith

    Statistics show that the average salesperson has to make 8 dials to connect with a decision maker. Often, voicemail is one of the view methods to further expose your company to your B2B prospects.

    Read More