Marketing

  • Lead Generation Metrics that Matter

    Posted On January 23, 2017 by Robert Smith

    If you aren't monitoring key performance indicators (KPI) of your lead generation efforts, you won't be able to optimize it. Unfortunately, many business-to-business (B2B) companies and their respective sales and marketing leaders turn a blind eye to this step, focusing strictly on lagging indicators; likes revenue. While sales is arguably the single most important KPI, there are lead generation metrics that are considered leading indicators that you should focus on monitoring, including the following.

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  • Increase Customer Retention with these 5 Tips

    Posted On January 20, 2017 by Evan Lamolinara

    Statistics show that it costs up to five times more to acquire a new customer than to sell to an existing customer. But if you want to keep and retain your customers, you'll need to make them “loyal.” If there's a competitor who offers the same product or service, perhaps the customer will choose them instead. Creating loyal customers prevent this from happening by encouraging customers to choose your business.

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  • Simple B2B Lead Generation Tips

    Posted On January 18, 2017 by Robert Smith

    Business-to-business (B2B) lead generation requires a different approach than traditional business-to-consumer (B2C). With your target audience being other business owners and professionals, you'll need to adjust your tactics accordingly. The following tips, however, can help you succeed in your B2B lead generation efforts.

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  • Small Businesses and the Importance of Prospect Targeting

    Posted On January 13, 2017 by Evan Lamolinara

    Statistics show that roughly half of all new small businesses fail within their first five years. There are many reasons why small businesses fail, but one of the most common is ineffective sales and marketing strategies. If you want customers to choose your business over your competitors, you need to target the right B2B sales leads with your marketing efforts – and this is where prospect targeting comes into play.

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  • Using Customer Retention to Drive Revenue Growth

    Posted On January 11, 2017 by Robert Smith

    Retaining customers should be a top priority for all businesses. It's a little-known fact that it costs 5-8 times more to attract a new customer than to sell to an existing customer. So if you focus your efforts strictly on attracting new customers, you'll end up spending more money and generating fewer sales. Customer retention, however, can turn these numbers around by driving significant revenue growth for your business.

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  • Aligning Lead Generation Strategies through Account Based Marketing

    Posted On January 09, 2017 by Robert Smith

    The success of account-based sales development relies heavily on alignment with all teams, salespeople, marketing, and other business development functions. Unfortunately, this is an area where many business-to-business companies struggle to acheive true alignment. They work in segmented groups with little-to-no cross-collaboration, restricting their growth. Once you're able to align all of your teams, however, you can work more fluidly as a group to achieve a common goal of more qualified sales leads and faster revenue growth.

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  • 3 Tips to Optimize Your Email Campaigns

    Posted On January 04, 2017 by Robert Smith

    Email is no longer a promotional platform that business-to-business companies can afford to overlook. Whether you sell a B2B product or service (or both), you'll find email is more cost-effective lead generation tool than some of the traditional marketing platforms. According to Experian, it's actually 20 times more cost-effective. But if you want to leverage the full power of email, you should optimize your campaigns using the following tactics.

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  • How to Score More Sales Leads in 2017

    Posted On December 29, 2016 by Evan Lamolinara

    With a new year upon us, sales and marketing professionals throughout the country are reevaluating their B2B lead generation strategies. There are countless ways to attract new sales leads, some of which are more effective than others. So, what tactics should you use in 2017 to score more sales leads?

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  • 5 Tips for B2B Lead Generation Success

    Posted On December 29, 2016 by Robert Smith

    Business-to-business companies should invest time and resources into an effective B2B lead generation strategy. Sure, you may get lucky by turning a cold prospect into a paying customer, but this isn't the most efficient solution. Rather, B2B companies should first acquire leads, at which point they can nurture and warm those leads for a higher conversion rate. Here are some essential tips for lead generation success.

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  • Convert More Sales Leads with these 5 Tips

    Posted On December 27, 2016 by Robert Smith

    Not every prospect to whom you pitch your company's product or service will follow through with a purchase – and that's okay. Regardless of what exactly your company sells, you should focus on numbers. The more prospects that you target, the more prospects you'll convert into paying customers. You can further improve your numbers, however, by using the following tips to convert more of your sales leads into paying customers.

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