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B2B Lead Generation and CRM

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Tips on how to generate leads properly and how to manage CRM systems

Tips for Maximizing Content Syndication Performance. Careers of the Future: 10 New Jobs That Will Exist By the Year 2030. 65% of children entering primary school today will ultimately end up working in completely new job types that don’t yet exist, according to the World Economic Forum. That is exciting, and potentially daunting news for many involved in education and employment. Massive technological spinoff is causing a major shift in policy making among various stakeholders. Educational institutions are starting to technologically enrich or redesign their curriculum; Governments are putting in more funding to technological research, and companies are continuing to digitize their operations.

The rise in robotics and automation of processes in the workplace is accelerating, particularly within production. And how long before technological advances revolutionise administrative tasks within offices? With all the talk about AI and The Internet of Things the trends and predictive statistics are hard to miss. Ten Jobs Likely to Step into the Future 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Patrick Burge. Generating Leads With Responsive Content. How to Master Local Lead Generation. Optimizing Your Website for Lead Generation. Differences Between Demand Generation and Lead Generation. Answers to Your 6 Biggest Email Marketing Questions.

The digital age has made a stunning number of marketing channels available to companies of all shapes and sizes. However, when it comes to lead generation, one stands out from the rest. Email marketing has been and still is one of the most dynamic channels available marketers and sales professionals when it comes to developing quality results for lead generation and driving revenue.

As vast and compelling as email marketing is, it’s not a simple process. Time and time again, you’ll find yourself asking the “whys” and the “hows” of email marketing over the course of your campaign. In this whitepaper, you’ll find the answers you’re seeking about email marketing. Inside, we dive deep into things like timing, developing powerful subject lines, link integration, and personalization & length.

If you feel that your email marketing efforts with influencers and prospects have soured a bit, why not brush up on the basics? 5 Reasons Your Lead Generation Strategy is Not Working. In business, failure is always an option. This is especially true in B2B businesses that require a steady flow of leads to stay healthy. So it serves marketers well to know the ins and outs of lead management both for better and for worse. Here are the top five reasons your lead generation campaigns may be failing. 1.

You’re Throwing Darts in the Dark It’s hard to work in the dark, and trying 10 different strategies at the same time won’t help you see any more clearly. Trying out one lead generation tactic at a time and figuring out if it works is the wiser tactic. When you have a clear picture of what is and isn’t working, you can implement the strategies that work, and stop wasting time on those that don’t. 2. If you don’t have a strong online presence and aren’t making use of the wide variety of marketing channels available today, then you’re going to have a bad time. 3. Your product is not for everyone. 4.

The best lead generation programs are “always-on”, consistent, and systematic. 7 Lead Management Tools That Will Save You Hours. Leads are great, but there’s a long road between a lead and a sale. Converting prospects into revenue requires marketers everywhere to manage and nurture an on-going relationship with their leads. This usually entails the long hard task of separating legitimate prospects from duds, organizing data, and consistently tracking key leads on a regular basis. When it gets right down to it, manual lead management can be a huge, boring, and largely inefficient task. Fortunately, there are all sorts of tools that can help your company get the job done faster. Here are some of our favorites: Rapportive Setting your sales team up for success right in the inbox is a great way to get a handle on lead management.

Boomerang Another tool that can optimize email is Boomerang, which can schedule an unlimited number of emails to go out at a specified date and time. Google Groups One way to alleviate the pains of lead management is by looking for hidden sales functions. Apple’s Address Book Smartr Contacts. B2B Business Blogging Tips: How to Generate More Leads and Sales Opportunities.

In the age of content marketing, blogging has fast become one of the most effective ways to market your brand. It’s simple, cost-efficient, and a nicer way to drive traffic to your website than traditional interruptive marketing tactics like email blasting. Some B2B companies still haven’t adopted blogging as a business function despite its obvious benefits. Opting out of the blogging phenomenon makes a business seem like they don’t want to build a relationship with their customer, and in this day and age, that’s just shortsighted. Why You Should Blog for Your Business Blogging can help you generate leads. What’s more, blogging can help you position yourself as an industry expert. Business Blogging Tips Whether you’re just about to start your first B2B blog post, or you already have a blog up and running on your website, here are some B2B blogging best practices and tips to help you build a strong online presence: Know Your Goal Know Your Audience Think Before You Post Be Consistent.

20 Handy B2B Lead Generation Resources. The Internet is chock-full of B2B lead generation resources crafted by marketing experts, business owners, and other specialists. A quick Google search can bring you to several tips, infographics, case studies and presentations that can help you improve your current B2B lead generation campaigns. However, not all of your online searches will yield helpful results. Sorting out the great advice from the just plain bad can end up being a pretty daunting task. But never fear! We’ve got your back and have compiled some of the top online resources for you to check out. Blogs, Slideshares, and Infographics Callbox Callbox is an award-winning sales and marketing solutions provider. They also have this really neat infographic about the role of content in B2B lead generation, as well as a SlideShare presentation on why businesses should outsource their lead generation initiatives. Hubspot Abhishek Shah: Thirteen Creative Ways to Use LinkedIn for Lead Generation DigiLands Lead Genius Kissmetrics Formstack.

Does My Business Need a CRM Software? Even if you’re relatively new in the entrepreneurial scene, chances are good that you’ve already heard of these great business tools that can help you with your Customer Relationship Management (CRM) activities. From increasing your sales to decreasing your overhead costs, having a CRM tool sounds like a dream come true, right? But it’s important to know, what exactly is a CRM tool? What can it do for your business specifically? What is CRM? CRM stands for “customer relationship management.” CRM is a collection of tools, technologies, strategies and best practices used to collect, store and analyze the data of a business’ customers. A simple way to look at it: CRM collates and interprets the data you get from your customers, which you can then use to improve your relationships with them, drive sales growth and increase the chances of brand loyalty.

These misconceptions can lead to under utilizing your software and sometimes implementation failure. Does my company need a CRM? 3 Things CRM Can't Do For You. Most businesses adopt a CRM program with the goal to improve the company’s relationship with its clients as well as to help drive sales growth and retention. Having loyal customers is something that every business should strive towards. Keeping your current customers happy is an extremely important objective because they’re the lifeblood of your business. Kissmetrics states that it can cost seven times more to acquire a new customer than it does to retain an existing customer, so it just makes good business sense to make retention a key initiative. A CRM system compiles customer information across various channels or communications mediums.

YourCRM software provides the frontline staff with customer data such as raised concerns, purchase history and even personal preferences that can help in managing the relationship. There are many things that CRM systems can do but it’s important to be aware of the things they cannot do. CRM software cannot make sales. CRM is not a strategic advantage. 6 Mistakes to Avoid When Purchasing a CRM Solution. According to Gartner, the CRM solutions market has reached $23.9 billion in growth in recent years. Though it would seem that the industry is reaching maturity, companies are still making common mistakes when looking for the right fit for their organization . Choosing the right CRM system for your business can be tricky. Picking a system that is not suitable for your needs can result in higher expenses as it will likely affect your operational bottom line. We have pulled together the most common mistakes made when purchasing a CRM solution, as well as ways you can avoid them. 1.

While price is important to consider when selecting a CRM software, it should not be the deciding factor. 2. Often, CRM tools are viewed as something that only IT people deal with. 3. Often, companies can have the misconception that they should invest in a CRM tool before they get their internal workflow right. 4. When considering a CRM system, decision makers will want to look to their business’ future. 5. 6. How to Create the Best Possible Experience for Your Customers. If you want your business to succeed, delivering the best customer experience matters. According to a HBR article, customer experience is no longer dependent on just providing excellent customer service or offering quality products. Nor is it about the critical moments when customers interact with your organization. The new way of customer experience considers the customer’s end-to-end journey with your business, as well as the cumulative impact of multiple touchpoints over time that result in a real and lasting relationship.

Simply put, it’s about building, nourishing, and sustaining customer relationships over the full lifetime of the customer-brand relationship. Today’s technology allows customers to establish an interactive relationship with companies through social media and the Internet rather than simply experiencing moments. It’s about time we shift our focus towards providing the best customer experience. 1. 2. 3. 4.

DESIGN the right experience-focused value propositions. 5. B2B Lead Generation Strategies for 2016. Lead generation is any company’s lifeblood, and coming up with a strategy to increase and sustain leads is important if you want to maintain revenue and growth. The challenge in planning a lead generation strategy arises from the fact that there is so much information out there, it’s hard to know what the best strategy is. It doesn’t help either that people seek one killer lead tactic that masks all ills while failing to realize that a good B2B business generation is made up of many activities, which must be measured and tested to find out what’s working best.

Marketing executives are reporting that lead quality is a top priority for lead generation—and ironically, the biggest challenge they face. In Marketo’s study, 61 percent of marketers reported that generating high-quality leads was problematic for their organizations. Given such crystal clear data, B2B marketing professionals must gear up their marketing campaigns and map out strong lead generation strategies for the coming year. 1.

A Complete Guide to B2B Lead Generation Using Social Media This 2016. B2B companies will attest that leads are the lifeblood of their businesses, as leads help companies find prospects, increase revenue, and achieve business goals. Thus, coming up with fresh ideas on how to further improve lead generation is crucial in staying ahead in today’s ever-changing business landscape. ( Source: Marsden Marketing ) ( Source: CadilusCloud ) However, according to DMN3, the adoption of social media by B2B companies has been relatively slow, with concerns regarding proper execution as the leading struggle when leveraging social media as a lead generation tool. But today, more organizations have integrated social media into their marketing strategy, particularly for content promotion purposes.

There still remains a large contingency of marketers who haven’t considered or implemented social media. Chapter I: How to pick the proper social media channels for B2B lead generation ( Source: CMI ) Another social media channel to consider is Twitter. 1. 2. Image source 3. 4. 5. 1. 10 B2B Growth-Hacking Tactics for Lead Generation. Growth hacking is one of the most wide-spread “secrets” of small business start-ups. Its meaning can sometimes get confused, and it’s sometimes used (mistakenly) as another term for marketing. Growth hacking, for a lack of a better term, is really about employing techniques that can spur growth in the most efficient and rapid way possible. In recent years, there’s been a renewed interest in growth hacking as marketers have realized that traditional marketing approaches are DOA.

Businesses need to change and adapt to get a lead on their competitors and growth hacking has proven to be a useful tool. Read on to see if growth hacking is right for your business. B2B vs. There is an ongoing debate as to whether B2B growth hacking is harder to achieve than B2C growth hacking, and experts are divided. Ryan Kulp believes that it’s harder to sell to consumers since consumers aren’t often in a “spend money to make money” mindset. 10 B2B Growth-Hacking Tactics to Generate Leads 1. 2. 3. 4. 5. 6. 7. 8. A Marketer's Guide to Creating Compelling Content. These days, content has become one of the most powerful weapons in a B2B marketer’s arsenal. The common practice used to be creating content only when a company had something specific to say but this intermittent view has most certainly become a thing of the past. In the modern era of business lead generation, content marketing has turned into an activity that requires a constant stream of media production, distribution and optimization in order to drive traffic into the sales funnel.

These content marketing goals can be accomplished in the form of blog articles, social media posts, industry whitepapers, case studies and pretty much every other type of media that is capable of disseminating useful information to prospective customers. Content marketing greatly enhances a company’s inbound marketing capabilities, which as opposed to traditional outbound marketing, helps prospects find the brand without the intrusive nature of advertising that consumers have come to loathe. 6 Proven B2B Content Types to Generate Quality Leads. In a 2014 study done by Acquity Group, 94% of business buyers do some form of online research before making a big investment or purchase, with 77% using Google Search, 84.3% checkingbusiness websites, 34% checking third-party websites, and 41% reading user reviews. This means having information about your brand readily available online is pivotal in attracting potential customers and focusingyour content to address your prospects’ business challenges and pain points.

It is as equally important to recognize that different audiences require different content types, most often depending heavily on where the buyer is in the sales funnel. Here’s our list of the most effective content types for B2B lead generation and where they can be most effectively used in your lead generation strategy.: 1. This content type is usually consumed at the awareness stage, i.e., the top of the sales funnel. 2. 3.

Whitepapers make for an incredible marketing tool. 4. 5. 6. 5 Top Methods to Decrease B2B Cost per Lead.