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A B2B Guide to Winning New Customers and Repeat Business [INFOGRAPHIC]

Much ink has already been spilled on the topic of customer acquisition vs. customer retention. Conventional marketing wisdom holds that retaining current customers is way easier, cheaper, and better than attracting new ones. But the fact remains that you need to maintain the right revenue mix between new and existing customers to sustainably grow. That’s what our latest infographic helps you achieve. In today’s entry, we compare how selling to new customers differs from targeting repeat business so that you’ll get a good grasp of how to tailor your marketing strategy for each group. Almost all B2B marketers agree that the path to consistent sales growth starts with the right balance between new customers and repeat purchases, but most organizations follow marketing strategies that are heavily skewed toward customer acquisition. 33% of marketers plan to increase spending on customer acquisition vs. 18% on customer retention Related: 10 Affordable Marketing Ideas for Software Startups Related:  Growth Hacking

5 B2B Email Marketing Goals that Make or Break Results [VIDEO] Email remains the Swiss Army knife of B2B Marketing. It does a lot of things, and it does them really well. But email’s performance is only as good as your goals. Let’s understand the 5 essential B2B email marketing goals, and learn why you need to focus on each of them. #1 Connecting with new prospects Emails are ideal for starting relationships with potential customers. They enable personalized touches at scale. That’s why 13% of B2B leads come from this channel. Related: A B2B Guide to Winning New Customers and Repeat Business [INFOGRAPHIC] #2 Nurturing leads and opportunities Emails play a key role in keeping leads engaged throughout the sales cycle. They help deliver compelling content at each stage of the sales process. 51% of B2B marketers personalize lead nurturing through email segmentation. Related: Value Your Leads: Lead Nurturing Best Practices to Boost Conversion #3 Automating response to specific triggers Emails provide a personalized way to automatically respond to lead activity.

Answering Quora: How do I sell medical devices to hospitals? This question gets asked a lot of times on Quora and tends to generate some interestingly varied responses, given the broad scope the topic covers. In this post, we’ll discuss our take on this question by focusing on a specific aspect of selling medical devices: deciding between doing direct selling vs. partnering with distributors. Choosing the right sales channel is a critical decision to make since it’s going to influence whether or not your product reaches the customers you’re aiming for. That’s why arriving at this decision involves weighing a lot of factors. Related: Industry Insights: Fixing What’s Wrong With B2B Healthcare Marketing Laying the Groundwork But first, it’s important to note some of the things you need to take into account prior to bringing your medical device to market. Related: Healthcare Consulting Firm Poised to Expand in High-Growth Market #1. Accordingly, partnering with a distributor is a good option if: #2.Taking the Direct Sales Route The Takeaway

The Digital Lead Generation Ecosystem [INFOGRAPHIC] While generating leads continues to be a top priority for businesses, most of them still struggle with effectively structuring their online campaigns to do just that. Created by Charlotte SEO agency, Straight North, the “Lead Generation Ecosystem” infographic shows how multiple online outlets fit together to help marketers create cohesive lead generation campaigns. It also allows you to identify the holes in your campaign that may be causing you to miss out on valuable leads. The second row of hexagons shows the available marketing campaigns that are used to draw traffic to a website.Dominating the center, is the company website and a list of content options that can be used to convert visitors.At the bottom and to the right: the technical workflow of digital lead generation campaigns — this includes transfer of form and phone inquiries to sales, and the transfer of lead data to campaign reports, and the use of that data for conversion optimization.

Ultimate Lead Generation Kit To Jump start your Business [FREE EBOOK] Download our free ebook: The sales process begins with lead generation. To acquire customers, you first need to attract leads. But with all the changes happening in marketing today, modern lead generation can easily overwhelm most marketers and marketing teams out there. This free guide helps you cut through the noise and focus on the essentials of lead generation. Master each step in the modern lead generation cycle, from setting goals to tracking results Learn how to reach new customers through email, social media, telemarketing, content marketing, and search channels Find out how to optimize your campaigns with the right process, people, and platform Whether you’re starting from scratch or reviewing yourlead generation strategy, this guide is a valuable marketing resource.

4 Trends That Will Drive B2B Healthcare Marketing in 2019 Marketers have chosen a profession that constantly changes and evolves to meet the needs and wants of the customers. Therefore, it has become the industry norm to look out for the latest trends so they remain relevant and useful. Marketers cannot risk getting too comfortable no matter how effective their methods are. Expanding the knowledge on the new healthcare marketing trends can be rewarding though. Here are some of the upcoming B2B healthcare marketing trends in 2019 that are worth taking a look at. Video as a healthcare and medical marketing strategy 2019 is the year when healthcare marketing is expected to turn away from the old-fashioned theme and move forward instead to a more technologically-driven trend – video. Videos continue to evolve and can be used as a sales and marketing tool. Healthcare businesses that include a video on their website are more likely to land on page one of Google’s search results. Related: Social Media for Healthcare: Modern SMM Procedures to Utilize

4 Sales Call Rapport-Building Techniques That AI Can't Yet Do [VIDEO] By 2050, machines will take over half of all jobs. … and telemarketers will be the first ones to go. An Oxford study says there’s a 99% chance AI will replace human telemarketers soon. But until AI learns how to build genuine rapport, sales calls will remain a person-to-person interaction. That’s because there are four building blocks of rapport that only we humans can do for now. #1 Listening and Empathy Talking about oneself releases feel-good chemicals in the brain. It’s even more rewarding with a person who’s really listening. How Not to Sound Like a Machine: Start with an open-ended question; let them share a bit about themselves. #2 Being Authentic People do business with people they like. No matter how well AI mimics human speech, there’s nothing like the real thing. Let the conversation flow naturally and show genuine interest, but don’t overdo it. #3 Finding Common Ground AI knows more about your prospects than you do. But only people can connect and find common ground in a conversation.

Weeding Out Junk Leads with Predictive Lead Scoring Guide Download our free ebook: If you’re having a hard time figuring out which among the thousands of leads in your pipeline should be passed to sales and which ones should be nurtured further, then predictive lead scoring may just be the right tool for the job. This eBook is a primer on predictive lead scoring. Read this eBook to find out: What is lead scoring and why does it matter? To get your copy, simply sign up to receive the Callbox newsletter, The Savvy Marketer, and get even more insights and practical tips for B2B marketing!

Selling Tips to Make Prospects Buy your Software Selling software shouldn’t really be much of a trouble, especially if you happen to be an experienced vendor who knows his market all too well. Still, there is a need for tech companies to up their marketing game, and getting decision-makers to consider purchasing your product involves more than just reading up on Marketing “How-To’s.” Be it as it may, lead generation and appointment setting remain the most crucial aspects in selling software and IT products. On the B2B side, more has to be done for companies to maximize their revenues, lessen costs and losses, and remain competitive in the battlefield. With software startups sprouting here and there like mushrooms, it can be difficult even for veteran brands to remain consistent in selling their software. Apparently, there is still a lot for them to understand when it comes to attract high quality IT and software leads, and meet sales targets in the long run. #1. You guessed it right. Example of content you should be sharing. #2. #3.