B2B Marketing

How to Set Sales Appointments with Prospects

No matter what the industry is, setting up an appointment remains to be one of the most challenging tasks for salespeople. But no matter how difficult this task is, you need to increase your success rate, or you will run out of sales pipelines. Any successful appointment setting effort has these following elements: Contact prospects …

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Drive Explosive B2B Sales for Your IT Services. How? Uncover New Line of Business Buyers.

IT industry analyst firm Forrester predicts that while business technology spending will rise by 9% this year, IT managers and CIOs will control only a portion of that spend. Today, line of business influencers are the new technology power brokers, researching, purchasing, deploying, and managing IT services. Surprisingly, they are often overlooked or ignored by …

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Questions for Evaluating and Elevating Your B2B Brand Messaging

Branding is the way that companies communicate with customers, differentiate from competitors and create a name for themselves. Your company’s brand is not a tangible item—it goes beyond a logo, color palette or design element. It takes on a personality that frames your product, service or company and evokes feelings in your customers about the …

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How to Nurture B2B Leads

When a prospect downloads your lead magnet, their journey to paying customer has only just begun—it may never finish. Most B2B leads don’t become customers. Benchmarks for download-to-customer conversion rates are scarce. But Salesforce revealed that less than 0.5% of webinar leads ever convert to customers. That’s a grim portrait, even if conversion rates for …

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5 Lessons B2B Marketers Must Learn from the B2C Space

Many say that business-to-business (B2B) marketing and business-to-consumer (B2C) marketing are completely different, even diametrically opposed, the Red Sox v. Yankees of branding. But in truth, they’re relationship is subtler, more like yin and yang. They share much and are even, in many cases, composed of the same stuff. Yet the prevailing wisdom insists that …

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