Join us for this live webinar on Thursday, September 10 at 10 a.m. Pacific, 1 p.m. Eastern.The face-to-face B2B sales process of the past — the many phone calls, the gratuitous lunches, the exhausting trade shows, followed by more phone calls — has been transformed by the digital landscape.The number of touchpoints and opportunities that now exist to intercept prospects and turn them into viable leads is unprecedented.That doesn’t mean lead generation has become easy.It takes a healthy mix of art and science to succeed in a hyper-competitive, crowded space.And it takes a well-honed knowledge of all the available channels and how they can compliment one another.
Similarly, in the B2B world, artificial intelligence (AI) and predictive technologies represent a disruptive shift that’s forcing companies to reimagine how they operate.With that in mind, here are eight questions everyone is asking about self-driving cars, each of which has an important parallel that helps frame AI’s impact on business and society at large.Google’s self-driving cars have already driven 1,210,676 miles yet, as of July this year, there had only been 14 accidents — all caused by human error, not by the software.Given the fact that around 33,000 people die in traffic accidents in the U.S. every year, and much of blame falls to distracted drivers, there is a huge opportunity to make our roads safer.In the B2B world, very few of our decisions are life or death, but there is still important revenue at stake.When the models are live, someone needs to monitor the impact of any changes and watch for drift in performance to ensure continued accuracy.
Interactive video is an innovative approach to marketing that can increase audience engagement, especially among millennials.Still, many in marketing and advertising remain in the dark about the opportunities interactive offers and how to best leverage its capabilities, including data and customer insights.Although interactive video is getting easier to create, marketers and advertisers still struggle to understand how it works and how they can leverage it for their brands.And if so, what do you need to know to reach your goals?Brands are putting more and more content on the Web, increasing competition for consumers mental bandwidth, thereby lowering the odds of any meaningful engagement.Creating an immersive and tailored experience leads to longer view times, increased interactions, and more social sharing, which is exactly what content creators are looking for in 2016.
This article was originally written by Dom Nicastro forCMSWireNew York City B2B marketing provider Madison Logic has acquired a B2B lead-generation company that will allow it to expand its account-based marketing program ABM beyond the US and into Europe and Asia.Madison Logic officials told CMSWire it has acquired Internal Results, a Dublin-based provider that helps Madison Logic execute media and marketing campaigns on a global scale.B2B Sales SolutionsInternal Results bread-and-butter is performance-based B2B sales solutions for the technology marketplace through their proprietary prospecting methodologies, ensuring achievement of quarterly goals and ROI on lead generation investments, according to Madison Logic officials.Madison Logic will be able to show clients a much larger footprint and expand the list of companies they can target outside the US for more attractive proposals, O Regan said.Madison Logic s technology platform and proprietary B2B data will help us add to our product set and ultimately enhance our effectiveness in placing campaigns for our customers, Chris Whife, co-founder of Internal Results, said.The acquisition follows growth in 2015 for Madison Logic, which posted a more than 72 percent revenue increase in 2015.
Last month, Apple posted its first quarterly decline in revenue in 13 years, as iPhone sales slowed.Analysts polled by Thomson Reuters had expected per-share profit of 75 cents and revenue of $847 million.Analog Devices specializes in chips that convert radio and other analog signals into a digital format.In prepared remarks, Chief Executive Vincent Roche said that in the latest quarter broad strength in the company s business-to-business industrial, automotive, and communications infrastructure more than offset weakness in the consumer market.For the current quarter, Analog Devices expects its business-to-business markets to grow in the mid-to-high single digits on a percentage basis from a year earlier, with its consumer revenue to return to growth quarter-to-quarter, Mr. Roche said.For the period ended April 30, Analog Devices reported a profit of $170.6 million, or 55 cents a share, down from $205.3 million, or 65 cents a share, a year earlier.
This guide is going to show you some of the ways to generate sales leads like never before through inbound marketing and more.Podcasting is getting huge, and through a well planned podcast, you can help promote your services on the Internet.For example, in an online discussion someone may talk about finding the best golf courses.It s not closing on 100 million registered users, with a significant portion of them posting at least once a month.A vacation rentals company will be able to use the color and beauty of their natural surroundings in their images, but accountancy firms and sellers of insurance may well struggle with the visuals.And that s where this guide can no longer help you.
Many peoples impression about selling and closing is based upon experiences they ve had in B2C transactions.Whether a retail store, buying insurance or buying a car, chances are the buyer and seller won t ever do another transaction.B2B salespeople often enjoy the benefit of multiple meetings/conversations.Related: Why 'Smarketing,' or Integrated Sales-and-Marketing Strategy, Is the Future for Small BusinessBefore earning the right to close, buyers need to be aware of:The business outcomes they want to achieveThe reasons they can t achieve the desired resultsThe capabilities neededSome type of proof i.e.Unfortunately the old concept of selling is alive, if not well.One of the most powerful motivators for buyers is a clear understanding of the potential benefit on a monthly basis so they understand delaying decisions means deferring benefit.
In the first quarter, the value of merger and acquisition deals in the U.S. entertainment, media, and communications sectors totaled $10.4 billion, the lowest value since before 2014.That s the conclusion from PwC s US Entertainment, Media & Communications EMC Deal Insights report.The decline in megadeal amounts started in the second half of 2015.In the two big deals, Dalian Wanda bought a majority stake in Legendary Pictures for an undisclosed amount, and Verizon Communications acquired XO Communications.But PwC said it remains optimistic that there will be an uptick in activity in coming quarters, with recent regulatory clearance for previously announced cable megadeals and the overall macroeconomic environment stabilizing after a volatile start in 2016.Deals in the sector are being driven by industry innovation in the highly dynamic digital ecosystem.Changing consumer demands coupled with rapid technological advancement make it essential for deal makers to seek targets that help deliver the connected experiences consumers want.In film and content, deals were led by film production and distribution studio deals.Chinese and Qatari companies increased their acquisitions, and PwC expects more foreign buyers to come forward in the coming quarters.Deal activity continued to be dominated by Internet media lifestyle and entertainment content properties targeting consumers rather than business-to-business users.In advertising and marketing, deal volumes rebounded from 45 in Q4 2015 to 58 in Q1 2016.PwC expects ad tech to grow more investment and M activity.
Using it to track anything I was accountable for, I showed it to the founder in our weekly 1:1 meeting.Jason Lemkin Source: mckinsey.com.For those unsure about actively managing word of mouth, consider this: the incremental gain from outperforming competitors with superior television ads, for example, is relatively small.McKinseyScratch superior television ads for something more modern and digital, like adwords and SEO, and you have the case for B2B WOM management.Jonah Berger s principle 6, StoriesHow to kickstart more WOM for your businessConduct an NPS survey to identify customers with word-of-mouth potentialThe Net Promoter Score metric gauges a simple and timeless customer sentiment: How likely are you to recommend us to a friend or colleague?The reward proposition — a temporary plan upgrade — is laid out clearly, with some extra copy highlighting the benefits you ll enjoy with Trello Gold.
According to a recent eMarketer article, obtaining high-quality leads continues to be a challenge for B2B marketers.Along with measuring ROI and long sales cycles, difficulty obtaining enough quality leads is a challenge identified by 42 percent of B2B marketers surveyed.In other words, quality leads are those deemed worthy of sales resources and continued outreach/follow-up.On the other hand, many B2B companies focus more heavily on lead quality.These firms may have limited resources dedicated to prospect outreach, lead qualification and ongoing nurturing.Marketers should test including large company words in PPC ad copy — words like corporate, enterprise, company and global.
Guarantee your marketing automation success with persona-based contentMay 20, 2016 by Jeffrey L. CohenLooking to kick your marketing automation up a notch?Columnist Jeffrey L. Cohen explains why you need a persona-based approach to creating content.Recent Headlines From Search Engine Land, Our Sister Site Dedicated To Search News & Information:Online Marketing News From Around The Web:AnalyticsCustomer experience metrics: a brief guide on how to measure CX, www.usertesting.comWhy It s Time for Marketers to Rethink Metrics and Perfomance Indicators, www.adweek.comBusiness IssuesContent MarketingContent Creation Hacks: How to Quickly Produce Valuable Content, www.socialmediaexaminer.comInfuse Your Content with Small Stories for a Big Effect, www.convinceandconvert.comThe misappropriation of native advertising, www.mobilecommercedaily.comUsing Dimensions & Segments in Google Analytics to Propel Your Content Marketing, blog.kissmetrics.comWhat Key & Peele Can Teach Marketers About Contagious Content, www.convinceandconvert.comConversion OptimizationHow to Conduct Solid, Data-Driven Conversion Research, www.bruceclay.comCopywriting, Design & Usability5 WordPress Plugins Your Are Not Using But Should Be, www.ducttapemarketing.comCut the Crap and Write Better Now, www.copyblogger.comSix must-do s for a successful customer experience program, econsultancy.comWhat makes ASOS s online customer experience so enjoyable?, econsultancy.comWhite Space Design: Your Secret Weapon for Great Landing Pages, www.wordstream.comDomainingDomain Name Buyer Broker Can Help Buy Domains, www.domaininvesting.comICANN to publish board meeting transcripts, domainincite.comE-CommerceAlibaba to IACC: We have the tech, scale to combat counterfeits, www.retaildive.comEBay taps mobile to introduce first-ever virtual reality department store, www.mobilecommercedaily.comHow to Write Traffic-generating Meta Descriptions, for Ecommerce, www.practicalecommerce.comOmnichannel engagement boosts purchase frequency, www.mobilecommercedaily.comThe complicated relationship between luxury brands and resale sites, digiday.comThe Most Important Mobile E-Commerce Features, www.marketingprofs.comThe untapped brand-building potential in e-commerce, www.internetretailer.comEmail Marketing8 Email Segmentation Examples That Can Boost Conversions, conversionxl.comRetail Marketing Email Campaigns That Work!, smallbiztrends.comGeneral Internet MarketingCMO s discuss platforms, app vs web, and the new marketing media mix, www.tune.comFive Modes of Persuasion You Need in Your Marketing Campaigns, www.marketingprofs.comInternet Marketing IndustryMediaocean Acquires Industry Leading Media Planning Tool ColSpace, www.mediaocean.comMarTechHiring a MarTech Lead?Not So Fast, www.cmswire.comHow the Convergence of Marketing, Ad Tech Led to Richer Data Insights, www.adweek.comMobile/Local MarketingApp Search – Whiteboard Friday, moz.comEnd of status quo in mobile app acquisition marketing, www.mobilecommercedaily.comFive implications of Android Instant Apps for marketers, econsultancy.comGoogle shows off its latest Project Tango experiments, venturebeat.comHow to do real user performance measurement for Google AMP sites, www.soasta.comRetain Your App Users With Predictive Analytics, www.cmswire.comThe mobile commerce barrier: what retailers can learn from Apple s playbook, www.internetretailer.comSocial Media3 Ways To Revamp Your Social Strategy, simplymeasured.comCandid Shane Smith Sizes Up Vice, Media Industry, adage.comHow to Start a Conversation on Social, simplymeasured.comIs Facebook Dead to Brands?Not So Fast, www.adweek.comMeet the Chinese Trolls Pumping Out 488 Million Fake Social Media Posts, foreignpolicy.comMillennials on LinkedIn, www.adweek.comNow you can embed Reddit posts on other websites, techcrunch.comSocial Benchmark Study: Number of brand posts on Facebook surged in 2015, www.quintly.comVideoAbout The AuthorAmy Gesenhues is Third Door Media's General Assignment Reporter, covering the latest news and updates for Marketing Land and Search Engine Land.Some images used under license from Shutterstock.com.
TC: Bain Capital Ventures opened its first office in the Bay Area five years ago.Now you have an office in Palo Alto and you re moving into a bigger office soon in San Francisco, too.If you think about it, we have all these peer-to-peer marketplaces bringing together strangers, but the state of the art — background checks — is a flawed process.It can verify if the information you send someone is accurate and distinguish between a typo and whether you re trying to fool someone on an application .TC: Bain generally backs business-to-business startups, but there ve been rare exceptions.When Kiva had six terms sheets and was trying to determine who to pick, we introduced the company to the head of distribution at Staples, who said Staples was likely to become a customer and became one six months after we invested.
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week.Thanks for this, David CraneBecome an expert using some key insights from sales guru Anthony IannarinoSimilarly, to white space in design, silence is extremely important in sales.Thanks, Sharmin KentYou have to buy a lot of technology to keep up with the industry.Good advice, Brittany WickersonWilling Yourself to WinEvery once and a while you need some quotes of encouragement from Michael Jordan.Love this, Trond LyngbøIt can be hard to change things in a well established team.You ve got to identify the problem before you can solve it.
I am working at salestools.io and we are looking for business experts in specific fields to write very high quality content about: - Sales outbound, social selling, sales acceleration, sales software and sales process - Growth Hacking new media, software, tools, best practices for SaaS companies - B2B sales/marketing processes and methodologies Here the affiliate program we offer 20% commision for purchase made by people who have previously visited your blog during the first 2 months.https://salestools.leaddyno.com/ Here a presentation video explaining how it works https://youtu.be/NV6vn8G wtE
Despite the success of their inbound marketing, the company recognized they were missing out on many potentially valuable opportunities—leads weren t aligned to the right accounts.To improve results, RingCentral implemented an account-based marketing strategy.SPEAKER: Julian Palacios, Manager of Data Analytics & Global Strategic Pricing, Johnson Controls Inc.TIP: Join Colin Day s Keynote speech at the ROI Award Winner Presentation with FIS on Thursday May 26 at 8:35 a.m., Delta BallroomSPEAKER: Colin Day, VP of Global Demand Generation, FIS GlobalWHEN: Tuesday, May 24: 2:45 – 3:30 p.m.ROOM: Ryman Studio F7.SPEAKERS: Dawn Hawk, Co-founder and Executive Dir.Manager, Demand Generation, SolidFire now NetApp TIME: Tuesday, May 24: 3:45 – 4:30 p.m.ROOM: Ryman Studio FG8.
One is to expand the reach and impact of the CMO in B2B companies through bringing funnel-based engagement strategies into new areas of the company, such as brand or stakeholder management and in-customer success.Second, we believe many of the scoring, targeting Account Based Marketing , and other powerful, yet hard-to-consume, technologies will start to integrate with and be part of marketing automation solutions, making it much easier for marketers to implement and use these capabilities.There is an incredible amount of marketing technology available to CMOs today and their focus needs to be on having a balanced, well-thought-out approach to how they engage their customers.At the same time, however, our clients need a solid, easy to use foundation to provide a consistent approach to their marketing efforts, and it's important that businesses strike the right balance between innovation and utility.I think there is a big opportunity for LinkedIn to become a place where people do business, not just recruiting.--Andy MacMillan is CEO of Act-On Software
Sure, it s in your best interest as a manager or employer to give your emerging B2B marketers access to all the training they want and need.Send them to conferences, encourage and facilitate learning amongst peers.Curiosity, initiative and a discipline for self-improvement are key attributes for successful professionals in the modern economy, let alone B2B marketing.Perhaps the hardest part about accepting this personal responsibility for self-improvement is making the time for it amidst an increasingly busy, harried schedule.Ever wonder how some people have so much time to read, to learn, to find new best practices and ideas to apply to their work?In the end, what s most important is doing the work and generating results .
For starters, though it invests in both Southern and Northern California, it considers itself a global investor and has already made bets in India in online payments company BillDesk and Germany Dojo Madness, which makes a digital coaching app for gamers .And March Capital, which is primarily focused on business-to-business enterprises, has ties to three other enterprises that help with its deal flow.We re seeing more entrepreneurs move down here.TC: Except for successful serial entrepreneurs, valuations seem to softening up here in San Francisco a little bit.Or else, VCs say they at least have more time to produce a term sheet.Photo courtesy of March Capital Partners.
But just because the world has gone digital, B2B marketers should never forget that their prospects are real people.By adopting a personal approach to marketing, B2B marketers have the opportunity to build trust and establish loyal relationships with clients over the years.In order to attract customers in the social sphere where attention is limited and content is plenty, marketers must provide valuable content.Insightful social content is a great way for B2B marketers to demonstrate their expertise and show how they d make a real partner.Use different mediums to draw attention such as graphics, videos and blog posts to keep the content lively and the prospects engaging.But beware that wasting their time won t make you look good.
When you find a great TV show you binge on it.The Range with Ashton Kutcher came out a few weeks ago — I binged.I feel a little guilty saying that, because it was horrible.This means providing all of the information you would deliver in a sales call: pricing, competitive stories, case studies, demos, and calls to action.They want to use Facebook and LinkedIn to generate leads, but fail to produce anything of substance.Social media might not be the best place to generate leads, especially for a B2B brand.