Improving Lead Follow-up and Conversion
If your company is like most, chances are it expends significant resources on B2B lead generation, and you need to ensure that you are maximizing
Top 10 Mistakes That Doom Lead Generation Efforts
Your digital assets aren’t generating worthwhile inquiries and purchased lists aren’t proving their value. What’s going on? Let’s review some common problems. I’ve fashioned this
Are You Cultivating Lookalike Targets
Are You Cultivating Lookalike Targets You may be sitting on a finely tuned, high value prospect database that with care and attention delivers on marketing
Using Psychographics with Role-based Targeting
Recent research by CEB and Google (“From Promotion to Emotion,” October 2013*) on the role emotion plays in the B2B marketing process has returned some
Reduce Customer Acquisition Costs and Win More Deals
The shift in buyer behavior resulting from the ubiquitous availability of digital information requires continuous adaption of B2B marketing strategies to keep them working effectively
4 Rules for Better B2B Content Marketing
The Internet has revolutionized much of life as we know it. Sharing information and engaging in critical conversations has become more direct, immediate, and yet
Using Social Media to Accelerate Sales
As part of our latest B2B survey of senior enterprise marketers, we asked, “How has social media changed the buyer’s journey?” Overwhelmingly (65%), respondents answered
When Online Content May Not Facilitate the Sales Process
nA recent SimplyDIRECT-sponsored survey of senior enterprise marketers from major technology companies themed Facilitating the Sales Process asked, “To what extent do you feel online
Insight Selling is the New Solutions Selling
According to the latest B2B customer purchase decision-making survey by the CEB*, the average customer is already 57% of the way through their purchase process
3 More B2B Marketing Steps To Improve Sales Enablement
One of the most ubiquitous challenges in today’s business context, crossing departments and industries alike, is the lack of both time and resources – organizations
Doing More with Appointment Making Services
Lisa Vitale Appointment MakingAppointment-making third-party services – while an attractive proposition – may be losing their luster for the B2B market, at least for companies
3 Key Benefits of Psychographic Segmentation
Lisa Vitale on Benefits of Psychographic Segmentation. While there are many ways to segment your target audience, B2C marketers are successfully using psychographic segmentation as
Creating a Digital B2B Sales Process
Lisa Vitale Sales Process ExpertHere’s a sobering thought for B2B sales people and their marketing counterparts: “…today’s buyers might be anywhere from 60% to 90%