B2B Lead Generation Strategies For SaaS Companies

Strategy Driven

SaaS lead generation in a B2B environment can be quite challenging, and SaaS marketing is famous for being very data-driven with extremely little margin of error. In B2B marketing, your website is a very important marketing asset more than in a B2C environment.

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B2B versus B2C Marketing Adjustments

Coaching Tip

One of the biggest differences between B2B and B2C worlds is marketing. B2B companies invest to understand their customers as well, but the path they take is very different. In the B2B world there are three typical levels: user, influencer, decision maker and each level may have 1 to 1,000s of people involved and impacted in the buying of services. Domain knowledge — The B2B buyer has the expertise and experience in the offering being considered.

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Losing Sales Left and Right? The Top B2B Sales Mistakes You’re Probably Making

Women on Business

We've Moved! Update your Reader Now. This feed has moved to: [link] If you haven't already done so, update your reader now with this changed subscription address to get your latest updates from us. link]. Women On Business Sponsors

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Four Risks to Avoid During B2B Web Development

Strategy Driven

This may seem reasonable for small business websites or blogs, but when it comes to B2B systems and e-commerce platforms, these errors could lead to huge losses. The customer decides to create a B2B web platform from scratch.

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5 Tips for Using Inbound Marketing for B2B Lead Generation

Women on Business

Marketing B2B Lead Generation content marketing inbound marketingWe've Moved! Update your Reader Now. This feed has moved to: [link] If you haven't already done so, update your reader now with this changed subscription address to get your latest updates from us. link].

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The Art of Applying STEM: Why STEAM Matters

General Leadership

Curator Posts Afghanistan art B2B B2C climate Corporate culture Deborah Mills-Scofield Design for profit military NATC-A NATO not-for-profit Society STEAM STEM Switch and Shift Understanding “ The first principle of architectural beauty is that the essential lines of a construction be determined by a perfect appropriateness to its use.”. Gustave Eiffel. designer of the Eiffel Tower). Trying to Fly When the. Dashboard Gets in the Way. This article was co-written by Colonel Matthew T.

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How Agile Project Management Can Improve Your B2B Business

Strategy Driven

As such, agile management can be extremely beneficial for B2B businesses. Agile project management can require a significant change within a B2B business. You just finished reading How Agile Project Management Can Improve Your B2B Business ! The post How Agile Project Management Can Improve Your B2B Business appeared first on StrategyDriven. Agile project management can seem to be complex and daunting to undertake but it doesn’t need to be.

Why Women Are the Future of B2B Sales

Harvard Business

The selling environment is shifting toward their strengths. Sales Digital Article

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How to Keep Closing B2B Deals During the Pandemic

Harvard Business

Don’t stop testing your tactics and tightening your processes. Sales & Marketing Sales Digital Article

Make “YES” the First Word Clients Say, Not the Last

Women on Business

Guest Posts b2b sales b2c sales Sales sales tips small business sales We''ve Moved! Update your Reader Now. This feed has moved to: [link] If you haven''t already done so, update your reader now with this changed subscription address to get your latest updates from us. link].

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Social Media Marketing in B2B: Hype or Trend?

Bernd Geropp

Tweet. Tweet Photo: Painting Vector/ Resource www.bigstock.com. You have a company website –. but do you, as a B-to-B manufacturing company, also have to have a presence on Facebook, XING, Twitter, LinkedIn, GooglePlus and YouTube? Of course you must be active in these – at least this is what many experts claim. Your customers are increasingly bustling about on social media. 800 million people are on Facebook alone.

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How Advanced Analytics Is Changing B2B Selling

Harvard Business

While there’s less buzz around business-to-business markets, these innovations are changing the game in B2B as well, even in old-line industries selling what might be considered commodity products. A growing number of B2B companies are using data and analytics to add services that bring new elements of value to customers, and in some cases new sources of revenue. For a deep dive into the elements, see our related HBR article “ The B2B Elements of Value ”).

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How Digital Natives Are Changing B2B Purchasing

Harvard Business

The cartoon of business-to-business (B2B) buyers depicts gray-haired executives and purchasing agents in meetings, on the phone and lunching with their vendors. But along with fax machines and long golf games, these features of B2B life have all but disappeared due to the astonishing change in technology over the past two decades. This shift in behavior has several implications for B2B value propositions. First impressions matter as much as ever in B2B markets.

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The Science of Marketing Throughout the Entire Funnel

Women on Business

Guest Posts b2b marketing marketing funnel We''ve Moved! Update your Reader Now. This feed has moved to: [link] If you haven''t already done so, update your reader now with this changed subscription address to get your latest updates from us. link].

A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes

Harvard Business

Like this manufacturer, many business-to-business (B2B) companies have a major opportunity to improve their standing on price. To help companies understand the state of pricing capabilities and how they figure into performance, Bain & Company conducted a global survey of sales leaders, vice presidents of pricing, CEOs, CMOs, and other executives at more than 1,700 B2B companies. Glasshouse Images/Getty Images.

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How B2B Companies Can Win Back Customers They’ve Lost

Harvard Business

Get ready to accommodate their specific requirements. Sales Digital Article

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Stop Treating B2B Customers Like Digital Novices

Harvard Business

” In the B2B world, though, the experience is very different. But B2B customers are mobile, fully engaged in social media, and well educated: 94% of B2B buyers conduct online research before deciding on a purchase. Unfortunately, the few B2B companies that have responded to this reality by embracing customer networks usually have just copied a successful B2C formula.

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84% of B2B Sales Start with a Referral — Not a Salesperson

Harvard Business

Outbound B2B sales are becoming less and less effective. Meanwhile, 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.

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Run B2B Sales on Data, Not Hunches

Harvard Business

Decision making at big B2B companies is often skewed by anecdote and myth: A worried report from the most vocal salesperson about a competitor’s latest move; a customer complaint that happened to be fielded by a senior executive. That’s complicated at any B2B business. Vincent Tsui for HBR.

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How B2B Software Vendors Can Help Their Customers Benchmark

Harvard Business

Gillian Blease/Getty Images. Knowing which organizations perform the best on any particular dimension used to require subjective surveys or painstaking research.

B2B Salespeople Need to Act More Like Travel Agents

Harvard Business

A similar sequence has happened with B2B buying. By 2012, our research shows, nearly 60% of a typical B2B purchasing decision — researching solutions, ranking options, benchmarking pricing, and so on — was happening before the buyer even had a conversation with a supplier. See More Videos > See More Videos > Surely B2B purchasing hasn’t become that bad. Like these companies, B2B suppliers need to focus on making it far easier for customers to buy.

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How B2B Companies Can Win Back Customers They’ve Lost

Harvard Business

Get ready to accommodate their specific requirements. 2022 109980

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Why “Tell Them Something They Don’t Know” Is Bad Advice in B2B Sales

Harvard Business

And what to try instead. Sales Digital Article

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How B2B Companies Can Grow with Ecosystem Orchestration - SPONSOR CONTENT FROM ACCENTURE STRATEGY

Harvard Business

B2B companies are struggling with a loss of control over the customer experience (CX) today. With their future growth prospects at stake, B2B executives must determine how to improve CX—while ceding more of the experience to their partners. B2B leaders know that customer experience is the gateway to growth. Delivering experiences that produce more B2B sales is another. Selling in the digital age has become more complex than many B2B leaders had anticipated.

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4 Ways for B2B Businesses to Keep Their Customers

Harvard Business

According to Gallup , only 29% of B2B customers are engaged with the companies they do business with. Let that sink in. That means 71% of your customers are likely not committed to sticking with your company or, even worse, are actively seeking to move their business elsewhere. This problem is not new.

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How B2B Sellers Are Offering Personalization at Scale

Harvard Business

B2B buyers have slowly been conditioned to expect the same personalized treatment that they get while shopping on Amazon. Only then will B2B sales professionals be able to capitalize on personalization at scale and fully realize how disruptive it can really be. As consumers in this data-driven, algorithmically obsessed world, we’ve come to expect highly personalized experiences that are tailored to our specific needs.

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B2B Companies: How Can You Connect Your Top Customers in Your Online Community?

Managing Communities

Please Update Your ManagingCommunities.com RSS Feed Subscription This feed has moved to: [link] I apologize for the trouble. For more details, please read my post on the matter. Thank you. Community Cultivation

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Machine Learning Can Help B2B Firms Learn More About Their Customers

Harvard Business

B2B, or the process of marketing and selling product and service offerings to business customers, is experiencing an intensified focus as the availability of new digital data that describes businesses grows. Traditional B2B insight activities have involved such limited data as size of companies as measured by revenue, capitalization or employees, and industry type as formally classified by SIC codes. vincent tsui for hbr.

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10 Key Things to Avoid in B2B Cold Calling

Strategy Driven

More than a quarter of all B2B sales cycles take seven months or more to close. Cold calling is still one of the key tools in the armoury when it comes to outbound marketing. It typically works well where an organisation can clearly identify its target market and where the proposition is tailored and compelling. Below are our top 10 tips for things to avoid when doing outbound calling and how to ensure that they don’t impede your success. Don’t be Ill-Prepared for Your Calls.

Avoid These Common B2B Content Marketing Mistakes

Harvard Business Review

B2B buyers often have made up their minds about a purchase before a sales rep even gets a foot in the door. It’s no wonder, then, that more than 90% of B2B sellers have turned to content marketing to help regain access to buyers in the early stages of the purchase process. The research, involving over 5,000 B2B purchase participants across 12 industries, uncovered three mistakes that undermine firms’ content marketing.

Social Media Works for B2B Sales, Too

Harvard Business Review

It’s a common issue in B2B markets. This is a terrifying development for B2B firms, and especially for their sales and marketing teams. Even for large companies in complex B2B markets, social media offers useful platforms for distributing these new types of content to keep customers engaged with their activities.

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Why B2B Companies Struggle with Collaborative Innovation

Harvard Business Review

Collaborative innovation is a hot topic in the B2C space, where it overlaps with crowdsourcing, but we see B2B players taking an interest as well. Nonetheless, innovating with customers should work well in B2B, as it should give companies a deeper knowledge of their customers and promote a trusting relationship. In the B2B space, companies tend to be driven by specific business goals and priorities.

How B2B Marketers Can Get Started with Social Media

Harvard Business Review

Many B2B CEOs still believe that social media isn’t right for them. But social media marketing can offer B2B marketers a range of benefits if they take advantage of it, from increasing engagement and influencing decision making before the sales call to customizing sales messages and enhancing their company’s reputation. The Content Marketing Institute reports that social media marketing can help B2B brands build awareness and showcase their expertise.

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Getting Over Your Fear of Cold Calling Customers

Harvard Business

48% of B2B salespeople are afraid of cold calling. Difficult conversations Sales Digital Article

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Why Self Image Matters in B2B Sales

Harvard Business Review

B2B marketers, on the other hand, have shied away from the idea, instead approaching selling as a rational, numbers-driven process where the best value proposition wins. To find out what might motivate a customer to take on this mobilizer role, CEB surveyed over 4,000 individual customer stakeholders involved in a B2B purchase.

What Salespeople Need to Know About the New B2B Landscape

Harvard Business Review

The AIDA model and its variants are the basis for sales funnels at many B2B firms. In fact, B2B buyers report that, compared to other sources of information, these interactions are the most influential in their decision making process: The source considered the least influential is social media. Sales people have not been replaced by digital, and providing relevant solutions remains key in most B2B buying scenarios.


B2B Salespeople Can Survive If They Reimagine Their Roles

Harvard Business Review

“Death of a B2B Salesman,” a new report from Forrester Research , lends urgency to the need for companies to rethink and radically transform their sales models by incorporating digital media into their processes. The study found that by a factor of 3 to 1, B2B buyers want to self-educate themselves by going to sellers’ websites to learn about offerings, and a majority of buyers prefer to make purchases online. Here’s how B2B sellers should do that.

Mindset, Motivation and Marketing: The Three Keys to Your Business Success

Strategy Driven

Starting Your Business B2B Marketing B2C Sales and Marketing business management strategydrivenFinding the courage and enthusiasm to finally start your own business will be a huge stepping stone in your life.

Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges

Kevin Eikenberry

By Tim Sanders Making sales, especially in the B2B environment, is tougher and more complex than ever. If you are involved in B2B sales at all, you would certainly agree with that assertion. That is the opening salvo from Tim Sanders in his new book. In this book, Sanders takes that fact and does two […]. The post Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges appeared first on Kevin Eikenberry on Leadership & Learning.

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Why companies win by building relationships

Lead on Purpose

For too many companies, business-to-business (B2B) customer engagement is dismally low. In his article B2B’s Win by Building Relationships, Not Selling on Price , author Marco Nink gives the following insight on the importance of building customer relationships: Competing on price is a losing strategy, and Gallup research shows it’s an unnecessary one. The more a B2B company helps its customers perform, the more essential it becomes.

Three Ways to Strengthen Brand Reputation During the Pandemic

CEO Insider

Some B2B tech companies think that in such a crisis situation, no one will be buying their solutions – this is how they end up jeopardizing their long-term market share. During an economic downturn, it’s traditionally the marketing budget that’s first on the chopping block. However, the companies that put customer needs under the microscope and nimbly […].

How More Accessible Information Is Forcing B2B Sales to Adapt

Harvard Business Review

Those forces are dramatically changing the way B2B companies and their customers approach buying and selling, too. Over the past 20 years, information technology and digital channels have changed the way consumers shop for products ranging from cars to homes to electronics. Business buyers are more connected and informed than ever before. Sellers must respond. For buyers and sellers alike, this creates complexity, anxiety, and opportunity all at the same time.


What to Do When Satisfied B2B Customers Refuse to Recommend You

Harvard Business Review

In an ideal B2B world, your happy customers would spread the news about your great products, generating all the well-known benefits of word of mouth. Many B2B products become more useful when most players in the industry adopt them. If all else fails, B2B marketers that are keen to penetrate a particular industry must buy their customers’ references.