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“The role of the B2B sales person is increasingly challenging in the current economic climate. Less than 25% of the leads captured on your website are ready to speak with a sales rep, says Jon Miller, VP Marketing @ Marketo. Meanwhile, a study by CSO insights found that only 6 out of 10 B2B salespeople make quota each year and almost all companies (95%) raise quotas annually.
So, the difficulty for marketing in generating qualified inbound demand combined with the pressure on sales people to meet increasing quotas presents quite a challenge. In fact, according to Dave Green, Director of Marketing Best Practices at MECLABS, more than 75% of marketers say that generating high quality leads is their number one business obstacle today. Add in the high cost of sales people trying to do their own prospecting in that vacuum of “not enough qualified leads” and we have something of a quandary.
While much has been written and discussed about the benefit of Facebook Graph Search (beta launched back in mid-January), few have gone into the specific value of Graph Search for B2B. It is my intent to shed some light on this subject; however, keep in mind that Graph Search is still in beta. If you have not heard of or paid attention to this new feature, you can learn more and sign up for the waitlist here: Facebook Graph Search.
Typically, B2B companies want to think of how a certain platform or technology makes money. With Facebook Graph Search, that answer is still 100% unclear; however, its impact on top-line revenue saving in undeniable.
Studies show that responding to new sales leads promptly, literally within minutes, can have a dramatic impact on the rate at which those leads are qualified, and the speed at which they convert to opportunities and, ultimately, deals. An effective lead follow-up strategy, therefore, is essential to ensuring that you’re getting the most from your investment in demand generation.
In a time when the business landscape is evolving at an ever increasing rate, marketing professionals must continually update and improve the methods that get their products in front of those that need it and increase the number of qualified leads being generated by campaigns.
The following eight elements are not only in place for the best content marketing examples, but are required for anyone dedicating time and resources to driving true customer, sales and revenue performance from the new “coin of the realm” in marketing.
If you have a landing page that is designed to push traffic to your site or to get customers to buy your product, you have to ensure that the page is optimized for conversion. Here is a list of 5 reasons that could be the problem with low-performing pages.
The internet is not only growing fast, but it’s becoming more multilingual. The idea that English is the universal online language is no longer true.