Posts related to B2B marketing and sales

B2B Marketing Statistics – And Some Perspecitve

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I received these statistics in a recent email and I thought they were worth sharing further with some comments. I am adding some implications as I see them below each one:

Eye-OpeningA whopping 68% of B2B organizations have not identified their funnel. (Source: MarketingSherpa)

  • Without a defined funnel, it is very difficult to develop a predictable forecasting capability.
  • Defining your funnel – with the buyer in mind – helps you develop the specific content you need to engage buyers at different stages.
  • In most of our B2B work we help define a collaborative qualification model between sales and marketing where sales teams have early insight into marketing leads. By taking a “decision support” approach, the organization is not leaving it up to marketing to determine the relative value of a lead – often the sales rep can help make the judgment supported by the behavioral data.

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Financial Advisors: Launch Campaigns to Build Business

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With a solid Digital Marketing Foundation, Financial Advisors can run effective, targeted campaigns to build reputation and generate qualified client leads that can be nurtured and won.

Digital Marketing Foundation

  • Target Market Strategy
  • Overall Content Marketing Plan
  • Quality eMail Marketing List & Tools
  • The Right Sponsorship, COIs & Affinity Groups

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Bonefishing at Turneffe Flats: Just Like Marketing!

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This post is for fun, but as I write it I can’t help but see parallels between fishing for “bones” and inbound marketing. The equipment, tactics, strategies and execution needed to catch a bonefish are similar to those required for effective marketing.

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Klout and eMail Marketing: Who’s Sending Your eMails?

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Today, I received an email from a leading high performance sales training and systems company that offers leading solutions for buyer-focused sales and marketing. The company has been around for a while and is clearly a leader in their space, so they had credibility from the start. The email headline got my attention as it was related to new buyer-focused sales strategies and it included a call-to-action for  training in advanced marketing and sales.

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Financial Advisors: Filter and Target 1:1 with Social Media

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To be competitive today, financial advisors should be using social media to engage connections and capture qualified prospects.

Digital Foundation: This strategy is underpinned by your Digital Foundation, that is:

  • Client and 1st degree connections on social networks, the three most important (e.g., LinkedIn, Twitter, FaceBook)
  • Contact database
  • Contacts in a CRM system (e.g., SalesForce, RedTail)
  • LinkedIn Connections
  • Alerts and monitoring

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Earn Media in 2013 – 5 New Year Resolutions

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Best Wishes for the New Year!

Consider adding these resolutions to YOUR list and increase your impact in 2013.

  1. Deepen Your Relationships… Use social media and filtering tools to deepen 1:1 relationships, retain and grow contacts.
  2. Earn Your Reach… In addition to paid media, differentiate with quality content to drive reach with earned media.
  3. Hug Your Sales Team… Don’t let inbound marketing make you forget your valued selling professionals and partner channels.
  4. Enhance Your Revenue Systems… Use best practices in media management, marketing automation, CRM, and social media
  5. Innovate and Stand Out… Dust off that strategy and use design thinking to create innovative digital experiences.

 

Team Revenue Architects
revenuearchitects.com
877.REV.EARN

 

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Tweets from the #RIAS4U Event

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The Twitter Buzz was so great for #SchwabIMPACT and #RIAS4U during Schwab’s annual IMPACT conference this year, it reached Twitter’s trending list!!  The Keynot by EVP Bernard J. Clark, unveiling enhancements to “RIA Stands for You” campaign propelled the buzz.

Below are a selection of tweets as well as some highlights of a related webcast next week.

In next week’s webcast John Stone will be discussing five strategies for using the #RIAS4U campaign:
  • Website Hub – Use RIAS4U to enhance your website content and value
  • RIAS4U Branding – Gain from program’s “halo effect” by using the brand and content
  • 1:1 Targeting – Use new tools to filter and focus on 1:1 engagement using RIAS4U
  • Social Media – Expand your reach and influence with social media engagement
  • Campaigns – Combine RIAS4U elements into your custom campaigns.

 

RIA Stands for You: Tips to Get Started! – https://bit.ly/TVfXmU

Are RIA Firms Using CRM Effectively? – https://bit.ly/ToZZUj

Bernie Clark at Schwab Impact: RIAs’ Competitors ‘Want What You Have’ – https://bit.ly/RFcCrL

Check out our #RiAS4Y blog post and download our Revenue Performance Healthcheck – https://bit.ly/ZBnueC

Check out all of the news on the Schwab Talk blog – https://bit.ly/TnKCaa

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RIA Stands for You: Tips to Get Started!

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Schwab is investing millions of dollars in the RIA Stands for You online campaign.  It is an opportunity for clients of Schwab Advisor Services to put the marketing muscle of Schwab to work for their own firms.

By focusing the campaign online, Schwab is validating the power and growing importance of digital and social media channels and marketing programs to attract new clients and referrals. The beauty of the web: it is measurable and trackable.

One of the major challenges of attracting the attention of prospects online is fresh content.  And Schwab is providing a great deal of this (educational documents, logo, videos and more), for RIAs to customize and integrate to enhance their own online marketing efforts.  Plus there is a dedicated website and a social media presence.

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Judy Gern’s Primer on Digital Advertising

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Judy Gern, Revenue Architects Senior Client Partner, recently published this article in EContent,  a leading authority on the businesses of digital publishing, media, and marketing.

Here is an excerpt (click the image below to launch the full article)

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Lead Scoring in Act-On

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By John Nielsen

Lead scoring is the process of evaluating and assigning points to prospects and leads using marketing automation tools. Points are distributed based on the attributes associated with a qualified lead.  It is important to understand whom you are marketing to when managing a campaign, sending irrelevant content to your followers is a quick way to lose.  To make sure this doesn’t happen to you, below are a few tips one can easily follow to update your contact lists and help identify priority focus using lead scoring.

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