How many leads did your marketing team generate last year? This simple question can be hard to answer for many B2B marketers because tracking leads is a complicated process, especially if you don’t have automated systems in place. However, being able to confidently answer this and other questions around marketing’s contribution to lead generation and revenue will:
- insure company growth
- justify increasing budget dollars for your marketing efforts
- improve marketing’s lead generation effectiveness
B2B marketers need to utilize a system for lead tracking to answer these questions.
Let’s discuss what lead tracking is and how to get started, even if you’re a marketing “team” of one or two, or lack an automated lead tracking system.
What is lead tracking?
One of the most important responsibilities for a B2B marketer or marketing team is to generate leads. In its simplest form a lead is an individual who is interested in your product or service. And a simple lead management process is one where marketing generates a lead, then passes it over to the sales team who “close” the lead as either a won or lost sale.
Lead tracking is the ability to track each lead from initial inquiry via a marketing channel (online or offline) or campaign (digital ad, email, direct mail etc.) response through to a closed sale (won or lost).
This simple lead tracking and management process just described can get complicated very quickly. For example, is the lead located in a geographic area your company sells into, which sales person gets which leads, how does marketing hand off the lead information, and how does sales notify marketing of closing the sale. These are just some of the lead tracking details that typically need to be worked through. Continue reading
If you’re a B2B marketer in the US you’re probably aware of the general trend toward more stringent data privacy regulations. But are you and your organization ready for the EU’s General Data Protection Regulation (GDPR) which goes into effect in May 2018 and applies to both B2C and B2B?
The GDPR applies to any B2B marketer who collects, stores, or uses identifying data (name, phone number, email address, IP address, etc.) about individuals in the EU. So if, like most B2B marketers, you have a database with EU prospects or customers, or use web forms, track web visitor behavior, send email campaigns, use third party lists, or exhibit at trade shows, then read on to learn more about the GDPR and why it could be a bust or boom for your marketing efforts.
The GDPR became law in 2016 and requires compliance as of May 25, 2018. The law applies to any entity, not just those based in the EU, so US firms need to understand the law now while there’s time to take the necessary actions. Some particular concerns for B2B marketers include: Continue reading
I’ve been thinking about referral marketing recently due to my own experience giving referrals to friends and family for Blue Apron, the meal kit delivery service. Clearly Blue Apron is using referral marketing to drive lead generation. But does this type of B2C referral marketing translate to B2B marketing?
The classic referral marketing program
Blue Apron’s is the classic referral marketing program where the customer is encouraged to get others to try the service via various incentives. Initially the incentive was being able to give free meals worth $60 to my friends and family. More recently the incentive was upped to include savings for me if the person continued the service. But anyone connected to me on Facebook knows I’m a raving fan of the service, with or without the incentives, frequently posting pictures of the awesome meals we make. So this got me thinking about how this type of program translates to the B2B world.
Referred leads are better leads
Of course for any referral program to work the company must be retaining customers and keeping them happy. So why bother at all with referral marketing? The most recent Hubspot survey report, the State of Inbound 2017, respondents rated referrals as the highest quality leads. The report concluded this was likely because respondents thought these leads are more likely to convert, but the report also acknowledged the challenge most organizations face scaling referral programs to get more leads into the sales funnel. Similarly, according to the Journal of Marketing, a referred customer has a 16% higher lifetime value than customers acquired through other methods. Intuitively this makes sense because we trust our professional peers who may recommend a company’s product or service via word of mouth, social media, or online review. The thing I wrestle with is how a B2B marketing team can make this a formal program for lead generation.
A lead generation referral program?
Photos are an important element for B2B marketing such as content, social media, websites, and presentations. Photos and images add visual interest, understanding and engagement whether it’s white papers and case studies or literature, blogs, and web pages. For example, according to Buffer Social, adding a photo to a tweet boosts retweets by 150%. We are visual creatures. In fact it’s been shown that three days after hearing a piece of information a person can only recall 10%, but add a picture and their recall is 65%.
However, B2B marketing teams struggle to ensure photo assets reflect their brand and messaging, are visually engaging, and easy to retrieve and use. Why is this such a challenge and what’s the solution? Continue reading
Have you noticed how disjointed some B2B marketing is? Over the last ten, and especially five, years this seemed to be a growing trend. Article after article talked about and many B2B marketers implemented digital marketing, social media marketing, inbound marketing, SEO, etc. as though each can stand alone. And sadly, in many cases, each has stood alone with little thought given to an overall strategy and, unfortunately, delivered less than stellar results. But last week I attended a conference that gives me hope we may finally be seeing a return to strategic integrated marketing. Read on to learn more about this and other takeaways from the Mid-Atlantic Marketing Summit (MAM Summit). Continue reading
Part 3 in a 3-Part Series on Content Marketing for the B2B Buyer’s Journey
I discussed in Part 1: Awareness stage challenges and in Part2: 6 Tips for Conquering Consideration Stage Challenges. In Part 3 of this 3-Part series, I’ll discuss the Decision stage of the buyer’s journey and provide tips for overcoming the top B2B content marketing challenges.
Decision stage buyer activities
The buyer moves into the Decision stage once they know the best type of solution for solving their problem or opportunity for improvement. They are ready to buy, but haven’t decided exactly which vendor to use, but your company made their short list. During the Decision stage the buyer is typically researching their short list vendors online. The buyer wants to understand the specific products, services, and capabilities of each vendor on their short list to determine which vendor is the best fit for their needs. They are looking for content that helps them:
- compare vendors and pricing
- sell the solution internally to upper management (return on investment, ROI calculators)
- purchase and implement the solution
The goal for a content marketer during the Decision stage is to convince the buyer your solution is the best fit for them.
Content marketing in the Decision stage
For most B2B companies, the Decision stage is where others such as purchasing and upper management become active participants in the buying decision. So it’s important Continue reading
Part 2 in a 3-Part Series on Content Marketing for the B2B Buyer’s Journey
In Part 2 of this 3-Part series, I share the top challenges I’ve experienced and observed B2B marketers face when developing Consideration stage content and provide tips for overcoming these challenges. In Part 1 I reviewed the Buyer’s Journey and provided tips for conquering challenges in the Awareness stage. The buyer moves into the next stage, Consideration, once they have clearly defined their problem or opportunity for improvement, and determined it’s worth finding a solution. Now let’s take a look at the Consideration stage in the buyer’s journey to understand the top challenges B2B marketers face.
Consideration stage buyer activities
The buyer in the Consideration stage first researches and evaluates the different approaches, methods, or solution strategies available for solving their problem or making improvements. The buyer wants to understand and think about which approach best fits their needs, so they are comparing solution strategies (make or buy, hire or outsource are two examples of solution approaches). They also begin comparing specific solutions, vendors, and suppliers within the approach that best fits their needs. They are looking for content that helps them understand the pros and cons of available approaches and why it would be the best fit for them. Content should also begin comparing product/service features and functions. The goal for a content marketer during the Consideration stage is to convince the buyer your solution method is the best fit for them and that your specific solution should be on their short list.
Top 2 content marketing challenges in Consideration stage
Especially for B2B companies, the buyer usually spends more time in the Consideration stage than the awareness stage because they want to devote time to researching to ensure they make the best decision. The content marketer should provide more in-depth information and industry expertise to continue building a trusting relationship with the buyer and reinforcing your brand as a thought leader. Continue reading