Study: How can B2B marketing support their sales team?
When we talk about marketing, often, only the B2C customer is implied. But the influence of marketing on the success of a company and its sales pipeline is growing for B2B businesses.
KPI Conversion Rate: Definition, Use and Optimization
To measure how successful campaigns and strategies really are, you need numbers. The conversion rate is one of those numbers and especially important in any marketing team.
The Buying Center explained: all for one buying decision
What’s the difference between a B2B and a B2C customer? We already discussed this topic in our articles about the perfect customer communication but today I want to talk a little bit about one crucial difference: the buying center.
Customer Analytics: Predictive Lead Scoring for better results
(Co-author: Michael Ziegler) Lead scoring is an amazing lead management tool to decide when a lead is potentially ready to make a purchase and then gets moved from marketing to sales. Modern analytics tools can help adjust the variables that define the scoring according to success rates and individual lead behavior.
Lead Management requires a holistic approach
Vaguely defined processes for your lead management will turn your lead’s journey into a mystery wrapped in a riddle. The solution: stop treating your lead like a means to an end.
How many buyer personas does your company need?
We have posted quite a few contributions on the subject of buyer personas, but in our contact with clients we noticed one specific question showing up regularly, which we actually haven’t addressed yet, at least not directly, and that is: how many buyer personas is too many?
B2B vs. B2C customer approach – what’s the difference?
Occasionally I find suggestions on the internet concerning the different customer approaches in B2B and B2C. It is often argued that B2B companies want to be informed about relevant content rather matter-of-fact and in an unemotional way. B2C companies on the other hand are said to prefer information with a personal and emotional touch. Isn’t …
A/B Testing Tricks for your Email Campaigns
In the last blog article we wrote about the advantages and implementation requirements of Eloqua A/B testing. The method is not really a novelty, but often underrated when it comes to its influence on the marketing performance. Today, I would like to share with you some best practice examples, which we just recently implemented with one …
Eloqua A/B Testing for your e-mail campaigns
Email marketing remains until today one of the most important media for providing customers with content and getting in touch with them. Striving for optimized email campaigns is omnipresent, and collecting best practices is a constant effort to boost marketing ROI. But when asking ourselves what the email recipient is really interested in, we are …
Generating better leads through Account Based Marketing
Today’s blog is about Account Based Marketing, briefly called ABM. For us marketing people there is one primary task and that is: generating leads.