Best in B2B Growth – Week of 3.21.2016

Olin Hyde
March 21, 2016

In this week’s issue of LeadCrunch’s Best in B2B Growth, we bring you a diverse set of articles about ABM execution, B2B selling skills, tech trends powering ABM, and secrets to generating and maintaining B2B business leads. Also, you’ll find 17 solid email marketing examples you can use right away for all stages of the buyer’s journey! 


Enjoy your week!

The LeadCrunch Team :: High precision B2B leads using artificial intelligence
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Curated content – summary

DocSend and LeadCrunch

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Dave Koslow, Co-founder and Chief Product Officer of Docsend  

Curated content – detailed

17 B2B email marketing examples for every B2B email marketing strategy, by Steven MacDonald via Super Office


Email is the undisputed king of B2B marketing. For lead generation, 87% of B2B marketers’ use email marketing to generate new leads, while 31% of B2B marketers’ cite email marketing as the channel that makes the biggest impact on revenue. In terms of return on investment, the Direct Marketing Association (DMA) found that email marketing delivers a $40 return for every $1 spent. It’s numbers like these that makes email marketing so valuable. But, how are you using email marketing for your business? And what email initiatives will you focus on in 2016? A study by Strongview found that, for most businesses this year the top priority for email marketing is clear: Increase subscriber engagement. [more]

Why B2B Marketers Struggle to Execute Account-Based Marketing, by David Crane via Integrate


Account-Based Marketing (ABM) has become a “must have” line item for 2016. And this enthusiasm isn’t just a fleeting trend. More than just a highly targeted engagement tactic, a full-fledged ABM program supports the post-sale customer lifecycle, using marketing’s toolkit to contribute to the overall customer experience at the most profitable accounts. Thus, ABM represents more than just targeting – it’s a transformation in the way B2B marketing, sales and customer support are perceived and executed. Yet, ABM is only a smart strategy when executed well. Its promises of efficiency and effectiveness can’t payoff unless marketers have the know-how and ability to reach the decision-makers at accounts showing buy signals. Unfortunately, several common B2B marketing challenges stand in the way of successful execution. [more]

How to Boost Sales by Becoming a Better B2B Seller, by Annie Pilon via Small Business Trends


Selling to business customers is not the same as selling to individuals. When selling products or services to businesses, you have to first learn how to appeal to them. To learn how to become a better B2B seller, take a look at the list of B2B marketing tips below. A Good B2B Seller Will Know What Customers Want. Whether you’re selling to business customers or individuals, an understanding of your customers is paramount. So before you even start selling, you need to determine who your target customer is, what they sell, what problems they have, what you can do to help and what other options they have in that area. Darrin Fleming of ROI Selling said in an email to Small Business Trends, “If their business model or the problems that they have don’t match something that you can do to help them then you shouldn’t be wasting your time chasing them.  Even then, if the financial impact of the problems that you can help them to solve is too low relative to either other problems that they have or the cost of your solution then you should walk away.” [more]

3 Technology Trends Powering Account-Based Marketing, by Amar Doshi via Marketo


There’s a lot of talk around account-based marketing (ABM) in the B2B marketing realm and for good reason. ABM is an effective account-centric approach that targets high-yield accounts, and while it’s not a new concept (it’s a practice followed since the 1990s), it’s receiving renewed interest among B2B marketers due to technology trends that are digitizing the execution of ABM strategy. Before, ABM was an extremely high-cost endeavor that represented a significant drain on budget and human resources. Creating segmented marketing tracks, surfacing personalized content, and reacting to individual prospect’s behaviors was all done manually and could only be supported for a small subsection of highly strategic, tier 1 accounts. But the the ability to access and make sense of new data sources and automate key marketing activities has made ABM a strategy that is implementable across the full spectrum of a company’s target market. Below, we’ll explore how three major technology trends have made ABM execution more efficient and scalable: [more]

Secrets to Generating and Maintaining B2B Business Leads, by AJ Agrawal via LeadCrunch


B2B business leads are like gold coins in this business. The mobile revolution saw 80% of Internet users own a smartphone. That changed the business. But despite the fact that B2B businesses have changed the way they do things, they are still making the same old mistakes. If you want to know some of the secrets to generating and maintaining business leads, this is the guide for you. Talk to Current and Past Customers Regularly. Look at most B2B sellers and they are running through leads like they were water. An amateur mistake seen all over the world is that sellers will abandon a lead because they haven’t made a sale after one or two touches. This is the wrong way to look at it because it can take up to 12 touches before that person will make a final decision on whether to purchase something. [more]

Enjoy your week!

The LeadCrunch Team :: High precision B2B leads using artificial intelligence
@lead_crunch | 1-minute videoTry us for free | Subscribe to this newsletter

Further Reading

Lainey Mebust
July 10, 2020
Lainey Mebust
June 24, 2020
Lainey Mebust
November 22, 2019