Best in B2B Growth – Week of 3.28.2016

Olin Hyde
March 28, 2016

In this week’s issue of LeadCrunch’s Best in B2B Growth, we bring you a diverse set of articles about B2B marketing strategy, content marketing trends, B2B sales, and secrets to converting B2B leads into buyers. Also, you’ll discover 5 important elements to implement into your digital marketing strategy!


Enjoy your week!

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

DocSend and LeadCrunch

How To Use Technology To Double Sales
…and Forge Stronger Customer Relationships

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

Curated content – detailed

5 Ways to Dramatically Improve Your B2B Marketing Strategy, by Dan Scalo via Business2Community


Having a well defined B2B marketing strategy can make or break your business. Today we’re going to go over the top five ways you can improve your B2B marketing strategy in order to increase leads, ROI, and, most importantly, sales.

1. Surveying leads and customers is a must.

If you aren’t getting feedback from your leads and customers, your marketing strategy isn’t fully optimized. In fact, at that point, your marketing campaign is as good as guessing. It’s important to use their feedback as a qualitative metric to judge your campaign by. For example, if you are utilizing trade shows in your marketing strategy, you’ll want to make sure that you properly gauge the effectiveness of the event through surveys. If you don’t have a team to handle this internally, consider hiring a professional research firm to help. The information gathered will be priceless. [more]

B2B Marketing 2016: 5 Digital Must-Dos, by Andrew Hutchinson via Social Media Today


What are the core, must-do elements of a B2B digital marketing strategy? There’s no definitive answer, and the landscape is changing all the time. It changes so frequently, in fact, that it can be near impossible for brands to keep up.

To help with this, MDG advertising have put together an infographic which looks at the key areas B2B brands should be paying attention to in 2016. Based on dozens of research reports, MDG highlights the following key areas:

Content quality: Savvy B2B marketers are looking to create better content in 2016, not just more content; find out why this shift is essential for every organization.

Customer journey: Developing an in-depth map of the customer journey is the best way to boost lead quality; learn why this exercise is the foundation of digital success.

Predictive analytics: Many B2B companies say they’re investing heavily in marketing analytics in 2016; explore how new tools are giving marketers a powerful crystal ball.  [more]

CMI Releases B2B Technology #ContentMarketing Trends for 2016 Report, by Danielle Antosz via Search Engine JournalsScreen_Shot_2016-03-26_at_11.41.52_AM.png

Content marketing matters, that much is clear. What is less clear is how effective it is and how we, as marketers, can use our resources in a way that makes the most sense.

Which is why reports like Content Marketing Institute’s comprehensive B2B Technology Content Marketing 2016: Benchmarks, Budgets, and Trends—North America matter.

This type of in-depth research is what marketers should be taking to their clients and the brands they work for to lobby for a bigger content marketing budget.

If you are a content marketer in the B2B technology field, this benchmark report is required reading.


Why the Status Quo is Your Most Challenging Competitor in B2B Sales, by Ian Dainty via Business2CommunityScreen_Shot_2016-03-26_at_11.47.31_AM.png

First of all, let’s look at what the status quo is, and why companies stay with it.

From Wikipedia – “meaning the existing state of affairs. It is a commonly used form of the original Latin “status quo” – literally “the state in which”. To maintain the status quo is to keep the things the way they presently are.”

The status quo is always your biggest competitor in any B2B selling situation. In fact, CSO Insights, the venerable sales research firm, has consistently found that over 50% of forecasted sales opportunities are not closing at the time, and for the value expected, if at all.

Going further into their research, they have stated that almost all of these losses were because the prospect decided to do nothing. The prospect did not go to a competitor.

These NO DECISIONS are utilizing an enormous amount of sales and marketing time, which is ending up being wasted.


5 Reasons Why Your Business Leads Aren’t Buying From You, by AJ Agrawal via LeadCrunch


The B2B sales arena is a competitive one. The chances are you have a whole list of businesses you have created leads from. You have made contact with them and they’ve never bought anything. It should be a source of frustration from you. The chances are they are interested you are just not going about things in the right way.

This guide is going to show you some of the key reasons why your business leads aren’t buying from you

You Let Them Go Cold

A lot of companies will have a list of leads. They will usually choose the oldest leads to attack first because they don’t want them to expire. This is a mistake because it means your newest leads are going to get older and they are going to forget about you.

The way to go about it is to hit your leads while they are still warm. Give them a chance to forget about you and they will be less likely to have any interest in what you have to offer when you eventually call. Get a grip on your list of leads and make the newest ones your priority. [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