Best in B2B Growth – Week of 5.16.2016
In this week’s issue of LeadCrunch’s Best in B2B Growth, we bring you a set of articles which places an emphasis on predictive analytics and the importance of accurate, data-driven marketing. This week’s issue also features our free ‘Moneyball for B2B Lead Gen’ white paper, so be sure to check it out!
Enjoy your week,
Curated content – summary
- Predictive Analytics: A Reality Check for B2B Marketers, by Scott Vaughan via CMS Wire
- Four Reasons Why B2B Is So Good for Predictive Analytics, by Glen Westlake via B2B Marketing
- Wondering How to Make Your B2B Marketing Rock?, by Umesh Singh via Ron Sela
- Marketing Video: Data-Driven Marketing for Sustainable Growth, by Ashley Ruppert via MarketingProfs
- 3 Ways Your Startup Can Generate B2B Leads By Acquiring Trust, by AJ Agrawal via LeadCrunch
Moneyball For B2B Lead Gen
How to Gain an Unfair Advantage
Curated content – detailed
Predictive Analytics: A Reality Check for B2B Marketers, by Scott Vaughan via CMS Wire
You can’t read an article, go to a conference or go into a marketing planning session without discussing “predictive analytics.”
Because today’s reality is that most marketers are still trying to get their arms around digital marketing and demand generation, they simply don’t have the ability — or infrastructure — to fully utilize this advanced capability. However, this hasn’t slowed down the marketing trend-setters who are diving into predictive to accelerate marketing and sales efforts.
The Seductive Power of Predictive Analytics
What’s the appeal of predictive analytics?
There’s increasing interest due to emerging predictive analytics vendors leveraging data scientists and technology to develop real-world solutions. What makes it particularly exciting today is that we have never before had so much data and processing power. This means we have tons of signals to refine predictions, and we can do it at higher speeds and lower costs than ever before.
Four Reasons Why B2B Is So Good for Predictive Analytics, by Glen Westlake via B2B Marketing
Companies with lots of customers and products who sell to other businesses are missing out on a huge opportunity to learn from their historic transactions to identify new sales.
Using modern machine learning and predictive analysis, it is now easier than ever to identify this hidden opportunity in your customer data – and the best bit is that the opportunities are huge, typically worth millions of pounds.
There are four key reasons why machine learning works so well for B2B sales and marketing:
1. Accuracy: With B2B sales, machine learning is incredibly accurate. Similar businesses have similar needs and therefore the machine draws on it’s existing knowledge – making more accurate predictions. As businesses are more logical and less emotional (not as much affiliation with a brand) compared to consumer sales (B2C) they are easier to predict.
– See more at: https://www.b2bmarketing.net/resources/blog/four-reasons-why-b2b-so-good-predictive-analytics#sthash.OwE9N3rH.dpuf
Wondering How to Make Your B2B Marketing Rock?, by Umesh Singh via Ron Sela
Are you a business-to-business company that is struggling to generate more sales and quality leads?
Even though you have followed every piece of advice from the so-called experts, you still did not get the results that you were expecting!
There could be two reasons behind your content marketing failure:
First, you are in a tough niche.
Second, you may not know enough about how B2B marketing works.
What is B2B Marketing?
Business-to-business marketing (B2B marketing) is a technique which companies use to trade their products and services to other companies.
It follows similar principles to those of B2C marketing, but in a different way.
Marketing Video: Data-Driven Marketing for Sustainable Growth, by Ashley Ruppert via MarketingProfs
In any business, knowledge is power. What better way to increase your knowledge than studying your organization’s data? Sounds obvious enough, right?
Actually, it’s not as obvious as it seems. In fact, only 50% of marketers routinely apply data-driven marketing to individualize marketing messages and offers to enhance the customer experience.
With data-driven marketing, marketers can change the conversation at the executive table. Data gives them the ability to analyze and share actionable insights, confirming their value as a business partner.
Among the information data enables marketers to accurately deliver to executives:
- What’s working
- What’s not
- How much it costs for the results achieved
3 Ways Your Startup Can Generate B2B Leads By Acquiring Trust, by AJ Agrawal via Leadcrunch
Trust is everything in the B2B world. Businesses are naturally weary when they are being sold to because they know their industries and they are never going to invest in something that they have bought on impulse. Generating B2B leads is more about gathering intelligence and building trust than it is about traditional selling.
This article is going to focus on how to acquire trust so your startup can begin to develop its first leads without breaking the bank.
Share Real Success Stories
Social proof is the number one tool in the art of persuasion for B2B sellers. No business wants to become a guinea pig for a product or service. They are naturally conservative and want to use something that’s tried and tested. You should concentrate on creating media packs that demonstrate how well your product has worked for others. It’s a type ofcontent marketing people don’t consider.
Enjoy your week!