Best in B2B Growth – Week of 5.23.2016
In this week’s issue of LeadCrunch’s Best in B2B Growth, we bring you a set of articles about content personalization, sales lessons from Apple, top B2B influencers, and the potential of social media for B2B. 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
- B2B and Content Personalization: Where We Are, Where We’re Heading, by Kissmetrics
- 5 Sales Lessons B2B Companies Can Learn from Apple, by Winston Crawford via Entrepreneur
- The 100 Most Influential B2B Tech Marketers in North America, by Tom Lytton-Dickie via Hot Topics
- The Potential of Social Media for B2B in 2016, by Irfan Ahmad via SocialMediaToday
- 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
For B2C businesses, content personalization is a no-brainer. Customers love the fact that something has been recommended just for them. But what about businesses that market to other businesses? Do they get the same value out of personalized content? A recent study from Seismic and Demand Metric took a closer look at just how effective personalized content is to B2B customers. What they found may surprise you.
5 Sales Lessons B2B Companies Can Learn from Apple, by Winston Crawford via Entrepreneur
Apple’s emergence as one of the world’s most powerful and valuable companies is generally attributed to its incredible feats of design and engineering. While these feats are undoubtedly praiseworthy, and many lessons can be gleaned from them, there is one department of Apple that rarely gets attention, but has been equally as innovative and impactful — sales and sales operations.
I spent almost five years at Apple, where I was responsible for helping to build out and expand iAd. In this role, I learned invaluable lessons about growing a business that have shaped the way I think about sales culture. When I left Apple, these pillars of good business stayed with me, and now as the COO at a company offering a digital identity solution for enterprises, I follow them to guide our growth.
The 100 Most Influential B2B Tech Marketers in North America, by Tom Lytton-Dickie via Hot Topics
Throughout 2016, Hot Topics will be uncovering and celebrating the most influential B2B marketers in tech globally.
The first part of the series focused on the European region and started with the publishing of a list highlighting the 100 leading B2B tech marketers in the region.
We have been profiling the individuals on that list over the course of the last month, understanding the key challenges facing B2B tech marketers today and where they see opportunities for development.
The topics which have been raised most frequently include; the use of content as a form of differentiation and influence, the shift towards account based marketing, the spread of tech buying power across C-level and the use of tech within the marketing function.
The Potential of Social Media for B2B in 2016, by Irfan Ahmad via SocialMediaToday
“Social media’s not going away – it’s up to businesses to board the train or get left on the platform.
What other tool can build relationships between businesses with such ease and speed?
What other channel can generate enhanced exposure for your business and develop brand loyalty without spending a penny?
In 2016, B2B social media will generate leads for over half of all businesses and continue to break down barriers between you and those you wish to connect with – if you let it”
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!