Best in B2B Growth – Week of 7.4.2016
In this week’s issue of LeadCrunch’s Best in B2B Growth, we bring you a set of articles about generating leads through content marketing, how to build a killer sales team, mastering social media, and the future of b2b marketing. This article also shows you how to get 100 free leads, so be sure to check it out!
Enjoy your week,
Curated content – summary
- Top 5 Lead-Generating Ideas for your Content Marketing, by Neil Patel via Content Marketing Institute
- How to Build a Killer Sales Team, According to a $1.7 Billion Marketing-Software Maker, by Eugene Kim via Business Insider
- 7 Steps for Mastering Your B2B Social Selling Efforts, via Social Times
- Microsoft, Linkedin and the Future of B2B Marketing, by Louis Moynihan via AdExchanger
- 5 Questions Every B2B Seller Should Ask About Their Target Audience, by AJ Agrawal via LeadCrunch
Curated content – detailed
Top 5 Lead-Generating Ideas for your Content Marketing, by Neil Patel via Content Marketing Institute
Do you feel lost when you try to think of ways to generate leads for your business?
In the wake of Google’s Panda and Penguin updates, which, as you’re aware, dealt a disastrous blow to many websites, the search engine giant has not been coy about its desire to see more fresh, relevant, and original content on websites.
You know the drill. “Content is king” has been the mantra on many marketers’ minds for more than a few years. In my experience, content marketing has proven to be very effective when done right.
But you probably already know all that. What you most likely really want to learn is how to better use content marketing for lead generation. What types of content yields results, and which don’t? More importantly, how do you use specific types of content to capture leads?
Here are some of the best methods that I’ve tried, tested, and observed to produce outstanding results.
How to Build a Killer Sales Team, According to a $1.7 Billion Marketing-Software Maker, by Eugene Kim via Business Insider
Having a strong sales team is critical for any company trying to sell its product.
But it’s not easy to put together the right mix of people that can maximize your sales potential.
HubSpot, a marketing-software company worth $1.7 billion, has published this slide deck with tips on how to build a killer sales team.
We condensed it for clarity but the message is clear: It’s all about hiring and coaching the right people.
7 Steps for Mastering Your B2B Social Selling Efforts, via Social Times
Skeptics have been known to argue against the effectiveness of social media for selling, with some going as far as calling all social signals vanity metrics. Research, however, has shown otherwise. In almost every way, the statistics show that the salesperson who has mastered social selling is always going to outperform the salesperson who doesn’t use social media.
According to a study by Social Centered Selling, 72.6 percent of salespeople who use social media as a core part of their sales process outperform those who don’t use social media. Salespeople who use social media are also 23 percent more likely to exceed their sales quotas by more than 10 percent. This makes sense considering the fact that 74 percent of buyers consult social media before making a purchase decision.
Microsoft, Linkedin and the Future of B2B Marketing, by Louis Moynihan via AdExchanger
Microsoft will pay $26.2 billion for LinkedIn, which represents a 50% premium on LinkedIn’s stock price at the time when the deal was announced. The price tag is also seven times LinkedIn’s 2016 revenue run rate, which is a very healthy valuation.
LinkedIn fell from its high of $262 per share in February 2015 mainly because growth rates were not at the level wanted by Wall Street. Wall Street’s expectations overshadowed the need for more aggressive paths to higher revenue growth.
However, I believe LinkedIn is only at the beginning of a very fruitful journey. The complexities of B2B marketing mean the LinkedIn journey will not be as linear or as simplistic as the Facebook journey, for example, and strategic suitors are more of a dependency in the B2B marketing landscape.
If LinkedIn remains its own brand and runs its own business, where could or should it be in 10 years? It could become the leading business network globally, but what would that entail?
5 Questions Every B2B Seller Should Ask About Their Target Audience, by AJ Agrawal via LeadCrunch
Within the B2B niche, the most attention grabbing Tweets always revolve around discovering your target audience and making sure that you are staying on-target as time goes on. 90% of the buying process happens before the salespeople even start to work their magic. Knowing your target audience will help you to grow your business.
To make sure that you are reaching your target audience, you must go out of your way to ask some key questions.
These five questions will help you to define your target market and understand what they want.
Who are Your Customers and Potential Customers?
To get leads not inquiries, you have to start by building up a persona of your perfect customer. The more detail you can have the better. Include information regarding their motivations, their likes, and their dislikes. This will help you to humanize and make them relevant to your business.
But what if you don’t have detailed marketing metrics, as the majority of small businesses don’t before they get a fanatical customer base?
The answer is to profile yourself. Most entrepreneurs are creating products and services that appeal to them, so you are in essence an example of a perfect customer. Answer those same deep questions by yourself and you will be shocked at how relevant they are.
Enjoy your week!