Sales leads are often expensive to generate, so when you have a lead ready for outreach, you need to nail down the nurture strategy. It’s often not as simple as sending a single generic email asking for time on someone’s …
Nurturing Sales Leads 101
Tagged analysis, B2B, B2B sales, content marketing, digital marketing, lead generation, SEO
Why ABM is the Best Marketing Strategy for IoT Companies
By its nature, IoT is a decentralized investment. It crosses traditional organizational barriers and breaks down silos. As a result, IoT often impacts several different departments, ranging from executives to IT and operations. Each stakeholder needs to understand their individual …
Keyword Strategy Mistakes to Stop Doing Now
A keyword strategy is definitely a must-have for businesses that want to generate leads online. In this article, we are going to address some common keyword strategy mistakes that businesses should curb. Google receives over 63,000 searches per second …
How to Excel at Targeted Marketing for B2B Tech Companies
Targeted marketing is the practice of aiming at an audience target with your campaigns like a bow and arrow, rather than casting a wide net to a general audience. It’s a highly effective way to get the right people to …
6 Smart Account Based Marketing Examples for B2B Companies
Account based marketing covers a set of strategic tactics to bring in very specific leads and accounts into your sales funnel. ABM allows you to optimize your marketing spend and resources towards a smaller net of leads, increasing your chance …
Tagged ABM, analysis, B2B, B2B sales, content marketing, lead generation, sales enablement
10 B2B Content Ideas for Websites to Generate Leads
Year-over-year growth in unique site traffic is 7.8x higher for content marketing leaders compared to followers, according to Kapost citing Aberdeen. By now, we all know the benefits of having content on our website. But in case you …
Tagged B2B, content marketing, lead generation
Where Does Content Fit into My B2B Marketing Funnel?
A great content marketing strategy requires an investment into copywriting, research, editing, and oftentimes design and marketing distribution. Content marketing generates over three times as many leads as outbound marketing and costs 62% less, according to DemandMetric. So it makes …
Account-Based Marketing on LinkedIn: Does it Work for B2B?
LinkedIn is one of the most successful channels for account-based marketing that we’ve seen for our clients at Ironpaper. When it’s paired with other ABM channels and strategies, LinkedIn can be used to create demand generation and engagement among your …
What is Content Marketing?
In order to define what is content marketing, we also want to define the most effective types and define its purpose. Content marketing is a marketing strategy in which you create and publish various educational and sales materials to generate …
Tagged B2B, content marketing, digital marketing, lead generation, SEO
Key Stages + Stats for the B2B Customer Journey
The “old way of sales” for B2B on its way out—prospect, cold call, email repeatedly, hiding pricing info, and pressure to close. If you don’t believe me, consider this statistic: The vast majority of B2B buyers do research online …
How to Drive B2B Sales Leads with Problem-Focused Content Marketing
Article by the Ironpaper team. Content marketers, beware: The people who buy technology products and services don’t care how many awards your company has won or how long you’ve been in business. Buyers crave valuable, educational content that helps them …
Shorter Isn’t Always Better — How to Boost Conversions Without Cutting Content
By Arielle Hurst We hate to break it to you, but there are aren’t any universal silver bullets that will instantly improve your conversion rates. Although some marketers may strike gold during an A/B test and announce, “Orange buttons tripled …
15 Types of Content Marketing (Including Some You Haven’t Thought of Yet)
While there are many types of content marketing imaginable and you are only limited by your creativity, sometimes it can help to start with ideas for inspiration. Content marketing doesn’t need to refer to just the written word (although “crawlable” …
Landing Page vs Homepage: 5 Strategic Differences
Both landing pages and a strong homepage are necessary for your digital marketing strategy and website presence. But what is the difference between the two? It’s a great question and one we can answer in a few different ways. In …
6 Ways to Automate Your Marketing and Sales Alignment With HubSpot
Marketing and sales teams are understanding that they need to align their KPIs and goals to be successful. In fact, when sales and marketing teams work together, companies see 36% higher customer retention and 38% higher sales win rates, …
Tips for More Digital Marketing Conversions
If you’re thinking about digital marketing conversions, your head is already in the right place. More than just a static brochure for your business, a business website can convert new leads and bring in business to your sales funnel. And …
Tagged B2B, B2B sales, demand generation, digital marketing
4 SaaS Marketing Strategies to Generate and Retain Users
SaaS marketing should be used to generate leads and new users who are a qualified fit for your business. Unlike shorter term sales, SaaS companies need to generate a large pool of leads who have a clear problem that can …
5 Ways Content Can Aid the B2B Sales Process
40% of salespeople say earning a response from prospects is getting harder, according to HubSpot. In part, this is because buyers have more research and insight available online without talking to a salesperson. So how can sales reps bridge …
How to Build Your Own Business Email List
Over 700 people per month search “business email list” into Google, with many others searching variations on the term. Clearly, marketers and salespeople are still trying to purchase their way into building a contact database. But purchasing a business …
How to Iterate and Test an Account-Based Marketing Campaign
Iteration and optimization are the two words that should define your account-based marketing campaign. If you want to lower your cost-per-acquisition and scale up reliably, you need to be lean with your campaign launch and test from a few different …
How Remarketing Works to Nurture B2B Leads
What is remarketing? A broad definition of remarketing refers to activities, including retargeting, that seek to recapture attention and information from known leads or previous website visitors. Some remarketing strategies include launching paid advertisements to existing leads or to visitors …
Tagged B2B, demand generation, digital marketing, lead generation
Targeted Advertising and ABM: A High-Converting Strategy for B2B
It’s no mystery that marketing campaigns are becoming more and more targeted. People expect relevancy online. And fewer people have the patience for emails, ads, and other interruptions that aren’t relevant to them. 40.5 percent of survey respondents prefer …
Tagged B2B, demand generation, digital marketing, lead generation
How to Gather Lead Intel With Progressive Profiling
As B2B marketing teams adopt better CRM technology, they can do more advanced things to manage and convert business leads. Read more: What is Progressive Profiling? Progressive profiling is a great tool for growth teams. It allows marketers and sales …
Tagged analysis, B2B, B2B sales, demand generation, lead generation, sales enablement
Creating Value With B2B Sales Enablement
Sales is changing rapidly, with a new focus on providing value for buyers. Sales reps of old focused on hitting daily quotas for outreach. They didn’t seek to truly connect with their prospects or providing individualized value. And they didn’t …
Optimizing a Website Homepage for B2B Technology Companies
Your homepage is often the first impression many prospects will see of your company. Sure, they may click an advertisement or find you through a social media post — but your website homepage is your major chance to own the …
How B2B Marketers Can Use HubSpot for ABM
HubSpot is not often advertised as a platform to support account-based marketing. Therefore many businesses don’t consider it when they transition into ABM strategies — that is, targeting specific accounts rather than casting a wide net. But did you know …
B2B Marketing Myths to Drop This Year
B2B marketing is a constantly changing game, and everyone has something to say about best practices. You can read thousands of blog posts about tips, listen to podcasts and webinars, and attend conferences for the latest industry news. But while …
HubSpot vs MailChimp: Is HubSpot Really Worth the Money?
As with any large purchase, it’s easy to take the price tag as the most important factor when deciding if the expense is worthwhile. But transitioning from Mailchimp to Hubspot is not just a question of money, but also the …
Low-Hanging Fruit — Simple Website Optimizations for B2B
Making an impact online doesn’t need to come from flashy, yearly redesigns. You don’t even need the latest web trends or a fresh branding package. Simple optimizations can make your B2B website more impactful. We call these quick wins “low …
Tagged B2B, digital marketing, lead generation, web design, web development, website
The 3 Biggest Mistakes B2B Marketers Make with Lead Nurturing Emails
Author: Nikki Pacitti B2B email marketing is an effective tool for improving lead to sales conversion rates, and lead nurturing improves buyer readiness by sending targeted communications to different audience segments. When companies understand how to effectively nurture marketing leads …
