B2B Marketing Blog

Archive for the ‘SaaS’ Category

Sales Pipeline Infographic – Turn Clicks Into Customers!

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Many B2B companies operating in the industrial realm have longer and more drawn-out sales cycles. So, how do you know when a lead is ready to buy? Our Sales Pipeline infographic shows you exactly how you can use marketing automation to turn website visitors into customers.

Follow step-by-step down the pipeline to see how you can find out where leads came from and when they’re sales-ready. Automating the process allows you to focus on what’s most important – generating sales!

Become a Freak of Nurture

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Okay, so you’re probably wondering what we mean by a “freak of nurture” right? Well, the truth is there won’t be any bearded ladies or elephant men involved. Sorry to get your hopes up and everything, but we’ve come up with something even better. Here are 3 killer steps you can use to become your very own Freak of Nurture!

  1. Understand The Buying Cycle

To become a freak of nurture, you must first understand your prospects’ buying cycles. B2B buying cycles can involve many stages that drag out over several weeks or even months. The first step in becoming a nurturing expert is to respect the cycle and refrain from rushing the lead through the process.

  1. Segment Your Leads

Okay so before you start sending mass emails to your pool of leads, you will need to evaluate and segment them to determine each prospect’s level of engagement. This is where marketing automation steps in to make life easier. Automation software like ActiveConversion automatically scores leads so that sales can quickly segment and prioritize them.

  1. Educate Your Leads – by telling, not selling!

To keep your leads interested, you need to connect with them personally on a consistent basis. At this stage, your business should strive to earn the lead’s trust. The easiest way to achieve this is to send personalized emails that direct users to relevant information. If you really want to take things further, develop a content strategy for each stage of the buying cycle resembling something like this:

Customers unfamiliar with your services

  • Blogs, social media posts

  • E-books & whitepapers

  • Webinars & videos

Customers considering similar services

  • Case studies (customer testimonials)

  • Comparison charts

Customers looking to purchase

  • Live demo/consultation

  • Free trial & estimate

  • Promotional discount

So there you have it! Your very own step-by-step guide to becoming a Freak of Nurture. Before you know it, people will start paying to see your incredible lead skills instead of the three-legged lady!

Caution: Now that you have read this highly informative post, you may develop excessive body hair and a tendency to howl at the moon. We hereby remove ourselves from all liability and suggest a heavy-duty razor to deal with this slight side effect…

ActiveConversion adds Microsoft Dynamics CRM Integration

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ActiveConversion is now directly integrated with Microsoft Dynamics CRM.

Key features of ActiveConversion for Microsoft CRM:

  • Send companies, prospects and leads automatically from ActiveConversion to Microsoft Dynamics CRM
  • Automatically upload leads that reach a lead score you determine
  • No duplication of leads in Microsoft Dynamics CRM
  • Assign leads to sales reps and qualify them as new contacts in Microsoft Dynamics CRM
  • Sort contacts in Microsoft Dynamics CRM by ActiveConversion lead score
  • Customize forms the way you want adding ActiveConversion data such as web activity and lead scoring

Below is the press release on this news:

“ActiveConversion’s integration with the online, internet facing and on premise deployments of Microsoft Dynamics CRM provides a seamless data integration, giving users the ability to manage their ActiveConversion generated sales leads inside Microsoft Dynamics CRM. ActiveConversion, through this integration, is providing their customers a fully managed solution with extended features installed directly into Microsoft Dynamics CRM.”

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