HOW TO BETTER SERVE ON-THE-GO BUYERS IN A TIME-STRAPPED WORLD

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b2b, B2B BUYERS, B2B SALES LEADS, digital marketing, EFFECTIVE ONLINE PRESENCE, how to sell, marketing automation, mcraeandcompany, sales techniques

 

 

The way B2B buyers buy is changing rapidly and successful businesses need to adapt their Sales techniques or face getting left behind. B2B buyers have been driving this change for some time…and the pace is accelerating. The buying process now begins online, buyers are time-starved, they prefer data to voice and they are not in the office, they’re in motion… Read the full “MarketingProfs” article here.

MCKINSEY – WHAT B2B MARKETERS SAY ABOUT HOW TO STAY COMPETITIVE ONLINE

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b2b marketing, B2B SALES LEADS, EFFECTIVE ONLINE PRESENCE, MCKSEY REPORT, mcraeandcompany, ONLINE BUSINESS MODEL

A recent McKinsey survey has found that marketing executives overwhelmingly agree that an effective online presence is very or extremely important for staying competitive. Most companies still struggle to define an online business model to drive competitive advantage and few have seized the opportunity to drive customer engagement and sales. However the race is far from over… Read the full McKinsey report here.

OTHER NEWS from our newsletter

 ZEROING IN ON LEADS

 TURN YOUR SALES LEADS PROCESS DIGITAL

 RESOURCES YOU SHOULD BE USING

Can Dynamic Insulation beat Nissan, Puma or Samsung to the prize….

Can Dynamic Insulation beat Nissan, Puma or Samsung to the prize?: The shortlist for the 2011 INTERNATIONAL GRE… *http://bit.ly/sktSyD

How the new e-Privacy laws will change your marketing

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b2b marketing, marketing approaches, marketing automation, marketing automation platform, website compliance privacy

Businesses have traditionally used cookies to track their website visitors but the new EU ePrivacy Directive means they will now have to seek permission from users prior to tracking or collecting any data about them.

Depending on how UK businesses comply means some will win and some will lose from the new directive. With Germany, Denmark, Italy and the UK already having put some form of legislation in place the recommendation is that UK businesses begin to think now about compliance implementation.

For more information on the directive and how best to comply please read our perspective “How the new ePrivacy laws will change your marketing”

<http://www2.mcraeandcompany.co.uk/e/9712/will-change-your-marketing-pdf/17L8/1541782> .

Latest b2b technology trends

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automating marketing, b2b, b2b marketing, how to sell, lead generation, marketing approaches, marketing automation, marketing automation platform, marketing news, marketing sales, mcraeandcompany

McRae & Co. // Newsletter September 2011                       

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Latest b2b technology trends worth paying attention to

Technology defines our future. New ways we do business, communicate, purchase, all the technology basis. For your business to thrive, it too must be technologically i the foretront. Here are a baker’s dozen of the latest technology trends worth paying attention to and what techno-savvy sales and marketing types are focusing on.

….more >

…the ultimate career move?

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b2b, digital marketing, marketing automation, marketing automation platform, marketing news

McRae & Co. // Newsletter September 2011                       

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Marketing Automation – the ultimate career move? Latest IDC research finds that not implementing a Marketing Automation platform may be the ultimate career limiting move for today’s b2b marketers…. Digital marketing has exploded in scope and complexity making it practically impossible to efficiently and effectively reach your target audience without a fully realized marketing automation infrastructure. If you haven’t gotten started you are already way behind the ball.

Don’t Duplicate. Automate!

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automating marketing, b2b marketing, drip campaign, lead generation, marketing automation platforms

Don’t Duplicate. Automate.: *http://bit.ly/q5aSbK

 

Most b2b marketers struggle with scale and efficiency. Whether its growing contact lists or managing drip campaigns, each new initiative is like reinventing the wheel.

Leading b2b companies are automating to drive sales. Marketing Automation platforms help marketers scale efficiently by automating repetitive manual processes. Case studies demonstrate cost per lead generated decreases from £200 to £20 and time reduced from 100 hours to 10 hours for personalising user content.

Here is the latest Aberdeen Group research on how to use Marketing Automation to drive sales…more>

Leading B2B companies automating to drive sales

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Aberdeen Group, b2b, b2b marketing, how to sell, marketing approaches, marketing automation, marketing sales, mcraeandcompany

McRae & Co. // Newsletter September 2011                       

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Most marketers struggle with scale and efficiency. Whether its growing contact lists or managing drip campaigns, each new initiative is like reinventing the wheel. Marketing Automation platforms help marketers scale efficiently by automating repetitive manual processes. Case studies demonstrate cost per lead generated decreases from £200 to £20 and time reduced from 100 hours to 10 hours for personalising user content. Read the latest Aberdeen Group research for more on how companies are using Marketing Automation to drive sales.

Marketing Automation

Marketing Automation – The Ultimate Career Move: IDC find not implementing a Marketing Automation solution may … *http://bit.ly/oLqKSi

Top companies nurture leads to maximise opportunities

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b2b marketing, mcrae and company

Read the latest Aberdeen Group study on “Lead Nurturing:… *http://bit.ly/ouN7Oh

Read the latest Aberdeen Group study on “Lead Nurturing: The Secret to Successful Lead Generation”

In case you’re busy here are some of the highlights:

• Best-in-Class companies are 1.7 times more likely than Laggards to leverage automated lead scoring system to manage lead nurturing.
• Best-in-Class companies are 4.6 times more likely than Laggards to currently nurture leads – they estimate that over 80% of these organisations will have lead nurturing programs by 2011.
• Best-In-Class organisations: 70% track cost per lead, 74% track cost per qualified lead, 70% track close ratio on nurtured lead – compared to 41-44% of Laggards.
• Included a case study of a company increasing the number of qualified leads 300% within 9 months using lead nurturing.