LeadCrunch Blog

AJ Agrawal

Recent Posts

The Role Buyer Personas Play In Account Based Marketing

Posted by AJ Agrawal on Feb 14, 2017 8:00:00 AM

Account based marketing (ABM) is a marketing strategy that is mainly defined by targeting a very narrow selection of key accounts within your company’s audience. ABM stands in stark contrast to the usual wide net that B2B marketers tend to prefer, but it’s proven again and again to be highly effective.

A major aspect of successful ABM is an in-depth understanding of a company’s core markets, so that its efforts can be directed at those most likely to convert.

This approach means that an increasing number of brands are boosting their efforts to find out who their ideal prospects are. But the most successful brands do even more - they revitalize their buyer personas to reflect new data, and continue to build them out, instead of discarding them—an effort that works well.

Below we tell you why this approach works so well.

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Don’t Forget: B2B Marketing Can Be Bolth Funny And Timely

Posted by AJ Agrawal on Feb 9, 2017 8:00:00 AM

As B2B marketers scramble to keep up with the changing expectations of their audiences, it’s not unusual for them to focus solely on technology trends.  After all, it can be daunting to feel that omni-channel marketing, artificial intelligence and virtual reality are all suddenly required.

All of these seemingly new demands can distract you from your true role as a marketer: to capture the imagination and attention of those we target, and to relate our product to their lives by giving them a taste of the enjoyment, pride or relief they’ll feel when they purchase.

If you’re feeling overwhelmed with technology, know that it’s okay to take a step back and get back to your roots. Rediscovering the type of content creation that originally drew you to marketing as a career will only improve the quality of your content going forward.

The best way to find inspiration? Look to the best campaigns of the past few years, and draw from the entertainment and persuasive language they use as you design your own campaigns. As we embark on a new year, we’ve decided to revisit our favorites. Here are the most entertaining B2B marketing moves from 2015 and 2016:

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How To Write A Great B2B Email Nurturing Campaign

Posted by AJ Agrawal on Jan 26, 2017 8:50:38 AM

 

You work in marketing and you email leads like many other B2B companies. Your goal is to nurture these leads and turn them into loyal customers, so you send your emails out with carefully chosen language designed to convince leads to buy or convert.

While this process resembles that used in B2C, the audience and sales funnel in B2B is different. Much different. So is the more challenging conversion process. 

As a lead generation company, we at LeadCrunch recognize this challenge. So we've made a business of sending you warm leads - leads that are qualified, vetted, and primed to say “yes” to your proposals.

But many of you are still struggling to convert these warm leads—a problem we feel personally responsible for solving, not in small part due to the fact that if we’re able to aid our clients in converting more warm leads, the value of our services rises.

So here's some advice on handling leads: Next time you’re writing an email blast meant for lead nurturing, make sure to consider the following core tips from our content experts:

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How To Help Your Sales Team Close More Sales

Posted by AJ Agrawal on Jan 19, 2017 8:00:00 AM

 

Today’s businesses are finding value in integrating their sales, advertising and marketing teams to generate leads. They’re no longer working in completely different spheres. Instead, they’re making joint efforts to nurture and coax leads into profitable customers.

But sales is still a challenging field. It's made even more so when incoming leads are hard to please or have unique needs, which they expect you to meet.

These leads may not be happy with your pricing or features, or may have been burned by dishonest salespeople in the past and now approach your pitch with cynicism, making them difficult B2B customers to sell.

Closing deals with the most difficult of these B2B customers can often seem like it’ll cost you an arm and a leg, but don’t go searching for the chainsaw just yet.

The best way you can alleviate stress on your sales team—and help its members close more sales—is to take heed of the following tips:

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5 Must Attend B2B Sales Conferences in 2017

Posted by AJ Agrawal on Jan 17, 2017 8:00:00 AM

 

With the world of B2B marketing spinning at a constant rate of change, staying ahead of the competition is getting harder and harder. Connecting with others in the industry is critical to surviving this fierce battle.

But networking with the biggest players in the field isn't easy from behind a computer screen. So attending B2B sales conferences is a must for professionals hoping to make successful connections.

A good conference gives sales professionals invaluable face-to-face opportunities with leading industry professionals and a great return on your investment (ROI).

Event discussions can provide an invaluable understanding of B2B tactics to any decision maker in the business. Plus, they can continue to generate sales and help you build relationships well after they are over.

But with so many B2B marketing conferences available, it’s hard to decide which ones to attend. To help, we searched high and low for the best conferences offering the best ROI to B2B sales professionals this year. Check them out:

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6 Common Account-Based Marketing Mistakes You Need to Avoid

Posted by AJ Agrawal on Jan 12, 2017 8:00:00 AM

Account-Based Marketing (ABM) had a pretty big year, with an increasing number of B2B marketers dedicating their attention to campaigns that appealed directly to high yield prospects. Still, for most, it proved to be quite a challenge to wrangle.

With so many moving parts, it can be easy for you to drop the ball on ABM. The good news is, with some focus and direction, you can mend your ABM effort and get your campaigns up and running quickly.

But if you’re one of those B2B managers that discovered your ABM strategy failed them, you’re not alone. Here are six common mistakes that brands make, and how to fix them:

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Topics: B2B marketing, b2b sales

How to Optimize B2B Customer Lifetime Value

Posted by AJ Agrawal on Jan 5, 2017 8:00:00 AM

 

Customer lifetime value (CLV)—the total a customer spends on your brand in his or her lifetime—is among the most important metrics for B2B success. It's also a metric that doesn't get much play among B2B companies.

In our current business climate, which makes celebrities of start ups, growth is emphasized above all else. So CLV often gets pushed down a company's list of priorities. It also results in customers feeling underappreciated and undervalued, and the loss of what should be easy and ongoing revenue.

The goal of a powerful CLV strategy is to not only retain customers, but also inspire them to increase spending over time. With returning customers spending 67% more than new customers, generating customer loyalty is an effort your B2B can’t afford to overlook.

Here are our six strategies for optimizing customer lifetime value:

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Topics: B2B marketing, b2b sales

Mastering Facebook Advertising: 4 Secrets

Posted by AJ Agrawal on Jan 4, 2017 9:41:41 AM

About 1.18 billion active users on average claim Facebook (FB) as their online hangout spot. Stay-at-home moms, CEO’s, small businesses and Fortune 500 companies all claim this social media giant as a primary marketing medium through its advertising program. 

So should you. Why? Because it can boost sales and profits. 

But the key to doing this is learning how to leverage FB marketing. A thorough understanding of FB advertising can  transform your organization's lead gen efforts regardless of your budget.

Drilling down into a specific audience by understanding their behaviors and interests online makes a big difference when it comes to the success of your marketing campaigns.

Optimize and master your campaign ads by understanding what makes them successful in the first place. Below are 4 secrets to mastering FB advertising.

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Topics: B2B marketing, B2B lead gen, internet marketing, Facebook

Getting Started With Account-Based Marketing

Posted by AJ Agrawal on Jan 3, 2017 8:27:45 AM

 

The evolution of digital marketing strategy has come quite a long way from the age in which marketers would cast a wide net in hopes that they’d reel in a large variety of potential customers.

Now, with an increase in demands for market strategies that are more efficient, tactical, and measurable, businesses are looking to a proven marketing strategy that is gaining traction: account-based marketing (ABM).

ABM isn't new to the business world, but has risen quickly in popularity with recent technological advancements. What’s more, it’s establishing itself as the most valuable strategy among B2B companies.

Why? Because the companies that implement ABM tactics close on bigger deals by focusing on specific accounts, and that approach has boosted sales and profits.

If your business is looking into how to utilize ABM within a specific market, below are some tips on how to get started.

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Topics: B2B marketing, B2B lead gen, b2b sales

What To Look For In A Lead Gen Solution

Posted by AJ Agrawal on Dec 29, 2016 8:00:00 AM

 

Is one of your major goals for 2017 to increase profits? Are you planning on doing that by acquiring more customers than you did this year?

If so, you’re probably considering a lead gen solution to ensure success.

After all, over 80% of B2B companies find that they struggle with internal lead gen campaigns. It’s time to divert your energies to your real talents; let a professional handle lead gen, so your team can get back to what they’re best at. 

But choosing the right lead gen solution is a challenge.  It’s a process that will be unique to your business and your needs.

Here are some tips to help you pick out a lead gen software that fits your needs in 2017:

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Topics: artificial intelligence, B2B lead gen, b2b sales

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