LeadCrunch Blog

AJ Agrawal

Recent Posts

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

A Short Primer on Predictive Analytics for Marketers

Posted by AJ Agrawal on Dec 28, 2016 8:00:00 AM

Are you developing a B2B marketing plan for 2017?

Are you brainstorming about your next inbound marketing moves?

How about predictive analytics?

Have you included that in your plan?

Given that 89% of marketers reported in January that predictive analytics (PA) was on their roadmaps, there's a good chance you’re going to be tasked with figuring out how it works and how it can help boost sales.

Predictive analytics is a game-changer, capable of boosting the effectiveness of your branding and your marketing campaigns. But some marketers fear PA. They shouldn't. It's a powerful marketing tool that can drive marketing to new heights.

Below is a short primer on PA to help you understand what’s going on behind the scenes. The information below can increase your chances of having an intelligent conversation with a data analyst provider and use predictive analytics to boost sales:

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Topics: B2B marketing, B2B lead gen, b2b sales

3 Ways To Boost Customer Retention and Increase Business Growth

Posted by AJ Agrawal on Dec 27, 2016 8:00:00 AM

Getting customers to make the first purchase is only half the battle of growing your brand. The other half is customer retention—and that's a real challenge to achieve.

Your content marketing and SEO can be on point and healthy, your lead gen vendor can be in sync and delivering increasingly higher quality contacts. 

But if you aren’t retaining customers, you’ll end up spinning your wheels and battling for every dollar. This situation is true for all industries, but more so for the B2B marketplace, where competition is intense.

Customer retention must be customized to your brand in B2B, but there are three things every brand can do to create a more loyal, responsive, and engaged customer base that sticks around long term. Let's take a look at these three things: 

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Topics: B2B marketing, b2b sales, content,

How To Make Lead Gen and SEO Work Together To Boost Sales

Posted by AJ Agrawal on Dec 22, 2016 8:00:00 AM

 

Brand leaders often believe that search engine optimization (SEO) can replace a lead generation strategy. It can't. These marketing tools do two completely different things to help you market your brand.

SEO increases the number of people who organically find your website while lead generation pinpoints the most interested prospects for brands to contact.

Using these tools by themselves isn't nearly as effective as combining them. So You must get them to support each other to optimize your marketing efforts. 

Here’s how you can get those two tools to work in synchrony:

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How to Hold Effective Sales Meetings

Posted by AJ Agrawal on Dec 21, 2016 8:00:00 AM

 

Do members of your sales team work as a synchronized machine? Or, do they act like free agents that occasionally agree to collaborate?

Do you usually close meetings feeling that progress has been made? Or, do you close them concerned about whether or not you communicated your ideas and needs effectively? 

Answering these questions gives you an idea of how effective your sales meetings are, but not how to fix them if they’re broken.

If you’ve realized that many of your meetings are ineffective - or even decrease productivity - don’t kick yourself too hard over it. Most meetings are a waste of time and money. They fail to have the desired effect intended.

But guess what? There’s a better way to hold a meeting. In fact, you can take several concrete steps to make your sales team work better together.

Whether it’s a discussion about new lead gen goals, a changing target audience, sales quotas, or someone getting a little trigger happy on social media, here’s how you can make sales meetings fast, painless, and effective:

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7 Secrets For Great Personalized Emails

Posted by AJ Agrawal on Dec 20, 2016 8:00:00 AM

 

Workers spend more than six hours of every work day checking and responding to emails. Let that sink in for a minute or two.

Now look at your email marketing campaign. Can it stand out among the barrage of daily emails almost every employee receives? To command the attention your campaign deserves, you must show leads and clients respect.

And the best way to do that is by personalizing your email messages and proving that you’re listening to them.

This task is fairly easy if you’re collecting the right data, but email personalization is still possible even if you lack a data collection system. 

But the key to email personalization is starting a conversation with your leads and clients. That can be a challenge for any B2B marketer.

Below are seven tips on how to get the conversation started with your leads and clients, instead of just talking to a wall:

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