Hollow Install Base Marketing

As a marketer, are you into Install Base Marketing?

B2B marketers approach us almost every day for Install Base related services. Only a few are able to leverage the power of install base. In most cases, B2B marketers are just satisfied procuring a list. Is that enough? Definitely not, in today's times. The same marketers also target the list constituents with sales oriented messages, thus making the approach hollow.

Let us go strike some pointers.

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Marketing Trends are changing, will Marketers too - 6 Points to Note

Is change the real challenge for marketing? Or is it the pace of change?

As a practicing marketer, I reckon your response would vary with the degree of your experience. 

 The Economist's research unit - EIU - teamed up with Marketo to document this transient situation confronting marketers. 

The Rise of the Marketer : Engagement, Experience and Revenue is an Economist Intelligence Unit report, sponsored by Marketo. It includes a survey of 478 CMOs and Senior Marketing Executives from all over the world.

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Unlock the True Potential of your B2B Lead Generation Strategy

During my B2B marketing consulting assignments, the first thing I make marketers do is ask the right kind of questions.

It's very important to question your B2B lead generation strategy. A B2B marketer should not try to create awareness and interest based only on the merits of his products or services.

Considering how your prospect might perceive the product or service from their own value set is a very important factor. 

Let's take a look at some of the questions which your B2B lead generation strategy should clearly answer.

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Targeted Lists for B2B Lead Generation, Why?

We have a visitor.

Not really something I like to hear when home. As a CMO I would love to hear that about my website. Wouldn't I?

Getting visitors to your website is a great start, but even visitors aren’t a true “win” from a marketer's perspective. It's all about leads and their conversions. 

Moreover, the B2B sector has named lead generation their most difficult task and their utmost priority. This makes targeted lead database a very important part of B2B lead generation. 

Let's take a look how.

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Appointment Setting for better B2B Lead Generation?

Any B2B company would benefit greatly from having a lot of sales leads. The question is, how exactly does one increase the number of prospects?

The age-old practice is to cold call prospective customers and sell your product or service.

This strategy works best when your product or service is new and needs to develop a market foothold. But with the right calling list, even established products and services could hit the right target.

What do you do?

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