B2B marketers your best prospects are calling. Are you ready?
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Transcript of B2B marketers your best prospects are calling. Are you ready?
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B2B Marketers: Your Best Prospects
are Calling.Are You Ready?
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As a B2B marketer, which would you guess is higher quality?
A. inbound phone lead
B. inbound web lead
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If you guessed A, you’re right.
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A phone conversation beats an online engagement any day.
Why? #1
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It’s immediate.
It’s personal.
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$$$
$
It’s where deals are won.
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And B2B buyers like conversations
too.
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In fact,
57%of tech buyers find it extremely important to be able to call during the research phase,
Source: Gartner: Tech Go-to-Market: Align Marketing Activities to Tech Buying Cycle Activity Streams for Highest Impact
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and
40%say personal contact is very important during the evaluate and engages stages of the buying cycle.
Source: Gartner: Tech Go-to-Market: Align Marketing Activities to Tech Buying Cycle Activity Streams for Highest Impact
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So if salespeople want inbound calls...
and buyers want conversations...
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Why don’t more B2B marketers include inbound calls in their marketing strategy?
?
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It’s time to change this around.
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Not convinced?
Here are 6 reasons why you should start tracking and optimizing for inbound calls.
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1. You’re only tracking and nurturing the online path to purchase (probably via a marketing automation tool).
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76% of leading SaaS companies use marketing automation.
Source: Mintigo, “State of the Marketing Technology Industry”
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$
$
2. Your marketing budget is growing, and you have to justify every dollar.
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CMOs believe ROI on marketing spend will be the #1method for determining success by 2015.
Source: IBM Global CMO Study
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3. Your highest quality leads come from inbound calls (you think).
CALLING...
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But you have no idea where they come from or how to get more.
?
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4. Your sales team is wasting time calling or qualifying bogus leads.
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Only 25% of leads are legitimate and should advance to sales.
Source: Gleanster Research via http://www.hubspot.com/marketing-statistics
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5. Your sales reps need more high quality leads.
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Inbound calls are rated as an excellent lead source by 66% of SMBs.
Source: BIA/Kesley
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6. You avoid actively driving more inbound calls because you can’t track them.
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Of the top 30 B2B brands surveyed, only 20% displayed a phone number on their homepage.
Surveyed 30 leading B2B companies on the Inc. 5000 list.
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So, you want to drive more inbound calls, but not sure where to start?
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What if we told you...
1) It’s possible to get credit for and get credit for and measure the true ROI of the inbound sales calls you generate as a marketer.
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2) It’s possible to optimize for more inbound calls, which are the highest converting lead type in the B2B path to purchase.
CALLING... CALLING...
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For more tips on how to bring inbound call intelligence to your marketing dashboard, check out the following articles on Invoca’s blog:
For more information on Invoca’s inbound call intelligence, visit www.Invoca.com or call 888-687-9946.