This tip for The B2B Lead blog focuses on getting your Marketing and Sales pipeline in order with a couple of powerful concepts called Funnelnomics and Deliberate Marketing. You can download a free copy of the ebook titled Funnelnomics - Accelerate Your Marketing & Sales Funnel to Drive Growth & Profitability (http://www.reachforce.com/funnelnomics/) and get a step-by-step guide for improving the velocity of your funnel by using Deliberate Marketing techniques.

What exactly is Funnelnomics? It’s essentially the revenue generated by Marketing and Sales activities divided by the Marketing and Sales expenditures required to generate and develop leads into customers. It’s a strange word but a very powerful concept for B2B Marketers, because using this model will enable you to squeeze the most value out of the leads in your funnel thereby boosting Marketing ROI. It is about moving all leads through the funnel from awareness to purchase in the fastest, most cost-effective way possible. By understanding and carefully managing your Funnelnomics, you can:

• speed the process of turning leads into customers
• execute more high ROI programs
• eliminate lost revenue due to leaks in the funnel
• extract the maximum value from each contact in the funnel

In our next The B2B Lead blog Sales and Marketing tip, we’ll cover the principles of Deliberate Marketing. But if you’d like to get a jump on those ideas, download your ebook now (http://www.reachforce.com/funnelnomics/)

Share on Facebook

Readers of The B2B Lead Blog who are searching for ways to improve their Funnelnomics need to be taking a hard look at Pipeline Wins Analysis. There is an accepted theory that 80% of a company’s revenue is produced by 20% of its customers. By profiling those customers and developing a proven model for predicting propensity to consume Marketers can build a profile of the ideal customer.

B2B Marketers can then use that model to develop a complete understanding of the buyer and his/her buy cycle and then conduct ongoing telephone research to identify similar roles within other organizations. Once a company identifies the right role in a target company they can then direct their Marketing efforts toward companies that fit the profile. This will enable Marketing to better target marketing dollars.

Share on Facebook

An April 2007 MarketingSherpa survey of 3,000 B2B Marketers and technology and business professionals puts the spotlight on the downside of white paper downloads. While they continue to be a favorite offering for technology buyers, only about 50% of them say they give a valid name, email address, industry, job title and company name when they register. And less than 40% provide accurate phone numbers. That means that nearly half of the data you are paying for is inaccurate and a huge waste of time for Inside Sales and Sales! So make sure you are phone verifying and appending these records before introducing them to your funnel so that they aren’t ignored of slowing down the velocity of your funnel.

Share on Facebook

ReachForce is the worldwide provider of OnDemand Data Solutions for CRM – Driving Marketing initiatives and Sales effectiveness. ReachForce Solutions are designed to quickly highlight target market ‘sweet spots’ based on customer wins and sales funnel analysis as well as identify the right decision making unit based on their role in the organization, not just their title. By enabling marketing and sales teams to focus their demand generation efforts on the right role-based decision makers in the right target companies for their products or services, ReachForce data is increasing demand generation effectiveness and accelerating sales cycles. ReachForce customers have increased results by 20 to 30 times for every dollar spent on marketing and sales initiatives – maximizing the value of CRM investments.

Share on Facebook