Written by: Vickie Sullivan | January 05, 2016
Marketing Techniques That Increase Revenue
Happy New Year!
If you haven’t already started, now is the time to decide how to up your bottom line. A recent study of 350 B2B marketing pros published by bizible, State of Pipeline Marketing 2015, gives us a glimpse at what really works in generating revenue.
What I like about this study is the focus on revenue generation. Pipeline marketing is not about getting the most leads—it’s the “less is more” idea that fewer but better leads generate more revenue. So, these findings are about what brings in cash vs. a bunch of unqualified leads.
The findings we care about most:
• Showing up matters. While email marketing is the #1 channel for greatest impact on revenue, conference and trade show booths come in second. (Probably how email lists are born.) Right under showing up is content marketing. Translation: not only do you have to press the flesh, but you also must keep in touch with those people and provide valuable information.
Related: Why White Papers Are Dead
• All that glitters is not gold. It seems everyone is jumping on the social media bandwagon (58%) and using press and public relations (64%). Those items, however, are far down the revenue generation list. While brand awareness is important, it’s essential that you are clear about your expectations. These campaigns do not generate revenue. Plan accordingly.
Other Resources You Might Like:
- Self-Education Tools
- Strategic Sounding Board: Real-World Advice And Innovative Ideas For When The Rubber Meets The Road