Webbiquity

NOVEMBER 28, 2023

Crafting an impeccable B2B sales journey isn’t straightforward. Many sales reps struggle with it, as if stumbling in the dark. Image credit: Mikael Blomkvist on Pexels On one hand, there’s a sales quota you need to fulfill within a short span of time. What is B2B Sales Experience? Guest post by Eduard Klein.

B2B Sales 180

B2B Sales Webinar Metrics B2B Peer-to-peer 180

Webbiquity

AUGUST 31, 2021

Tech buyers really hate B2B marketing tactics. Those were a few of the findings from the 2021 B2B Buying Disconnect report, published by TrustRadius at the end of 2020. 60% of all B2B tech buyers are millennials (those born between 1981 and 1996 ); this generation accounts for 51% of “Lead Buyers” and “Financial Approvers.”.

Buy 296

Buy Cold Calling B2B Lead Scoring 296

Webbiquity

MARCH 8, 2022

So they’ll want to read it, share it, and even link to it helping you generate a lot of traffic, social proof , and sales from different sources. Time spent managing returns could have been spent on more positive tasks such as supporting customers who want to purchase your goods or services. They act as a future discount.

Small Business Marketing 292

Small Business Marketing Tactics Business Peer-to-peer 292

Act-On

APRIL 26, 2024

As organizations tighten budgets and headcount, marketers tend to experience those downstream impacts as longer sales cycles and lower conversion rates. But in today’s buying market, those structures are being pressure-tested. These new requirements have been a non-issue for us and for most of our Act-On customers as well.

Lead Ranking 165

Lead Ranking Privacy Marketing Automation Services Peer-to-peer 165

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. Why Invest in B2B Lead Generation?

Ideal Customer Profiles 130

Ideal Customer Profiles Lead Ranking Lead Generation Sales Management 130

Act-On

FEBRUARY 16, 2024

We’ve shared our favorite five lead nurturing examples and strategies. The second is figuring out how to make those lead nurturing campaigns work harder. Of course, this is a quick summary of the process. A recent survey found that: 41% of marketers report they’re feeling more pressure to achieve a high ROI.

Lead Nurturing 191

Lead Nurturing Lead Scoring Lead Ranking Top of Funnel 191

ANNUITAS

NOVEMBER 15, 2021

Now more than ever, trust is important in the buying process as prospects continue to carefully consider purchases. ANNUITAS Research conducted interviews with sales leaders across industries to see how this change has impacted both sales strategy and day-to-day life. 1: Hire and train more inside sales.

Work Management 246

Work Management Marketing Management Ad Building Sales Qualified Leads 246

ANNUITAS

JANUARY 21, 2020

How to know if your marketing and sales efforts are eroding your growth. How would you describe your current marketing and sales motion? If you had another dollar to invest in sales and marketing, do you know what impact it would have? How do you know if you engage in random acts of marketing? Build a brand.

Ideal Customer Profiles 238

Ideal Customer Profiles Demand Generation Agencies Demand Generation Budget Programs 238

Salesforce Marketing Cloud

NOVEMBER 19, 2021

A sales funnel, stretching from early-stage brand discovery to final purchase, represents the customer journey. Most companies use the funnel to track prospects as they move through sales stages, adjusting strategies and marketing methods in response to their behaviors. In real life, the buying process is never so linear.

Top of Funnel 98

Top of Funnel Marketing AI Digital Marketing Funnels Lead Ranking 98

ANNUITAS

OCTOBER 31, 2023

Amid an overly-optimistic marketplace outlook for AI, growth leaders — across marketing, sales and customer success — are increasingly turning to AI and/or AI-enhanced technology tools. Our research suggests that a fifth of current sales-team functions could be automated,” claims McKinsey. What are they tackling?

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Marketing AI Sales Management 130

Webbiquity

MARCH 17, 2017

What is a Sales Funnel? Sales funnels are everywhere. Prospective purchasers don’t see the funnel, but rather an interactive brand, an awesome product, or the long awaited solution they need. This is the power of a sales funnel that’s ultimately designed to get sales.

Top of Funnel 243

Top of Funnel Paid Search Agency Digital Marketing Funnels Landing Pages 243

Act-On

SEPTEMBER 25, 2023

Marketing and sales teams are famously frenemies. Sales and marketing alignment is no small task, but it’s not a mystery. Real or imagined cultural clashes (“Marketers are mired in process and research.” Sales only cares about hitting targets, by any means necessary.”).

Work Management 147

Work Management Planning Marketing Management Paid Search Agency 147

Zoominfo

SEPTEMBER 1, 2021

Lead response time can make or break your sale. How to Lower Response Time on Inbound Leads. One approach would be to set up email workflows that are triggered by any leads that fill out a form on your website. Integrating your calendar with your contact and demo forms lets your leads move the process forward themselves.

Sales Qualified Leads 236

Sales Qualified Leads Lead Scoring Lead Ranking Leads 236

Marketing Insider Group

DECEMBER 20, 2022

Let’s be honest, your lead generation strategy might need some work if it’s not producing ROI. The whole point of lead generation is to generate leads that close! In modern times, B2B and B2C consumers are overwhelmed by sales, advertising and marketing teams vying for their attention. In-person events.

Lead Generation 219

Lead Generation ROI Demand Generation Agencies Lead Ranking 219

Sprout Social

MAY 5, 2021

As a marketer, you know getting customers’ attention can be tough, but actually closing those customers is just as much of a struggle for sales reps in your org. That’s because the average sales process is more complex than ever. What is sales enablement, anyway? The list goes on.

Paid Search Agency 116

Paid Search Agency Top of Funnel Work Management Sales Qualified Leads 116

ANNUITAS

JULY 2, 2020

Managing the timeframe to purchase in a customer’s lifecycle has always been a challenge for financial institutions. In an industry heavily reliant on relationships, the reality is that the B2B banking customer’s buying process is typically long, and rarely linear. The Traditional Buying Process for Financial Institutions.

Demand 130

Demand Buy Work Management Process 130

Hubspot

DECEMBER 7, 2020

A sales process is like a figure skating routine. Yes, the two are fundamentally similar, and while neither salespeople nor figure skaters can deviate too far from their predetermined routines, they can certainly find ways to simplify those processes. Simplifying Your Sales Process. Image Source: Cosmopolitan.

Process 86

Process Hubspot Work Management Lead Scoring 86

SalesIntel

DECEMBER 6, 2023

To skyrocket the numbers, sales reps make use of various sales tools available in the market. Some of them are free while others are paid – but all bring in enormous value to the sales process. Investing in a random sales tool is a waste of time, money and effort. What are Sales Tools?

Marketing Automation Services 97

Marketing Automation Services B2B Sales Enterprise Management Work Management 97

Tiecas

APRIL 23, 2024

Manufacturing lead generation is a perennial top priority for most manufacturers. To thrive, these companies must consistently attract qualified leads to fuel their sales pipelines. However, this sales-driven environment presents unique challenges for industrial and manufacturing marketers.

Lead Ranking 52

Lead Ranking Lead Generation Lead Scoring Sales Qualified Leads 52

ANNUITAS

JULY 20, 2021

For most companies, the challenge of regularly delivering enough leads and opportunities to hit growth targets has historically meant building a strategy around producing high volume, low quality marketing and sales campaigns. But those campaigns are neither scalable nor efficient. In essence, success depends on guessing correctly.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

SalesIntel

DECEMBER 8, 2023

The quest to understand and engage potential leads with precision and relevance is a linchpin for success. Enter the realm of data enrichment – a transformative practice redefining how businesses perceive, interact with, and convert B2B leads.

Lead Generation 52

Lead Generation Lead Management Work Management Marketing Management 52

Marketing Insider Group

AUGUST 25, 2020

Unlike yesterday’s robocalls or email blasts, today’s sales automation all boils down to personalization. With the aid of today’s sales automation software, you can learn which salesperson is the best fit for each customer and assign them automatically. Taking a silo-free approach to sales automation can also boost revenue.

Automation 271

Automation Sales Qualified Leads Lead Scoring Lead Ranking 271

SalesIntel

JULY 10, 2023

Understanding buyer intent has become crucial to marketing, sales, and revenue operations (RevOps) strategies in the current competitive business climate. Why Intent Data is Crucial in Modern Marketing and Sales: Marketing and sales professionals face an uphill battle in reaching and converting potential customers.

Top of Funnel 71

Top of Funnel Intent Data Marketing Funnels Ideal Customer Profiles 71

Madison Logic

MARCH 6, 2024

Wide-approach B2B marketing tactics revolve around aiming for the accounts you and your company think are a good fit. But tight budgets, limited resources, and longer, more complex sales cycles require you to work more efficiently. This data-informed list is your target account list—and it’s foundational to your ABM strategy’s success.

Demand Generation 52

Demand Generation Sales Management Ideal Customer Profiles Buy 52

Hubspot

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Let's dive in. Be thorough and thoughtful when hiring.

Work Management 72

Work Management Marketing Management Lead Ranking Sales Qualified Leads 72

Only B2B

FEBRUARY 28, 2024

Intent is the lifeblood of sales. In the fiercely competitive B2B sales landscape, where businesses are vying to paint in lime green, standing out can be daunting. Learn how to leverage intent data for sales and craft the perfect sales strategy to increase your ROI and achieve sales targets.

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

Salesforce Marketing Cloud

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. To keep your sales team motivated when things are tough, you need to reward them for their victories.

Marketing Budget 104

Marketing Budget Examples Practices Best Practices 104

Martech

JANUARY 11, 2022

Unfortunately, many marketers fail to act on this wealth of data and integrate it into their campaigns. Here are three ways marketers can better understand and leverage this valuable intent data to improve the customer buying cycle. Review your brand’s customer buying cycle. Source: Hussam AlMukhtar. “94%

Buying Cycle 111

Buying Cycle Intent Buy Intent Signal 111

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. What’s your decision-making process like?

B2B Sales 252

B2B Sales B2B Allocation Work Management 252

Zoominfo

AUGUST 26, 2020

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. These tidbits can be the difference between an average sale and a humongous deal.

Cold Calling 207

Cold Calling Zoominfo Work Management Effectiveness 207

Heinz Marketing

FEBRUARY 18, 2022

By Jamie Montoya , Client Engagement Manager. Have you been in a situation where you have a great idea to optimize an internal process or strategy but could not get buy-in from your organization? Do you know the buying committee within your own organization? Hint: Think IT, Sales). HINT: Think C-Suite team).

Buy 115

Buy Marketing Management Marketing & Strategy Gartner 115

Outreach

OCTOBER 29, 2021

Understanding what works and what doesn’t within the sales process can be complex for any sales team. In order to gain an accurate picture of progress and better manage performance, organizations need a sales pipeline. What is a sales pipeline? And because sales people already have a lot on their plates—e.g.,

Top of Funnel 98

Top of Funnel Work Management Marketing Management Ad Building 98

Seismic

MARCH 22, 2022

At most organizations, sales is responsible for generating revenue. But sales is becoming more difficult as the buyer’s journey evolves. We understand that the sales process is not a one-size-fits-all formula. Here’s the short answer: sales training and coaching. What is sales training and coaching?

Training 52

Training Outreach Sales Qualified Leads Forrester 52

Hubspot

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. It’s not intuitive, then, that these two functions often exist in silos, each having their own systems and processes.

Sales Management 72

Sales Management Top of Funnel Lead Ranking Ideal Customer Profiles 72

Tiecas

MARCH 21, 2024

Longer sales cycles, complex technical products, and a highly analytical buyer persona are just a few factors that set it apart. Probably the most common complaint that I hear from Sales is that “Marketing just doesn’t understand engineering problems, and they generate ‘crappy’ leads that are not ready to buy.”

Tactics 75

Tactics B2B Marketing Webinar Metrics Marketing Strategy 75

Outgrow

SEPTEMBER 21, 2022

What Is Lead Qualification [Types + Process + Tools]. Leads are as essential to a business as water to a plant. If you envision your business growing, you must pay attention to generating leads. The problem arises when the leads that you generate don’t have the potential to be converted.

Lead Qualification 52

Lead Qualification Sales Qualified Leads Budget Programs Marketing Automation Services 52

Anyword

DECEMBER 20, 2021

A company’s sales model, targets, and planning determine the number of customers you are able to attract and persuade into buying. A good sales funnel means an easy customer journey, making it more likely to make the purchase. Leave no holes in your funnel, and plug existing leaks never to miss a sale again!

Top of Funnel 40

Top of Funnel Allocation Advertising Funnels Work Management 40