Zoominfo

AUGUST 1, 2023

Acting upon increasing amounts of data in a timely way to capitalize on emerging opportunities is difficult to impossible. According to ZoomInfo founder and CEO Henry Schuck, ensuring data accuracy is one of the greatest challenges faced by companies evaluating generative AI technologies. Today, the problem has been reversed.

Marketing Analytics Tools 130

Marketing Analytics Tools Generation Zoominfo B2B 130

Zoominfo

APRIL 25, 2021

Embed scheduling into your contact and demo forms Integrating your calendar with your contact and demo forms lets your leads move the process forward themselves. In this demo pop-up, once a visitor completes the form fields, they have the ability to choose the time and day of their live demo.

Sales Qualified Leads 130

Sales Qualified Leads Lead Scoring Lead Ranking Leads 130

Marketing Interactions

SEPTEMBER 14, 2021

According to Wikipedia , “A leap of faith , in its most commonly used meaning, is the act of believing in or accepting something outside the boundaries of reason.” And buyers will be the first to tell you it’s unreasonable to deliver random acts of content that aren’t meaningful to them. Think of it like a mini content audit.

B2B 149

B2B Marketing Qualified Leads Lead Ranking Content 149

Tiecas

APRIL 23, 2024

Long sales cycles involving multiple stakeholders: The decision-making process typically involves engineers, executives, and procurement, making for longer sales cycles. For more on these challenges, see my earlier blog post, “Industrial Lead Generation for Sales – It’s Complicated!”

Lead Ranking 64

Lead Ranking Lead Generation Lead Scoring Sales Qualified Leads 64

Adobe Experience Cloud Blog

OCTOBER 8, 2020

Whether it is to demonstrate your solution (demo are key CTA), share feedback or a point of view on a specific area of your market, there are many reasons to have a more “real” interaction with your prospects through these famous webinars. A first strategy consists of analysing your content production.

Marketing Automation Services 129

Marketing Automation Services Multi-Touch Attribution Marketing Automation Relevance 129

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. It is a balancing act because you may be tempted to ask for every piece of information you think you need to qualify a lead. Need proof? It’s a powerful way to establish credibility.

Tactics 75

Tactics B2B Marketing Webinar Metrics Marketing Strategy 75

Zoominfo

APRIL 29, 2021

Perhaps that same AE took three times as many demos as everyone else on the team but only sold two times the average contract value (ACV). With that additional information from the scorecard, a sales director may view the $1 million total differently. Think of a sales rep scorecard as a more granular report card.

Lead Scoring 130

Lead Scoring Lead Ranking Zoominfo Ad Building 130

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. To keep your sales team motivated when things are tough, you need to reward them for their victories. Learn more What is sales commission? The pressure is on.

Marketing Budget 104

Marketing Budget Examples Practices Best Practices 104

KoMarketing Associates

AUGUST 7, 2018

After you’ve maxed out the performance of all the little elements on your website or in your sales funnel, is that as far as you can go? That makes it easier for them to act, and thus more likely to act. Things like shortening the sales cycle matter, too. Your boss is happy. You’ve earned this year’s raise.

Conversion Rate 162

Conversion Rate Conversion Top of Funnel Landing Pages 162

DiscoverOrg

NOVEMBER 9, 2016

This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Modern sales teams are now more data-driven than ever before. You Say “Tomatoes”.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

Zoominfo

OCTOBER 21, 2021

This is a perfect analogy to what actually occurs in the sales process , where information starts out broad in the beginning and gets incredibly granular towards the end. Implementing a sales funnel helps business development leaders understand its entire sales cycle. Free Trial A Sales Funnel Has Four Stages: 1.

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

NetLine

JUNE 21, 2022

B2B lead nurturing is the process of advancing marketing-qualified leads (MQLs) through your marketing funnel, engaging prospects with your business at multiple touchpoints before passing them to your Sales team. So what does the Consumption Gap mean for the Sales process? Best of luck to you” would be the nice way of putting it.

Lead Nurturing 126

Lead Nurturing Lead Ranking Marketing Qualified Leads Sales Qualified Leads 126

Albacross

FEBRUARY 10, 2020

This was the perfect complement to our low touch pricing model, where leads could sign up for a trial directly on the website without having to talk to a sales rep. Afterall, a sales team is only effective when it’s busy and ours had quiet periods. Here’s the process we used to automate our outbound sales using Albacross.

Ideal Customer Profiles 105

Ideal Customer Profiles Automation De-duplication Lead Ranking 105

NetLine

DECEMBER 18, 2023

This data enables sales teams to focus marketing spend on prospects who are actively ready to buy. Follow these eight steps to gather, analyze, and apply buyer intent data that accelerates your sales cycle. To properly leverage intent data and efficiently drive more business, here’s what you need to know.

Intent Data 64

Intent Data Intent Top of Funnel Ideal Customer Profiles 64

DemandBase

MAY 26, 2020

For our first post, we want to set the stage of what Account-Based Marketing (ABM) looks like for sales teams. If your sales plays have been caged by the batch-and-blast marketing and reactive sales tactics of the past twenty-five years, ABM will let your performance take flight on the strength of strategic marketing and sales alignment.

Account Based Marketing 133

Account Based Marketing ABM DemandBase Peer-to-peer 133

Outreach

MAY 11, 2018

What Cancer Taught Me About Excelling in My Sales Career: Give it to them straight. And the way you feel, determines the way you act." Needless to say, this exercise in grit in the face of crisis had a huge implication on my sales career, even to this day. I thought over and over again, "Why me? Why do I deserve this?"

Sales Cycle 75

Sales Cycle Differentiation Act-On Intent 75

Only B2B

FEBRUARY 21, 2024

Think of things like downloading white papers, requesting demos, or attending webinars related to your offerings. Streamlined Sales Process: Equip your sales team with valuable insights into prospects that allow them to tailor their outreach, shorten sales cycles, and close deals faster.

Intent Data 71

Intent Data Intent B2B Sales B2B Marketing 71

Madison Logic

MARCH 6, 2024

But tight budgets, limited resources, and longer, more complex sales cycles require you to work more efficiently. A target account list (TAL) is a list of prioritized accounts that marketing and sales teams focus their efforts on that will yield high engagement, conversion, and return on investment (ROI).

Demand Generation 52

Demand Generation Sales Management Ideal Customer Profiles Buy 52

Vidyard

JULY 8, 2021

I know from experience that scaling Solutions Consultants (SCs) and sales teams as a whole can be a challenge, as I have witnessed how it can take up to 24 months to fully mint a new Solutions Consultant. With such a long time-to-value, increasing headcount is rarely the answer for high-growth companies without the use of demo videos.

Sales Cycle 140

Sales Cycle Video Marketing Peer-to-peer B2B Sales 140

Engagio

FEBRUARY 13, 2020

A strong customer advocacy program where participants are encouraged to leave G2 reviews, speak at events, participate in your marketing programs, and act as references in exchange for your love and admiration (and maybe access to beta programs) is a great way to gain credibility in the eyes of your prospects. Acts of Service.

B2B 87

B2B Act-On Gartner Buying Cycle 87

Vidyard

NOVEMBER 6, 2018

While others sent utterly ignorable emails begging customers to give their permission, PortoBay Hotels took a different approach to ensure they would stand out and inspire their customers to act quickly. The Video Marketing Performer: Act-On Talk about business impact!  “The results have been amazing.

Video Marketing 139

Video Marketing Generation B2B Thought Leadership Marketing Management 139

DiscoverOrg

MARCH 25, 2016

It’s the exact same bargain in sales. So when they agree to show up for your demo, or stay on the phone longer when you call, a duty is owed to hold their interest, to engage their emotions, to make it worth it. And isn’t it just her luck that Excel is acting up at that very moment? People are busy.

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 120

Zoominfo

AUGUST 3, 2022

Take a quick ride with us as we give you the inside scoop on how data analytics and market intelligence, coupled with sound business management and strategy, can take your global sales strategy to the next level. We recommend approaching your international sales strategy like an investment. What about location?

Enterprise Management 130

Enterprise Management Work Management Marketing Management Webinar Metrics 130

SmartBug Media

MAY 13, 2022

Using intent data to prioritize accounts leads to higher conversion rates, better alignment with sales, and shorter sales cycles. If another group of accounts has strong intent to purchase, you can target them with solution-focused content and direct response offers, such as "get a demo" or "start your free trial.".

Intent Data 98

Intent Data Work Management Intent Marketing Management 98

Hubspot

MARCH 19, 2022

What is a goal driven sales environment? A goal driven sales environment is an environment in which all aspects of your sales process are optimized and focused on helping your team hit its goals. Once your organization is clear on what your goals are, it will be much easier to lead an effective sales team.

Effectiveness 85

Effectiveness Cold Calling Lead Ranking Work Management 85

Vidyard

JUNE 15, 2020

Once your sales organization is sold on the idea of using video , it’s up to you to get everyone using—and succeeding with—it. Create a detailed sales rollout plan, launch it, measure it, and incorporate feedback. Create Your Sales Rollout Plan for Video 1.1 Identify One or Two Initial Use Cases for Sales Videos 1.3

Planning 91

Planning Video Marketing Effectiveness Case Studies 91

Mereo

OCTOBER 21, 2021

A subscription business health score acts as a prediction tool for the likelihood of future customer actions — such as the likelihood of subscription renewal versus churn. Interactions: Is your customer engaged in a current sales process, or have they reached out to customer support recently? Understanding Customer Health Scores.

Work Management 74

Work Management Marketing Management Business Cross-Selling 74

Madison Logic

NOVEMBER 30, 2023

It’s about building positive brand awareness and strong relationships throughout the entire customer lifecycle. We face a changing B2B buying landscape with longer sales cycles and larger buying committees made up of increasingly independent decision-makers. B2B marketing is not just about selling a product or service.

Demand 52

Demand Branding Brand Identity Work Management 52

Zoominfo

JUNE 6, 2019

B2B sales prospecting is the act of looking for potential buyers, customers, or clients to convert into new business. The ultimate goal is to nurture your prospects through the sales funnel until they eventually make a purchase. In fact, research shows 50% of sale’s time is wasted on unproductive prospecting ( source ).

B2B Sales 100

B2B Sales Top of Funnel Cold Calling Buyer Personas 100

Engagio

JANUARY 12, 2021

ABM takes time to show results , meaning we need metrics that show real progress within big, complex deals throughout the sales cycle. Think about what matters to Sales. But while revenue is the holy grail, ABM also requires leading indicators to show progress during long sales cycles. Ratios are easy to act on.

Account Based Marketing 112

Account Based Marketing ABM Lead Ranking Top of Funnel 112

Conversica

FEBRUARY 12, 2021

The 4Ps are: Promptness: How quickly does your Sales team follow up with a lead or inquiry? Persistence: How many follow up attempts does your Sales team make before moving on? If a contact fills out a lead form or requests a demo, should Sales teams be following up within hours or minutes? People are busy. Performance.

Effectiveness 52

Effectiveness CAN-SPAM Sales Cycle Sales Qualified Leads 52

Martech

DECEMBER 6, 2021

The simple act of preparing and prioritizing workloads can help ensure your team is aligned and has a clear idea of what objectives need to be hit. If your team isn’t tracking how leads move through the sales cycle, start with a chart (as seen below), then continue delving into documentation with specifics. C – Cohesive.

Resources 105

Resources Lead Scoring Lead Ranking Advertising Agencies 105

xiQ

OCTOBER 18, 2019

Successful B2B Sales reps have also evolved into highly informed and educated domain experts who act like business partners, not sellers. Account-Based Sales and Marketing (ABM). Account-based sales and marketing promises to deliver a 75% higher return on investment than other marketing approaches.

Account Based Marketing 76

Account Based Marketing ABM Top of Funnel Marketing Automation Services 76

Varicent

AUGUST 11, 2020

Next task: the next thing you are going to do Next step: the next thing you and the buyer are going to do A next step is often discussed at the end of the previous call or meeting between the sales rep and the prospect. For instance, on a demo call, you could discuss the next step being a second demo with their team for the following week.

Work Management 52

Work Management Sales Cycle Pricing Price 52

Engagio

JANUARY 14, 2021

In our ABM Master Class Sales Secrets for Pipeline Hyper-Growth , we shared some of our best-kept secrets on how to prioritize prospects to smash revenue growth. Success in Sales can only be achieved by first understanding the challenges we face in our industry. So what’s the new reality of Sales? And we’re in good company.

Ideal Customer Profiles 118

Ideal Customer Profiles Lead Ranking DemandBase Sales Qualified Leads 118

xiQ

OCTOBER 18, 2019

Successful B2B Sales reps have also evolved into highly informed and educated domain experts who act like business partners, not sellers. Account-Based Sales and Marketing (ABM). Account-based sales and marketing promises to deliver a 75% higher return on investment than other marketing approaches.

Account Based Marketing 62

Account Based Marketing ABM Top of Funnel Marketing Automation Services 62

Vidyard

JUNE 15, 2020

Once your sales organization is sold on the idea of using video , it’s up to you to get everyone using—and succeeding with—it. Create a detailed sales rollout plan, launch it, measure it, and incorporate feedback. Create Your Sales Rollout Plan for Video 1.1 Identify One or Two Initial Use Cases for Sales Videos 1.3

Planning 65

Planning Video Marketing Effectiveness Case Studies 65