Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Your digital-savvy B2B prospect is researching the product they think they need. That’s where your streamlined, four-stage sales funnel comes in.

Top of Funnel 130

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 130

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. Let’s explore this conundrum with nine tips from our top sales closers. To make customers feel good about the sale, communicate these three pieces of value, in this order: additional support additional product and services price discount.

B2B Sales 191

B2B Sales Zoominfo B2B Work Management 191

B2B Digital Marketer

MARCH 16, 2023

Unleashing Corporate Caffeine to Supercharge Your Business Growth In a world where B2B competition is fiercer than ever, businesses need to find innovative ways to stay ahead. One crucial factor to achieving success is aligning your sales and marketing teams. ” “It’s not about you.”

B2B Sales 52

B2B Sales B2B Marketing Advertising Agencies Planning 52

Only B2B

FEBRUARY 6, 2024

The global B2B intent data market is expected to reach a value of USD 2.16 billion by 2027, growing at a CAGR of 22.7% – [ Forbes report ] At this point, where the marketing landscape is full of noise, the most successful B2B businesses are already reaping the benefits of intent data — to maximize revenue.

Intent Data 62

Intent Data Intent B2B Sales ROI 62

Sword and the Script | B2B

MAY 17, 2022

Deals in B2B are increasingly complicated and more likely to be scrutinized by top executives and the finance department. Buyers now exercise more due diligence than ever before, conducting more research and engaging in more conversations with vendors and third parties,” according to Forrester. Sales complexity continues to grow.

Sales Cycle 74

Sales Cycle B2B Sales Studies Marketing Management 74

Martech

AUGUST 22, 2023

B2B buying has changed dramatically in the last decade, and marketers need to change with it. Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace.

Case Studies 77

Case Studies Case Study Studies Buy 77

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Your marketing and sales teams need both. All of these signals show optimal conditions for a sale.

Lead Ranking 309

Lead Ranking Buy Work Management Marketing Management 309

Martech

NOVEMBER 6, 2023

In the crowded B2B space, reaching your target audience is challenging. Product alone is not enough to engage and retain B2B buyers. But surprisingly, B2B businesses often overlook the importance of a great customer experience for their buyers, which is typically a top priority for B2C. Who are B2B customers?

B2B 134

B2B Customer Satisfaction Lead Scoring Lead Ranking 134

Marketing Insider Group

JANUARY 30, 2024

There’s something interesting you should know about B2B companies and their content strategies. They’re focusing on what each part of their business needs, tailoring their content to these specific areas. Image Source: Smarketers If you don’t have an ideal customer profile documented for your target buyers, do this immediately.

Ideal Customer Profiles 225

Ideal Customer Profiles Marketing & Strategy Work Management Marketing Management 225

Tony Zambito

DECEMBER 14, 2020

B2B marketers and sellers will need to recognize that both sides of the demand coin are affected. In B2B decision-making, confidence has always been a key behavioral element. In B2B decision-making, confidence has always been a key behavioral element. .” – Vice President, Global Logistics Operations.

Ad Building 271

Ad Building Urgency Marketing Case Studies B2B Sales 271

Sana Commerce

AUGUST 24, 2023

For B2B businesses that sell online, e-commerce returns management is a crucial component of the customer experience. A poor returns process can tarnish your business’s reputation and erode trust with valuable clients, not to mention lead to profit losses, inventory mismanagement, and increased operational costs. The result?

Optimization 98

Optimization Customer Satisfaction B2B Terms and Conditions 98

Sana Commerce

MAY 26, 2024

Looking for more insights to grow your B2B e-commerce business? Whether you’re starting out or looking to scale, here’s a practical guide to navigating the B2B e-commerce landscape and achieving sustainable growth. E-commerce for the B2B buyer Today’s B2B buyers need more than loyalty to motivate them to shop online.

B2B 52

B2B Business Marketing Management Sales Cycle 52

Launch Marketing

JUNE 7, 2023

As a downturn has made its way into our economy and is top of mind for all, moving forward with a B2B product launch might not be at the top of the list for many companies. This blog will put your mind at ease and give you the answers to best approach your B2B product launch in an economic downturn.

Product 117

Product B2B Paid Search Agency Buyer Personas 117

ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

Heinz Marketing

AUGUST 17, 2022

Sales outreach has become almost exclusively digitalized, as new software and process automation make lead generation efforts so much simpler. This shift in outreach and lead generation has also changed our traditional idea of the Buyer’s Journey dramatically – for better or for worse. The Process.

Lead Generation 120

Lead Generation Generation Leads Lead 120

PathFactory

MARCH 21, 2024

Webinar Recap: Your B2B Buyers Make Their Purchase Decision While Anonymous It’s true: more buyers to your website are going to be anonymous—and that’s OK! Here are five things you can do to find real opportunities in the trove of data your anonymous buyers provide. 5) Facilitating buyer decisions People resist friction.

Purchase 52

Purchase Webinar Metrics Top of Funnel B2B 52

Top Rank Marketing

SEPTEMBER 4, 2023

Complacency has never been an option in B2B marketing. Getting ahead in B2B marketing has always been about innovating faster at scale than everyone else. 2023 has created something of a perfect storm for B2B marketing. As the economy continues to slow, B2B marketers aren’t the only ones who are feeling the sting.

Enterprise Management 85

Enterprise Management Work Management Marketing Management B2B Marketing 85

ANNUITAS

MARCH 19, 2020

Business leaders and marketing and sales teams are struggling now, more than ever, to not only drive new demand, but to replace the loss of existing demand in the marketplace. And for many B2B companies, they are struggling to do so without live interactions, especially events. Let buyers tell ‘you’ when they are ready to buy.

Top of Funnel 232

Top of Funnel Planning Demand Elasticity 232

Zoominfo

FEBRUARY 1, 2021

Consider this: 12% of smaller organizations agree that creating compelling content for digital experiences is the most exciting experience for their organization (15% for overall B2B organizations). The leads’ information goes into your CRM then your sales team begins their sales process. Are they sticking around?”.

Small Business Marketing 145

Small Business Marketing Work Management Marketing Management Ideal Customer Profiles 145

Engagio

AUGUST 23, 2021

And as we’ll see, for B2B companies, that means creating your brand on a foundation of trust. B2B buyers are still people. In fact, whether the buyer realizes it or not, the decision is often made long before the buying process is completed. This is why the Challenger Sale approach is so effective.).

Demand Generation 149

Demand Generation Demand Generation B2B Thought Leadership 149

Martech

MAY 19, 2022

” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). In B2B , GTM strategies have been a part of company planning forever. So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda?

Marketing Analytics Tools 115

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 115

NetLine

NOVEMBER 9, 2023

In a previous post, we covered how to get the sales handoff right and why first-party and validated buyer data is essential in this process. It’s important to realize that although intent data has played a major role in discovering and nurturing leads before being handed over to sales, its job isn’t finished at that handover.

Intent Data 52

Intent Data Intent Top of Funnel Outreach 52

BOP Design

SEPTEMBER 22, 2022

As such, in this blog, we are taking a high-level view of what B2B marketers should consider when crafting a lead generation strategy. We know the genesis is always, “We need more leads!” Because understanding your target buyers’ needs, challenges, and issues is crucial to creating a connection with them. Get Started.

Lead Generation 80

Lead Generation Lead Scoring Lead Ranking B2B Marketing 80

Content Standard

NOVEMBER 16, 2023

Buyers are fed-up with irrelevant, unhelpful B2B content. As business buyers have become more self-reliant, their needs and expectations have evolved and, sadly, we’re not doing enough to keep up. The result is generic, uninspiring marketing that fails to resonate with buyers. What can we do to change that?

Marketing & Strategy 89

Marketing & Strategy Buyer Personas B2B Emarketing 89

Sana Commerce

FEBRUARY 21, 2023

Many B2B companies worry that turning to online sales will hurt their long-standing customer relationships. Personalized marketing in B2B e-commerce is a great way to maintain these business relationships by treating your buyers as individuals online — just as you would offline. Why do users respond to personalization?

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

Heinz Marketing

NOVEMBER 4, 2020

Our own Josh Baez , Client Engagement Manager, recently joined Jim Obermayer, outgoing president of The Funnel Media Group for a great conversation on SLMA Radio entitled: Is Sales Engagement the Most Important Platform in your Marketing Stack? Lack of sales lead follow-up is a plague on B2B Companies. Listen in and enjoy!

Top of Funnel 132

Top of Funnel Marketing Automation Services Planning Sales Qualified Leads 132

Webbiquity

MAY 30, 2019

That’s why it’s imperative to gather and analyze data to understand buyer needs and wants, and personalize messages. Update your personalization process regularly. Personalized marketing is a process of continuous development and evaluation. An even more important step in your process is analyzing the results.

Personalization 248

Personalization Planning Paid Search Agency Marketing Automation Services 248

B2B Marketing Directions

JULY 23, 2023

The best way to determine the effectiveness of a proposed value proposition is to test it with real potential customers, but that approach isn't always practical for many B2B companies. This article describes a framework that B2B marketers can use internally to judge the strength of their value propositions.

Marketing Proposals 52

Marketing Proposals Template Sales Cycle B2B Sales 52

Pam Didner

JANUARY 12, 2022

I was glancing at Harvard Business Review during the holidays, and this article, Sensemaking for Sales (Jan-Feb edition, Page 122-129 by Brent Adamson), caught my attention given that I am always looking for ways to understand sales better from a marketing perspective. They do so by emphasizing simplicity over comprehensiveness.”.

Work Management 82

Work Management Marketing Management Curation Best Practices 82

6sense

JANUARY 14, 2016

The best B2B marketing teams all have­ one thing in common: they treat the sales team as one of their clients. This view makes marketing qualified leads not a metric for measuring campaigns, but a product delivered to sales development reps and executives. Find in-market buyers and connect them with sales.

Top of Funnel 48

Top of Funnel B2B Sales B2B Marketing Lead Ranking 48

ClearVoice

NOVEMBER 25, 2022

And for B2B marketers and large enterprises, the cost of lagging behind the content marketing trend curve is too massive to ignore. This enables data-driven decisions in creating landing pages, registration processes, and website copy. Self-guided B2B buying journeys. B2B content marketing trends. Let’s get started.

Top of Funnel 115

Top of Funnel Marketing AI Trends Enterprise Management 115

LeanData

MARCH 14, 2023

A common refrain is being heard from revenue teams across the B2B space — Where have all the inbound leads gone? Lately, however, the inbound sales pipeline has shrunk for a great many sales and marketing organizations. There’s a New B2B Buyer Over 50 percent of the U.S. It’s becoming a topic of great importance.

Lead Ranking 52

Lead Ranking Marketing Management Peer-to-peer Marketing Analytics Tools 52

Content4Demand

AUGUST 24, 2022

Digital marketing content continues to win viewers, and buyer enablement content offers a shortcut to helping those viewers make better—and faster—buying decisions. Gartner says that 80% of B2B sales interactions between buyers and suppliers will be in digital channels by 2025. Good, old-fashioned “thank yous” still work.

Gartner 87

Gartner Advertising Agencies Paid Search Agency B2B Sales 87

Avitage

AUGUST 10, 2017

As B2B selling organizations attempt to transition from a product to solution or value sale, they must deal with the new realities of selling in a digital era characterized by self-educating teams of buyers. Two of the most under-served B2B functions when it comes to content are direct and channel sales organizations.

Content 120

Content B2B Sales Acquisitions Vendors 120

Hinge Marketing

APRIL 29, 2016

As part of our study of professional services buyers , we asked private sector and government buyers to offer insights into their purchase decision process. This also explains buyers’ preference for firms that have relevant industry or service experience. What Buyers Avoid. Three Things Buyers Look For.

Process 48

Process Peer-to-peer Marketing Proposals Marketing Prospects 48

Madison Logic

FEBRUARY 14, 2024

The desire for personalization among B2B buyers is growing louder. According to Gartner, 86% of B2B customers expect companies to be well-informed about their personal information during interactions. Moreover, the intricate nature of B2B buying decisions necessitates personalization.

Personalization 52

Personalization B2B Top of Funnel Multi-Channel 52

FunnelEnvy

DECEMBER 26, 2022

In today’s B2B tech and software world, many buyers are from the millennial age range – born between the mid-1980s and early 1990s. Studies have shown that this group has a distinct preference for a few specific styles of sales and marketing. According to research, many buyers want to do business precisely this way.

Top of Funnel 76

Top of Funnel Marketing Automation Services Optimization Generation 76