Zoominfo

MAY 22, 2024

McGriff is a business development manager at Apricorn , a manufacturer of hardware-encrypted external data storage. Like countless companies, Apricorn uses email as a cornerstone of its sales playbook. But there’s a tradeoff: Every hour spent on email takes time away from conversations with qualified prospects or satisfied customers.

Zoominfo 130

Zoominfo Marketing Analytics Tools Outreach Ideal Customer Profiles 130

Webbiquity

APRIL 18, 2024

Business process automation is, hands down, one of the best technological innovations to come along in decades. Image credit: Mikael Blomkvist on Pexels This also applies, of course, to B2B marketing. Image credit: Mikael Blomkvist on Pexels This also applies, of course, to B2B marketing. What is B2B Marketing Automation?

Marketing Automation Services 163

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 163

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Yet the people who actually might be interested in buying your product or service also play a big role in your target market. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales.

Ideal Customer Profiles 162

Ideal Customer Profiles Profiling Enterprise Management Work Management 162

Webbiquity

NOVEMBER 18, 2021

Today’s B2B buyers are time-strapped and overwhelmed with information, making sales harder than ever. Being able to communicate with the correct context and timing is essential as a sales representative. Triggers provide an excellent view into how a company is changing, allowing your sales team to see future possibilities.

Ideal Customer Profiles 254

Ideal Customer Profiles B2B Sales Marketing Automation Services Work Management 254

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.

Ideal Customer Profiles 130

Ideal Customer Profiles Lead Ranking Lead Generation Sales Management 130

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. Let’s start with that dream customer. Your digital-savvy B2B prospect is researching the product they think they need. What Is a B2B Sales Funnel?

Top of Funnel 130

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 130

SalesIntel

DECEMBER 31, 2021

However, as with so many things, there is an exception to the rule, and there is one way it can pay off to be idealistic: the development of an ICP profile. . The identifying and building of this imaginary reciprocal profile is crucial to optimizing marketing campaigns and promotional strategies. Is an ICP really worth it?

Ideal Customer Profiles 59

Ideal Customer Profiles Profiling Enterprise Management Ad Building 59

Kabbage

NOVEMBER 2, 2016

Think about finding customers like making friends at a party. In marketing terms, you would say these people fit your Ideal Customer Profile (ICP). Knowing which customers to approach, and the attributes that make them unique is key to effective marketing and sales. What is an Ideal Customer Profile?

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Ad Building Allocation 100

Heinz Marketing

MAY 20, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Do you ever feel like your sales, marketing, and customer success teams work from different playbooks? Imagine how your customer feels if they encounter inconsistent messaging, a clunky onboarding process, or a lack of post-purchase support.

Ideal Customer Profiles 123

Ideal Customer Profiles Lead Ranking Cross-Selling Top of Funnel 123

Inbox Insight

FEBRUARY 19, 2024

Effective lead generation comes down to both B2B lead quality and quantity. But with mounting pressure to demonstrate impact through hitting MQL targets, it’s easy for B2B marketers to overlook quality and become fixated on the latter. Reading time: 4 minutes Why is Lead Quality the key area of focus for Demand Generation?

Lead Ranking 108

Lead Ranking Top of Funnel Ideal Customer Profiles Marketing Qualified Leads 108

markempa

JULY 6, 2017

In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. Source: Forrester US and Europe B2B Marketing Tactics and Benchmarks Online Survey. Where lead management often falls short.

Sales Management 326

Sales Management Lead Management Ideal Customer Profiles Lead Ranking 326

Martech

MAY 2, 2024

Understanding and engaging the buying group is critical for B2B success. However, with B2B buying journeys now occurring primarily online before sales’ involvement, marketers are turning to new data-driven technologies to pinpoint potential buying group members earlier in the process.

Ideal Customer Profiles 117

Ideal Customer Profiles Buy Marketing Automation Services Work Management 117

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

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. In fact, there are a host of obstacles that keep sales reps from being their most productive selves. Where Do Sales Reps Waste The Most Time? It’s simple math.

Product 264

Product Zoominfo Ideal Customer Profiles Work Management 264

Zoominfo

MARCH 4, 2021

The B2B selling process is slow but steady. On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Today we’re sharing tips and tricks to shorten the sales cycle, broken down by stage.

Sales Cycle 246

Sales Cycle Ideal Customer Profiles Tips Lead Scoring 246

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion?

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Yet the people who actually might be interested in buying your product or service also play a big role in your target market. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Enterprise Management Work Management 100

Albacross

DECEMBER 18, 2018

You’ll have to start with this crucial step: creating the ideal customer profile. They think that doing this increases their pool of potential customers…. But in actual fact, it’s actually a hindrance and a bad sales strategy. Instead, start by creating your ideal customer profile first.

Ideal Customer Profiles 74

Ideal Customer Profiles Profiling Lead Scoring Lead Ranking 74

Martech

JUNE 3, 2024

As companies prioritize “efficient growth,” vertical software has gained prominence due to its lower customer acquisition costs, higher expansion sales and stronger gross retention than its horizontal counterparts. In 2021-2022, software companies could easily raise vast amounts of money and win vast numbers of customers.

Verticals 119

Verticals Ideal Customer Profiles Marketing Management Paid Search Agency 119

Albacross

JANUARY 31, 2018

A good ICP (ideal customer profile) can mean the difference between an account-based marketing campaign that generates tonnes of new customers and one that flops. There’s no great complexity to putting together a great ICP. Putting your ICP in context. What’s the purpose of your ICP?

Ideal Customer Profiles 86

Ideal Customer Profiles Profiling Marketing Budget Account Based Marketing 86

Only B2B

MARCH 27, 2024

B2B marketers spend countless hours crafting campaigns, social media posts, and targeted ads, all in the name of capturing potential customers. Do all those website visitors and content downloads translate into sales conversations? Imagine your sales funnel as a pyramid.

Sales Qualified Leads 71

Sales Qualified Leads Lead Ranking Marketing Qualified Leads Ideal Customer Profiles 71

SalesIntel

MARCH 14, 2022

However, it’s now feasible to go beyond simple client segmentation. Whether you’re a B2C or B2B company, you can now acquire a massive quantity of customer data and turn that information into great content with the appropriate tools and strategies. What is an Ideal Client Profile?

Ideal Customer Profiles 52

Ideal Customer Profiles Profiling Lead Ranking Paid Search Agency 52

SalesIntel

MARCH 14, 2022

However, it’s now feasible to go beyond simple client segmentation. Whether you’re a B2C or B2B company, you can now acquire a massive quantity of customer data and turn that information into great content with the appropriate tools and strategies. What is an Ideal Client Profile?

Ideal Customer Profiles 52

Ideal Customer Profiles Profiling Lead Ranking Paid Search Agency 52

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. Let’s get into it! Check it out!

B2B Sales 233

B2B Sales Research Paid Search Agency Tools 233

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. Prospecting is an early and critical stage in the sales process.

Enterprise Management 264

Enterprise Management Ideal Customer Profiles Cold Calling Zoominfo 264

Martech

MAY 9, 2024

Understanding the “entry points” where your ideal customers first experience the acute pains your product or service can solve is critical for marketing success. They’re not actively considering your product or seeking to make a purchase; instead, they’re feeling the pain of their current situation.

Ideal Customer Profiles 81

Ideal Customer Profiles Marketing Management Trigger Marketing Terms and Conditions 81

Only B2B

MAY 15, 2024

Are you seeking to flood your B2B marketing and sales pipeline with plenty of leads? Of course, without filling the pipeline, pursuing potential sales becomes nearly impossible. Yet, the common pitfall is that companies often prioritize the end result – sales – without focusing on what happens after generating leads.

Top of Funnel 71

Top of Funnel Optimization Sales Qualified Leads Ideal Customer Profiles 71

Inbox Insight

APRIL 19, 2021

of senior B2B marketers currently identify and prioritize market opportunities through analyzing their customer database and matching it to their ideal customer profiles (ICP). Our aim is to gauge the current state-of-play and identify new opportunities to evolve and improve B2B marketing tactics.

Ideal Customer Profiles 98

Ideal Customer Profiles Demand Generation Account Based Marketing ABM 98

Martech

MARCH 12, 2024

You’re likely familiar with the Pareto Principle, the old 80/20 rule and how it applies to marketing — 80% of your profit comes from 20% of your customers. You also know who those “best” customers are. The metric that illuminates your best customers is customer lifetime value. Your TAM has a subset of your ICP.

Ideal Customer Profiles 93

Ideal Customer Profiles Account Based Marketing ABM SME 93

Zoominfo

MAY 25, 2022

And while it’s not hard to find basic business data — company names, phone numbers, employee counts, revenue, maybe direct dial numbers and email addresses — today’s complicated sales cycles need more than just names and numbers. What is Sales Intelligence? What Do Sales Intelligence Tools Do?

Ideal Customer Profiles 130

Ideal Customer Profiles Budget Programs Enterprise Management Tools 130

Martech

DECEMBER 14, 2023

The B2B sales cycle is lengthy and complex. As each day passes, customer acquisition costs rise while the likelihood of winning the deal diminishes. Sales isn’t easy. But after 15 years in relationship-based sales and management, I can tell there’s a solution to close deals 25% to 30% faster.

Sales Cycle 81

Sales Cycle Ideal Customer Profiles B2B Sales Top of Funnel 81

Rev

JANUARY 11, 2023

When most B2B companies set out to find new customers and increase sales, they rely on an outdated ideal customer profile, use one-size-fits-all marketing tactics and hope for the best. But, before we can get to those tactics, we want to help you correct that first mistake. You’re not alone.

Ideal Customer Profiles 78

Ideal Customer Profiles Paid Content Cross-Selling Bundling 78

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Sales Management 208

Sales Management Top of Funnel Ideal Customer Profiles Cold Calling 208

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel.

Sales Management 240

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 240

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. Lead gen marketing is what businesses do to attract ideal customers. Your content marketing — think blog posts, email sequences, and whitepapers — nurtures the target lead, getting them interested in your product or service.

Lead Ranking 246

Lead Ranking Marketing Qualified Leads Ideal Customer Profiles Lead Generation 246

Oktopost

MARCH 4, 2024

SaaS is synonymous with innovative and ground-breaking products. In this highly competitive and saturated market, SaaS companies must continuously meet their KPIs, drive customers down the B2B funnel, and ensure they stand out from their competition. What is B2B SaaS Marketing? In B2B SaaS, this is more complex.

Ideal Customer Profiles 62

Ideal Customer Profiles Top of Funnel B2B Marketing Marketing & Strategy 62

Martech

SEPTEMBER 18, 2023

John Leonelli is head of sales, B2B Americas, at Babbel, a company that provides subscription-based language learning software and an e-learning platform. We spoke at HubSpot’s Inbound conference where he gave us a sales-side view of working with marketing, what tools are important to him, what he worries about and the impact of AI.

Marketing Automation Services 117

Marketing Automation Services Ideal Customer Profiles Top of Funnel Marketing Automation 117