ViewPoint

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. So, What’s a Sales Manager to Do?

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

Varicent

DECEMBER 7, 2021

You probably know this already, but sales forecasting is all about predicting how much revenue your team or business will likely bring in over the next quarter or the next year. Understanding Sales Forecasting. Sales forecasting really matters. It also shows how effective a sales team is.

Forecasting 98

Forecasting Analytics Work Management Marketing Management 98

NetLine

JUNE 22, 2023

The pain B2B demand gen marketing pros experience whenever sales fails to act on leads or dismiss them prematurely can be quite painful. Sales, conversely, pulls its collective hair out whenever marketing overpromises and underdelivers on quality buyer-level information.

Validation 97

Validation Sales Qualified Leads Marketing Automation Services High Quality Lead 97

B2B Marketing Directions

JULY 12, 2020

Within the past several days, however, research has been published that provides several important insights about how COVID-19 has affected marketing. And the findings about marketing spending are particularly interesting - and a little surprising. There was even a significant variance among B2B companies.

Budget Management 98

Budget Management Spending CMO Marketing Budget 98

accelerate agency

DECEMBER 11, 2022

The Software as a Service (SaaS) market is a vibrant and growing sector. For the SaaS companies themselves, they gain the advantage of sales cycles that provide regular recurring revenue streams. The sales process and the people involved in it are crucial to SaaS businesses.

Planning 52

Planning Top of Funnel Practices Enterprise Management 52

accelerate agency

DECEMBER 11, 2022

The Software as a Service (SaaS) market is a vibrant and growing sector. For the SaaS companies themselves, they gain the advantage of sales cycles that provide regular recurring revenue streams. The sales process and the people involved in it are crucial to SaaS businesses.

Planning 52

Planning Top of Funnel Practices Enterprise Management 52

accelerate agency

DECEMBER 11, 2022

The Software as a Service (SaaS) market is a vibrant and growing sector. For the SaaS companies themselves, they gain the advantage of sales cycles that provide regular recurring revenue streams. The sales process and the people involved in it are crucial to SaaS businesses. Sales teams. Conclusion.

Planning 52

Planning Top of Funnel Practices Enterprise Management 52

SmartBug Media

OCTOBER 21, 2020

Getting buy-in from the leadership team for your marketing spend can be a daunting task, especially when marketing has traditionally had a reputation of contributing little to the overall revenue goals of a business. Remember, you should adjust your metrics to the tactics and data you are pitching. Start with Why.

Budget Management 90

Budget Management Spending Sales Qualified Leads Planning 90

Webbiquity

MARCH 15, 2022

B2B marketers spend a great deal of time, effort, and money on top-of-funnel activities to drive website traffic. Converting those visitors into potential customers and putting them on the path to a sale is essential in order to see a return on that investment. You Know the Steps of the B2B Purchasing Process.

Marketing & Strategy 257

Marketing & Strategy Top of Funnel B2B Landing Pages 257

MKT1

OCTOBER 27, 2022

Marketing gets a bad rap. Many founders, sales leaders, product leaders, and even marketers themselves think B2B marketing teams are just a service organization to sales—marketing only exists to generate leads this quarter. They also need to influence conversion throughout the funnel.

Sales Management 52

Sales Management Top of Funnel Lead Ranking Marketing Analytics Tools 52

Ignite

AUGUST 20, 2021

Want to accelerate your sales cycle and ensure long-term success for your business? Throughout the history of sales and marketing, brand awareness has been a critical focus for most marketers who understand that no sales and marketing campaign can be successful without driving awareness.

Allocation 62

Allocation Process Top of Funnel Sales Cycle 62

Ignite

AUGUST 20, 2021

Want to accelerate your sales cycle and ensure long-term success for your business? Throughout the history of sales and marketing, brand awareness has been a critical focus for most marketers who understand that no sales and marketing campaign can be successful without driving awareness.

Allocation 62

Allocation Process Top of Funnel Sales Cycle 62

The Point

FEBRUARY 28, 2023

In uncertain economic times, Market Development Funds (MDF) can be a precious resource for channel partners (resellers, distributors, ISVs) looking for budget to fund sales and marketing activity. By some measures, that may add up to $15 billion of unspent marketing budget every year in the US alone.

Demand Generation Agencies 147

Demand Generation Agencies Advertising Agencies CMS Development Work Management 147

Strategic-IC

APRIL 6, 2022

This is the challenge of Dark Social and the Dark Funnel [more on which is which later]. And with the rise and diversity of social media, that ‘darkness’ is a growing issue for attribution-hungry marketers looking for light. But, just because Dark Social and the Dark Funnel exist in the shadows, you simply cannot ignore it.

Top of Funnel 62

Top of Funnel Peer-to-peer Account Based Marketing Paid Search Agency 62

accelerate agency

APRIL 12, 2023

How is SaaS marketing different? Why do B2B companies need SaaS marketing? In one sense, SaaS marketing is similar to other kinds of traditional marketing—it’s about targeting potential customers across one or more channels with a view to growing your sales. Firstly, it’s intangible. That’s a lot of competition!

Marketing Budget 52

Marketing Budget Paid Content Work Management Paid Search Agency 52

Oktopost

APRIL 9, 2024

59% of marketers attribute revenue growth to marketing-generated leads , so demand-generation tactics remain a non-negotiable among marketing teams. Improved sales lead quality- Leads that come to you through your demand gen efforts will already be interested in your products and will be easier to qualify and convert.

Demand Generation Agencies 62

Demand Generation Agencies Demand Generation Demand B2B Marketing 62

LeanData

MAY 17, 2017

Hard-working sales reps need time away from the job. In a perfect world, vacation time gets spaced out evenly on a sales team. So imagine the drop-off when reps aren’t just distracted, but out of the office. So imagine the drop-off when reps aren’t just distracted, but out of the office. Things happen.

Enterprise Management 63

Enterprise Management Top of Funnel Work Management Marketing Management 63

The ABM Agency

APRIL 10, 2023

Conclusion The Fundamentals of Account-Based Marketing Discover the basics of account-based marketing (ABM) , a highly targeted approach to B2B sales and marketing that uses personalized communication to win new business from specific companies.

Account Based Marketing 97

Account Based Marketing Top of Funnel Enterprise Management Work Management 97

SalesIntel

NOVEMBER 17, 2022

4 Marketing Learnings From a Study. Breakdown of marketing spending between organic and paid channels was most commonly 75% organic – 25% paid, followed by 50% organic – 50% paid. The top 3 most effective marketing channels as reported by respondents were social media, organic search and content marketing.

Top of Funnel 98

Top of Funnel Marketing Budget Paid Content Paid Search Agency 98

Marketing Insider Group

NOVEMBER 9, 2020

That’s right, for just $8,000 per month, you can get a content marketing strategy , a year’s worth of content ideas , an SEO audit and keyword strategy , external link building, conversion funnel development, and paid promotion to reach all the new people you need to grow your business. How Do Marketers Spend Their Budgets?

Marketing Budget 281

Marketing Budget Paid Content Budget Programs Marketing Budget Creation 281

accelerate agency

OCTOBER 21, 2020

Software as a service (SaaS) is a business model which is becoming ever more popular. You need a SaaS marketing strategy that works. One which can help you with what is often the tough job of selling your service to prospective customers. What follows are 12 elements of a successful SaaS marketing strategy. Competition.

Paid Content 81

Paid Content Marketing Budget Work Management Paid Search Agency 81

Marketing Insider Group

AUGUST 10, 2020

When I recently interviewed Kathleen Schaub about the changes in marketing over her long tenure as both a CMO and the lead of IDC’s CMO Advisory Practice, she commented on what had changed most for marketing professionals. We have come a long way from the “one-size-fits-all” and “spray-and-pray” marketing tactics of the past.

Account Based Marketing 319

Account Based Marketing ABM Work Management Marketing Management 319

Tomorrow People

MARCH 8, 2018

Recent research has found that consumers now pay more attention to online reviews than to traditional word of mouth when choosing a product or service. The missing element is a clear content marketing strategy. Content without a content marketing strategy is like fishing with a spear instead of a net. Making the leap.

Marketing Budget 267

Marketing Budget Top of Funnel Lead Scoring Lead Ranking 267

ViewPoint

APRIL 14, 2017

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. The need for sales pressures the CMO to deliver leads fast.

Lead Generation 176

Lead Generation Sales Leads Sales Qualified Leads Generation 176

NetLine

DECEMBER 18, 2023

Intent data is a collection of behavioral data points that help identify prospects at the account- or buyer-level with a high propensity to convert based on their level of interest in a product or service. This data enables sales teams to focus marketing spend on prospects who are actively ready to buy.

Intent Data 64

Intent Data Intent Top of Funnel Ideal Customer Profiles 64

ANNUITAS

AUGUST 30, 2018

As we were going through a refresh of our targeted personas, we noticed an increase in engagement with leadership roles that have revenue responsibility (sales leaders, business unit leaders, and even CEOs). Why is marketing’s story so different than sales? Lack of Trust in the CMO.

CMO 197

CMO Demand Generation Agencies Demand Generation Top of Funnel 197

Heinz Marketing

JANUARY 24, 2024

By Cameron Katoozi , Marketing Consultant at Heinz Marketing Introduction Customer Relationship Management (CRM) tools have evolved significantly since their inception. Initially, it was about managing customer interactions and data, a practice crucial for businesses to understand and serve their clients efficiently.

CRM 109

CRM Marketing AI Marketing Management Customer Satisfaction 109

B2B Marketing Directions

MARCH 13, 2022

When asked about how what they learned during the pandemic will change event management strategies, 65% of the respondents said that all types of events will be better aligned to specific marketing outcomes. By this definition, 33% of the survey respondents were classified as ABM Leaders.

Account Based Marketing 52

Account Based Marketing ABM Spending Budget Management 52

LeanData

MAY 17, 2017

Hard-working sales reps need time away from the job. In a perfect world, vacation time gets spaced out evenly on a sales team. So imagine the drop-off when reps aren’t just distracted, but out of the office. So imagine the drop-off when reps aren’t just distracted, but out of the office. Things happen.

Enterprise Management 45

Enterprise Management Top of Funnel Work Management Marketing Management 45

Martech

MARCH 2, 2023

Marketers still struggle to answer foundational questions about the impact of marketing on the business, such as “How effective is my digital marketing at driving in-store sales?” or “How will a 10% change to upper-funnel media impact bookings?” Marketing mix modeling (MMM) can help answer them.

Marketing Mix 108

Marketing Mix Marketing Attribution Lead Ranking Planning 108

Lake One

OCTOBER 11, 2023

Introduction to AI in B2B Sales and Marketing The most seasoned B2B salespeople have spent years working out the kinks in their processes, finding ways to procure data when most needed, and halting delays before they start. Salespeople have always found the more information they have, the easier the sale is.

Case Studies 75

Case Studies Case Study B2B Sales Studies 75

Zoominfo

AUGUST 3, 2022

Unfortunately, that’s not really an actionable business tactic. All too often, marketing budgets are the first to be scaled back. But cutting back on marketing isn’t always what’s best for your business. Should You be Cutting Back on Marketing Spend? In fact, it could be catastrophic.

Marketing Budget Creation 130

Marketing Budget Creation Marketing Budget Planning Advertising Agencies 130

Marketing Insider Group

AUGUST 30, 2019

“Strategy without tactics is a daydream; tactics without strategy is a nightmare.” Influenced by Sun Tzu and coined by Sagefrog CEO and Co-founder Mark Schmukler, this quote implies that there’s a clear difference between marketing strategy and marketing tactics. Spend 10% of Revenue on Marketing.

Resource Management 100

Resource Management Work Management CMS Development Marketing Management 100

Stevens & Tate

APRIL 18, 2024

Lead Management : The use of automation software in lead management allows senior living communities to capture and store detailed information about each prospect, from initial inquiry through to move-in. This approach ensures that marketing for senior living reaches those most likely to be interested in such services.

Marketing Automation Services 52

Marketing Automation Services Communities Marketing Automation Automation 52

Hubspot

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

Urgency Marketing 84

Urgency Marketing Tips Work Management Marketing Management 84

Webbiquity

NOVEMBER 3, 2020

Running a business is expensive—especially a tech company that’s trying to provide the best services possible for clients. Despite growing demand for networking solutions, security software and IT services, these operations can still run into money problems, even when things are going well. Market Smarter.

Marketing Budget 241

Marketing Budget Marketing AI Work Management Budget Programs 241

Martech

OCTOBER 16, 2023

The Marketer Optimism Score, which measures marketer sentiment on a scale of 0 to 100, went from 58.3 By sector, B2C Services companies report the highest rate of optimism, with 72% reporting feeling more optimistic. It was followed by B2B product marketers at 67.1%, B2B services at 66% and B2C products at 64.5%.

Allocation 118

Allocation Marketing Budget Forecasting Lead Scoring 118