Marketing Insider Group

JULY 22, 2015

Yes, helping to frame the business opportunity and presenting features and benefits are essential. The best social selling teams and representatives are journalists and curators; delivering the right content to the right customer on the right channel at the right time of the sales cycle. Create Your Own Content.

Curation 100

Curation Sales Cycle RFP Content 100

Heinz Marketing

AUGUST 20, 2021

When we begin a strategic engagement with clients, we look at the five pillars of what we call the predictable pipeline : Target Market, Sales Cycle, Messaging, Tech Stack, and Metrics. According to a blog post from ZoomInfo , “dirty data are faulty bits of information that can present problems in business databases.”

Ideal Customer Profiles 122

Ideal Customer Profiles Marketing Automation Services Zoominfo Work Management 122

Vidyard

JANUARY 8, 2021

Modules within the course include: balancing synchronous and asynchronous communication to deliver a better customer experience, how to deliver engaging and impactful virtual demos and presentations, and advanced time management strategies for remote sellers, to name a few. Vidyard: Video for Remote Sales Training and SKO Kit.

Training 141

Training Top of Funnel Resources Work Management 141

Sales Engine

AUGUST 24, 2015

They went to trade shows and gave away trinkets in exchange for business cards. Sales people wanted “air cover” - just a foot in the door so they could give their presentation. Then they would invite those vendors in and the sales cycles would begin. Now it’s not that way.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

6sense

NOVEMBER 22, 2021

In fact, Forrester Research did a study recently that showed that on average, post-pandemic, buyers are having 27 interactions each. Each division may task its own buyer or buying team to conduct its own research to find solutions that effectively solves its own business problems. . That leads to big problems.

Account Based Marketing 62

Account Based Marketing Tips ABM Intent Signal 62

The ROI Guy

AUGUST 15, 2010

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. April 2009).

Forrester 40

Forrester Lead Ranking Cross-Selling Sales Cycle 40

Cintell

MARCH 10, 2016

You’re about to present to your board/boss/someone about the budget you need for next year, and a big part of that is persona development, maintenance, or persona management technology. This is business. Using Personas increases email open rate 2-5 times (Forrester). We’ve all been there. We need ROI. We need PROOF!

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

PureB2B

MAY 30, 2022

In this guide, we're going to give you a complete understanding of the fundamentals of account-based marketing and help you understand how to successfully use it for your own business. But ABM has a number of other benefits that will help any business. If a business is going to invest in marketing, it will want to see a return.

Account Based Marketing 62

Account Based Marketing ABM Planning Paid Search Agency 62

Mereo

OCTOBER 8, 2020

Despite the challenges COVID-19 has pressed on events, Mitchell and the rest of the Mereo team have responded with the RICH virtual content framework to ensure that all presentations remain focused, valuable and professional despite their delivery. This year’s speaking events have been a drastic departure from the approach in the past.

Forrester 41

Forrester Conference Sales Cycle CMO 41

Vidyard

JANUARY 8, 2021

Modules within the course include: balancing synchronous and asynchronous communication to deliver a better customer experience, how to deliver engaging and impactful virtual demos and presentations, and advanced time management strategies for remote sellers, to name a few. Vary the format each day to keep your team engaged.

Training 74

Training Top of Funnel Resources Work Management 74

Vidyard

JANUARY 8, 2021

Modules within the course include: balancing synchronous and asynchronous communication to deliver a better customer experience, how to deliver engaging and impactful virtual demos and presentations, and advanced time management strategies for remote sellers, to name a few. Vary the format each day to keep your team engaged.

Training 65

Training Top of Funnel Resources Work Management 65

Albacross

NOVEMBER 4, 2021

Businesses with advanced data-driven strategies are 3 times more likely to achieve double-digit growth than organizations that are not. Source: Forrester , 2021). Source: Forrester , 2021). Intent Data for Sales. The average length of a sale cycle is 84 days. But it can extend to 170 days (around 5.5.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

markempa

FEBRUARY 18, 2013

However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. The role of marketing automation.

Sales Management 120

Sales Management Work Management Marketing Management Marketing Automation Services 120

Metadata

SEPTEMBER 21, 2018

B2B companies have found that their videos, while viewed by fewer people, are just as important in their sales cycle. Research from Google shows that 72 percent of business buyers use video in their product consideration decisions, watching up to 30 minutes of video before making a purchase.

B2B Marketing 65

B2B Marketing Video Marketing B2B Viral Marketing 65

Terminus

MAY 8, 2020

This spans across all marketing, customer success, and sales teams, as you look to better integrate and align all revenue-related areas. Not only for bringing in net new business, but also keeping customers happy and spending more for additional products or services. All music to the CRO’s ears. What do we mean by that?

Account Based Marketing 29

Account Based Marketing ABM ROI Ideal Customer Profiles 29

Ambal's Amusings

AUGUST 27, 2010

Content addressed to a Business Decision Maker. We asked B2B Marketing Experts the following question - "How should content that is addressed to a Technical Decision Maker be different from content that is addressed to a Business Decision Maker? Content addressed to a Technical Decision Maker 2. Ardath Albee.

Work Management 100

Work Management Marketing Management B2B Business 100

The ROI Guy

SEPTEMBER 21, 2010

With so much to work on, its easy for marketers to forget a very important audience, sales professionals, and where marketing meets sales, sales enablement. The good news is that sales enablement programs have become more formalized, and investments in sales support have never been higher.

Forrester 40

Forrester Paid Search Agency Budget Programs Business 40

Marketing Insider Group

OCTOBER 13, 2015

B2B companies have long sales cycles, somewhere in the range of six months to two years. It’s tough to track who’s done what and when between marketing and sales for that long of time, much less understand what impact it had on contributing to revenue. Change is what business is all about today, not just marketing.

B2B Thought Leadership 100

B2B Thought Leadership CMO Stats B2B Sales 100

The ROI Guy

FEBRUARY 14, 2011

To be successful, sales teams have to engage multiple stakeholders including executives, finance, business leaders, purchasing, operations and technologists, with a compelling value message personalized to each stakeholder. And this trend is expected to continue even as the recovery takes hold.

Allocation 40

Allocation Research Practices Forrester 40

Metadata

SEPTEMBER 21, 2018

B2B companies have found that their videos, while viewed by fewer people, are just as important in their sales cycle. Research from Google shows that 72 percent of business buyers use video in their product consideration decisions, watching up to 30 minutes of video before making a purchase.

Video Marketing 40

Video Marketing B2B Marketing B2B Viral Marketing 40

The ROI Guy

NOVEMBER 10, 2014

2) Although new technologies like Mobile, Big Data, Security, Social collaboration, the Internet of Things and the Cloud are hot topics, and they promise to fuel the next big IT investment wave, they are still in the hype cycle, and are not significant enough to affect the annual growth figures - yet.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

SnapApp

AUGUST 24, 2016

What you might not know is that an ROI calculator can actually boost your sales in three ways. Current statistics make that pretty clear: Forrester ’s survey participants revealed that they do more than half of their research online before making an offline purchase. Sales today is a long game. You can check that out right here.

ROI 48

ROI Marketing Budget Sales Cycle B2B Sales 48

The ROI Guy

APRIL 14, 2015

- Most technology spending decisions are now driven and controlled by business groups vs. formal IT. In fact, According to IDC, 48% of IT spending is controlled or influenced by the business. With the businesses and individuals making more purchase recommendations, the language of technology selling has changed.

Gartner 40

Gartner Forecasting Planning Marketing Proposals 40

PureB2B

APRIL 21, 2017

Individual users and businesses are becoming increasingly dependent on the internet as a research portal. If you’re familiar with the B2B buyer’s journey , then your business may benefit further from understanding the age-old but somehow underutilized concept of buyer intent. Buyer intent comes down to knowing what makes a great lead.

Buyer Intent 87

Buyer Intent Intent Work Management Marketing Management 87

The ROI Guy

SEPTEMBER 22, 2014

A whopping 76 % of the deals don’t go to the company that wins the competitive bake-off, where features make a difference, rather the win goes to the solution provider who engages early to help the buyer establish the buying agenda (Forrester). The key is to not present your solution and features too early.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

The ROI Guy

JANUARY 16, 2014

Risk averse – afraid of making a wrong decision, and instead choosing to remain with business as usual / status quo, c. Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do you deliver the business cases that CFOs demand?

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

PureB2B

APRIL 21, 2017

Individual users and businesses are becoming increasingly dependent on the internet as a research portal. If you’re familiar with the B2B buyer’s journey , then your business may benefit further from understanding the age-old but somehow underutilized concept of buyer intent. Buyer intent comes down to knowing what makes a great lead.

Buyer Intent 62

Buyer Intent Intent Work Management Marketing Management 62

The ROI Guy

MARCH 1, 2016

- Most technology spending decisions are now driven and controlled by business groups vs. formal IT. In fact, According to IDC, 48% of IT spending is controlled or influenced by the business. And Gartner is predicting that by 2020, as much as 90% of IT spending could be driven by the business.

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

MARCH 20, 2013

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago. ROI and financial justification has traditionally been used in later phases, to create the business case for economic-buyer / CFO approval.

ROI 40

ROI Process Peer-to-peer Best Practices 40

The ROI Guy

MAY 9, 2012

The iPad is perceived as a great new business tool, to empower sales to deliver more provocative interactive presentations, and to enable B2B marketing to provide engaging content to ever more mobile buyers. The traditional pitch and marketing vehicles just don't work as well as they used to.

Lead Scoring 40

Lead Scoring Lead Ranking Paper Comparison 40

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Sales teams are being engaged later and later in the sales cycle.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

JUNE 24, 2014

According to SiriusDecisions, the number one reason sales teams fail to meet quota is their lack of effectively articulating value to prospects. Combining Alinean''s value actualization offerings with Qvidian''s playbook capabilities can provide sales organizations an effective sales enablement solution to help address that top challenge.”

B2B Sales 40

B2B Sales Lead Scoring Lead Ranking Marketing Proposals 40

The ROI Guy

JULY 15, 2015

Most technology spending decisions are now driven and controlled by business groups vs. formal IT. In fact, According to IDC, 48% of IT spending is controlled or influenced by the business. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on outcomes and customer value.

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. The full webinar session is available on-demand at: https://alinean.webex.com/alinean/lsr.php?AT=pb&SP=EC&rID=44097752&rKey=ca6aa9fbfc4ad092

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

JANUARY 10, 2011

IT Spending on the Rise, But Executives Remain Economic-Focused A recent IT spending survey from Forrester confirms that 2010 remained a tough year for IT. As could be expected, Forrester indicates that the majority of 2010 IT spending went to support existing operations – essentially “keeping the lights on&#.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 40

The ROI Guy

APRIL 8, 2014

Risk averse – afraid of making a wrong decision, and instead choosing to remain with business as usual / status quo, c. Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do you deliver the business cases that CFOs demand?

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JANUARY 8, 2013

Gartner highlights that “business uncertainty is nearing resolution”, and that this is one of the key reasons for increasing their spending outlook. With the continued consumerization of IT, according to Gartner, by the end of this decade almost 90% of tech purchase decisions will be controlled not by IT, but by business groups.

Gartner 40

Gartner Spending Marketing Proposals Terms and Conditions 40