Zoominfo

OCTOBER 5, 2021

Believe it or not, this GTM motion is applicable either within or outside a customer base, especially within unengaged buying units in enterprise customers. Cross and Up-selling: Retaining current customers is great for your revenue stream. This grouping helps with targeting, approach, and overall selling strategy.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Zoominfo

OCTOBER 12, 2022

In a complex buying process, getting a full picture of these conversations, from pitch to purchase, is a key differentiator of sales success. And if you manage a distributed team that crosses international boundaries, you’re also juggling time zones and languages that make attending live calls difficult.

Work Management 130

Work Management Analysis Marketing Management Zoominfo 130

Martech

JANUARY 11, 2024

In the first article of this three-part series, we looked at the importance of data in making customers aware of our products and services and educating them on our key points of differentiation. Product data Understanding which products are most popular among your customers is essential for effective cross-selling and upselling strategies.

Purchase 84

Purchase Marketing AI Optimization Customer Satisfaction 84

Salesforce Marketing Cloud

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always. When this happens, don’t get defensive.

Work Management 95

Work Management Cross-Selling Marketing Management Marketing & Strategy 95

Salesforce Marketing Cloud

FEBRUARY 21, 2022

Snack food brand KIND Snacks is a top-selling nut bar on Amazon and its health-focused products are available nationwide – at supermarkets, specialty stores, and big-box retailers. And KIND has the benefit of a differentiated brand experience and a way to weather future disruptions. The next step?

Advertising Channels 98

Advertising Channels Cross-Selling Fulfillment B2B 98

Martech

JULY 24, 2023

But also look for ways to get more information from your subscribers that you can use in automations, copy in your welcome email, targeting and more to differentiate among your different groups of customers. If you’re selling things without a compelling story, maybe not. It’s the first email from you in their inboxes.

Budget Programs 86

Budget Programs Optimization Cross-Selling Opt-out 86

Outgrow

FEBRUARY 12, 2023

What differentiates one brand from another is its strategy and the way they promote itself. When you do that you not only retain their interest throughout the buying process but also encourage a faster checkout. Source An example of a company that is excellent at cross-selling is IKEA. One of them is right below.

Small Business Marketing 105

Small Business Marketing Promotion Cross-Selling Business 105

Marketing Insider Group

JULY 20, 2021

Consider this: A man is getting ready to buy a new car. It’s sort of like the word problems on your third-grade math test: Suzie is selling necklaces. If you’re selling a straightforward product — say, pencils — your value metric would be per pencil. Build a cross-functional team to contribute to the discussion.

Pricing 360

Pricing Price B2B Buyer Personas 360

Customer Experience Matrix

MAY 21, 2012

Conversen is somewhat similar to Entiera in offering sophisticated multi-step campaigns, although its main differentiator is multi-channel dynamic content that makes it relatively easy to deliver different messages to different segments across multiple channels. See my review from February 2010 for a more detailed explanation.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Advertising Agencies Marketing Automation 120

Contently

FEBRUARY 2, 2021

When it comes to content marketing, Tsuchida stresses that she’s not directly selling the product. “I’m still selling, but it’s not an ad.” Your narrative needs to be fair, objective, and engaging, and leave the reader with some lasting value that will inform their future buying decisions.”

Copywriting 214

Copywriting Paid Search Agency Advertising Agencies Content Marketing 214

Choozle

MARCH 5, 2024

Businesses must provide opt-out links that post either a “Do Not Sell or Share My Personal Information” and a “Limit the Use of My Sensitive Personal Information” link (if such information is used). The most critical use case for consent is with the collection and selling/sharing of children’s data under 16 years of age.

Privacy 79

Privacy Privacy Policies Advertising Agencies Paid Search Agency 79

SalesGrape

NOVEMBER 18, 2023

Therefore, it becomes essential for marketers to differentiate themselves from competitors by providing valuable insights and solutions tailored specifically to meet their needs. Another challenge lies in understanding the complex buying process within educational institutions.

Telemarketing 94

Telemarketing Education B2B Marketing B2B 94

SalesIntel

APRIL 15, 2024

Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. This often results in a more intricate and extended buying process. The average B2B buying cycle is considerably longer than that of B2C transactions. For example, highlight your most popular services or industries.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

SalesIntel

APRIL 15, 2024

Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. This often results in a more intricate and extended buying process. The average B2B buying cycle is considerably longer than that of B2C transactions. For example, highlight your most popular services or industries.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Sprout Social

JANUARY 3, 2023

The benefits of cross-team collaboration. This creates room for innovative strategies that can help differentiate your brand experience and align your messaging at every point of the customer journey. It also fosters interest and buy-in for your initiatives across the organization. Sprout Social has you covered.

Social Media 121

Social Media Work Management Marketing Management Media 121

DiscoverOrg

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Technographic intelligence promotes new sales, upselling, and cross-selling opportunities. Historically, salespeople spend just 33% of their day selling. Remember the Sony Betamax ? Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

Rev

AUGUST 23, 2023

Key advantages include customer satisfaction, reduced sales and marketing costs, faster user adoption, viral growth and network effects, data-enabled iteration, upsell and expansion opportunities, and differentiation from competitors in an already volatile market. PLG is about as close to a secret weapon as you can get.

Product 78

Product Marketing AI Customer Satisfaction Lead Ranking 78

Mereo

MARCH 1, 2023

Many B2B organizations already practice some form or another of value selling — because most organizations understand they need to be driving key outcomes for buyers to succeed for the long-haul. This value selling tool effectively activates teams to cross-sell solutions after an acquisition or merger.

Lead Scoring 41

Lead Scoring Lead Ranking Organic Leads Organization 41

Marketing Insider Group

NOVEMBER 18, 2020

Cross-reference your competitors’ SWOTs against your company’s own analysis to uncover the whitespace—areas where the market is severely lacking or strengths that only your company brings to the table. The days of selling to “the decision maker” are largely over. Create More Relevant Content. What about the buyer?

Resource Management 360

Resource Management Demand Generation Agencies CMS Development Work Management 360

Zoominfo

JUNE 28, 2023

Even if you plan to continue selling an existing product in an existing market, take periodic opportunities to reevaluate your strategy and figure out what’s working and what’s not. Support: How can you offer greater support during the buying cycle and beyond? How can your product help employees be more productive?

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing & Strategy 130

NuSpark Consulting

APRIL 29, 2017

Formalizing the process by implementing an official ABM program helps you to make it part of the corporate culture, obtain executive buy-in (and the budget that goes with it) and set performance parameters for its success. Examine historical data to get the value of former “good” deals and the typical length of the buying cycles for each one.

Account Based Marketing 159

Account Based Marketing Ideal Customer Profiles Budget Programs Enterprise Management 159

Oktopost

MARCH 4, 2024

Source B2B SaaS Marketing: The key differentiators and challenges Customer journey A typical B2C customer journey on the Amazon marketplace involves as few as two or three For example, let’s look at a typical B2C customer journey on the Amazon marketplace. It would help if you also looked into persona-based segmentation.

Ideal Customer Profiles 62

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

LeanData

FEBRUARY 10, 2022

Company power – your company’s differentiation relative to its closest competitors. Offer power – differentiation of your company’s offer for each customer set. Lastly, LeanData needed to be able to map a unique and whole value proposition to prospects, nailing 100 percent of the compelling reason to buy. .

Ideal Customer Profiles 97

Ideal Customer Profiles Account Based Marketing Demand Generation ABM 97

Oktopost

FEBRUARY 24, 2022

While some B2B brands are still committed to more traditional sales methods, social selling can be even more efficient. In this article, we’ll take a look at the process of social selling and how it can help B2B companies generate more leads (and ultimately more revenue). What Is Social Selling? What Is the Social Selling Index?

Peer-to-peer 171

Peer-to-peer B2B Thought Leadership Brand Identity Branding 171

Binary Demand

APRIL 8, 2024

Here are the steps to conduct market segmentation in B2B : Identify your market criteria When segmenting your B2B market, start by determining your criteria, considering organizational characteristics and individual buying process factors.

Segmentation 52

Segmentation B2B Marketing Customer Satisfaction B2B 52

QuanticMind

AUGUST 29, 2023

It is integral to prospecting efforts, and has the potential to unlock a wave of cross- and up-selling avenues, especially when merged with second- and third-party audience data sets to create a holistic view—not just of an existing customer, but also of the types of customers an FI wants to acquire within a particular product type.

Trust Marketing 79

Trust Marketing Paid Search Agency Service Advertising Agencies 79

Hubspot

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market.

Marketing AI 62

Marketing AI Hubspot Product Tips 62

ViewPoint

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. Relationships matter.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ClearVoice

JANUARY 26, 2024

Paid is straightforward, it’s sexy (to non-marketing executives, at least), and it’s a simple sell internally when navigating the budgeting process because of the instantly measurable ROI. Also, remember that at any given time, only about 9-11% of your total addressable market wants to buy in a given quarter.

Paid Content 92

Paid Content Top of Funnel Work Management Marketing Management 92

Martech

OCTOBER 21, 2021

Interestingly enough, the average number of touches today during the buying process has increased by three times in only 15 short years.”. Why cross-channel customer journey orchestration is important. This is where things get a little bit interesting and differentiated,” Butler said. Butler asked. Relatability.

Personalization 115

Personalization Opt-out Conference CPA 115

Hubspot

MARCH 19, 2018

The Challenge: Selling today requires more resources. The Challenge: When a group, rather than an individual, is making the buying decision, it’s difficult for sales professionals to get all the pieces necessary to create a comprehensive pitch or strategy. So, what are the next steps, and how do you develop practical solutions?

Allocation 99

Allocation Cross-Selling Work Management Marketing Management 99

Mereo

MARCH 4, 2021

How can you enable your salespeople with a subscription solution and differentiated value messaging that communicates and delivers real value to your buyers? To scale, they must adapt their offerings to meet customer buying expectations. Easier cross-selling and upselling. Overall improved relationship with the provider.

Demand 74

Demand Marketing Management Lead Ranking Terms and Conditions 74

LeanData

OCTOBER 5, 2021

Hybrid/virtual selling is an accelerant. B2B buying experiences are morphing into being synonymous with B2C experiences. To make that happen, companies need to make it as easy as possible for customers to buy products, services and/or solutions. Rather, it’s time to merge disparate stacks and adopt the RevTech stack. How hybrid?

Marketing Analytics Tools 92

Marketing Analytics Tools Top of Funnel Lead Ranking Digital Marketing Funnels 92

Marketing Insider Group

SEPTEMBER 14, 2015

We all know that today’s consumers have changed, and they are buying differently. Selling has become more costly and collaborative. Better technology : Sales enablement technologies should help solve the problem of shrinking training budgets and costly face-to-face selling time. So why has sales enablement failed?

Content Marketing 100

Content Marketing Planning Cross-Selling Paid Search Agency 100

Adobe Experience Cloud Blog

JUNE 12, 2019

This means ABM is no longer a competitive differentiator for customer engagement —it’s now essential for meeting customer expectations. The more customers have excellent experiences in their interactions with B2C organizations, the more they expect the same standard when working with B2B companies. So, what exactly is ABM?

Account Based Marketing 133

Account Based Marketing ABM Ideal Customer Profiles B2B 133

Madison Logic

JANUARY 12, 2023

ABM helps you reach the entire buying committee. There are many ways to differentiate B2B from B2C, but one of the most important aspects of B2B is the fact that there is more than one decision-maker on your target accounts. Each member of the buying committee has their own goals .

Account Based Marketing 52

Account Based Marketing ABM Work Management Ideal Customer Profiles 52

ViewPoint

AUGUST 14, 2013

An evangelist for social selling — and a U.S. What is Social Selling? Click to start video at this point —Koka told me that when he first signed up for LinkedIn, social selling didn’t even have a name. People Still Buy from People, Regardless of Technology. LinkedIn is more buttoned up. Leverage Your Social Proximity.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120