Zoominfo

JUNE 2, 2021

Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. These data points flesh out ideal prospects that you can target. Real-time buying signals can boost various sales and marketing activities.

Buy 130

Buy Zoominfo Work Management Marketing Management 130

Optinmonster

JANUARY 26, 2024

Did you know webinars have the potential to generate tons of new leads within an hour? That’s right, and this article will show you why webinars are so successful and provide an introductory guide to webinar marketing. What Are Webinars? What Is Webinar Marketing? What Is Webinar Marketing?

Lead Generation 70

Lead Generation Webinar Metrics Lead Scoring Lead Ranking 70

Zoominfo

JULY 17, 2018

Among such strategies, webinars come out on top. Webinars are live or prerecorded online events, used to teach attendees about a specific topic or service. This format allows companies to engage with prospects and customers and receive feedback in real-time. But marketers often struggle to quantify the success of B2B webinars.

Webinar Metrics 255

Webinar Metrics Paid Content Paid Search Agency Allocation 255

InsightSquared

DECEMBER 20, 2019

This year at InsightSquared, we covered a variety of topics in our webinars, from RevOps process and rep coaching to marketing attribution and pipeline management. Keeping tabs on all this great content is never easy, so we’ve compiled a Best of List with top webinars from our team and partners, to guide you into the new year!

Webinar Metrics 156

Webinar Metrics Marketing Attribution Forecasting Lead Ranking 156

thePoint

FEBRUARY 27, 2020

One conversation that catches my attention with B2B marketers is the “why don’t we just host and promote our own webinars instead of spending all those dollars with media companies?” That’s a great question and the answer is based on a clear understanding of what a webinar “is” and “what media companies sell.”. Anatomy of a webinar.

Webinar Metrics 52

Webinar Metrics Buy Ad Building Co-Registration 52

Act-On

FEBRUARY 16, 2024

Audit existing email nurture campaigns for performance Do you have engagement programs scheduled to kick off after a prospect attends a webinar, downloads content, or takes other actions with your brand? Did they download an eBook, attend a webinar, or do something else? Here’s a few ideas: Segmented product recommendations.

Lead Nurturing 197

Lead Nurturing Lead Scoring Lead Ranking Top of Funnel 197

Martech

DECEMBER 21, 2023

This article outlines four steps essential to undertake at the start of your go-to-market effort before you even mention your product. This is the first step in leading and getting emotional buy-in from your team on a deeper level, allowing for more skin in the game. Educate This doesn’t mean education about your product.

Ideal Customer Profiles 105

Ideal Customer Profiles Marketing Analytics Tools Product Paid Search Agency 105

Hubspot

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. The buying process is transformed. That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy. Lead with a helpful, customized prospecting message. What is inbound sales?

Sales Management 95

Sales Management Top of Funnel Buy Advertising Agencies 95

Sword and the Script | B2B

APRIL 18, 2023

In the process of downloading content, the company also polled 38,000 respondents to ask about the buying process throughout 2022. It’s really hard to argue their salesy approach to content isn’t going to land with prospects, so you have to let the content fail in order to create a learning opportunity. Second, content goes stale.

Intent 95

Intent Buy Webinar Metrics Top of Funnel 95

LeanData

SEPTEMBER 29, 2022

The Modern B2B Buying Journey. As these prospects research your product, they invariably leave clues behind — clues your RevTech stack may or may not scoop up and, frankly, flounder to make any sense of. . Qualify prospects based on the combined signals from a buying team, thus implementing an account-based approach.

Buy 96

Buy Cold Calling CAN-SPAM Sales Qualified Leads 96

Rev

JUNE 7, 2023

Your cold email just arrived in your prospect’s inbox. But will your prospect open, read and respond to you? And that’s because cold emailing, a form of outbound prospecting, is notoriously difficult and challenging for even the most seasoned sales professional. What is outbound prospecting? Let’s get started!

Ideal Customer Profiles 78

Ideal Customer Profiles Top of Funnel Work Management Tips 78

Tomorrow People

MAY 24, 2022

Launching a new product is just the beginning. So, you’re close to launching a new product. But now that you finally have a set product launch strategy in place, is it time to kick back and celebrate? First off, it’s important to keep in mind that an effective product launch doesn’t just revolve around a single event.

Webinar Metrics 177

Webinar Metrics Product Marketing & Strategy Paid Search Agency 177

Rev

JUNE 21, 2023

But you’re not wrong for thinking that the goals of lead generation and sales prospecting sound similar. While both strategies aim to generate new customers, lead generation focuses on generating large volumes of leads, while sales prospecting focuses on targeting and converting specific, high-quality prospects.

Lead Generation 78

Lead Generation Work Management Ideal Customer Profiles Marketing Management 78

Martech

FEBRUARY 25, 2022

In the B2B space, this process has naturally evolved into buying group marketing, which focuses these tactics toward multiple decision-makers within accounts. And in the B2B space, treating business prospects as buying groups can help brands work toward that goal. B2B as a buying group. And, the data backs this up.

Account Based Marketing 105

Account Based Marketing Top of Funnel ABM Buy 105

Webbiquity

MARCH 17, 2023

But with so many lead generation tactics available, it can be difficult to determine the most productive techniques and channels to focus on. B2B lead generation is the process of finding and attracting prospects who will likely buy a certain service or product. What is a “good” B2B Lead?

Tactics 308

Tactics Sales Qualified Leads Generation Lead Scoring 308

Salesforce Marketing Cloud

SEPTEMBER 19, 2023

Prospects — the potential customers you want to sell to — are the fuel for the sales pipeline. Every prospect represents a possible deal. So growing your base of prospects and working to nurture them will grow your revenue. Speed up your prospecting What is sales prospecting? Leads are unqualified prospects.

Sales Qualified Leads 69

Sales Qualified Leads Ideal Customer Profiles Outreach Work Management 69

Act-On

APRIL 10, 2024

Lead scoring helps organizations move prospects along their buying journey in a structured, strategic way — which is especially helpful considering how complex buying journeys have become. And it takes an average of 20 touches with a brand before a prospect becomes a potentially successful lead for the sales team.

Lead Ranking 164

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 164

Zoominfo

DECEMBER 28, 2020

You’re armed with your prospect’s buying signals, right? What Are Customer Buying Signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. Additionally, teams that harness the buying cues benefit from more precise and efficient sales cycles.

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

Biznology

OCTOBER 7, 2016

B2B selling is a complicated affair, but you can simplify your marketing strategies dramatically with buying process analysis. This means that you lay out your prospect’s buying process, stage by stage, and then develop a selling process that maps to it. What content do you need to move the prospect from one stage to the next?

Efficiency 154

Efficiency Buy Process Marketing Proposals 154

B2B Marketing Directions

JANUARY 23, 2022

Source: WSJ Intelligence/B2B International Last September, I wrote a post discussing why B2B marketers shouldn't ignore "out-of-market" prospects. In a nutshell, my argument was as follows: At any time, most of a company's "good-fit" prospects are not engaged in an active buying process.

Marketing Prospects 92

Marketing Prospects B2B Thought Leadership Paid Search Agency Vendors 92

Hubspot

APRIL 15, 2021

Webinars are a highly effective tool for moving prospects along the sales funnel. After you’ve loaded them with product and industry knowledge, your prospects become warm leads who can then have fruitful conversations with your sales team. When creating a webinar , the stakes are high.

Webcast 99

Webcast Webinar Metrics Practices Best Practices 99

Act-On

NOVEMBER 27, 2023

To paraphrase an old saying: You can lead a prospect to your website, but you can’t make them buy. On the other hand, you can improve your chances considerably with a lead nurturing campaign, helping your prospects every step of the way. For example, does an ideal prospect need to come from a company of a particular size?

Sales Qualified Leads 187

Sales Qualified Leads Practices Marketing Automation Services Campaigns 187

ANNUITAS

JULY 2, 2020

In an industry heavily reliant on relationships, the reality is that the B2B banking customer’s buying process is typically long, and rarely linear. The Traditional Buying Process for Financial Institutions. Traditionally, B2B banks face a long buying process. Are You Poised to Capture New Prospects? .

Demand 130

Demand Buy Work Management Process 130

The Point

JANUARY 11, 2024

Most of these pitches inevitably revolve around the functionality of the product or solution in question and the benefits to be gained by our clients. But as a prospective partner, my priority is our business. Many recruitment campaigns ask the prospective partner to do one of two things as a first step: 1.

Advertising Agencies 173

Advertising Agencies Demand Generation Agencies Campaigns Paid Search Agency 173

Webbiquity

NOVEMBER 28, 2023

On the other, there’s pressure to build positive, engaging relationships with prospects, without being pushy about lead generation. B2B sales is, of course, the process of selling your products/services to other businesses. Similarly, in B2B sales, it’s not just about providing a product or service.

B2B Sales 182

B2B Sales Webinar Metrics B2B Peer-to-peer 182

Martech

FEBRUARY 20, 2024

Increasingly, B2B customers depend on self-guided research on digital channels to find out more about business products and services and reach buying decisions. As mentioned earlier, B2B customers make buying decisions in teams. B2B marketers need to know the kinds of businesses that purchase their product or service.

Marketing AI 126

Marketing AI B2B Marketing B2B Thought Leadership Content Marketing 126

Madison Logic

MARCH 6, 2024

Account-based marketing (ABM) takes a more strategic approach to audience targeting that uses data to move away from a generalized dream list of ideal clients to instead focus on the accounts ready to buy or engage. Target account lists require data around the account, which is made up of an average of six buying committee members.

Demand Generation 52

Demand Generation Sales Management Ideal Customer Profiles Buy 52

The Point

MAY 17, 2021

Whatever demand gen channels you use to generate marketing leads, there’s value in always promoting a mix of content and other offers that span the entire buying cycle: early-stage, mid-stage, and late-stage. However, it’s critical to align search offers (and not just ad copy) with ad groups tailored to a particular buying stage.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

Vidyard

SEPTEMBER 23, 2021

Mastering the fundamentals of good video production doesn’t mean parting ways with your agency, either. Create Personalized Videos for Different Members of the Buying Committee 1.1.2 Show Instead of Tell” with Short Demos through the Buying Process 1.2 Video Trend #4: Customers Prefer Authenticity Over Production Value 4.1

Video Marketing 65

Video Marketing Sales Management Product Enterprise Management 65

SalesIntel

MARCH 22, 2024

In a recent webinar , Jason Bay, CEO of Outbound Squad, provided valuable insights and strategies to help sales professionals enhance their cold-calling effectiveness. Replace Your Sales Call Pitch With a Priority Drop: When initiating a conversation with a prospect, SDRs often launch into their sales pitch immediately.

Cold Calling 52

Cold Calling Tips Product Enterprise Management 52

PureB2B

MAY 30, 2022

If you wait until your lead pipeline is empty to start prospecting, you'll end up desperate to find new leads. The only way around this is to prospect. Your sales and marketing team should always be prospecting for new business, even when times are good. Best Digital B2B Prospecting Strategies.

B2B Sales 62

B2B Sales Webinar Metrics High Quality Lead Marketing & Strategy 62

Content4Demand

JANUARY 31, 2023

Buying committee content can help persuade each stakeholder in the B2B buying group. Gartner Tweet In a recent webinar, Engage the Entire Buying Committee with Relevant Content , we heard a panel of C4D strategy experts discuss how marketers can target and reach today’s buying committees with content that informs their decisions.

Buy 59

Buy Top of Funnel Work Management Marketing Management 59

SalesIntel

AUGUST 8, 2022

One of our best webinars last year was about hacks for sales leaders to improve prospecting performance even during the switch to work-from-home for many companies. . You can watch the full webinar , but below you’ll find a summary of the five prospecting hacks presented for consistently winning high-quality leads.

High Quality Lead 52

High Quality Lead Lead Scoring Lead Ranking Cold Calling 52

Vision Edge Marketing

AUGUST 22, 2023

Marketing, business development, and other teams dedicated to lead generation typically use various tactics such as gated content, webinars, and forms to capture leads and evaluate their fit with the company’s target audience. Investing in second-party and third-hand data can help fill this gap.

Lead Ranking 207

Lead Ranking Lead Scoring Marketing Qualified Leads MQL 207

Madison Logic

AUGUST 17, 2023

According to Gartner, sales reps only have a mere 5% of a decision-maker’s time during their B2B buying journey. Why Marketers Need Stronger Storytelling Buying groups are more discerning and seek partners that can genuinely solve their business problems. And they’re not afraid to cut ties if they don’t feel recognized.

Storytelling 52

Storytelling Top of Funnel Buy Account Based Marketing 52

Savanta

JANUARY 25, 2017

Mapping out the buying process is critical for anyone looking to market or sell in business-to-business (B2B) environments. Different scenarios will of course see a different buying process, but a recent survey of 118 B2B buyers by Circle Research reveals that there are similarities in the buying process across many B2B markets.

Buy 120

Buy Process Peer-to-peer Word of Mouth 120