Seismic

SEPTEMBER 21, 2021

The transition to virtual selling has fundamentally changed the way sellers engage buyers. In the digital-first landscape, sellers are engaging with buyers earlier in the sales cycle, most notably, in social media channels. In an era of more informed prospects, buyers are rewriting the rules of engagement.

Top of Funnel 52

Top of Funnel Curation Digital Marketing Funnels Marketing Proposals 52

Kaon

JULY 23, 2018

The company used augmented reality in conjunction with its interactive 3D product catalog to show products to prospects and customers, without a sales person or product specialist present. Understanding multi-buyers’ needs. Consumers, whether B2C or B2B, are the target of myriad advertisements and sales tactics.

B2B Sales 113

B2B Sales Work Management Marketing Management B2B Marketing 113

The ROI Guy

FEBRUARY 20, 2019

The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success. It's a NO PITCH zone.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

The ROI Guy

JUNE 25, 2013

"According to research by SiriusDecisions, the number one issue preventing sales quota achievement remains the inability for sales to deliver value messages," says Jim Ninivaggi , Sales Enablement Service Director for analyst firm SiriusDecisions.

Training 40

Training Tools Effectiveness Sales Cycle 40

Marketing Insider Group

MAY 31, 2012

He said we need to marry the art and science of marketing, to use storytelling to humanize the brand and that marketing can be run like a business. We spend too much time and resources selling ourselves and our products and not enough time meeting customer needs. big, large, glass buildings do not buy software. BrennerMichael.

B2B Thought Leadership 100

B2B Thought Leadership Work Management Inbound Marketing Peer-to-peer 100

The ROI Guy

APRIL 26, 2013

PPTs are likely used by your sales reps in the middle of the cycle, but prospects can’t stand these presentations – with 1/3 rd having fallen asleep during a PPT presentations, and 1 in 5 rather wanting to go to a dentist than sit through another. So if traditional content is less than effective, what can you do to avoid the stall?

Best Practices 40

Best Practices Paper Advertising Benchmark Budget Programs 40

The ROI Guy

DECEMBER 2, 2014

The research clearly indicates that the issues are not around sales having enough leads, more sales training, improved social selling ability or increased product knowledge. Although PowerPoint might be comfortable, you have to help your sales reps move beyond these one-size-fits-all decks to be effective with a more empowered buyer.

Lead Scoring 40

Lead Scoring Lead Ranking Product Work Management 40