Act-On

SEPTEMBER 25, 2023

But once you get aligned on the principles , sales and marketing software integrations can bring shared processes to life much easier. You need a bidirectional integration to support full visibility into how a prospect interacts with marketing content and sales team members throughout their journey.

Marketing Automation Services 145

Marketing Automation Services Software Top of Funnel Process 145

KoMarketing Associates

JUNE 18, 2019

For starters, you need to have content that satisfies inquiries during each stage of the buying process, from top-of-the-funnel blog posts to in-depth whitepapers. Let’s dig into the benefits of case studies for B2B : Showcase Your Product & Capabilities. a purchase. Establish Credibility.

Case Studies 120

Case Studies Case Study Studies Top of Funnel 120

The Lead Agency

MAY 25, 2023

As prospects seek information about your product or service to determine whether it’s what they’re looking for and whether to enquire to find out more, case studies paint a clear picture of how it looks in action and establish greater credibility. Share the outcome , being as specific as possible.

Case Study 62

Case Study Case Studies Storytelling Studies 62

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. They won’t waste their efforts trying to convince a lukewarm prospect to jump into a top-tier package.

Case Studies 75

Case Studies Case Study B2B Sales Studies 75

BenchmarkONE

APRIL 6, 2022

This is where case studies come in handy. . A case study gives skeptical customers evidence backed by data, numbers, and analysis. Where to Use Case Studies. Case studies are an important part of your content marketing strategy. Identifying the Right Customers for Case Studies.

Case Studies 84

Case Studies Case Study Studies Work Management 84

SmartBug Media

JANUARY 10, 2024

Developing a journey from prospect to customer acquisition demands a specific sales process—and, often, sales and marketing teams aren't sure of which responsibilities they hold during that process. A streamlined sales process can help define who does what and get both teams in sync.

Process 64

Process Top of Funnel Advertising Agencies Paid Search Agency 64

Rev

JUNE 21, 2019

Within those scientific journals, a Case Study demonstrates the evidence behind the science. The answer to that question is this: a B2B Case Study can be just what your business needs to prove credibility, convince your prospect why your company is the best, and how it got there. But wait… What is a Case Study?

Case Studies 114

Case Studies Case Study Studies Practices 114

Sales Engine

AUGUST 2, 2017

In this article, we look at a case study of lead nurturing that finds that nurtured leads were three times more likely to convert to sales-accepted leads than traditional marketing-qualified leads. Previously, sales representatives controlled what prospects could learn, when, and from whom.

Lead Ranking 168

Lead Ranking Case Studies Case Study Marketing Qualified Leads 168

Hubspot

OCTOBER 13, 2020

These five elements encompass a customer success story — a transformation from a regular case study to an enticing piece of content that encourages a reader to explore what your company has to offer. When people think about writing a case study , they might feel a daunting rise of tediousness, or perhaps writer's block.

Case Studies 101

Case Studies Case Study Studies Work Management 101

Zoominfo

APRIL 8, 2021

Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of the sales process. However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers.

High Quality Lead 130

High Quality Lead Ideal Customer Profiles B2B Sales Case Study 130

Lead Forensics

MARCH 14, 2024

This journey through the B2B sales process is not merely about pitching products or services; it’s about building relationships, understanding needs, and delivering tailored solutions. Let’s delve into the key stages of this process and how they contribute to driving sales success. However, not all leads are created equal.

B2B Sales 52

B2B Sales Process B2B Lead Scoring 52

NetLine

APRIL 23, 2024

Technology and data—specifically buyer-level intent data —take a lot of the guesswork out of sales prospecting, making it more precise. How can intent data help sales teams identify high-potential prospects more effectively? It also indicates when a prospect is in the mindset to buy. The good news?

Intent Data 52

Intent Data Top of Funnel Intent Outreach 52

ClearVoice

JANUARY 30, 2020

The case study is one of the most important promotional pieces to have on hand for new business pitching – and having them is one thing that separates agencies and high-paid creative services consultants from freelancers. When I had a connection to the prospective client, these emails would sometimes work. What is a case study?

Case Studies 76

Case Studies Case Study Studies Advertising Agencies 76

Adobe Experience Cloud Blog

JANUARY 9, 2018

Case studies are loved by marketers and sales teams alike for their ability to educate prospects and turn sales pitches and marketing spiels into verified, credible claims. Sales teams need them to show proof to their prospects. But for all their perks, case studies are notoriously time-consuming.

Case Studies 134

Case Studies Case Study Studies Top of Funnel 134

Outgrow

MARCH 2, 2021

Your A-Z Guide on E-Commerce Marketing [Strategies+Case Studies]. Local Marketing - When a brand implements marketing tactics centered on where their prospects are located geographically. . We’ve got some real-life case studies that can help you understand how e-commerce marketing has worked for other brands.

Case Studies 104

Case Studies Case Study Studies Marketing Strategy 104

Stevens & Tate

MARCH 22, 2021

Consumers are a lot less susceptible to fancy sales pitches in this day and age, which is why the use of case studies can be very effective in building brand trust. It’s due to these reasons that you should consider using case studies. What are the Benefits of Using Case Studies?

Case Study 59

Case Study Case Studies Studies Word of Mouth 59

markempa

AUGUST 25, 2014

Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. If you only have a few minutes, this post provides highlights from each case study.

Case Study 120

Case Study Case Studies Lead Gen Studies 120

Zoominfo

APRIL 22, 2018

If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution. Why don’t some buyers admit they need help?

Work Management 235

Work Management Case Studies Sales Cycle Case Study 235

Hubspot

JANUARY 25, 2018

Case studies and testimonials are useful to have on hand. They help you earn a prospect’s trust, show them what life would be like as your customer, and validate that your product or service works. To build this library, you'll need case study interview questions that will surface valuable details and insights.

Case Studies 92

Case Studies Case Study Studies Work Management 92

Only B2B

JUNE 23, 2022

The terms leads, prospects, and opportunities are frequently used synchronously in B2B sales, despite the fact that they truly have distinct meanings. However, it also makes it lot simpler for you to determine where a potential client is in the buying process and how to effectively move them along. Prospects: They desire to be friends.

Top of Funnel 118

Top of Funnel B2B Sales Sales Qualified Leads Leads 118

ClearVoice

JANUARY 30, 2020

The case study is one of the most important promotional pieces to have on hand for new business pitching – and having them is one thing that separates agencies and high-paid creative services consultants from freelancers. When I had a connection to the prospective client, these emails would sometimes work. What is a case study?

Case Studies 59

Case Studies Case Study Studies Advertising Agencies 59

Zoominfo

APRIL 8, 2021

Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of the sales process. However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers.

High Quality Lead 100

High Quality Lead Ideal Customer Profiles B2B Sales Case Study 100

NuSpark Consulting

JANUARY 15, 2016

Case studies are bursting with promise for use in B2B lead generation and sales. Why Case Studies? Why do marketers at B2B companies write case studies? Why do marketers at B2B companies write case studies? And if content is king, case studies are the crown jewels.

Case Study 100

Case Study Case Studies Studies B2B Marketing 100

SmartBug Media

AUGUST 12, 2019

Case studies are one of the most powerful types of content in the inbound marketer’s toolbox. When done right—with descriptive storytelling and a powerful visual presentation—a case study can deliver a clinching message to leads in the decision stage of the Buyer’s Journey. Content was updated August 12, 2019.

Case Study 58

Case Study Case Studies Studies Work Management 58

Leadspace

JANUARY 23, 2018

Case studies are among the most high-impact pieces of content a B2B marketer can produce. Unlike many other forms of marketing content — for example blogs, ebooks, white papers or reports — case studies give you an opportunity to directly demonstrate the real-life value your solutions are providing to customers.

Case Study 54

Case Study Case Studies Studies Enterprise Management 54

SendinBlue

OCTOBER 30, 2018

Launched in 2013, Rhinov is an online interior design firm aimed at making the interior design process more accessible and pain-free. The post Marketing Automation Case Study: How Rhinov is automating prospect follow-ups with SendinBlue appeared first on SendinBlue Blog. What’s the concept?

Case Study 40

Case Study Case Studies Marketing Prospects Automation 40

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. And that’s not what your prospect is looking for. The first is making the problem real and vivid in the prospect’s mind. Let’s talk about what value is – and what value isn’t. 300,000 minus $30,000). That’s not value.

B2B 187

B2B Zoominfo B2B Sales Pricing 187

Content4Demand

DECEMBER 6, 2019

Nearly half (47%) of the 200 senior-level B2B marketing professionals surveyed in the 2019 Content Preferences Survey Report cited case studies as the most valuable influencer content format—the top choice. Why Case Studies? Use Case Studies to Seal the Deal. A strong case study can be the tipping point.

Case Studies 55

Case Studies Case Study Top of Funnel Studies 55

Rev

AUGUST 2, 2023

When it comes to sales prospecting, there is no magic formula. But, at the end of the day, prospecting is a skill. That said, there are certain tactics and strategies that can help you become more successful at prospecting. Here’s an overview of everything we’ll cover along the way: What is sales prospecting?

Sales Management 78

Sales Management Ideal Customer Profiles Template Top of Funnel 78

Launch Marketing

OCTOBER 28, 2020

Research has shown that up to 50% of leads are qualified but not yet ready to buy and only 3% of those in the market are in an active buying process. Often times sales teams are solely focused on short-term gains and not interested in the longer nurturing processes. Acquisition. Engagement.

Sales Management 114

Sales Management Lead Nurturing Lead Scoring Lead Ranking 114

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 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. 7 Signs You Should Walk Away From a Prospect 1.

Work Management 79

Work Management Lead Scoring Lead Ranking RFP 79

Biznology

APRIL 24, 2015

While preparing case studies for book, I had the fun of interviewing a bunch of very smart B2B marketers to learn how they were applying data and analytics to their marketing objectives. In their search for lookalikes, they identified 6,000-7,000 prospects. “We My new book will share nine other cases, too. Like this post?

Ideal Customer Profiles 80

Ideal Customer Profiles Case Studies Case Study Marketing Management 80

Moz

JUNE 29, 2020

Link building processes that work for brands now and that will continue to work in the future need to sit closer to the rest of the business. A case study. We were lucky in that the client trusted the process and understood why things had gone wrong on this occasion. Where it started. One campaign. That was it.

Link Building 79

Link Building Case Studies Case Study Campaigns 79

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? Of course, this is a quick summary of the process. Email nurture campaigns help you build affinity with both customers and prospects.

Lead Nurturing 197

Lead Nurturing Lead Scoring Lead Ranking Top of Funnel 197

Martech Advisor

NOVEMBER 12, 2019

Case studies are an excellent medium for building a story around your product or service. In this quick guide, we discuss: What is a case study in marketing? A five-step case study marketing plan. Examples of case studies from Google to inspire you. What Is a Case Study in Marketing?

Case Study 55

Case Study Case Studies Studies Top of Funnel 55

Webbiquity

APRIL 18, 2024

Business process automation is, hands down, one of the best technological innovations to come along in decades. But how do make the best use of it (or get started, if you’re still stuck in manual processes)? Lead nurturing is designed to develop relationships with potential clients after B2B prospecting is done.

Marketing Automation Services 155

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 155