Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Rules 130

Rules Sales Qualified Leads Lead Scoring Lead Ranking 130

Hubspot

AUGUST 24, 2023

Imagine a sales representative who never sleeps, never gets tired, and possesses an uncanny ability to analyze vast amounts of data in seconds. This is the promise of AI sales reps, and their potential to revolutionize the sales industry is undeniable. The application of generative AI in sales is diverse.

Marketing AI 57

Marketing AI Allocation Work Management Lead Scoring 57

markempa

JUNE 17, 2012

Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. Jim Dickie, CSO Insight’s managing partner, says this should make any sales leader cringe. No deal = broken sales cycle. Examine your sales process.

Sales Cycle 120

Sales Cycle Sales Management B2B Sales Top of Funnel 120

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. SMBs differ from enterprises in clientele, goals, and needs, but stepping up your SMB sales game can eventually increase your revenue. Why Divide Enterprise and SMB Sales?

SMB 173

SMB Ideal Customer Profiles Ad Building Marketing & Strategy 173

Salesforce Marketing Cloud

FEBRUARY 19, 2024

What you need is an easy-to-understand sales playbook to guide your team to victory. We’ll walk through everything you need to know to create the right mix of winning plays that guide your sales team to big wins. What you’ll learn What is a sales playbook? Learn more What is a sales playbook?

Examples 59

Examples Work Management Marketing Management Marketing Proposals 59

Tiecas

APRIL 5, 2024

In my experience working with manufacturers and industrial companies, too many are in a rush to pump out more content without a strategy in place. Implementing hit-or-miss content marketing tactics is not likely to produce the results you want. See How Manufacturers Can Use Content for Differentiation and Create a Competitive Edge.

Marketing Budget 92

Marketing Budget Advertising Agencies Marketing Strategy Marketing & Strategy 92

Rev

JULY 26, 2023

Our budgets are roughly 75% of what they were in 2022,” reports Kendrick Shuler, Outbound Marketing Manager at Tipalti. When demand gen organizations were flush with resources, we could afford tactics that today might feel reckless and random. This reality has generated what Howard refers to as more sales-oriented tactics.

Demand 60

Demand Tactics Optimization Lead Ranking 60

Tiecas

APRIL 23, 2024

To thrive, these companies must consistently attract qualified leads to fuel their sales pipelines. However, this sales-driven environment presents unique challenges for industrial and manufacturing marketers. For more on these challenges, see my earlier blog post, “Industrial Lead Generation for Sales – It’s Complicated!”

Lead Ranking 64

Lead Ranking Lead Generation Lead Scoring Sales Qualified Leads 64

Tiecas

MARCH 21, 2024

Longer sales cycles, complex technical products, and a highly analytical buyer persona are just a few factors that set it apart. If you’re a marketer at a manufacturer, distributor, or engineering company, you know this firsthand. I’ve witnessed countless industrial companies’ challenges and frustrations firsthand.

Tactics 75

Tactics B2B Marketing Webinar Metrics Marketing Strategy 75

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Rules 100

Rules Sales Qualified Leads Lead Scoring Lead Ranking 100

Madison Logic

JUNE 14, 2023

The Challenge Rachel Simon, the Senior Manager of Demand Generation at AgentSync, is responsible for overseeing the company’s digital media, nurture programs, and account-based efforts.

Multi-Channel 52

Multi-Channel Ideal Customer Profiles Sales Cycle Advertising Channels 52

Vision Edge Marketing

NOVEMBER 29, 2018

Most of the recommendations for improving Marketing and Sales alignment revolve around how these two organizations need to work together. Regardless of various approaches taken by companies to address this issue, the lack of alignment and collaboration between Marketing and Sales persists. Opportunity management.

Work Management 181

Work Management Tools Marketing Management Planning 181

Varicent

MARCH 24, 2022

Ask any sales manager their most important job, and they’ll likely answer, “Hitting target.”. The smart ones will answer by adding, “Securing the sales pipeline to hit the target after that.”. What Exactly Is a Sales Pipeline? The Stages of Sales Pipeline. What’s the Importance of a Sales Pipeline?

Enterprise Management 52

Enterprise Management Work Management Marketing Management Top of Funnel 52

The Marketing Blender

MARCH 22, 2024

Understanding B2B Digital Marketing Strategies Unlike B2C marketing, which focuses on reaching individual consumers who can often make an immediate decision, B2B marketing typically involves multiple decision makers, longer sales cycles, and higher price points. Understand their needs, pain points, and decision-making processes.

Paid Content 97

Paid Content Sales Management B2B Marketing Marketing Strategy 97

Webbiquity

JANUARY 19, 2023

Marketing to professionals, such as doctors or lawyers, will often involve tactics borrowed from both sides. Companies that are looking for products or services with which to assist their own operations will typically have or assign a “product champion” to conduct research on solutions and manage the sales relationship.

Work Management 218

Work Management Marketing Management B2B Marketing B2B 218

Seismic

MAY 10, 2024

Imagine your sales team repeatedly missing their goals. The answer could lie in the tools you’re using for sales training. Let’s explore the significant benefits enterprise-grade sales training brings to the table. Let’s explore the significant benefits enterprise-grade sales training brings to the table.

Enterprise Management 40

Enterprise Management Training Efficiency Tools 40

Marketing Insider Group

JULY 1, 2020

As new business slowed (and in many cases came to a screeching halt) due to C-19, many companies have shifted their focus to existing customers. Now, sales and marketing want to increase customer engagement to make sure that their program is not cut as the C-suite looks to conserve cash. According to CSO Insights, 54.9%

Ideal Customer Profiles 303

Ideal Customer Profiles Work Management Planning Paid Search Agency 303

Mereo

APRIL 1, 2021

Recently, an emerging ERP software company realized this potential — and Mereo value engineering experts helped fulfill it in a uniquely rewarding way. Each competitor had created a marketing tool that might attract mid-level influencers online — but would never influence real action in a sales cycle. Configure Pain Points.

Differentiation 81

Differentiation B2B Sales Cycle B2B Sales 81

xiQ

JANUARY 30, 2023

Adapt or Perish: The Evolution of B2B Sales in the Digital Age “The only constant in life is change” Heraclitus Greek philosopher This is especially true in the world of B2B sales and marketing these days. In the last 2 years in the post-pandemic world, B2B sales and marketing have drastically changed.

B2B Sales 126

B2B Sales Work Management B2B Marketing Management 126

Sana Commerce

MAY 26, 2024

B2B vs B2C: How to differentiate e-commerce strategies Before we dive into the nitty-gritty of growth strategies, it’s important to highlight the unique dynamics of the B2B e-commerce world. Streamlined processes are crucial for a positive customer experience.

B2B 52

B2B Business Marketing Management Sales Cycle 52

Televerde

AUGUST 10, 2021

Whether you’re a small startup or large corporation, odds are your company focuses quite a bit on sales metrics. Sales velocity is one of the best ways to truly understand the effectiveness of your marketing and sales efforts as well as the overall health of your company. What is Sales Velocity?

Sales Management 52

Sales Management Top of Funnel Lead Qualification Tips 52

Hubspot

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. So here's a breakdown of sales tech that can deliver quantifiable results for sales teams in 2022.

Top of Funnel 59

Top of Funnel Lead Ranking Work Management Lead Scoring 59

Zoominfo

OCTOBER 5, 2021

Launching a new product stirs excitement for any company, regardless of size. Increasing sales with enterprise customers starts here — find out how to build custom solutions. Case in point: 40% of CMO Council members agree that improving GTM processes are top priority. It’s the day of a new product launch.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. SMBs differ from enterprises in clientele, goals, and needs, but stepping up your SMB sales game can eventually increase your revenue. Why Divide Enterprise and SMB Sales?

SMB 100

SMB Ideal Customer Profiles Ad Building Marketing & Strategy 100

Hubspot

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. Drop the 18 tactics below. 18 Outdated Sales Tactics to Kick to the Curb in 2018.

Tactics 101

Tactics Cold Calling Work Management Marketing Management 101

Mereo

JULY 27, 2022

What is the last step of your sales cycle? Most B2B sales organizations will consider the job complete at the contract signature. Yet, if the true goal of sales is to Seek to Serve a buyer, the sales cycle is not over until the value promised is actually the value delivered. All seems to be in order here.

Sales Cycle 36

Sales Cycle Marketing Management Lead Ranking Organization 36

Seismic

AUGUST 25, 2019

.” – Peter Drucker, father of modern management theory. ‘Sales efficiency’ and ‘sales effectiveness’ sound like vague concepts, but they can actually have a significant impact on the success of your sales strategy. If you can improve sales productivity, then why wouldn’t you?

Efficiency 82

Efficiency Effectiveness Enterprise Management Work Management 82

Oktopost

MARCH 4, 2024

But the pressure to innovate is just one of the many challenges SaaS companies face. In this highly competitive and saturated market, SaaS companies must continuously meet their KPIs, drive customers down the B2B funnel, and ensure they stand out from their competition. What is B2B SaaS Marketing? It’s that simple.

Ideal Customer Profiles 62

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

Lake One

JULY 18, 2023

One such strategy is leveraging the power of HubSpot , a comprehensive marketing, sales, and customer service platform. In order to thrive in such an environment, manufacturers need to overcome these challenges and differentiate themselves from competitors. The transformative power of HubSpot for manufacturing is evident.

Hubspot 76

Hubspot Allocation Marketing Management Case Study 76

Hubspot

APRIL 12, 2021

When it comes to sales, some might think the only difference between sales roles is the product you’re selling. However, enterprise sales strategy differs vastly from self-service, SMB (small-medium business), or mid-market sales. To build trust, your sales team needs to custom-fit their processes for each customer.

SMB 71

SMB Planning Sales Cycle Buyer Personas 71

Convince & Convert

MAY 19, 2016

I don’t mean to get personal here, but do you have a leaky sales funnel? Are you losing some customers somewhere along their journey from initial contact to final sale? Or is your sales funnel fully clogged, in need of middle-of-the-night emergency attention that’s costing you a fortune? Guaranteed.

Top of Funnel 96

Top of Funnel Webinar Metrics Marketing Funnels Content 96

Vidyard

OCTOBER 28, 2022

You’ve done your research, bravely picked up the phone to make the first sales call of the day, and on the other end of the line, you’re met with crushing sales objections that stop you dead in your tracks. Average Number of All Videos Per Company by Industry 1.3 Average Number of Produced Videos Per Company by Industry 1.5

Ideal Customer Profiles 125

Ideal Customer Profiles Cold Calling Advertising Benchmark Budget Programs 125

Hubspot

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Sales pros spend hours a day on manual and administrative tasks. These functions are important for your company to operate, but they aren’t the most important or enjoyable parts of your job. How much time?

Marketing AI 76

Marketing AI Top of Funnel Lead Scoring Lead Ranking 76

Biznology

APRIL 8, 2021

But like many aspects of B2B marketing, message strategy can be developed—and improved—by following a proven process. Lawson Abinanti , the co-founder of Messages That Matter , is a master of message development for B2B companies. I asked him to explain his process to us. Their message sounds the same as the others.

B2B Marketing 196

B2B Marketing B2B Differentiation Paid Search Agency 196

Martech

NOVEMBER 8, 2023

Understanding and leveraging customer profitability Every company has a finite number of target customers who hear their value proposition better, need it faster, will pay more money for it and will stay longer. Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers.

Ideal Customer Profiles 113

Ideal Customer Profiles Profiling Marketing Management Intent Signal 113

Heinz Marketing

OCTOBER 12, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This week’s show is called “Is Outbound the New Normal?

Top of Funnel 133

Top of Funnel Work Management Marketing Management Cold Calling 133

Salesforce Marketing Cloud

JULY 23, 2021

Customer objections can be difficult for sales reps to handle, and many professionals get nervous when they find themselves facing one. Most objections can be effectively handled by a knowledgeable sales team equipped with a simple reframing strategy that puts the issue in perspective. SIGN UP NOW.

Work Management 98

Work Management Pricing Price Sales Cycle 98