Golden Spiral

SEPTEMBER 15, 2021

Selecting an agency is a difficult decision for a HealthTech company — and the Chief Marketing Officer — to make. Choosing poorly can drain energy — and funds — from your company. To select the best marketing agency for your company’s goals, stage, and market position, follow these essential tips. Ask these five questions: 1.

Paid Search Agency 62

Paid Search Agency Advertising Agencies Work Management Marketing Management 62

Lead Forensics

APRIL 2, 2024

This blog equips you with 50 common sales objections, categorized for easy reference, along with effective responses to turn those objections into stepping stones towards closing the deal. Use case studies to show how similar companies saved money by implementing your solution. “I’ve never heard of your company.”

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

Martech

MARCH 22, 2023

Enterprise companies have not slowed down or pulled back. Consider this: 17% of companies are planning RFPs this year, according to the 2023 State of the ESP RFP. Among the clients for whom we manage RFPs, we see more requests for technology platforms that help marketers execute and innovate faster.

Enterprise Management 89

Enterprise Management Marketing & Strategy Marketing Strategy RFP 89

Biznology

JUNE 3, 2020

I reached out to my longtime colleague and friend Roger McDonald , a seasoned sales and marketing executive and thoughtful observer of things B2B, to gather up his views on what’s going on and how we B2B marketers should be thinking. How do you see Covid-19 changing the nature of B2B sales and marketing going forward? Roger McDonald.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Zoominfo

MAY 7, 2021

His background in entertainment sales for hotels made for a less-than-smooth transition into data and software, which is what led our CEO, Henry Schuck, to celebrate Lyon’s first closed-won deal by blasting “I Can’t Wait to Be King” from the Lion King — in French — throughout the sales floor. Read on to find out how he did just that.

RFP 100

RFP Zoominfo Work Management Data Hygiene 100

chiefmartech

FEBRUARY 8, 2021

It reminds me of when the 2014 Marketing Technology Landscape hit ~1,000 companies. Why are sales teams suddenly embracing so many new apps? This past weekend, I read McKinsey & Company’s latest report, A shift to digital: how COVID-19 has changed selling models for B2B companies. What about the demand side?

Enterprise Management 142

Enterprise Management Marketing Management RFP Forecasting 142

Zoominfo

APRIL 21, 2020

Large companies have constant staffing needs, and you have the staff. Get on that list, and then the burden of the research and vetting process will be lifted. Terms and conditions are pre-negotiated, discounted fees and payment terms are already agreed upon, and dedicated account managers are established.

Work Management 221

Work Management Marketing Management Vendors RFI 221

Martech

DECEMBER 7, 2021

Once you have determined that marketing work management software makes sense for your business and have spent time researching individual vendors, it’s time to schedule demos with your selected vendors. We recommend setting up demos within a relatively short time frame after receiving RFP responses to help make relevant comparisons.

Work Management 90

Work Management Enterprise Management Digital Asset Management Marketing Management 90

Sales Engine

MAY 22, 2016

As you may know, Neil is regarded by many as the father of Consultative Selling and the author of many books, including SPIN Selling, the 1988 New York Times Best Seller than many of us B2B “Sales Lifers” grew up with as our template for success. Sales Engine CEO, Paul Rafferty with author Neil Rackham.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

PathFactory

MARCH 4, 2021

It does not support sales in driving conversations and sales cycles with accounts that are stuck in status quo or in the funnel. It does not support account management and customer teams in their efforts to reduce churn, improve margin growth and increase customer lifetime value through account expansion.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

Vidyard

MARCH 5, 2021

Companies reported creating more than 51 videos each year increased by 254% in 2020. Video for Sales 1.3 The first step in finding the right online video platform for you is to figure out what your needs are as a company. Are you looking to help marketing with video management and data collection? Video for Sales.

Enterprise Management 155

Enterprise Management Work Management Video Marketing Marketing Management 155

ViewPoint

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

Hubspot

DECEMBER 9, 2020

It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. This brand of sales emphasizes the "why" over the "what" of a potential sale. When Is Solution Selling Used?

Work Management 94

Work Management RFP Phishing Bundling 94

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. Sales requires some detective skills. Somewhere during the approval process, the real decision-maker will ask them those same questions.

Work Management 79

Work Management Lead Scoring Lead Ranking RFP 79

Conversica

JULY 23, 2019

Are you trying to optimize your Sales and Marketing funnel, but struggling to engage with all of your leads in a cost-effective manner? Have you ever considered adding a Sales AI Assistant to your team to help you find Sales-ready leads earlier and faster in the cycle? RFP Template. Self-Assessment Scorecard.

RFP 53

RFP Top of Funnel Case Studies Advertising Funnels 53

Heinz Marketing

FEBRUARY 13, 2023

By Matt Heinz , President of Heinz Marketing 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. I’m your host, Matt Heinz.

Top of Funnel 102

Top of Funnel B2B Thought Leadership Thought Leadership Terms and Conditions 102

DiscoverOrg

MARCH 22, 2017

I’m in the middle of evaluating sales coaching tools (3 to be exact), and while I see some pros and cons to each, there’s nothing really standing out to make one of them the clear winner. Of course, that’s our job, the job of sales and marketing – to help educate our markets, to cast a bigger and better vision of our solutions.

Ideal Customer Profiles 176

Ideal Customer Profiles Video Marketing RFP Marketing Management 176

Pam Didner

NOVEMBER 5, 2020

But much of the content created by marketing could also be used on the sales side as is or with intentional customization. To support sales in sales enablement, content comes in the context of internal sales training, internal sales materials for tactics, and external marketing materials to share with prospects and customers.

Paid Search Agency 75

Paid Search Agency Account Based Marketing Planning Content 75

markempa

NOVEMBER 5, 2012

But, in reality, any marketing process can be optimized. EST – “ Planning for 2013: How to best utilize top lead gen tactics in the New Year ” – David Kirkpatrick, Senior Reporter, MECLABS, and I will review the basics of the lead generation funnel. Step #3: Ask Sales. Including lead generation. Total revenue.

Sales Management 120

Sales Management Lead Generation Sales Qualified Leads Analysis 120

Golden Spiral

NOVEMBER 15, 2018

Selecting an agency is difficult decision for a B2B tech company — and the Chief Marketing Officer — to make. Choosing poorly can drain energy — and funds — from your company. To select the best marketing agency for your company’s goals, stage, and market position, follow these essential tips. What is your vision for success?

Paid Search Agency 54

Paid Search Agency Advertising Agencies Work Management Marketing Management 54

Hubspot

APRIL 13, 2021

For example, if a business needed a new server solution, they'd send out an RFI, and companies that offered servers would respond to share more information about their products and services to educate the procurement team. RFI vs RFP. Both RFIs and RFPs are tools used when procuring new tools, services or vendors.

RFI 80

RFI RFP Marketing Proposals Vendors 80

ViewPoint

AUGUST 9, 2016

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

Golden Spiral

NOVEMBER 15, 2018

Selecting an agency is difficult decision for a B2B tech company — and the Chief Marketing Officer — to make. Choosing poorly can drain energy — and funds — from your company. To select the best marketing agency for your company’s goals, stage, and market position, follow these essential tips. What is your vision for success?

Paid Search Agency 48

Paid Search Agency Advertising Agencies Work Management Marketing Management 48

BOP Design

MAY 13, 2019

The following are some best practices and habits to avoid when performing business development for your B2B company. . When inbound leads come in through your B2B website , it is important to have a process to qualify and disqualify leads. When leads come in, as a salesperson it’s incumbent that you take command of the process.

Ideal Customer Profiles 65

Ideal Customer Profiles Lead Scoring Lead Ranking Sales Qualified Leads 65

Square 2 Marketing

OCTOBER 20, 2020

You Think An RFP Is Going To Make It Easier, But It’s The Wrong Way To Find An Agency Partner. We rarely respond to request for proposals (RFPs) from prospective clients. We actually have a test, and if the company passes the test, only then will we participate.

Demand Generation Agencies 97

Demand Generation Agencies Advertising Agencies Paid Search Agency RFP 97

B2B Marketing Directions

AUGUST 13, 2022

However, most of these resources focus on how to use individual marketing techniques or tactics to generate growth. The logic of the conventional approach is that if a company positions its products or services well and effectively communicates that positioning to the right potential buyers, growth will follow.

Organization 52

Organization Marketing Management RFP Barriers 52

Hubspot

NOVEMBER 5, 2019

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. B2B Reverse Auction.

RFP 49

RFP Paid Search Agency Marketing Proposals Pricing 49

markempa

APRIL 8, 2013

That’s the word from Joy Gendusa, Founder and CEO, Postcardmania , and Ken Pikulik, Director of Process and Strategy, ResponsePoint. A $10,000 campaign of 12,000 brochures, including postage, has an estimated lifetime return on investment of $1,250,000 for a national credit card processing company.

Direct Marketing 120

Direct Marketing Top of Funnel RFP Paid Search Agency 120

SnapApp

AUGUST 9, 2018

But often overlooked in the world of sales is the critical part the right sales-qualifying questions play in getting you to that coffee. That’s why we broke down the process of strategically selecting sales-qualifying questions down for you. Any good salesperson knows that “coffee is for closers”.

Sales Qualified Leads 63

Sales Qualified Leads High Quality Lead Urgency Marketing Paid Search Agency 63

Biznology

OCTOBER 29, 2019

Comparison sites in the mold of TripAdvisor and Yelp have entered the B2B buying process, especially in crowded categories like software and services. And they save both time and money in managing the competitive bidding process. Use of ratings and reviews sites in B2B. Expanded customer requirements for compliance.

Enterprise Management 135

Enterprise Management Work Management Buy Marketing Management 135

The Point

JUNE 18, 2013

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. What are the challenges that presents? (DC)

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

Vidyard

JULY 29, 2014

While writing one of these babies is a time-consuming process, a request for proposal (RFP) gives you the opportunity to outline your requirements for implementing a new piece of software or service, and ensure you get the best value for your investment. ” and you’ll quickly find yourself in an empty room.

RFP 50

RFP Marketing Automation Services Marketing Automation Automation 50

Vision Edge Marketing

MARCH 7, 2012

Would you like to reduce the number of qualified leads passed on by marketing that sales rejects? All it takes is marketing and sales collaborating around the definition of the various stages in the opportunity pipeline and a scoring methodology. But of course, you will want to validate this truly is their process.

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 100

ViewPoint

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. Today we will take on the second of the three lies: 57 – 90% of the buying process is complete before a sales rep needs to get involved.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

DealSignal

NOVEMBER 1, 2022

Due to the volume of content and online resources in nearly every industry, most people on your buying committees can perform their own research on their own time, and are likely to make a decision before ever talking to your sales team. Make your RFP process faster and easier with our comprehensive checklist on what to ask vendors.

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52

Marketing Craftmanship

JANUARY 5, 2020

But before they put you on their short list of candidates for consideration, they first will need some assurance that your company is a “safe choice.” Consistency: Is all your information kept up-to-date, and relevant to current market conditions? ( Acid Test: Do credible media sources or research firms cover the company?

RFP 165

RFP Thought Leadership Opinions Validation 165

thePoint

AUGUST 24, 2020

5 is about alignment – specifically marketing and sales alignment around one specific definition. There are certainly many areas where marketing and sales should learn to effectively understand needs and agree on desired goals and outcomes. just wanting “sales ready leads”). Click To Tweet. Why is this so important.

Lead Ranking 52

Lead Ranking Marketing Qualified Leads Top of Funnel Sales Qualified Leads 52