Act-On

APRIL 26, 2024

And if you jump into it without a solid strategy in place, you aren’t going to see game-changing results (or a happy sales team). There are clear steps you need to take to build and implement a lead scoring model: Assemble your cross-functional squad As we mentioned earlier, lead scoring is a team sport. So let’s break it down.

Lead Ranking 246

Lead Ranking Lead Scoring Marketing Qualified Leads Ideal Customer Profiles 246

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. Growing a healthy pipeline is possible through careful assessment and management. Growing a healthy pipeline is possible through careful assessment and management. How to Build a Sales Pipeline. Sales Pipeline Metrics.

Top of Funnel 101

Top of Funnel Forecasting Marketing Proposals Work Management 101

ClickDimensions

DECEMBER 28, 2023

Many small to medium businesses (SMBs) often grapple with one common challenge: disjointed sales and marketing communications. The Impact of Disjointed Communications Inconsistent Messaging One of the most significant repercussions of misaligned sales and marketing communications is inconsistent messaging.

SMB 110

SMB Cross-Selling Buyer Personas Marketing Management 110

Hubspot

OCTOBER 19, 2017

As a sales manager or leader, your problem probably isn’t too little data. From the percentage of reps using your CRM and cohort retention rate to average time to hire and sales velocity, there’s a nearly endless list of metrics, reports, and data points. The Most Important Sales Performance Metrics.

Top of Funnel 94

Top of Funnel Enterprise Management Work Management Marketing Management 94

Oktopost

SEPTEMBER 28, 2023

Closing deals in 2023 has been a challenge for many sales teams, but we’re uncovering little-known tips to help you keep your sales pipeline flowing. Long gone are the days when sales teams and social media are estranged – combine the two together and your results will be a powerhouse for converting leads into customers.

Top of Funnel 138

Top of Funnel Social Media Ideal Customer Profiles Work Management 138

InsightSquared

FEBRUARY 27, 2018

Put yourself into the shoes of a software sales rep. Imagine how excited you are to call this hot prospect who booked time on your calendar to demo your product. Thankfully though it’s far from impossible to send that data to your CRM and the value is immense. That’s far, far different than website activity.

CRM 153

CRM Marketing Analytics Tools API Lead Ranking 153

Salesforce Marketing Cloud

SEPTEMBER 5, 2023

Most of the advice I’ve heard about upselling is about making the sale. Maximize upsell opportunities with AI Learn how the AI insights and real-time data of Sales Cloud can help you identify upsell opportunities by surfacing relevant customer signals. Let’s say a customer hires me to do a one-time sales training session.

Cross-Selling 72

Cross-Selling Tactics Lead Ranking Training 72

Hubspot

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market.

Marketing AI 65

Marketing AI Hubspot Product Tips 65

Madison Logic

SEPTEMBER 4, 2024

While a data-driven, full-funnel account-based marketing (ABM) strategy is the best way to identify key accounts and surround buyers with content and messaging that resonates with them, the effectiveness of this approach requires strong alignment with your sales and customer success teams.

Top of Funnel 52

Top of Funnel Account Based Marketing ABM Work Management 52

Lead Forensics

JULY 18, 2024

But how do you navigate this overwhelming landscape and ensure your sales team is top-notch? The answer lies in data – specifically, tracking the right B2B sales metrics. Think of sales metrics as your compass and map. So, which B2B sales metrics should you be tracking? B2B Sales Metrics: A Deep Dive 1.

B2B Sales 52

B2B Sales Sales Qualified Leads Allocation Top of Funnel 52

Salesforce Marketing Cloud

SEPTEMBER 19, 2023

That may seem like quite a hurdle, but we’ll show you how to build a healthy sales pipeline, step by step. Table of Contents What is a sales pipeline? Why is a sales pipeline important? How do sales pipelines work? What are the stages of a sales pipeline? How do you build a healthy sales pipeline?

Top of Funnel 59

Top of Funnel Work Management Marketing Management Ad Building 59

Oktopost

MARCH 23, 2020

B2B marketing and sales professionals are fighting a daily battle to convert a finite number of leads. This is why automation of B2B marketing and sales activities appears inevitable. It’s clear that organizations looking to scale up embrace automation tools and solutions to boost their marketing and sales operations.

Marketing Automation Services 99

Marketing Automation Services Top of Funnel Marketing Automation Automation 99

Hubspot

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Upsell/Cross-Sell Rates. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Download our free report here to learn the top 3 metrics ranked by sales professionals.

Work Management 101

Work Management Lead Ranking Lead Scoring Cross-Selling 101

Martech

OCTOBER 22, 2024

As we approach 2025, B2B marketers increasingly adopt data-driven strategies to refine their lead management processes and ensure they deliver sales-ready leads optimally. A well-designed lead scoring model enables sales teams to focus on leads most likely to convert, enhancing efficiency and revenue potential.

Lead Scoring 119

Lead Scoring Lead Ranking Ideal Customer Profiles Webinar Metrics 119

SalesIntel

MAY 13, 2024

This scenario is all too common in B2B sales, where complex solutions and lengthy buying cycles can lead to frustrating interactions. The truth is, B2B sales doesn’t have to be a slog. What is B2B Selling Experience? Customer Relationships: In B2B sales, the emphasis is on building relationships.

B2B Sales 52

B2B Sales Enterprise Management Work Management Marketing Management 52

Lusha

JULY 10, 2023

Chances are, you’re probably dealing with at least one problem with your sales funnel. Figuring out your sales funnel isn’t converting isn’t exactly fun. Bringing in the right leads at the awareness stage of the funnel At this point of the funnel, your customers are only just starting to realize they’ve got a problem.

Top of Funnel 52

Top of Funnel Conversion Rate Cost per Acquisition Ideal Customer Profiles 52

SalesIntel

JULY 6, 2021

In the cutthroat world of B2B sales, any second not spent on selling could be an opportunity lost. That’s why top-performing sales teams follow best sales time management practices as part of their sales playbook. Consider time management to be the equivalent of listening skills in communication.

Work Management 52

Work Management Spending Lead Ranking Marketing Management 52

Hubspot

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Work Management 75

Work Management Marketing Management Cross-Selling Budget Programs 75

Zoominfo

FEBRUARY 12, 2024

Choosing the best-fit revenue operations tools can dramatically enhance cross-departmental collaboration, enabling unified platforms where sales, marketing, and customer service teams are able to access and share critical data. To help with the vetting process, here are some suggestions of the top RevOps tools worth considering.

Work Management 130

Work Management Marketing Management Tools Lead Ranking 130

BenchmarkONE

NOVEMBER 10, 2022

A marketing funnel is a visual representation of your customer’s journey from the moment they come in contact with your brand till they become a paying customer. Other marketers also refer to marketing funnels as purchase, conversion, and lead funnels, among others. Why Do You Need A Marketing Funnel? Email Funnel.

Top of Funnel 74

Top of Funnel Marketing Funnels Marketing Automation Services High Quality Lead 74

Martech

JULY 19, 2024

Can you think of a lot of companies that need a CRM or marketing automation platform today but don’t have one? It is often easier to sell something when no one has it but many people need it. You can feel the ROI slipping away in the process. Businesses are born, then they reach the point in their growth where they need a CRM.

Marketing Automation Services 114

Marketing Automation Services Vendors Paid Search Agency Advertising Agencies 114

Hubspot

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

Marketing Budget 63

Marketing Budget Trends Cross-Selling Marketing & Strategy 63

Only B2B

AUGUST 21, 2024

ABM is about quality over quantity—focusing on high-value accounts that are most likely to convert into sales. ABM requires close collaboration between marketing and sales teams. Streamlines the sales process Long-term relationships with key accounts. Tools: Use platforms like HubSpot or Marketo for campaign management.

Account Based Marketing 71

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 71

Hubspot

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. Experiencing a sales slump can make you question your ability, or worse, your entire career. Experiencing a sales slump can make you question your ability, or worse, your entire career. Are your current actions in line with your typical sales activity?

Work Management 84

Work Management Cold Calling Marketing Management Cross-Selling 84

Oktopost

SEPTEMBER 28, 2023

Closing deals in 2023 has been a challenge for many sales teams, but we’re uncovering little-known tips to help you keep your sales pipeline flowing. Long gone are the days when sales teams and social media are estranged – combine the two together and your results will be a powerhouse for converting leads into customers.

Top of Funnel 62

Top of Funnel Social Media Ideal Customer Profiles Work Management 62

Martech

JUNE 12, 2024

Your sales and account management teams may already be using some of your prospecting content in relationship building. First, utilize the same martech tools used to identify prospects to upsell, cross-sell and retention opportunities. Microsoft offers open discussions weekly for customer IT admins and product managers.

Lead Ranking 116

Lead Ranking Lead Scoring Paid Search Agency Work Management 116

Webbiquity

JANUARY 18, 2024

When done properly, sending cold emails—that is, messages to people or companies with whom you have no prior relationship—is still one of the best tactics for B2B lead generation or making direct sales. Then, process it using data analytics. Guest post by Nina Petrov. Remember, though, that you don’t have to pitch to them.

Email Marketing 171

Email Marketing Work Management B2B Marketing Marketing Management 171

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Sales Management 79

Sales Management Top of Funnel Work Management Enterprise Management 79

Vision6

OCTOBER 31, 2023

Businesses can identify their most promising prospects by assigning numerical values to leads and tailoring marketing and sales efforts accordingly. Businesses with effective lead generation processes experience a 133% increase in revenue. What is the lead scoring process? How to build a B2B lead scoring model?

Lead Ranking 52

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 52

Zoominfo

AUGUST 1, 2023

While it’s undeniable that generative AI is already changing how businesses engage with the world, sales and marketing leaders are quickly realizing that AI alone isn’t the solution to all their problems. Next steps for ZoomInfo include baking generative AI call analysis into sales-call coaching. Today, it’s sales and marketing.

Marketing Analytics Tools 130

Marketing Analytics Tools Generation Zoominfo B2B 130

DealSignal

APRIL 10, 2024

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. Intent data allows you to identify and target these specific folks, almost in real time.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

SalesIntel

OCTOBER 30, 2024

Crafting an effective email cadence is essential to maintaining engagement and guiding prospects through the sales funnel. Sales Cadence This cadence is designed to convert leads into customers by nurturing prospects through personalized communication. It typically includes follow-ups after meetings, demos, or inquiries.

Conversion 52

Conversion Top of Funnel Lead Ranking Marketing Qualified Leads 52

Madison Logic

MAY 15, 2024

Another includes the Pareto Principle, where 80% of your sales could simply come from 20% of your existing customer base. In many organizations, the primary role of the marketing team is to influence the top-of-funnel (TOFU) and middle-of-funnel (MOFU) motions to build and fuel the sales pipeline.

Top of Funnel 52

Top of Funnel Cross-Selling Webinar Metrics Account Based Marketing 52

Vidyard

SEPTEMBER 14, 2021

From customer service to new client contracts, everything is going digital—even selling. But in a market that’s been heavily reliant on in-person interactions to drive new business, making connections and nurturing clients can be hard in a virtual selling world. What’s the Secret to Virtual Selling for Financial Services?

Enterprise Management 139

Enterprise Management Work Management Marketing Management Sales Management 139

Hubspot

OCTOBER 24, 2022

The same is true in sales. As a sales leader, part of staying agile is recognizing the trends unfolding around you and pushing your team ahead of the curve. HubSpot's 2022 Sales Strategy & Trends Report takes a closer look at these trends and how sales leaders can leverage them. Sales in 2022 is no different.

Cross-Selling 55

Cross-Selling Hubspot Lead Ranking Work Management 55

6sense

DECEMBER 17, 2021

Most importantly, you’ve finally leveled-up your sales team so that your reps — with an almost balletic grace — always leverage content, outreach, and engagement in ways that expertly usher buyers through the sales cycle. Where Uncertainty Lurks In Sales Interactions. That’s impressive. . There’s just one problem.

Account Based Marketing 62

Account Based Marketing Relevance ABM Conversion 62

Madison Logic

MARCH 6, 2024

Wide-approach B2B marketing tactics revolve around aiming for the accounts you and your company think are a good fit. But tight budgets, limited resources, and longer, more complex sales cycles require you to work more efficiently. This data-informed list is your target account list—and it’s foundational to your ABM strategy’s success.

Demand Generation 52

Demand Generation Sales Management Ideal Customer Profiles Buy 52