InsightSquared

APRIL 14, 2021

CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. The key is identifying the sales metrics that matter most and getting ahead of pitfalls with actions like managing dashboards correctly. .

Ideal Customer Profiles 156

Ideal Customer Profiles Lead Ranking Top of Funnel Lead Scoring 156

Zoominfo

JANUARY 20, 2021

Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. Leads transform into customers by stepping through a carefully curated sales funnel.

Top of Funnel 162

Top of Funnel Sales Cycle Marketing Funnels Cross-Selling 162

The Marketing Blender

NOVEMBER 30, 2023

What are your unique selling points? Your existing customers are a goldmine of untapped potentiaWithout a clear understanding of your marketing and sales metrics in the B2B space, you might be missing opportunities for growth. Your strategy should answer questions like: Who is your target audience? What are their pain points and needs?

Allocation 98

Allocation Marketing Budget B2B Churn Rate 98

Zoominfo

APRIL 23, 2021

In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle, give you a peek into ZoomInfo’s best go-to-market plays, and present new time-saving selling strategies. Through trial and error, companies adopt “sales plays” that become repeatable and highly targeted.

Webinar Metrics 242

Webinar Metrics Zoominfo Automation Marketing & Strategy 242

Zoominfo

JULY 12, 2022

Unfortunately, it’s all too common for sales teams to be hamstrung by incomplete routing systems and low-quality data. To set their sales teams up for success — and drive the largest possible return on investment for their businesses — today’s go-to-market leaders need comprehensive, integrated data and intelligent lead-routing systems.

Marketing Analytics Tools 130

Marketing Analytics Tools Top of Funnel High Quality Lead Lead Scoring 130

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Top of Funnel Demand 225

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. With this type of news, sales reps need to engage as many people as possible. These leaders typically don’t have time for cold sales calls.

Churn Rate 130

Churn Rate Intent Signal Tips Cross-Selling 130

Zoominfo

JANUARY 13, 2021

Exceptional sales performances aren’t achieved through sheer willpower — they’re accomplished by understanding goals that are easily tracked and planned out. Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. Purposes of a Sales Report.

Top of Funnel 162

Top of Funnel Sales Qualified Leads Lead Ranking Touchpoints 162

Marketing Insider Group

JULY 1, 2020

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. But, sales and marketing’s focus should have always been balanced between new and existing customer as sales cycles in existing accounts are at least 50% shorter than new accounts.

Ideal Customer Profiles 304

Ideal Customer Profiles Work Management Planning Paid Search Agency 304

InsightSquared

MARCH 15, 2019

The excitement generated throughout the sales cycle is quickly stymied once you realize that simply flipping the switch isn’t going to generate the massive ROI you anticipated because…. How will you manage deals through the sales cycle? Talk about buyer’s remorse. This is quite often the case with CRMs.

CRM 239

CRM Work Management Sales Cycle Cross-Selling 239

InsightSquared

OCTOBER 2, 2020

And in many cases, the focus of your sales strategy was simply survival. It’s easy to blame COVID for the “new” sales world. You’ve asked for deeper visibility into your sales teams’ activity. . You wanted to see cross-functionally—broad and deep. It should come as no surprise—reps love selling. Negotiating.

Correlation 250

Correlation Forecasting Ideal Customer Profiles Cross-Selling 250

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

SalesIntel

APRIL 15, 2024

However, sales and marketing teams play a pivotal role in guiding customers through the sales funnel by addressing the unique demands and obstacles t customers encounter at each stage of the B2B buyer journey. While these deals may take longer to materialize, they often yield significantly higher returns per sale.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

SalesIntel

MARCH 3, 2023

With expansion metrics, businesses can up-sell products to existing customers, such as upgrading their plans. Additionally, it’s also possible to cross-sell products and services to current clients. An increased number of cross-sells and upsell deals are factors that determine existing client retention.

Account Based Marketing 52

Account Based Marketing Effectiveness Cross-Selling ABM 52

SmartBug Media

MARCH 13, 2024

Sales has always been a game of numbers. But behind those numbers is something that is just as important to success—an engaged, supported, and fulfilled sales team. The Foundation of Successful Compensation Plans One of the most foundational elements of a strong sales plan is understanding your target audience.

Planning 69

Planning Optimization Cross-Selling Lead Ranking 69

InsightSquared

FEBRUARY 21, 2020

Head of Sales? However, in order to set your RevOps organization for success, it’s critical to ensure leadership has a cross-functional view of not only the sales process but every function involved in revenue creation. . A head of sales prioritizes deals. Where does RevOps report into: . No jargon or hard acronyms. .

Cross-Selling 177

Cross-Selling Webinar Metrics Top of Funnel Act-On 177

Zoominfo

OCTOBER 5, 2021

Increasing sales with enterprise customers starts here — find out how to build custom solutions. Cross and Up-selling: Retaining current customers is great for your revenue stream. Plans for RTM and Distribution: You can’t sell a product if it doesn’t get to your customers. The match was never going to work.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Seismic

MAY 18, 2023

These include decreased ramp time, increased time actively selling, increased deal sizes during decreased sales cycles, and so much more. Are sales reps complaining that content is hard to find, or doesn’t meet their expectations? The benefits of a well-crafted enablement program will impact your entire organization.

Cross-Selling 97

Cross-Selling Consulting Advertising Agencies Work Management 97

Madison Logic

MAY 3, 2023

Keep Marketing and Sales Teams Aligned True sales and marketing alignment is key to the success of your ABM strategy. When marketing and sales are aligned , they can work together to identify the best-fit accounts, develop comprehensive KPIs, and create an effective strategy that speaks directly to target customer needs.

Account Based Marketing 52

Account Based Marketing ABM Budget Programs Cross-Selling 52

Madison Logic

MAY 3, 2023

Keep Marketing and Sales Teams Aligned True sales and marketing alignment is key to the success of your ABM strategy. When marketing and sales are aligned , they can work together to identify the best-fit accounts, develop comprehensive KPIs, and create an effective strategy that speaks directly to target customer needs.

Account Based Marketing 52

Account Based Marketing ABM Budget Programs Cross-Selling 52

Seismic

JUNE 15, 2021

Sales enablement has transformed over the past 15 years. More and more, organizations are planning with sales enablement in mind and making strategic investments in sales technologies. With sales cycles becoming more complex, companies need to elevate their sales enablement programs to build a competitive advantage.

Cross-Selling 98

Cross-Selling Sales Cycle Advertising Benchmark Organic Leads 98

Engagio

SEPTEMBER 16, 2021

It comes as no surprise to anyone in Sales that there’s been a dip in the meetings we can generate when we use the same old tactics quarter after quarter. My tips for Sales teams. Go beyond the sale. The activity is still there from reps, but conversion rates aren’t — and we aren’t booking as many meetings as we used to.

Top of Funnel 130

Top of Funnel Sales Management B2B Sales DemandBase 130

Zoominfo

MAY 3, 2020

78% plan to adapt or increase their use of cross-channel attribution. Sell to Marketers With Our Marketing Department Leads One-Touch Attribution Models As its name suggests, a one-touch attribution model attributes an entire conversion to one channel. Attribution provides efficiency gains of 15-30%.

Marketing Attribution 130

Marketing Attribution Multi-Touch Attribution Paid Content Sales Management 130

Sana Commerce

SEPTEMBER 15, 2023

Learning how to improve sales performance is the key to driving organizational focus and success. Great sales seasons are inevitable but turning them into sustainable strategies that can steady your business requires more effort. This blog explores 16 actionable steps that can help you enhance sales performance.

Top of Funnel 52

Top of Funnel Cross-Selling Customer Satisfaction Digital Marketing Funnels 52

SalesIntel

JULY 22, 2022

Sales is a complex process that requires careful planning and execution. There are many factors to consider when making a sale, from the product or service itself to the customer’s needs and wants. It can be difficult to know where to start, but there are some general sales considerations that apply to any industry.

Cross-Selling 52

Cross-Selling Advertising Agencies Sales Cycle Pricing 52

Heinz Marketing

NOVEMBER 30, 2021

How do you sell if you don’t know who you’re selling to? According to Gartner , “gathering qualitative inputs is done through close interaction with key stakeholders to leverage their diverse expertise and foster cross-functional buy-in.” What type of accounts do we not sell to? Validating Your ICP with Data.

Ideal Customer Profiles 110

Ideal Customer Profiles Profiling Ad Building Cross-Selling 110

Seismic

MARCH 14, 2023

Setting and achieving sales goals is critical for any sales team, especially during periods of economic uncertainty. By creating clear goals, managers can get sellers on the same page, making it easier to measure performance and, of course, hit your sales targets. When times are challenging, efficient operations are a must.

Cross-Selling 52

Cross-Selling Eye-Tracking Sales Cycle Urgency Marketing 52

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. Whether you’re starting from scratch or looking to revamp an existing sales strategy, creating campaigns based solely on instincts or assumptions is no longer acceptable. To craft an effective modern sales playbook , data and analytics must reign supreme.

Marketing Automation Services 130

Marketing Automation Services Marketing & Strategy Lead Scoring Lead Ranking 130

InsightSquared

FEBRUARY 6, 2020

Without trusted sales data to assess the issues in the customer lifecycle, the analysis and ultimately the decisions will be flawed. To do this effectively, you’ll want to understand all touchpoints, which is best accomplished by automating Activity Capture to reduce the burden of manual entry (more time for reps to sell!)

Barriers 177

Barriers Webinar Metrics Top of Funnel Cross-Selling 177

Oktopost

MARCH 4, 2024

An Amazon sale is completed in as few as two or three clicks. The average SaaS sales cycle lasts 84 days and includes various touchpoints, from engaging with a post on social media to reviewing a product page and getting a product demo. It’s that simple. In B2B SaaS, this is more complex.

Ideal Customer Profiles 62

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

Zoominfo

OCTOBER 5, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omnichannel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Top of Funnel Demand 130

Martech

JANUARY 25, 2023

HubSpot Payments updates increase sales and adoption potential Reduce friction for customers to increase upsells and cross-sells with the new optional products featured in HubSpot payment links.

Ad Frequency 93

Ad Frequency Ideal Customer Profiles Hubspot Paid Search Agency 93

SmartBug Media

JUNE 5, 2020

Marketers and sellers in the manufacturing world today are trying to find new ways to speed up sales cycles, engage with growing buying committees, and sustain efficient revenue growth. Think of TAM as all of the companies you could possibly ever sell to. Speed Up the Sales Process. Incredibly long sales cycles.

Account Based Marketing 95

Account Based Marketing Ideal Customer Profiles Paid Search Agency Advertising Agencies 95

Adobe Experience Cloud Blog

MARCH 29, 2019

Done correctly, this culture shift leads to better sales and marketing partnership , and eventually the ability to maximize revenue potential together with sales. Sales must also undergo a mentality shift because ABM forces them to trust technology and software to help scale their traditional strategic selling efforts.

Account Based Marketing 133

Account Based Marketing Ideal Customer Profiles ABM Marketing AI 133

Zoominfo

APRIL 23, 2021

In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle , give you a peek into ZoomInfo’s best go-to-market plays , and present new time-saving selling strategies. Through trial and error, companies adopt “sales plays” that become repeatable and highly targeted.

Webinar Metrics 130

Webinar Metrics Zoominfo Automation Marketing Strategy 130

Martech

NOVEMBER 8, 2023

Since 2015, my team has conducted vendor-agnostic primary research into high-performance account-based sales and marketing strategies. The B2B marketer’s job is to identify this elite group of targets, invest time and money disproportionately to attract them and optimize your relationships with them.

Ideal Customer Profiles 113

Ideal Customer Profiles Profiling Marketing Management Intent Signal 113

Salesforce Marketing Cloud

AUGUST 24, 2023

Cross eyes. I’ve seen countless businesses (including enterprise companies) compile — and try to analyze — sales data in spreadsheets like this. Sure, spreadsheets are useful for small projects, but they can be cumbersome when dealing with complex sales data. Sales dashboards to the rescue. Update column. Sound familiar?

Examples 98

Examples Enterprise Management Work Management Eye-Tracking 98