Zoominfo

OCTOBER 5, 2021

Case in point: 40% of CMO Council members agree that improving GTM processes are top priority. 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. And how does it differ from your competitors?

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Zoominfo

OCTOBER 5, 2021

Demand generation is the process of building awareness and interest in a brand’s products and services. 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. What is Demand Generation?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Top of Funnel Demand 130

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. Relevant content, events, or webinars. Speed Up the Sales Process.

Account Based Marketing 95

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

DemandBase

MAY 26, 2020

Now more than ever, sales and marketing alignment is imperative to an organization’s success. We will be diving into topics important to sales teams, such as humanizing the selling process, outreach strategies with buying committees, and ways you can use Demandbase daily to power your selling.

Account Based Marketing 133

Account Based Marketing ABM DemandBase Peer-to-peer 133

Influitive

OCTOBER 11, 2015

We see companies who have improved engagement increase cross-sell by 22%, drive up-sell revenue from 13% to 51%, and also increase order sizes from 5% to 85%,” says R “Ray” Wang , Principal Analyst and CEO at Constellation Research , an advisory and research firm. Ektron’s customer-generated event content.

Loyalty 279

Loyalty Peer-to-peer Ideal Customer Profiles Word of Mouth 279

Oktopost

MARCH 4, 2024

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. Sales process Different stakeholders within an organization will have different challenges and goals. In B2B SaaS, this is more complex.

Ideal Customer Profiles 62

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

Engagio

DECEMBER 28, 2020

It’s the time of year again where we reflect on the year’s events and accomplishments and predict what is to come. ABM, in theory, is a simple strategy that relies on sophisticated processes and technologies to execute. We’ll see investment in real customer marketing, not just cross- or upsell.

Account Based Marketing 139

Account Based Marketing ABM Sales Management Enterprise Management 139

KoMarketing Associates

AUGUST 7, 2018

When the cognitive load of even a simple task (or a conversion event) gets to be too much, we bail. We’re stretching that idea a bit, but you could absolutely do a usability test for a landing page, or a webinar signup, or any lead generation process. Things like shortening the sales cycle matter, too.

Conversion Rate 162

Conversion Rate Conversion Top of Funnel Landing Pages 162

Salesforce Marketing Cloud

NOVEMBER 7, 2023

Sales kickoff tips and best practices Learn 8 sales productivity pitfalls (and steps to avoid them) Get the free Sales Productivity Workbook to discover how leading sales experts are side-stepping pitfalls by consolidating their tech stacks, redefining their pipeline stages, and automating approvals. Collaboration.

Work Management 64

Work Management Cross-Selling Marketing Management Paper 64

Heinz Marketing

FEBRUARY 4, 2021

Selling channels traditionally, getting in front of doing traditional sales calls has not come back. Now maybe that’s not that big a deal for those that have been selling remotely for a while, but we have a lot of manufacturing clients who are used to going and sitting in front of their prospects with a box of samples.

Work Management 140

Work Management Peer-to-peer Marketing Management Cross-Selling 140

Martech

SEPTEMBER 24, 2021

Account-based marketing or ABM is a B2B marketing strategy that aligns sales and marketing efforts to deliver targeted advertising, as well as personalized content and messaging, to high-value accounts. These can include email marketing campaigns as well as in-person or virtual roadshows and events geared toward groups.

Account Based Marketing 124

Account Based Marketing Enterprise Management Work Management Paid Content 124

Madison Logic

NOVEMBER 30, 2023

B2B marketing is not just about selling a product or service. It’s about building positive brand awareness and strong relationships throughout the entire customer lifecycle. We face a changing B2B buying landscape with longer sales cycles and larger buying committees made up of increasingly independent decision-makers.

Demand 52

Demand Brand Identity Branding Work Management 52

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

SnapApp

JULY 16, 2015

But we’re missing the boat in one key area: the blending of content and events to drive more impactful engagements. In general, there is a chasm between traditional digital marketing activities and the world of events. Pre-event: Get to know your audience. On-site: Track and personalize your interactions.

Work Management 48

Work Management Allocation Webinar Metrics Buying Cycle 48

Engagio

OCTOBER 10, 2019

With these early-stage insights, marketers can create content that captures attention sooner in the research process, and hopefully get ahead of the competition. 4 – Fuel high-value prospect turnout at in-person events. Moreover, you’ll have the talking points to spark more meaningful conversations in meetings and on the event floor.

Intent Data 67

Intent Data Account Based Marketing Ideal Customer Profiles Intent 67

Hubspot

AUGUST 22, 2022

Before we dive into the top goals, challenges, and opportunities of sales professionals around the globe, here's a quick rundown of the top five industry trends we're seeing, which you'll read even more about throughout this post: Sales teams are focused on establishing trust and rapport with prospects is crucial.

Marketing Budget 60

Marketing Budget Trends Cross-Selling Marketing & Strategy 60

SmarkLabs

NOVEMBER 18, 2019

It’s any marketing effort your B2B company makes to bring people into your sales funnel, with an emphasis on personalization. As mentioned in our blog post, “ The Impact of Demand Generation on Sales Cycles ,” the B2C world can use demand generation in areas with longer sales cycles, but it’s most common in the B2B world.

Demand Generation Agencies 55

Demand Generation Agencies Demand Generation Demand Generation 55

Salesforce Marketing Cloud

SEPTEMBER 19, 2023

Make pipeline management easier than 1-2-3 Take advantage of Sales Cloud’s automation, workflows, email syncing, and record updates to ensure you spend your time on what matters: building relationships with prospects and moving them through the pipeline. Get your pipeline flowing What is a sales pipeline? How do sales pipelines work?

Top of Funnel 59

Top of Funnel Work Management Marketing Management Ad Building 59

PathFactory

MAY 11, 2022

By now, marketers are familiar with lead scoring, or the process of assigning values to a prospect’s specific profile attributes and online interactions in order to qualify them through different maturity stages. Let’s break it down further. From lead scoring to customer scoring. So why score leads and customers the same?

Ideal Customer Profiles 59

Ideal Customer Profiles Lead Ranking Lead Scoring B2B Marketing 59

Engagio

JUNE 12, 2017

It requires B2B organizations to evolve their process and activity — and change is never easy. Marketing Orchestration is an ongoing and coordinated process where customer-facing teams work together to drive business outcomes. You’ll never get an executive to show up to an event with only a marketing email.

Account Based Marketing 86

Account Based Marketing Lead Ranking Lead Scoring Planning 86

Leadspace

OCTOBER 12, 2019

Companies can identify the highest opportunity customers by comparing these markers to existing customers, ones who took similar actions and experienced similar events in the past. Sales is then able to prioritize leads based on several cross-referenced data sources. Up-selling and Cross-selling.

Top of Funnel 48

Top of Funnel Enterprise Management Lead Ranking Work Management 48

Madison Logic

OCTOBER 11, 2022

These signals are combined to provide marketing and sales teams with intelligence on the organizations that may be interested in additional information about a solution as they perform in-market research. . Shorten sales cycles: Have you ever wandered through a store, not sure what you’re looking for?

Intent Data 52

Intent Data Intent Marketing Budget Buyer Intent 52

Hubspot

MARCH 18, 2019

The difference between key account management and selling. Key account management is the process of building long-term relationships with your company's most valuable accounts. How transactional is your sales process? Does your product have upsell and cross-sell potential? The benefits. Let's dig in.

Work Management 87

Work Management Marketing Management Cross-Selling Customer Satisfaction 87

Albacross

NOVEMBER 4, 2021

With the ease of COVID-19, people are starting to work back in the office and more off-line sales activities are coming back – events, fairs, and face-to-face sales meetings. Customers who received helpful information in the buying process were 2.8 What kind of year will 2022 be? Not exactly. Source: Forrester , 2021).

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

ClickZ

OCTOBER 22, 2020

Any tool that helps streamline your marketing processes is considered marketing automation software. Marketing automation features include AI-driven lead management and generation, email marketing, sales alignment, reporting/analytics, ABM/sales enablement, and content automation/messaging. What is marketing automation software?

Enterprise Management 133

Enterprise Management Marketing Automation Services Marketing Management Marketing Automation 133

Varicent

MARCH 24, 2022

Others will come from existing or past customers, with a fair selection coming from cold calling by the sales team or even chance conversations with contacts. To be clear, not all the elements of a sales pipeline are equal. Managing a sales pipeline clearly matters to the salesperson, the sales manager, and ultimately the business.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Top of Funnel 52

LeanData

MAY 8, 2018

. … but when those sales organizations are able to shorten their sales cycles, that number increases by 14 percent. That’s just one direct correlation between efficient funnels and efficient sales reps. It’s chock-full of the data you need to make your case for sales and marketing transformation. Get it for free.

Top of Funnel 55

Top of Funnel Efficiency Sales Cycle Sales Qualified Leads 55

Salesforce Marketing Cloud

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. What your process is matters.” Think of your sales process like a map. It shows you how to get from point A in the sale (finding your prospect) to point Z (closing the deal), highlighting necessary steps along the way.

Process 59

Process Ad Building Work Management Buyer Personas 59

The Lead Agency

AUGUST 20, 2020

Now, however, it’s more difficult for B2B marketers to define exactly who they are selling to: 64% of C-suite executives have final signoff on a purchase decision, 81% of non-C-suiters also have a say in it. What was once a more linear transaction has now turned into a complex buying process.

Marketing AI 83

Marketing AI Trends B2B Marketing Paid Search Agency 83

seo.co

OCTOBER 6, 2021

Content may also be used as an element of exchange, particularly when it comes to B2B conversions that only ask for personal information as a conversion event. Here, you’ll be injecting CTAs into the body of your content in an effort to secure a completed conversion event. Immediate conversion. Social Syndication.

Ad Exchange 98

Ad Exchange Content Copywriting Lead Scoring 98

SalesIntel

FEBRUARY 20, 2023

Negotiation — the process of coming to an agreement on the price for the offer. Fast forward to 2020 and a good B2B sales pipeline is more than a simple process diagram and deal outline that tracks a deal status. ” 67% discuss pipeline cross functionally just once a quarter or less. Looking forward to today.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Bombora 52

SalesIntel

FEBRUARY 20, 2023

Negotiation — the process of coming to an agreement on the price for the offer. Fast forward to 2020 and a good B2B sales pipeline is more than a simple process diagram and deal outline that tracks a deal status. ” 67% discuss pipeline cross functionally just once a quarter or less. Looking forward to today.

Intent Data 52

Intent Data Marketing Analytics Tools Ideal Customer Profiles Intent 52

accelerate agency

APRIL 12, 2023

You’re not selling software as a one-off purchase but rather with an all-in ongoing service model. Overall, companies spend 58% of their marketing budgets on digital marketing—but that rises to 89% for businesses that sell entirely online. In any event, the nature of SaaS involves continuous evolution.

Marketing Budget 52

Marketing Budget Paid Content Work Management Paid Search Agency 52

LeadSquared

NOVEMBER 4, 2020

2020 started with an unprecedented chain of events causing a drastic shift in consumer behaviors. Amidst the unforeseen challenges and volatile market, the safest bet is being human-centric in all your marketing and sales efforts. Once they recognize your services, cross-selling and upselling become easier.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Marketing Automation Services 52

Hinge Marketing

MAY 23, 2019

Focusing your messaging and selling will help your company or firm be more effective and is a key pillar of ABM. The processes and tactics of ABM have been around for decades in one form or another. Set realistic expectations based on your average sales cycle and the skill sets of your team members. However, be patient.

Account Based Marketing 116

Account Based Marketing ABM Marketing & Strategy Webinar Metrics 116

Heinz Marketing

FEBRUARY 24, 2020

This week’s episode is entitled “ The Importance and Power of Editing: A B2B Masterclass (in 30 Minutes!) ” and our guest is Lisa Gschwandtner , Editorial Director at Selling Power. I won’t get into the inside jokes there but Lisa Gschwandtner from Selling Power Magazine , thank you so much for joining us today.

Top of Funnel 64

Top of Funnel Cross-Selling Custom Publishing B2B Thought Leadership 64

SalesIntel

AUGUST 21, 2023

Suppose a B2B company selling manufacturing equipment knows that a segment of its audience is specifically interested in 3D printing. Increased Cross-selling and Upselling Opportunities With a deeper understanding of each customer, businesses can identify other products or services that might be of interest.

Enterprise Management 40

Enterprise Management Marketing Budget Work Management Marketing Management 40