SmartBug Media

MAY 13, 2022

Let’s take a closer look at different ways your marketing team can leverage intent data to help sales close more deals—and close them faster. Using intent data to prioritize accounts leads to higher conversion rates, better alignment with sales, and shorter sales cycles. Are they going to Forrester?

Intent Data 98

Intent Data Work Management Intent Marketing Management 98

Vidyard

JANUARY 8, 2021

Modules within the course include: balancing synchronous and asynchronous communication to deliver a better customer experience, how to deliver engaging and impactful virtual demos and presentations, and advanced time management strategies for remote sellers, to name a few. Vidyard: Video for Remote Sales Training and SKO Kit.

Training 141

Training Top of Funnel Resources Work Management 141

Full Circle Insights

OCTOBER 1, 2022

The Forrester B2B Revenue Waterfall provides a helpful context for analysis, and from a marketing perspective, effective campaigns are those that move targeted accounts through the opportunity funnel to the prioritized stage, where the sales handoff occurs. That’s why monitoring activation rates should be a top priority.

Account Based Marketing 52

Account Based Marketing ABM Sales Management Webinar Metrics 52

Vidyard

JULY 8, 2021

I know from experience that scaling Solutions Consultants (SCs) and sales teams as a whole can be a challenge, as I have witnessed how it can take up to 24 months to fully mint a new Solutions Consultant. With such a long time-to-value, increasing headcount is rarely the answer for high-growth companies without the use of demo videos.

Sales Cycle 140

Sales Cycle Video Marketing Peer-to-peer B2B Sales 140

Madison Logic

NOVEMBER 30, 2023

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. B2B marketing is not just about selling a product or service.

Demand 52

Demand Brand Identity Branding Work Management 52

Vidyard

NOVEMBER 6, 2018

Runners-Up: Forrester, LeadIQ Honorable Mentions: KPA, Pipefy Combining personalized videos with experiential account-based marketing (ABM) campaigns—like the Sherlock Holmes themed video and campaign below! Those that re-engaged resulted in demos scheduled. Now THAT’s how you attract attention as a sales rep. Winner: Punch!

Video Marketing 65

Video Marketing Sales Cycle Work Management Marketing Proposals 65

Martech

MAY 10, 2022

Last year, Forrester reported that about 90% of 650 tech buyers surveyed want vendors to provide content that’s relevant at every stage of the buying journey. The pipeline wins generated by our marketing has increased by 50% and we’ve shortened our sales cycle as well,” said Tonkin. “It’s A different kind of B2B buyer.

Buying Cycle 87

Buying Cycle Intent Ideal Customer Profiles Planning 87

Seismic

DECEMBER 20, 2022

This requires strategic alignment between sales and marketing teams in order to optimize the sales cycle. We firmly believe that the answer lies with sales enablement. To get started, make a list of the various sales enablement tools available that fit the needs of your organization. Get a demo.

Marketing Analytics Tools 40

Marketing Analytics Tools Marketing Management Ad Building Business 40

TrustRadius Marketing

OCTOBER 3, 2022

Even before the pandemic, 68% of B2B buyers preferred to research online independently , according to Forrester. Marketing and sales teams can prioritize buyers based on engagement and interest, then offer messaging that can be crafted to the appropriate timing and personalization for prospects based on where they are in the buying journey.

Intent Data 52

Intent Data Top of Funnel Intent Work Management 52

Vidyard

NOVEMBER 6, 2018

Runners-Up: Forrester, LeadIQ. LeadIQ’s top performing sales development rep, Jeremy Leveille, recently recorded 24 custom songs and raps for targeted accounts resulting in 23 responses (that’s a 96% response rate, folks) and 17 qualified opportunities. Those that re-engaged resulted in demos scheduled. Winner: Punch!

Video Marketing 51

Video Marketing Sales Cycle Work Management Marketing Proposals 51

Terminus

MAY 8, 2020

Also Known As: Demos scheduled, first calls scheduled, or discovery calls booked. Numbers a CRO Will Love: According to a commissioned study conducted by Forrester Consulting on the Total Economic Impact of Terminus, a sample set of Terminus customers reported 60% more meetings scheduled by SDRs. Meetings Booked.

Account Based Marketing 29

Account Based Marketing ABM ROI Ideal Customer Profiles 29

Vidyard

JANUARY 8, 2021

Modules within the course include: balancing synchronous and asynchronous communication to deliver a better customer experience, how to deliver engaging and impactful virtual demos and presentations, and advanced time management strategies for remote sellers, to name a few.

Training 74

Training Top of Funnel Resources Work Management 74

Albacross

NOVEMBER 4, 2021

Source: Forrester , 2021). For example, accounts that visit your blog posts, newsletters, and eBooks have a higher learning intent or are not in-market yet while those that visit your pricing page, product pages, and demo pages are more likely to buy. Source: Forrester , 2021). Intent Data for Sales.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

Vidyard

JANUARY 8, 2021

Modules within the course include: balancing synchronous and asynchronous communication to deliver a better customer experience, how to deliver engaging and impactful virtual demos and presentations, and advanced time management strategies for remote sellers, to name a few.

Training 65

Training Top of Funnel Resources Work Management 65

ActiveDEMAND

OCTOBER 21, 2019

There is no record of the leads’ follow up, the marketing activity that brought in the leads and the marketing activities that turned those leads into sales. . Forrester’s research revealed that only 38% of marketers have a holistic view of how customers interact with digital content along their purchasing journey.

Paid Content 47

Paid Content Work Management Marketing Automation Services Marketing Management 47

Vidyard

MARCH 9, 2017

Field Sales: After your initial meeting, send curated follow-up materials like testimonial videos, demos, or campaign videos, along with a personalized introduction. No longer will deals be missed because sales reps didn’t have access to the right content at the right time.

Video Marketing 50

Video Marketing Enterprise Management Personalization Effectiveness 50

Madison Logic

OCTOBER 11, 2022

As this prospect moves from research to inquiry about a specific solution, the sales team can understand the key points and messaging they need to close the deal. . Shorten sales cycles: Have you ever wandered through a store, not sure what you’re looking for? Click here to learn more and request a demo! .

Intent Data 52

Intent Data Intent Marketing Budget Buyer Intent 52

Adobe Experience Cloud Blog

JUNE 17, 2013

How many more demos? Marketing automation drives prospects and customers through the revenue funnel with various sub-conversions such as ebooks, webinars, demos, conversations with sales reps, etc. And many have specific content that is served up to prospects based on where they are in the sales cycle.

Conversion 48

Conversion Marketing Automation Services Cross-Selling Top of Funnel 48

Smashmouth Marketing

MARCH 6, 2009

damphoux : @IDC "companies that reduce their investment in sales in 2009 will be gone in 2010" #sales20. greenleads : "Sales 2.0 damphoux : Rich Blakeman, Miller Heiman "If the sales cycle is long and the funnel is narrow, the funnel will turn into a straw" #sales20. greenleads : "Sales 2.0

Conference 100

Conference Top of Funnel InsideView Web 2.0 100

Smashmouth Marketing

MARCH 19, 2009

#sales20 jepc : Gerhard Geschwandtner: " Trend 6: customers create companies instead of companies creating customers " #sales20 damphoux : @IDC "companies that reduce their investment in sales in 2009 will be gone in 2010" #sales20 greenleads : "Sales 2.0 combines customer focused processes with Web 2.0

Conference 100

Conference Top of Funnel InsideView Web 2.0 100

The ROI Guy

MAY 19, 2016

See the slide deck here: [link] View a recording of the session here, including a live demo of a great example: https://alinean.webex.com/alinean/lsr.php?RCID=57f44396c0864b078bcf6282b01a68f8. RCID=57f44396c0864b078bcf6282b01a68f8.

ROI 45

ROI Demand Webinar Metrics Forecasting 45

OutboundView

AUGUST 16, 2019

75% of B2B customers say buying from a website is more convenient than buying from a sales representative ( Forrester ). The average number of customer stakeholders for a B2B deal is 6.8 ( Brent Adamson, the Challenger Sale ). This includes how pricey your product is and/or how long the sales cycle is.

Enterprise Management 31

Enterprise Management Lead Ranking Trade Show Work Management 31

EveryoneSocial

JANUARY 23, 2018

The inherent issue with this approach is that the funnel gets smaller towards the bottom, so the vast majority of B2B leads — over 99%, according to Forrester Research — never become customers.”. Schedule your demo and learn how your company’s workforce can become powerful marketers, sellers, and recruiters.

Account Based Marketing 62

Account Based Marketing Paid Search Agency Companies ABM 62

Terminus

MAY 24, 2017

With the explosion of B2B MarTech, the process looked like this: leads were qualified, then funneled through the sales process to become paying customers. But alas, Forrester found that less than 1% of leads generated ever turn into customers. How many of those demos became opportunities? B2B Click To Tweet.

Account Based Marketing 22

Account Based Marketing Lead Ranking Marketing Qualified Leads B2B Thought Leadership 22

The ROI Guy

MAY 9, 2012

Enabling Challenger Selling with the iPad For sales professionals, the iPad is a new tool with great promise, and this cannot come soon enough as: Less than 1 in 3 sales professionals are perceived as adding any value to the sales process, and only 13% of buyers think sales meetings are valuable.

Lead Scoring 40

Lead Scoring Lead Ranking Paper Comparison 40

The ROI Guy

JANUARY 8, 2013

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and that over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013).

Gartner 40

Gartner Spending Marketing Proposals Terms and Conditions 40

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Sales teams are being engaged later and later in the sales cycle.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

Vidyard

OCTOBER 7, 2015

How are marketers and sales executives supposed to cut through the inbox clutter and stand out? Well, for starters, thanks to research from the Forrester Marketing Group we know that including a video thumbnail in your emails can increase click-through rates by 200%-300%. At Vidyard we don’t just talk the talk, we walk it, too!

Video Marketing 50

Video Marketing Personalization Top of Funnel Enterprise Management 50

Vidyard

OCTOBER 7, 2015

How are marketers and sales executives supposed to cut through the inbox clutter and stand out? Well, for starters, thanks to research from the Forrester Marketing Group we know that including a video thumbnail in your emails can increase click-through rates by 200%-300%. At Vidyard we don’t just talk the talk, we walk it, too!

Video Marketing 50

Video Marketing Personalization Top of Funnel Enterprise Management 50

Directive Agency

FEBRUARY 22, 2019

If expensive clicks aren’t enough, B2B marketers typically battle complicated marketing funnels and long sales cycles. Proving ROI when top-of-funnel leads convert to sales-qualified opportunities in 30, 60, 90+ days can be challenging mountains to climb. Forrester Wave Reports. G2Crowd Company Comparison Reports.

Database Marketing 45

Database Marketing PPC Work Management Marketing Management 45

Madison Logic

MARCH 13, 2024

According to Forrester research, millennial buyers aged 25-44 are increasingly shifting into purchase decision-making roles and are expected to make up three-fourths of business buying teams in 2024. As a result of this shift, marketers and sellers can no longer rely on what has always worked to reach them.

Purchase 52

Purchase Account Based Marketing ABM Multi-Channel 52

Computer Market Research

MARCH 20, 2018

This Conundrum perpetuated in a manufacturer’s unfamiliarity with their customers and a lack of visibility into their channel sales and inventory. Source: Forrester Research. The objective review of the POS metrics helps channel partners to qualify or disqualify an opportunity early in the sales cycle.

Sales Management 60

Sales Management POS Advertising Channels Work Management 60

Madison Logic

JANUARY 25, 2024

3 Reasons to Include CTV Advertising In Your Marketing Strategy With continued economic uncertainty, longer sales cycles, and increased buyer complexity, now more than ever future buyers are the source of future cash flows. Learn more about the value ABM Connected TV can bring to your organization when you request a demo today.

Marketing Management 52

Marketing Management B2B Marketing Multi-Channel Marketing & Strategy 52

The ROI Guy

JULY 9, 2013

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013).

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

SEPTEMBER 17, 2010

With ready access to an unprecedented wealth of on-line information, and skepticism toward vendors as a result of direct marketing overload, buyers have revolted and taken the buying cycle into their own hands. 08, 2010 IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

Metadata

JANUARY 11, 2024

While Isaac warns these ads may not translate directly to demo requests , they’re frequently mentioned on sales calls, which can help build relationships and kick off conversations that accelerate a deal. You won’t typically see a massive increase in multithread demo requests,” Isaac said. Request a demo today.

Peer-to-peer 52

Peer-to-peer Media Work Management Sales Qualified Leads 52

Hubspot

MARCH 14, 2012

According to Forrester Research , companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost. Select Your Best Marketing Offers for Each Stage of the Sales Cycle. As I mentioned earlier, most of the more basic lead nurturing campaigns are based solely around stages in the sales cycle.

Top of Funnel 28

Top of Funnel Lead Nurturing Lead Scoring Lead Ranking 28