Heinz Marketing

JUNE 7, 2021

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. We talk to some of the best leaders in B2B sales and marketing every day.

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Forrester Top of Funnel B2B Thought Leadership Lead Ranking 123

Outreach

FEBRUARY 25, 2022

What is Sales Management? Behind every successful sales team is a strong sales management process: One that relies greatly upon effective managers and leaders. Implementing the right strategy and process can help a business ensure its health and drive further growth.

Customer Satisfaction 52

Customer Satisfaction Forrester Demographics Training 52

The Point

JUNE 23, 2020

When Account-Based Marketing (ABM) first arrived on the scene, vendors were quick to pronounce traditional, funnel-based marketing obsolete. One fixture of B2B marketing for more than a decade is the lead funnel, brought to prominence by the analysts at SiriusDecisions (now part of Forrester.)

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Lead Ranking Enterprise Management Marketing Qualified Leads Account Based Marketing 264

Only B2B

MARCH 6, 2024

But there are a lot of factors littering the path of lead conversion [time, sales, team, and more]. But generating qualified leads isn’t – because the number of qualified leads is the most immediate result of your effective B2B lead generation strategy or tactics.

Lead Qualification 71

Lead Qualification Lead Ranking Lead Generation Lead Scoring 71

Seismic

MARCH 22, 2022

At most organizations, sales is responsible for generating revenue. But sales is becoming more difficult as the buyer’s journey evolves. We understand that the sales process is not a one-size-fits-all formula. Here’s the short answer: sales training and coaching. What is sales training and coaching?

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Training Outreach Sales Qualified Leads Forrester 52

Lead Forensics

APRIL 16, 2024

This blog explores 10 ways AI and beyond can supercharge your sales game, from identifying high-potential leads to crafting personalized outreach and automating tasks. Get ready to leverage data-driven insights, improve forecasting accuracy, and become a sales superstar in the age of AI.

Ideal Customer Profiles 52

Ideal Customer Profiles Cross-Selling Budget Programs High Quality Lead 52

ANNUITAS

AUGUST 5, 2014

I read an article recently that discussed how content can “help push your prospects through the sales funnel.” While I am quite aware of B2B’s fascination and obsession with funnels and waterfalls, the truth is buyers couldn’t care less and certainly will not be pushed through anything. Pretty anemic!

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Top of Funnel Forrester Marketing Funnels B2B Sales 100

Terminus

MARCH 11, 2024

In our recent webinar, Anne Murlowski VP of Marketing at Terminus, sat down with Seth Marrs, Principal Analyst at Forrester Research, to delve into the evolving landscape of how to unify go-to-market strategies. This integration faces challenges however, especially when marketing and sales do not work together as one cohesive unit.

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Forrester Webinar Metrics Marketing & Strategy Marketing Strategy 29

Only B2B

FEBRUARY 1, 2024

.” – Mary Meeker, Partner at Kleiner Perkins With the ocean of customer data at your fingertips, identifying the right buying intent aligning your business offerings is critical to driving sales. This article explains the intent data and why it is crucial to include it to hit your sales goal in 2024.

Intent Data 71

Intent Data Intent Marketing Strategy Marketing & Strategy 71

Seismic

NOVEMBER 7, 2022

This week Forrester released The Forrester Wave TM : Sales Content Solutions, Q4 2022 report in which Seismic was named a leader. Forrester looks at three major categories – market presence, strategy, and current offering. So, why do we think this matters to our customers and those considering a sales content solution?

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Forrester Enterprise Management Marketing Management Microsite 52

Zoominfo

SEPTEMBER 24, 2021

The last time sales teams were offered real change in their tech offerings was back in the early 2000s, when cloud-based customer relationship management (CRM) systems came into vogue. That technology permanently shifted the way sales teams operated. Types of Sales Automation Tools The reach of this technology is widespread.

Demand 130

Demand Automation Work Management Marketing Management 130

Oktopost

JANUARY 25, 2024

Social media is not just about creating a buzz; it can be a powerful tool for strategically influencing your customers at every stage of the sales funnel. By incorporating social media into a comprehensive revenue generation strategy, B2B enterprises can deepen connections with their target audience and simultaneously boost sales.

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Social Media Top of Funnel Webinar Metrics B2B Thought Leadership 69

Salesforce Marketing Cloud

FEBRUARY 14, 2022

That trend is expected to continue this year, posing big questions and even bigger implications for sales leaders. What happens when your top sales rep — along with all their institutional knowledge, leadership, and training — jumps ship? Most importantly, why do reps decide to leave and what can you do to convince them to stay?

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Work Management Customer Surveys Training Forrester 98

ClickZ

AUGUST 21, 2019

The State of Enterprise Sales Enablement, 2019. According to Seismic’s newly-released report, entitled The State of Enterprise Sales Enablement, 2019, providing a personalized customer experience is both the biggest challenge – and the biggest opportunity – for effective sales enablement. The remedy?

Organization 105

Organization Personalization Effectiveness Forrester 105

Vision Edge Marketing

MAY 2, 2019

In their report, B2B Buyers Mandate A New Chart for Marketing and Sales, Forrester Research posited that, “The misalignment between sales and marketing teams continues to be a hot topic, even after a decade of B2B firms trying to solve this problem.” higher levels of sales and marketing alignment than other companies.

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Top of Funnel Planning Work Management Paid Search Agency 164

Martech

MAY 4, 2022

“For some organizations and some leaders, the core tenants of ABM truly are a revolution.” ” Traditional demand gen, by itself, isn’t enough to encompass an effective ABM strategy ; marketers need to treat ABM as a separate activity. Engaging buying committees through coordinated marketing and sales programs.

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Account Based Marketing ABM Webinar Metrics Effectiveness 101

Brandpoint

MAY 18, 2020

In today’s digitally focused business environment, it’s more important than ever for sales and marketing departments to work together to create content and collateral that’s effective in driving sales. The quality of that content has become so important that 72% of the most successful organizations in the U.S.

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Top of Funnel Paid Search Agency Planning Work Management 149

ANNUITAS

AUGUST 19, 2022

This new organizational model represents a complete rethink of traditional B2B sales, marketing and customer service roles, with blended teams, organized around stewardship of customer journey phases. What’s wrong with the status quo of siloed teams and random acts of sales and marketing ?

Lead Ranking 130

Lead Ranking Paid Search Agency SIC Research 130

Zoominfo

MAY 25, 2022

And while it’s not hard to find basic business data — company names, phone numbers, employee counts, revenue, maybe direct dial numbers and email addresses — today’s complicated sales cycles need more than just names and numbers. What is Sales Intelligence? What Do Sales Intelligence Tools Do?

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Ideal Customer Profiles Budget Programs Enterprise Management Tools 130

Seismic

JULY 2, 2019

Buyers today can obtain product information without ever talking to a salesperson, embarking on as much as 57% of the buyer’s journey alone before ever speaking to a sales rep. According to recent research from Forrester sales teams are increasingly moving to a consultative approach.

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Act-On B2B Sales Consulting Forrester 77

Martech

MARCH 29, 2022

Driven by this holistic approach, Forrester proclaims in its New Tech: Account-Based Marketing Q1, 2022 report that “the term Account-Based Marketing will disappear by 2025 as B2B organizations focus on the entire customer lifecycle.”. A lead isn’t something to be tossed over the wall at the MQL stage for sales to run with.

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Top of Funnel Buy Lead Ranking Account Based Marketing 85

Only B2B

SEPTEMBER 21, 2023

Lead scoring, a critical component of any successful sales and marketing strategy, can be the bridge that guides your leads towards conversion. In this comprehensive guide, we will unravel the lead scoring strategies, explore its key components, and delve into effective strategies that can skyrocket your conversion rates.

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Lead Ranking Lead Scoring Conversion Rate Sales Qualified Leads 62

Seismic

NOVEMBER 2, 2023

Questions surrounding how organizations will use these technological advancements — and whether AI will replace workers — are top of mind. As the global leader in enablement, we’re committed to shaping the role of AI in sales enablement and helping our customers leverage AI now and in the future. France, and Germany.

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Marketing Analytics Tools Allocation Work Management Customer Satisfaction 87

Only B2B

APRIL 13, 2022

Then you understand the importance of sales involvement in the comprehensive sales call process. According to The Sales Development Technology Report, connecting with a customer today takes an average of 18 dials. Here are some recommendations for a more effective appointment-setting strategy. Forrester Research.

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Effectiveness Ideal Customer Profiles Sales Qualified Leads Cold Calling 118

Zoominfo

MARCH 31, 2023

To get the full picture, you’ll need to understand: How data exists today in the majority of businesses Why the data management status quo is almost certainly harming your business How to break the restraints holding you back from making the best data-driven decisions What Are Data Silos?

Enterprise Management 130

Enterprise Management Marketing Analytics Tools Zoominfo Work Management 130

ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

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Forrester Work Management Marketing Management B2B Sales 120

Martech

JULY 25, 2022

They can retard the velocity of sales, stunt the company’s brand development, jeopardize relations with customers and create opportunities for competitors to gain market share. Gauging the relative success of each of your marketing tactics is important no matter which way the economic winds are blowing.

Marketing Attribution 103

Marketing Attribution Enterprise Management Work Management Marketing Management 103

Seismic

JANUARY 23, 2019

While Sales always has hard targets in mind, Marketing’s focus is a little more ethereal. Sales and Marketing both require different skill sets, ways of thinking, and planning. If Sales can track everything down to the last cent, why can’t we see exactly how much money Marketing is driving? of those are said to be effective.

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Effectiveness Planning Enterprise Management Correlation 64

Scoop.it

OCTOBER 29, 2019

Because many organizations don’t understand why sales reps need content and what types of content to provide them to help them win more deals. According to Forrester , 62% of buyers prefer to finalize their list of vendors or even decide on a solution based solely on digital content they consume.

Top of Funnel 53

Top of Funnel Buyer Personas Content B2B Thought Leadership 53

Vision Edge Marketing

JUNE 6, 2023

Organizations that strive to be customer-centric and create customer value recognize the importance of understanding customer needs, preferences, and expectations and focus relentlessly on delivering exceptional customer experiences (CX), at every touchpoint. The CGO has a more operational focus, whereas the CSO has a more strategic focus.

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Touchpoints CMO Work Management Cross-Selling 182

ClickDimensions

APRIL 15, 2021

This finding from Forrester is particularly important to organizations since the onset of the pandemic. When asked about the effectiveness of different types of email marketing messages, 49 percent of respondents said that they do not use cross-sell/upsell emails. Be relevant. Consider timing. Keep it simple.

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Cross-Selling Campaigns Effectiveness Tips 119

Martech

JUNE 3, 2022

“It’s a more efficient and effective approach to go after accounts than it is just one or two individuals.” This process necessitates a strong appeal to brands’ goals — often at the enterprise level — and this can’t be done without proper marketing and sales team alignment. Click here to download!

Account Based Marketing 106

Account Based Marketing Ideal Customer Profiles ABM Top of Funnel 106

RDIGS

JUNE 23, 2023

Businesses collect vast amounts of data from various sources, ranging from customer information to sales figures and market trends. However, a significant challenge that arises within many B2B organizations is the presence of data silos. This fragmentation of data poses a hidden barrier to effective B2B decision-making.

Barriers 52

Barriers Enterprise Management Work Management Marketing Management 52

Only B2B

JUNE 19, 2023

In the current highly competitive business environment, generating high-quality leads and expediting the sales journey is of utmost importance. BANT qualification, a well-established approach in lead assessment, has revolutionized the game by offering a framework to evaluate prospects and identify sales-ready leads.

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Sales Qualified Leads High Quality Lead Lead Ranking Marketing Qualified Leads 62

Hubspot

MAY 12, 2020

But unlike sales reps -- who talk to and learn from our biggest prospects each day -- we don't always know tiny, but crucial, details about the brands or people we most want to sell too. So, how do we bridge the gap to better help our sales teams sell to high-priority clients? Forrester ). Forrester ). Forrester ).

Account Based Marketing 95

Account Based Marketing Stats Ideal Customer Profiles Marketing Budget 95

Zoominfo

APRIL 20, 2022

But as B2B sales gets more competitive and complex, simply knowing who sourced a lead may no longer be good enough. Instead, B2B marketers are turning their attention to key performance indicators that showcase how full-funnel marketing efforts can deliver increased performance. The result? In 2020, that figure was down to 47%.

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Multi-Touch Attribution Zoominfo Account Based Marketing Lead Ranking 130

PureB2B

MAY 30, 2022

Sales enablement is a continuous business development discipline that equips salespeople with the process, tools, and content to help them sell more effectively. According to statistics, sales enablement’s adoption ballooned by a whopping 343% over the past five years. Common Challenges for SDRs. Bad lead quality.

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Ideal Customer Profiles Top of Funnel Product Work Management 48