Trending Sources

4 Steps to Shorten Your Sales Cycle

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. Back in May 2010, the Aberdeen Group released an important report on how to shrink the sales cycle and focus closers on sealing more deals. "We We don''t convert enough leads to sales," said 59% of respondents in the report.

The 21st Century Buying Experience: Say Farewell to the Sales Cycle

CMO Essentials

This begins with the “hidden sales cycle” and carrying through the intertwined marketing, sales, and service stages of the relationship lifecycle. Figure I: Leaders Anticipate and Influence the Hidden Sales Cycle. The post The 21st Century Buying Experience: Say Farewell to the Sales Cycle appeared first on CMO Essentials.

Fix your Funnel with Predictive Marketing and Sales

Lattice

And since Q4 is historically the biggest quarter for most sales teams, now is the time for companies to identify any issues with their revenue funnel, and determine ways to fix those problems so Q4 is a runaway success, not a flop. But what happens if there are multiple issues with a company’s revenue funnel? While it may be hard to believe, Q4 is just around the corner.

Bubble in the Funnel

ViewPoint

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’ The #1 sales execution issue reported by sales execs is the lack of highly qualified sales leads. Inside Sales Sales Process B2B Sales

3 Tips to Help Content Marketers Understand Sales Cycles

Biznology

Simply posting a blog per day won’t amount to anything if you’re not taking your customers’ sales cycles into account and adjusting your marketing strategy accordingly. What’s a sales cycle, you ask? Understanding Sales Cycles. Before you can create content for your buyers, you must understand the sales cycle for each buyer type. Mid-market.

How to Match Great Content to Your Sales Funnel

It's All About Revenue

In the B2B marketing world, the buying cycle is long. Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale. There's a long cycle that has a lot of money and resources at stake, so you need to nurture your prospects all the way through the process. Navigating the Sales Funnel.

Funnel 124

How to Power Your Sales Funnel With Video Content

It's All About Revenue

Video can power your sales cycle at every step of the buying process, but not all content is relevant to everyone. Top Of Funnel Video Content. Mid-funnel prospects want content that helps them evaluate your product’s fit for their organization, and help bring others onboard. The Importance of Buyer Personas. First off, understanding your customer is critical.

Funnel 112

An SEO’s Guide to Bottom-of-Funnel Keywords

Act-On

We’ll discuss methods to research based on the funnel stage, specifically bottom-of-funnel keywords in today’s blog post. Determining the right keywords often requires a thorough understanding of your buyer’s journey through the sales cycle. Marketing Funnels and Keyword Research. Top of Funnel: Awareness. Middle of Funnel: Evaluation. Not likely.

The Benefits of Marketing Automation for Sales: Use Email to Shorten the Sales Cycle

Marketing Action

The benefits are especially clear when you look at the ways marketers and sales teams can use email campaigns to nurture prospects along the journey to conversion. Better Visibility and Shorter Sales Cycles. According to Bulldog Solutions , companies that invest in marketing automation solutions see 70% faster sales cycle times. Email Marketing to the Max.

Understanding the Stages of Your Sales Funnel

PureB2B

Think of a sales funnel as a device you can use to create customers. While it seems that many businesses find customers, a closer look will show you the process involved in generating sales. Simply put, a sales funnel conceptualizes the process of turning prospective leads into loyal customers. Stages of a Sales Funnel.

4 Value Selling Tools to Move Leads Down the Funnel

Modern B2B Marketing

Author: David Svigel Buyer behavior has changed; contact with your prospects occurs later in the sales cycle, and your leads come armed with more information than ever before about your products and services. Thankfully, you can prepare for this by leveraging tools that sell value, rather than features, to increase lead quality and sales velocity. Bringing It All Together.

Social Selling Throughout The B2B Sales Cycle

Social Media B2B

The impact of social media on brand monitoring, customer service and marketing is a hot topic these days, but there has been less discussion about one of the biggest areas of social media impact: B2B sales. The opportunity to capitalize on social media in sales is clear: if Customer 2.0 leverages social media to inform their purchase decisions, why not tap into the same well to inform our sales engagements? critically drives their sales team’s success. Over the next several posts, I will explore effective social selling tactics for every phase of the sales cycle.

Nurturing Relationships In A Long Sales Cycle

Marketing Action

Here is the shortest sales cycle I can think of: You’re driving along a country road. To stick to our vertical of restaurants, here’s another sales cycle scenario. This was a three-month sales cycle…a bit long for a restaurant meal, but this wasn’t just any restaurant meal. How long is the typical sales cycle? You come to a small town.

4 Ways to Optimize the Middle of the Funnel

Modern B2B Marketing

Author: Adam Hutchinson Like the middle child, the middle of the demand generation funnel receives far less attention than it deserves. At the top of the funnel, marketing increases traffic and fills the database with new leads through paid ads, social media, search, referral programs, and a variety of other channels. What is the middle of the funnel? How did you fix it?

How to Improve Full Funnel Conversion Rates

bizible

The main goal of marketing is to get prospects to find you, and then convert through every stage of the funnel on their way to becoming a customer. This post will walk marketers through multiple steps they can take to improve full funnel conversion rates. Listen to Your Sales Team. are you feeding to the middle of the funnel? Lead Grading. Listen to the Customer (Data).

Is Your Funnel Full of Fool's Gold?

ViewPoint

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals. So, what’s the best way to rid the funnel of fool’s gold (leads that may look good at first blush, but are actually not worth much)? B2B Marketing Sales Process B2B Sales Prospect Development

How to Map Lead Nurturing Content to Each Stage in the Sales Cycle

Hubspot

Lead nurturing is a crucial part of your marketing and sales success. With lead nurturing , however, you can bring those leads through your sales funnel and garner 4-10 times the response rate compared to a regular email blast while doing it [Source: SilverPop/DemandGen Report]. To nurture those leads correctly, however, you need to somehow adjust your messaging based on their point in the sales cycle. Here's how you can map lead nurturing content to every stage in the buying cycle. Understanding the Buying Cycle. But how do you do that?

Building a B2B Marketing Stack that Drives Full-Funnel Decision Making

bizible

This year, although the stack has remained relatively the same, Datapipe made one small change that is transforming its view of Marketing’s impact throughout the sales cycle. With U-shaped and W-shaped attribution models, a lead is tracked through the entire funnel, and a percentage of revenue credit is given to the major conversions along the way. Which platform do you trust?

Why Your PPC Agency Needs to Focus on the Full Funnel

bizible

This is easy to figure out for B2C or eCommerce sites where one can tell the exact amount of revenue that is generated and divide that by the ad spend, but it’s not so easy in the B2B world where the sales cycle could be days, weeks or months. How does a Full-Funnel PPC Agency Manage Accounts Differently than a Traditional PPC Agency? But are they really? Why is this important?

ROAS 51

How to Use B2B Content Marketing for Each Stage of the Sales Cycle

Hinge Marketing

By catering your content to each stage of the sales funnel, you can demonstrate a specific understanding of individual client needs. Let’s take a look at the sales funnel and break down how you can leverage your B2B content marketing for each stage. Top of the Funnel. Middle of the Funnel. Bottom of the Funnel. On Google+ or LinkedIn?

The Fat Pipeline

Sales Intelligence View

Data Funnel Sales 2.0 Sales Intelligence Sales Management sale efficiency sales automation Sales Cycles Sales Data Sales Pipeline sales productivity Note: Today’s guest post is another in a series provide […].

The Lead Generation-Inbound Marketing- Funnel Optimization Toolkit

NuSpark

Nowadays there are hundreds and hundreds of online tools and platforms that assist us in generating, converting, and nurturing leads into sales. Leads are now email addresses, conversation is written dialog and content, and the phone is saved until later in the sales process. Pre-Funnel: Attracting audiences before they have determined need. Funnel Entrance: Targeting audiences who are exploring solutions. Funnel Conversion: Convert that website/landing page visitor to submit their email address because they want your content or demos. Then computers came.

An SEO?s Guide to Bottom-of-Funnel Keywords

Act-On

We’ll discuss methods to research based on the funnel stage, specifically bottom-of-funnel keywords in today’s blog post. Determining the right keywords often requires a thorough understanding of your buyer’s journey through the sales cycle. Marketing Funnels and Keyword Research. Top of Funnel: Awareness. Middle of Funnel: Evaluation. Not likely.

FunnelWise and LeanData Partner to Deliver Unprecedented Funnel Optimization

LeanData

Combining campaign attribution and full-funnel visibility is a B2B sales game changer. JULY 28, 2016 —FunnelWise and LeanData, providers of best-in-class solutions for modern sales and marketing teams, today announced a partnership that will deliver unique insights into an organization’s revenue-driving activities. B2B sales cycles are becoming longer and more complex.

Marketing & Sales Alignment; We’ve Aligned to Optimize Your Lead Funnel & Pipeline

NuSpark

Content drives leads into the funnel; content nurtures leads into sales opportunities. Marketing and Sales alignment is essential to a well-oiled lead funnel. I understand the importance of a sound media, social media, conversion and content strategy that generates quality leads until they are sales-accepted. Below is our joint press release. Why the alignment?

Three Stats to Track for Sales Funnel Analysis

KEO Marketing

The sales funnel is the process that a prospect goes through from initial contact to final conversion. The “location” in the funnel corresponds to the stage of the sales process of the prospect. As a sales opportunity moves down the funnel, time to close decreases and the probability of the sale occurring increases. Landing Pages Response Rates.

B2B Social Media and Content Marketing in the Sales Funnel

Social Media B2B

Marketing software company Hubspot is a master at publishing content to drive awareness at the top of the funnel. Content created in a social media style and shared on social platforms can help B2B buyers as they progress through the sales process. Content Helps to Close the Sale and Drive Revenue. Content in this stage can help to shorten the buying cycle.

Behind the Scenes with Brahim Zebbar, EMEA Sales Manager

IKO-Systems

As we all know, running an effective sales team is no easy task. With this in mind, we sat down to pick the brain of Brahim Zebbar, EMEA Sales Development Manager for a leading global marketing software, for insight into running and producing results with a 7-person SDR team. They’re a key part of the sales process, since they make sure the account exec is talking to the right person.

5 Ways B2B Can Learn from B2C Marketers

Buzz Marketing for Technology

Posted in Buying Cycle Conversion Conversion Optimization Customer Customer Experience Personalization Strategy. And it’s obvious why: buying cycles are longer, buyer mentalities are different, and products typically require more investigation before a purchase. Either way, the company’s aim is to educate the prospect to drive a sale. 2) Start testing, seriously.

B2C 89

Love Every Lead – 4 Ways Marketing Automation Benefits the Sales Cycle

Modern B2B Marketing

The reason that many companies fail to exploit their demand generation success is that they fail to implement strong structures and process to manage the final piece of the marketing funnel. Lead scoring and nurturing tools ensure that a company can manage the top of the funnel through to marketing qualified leads (MQL). Ready to get started?

MQL 10

Infer Partners with Terminus to Introduce Predictive Ad Targeting that Drives Advertising ROI through Top-of-the-Funnel Engagement

Infer

a leading predictive sales and marketing platform that helps companies win more customers, today announced a Predictive Ad Targeting Platform that helps businesses target their highest-potential accounts and fuel deeper engagement. They are two different sides of the coin, each deserving dedicated focus and depth to do proper justice and to achieve significant gains in marketing and sales.

Why Marketing—Not Sales—Is the Best Sales Forecasting Engine

Captora

With the visibility and data available to marketers today, marketing departments are the ones able to accurately forecast sales furthest into the future. No department’s forecast capabilities — sales included — comes close. Marketing Owns the Top of the Funnel. The nature of demand generation means marketing has an impact higher up the funnel than sales.

The Steps You Need to Define the Stages of Your Sales & Marketing Funnel

Hubspot

By now, most marketers understand the importance of mending the traditional rift between sales and marketing. In fact, organizations with good alignment between sales and marketing teams achieved 20% annual revenue growth in 2010 , according to a study by the Aberdeen Group. For example, HubSpot’s SMarketing team uses the following funnel stages: But that's just our funnel.

MQL 43

Optimizing the B2B Content Marketing Funnel: Turning Contacts into Clients

Hinge Marketing

If you are doing it right, your content funnel probably looks something like this: Then you realize you aren’t converting your new contacts into new clients. While some contacts are further along in the buying cycle, they are most likely still learning more about your firm. Many firms struggle with the final step of optimizing their content marketing funnel. Be Patient.

Behind the Scenes with Brahim Zebbar, EMEA Sales Manager

IKO-Systems

As we all know, running an effective sales team is no easy task. With this in mind, we sat down to pick the brain of Brahim Zebbar, EMEA Sales Development Manager for a leading global marketing software, for insight into running and producing results with a 7-person SDR team. They’re a key part of the sales process, since they make sure the account exec is talking to the right person.

Do You Take Part in the 7 ‘Worst Practices’ in Cold Email?

IKO-Systems

6 Don’t Use Presumptive Sales Techniques. Your messages and sales emails must adopt a casual, natural tone. For those looking to fill their pipeline and convert more prospects with cold sales email, the IKO System offers the technology to gain access to high-quality leads and boosts conversions of said leads to 50%. . appeared first on Sales automation. 2: Free Gifts.

Sales and Marketing: The technology behind CRM

B2B Lead Generation Blog

However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. With a complex sale, many personal touch points in customer relationship management are present – such as directly answering a question posted on social media or an online forum. At the same time, the real engine driving CRM and keeping prospects moving through the sales funnel is technology.

CRM 68