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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 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 don''t convert enough leads to sales," said 59% of respondents in the report. Takaway point.

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.

3 Tips to Help Content Marketers Understand Sales Cycles


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 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.

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. 1.

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60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson

Fearless Competitor

“On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.” They reach a shocking conclusion – this is not a misalignment of sales and marketing. “This is no-mans land – a gap in the purchasing funnel no one addresses.” Marketing buyer personas content marketing lead-generation lead-nurturing lead-scoring management-best-practices sales-challenges Think Like A PublisherThe world is passing you by. Deep buyer personas.

How Reversing the Funnel Increased Sales by 14% for a Sales Incentive Company

B2B Lead Generation Blog

Tweet Traditional marketing practice presumes the more you invest in driving leads through the top of the sales funnel, the more revenue will come out the other side. But, when Certif-A-Gift Company, a sales incentive company, reversed this presumption, they ended up increasing sales by 14% and moving prospects through the sales cycle 23% faster.

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.

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B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’

B2B Lead Generation Blog

Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. Jim Dickie, CSO Insight’s managing partner, says this should make any sales leader cringe. “It’s not a big deal to lose to a competitor; it happens to everyone,” he explains. No deal = broken sales cycle. He says the escalating number of “no decisions” is a sure sign that sales cycles are broken. CSO Insight’s latest sales performance optimization study reveals that an average of 4.1 Sales

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.

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.

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.

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


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?

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 […].

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?

Behind the Scenes with Brahim Zebbar, EMEA Sales Manager


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.

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


Infer Inc. , 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. A new Infer partnership with account-based marketing (ABM) platform Terminus extends the power of predictive analytics to business-to-business advertising.

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


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?

Tips 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 it’s critical to remember that not all content is relevant to everyone. Top Of Funnel. Middle of Funnel. Mid-funnel prospects want content that helps them evaluate your product’s fit for their organization, and help bring others onboard. Buyer Personas. Late-Stage Content.

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


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.

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 Marketing is Growing for B2B Companies. Encourage Sharing.

The Lead Generation-Inbound Marketing- Funnel Optimization Toolkit


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.  So let’s review the tools needed to manage an inbound marketing and conversion optimization campaign. Pre-Funnel:  Attracting audiences before they have determined need. Funnel Entrance:  Targeting audiences who are exploring solutions. Advertising B2B Lead to Sale Process Marketing Strategy

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


Content drives leads into the funnel; content nurtures leads into sales opportunities. If you’re a sales executive, call Frank, and he’ll bring me in.  We’ve aligned; now it’s your turn, but only if you crave more quality leads, more sales opportunities, and shortened sales cycles. Why the alignment?

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. There is no exception for B2B.

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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?

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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.

Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace

B2B Lead Generation Blog

Tweet Brian McGuire is one of those rare marketers who started in Sales and has held leadership roles in both Sales and Marketing. This experience provides him the broadest perspective of the entire lead generation funnel, from marketing engagement to close. He believes consistent messaging is the fastest way to speed customers through the funnel. Requests for brochures.

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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.

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How to Use Interactive Quizzes to Make Your Sales Team Smarter


But to turn interactive content into a powerful weapon for your sales team, you need to get sales more involved. On the sales front, you know some of the basic information about the prospect, including a few demographics, from the form they submitted. Instead of marketing and sales running off to their different corners, they need to sit at the same table and work it out.

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


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.

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Lead Generation: How 64% of marketers starve Sales of opportunity

B2B Lead Generation Blog

Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. 64% of marketers still send all leads that respond to marketing campaigns directly to Sales. Depending on the length of your sales cycle, it may take a few months before you start seeing results.

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


Exclusive Bonus Content: Download Here 6 Warning Signs You Need Better Leads. #6 Don’t Use Presumptive Sales Techniques. Your messages and sales emails must adopt a casual, natural tone. appeared first on Sales automation. Exclusive Bonus Content: Download Here 6 Warning Signs You Need Better Leads. Imagine you’re about to dive headfirst into a big new list of leads. Takeaway.

Division of Labor: Determining Sales’ B2B Pipeline Contribution


A little friendly competition between sales and marketing teams isn’t rare — at times it is to be encouraged. Smart companies divvy up pipeline contribution targets to ensure sales and marketing leaders understand what percentage each “owes.” Sales Loaded Cost + Marketing Loaded Cost + Small Avg. The aggregate is sales’ contribution. Striking a Balance.

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The Business Revolution in Sales Acceleration


In 2014, the average budget allocated to outreach ranged from nine and 12 percent of sales revenues and up to 50 percent for a new product launch. Sales acceleration incorporates strategies that automate processes to reduce the required spend. Sales Acceleration Defined. Creating an Efficient Sales Funnel. Information is key to optimizing sales practices.

Do You Qualify?: The Leads Test You Must Pass


And how you can fill your sales pipeline with only qualified leads. Once you have clearly established who you’re targeting, you should expect these qualified leads to have certain characteristics: Have completed, or are in process of completing, your nurturing campaign cycle. Are in control of their own buying cycle and are completing self-education research. Simple. link].

It’s January—Do You Know What’s in Your Sales Funnel?


Your first stop should be to check out what''s in your sales funnel. Find the Facts in the Funnel. sales funnel report should enable you to answer the following questions: How many untapped leads are stalled in the funnel—not ready to buy or not yet qualified? Are there any areas in the funnel where leads tend to get stuck and not convert to the next stage?

Can Content Marketing Accelerate Sales Pipeline?

B2B Marketing Insider

Can posting the right content for the right customer on the right channel at the right time really speed up a sale? When it’s put that way, that type of sales success sounds more like it’s driven by publishing instead of selling, right? thought only call-blitzing sales rep could make a sale close faster. Successful sales reps and marketers need to be good at publishing, too. It is an ingredient in the sales recipe – something that will make it ‘cook quicker.’ The three steps to create this marketing mix to accelerate the sales pipeline are: 1.

Are You Optimizing the Top and Bottom of the Sales Funnel?

Modern B2B Marketing

by Maria Pergolino In today’s B2B marketplace, revenue cycle management is all about the sales funnel. An effective funnel operating with sales and marketing alignment can create the magical mix of leads and effectively convert them to sales. To start the process, marketing needs to generate the best- qualified sales lead. Sales owns the bottom.

Segmenting your content marketing


B2B marketers need this, but so do B2C marketers that sell high consideration items with long sales cycles. Content Marketing Webinars brand differentiation buyer journey Buyer Profile Content marketing Content strategy market segmentation marketing persona Marketing strategy sales funnel targeted content targeted marketing video Webinar Thanks to all our sponsors!

Why Prospect Research Is Sales Best Practice

Sales Intelligence View

Most sales managers expect reps to reach a certain number of phone calls, emails, or tweets every day in their efforts to contact prospects, and some companies reward reps for maintaining a high volume of calls each day. We’ve put together a few reasons why pre-call research should be a standard sales practice for every rep.  . Accelerate the Sales Cycle.

Feeding Sales Is a Process, Not a Project.

Sales Engine

When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution. For sales, knocking on doors isn’t really an option.

5 Exceptionally Important Tips for Sales Engineers Creating Pre-Recorded Demo Videos


They want to avoid the sales pitch, and… you kind of have to sympathize with them. The thought of talking to each one of these sales-hungry companies on the phone is a little daunting – so they’ll avoid it at all cost. There are a butt-load of sites out there that offer inexpensive music tracks that would be sufficient for mid-funnel demo videos, Bedtracks is a great example.

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10 Tactics Marketers Can Take to Improve Their Relationship with Sales


And the moment inbound marketing was implemented into your organization, your marketing department merged with the sales department. And they must work together at each stage of the sales funnel. Aligning your marketing department with sales can make all the difference to the success of your inbound marketing strategy. Top-Funnel Tactics. Mid-Funnel Tactics.

How to Structure Your Organization for Sales and Marketing Alignment

Modern B2B Marketing

Author: Dayna Rothman Most marketers know that sales and marketing alignment can be tough! Creating the right structure between marketing and sales is imperative for proper alignment. This means defining roles in marketing and sales in a way that helps you move leads through the pipeline more effectively. How does your marketing team work with sales? Sales Roles.