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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 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 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.

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.’ In three months, there will be no pipeline, and by the time they figure it out, half of their year will be gone. Inside Sales Sales Process B2B Sales

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.

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

Act-On

Not likely.  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.

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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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.

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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.

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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? Lead Management b2b

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.

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. 1. Listen to Your Sales Team. are you feeding to the middle of the funnel? Lead Grading. Target the Right Personas.

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.

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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?

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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. 2) Or, dismiss them outright. 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)?

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?

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 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?

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.  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

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.

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?

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. 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?  pmosenson@nusparkmarketing.com.

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.

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.

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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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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.

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

Infer

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.

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.

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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.

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

Act-On

Not likely.  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.

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.

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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.

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.

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

IKO-Systems

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.

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.

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Successful Sales and Marketing Alignment, Part 4: When to Pass a Lead to Sales

Act-On

This post is part of a series to help B2B organizations understand and implement sales and marketing alignment.  The “qualified lead” definition is the point at which marketing determines that a lead is ready to be handed to sales. Without a shared definition, sales usually complain marketing is sending them bad leads and marketing complains sales isn’t following up on their hard-won leads. Establishing this definition is one of the most important things you can do to foster cooperation between sales and marketing. Both sales and marketing must sign the SLA.