Act-On

APRIL 10, 2024

All you know about the person sitting across from you is their name, maybe what they do for a living, and that your cousin Susan thinks you might get along. But not entirely unlike when a colleague sends you a link to a gated ebook, you give your contact info to download it, and then get a phone call from a sales rep the same day.

Lead Ranking 186

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 186

SalesIntel

DECEMBER 6, 2023

To skyrocket the numbers, sales reps make use of various sales tools available in the market. Some of them are free while others are paid – but all bring in enormous value to the sales process. Investing in a random sales tool is a waste of time, money and effort. What are Sales Tools?

Marketing Automation Services 97

Marketing Automation Services B2B Sales Enterprise Management Work Management 97

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. Basically, a dialer takes the manual part out of the cold calling process. You’re a sales representative.

Zoominfo 264

Zoominfo Work Management Cold Calling Buying Cycle 264

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Top of Funnel 269

Top of Funnel B2B Thought Leadership Enterprise Management Work Management 269

KoMarketing Associates

MAY 1, 2017

Marketing and sales professionals are spending time and energy generating leads, but new research suggests that they are not always in the best position to take advantage of these new opportunities. About 80 percent claimed that they were unsatisfied with their current method of routing leads.

Lead Management 120

Lead Management Customer Surveys Sales Qualified Leads B2B Marketing 120

Salesforce Marketing Cloud

JUNE 7, 2022

Are your sales reps spending their time selling? Seems like an odd question to ask, but research shows why it’s relevant. According to our latest State of Sales report , sales reps only spend one-third of their time on revenue-generating tasks. It doesn’t have to be that way. Sign up now.

Enterprise Management 98

Enterprise Management Lead Ranking Work Management Lead Scoring 98

ANNUITAS

JULY 20, 2021

For most companies, the challenge of regularly delivering enough leads and opportunities to hit growth targets has historically meant building a strategy around producing high volume, low quality marketing and sales campaigns. That’s 260 pieces of content per person, per year. In essence, success depends on guessing correctly.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

Zoominfo

SEPTEMBER 30, 2018

Not only are podcasts a great source of entertainment, but more professionals use podcasts for professional development, research, and inspiration. Today, we’re sharing our list of the best sales podcasts on the web from some of the biggest sales personalities. What are the Best Sales Podcasts? Host: Brian G.

Sales Management 100

Sales Management Top of Funnel B2B Thought Leadership Best Practices 100

Rev

SEPTEMBER 27, 2023

Need help building the perfect sales tech stack so you can easily hit your revenue targets? There are hundreds of options for sales tools, and it can be tough to know which ones are the best fit for your team. We’ll also share recommendations on 10 of the best sales tools that you can use to streamline your sales processes.

Enterprise Management 78

Enterprise Management Work Management Marketing Management Budget Programs 78

xiQ

MARCH 2, 2022

Inspired by the Harvard Business Review article “What Marketers Should Know About Personality-Based Marketing” published May 02, 2018. Sellers and marketers are now adopting a personalized approach to B2B sales based on behavioral science. What Is Personality-driven Marketing?

Enterprise Management 118

Enterprise Management Personalization Planning Work Management 118

ANNUITAS

MARCH 8, 2022

Instead, chat should drive revenue by acting as an interactive channel that you use to nurture your buyers through the funnel. Chat should be holistically applied to your sales, marketing, and customer support functions. You aren’t leveraging data to personalize the conversation. Unsure if you’re personalizing the conversation?

Marketing Automation Services 130

Marketing Automation Services Lead Ranking Tools Top of Funnel 130

B2B Digital Marketer

APRIL 11, 2024

He brings a wealth of experience from the B2B enterprise sales space, having managed complex sales in the tens of millions of dollars. The conversation delves into the importance of processes in data-driven marketing and sales in the B2B realm. The impact of timely engagement on high-value B2B sales.

B2B Sales 52

B2B Sales B2B Marketing Enterprise Management B2B 52

ATAK Interactive

JULY 21, 2020

82% of B2B buyers today spend more time in the research phase, extensively evaluating a product or service before purchasing. This is where sales enablement comes in. In fact, 74% of buyers choose to move forward with the sales rep that was the first to share value and insight. What is Sales Enablement?

B2B Sales 148

B2B Sales Work Management B2B Thought Leadership Marketing Management 148

ANNUITAS

SEPTEMBER 7, 2021

There is a massive divide between what buyers want to discuss with sales vs. what sales wants to discuss with buyers. The data shows a clear pattern: sales is struggling to maintain an otherwise personalized buying journey. In other words: sales doesn’t know how to translate online behavior into meaningful conversations.

Conversion 234

Conversion Sales Qualified Leads Ideal Customer Profiles Opinions 234

Act-On

APRIL 26, 2024

Designing a lead scoring model seems like a complex proposition. And if you jump into it without a solid strategy in place, you aren’t going to see game-changing results (or a happy sales team). In addition to marketing and sales, Suzy Balk, our Sr. So let’s break it down.

Lead Ranking 194

Lead Ranking Lead Scoring Marketing Qualified Leads Ideal Customer Profiles 194

Marketing Insider Group

FEBRUARY 1, 2021

Individual users and businesses are becoming increasingly dependent on the internet as a research portal. Source: Pew Research. You’re familiar with the B2B buyer’s journey : moving prospects through the awareness, consideration, and decision stages of the buying process. In 2019, 90% of all U.S. Source: G2.

Buyer Intent 353

Buyer Intent Intent Work Management Marketing Management 353

Zoominfo

MARCH 3, 2021

The B2B selling process is slow but steady. On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Today we’re sharing tips and tricks to shorten the sales cycle, broken down by stage.

Sales Cycle 100

Sales Cycle Ideal Customer Profiles Tips Lead Scoring 100

Hubspot

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. It's a CRM (or Customer Relationship Management Platform). If you're in sales, this result shouldn't be a big surprise.

Enterprise Management 68

Enterprise Management Marketing Management Tools Forecasting 68

ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ANNUITAS

SEPTEMBER 7, 2021

There is a massive divide between what buyers want to discuss with sales vs. what sales wants to discuss with buyers. The data shows a clear pattern: sales is struggling to maintain an otherwise personalized buying journey. In other words: sales doesn’t know how to translate online behavior into meaningful conversations.

Sales Qualified Leads 228

Sales Qualified Leads Ideal Customer Profiles Opinions Work Management 228

ATAK Interactive

JULY 21, 2020

82% of B2B buyers today spend more time in the research phase, extensively evaluating a product or service before purchasing. This is where sales enablement comes in. In fact, 74% of buyers choose to move forward with the sales rep that was the first to share value and insight. What is Sales Enablement?

B2B Sales 128

B2B Sales Work Management B2B Thought Leadership Marketing Management 128

Zoominfo

JULY 2, 2020

While marketing professionals understand marketing automation can streamline essential processes, many do not leverage these systems to their full advantage. Closing more sales. Let’s look at an example: You send out an email to leads encouraging them to sign up for a webinar. Oftentimes, this is due to a lack of strategy.

Marketing Automation Services 246

Marketing Automation Services Marketing Automation Automation Work Management 246

Zoominfo

SEPTEMBER 15, 2020

Tracking target accounts with these buying signals can streamline the selling process for your sales teams with data-driven efficiency. They also identify which buying signals are best for your sales team to engage in. Listed below are ways your sales team can utilize buyer intent data for driving sales: 1.

Buyer Intent 182

Buyer Intent Intent Data Intent Budget Programs 182

LeanData

MARCH 2, 2022

A sales stack, also known as a sales technology stack, is the totality of sales software that empowers a sales team to excel. When a company first starts out, the sales stack is usually just a spreadsheet. When a company first starts out, the sales stack is usually just a spreadsheet. SEPs never forget.

Work Management 97

Work Management Marketing Analytics Tools Marketing Management Outreach 97

Hubspot

JANUARY 17, 2018

Best Sales Podcasts. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows.

Enterprise Management 101

Enterprise Management Startups SMB B2B Thought Leadership 101

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. Basically, a dialer takes the manual part out of the cold calling process. You’re a sales representative.

Zoominfo 130

Zoominfo Work Management Cold Calling Buying Cycle 130

Sales Engine

MAY 17, 2016

Marketing automation and lead management systems have allowed for a near-scientific breakdown of the sales funnel. Leads in each stage of the buying process meet very specific criteria and behave in certain predictable ways. It seems that this once-complex process can be distilled to an algorithm.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 136

ANNUITAS

NOVEMBER 5, 2020

And in that conversation you might be wondering, “why are we getting bad leads in the first place?” . Explore the five reasons below to identify areas of improvement in your lead management process: . Your Marketing and Sales Teams Are Misaligned.

Top of Funnel 147

Top of Funnel Lead Ranking Sales Qualified Leads Lead Scoring 147

BOP Design

DECEMBER 2, 2020

To use personalization or automation in B2B sales, that is the quandary, or discussion, or battle depending on the parties involved. At Bop Design, we lean towards personalization but that doesn’t mean what works best for us will work best for your business. Benefits of Automation in the Sales Process.

B2B Sales 73

B2B Sales Top of Funnel Automation Personalization 73

Valasys

MAY 13, 2024

A good strategy that has proven to work for these businesses is the usage of sales automation apps. These apps have rich features and functionalities to process sales and productivity. This article will talk about the seven essential sales automation apps for B2B businesses that can be integrated with business operations.

B2B Sales 40

B2B Sales Top of Funnel Automation Enterprise Management 40

Zoominfo

AUGUST 4, 2020

A MQL is the foundation of processes within a marketing funnel — namely, an inflection point of engagement met that drives expectations for sales intervention. We can all agree that the process almost always improves results. Plus, let’s not forget, every customer starts out as a lead. Leads are no different.

Lead Ranking 246

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 246

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting?

B2B Sales 100

B2B Sales Top of Funnel Cold Calling Buyer Personas 100

Heinz Marketing

MARCH 21, 2022

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. Changing the dynamic of prospecting and lead management strategies.

Work Management 93

Work Management Marketing Management Budget Programs Marketing Budget 93

Hubspot

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. 30 Interview Questions and Answers for Sales Ops.

Top of Funnel 79

Top of Funnel Peer-to-peer Work Management Cross-Selling 79

Sales Engine

JUNE 20, 2017

MARKETING AUTOMATION AND LEAD MANAGEMENT SYSTEMS have allowed for a near-scientific breakdown of the sales funnel. Leads in each stage of the buying process meet very specific criteria and behave in certain predictable ways. It seems that this once-complex process can be distilled to an algorithm.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

Zoominfo

AUGUST 4, 2020

A MQL is the foundation of processes within a marketing funnel — namely, an inflection point of engagement met that drives expectations for sales intervention. We can all agree that the process almost always improves results. Plus, let’s not forget, every customer starts out as a lead. Leads are no different.

Lead Ranking 195

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 195

LeanData

DECEMBER 15, 2022

Every organization needs a sales playbook, a set of motions and best practices that help move a prospective customer through various stages of the buying journey. Great playbooks are the foundation of an efficient sales pipeline, keeping marketing and sales aligned on converting leads into customers.

Efficiency 78

Efficiency Work Management Marketing Management Lead Scoring 78