Martech

NOVEMBER 6, 2023

Yet, we enhanced our outreach by testing, learning, and focusing on key metrics. Metrics to measure email outreach Here’s an overview of the core metrics we use to track outreach performance: Deliverability rate This metric is about ensuring your emails reach your recipient’s inbox. Preparation is vital.

Outreach 121

Outreach Email Marketing Optimization Lead Scoring 121

Marketing Interactions

OCTOBER 8, 2020

Most marketers treat content like a tactic, not a product offering. Links to the next part of the story, process, or thinking about how to solve the problem or, in the case of customers, what to do now that they’ve solved the original problem. The Job of Sales Content. For this post, let’s focus on content’s job for sales.

Effectiveness 122

Effectiveness Work Management Content Marketing Management 122

Webbiquity

MARCH 8, 2022

So they’ll want to read it, share it, and even link to it helping you generate a lot of traffic, social proof , and sales from different sources. When you create studies and reports that interest people, it saves your marketing team time as they need to do very little outreach. An estimated 34% of people return gifts.

Small Business Marketing 292

Small Business Marketing Tactics Business Peer-to-peer 292

Hubspot

FEBRUARY 2, 2021

The same principle applies to B2B sales. Sometimes, reps can be exceedingly helpful and friendly, and while that might be perfectly pleasant in theory, it can undermine their sales in practice. Why Being Too Helpful Hurts Sales. Empowerment in sales is the delicate art of guiding prospects without overwhelming them.

Tactics 93

Tactics B2B Sales Buy Outreach 93

Act-On

SEPTEMBER 25, 2023

Marketing and sales teams are famously frenemies. Sales and marketing alignment is no small task, but it’s not a mystery. Real or imagined cultural clashes (“Marketers are mired in process and research.” Sales only cares about hitting targets, by any means necessary.”).

Work Management 147

Work Management Planning Marketing Management Paid Search Agency 147

SalesIntel

JULY 10, 2023

Understanding buyer intent has become crucial to marketing, sales, and revenue operations (RevOps) strategies in the current competitive business climate. Why Intent Data is Crucial in Modern Marketing and Sales: Marketing and sales professionals face an uphill battle in reaching and converting potential customers.

Top of Funnel 71

Top of Funnel Intent Data Marketing Funnels Ideal Customer Profiles 71

Zoominfo

JULY 12, 2022

Unfortunately, it’s all too common for sales teams to be hamstrung by incomplete routing systems and low-quality data. To set their sales teams up for success — and drive the largest possible return on investment for their businesses — today’s go-to-market leaders need comprehensive, integrated data and intelligent lead-routing systems.

Marketing Analytics Tools 130

Marketing Analytics Tools Top of Funnel High Quality Lead Lead Scoring 130

SalesIntel

FEBRUARY 19, 2024

So, what is the first thing that occurs to you when you start brainstorming about your B2B sales strategy? What are the latest challenges in B2B sales strategies ? The latest B2B sales challenges include: Difficulty in reaching decision makers and engaging with them effectively. But why do these B2B sales strategies falter?

Sales Management 95

Sales Management B2B Sales Top of Funnel Marketing & Strategy 95

Hubspot

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Of course, reps will need to add certain strategies into their repertoires, but "adapting" doesn't stop there. Remaining mindful of these inevitably ineffective sales tactics will only help your case in 2021.

Sales Management 94

Sales Management Tactics Top of Funnel Cold Calling 94

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel.

Sales Management 240

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 240

Rev

NOVEMBER 8, 2023

Have you ever lost a big sales opportunity without knowing why it slipped away? Those lost sales opportunities can actually be great learning experiences if you take the time to conduct a win/loss analysis. We’ll also share seven tips to prevent losing sales so that you can increase your overall win rate. Let’s get started.

Sales Management 78

Sales Management Analysis Top of Funnel Work Management 78

Zoominfo

DECEMBER 7, 2022

.” – Harvard Business Review Best Practices for Implementing DE&I in Your Hiring Process Implementing a DE&I program is easy to say, but hard to do. That’s because the modern hiring process typically starts far later than it should to improve diversity. They have to do with treating everyone better.

Process 130

Process Enterprise Management Work Management Zoominfo 130

Hubspot

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers.

Work Management 90

Work Management Marketing Management Tips Hubspot 90

Outreach

NOVEMBER 22, 2021

With virtual assistant Outreach Kaia , it turns out that the answer is yes - technology is helping sales managers and their teams accomplish more, and do less. The sales market today is highly competitive. We’ve all left a sales call and wished we wouldn’t have talked so much, or maybe we could’ve asked more questions.

Outreach 52

Outreach Efficiency Analytics Marketing Management 52

Zoominfo

AUGUST 26, 2020

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. These tidbits can be the difference between an average sale and a humongous deal.

Cold Calling 207

Cold Calling Zoominfo Work Management Effectiveness 207

The Lead Agency

JUNE 7, 2023

Lead nurturing is a powerful B2B marketing strategy for companies to create meaningful connections and drive engagement with customers and prospects at every stage of the sales funnel. Almost 80% of marketing leads don’t actually convert into sales. What is lead nurturing?

Sales Management 62

Sales Management Lead Nurturing Lead Ranking Sales Qualified Leads 62

Hubspot

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Allocation 78

Allocation Work Management Trigger Marketing Marketing Management 78

Zoominfo

AUGUST 3, 2022

Creating a global sales strategy is one of the most important and challenging exercises for a business. However, it’s not a simple rinse-and-repeat process across different countries, where culture and resources will differ as much as the local cuisine. When we built ZoomInfo’s global sales team, we gained some valuable insights.

Enterprise Management 130

Enterprise Management Work Management Marketing Management Webinar Metrics 130

Hubspot

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. Calls Made.

Work Management 77

Work Management Cold Calling Product Thought Leadership 77

Webbiquity

FEBRUARY 5, 2021

During the life of your product or service, you’ll realize that simply scaling top-of-funnel inquiries (in volume) won’t generate peak conversions over the long run. Though this is normal, it leads to depreciating conversions and longer sales cycles, if not dealt with effectively. Develop strong positioning.

B2B Sales 258

B2B Sales Top of Funnel Conversion Peer-to-peer 258

Rev

JULY 12, 2023

Of course, this one-hour rule only really applies if your lead handoff process prioritizes highly-qualified leads that are, in fact, ready and able to buy. Low-quality leads make their way to sales, and some of the most qualified leads fall through the cracks. What is lead handoff between marketing and sales? Sound familiar?

Lead Ranking 78

Lead Ranking Marketing Qualified Leads Ideal Customer Profiles Sales Qualified Leads 78

Only B2B

APRIL 17, 2024

Imagine having dedicated support to handle meetings, reach potential clients, and manage your calendar seamlessly. And thoughtful selection of these services not only boosts revenue but also makes you wonder how you ever managed without it. Nurturing Engagement: The scheduling process itself becomes an opportunity for lead nurturing.

Ideal Customer Profiles 71

Ideal Customer Profiles Marketing Management Sales Qualified Leads Service 71

SalesIntel

MARCH 22, 2024

Have you ever found yourself repeatedly searching for “sales call tips” or “cold calling tips” online, only to be disappointed by the lack of actionable advice from real sales professionals? We have compiled insights from top sales experts in various SaaS companies across different industries and target markets.

Cold Calling 52

Cold Calling Tips Product Enterprise Management 52

Salesforce Marketing Cloud

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. What you’ll learn: What is a sales cycle?

Sales Cycle 110

Sales Cycle Optimization Ideal Customer Profiles Marketing Proposals 110

Tiecas

APRIL 23, 2024

To thrive, these companies must consistently attract qualified leads to fuel their sales pipelines. However, this sales-driven environment presents unique challenges for industrial and manufacturing marketers. For more on these challenges, see my earlier blog post, “Industrial Lead Generation for Sales – It’s Complicated!”

Lead Ranking 52

Lead Ranking Lead Generation Lead Scoring Sales Qualified Leads 52

Hubspot

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. But experienced sales reps know that gatekeepers don't have to be a roadblock in your sales process.

Enterprise Management 90

Enterprise Management Work Management Marketing Management Cold Calling 90

Outreach

FEBRUARY 7, 2022

After 10 years of working in sales, you learn to appreciate what good sales execution software can do for your sales goals. As a sales leader, Outreach has been a critical part of my sales tech stack. My job as the Executive Director of Mid-Market Sales at BrainCheck is to drive revenue in the mid-market.

Outreach 52

Outreach Practices Classified Ads Best Practices 52

Oktopost

OCTOBER 23, 2021

B2B sales success depends on, first, generating leads, then screening them for their intent to buy – a process known as qualifying. The person in your organization responsible for spearheading these efforts is known as a Sales Development Representative (SDR), tasked to keep your pipeline full by driving the sales outreach process.

Top of Funnel 117

Top of Funnel High Quality Lead Sales Qualified Leads Enterprise Management 117

Hubspot

MAY 24, 2021

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. They're tough to find, and in many cases, it's hard to distinguish them from reps who might wind up exhausting your time and resources — only to fizzle out and leave before making an impact. They lack self-awareness.

Work Management 92

Work Management Marketing Management Eye-Tracking B2B Sales 92

Outreach

NOVEMBER 2, 2021

Sometimes as a sales leader you may wonder why the things you tell your reps don’t stick. We recently hosted a session between two of the industry’s top sales leaders on the do's and don’ts of real-time coaching. Mark Kosoglow, VP of Sales at Outreach. Some sales teams have placemats they can keep handy.

Outreach 105

Outreach Case Studies Training Practices 105

Hubspot

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. It’s not intuitive, then, that these two functions often exist in silos, each having their own systems and processes.

Sales Management 69

Sales Management Top of Funnel Lead Ranking Ideal Customer Profiles 69

The Marketing Blender

MARCH 22, 2024

Understanding B2B Digital Marketing Strategies Unlike B2C marketing, which focuses on reaching individual consumers who can often make an immediate decision, B2B marketing typically involves multiple decision makers, longer sales cycles, and higher price points. Understand their needs, pain points, and decision-making processes.

Paid Content 97

Paid Content Sales Management B2B Marketing Marketing Strategy 97

accelerate agency

SEPTEMBER 10, 2021

Like everything else, sales have gone online, and that’s especially true for the SaaS industry. In the following article, we’re going to give you all the details and tricks you need to finetune your SaaS sales game so you can make sure you’re selling your SaaS product in the best way possible. What Is the SaaS Sales Process?

Enterprise Management 78

Enterprise Management Process Lead Ranking Work Management 78

Vidyard

APRIL 19, 2021

In the B2B world, managers and team leaders have developed tried and tested programs for onboarding new hires in the office, but the shift to a remote workforce has shaken up the sales onboarding process as a whole. Is the Virtual Sales World Here to Stay? Is the Virtual Sales World Here to Stay? Contents 1.

Top of Funnel 143

Top of Funnel Tips Work Management Cold Calling 143

Hubspot

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. That starts with you being involved and thoughtful in the hiring process.

Work Management 68

Work Management Marketing Management Lead Ranking Sales Qualified Leads 68

SalesIntel

FEBRUARY 19, 2024

So, what is the first thing that occurs to you when you start brainstorming about your B2B sales strategy? What are the latest challenges in B2B sales strategies ? The latest B2B sales challenges include: Difficulty in reaching decision makers and engaging with them effectively. But why do these B2B sales strategies falter?

Sales Management 52

Sales Management B2B Sales Top of Funnel Marketing & Strategy 52

DealSignal

FEBRUARY 18, 2024

Table of Contents [Open] [Close] What Is Sales Prospecting? Sales prospecting tools are important in identifying potential buyers (prospects) and then building a business relationship with them. It’s the first step in the overall sales process—and a very important one. But, note the key word here: likely customers.

Top of Funnel 52

Top of Funnel Sales Qualified Leads Generation Account Based Marketing 52