The Point

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Do ABM Marketers Underestimate the Value of Messaging?

The Point

In the absence of value, sales organizations default to pricing as their primary mechanism for closing deals. (HS) SiriusDecisions and IDC note that “brands unable to articulate business value experience 24% longer sales cycles and 20% deeper price discounting.”

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How Quickly Should I Suspend or Delete Non-Responsive Leads?

The Point

Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license. . * High bounce rates and low open rates can damage your email reputation, which in turn may impact overall deliverability. Even then, success with email programs can often be a long-term proposition.

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Shifts in B2B Buyer Behavior Support New Priorities for Demand Gen Content

The Point

FINDING : 80% of buyers ranked deployment/ease of use as very important; compared to 75% who said the same of pricing. IMPACT : Leverage marketing automation (through autoresponders, sales alerts, and other functionality) to ensure that all buyer inquiries are responded to promptly and systematically.

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Meeting the Needs of the Self-Serve B2B Buyer

The Point

That doesn’t mean that vendor content is rendered irrelevant (particularly in later stages of the cycle, when technical specs, pricing, and customer stories come to the fore). However, companies planning their content strategy would be wise to consider every opportunity to identify and leverage third-party sources.

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Why Is Marketing Automation Maturity Still Woeful?

The Point

In that sense, vendors are paying a real price for their customers’ lack of maturity. The answer lies in more and better training, a renewed investment in customer success, and the support of partners that can fill the talent gap.

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Please Don’t Let Your Sales Reps Nurture Leads

The Point

I talked to an account executive, got pricing, and told her I’d be in touch. We talked a few months back and I gave you pricing on our solution and I just wondering if you have any needs currently where we could help?”. It’s [Name] from [Company]. I have two issues with this. The first is voicemail.

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5 Sales Tips My Kids Learned from Watching Shark Tank

The Point

Sure, the buyer may not accept that price either. If you’re willing to sell at any cost, you’re guaranteed to only get the lowest price. But when that low-ball offer comes, why would you ever take it without making a counter offer? But if you don’t ask, you’ll never know. Be prepared to say no. Sharks can smell desperation.

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