Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. Also, work with sales — talk to them about what they need in the way of leads to close more deals. Welcome to lead generation marketing.

Lead Ranking 246

Lead Ranking Marketing Qualified Leads Ideal Customer Profiles Lead Generation 246

Zoominfo

FEBRUARY 17, 2021

You’re also under pressure to accelerate the sales process and close more deals. Access the prospect’s profile information and gather some qualifying information (like the problem your product can fix, the company’s budget-potential, and possible decision-makers). This takes us to today’s post. At this point, you’re building trust.

Tactics 237

Tactics Top of Funnel B2B Thought Leadership Thought Leadership 237

Zoominfo

JULY 13, 2023

At ZoomInfo, we tend to think of a successful customer retention and expansion strategy as having three key phases: planning, execution, and enablement. Here’s how we put it all together. By setting clear and aligned goals, sales reps have a target to strive for and their activities remain closely tied to corporate objectives.

Marketing & Strategy 130

Marketing & Strategy Cross-Selling Marketing Analytics Tools Work Management 130

Marketing Insider Group

AUGUST 26, 2020

Yes, it is true that we use content marketing to: Help our target audience solve problems. Remember, even though we use information and advice to build trust, our ultimate goal is to bring value to our business. Measuring content ROI is the best way to learn how much value we bring to the table. Quite the opposite.

ROI 363

ROI Top of Funnel Paid Search Agency Content Marketing 363

Marketing Insider Group

FEBRUARY 10, 2021

It communicates a solution to the problem your business wants to solve in the world. Relevance: How does your product or service solve a common problem or improve an undesirable situation? Pay close attention to how consumers speak about their problems and how they view your offering. Cover the Basics.

Lead Scoring 363

Lead Scoring Lead Ranking Work Management Paid Search Agency 363

NetLine

JULY 5, 2023

This typically means shorter sales cycles and more closed-won deals. If we assume that people with children are the only ones who’re buying such items, we’re missing out on a huge percentage of potential customers. Based on this example we see how demographics and intent don’t go hand in hand always.

Intent 98

Intent Work Management Marketing Management Business 98

Vision Edge Marketing

FEBRUARY 22, 2022

This suggests that prospective buyers have completed their initial steps and are closing in on their buying decision. . We suggest that consideration is more likely to be part of the steps prospects take during their selection phase. In our work, we have found that there are three primary types of conversations. Exploratory.

Work Management 183

Work Management Marketing Management Lead Ranking Buy 183

Marketing Insider Group

AUGUST 7, 2020

Science says yes: we process visual imagery 60,000 times faster than text , and this is part of the reason that infographics are so appealing in the age of the short attention span. Since 90% of the information we take into our brains is visual , it makes sense that these are among the best content types to deploy. Infographics!

Content Marketing 338

Content Marketing Work Management Content Marketing Management 338

Marketing Insider Group

JULY 14, 2021

They’re typically offered during the initial phases of the customer journey, when buyers are researching their problem and checking out potential solutions. We talked about making your lead magnet content applicable to your potential buyers, meaning they’ll learn something they can actually use. Actionable. Demo Video or Webinar.

Sales Qualified Leads 362

Sales Qualified Leads Lead Scoring Lead Ranking Leads 362

Sword and the Script | B2B

MARCH 19, 2024

Much of the content B2B marketing produces overpromises and underdelivers – and that happens when we consider company needs before customers “Caring, when it comes to marketing, is respecting one’s time,” says Gary Vaynerchuk. “I I think we don’t respect consumers’ time.” We have got to start with the customer.

B2B Marketing 90

B2B Marketing B2B PR Paid Search Agency 90

Vision Edge Marketing

MARCH 29, 2022

We cover this topic in more depth than fits into this blog, in our Pipeline Engineering for Marketing and Sales Alignment Workshop. . Take the total number of Qualified Leads (in units – since Marketing does not typically control the final price of the closed deal) divided by the Actual Closed Sales (in units) in a given time-period. .

Lead Ranking 196

Lead Ranking Sales Qualified Leads Lead Scoring Business 196

Marketing Insider Group

AUGUST 30, 2021

The problem with modern sales and marketing. I see with marketing (and sales) this: we get clinical and treat our customers as objects to convert rather than people who need help. I recently met with a group of sales and marketing influencers and we discussed trends and our projects. How do we gauge customer feelings?

Paid Search Agency 291

Paid Search Agency B2B Sales Marketing & Strategy CMO 291

Salesforce Marketing Cloud

JANUARY 17, 2024

A customer Service Star is a team builder, problem solver, and customer advocate. Whether you’re seeking advice on implementing a specific feature or sharing your success stories, the Service Trailblazer Community is the go-to platform for practical problem-solving. “A Get the free report What is a customer Service Star ?

Work Management 132

Work Management Peer-to-peer Service Communities 132

The Point

DECEMBER 5, 2023

A client asks: “We recently purchased a list of email addresses from a reputable vendor for use in a campaign targeting competitive installations. How should we approach the campaign differently?” Do the new Google/Yahoo deliverability rules make using a third-party list too risky? Basic, token-based personalization (e.g. “Hi

Deliverability 162

Deliverability Rules Purchase Marketing Automation Services 162

Salesforce Marketing Cloud

JANUARY 3, 2024

We’ve all had to put up with pushy salespeople. Early in my career, I worked for a company that encouraged its salespeople to push for an immediate close, and it was soul-sucking. Instead, you need to be a curious problem solver who uses your emotional intelligence to be of service. Close with next steps.

Examples 109

Examples Work Management Ideal Customer Profiles Marketing Management 109

Marketing Insider Group

MARCH 31, 2020

Let’s take a close look at the most critical aspects of the digital marketing trends you can’t ignore in 2020. Today’s shoppers have grown impatient and we demand swift, seamless experiences across digital platforms. And time, as we all know, is money. It’s always essential to get the basics right. Simply shout, “Hey, Siri!”

Trends 354

Trends Work Management Peer-to-peer Marketing Management 354

Zoominfo

NOVEMBER 22, 2019

Generally, we recommend sorting your customers by ROI or strategic value, and then look for commonalities like: Firmographics (Company Size, Total Revenue, etc.) When your deal closed? Next, we’ll use our best individual contacts to build our key personas – just like we used our best accounts to help build our ICP.

Account Based Marketing 218

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 218

Vision Edge Marketing

OCTOBER 11, 2018

In the B2B world, this want and/or need is typically to solve a business problem. The bigger the business problem, the more urgent, and the better your offer addresses the more likely and faster you are to create a customer. Therefore a key part of any business is to be clear about the problem you solve.

Ad Building 178

Ad Building Work Management Business Marketing Management 178

Martech

DECEMBER 14, 2023

Depending on deal size, closing a lead can drag on for weeks and even months. But after 15 years in relationship-based sales and management, I can tell there’s a solution to close deals 25% to 30% faster. But after 15 years in relationship-based sales and management, I can tell there’s a solution to close deals 25% to 30% faster.

Sales Cycle 88

Sales Cycle Ideal Customer Profiles B2B Sales Top of Funnel 88

Go Beyond SEO

OCTOBER 2, 2020

You may get close, but that’s okay, you still score higher than hitting the outside of the target. . These people should possess specific characteristics, such as: They have a problem your service or product can solve. They are motivated to solve the problem. What is a problem your service or product can solve?

Lead Generation 157

Lead Generation Lead Scoring Lead Ranking Generation 157

Salesforce Marketing Cloud

NOVEMBER 20, 2023

” To ensure you lead a successful sales call, we’ve curated expert tips and techniques below, including guidance on how to prepare. Ideally, a rep closes a sales call with a verbal agreement from the prospect to make a purchase. How to close a sales call Think about the last time you had an excellent sales experience.

Top of Funnel 69

Top of Funnel Work Management Marketing Management Lead Scoring 69

Salesforce Marketing Cloud

OCTOBER 10, 2023

3 ways to optimize your sales cycle Follow a clear path from prospecting to close Sales Cloud gives you the tools to navigate every sale easily, tracking each stage in the sales cycle and surfacing recommendations for actions that will get you to closer faster. The sales cycle has seven stages, from customer research to close.

Sales Cycle 110

Sales Cycle Optimization Ideal Customer Profiles Marketing Proposals 110

Contently

FEBRUARY 1, 2023

While it differs based on industry, company size, and business goals, here we highlight six common ways content marketing teams can engage cross-functionally to drive value for their company. The material that feeds those content assets must come from working closely with the product team.

Demand Generation Agencies 127

Demand Generation Agencies Content Demand Generation Paid Search Agency 127

Salesforce Marketing Cloud

FEBRUARY 28, 2024

In addition to communicating in natural language, AI will also help with problem-solving and decision-making. Given the technological advancements of recent times, we are at the precipice of such an AI capability and it has many people in the scientific and business community excited. What is a reasoning engine?

Lead Ranking 59

Lead Ranking User-Generated Content Act-On Fulfillment 59

MKT1

MARCH 14, 2024

Given this, we recommend using a wedge marketing approach in the early days, and expanding from this initial niche over time—whether you have a horizontal or vertical product. RSVP — IT'S FREE Thanks to our sponsors We only include sponsors we actually recommend to our community and portfolio companies.

Sales Management 98

Sales Management Marketing Analytics Tools Marketing Strategy Marketing & Strategy 98

Blue Flame Thinking

FEBRUARY 21, 2024

Getting the right people involved at the right time helps project synergy and solves problems quickly. We talked with Rob C., We recognize that the constant evolution of technology requires ongoing research and understanding. Connect with us for a conversation about how we can help you. BFT can help.

Process 52

Process Marketing Management Trigger Marketing Planning 52

Martech

NOVEMBER 10, 2022

Marketers also need to be in close contact with data engineers. Evaluate where AI and ML can solve problems. Dig deeper: Why we care about AI in marketing. Using an algorithm to identify and bring together these seemingly different data sets can be a very important business problem that AI can solve.

Marketing AI 121

Marketing AI Work Management Marketing Management Paid Search Agency 121

Hubspot

DECEMBER 4, 2023

So to help you best approach this dilemma when the time comes, I’ve put together a list of four key tips I've learned over my career for closing a deal that has lost steam. 4 Tips for Closing a Deal That's Stalling 1. Verify that you're solving the problem — not a symptom caused by the real problem.

Hubspot 56

Hubspot Tips Lock-In Cold Calling 56

Martech

APRIL 10, 2023

Since then, however, we’ve been through several phases, including the proliferation of “Frankenstacks,” — poorly integrated custom stacks patched together from multiple sources — as well as the model of a central marketing solution with countless partner apps available to plug in and play. Make it simpler.”

Marketing Attribution 106

Marketing Attribution Enterprise Management Work Management Marketing AI 106

Salesforce Marketing Cloud

OCTOBER 11, 2023

You’re on a discovery call with a prospect, searching for a justification to pitch your product, when all of a sudden, there it is: a bright, expensive problem that only you can solve. And, although we’re discussing discovery calls as a step in the sales process, discovery is in fact a constant from lead to close.

Enterprise Management 59

Enterprise Management Work Management Marketing Management Budget Programs 59

Hinge Marketing

JANUARY 5, 2023

Midway through the movie, McConaughey and the team of scientists arrive at their first planet to explore, one situated in close proximity to a black hole. In this article, we will enter the gravity well of inbound content marketing. When trying to solve big “why” questions like this, we at Hinge like to turn to the data.

Paid Content 134

Paid Content Top of Funnel Content Marketing Planning 134

Martech

JUNE 16, 2023

And, as we engage with more clients, we will continue to think through our approaches and processes for one purpose only, to improve our deliverables and help make our clients and the industry at large better. As his post went on, he made this statement in regards to marketing, “They have to look to technology to solve their problems.”

Planning 127

Planning Deliverability Advertising Agencies Thought Leadership 127

Martech

DECEMBER 4, 2023

We should pay attention to the things that make a significant difference. We don’t want to waste time trying to solve “edge cases” that nip at the periphery. But sometimes, these “edge cases” are more important than we realize, and they can expose issues flying under the radar. Human beings rarely follow the rules.

Work Management 121

Work Management Marketing Management Marketing & Strategy Marketing Strategy 121

Engagio

SEPTEMBER 18, 2023

De-risk purchases When we talk about embracing the slow play, I’m sure all of you have felt the squeeze. Focus on how you can help them solve a key business problem and again, make them the star. Connect the dots between what they care about or the problem they are trying to solve and the value you can bring.

Marketing Budget 77

Marketing Budget DemandBase Work Management Marketing Analytics Tools 77

Martech

MARCH 12, 2024

The uncomfortable truth is that close coordination of marketing and sales (and soon customer success) is required to create and maintain the increasingly personalized customer experience. This ability to personalize depends on the information we gather through analysis and increasingly from two-way communications based on trust.

Ideal Customer Profiles 110

Ideal Customer Profiles Account Based Marketing ABM SME 110

Salesforce Marketing Cloud

NOVEMBER 6, 2023

But first, here’s a sampling of what they’ve told me: A chief technology officer said, “We’re well aware of the importance of generative AI, but we’re struggling to figure out how to make it work for our business.” A tip: Focus on the problem, and avoid the temptation to fit the solution to the problem.

Generation 111

Generation High Quality Lead Work Management Sales Qualified Leads 111

SalesGrape

DECEMBER 3, 2023

This personal touch can make all the difference when it comes to building relationships and closing deals. Pay close attention to what prospects are saying so that you can tailor your pitch accordingly and address their specific needs. Highlight the unique value your product or service offers and how it can solve their pain points.

Cold Calling 76

Cold Calling Telemarketing Lead Generation Lead Scoring 76