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. The result?

Paid Search Agency 291

Paid Search Agency B2B Sales Marketing & Strategy CMO 291

Salesforce Marketing Cloud

APRIL 9, 2024

How did we get here? Owning lots of data doesn’t solve the big data problem. Owning lots of data doesn’t solve the big data problem,” said Andy Cotgreave, senior data evangelist at Salesforce. With Data Cloud, we can create a data graph that provides a real-time, consolidated view of a customer or any entity.

Marketing AI 110

Marketing AI Enterprise Management Work Management Lead Ranking 110

Zoominfo

OCTOBER 20, 2023

Research, outreach, reminders, and tracking all limit the time your sales team has to connect with prospects and solve their problems. At ZoomInfo, we’ve spent years building and refining outreach practices that you can employ in your sales motions. At ZoomInfo, we find it takes 8-11 touchpoints to convert a lead.

Zoominfo 130

Zoominfo Marketing Analytics Tools Multi-Channel Outreach 130

Marketing Insider Group

JANUARY 30, 2024

We’re talking about reaching out to different kinds of customers with content that’s all about marketing and selling. We’re seeing better content quality, more relevant and engaging material, faster delivery, and lower costs. We call it the ‘Understand Audiences (Buyers)’ framework.

Ideal Customer Profiles 236

Ideal Customer Profiles Marketing & Strategy Work Management Marketing Management 236

Marketing Insider Group

AUGUST 10, 2021

Well-crafted CTAs encourage prospects to click and convert to a marketing qualified lead (MQL), or possibly to a sales qualified lead (SQL), depending on which type of CTA you present. The first step in developing any marketing campaign is to determine its goal and this includes pinning down the action we want our audience to take.

Lead Generation 362

Lead Generation Marketing Qualified Leads Lead Ranking Sales Qualified Leads 362

ANNUITAS

AUGUST 21, 2023

Often in business the greatest challenge lies in problem definition — i.e., defining the problem you need to solve, instead of just attacking immediate problems. We see this challenge in the approach many organizations take to optimizing their go-to-market (GTM) programs. CX is not DX.

Marketing Analytics Tools 130

Marketing Analytics Tools Demand Optimization Work Management 130

The Point

JANUARY 11, 2024

If our clients succeed, we succeed. The second common mistake made in many partner recruitment campaigns is a blindness to the recruitment sales cycle, a path that mirrors in many respects the buyer journey for end users. Engage with a sales rep, or 2. But as a prospective partner, my priority is our business.

Advertising Agencies 173

Advertising Agencies Demand Generation Agencies Campaigns Paid Search Agency 173

Martech

APRIL 23, 2024

We were looking last year to solve a really big problem as we scaled globally, and that was how with limited resources we could address post-purchase experience,” said Breanna Moreno, True Classic’s VP of customer experience. So we were really hungry to solve for this.”

Enterprise Management 108

Enterprise Management Purchase Work Management Marketing Management 108

Vision Edge Marketing

OCTOBER 12, 2021

To that we say, “Whoa, Nelly, market validation comes first.” It’s not about convincing someone to buy and teeing up the transaction–that is a closed sale. Perhaps you’re thinking, we already have customers who buy our product so we can skip validation of product-market fit, in order to make the deadline.

Validation 265

Validation Work Management Marketing Management Paid Search Agency 265

Zoominfo

FEBRUARY 15, 2023

For many sales professionals, today’s business environment is unlike anything they’ve ever seen. Broad economic and societal shifts — amplified by the COVID-19 pandemic and continued technological disruption — are resulting in longer sales cycles, more discerning buyers, intensifying competition, and lingering uncertainty.

Zoominfo 130

Zoominfo Customer Surveys Marketing Analytics Tools Sales Cycle 130

Marketing Insider Group

NOVEMBER 28, 2022

Marketing has a marketing problem. We measured our success according to whether you’ve maximized your budget for reach and frequency. Here is who we are, what we sell and why we are better. Today, we see banner ad click through rates averaging.06%. Banners have 99 problems and click ain’t one !

Paid Search Agency 322

Paid Search Agency Planning Demand Generation Agencies Advertising Agencies 322

Zoominfo

FEBRUARY 17, 2021

It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . Your email is the foundational step of your sales cadence.

Tactics 237

Tactics Top of Funnel B2B Thought Leadership Thought Leadership 237

Marketing Insider Group

JANUARY 5, 2023

The main goal for Marketing in B2B companies is to generate leads for sales teams and increasingly to deliver direct revenue. The main problem here is that there is no common understanding of the difference between an inquiry and a lead. And this problem drives a deeper wedge between marketing and sales.

Lead Ranking 275

Lead Ranking Sales Qualified Leads Lead Scoring Marketing Qualified Leads 275

Martech

APRIL 10, 2024

We need tools that not only function flawlessly but surpass expectations. We need a revolution, an injection of genuine creativity. We need solutions that break new ground, push the boundaries of what’s possible and redefine industry standards. Marketing this then becomes a conversation, not a sales pitch.

Work Management 112

Work Management Marketing Management Product Differentiation 112

Marketing Insider Group

JUNE 9, 2020

With always-on content marketing, you’re there for your customers, solving their problems 24/7. Not only do we publish content that solves these problems, but we also make a habit of listening – and responding to our customers on social media, on chat, on email – everywhere. But you’d be wrong.

Campaigns 307

Campaigns B2B Thought Leadership Content Marketing Advertising Agencies 307

Marketri

JANUARY 29, 2024

I’ve written many blogs that explore how to use marketing to solve a business problem. We need to solve the problem now. But first…let’s define the problem. While they don’t appreciate it when companies force a sales conversation too soon, B2B buyers DO want a more social, entertaining experience.

Efficiency 117

Efficiency Copyright B2B Sales Differentiation 117

Salesforce Marketing Cloud

FEBRUARY 12, 2024

What you need to know When we say “Salesforce ecosystem,” we mean the thousands of companies and organizations worldwide who run their businesses on Salesforce. AI and data skills A few years ago, we’d have said AI and data were critical skills for a few specific roles.

Demand 116

Demand Marketing AI Peer-to-peer Work Management 116

Martech

APRIL 11, 2024

But in our zeal to harness technology, operations and automation, we fail to accomplish marketing. We are really good at solving their urgent problems in this sphere. Creating a preference for our brand, even as we strive to be the best. CRM, lead routing, sales stage conversion rates, etc.)

Marketing AI 133

Marketing AI Work Management Effectiveness B2B Marketing 133

Convince & Convert

MARCH 28, 2024

And it’s easy to think we have all the answers when it comes to our customers, that we know who they are and what they want from our products. By gathering and analyzing these valuable customer insights, we can gain a deeper understanding of our customers’ needs, preferences, and pain points.

Allocation 144

Allocation Validation Lead Scoring Lead Ranking 144

Biznology

APRIL 8, 2021

We often think of marketing messages as springing from serendipitous breakthroughs, big ideas that come in a flash of creative brilliance. Either the claim fails to express a benefit that solves a pressing target audience problem, or it merely says what they do (like, “we’re a cloud computing company”) and leaves out the benefit altogether.

B2B Marketing 196

B2B Marketing B2B Differentiation Paid Search Agency 196

Martech

MARCH 11, 2024

We might have a decent operation for the 5% of in-market prospects. By pushing contacts who aren’t ready to buy through our systems, we slow down our operations and create extra work for ourselves. For the sales team, better conversions, less garbage in, less time wasted, etc. Adtech We will still need adtech.

Efficiency 99

Efficiency Marketing Automation Services Lead Ranking Brand Identity 99

Bionic

MARCH 11, 2024

Advertising has always had a swivel chairing problem. Now, CTV, SPO, RMN, and new ad platforms are exacerbating the problem. What is the Swivel Chairing Problem? Swivel chairing refers to the problem of having to manually switch between multiple platforms to set up, manage, and analyze ad campaigns.

Advertisements 86

Advertisements Advertising Work Management Order 86

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

Hubspot

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1.

B2B Thought Leadership 72

B2B Thought Leadership Thought Leadership Work Management Lead Ranking 72

Velocity Partners

NOVEMBER 29, 2023

So let’s say, hypothetically of course, that it’s late 2023, your revenue is down and there’s mounting pressure on you to increase sales. But if (like so many B2B companies) you offer a mix of platform and point solutions, this problem quickly gets really hard to solve really fast. Just, y’know, for instance.

Enterprise Management 84

Enterprise Management Work Management Marketing Management Buy 84

Salesforce Marketing Cloud

NOVEMBER 13, 2023

We are at an inflection point in the history of application development. Game-changing innovations in AI are transforming the way we build apps, enabling us to create experiences that were previously unimaginable. Today, we are at a similar inflection point with AI. This is an exciting time for app development.

Generation 130

Generation Lead Ranking Privacy Policies Class 130

NetLine

JULY 5, 2023

To put it simply: customer intent is important because it allows businesses to cater their sales and marketing strategy to meet prospects and customers where they are currently. This typically means shorter sales cycles and more closed-won deals. 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

Martech

JANUARY 24, 2024

The problem Knowledge Buddy sets out to solve is the difficulty of finding and synthesizing fragmented information scattered across different siloes in the enterprise both for staff who need it to do their jobs and for customers using self-service support channels. Why we care. It will be available in the first half of 2024.

Enterprise Management 117

Enterprise Management Marketing Management Vendors Knowledge Base 117

Contently

MARCH 30, 2023

The problem isn’t (usually) the writing. And even if we have insights, our organizations may not have a distinct point of view about solving them. Thus, when we set out to write SEO-oriented content, there’s no foundation on which to build it. We’re just working through a checklist of search terms.

SEO 144

SEO SERP Content Keywords 144

Sword and the Script | B2B

MARCH 26, 2024

In other words, thought leadership helped them to see themselves in the very problem the vendor was solving. Comment: A separate survey, which I covered recently, found that B2B prospects are “ 69% of the way through a buying cycle ” before they ever speak to a sales representative. >>> Need an extra pair of hands?

B2B Thought Leadership 83

B2B Thought Leadership Thought Leadership Studies B2B 83

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

Martech

DECEMBER 14, 2023

The B2B sales cycle is lengthy and complex. Sales isn’t easy. 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

Heinz Marketing

MAY 26, 2022

As our world becomes more automated and the tools and tech we adopt continue to transform business efficiencies, creative value becomes indispensable. . In Seth Godin’s insightful LinkedIn Learning course, “Creativity At Work,” he defines the always in-demand skill as the willingness to solve interesting problems.

Creativity 112

Creativity Course Consulting Intent 112

Launch Marketing

MARCH 22, 2023

Below we cover important steps to create a successful B2B case study. How to Get Started on a Case Study The first step of developing a B2B case study is to get input from your sales, marketing and customer service teams to understand the breadth of feedback regarding the potential customer success story. What Did We Do?

Case Study 111

Case Study Case Studies Studies Work Management 111

Heinz Marketing

NOVEMBER 10, 2020

The Cornerstone of Your Company is Not Building Products, It’s Solving Problems. Bring in the sales team. Try to convince “many possible buyers” they solve a problem with the product. Get frustrated with marketing and sales. Why is the stress test – why this problem for this person? Start again.

Product 139

Product Work Management Marketing Management Cost per Acquisition 139

Martech

FEBRUARY 26, 2024

If your product is priced too high compared to competitors or if customers perceive it as overpriced, it may impact sales and profitability. If your messaging is not resonating with your target audience or if it is not effectively differentiating your product from competitors, it may impact sales.

Planning 111

Planning Multi-Channel Word of Mouth Best Practices 111

Go Beyond SEO

OCTOBER 2, 2020

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? Since your specialty is in custody cases, you can solve their problem.

Lead Generation 157

Lead Generation Lead Scoring Lead Ranking Generation 157