Marketing Insider Group

JULY 1, 2020

Now, sales and marketing want to increase customer engagement to make sure that their program is not cut as the C-suite looks to conserve cash. But, sales and marketing’s focus should have always been balanced between new and existing customer as sales cycles in existing accounts are at least 50% shorter than new accounts.

Ideal Customer Profiles 304

Ideal Customer Profiles Work Management Planning Paid Search Agency 304

Martech

MARCH 22, 2023

Consider this: 17% of companies are planning RFPs this year, according to the 2023 State of the ESP RFP. Rethink that RFP Before you replace or add technology, ask yourself whether you maxed out your current functionality. What should it look like to stimulate more sales? Don’t stop to think about the process.

Enterprise Management 89

Enterprise Management Marketing & Strategy Marketing Strategy RFP 89

Zoominfo

APRIL 21, 2020

Get on that list, and then the burden of the research and vetting process will be lifted. If your foot in the door to a target client starts with an RFP/RFI , spend some serious time on the content of your answers. And you can make it show through your RFP/RFI responses. Life gets a lot easier. Messaging is important.

Work Management 221

Work Management Marketing Management Vendors RFI 221

Zoominfo

MAY 7, 2021

His background in entertainment sales for hotels made for a less-than-smooth transition into data and software, which is what led our CEO, Henry Schuck, to celebrate Lyon’s first closed-won deal by blasting “I Can’t Wait to Be King” from the Lion King — in French — throughout the sales floor. Read on to find out how he did just that.

RFP 100

RFP Zoominfo Work Management Data Hygiene 100

Martech

JULY 26, 2022

Decide whether or not you need to engage in a formal RFI/RFP process. If you run a formal process, be sure to give the same list of capabilities to each vendor to facilitate an apples-to-apples comparison. The most effective RFPs only request relevant information and provide ample information about your brand and its needs.

Enterprise Management 76

Enterprise Management Marketing Management Vendors RFP 76

Strategic-IC

FEBRUARY 16, 2021

ABM in action: How Acxiom built a sales pipeline in 120 days - Your questions answered. Acxiom and strategicabm seminar: “ABM in Action: How Acxiom Built a Sales Pipeline in 120 Days” ended with a lively Q&A session. What was the main sales and marketing alignment you had to overcome? E.g., C-Suite, Sales Director, etc.?

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71

Sales Engine

MAY 22, 2016

As you may know, Neil is regarded by many as the father of Consultative Selling and the author of many books, including SPIN Selling, the 1988 New York Times Best Seller than many of us B2B “Sales Lifers” grew up with as our template for success. Sales Engine CEO, Paul Rafferty with author Neil Rackham.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Square 2 Marketing

OCTOBER 20, 2020

You Think An RFP Is Going To Make It Easier, But It’s The Wrong Way To Find An Agency Partner. We rarely respond to request for proposals (RFPs) from prospective clients. But lately I’ve been thinking a lot about the process, and if you think running an RFP is going to help you find the agency of your dreams, think again.

Demand Generation Agencies 97

Demand Generation Agencies Advertising Agencies Paid Search Agency RFP 97

Martech

FEBRUARY 24, 2022

But since these systems often come with hefty price tags, it’s important to cover all of your bases when navigating the purchase or upgrade process. To start, set up demos with your shortlist of vendors within a relatively short timeframe after receiving the RFP responses to help make relevant comparisons. Learn more here.

Marketing Automation Services 112

Marketing Automation Services Marketing Management Vendors Marketing Automation 112

Heinz Marketing

FEBRUARY 13, 2023

By Matt Heinz , President of Heinz Marketing 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. I’m your host, Matt Heinz.

Top of Funnel 91

Top of Funnel B2B Thought Leadership Thought Leadership Terms and Conditions 91

Vidyard

JULY 29, 2014

While writing one of these babies is a time-consuming process, a request for proposal (RFP) gives you the opportunity to outline your requirements for implementing a new piece of software or service, and ensure you get the best value for your investment. ” and you’ll quickly find yourself in an empty room.

RFP 50

RFP Marketing Automation Services Marketing Automation Automation 50

Drew Neisser

OCTOBER 1, 2021

They’re the bane of many a B2B business’ procurement processes, frustratingly time consuming and full of friction in a fast-moving world. They aren’t here to tell you that the RFP process as it stands today isn’t full of pain; instead, the RFP response SaaS brand is here to tell you there’s another way. Check it out!

RFP 52

RFP Brand Identity Branding B2B 52

Biznology

JUNE 3, 2020

I reached out to my longtime colleague and friend Roger McDonald , a seasoned sales and marketing executive and thoughtful observer of things B2B, to gather up his views on what’s going on and how we B2B marketers should be thinking. How do you see Covid-19 changing the nature of B2B sales and marketing going forward? Roger McDonald.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Bionic

AUGUST 27, 2020

Bionic today unveiled new ad sales tools that enable ad salespeople to respond to media planner RFPs in minutes instead of hours. Direct ad sales are clean and profitable, but inefficient. Streamlining direct ad sales with Bionic. Ad Sales Benchmarking Tool. Ad Sales Contact Manager Tool. Vendor Database.

Paid Search Agency 52

Paid Search Agency Ads RFP Work Management 52

Vision Edge Marketing

MARCH 7, 2012

Would you like to reduce the number of qualified leads passed on by marketing that sales rejects? All it takes is marketing and sales collaborating around the definition of the various stages in the opportunity pipeline and a scoring methodology. But of course, you will want to validate this truly is their process.

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 100

Hubspot

APRIL 13, 2021

With more information at your disposal, you can understand the marketplace and get a better sense of the questions you'll need to ask as you move forward in the procurement process. RFI vs RFP. Both RFIs and RFPs are tools used when procuring new tools, services or vendors. Then, they'll usually send out an RFP.

RFI 80

RFI RFP Marketing Proposals Vendors 80

chiefmartech

FEBRUARY 8, 2021

Why are sales teams suddenly embracing so many new apps? What is remarkable, however, is how many interactions were redirected into “digital interactions with a sales rep” — even at the expense of “digital self-service” options. I believe those same dynamics apply to salestech as well.

Enterprise Management 141

Enterprise Management Marketing Management RFP Forecasting 141

Customer Experience Matrix

OCTOBER 7, 2018

(This comes from vendors who are now receiving many poorly written CDP RFPs.) These questions are intertwined: use cases determine the capabilities users need; requirements are the heart of an RFP, and finding which vendors have which capabilities is the goal of vendor selection. This means the whole process could be made quite easy.

RFP 266

RFP Generation Vendors Ad Building 266

Hubspot

DECEMBER 9, 2020

It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. This brand of sales emphasizes the "why" over the "what" of a potential sale. Identify Common Pain Points.

Work Management 94

Work Management RFP Phishing Bundling 94

Biznology

OCTOBER 29, 2019

Comparison sites in the mold of TripAdvisor and Yelp have entered the B2B buying process, especially in crowded categories like software and services. And they save both time and money in managing the competitive bidding process. Use of ratings and reviews sites in B2B.

Enterprise Management 135

Enterprise Management Work Management Buy Marketing Management 135

Pam Didner

NOVEMBER 5, 2020

But much of the content created by marketing could also be used on the sales side as is or with intentional customization. To support sales in sales enablement, content comes in the context of internal sales training, internal sales materials for tactics, and external marketing materials to share with prospects and customers.

Paid Search Agency 75

Paid Search Agency Account Based Marketing Planning Content 75

Martech Advisor

NOVEMBER 5, 2019

Despite the proven benefits of enabling sales teams with sales enablement, the majority of companies are unable to shake the myths that sales enablement technology is complex, expensive and risky, says, Carson Conant, CEO, Mediafly. Don’t buy into the lies, sales enablement doesn’t have to be difficult.

RFP 55

RFP Sales Cycle ROI Cost 55

Hubspot

NOVEMBER 5, 2019

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. B2B auction. Procurement auction.

RFP 49

RFP Paid Search Agency Marketing Proposals Pricing 49

PathFactory

MARCH 4, 2021

It does not support sales in driving conversations and sales cycles with accounts that are stuck in status quo or in the funnel. During a recent Stop the Sales Drop Podcast , Cassandra Jowett (PathFactory’s Senior Director of Marketing) mentioned that she likes to compare the buyer’s journey to the “floor is lava” game that kids play.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

ViewPoint

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP).

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

ViewPoint

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

Zoominfo

APRIL 21, 2020

Get on that list, and then the burden of the research and vetting process will be lifted. If your foot in the door to a target client starts with an RFP/RFI , spend some serious time on the content of your answers. And you can make it show through your RFP/RFI responses. Life gets a lot easier. Messaging is important.

Work Management 100

Work Management Marketing Management Vendors RFI 100

Marketing Craftmanship

JANUARY 5, 2020

Before reaching out to you or sending an RFP, prospects will determine whether your firm is a “safe choice” based on the same method they use to select a restaurant, a movie or golf course. Are white papers just poorly disguised sales collateral?).

RFP 165

RFP Thought Leadership Opinions Validation 165

Belkins

JANUARY 24, 2020

The way they build their sales process, systematize their data and train their teams determines is based on their understanding of their prospects and the moments they and their future buyers find their touchpoints. From our experience, we can say that this understanding comes when you see your sales funnel clearly.

Sales Management 52

Sales Management Top of Funnel Work Management Lead Ranking 52

The Point

JUNE 18, 2013

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. We call that approach Content Selling. (HS)

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

Martech

JULY 29, 2022

At its most basic, that means investing marketing and sales resources in guiding high value accounts through the journey to conversion. There are a range of ABM technology solutions available to support this strategy, but selecting and implementing one can be a fraught and expensive process. Questions to ask at the demo. What it is.

Enterprise Management 97

Enterprise Management Marketing Automation Services Marketing Management Account Based Marketing 97

Vidyard

SEPTEMBER 14, 2017

There’s one menace that looms over the head of nearly every salesperson, and can strike at any time: the dreaded request for proposal (RFP). Sometimes, they arrive out of the blue as a mass request to your company sales email. Will you just fill out this RFP?” However they arrive, RFPs rarely seem like good news.

Work Management 65

Work Management RFP Video Marketing Vendors 65

Heinz Marketing

MARCH 2, 2019

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. Never Respond To An RFP That You Didn’t Write! Maybe you shouldn’t be spending your time chasing RFPs. Sales Leadership is About Creating Momentum. Forget Cash.

Transparency 62

Transparency RFP Account Based Marketing B2B Thought Leadership 62

Seismic

NOVEMBER 12, 2020

We’re thrilled to share that Seismic has partnered with Loopio , a Toronto-based top tech start-up who helps customers streamline their response process for RFPs, DDQs, and Security Questionnaires. The integration also improves: Administrative efficiency: Avoid manual transfer and reformatting content across your two solutions.

RFP 52

RFP Efficiency Relevance Process 52

Martech

SEPTEMBER 30, 2021

Marketing ops should actively participate in the procurement process when acquiring technology for marketing, but it’s not ideal when they run the show. While many marketing ops professionals are expected to participate in procurement activities, it is not their job to run the process. Let me be clear. Don’t worry.

Work Management 93

Work Management Marketing Management RFI RFP 93

markempa

APRIL 8, 2013

That’s the word from Joy Gendusa, Founder and CEO, Postcardmania , and Ken Pikulik, Director of Process and Strategy, ResponsePoint. A $10,000 campaign of 12,000 brochures, including postage, has an estimated lifetime return on investment of $1,250,000 for a national credit card processing company. It turns out your prospects are.

Direct Marketing 120

Direct Marketing Top of Funnel RFP Paid Search Agency 120

DealSignal

NOVEMBER 1, 2022

Due to the volume of content and online resources in nearly every industry, most people on your buying committees can perform their own research on their own time, and are likely to make a decision before ever talking to your sales team. Make your RFP process faster and easier with our comprehensive checklist on what to ask vendors.

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52