Lead Forensics

APRIL 2, 2024

This blog equips you with 50 common sales objections, categorized for easy reference, along with effective responses to turn those objections into stepping stones towards closing the deal. “We have a long sales cycle.” Offer ongoing support and resources throughout the sales cycle to keep them engaged and moving forward.

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

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? If anything, they are accelerating.

Enterprise Management 91

Enterprise Management Marketing & Strategy Marketing Strategy RFP 91

Conversica

JULY 23, 2019

Are you trying to optimize your Sales and Marketing funnel, but struggling to engage with all of your leads in a cost-effective manner? Have you ever considered adding a Sales AI Assistant to your team to help you find Sales-ready leads earlier and faster in the cycle? RFP Template. Self-Assessment Scorecard.

RFP 53

RFP Top of Funnel Case Studies Advertising Funnels 53

Zoominfo

APRIL 21, 2020

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. Once you have an answer you’re proud of and passionate about, you have to be able to communicate it and prove it. 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

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. They also have a helpful Slideshare. 3 Questions You Gotta ask!

RFP 50

RFP Marketing Automation Services Marketing Automation Automation 50

Marketing Insider Group

NOVEMBER 8, 2016

We used to say, “sell ahead of the RFP.” As a result of recent client work, I’ve re-examined CEB’s Challenger Customer for clues on how to improve B2B sales […]. Then, for more than a decade we’ve been telling clients, “sell ahead of your competitive herd.” Now we’re telling them, “sell into the ‘hidden opportunity market’.”

RFP 210

RFP B2B Sales Marketing B2B Marketing 210

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

Martech

JULY 26, 2022

Decide whether or not you need to engage in a formal RFI/RFP process. When written properly, an RFP will facilitate the sales process and ensure that everyone involved on both sides comes to a shared understanding of the purpose, requirements, scope and structure of the intended purchase. This is an individual preference.

Enterprise Management 79

Enterprise Management Marketing Management Vendors RFP 79

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

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. Don’t hesitate to ask for a demonstration of the specific capabilities that you have identified in your RFI/RFP. Import and segment data. Learn more here.

Marketing Automation Services 112

Marketing Automation Services Marketing Management Vendors Marketing Automation 112

DiscoverOrg

MARCH 22, 2017

I’m in the middle of evaluating sales coaching tools (3 to be exact), and while I see some pros and cons to each, there’s nothing really standing out to make one of them the clear winner. Of course, that’s our job, the job of sales and marketing – to help educate our markets, to cast a bigger and better vision of our solutions.

Ideal Customer Profiles 176

Ideal Customer Profiles Video Marketing RFP Marketing Management 176

Drew Neisser

OCTOBER 1, 2021

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! What You’ll Learn in This Episode.

RFP 52

RFP Brand Identity Branding B2B 52

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

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. Since it exists, you can leave it out of the RFP.

RFP 266

RFP Generation Vendors Ad Building 266

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. Requesting an RFP. Conducting an internal review of all RFPs.

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 100

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

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

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

Hubspot

APRIL 13, 2021

RFI vs RFP. Both RFIs and RFPs are tools used when procuring new tools, services or vendors. However, a Request for Proposal (RFP) is different from a Request for Information (RFI) in a few ways, including the timing and the type of information required. Then, they'll usually send out an RFP. Request for Success.

RFI 80

RFI RFP Marketing Proposals Vendors 80

Bionic

JUNE 4, 2020

Bionic aims to fix this with Messenger – a new instant messaging tool that streamlines communication between media planners, media buyers, and ad sales reps. Bionic Messenger aims to facilitate communication in your daily media planning, media buying, and ad sales workflows. Clarifying RFP requirements. Finalizing a Proposal.

RFP 52

RFP Advertising Agencies Media Paid Search Agency 52

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

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. Is Solution Sales Dead?

Work Management 94

Work Management RFP Phishing Bundling 94

Avitage

OCTOBER 22, 2016

We used to say, “sell ahead of the RFP.” ” Now we’re telling them, “sell into the ‘hidden opportunity market’ ” As a result of recent client work, I’ve re-examined CEB’s Challenger Customer for clues on how to improve B2B sales practices, especially for sales content. .”

RFP 120

RFP B2B Sales Marketing & Strategy Marketing 120

Zoominfo

APRIL 21, 2020

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. Once you have an answer you’re proud of and passionate about, you have to be able to communicate it and prove it. Messaging is important.

Work Management 100

Work Management Marketing Management Vendors RFI 100

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

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. Sellers submit bids based on buyer qualifications.

RFP 49

RFP Paid Search Agency Marketing Proposals Pricing 49

Conversica

JULY 2, 2019

This case study portfolio highlights several use cases and benefits that companies are seeing from Conversica’s sales AI Assistant solution. You’ll also see the real results that companies are experiencing thanks to their Conversica Sales AI Assistants. Conversica’s 4th Annual Sales Effectiveness Report.

RFP 40

RFP Case Studies Template Case Study 40

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

Biznology

OCTOBER 29, 2019

So, they set up an AI-enabled platform that manages the entire buying process, enabling buyers to write the RFP, identify a short list of candidates—even inviting incumbents to participate, conduct the bidding process, hire for and manage the project, and handle the billing. Sourcing team can learn and validate their work.

Enterprise Management 135

Enterprise Management Work Management Buy Marketing Management 135

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

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

Heinz Marketing

MARCH 31, 2018

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. Boost Your Sales by Busting the Top 10 Closing Myths. 10 Questions Every Sales Manager Must Answer. 10 Mistakes that Kill Sales Calls. Great advice, Scott Gruher.

Demand 51

Demand RFP B2B Thought Leadership B2B 51