Remove sales

Marketing Interactions

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How Marketers Can Help Reps Use Sales Content Effectively

Marketing Interactions

The Job of Sales Content. For this post, let’s focus on content’s job for sales. Sales content must focus on creating buying intent. To do this, it must either instigate inquiries from your buyers or invoke curiosity and engagement when used by a sales rep or dealer rep in outreach or in support of conversations.

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Why Sales Shuns B2B Marketing Qualified Leads

Marketing Interactions

The sales folks who answered the post leaned toward the feeling that their time was valuable, and they weren’t inclined to waste it on those not ready to buy. And, before you start yelling that you “have” to send everyone to sales, I’ve heard this antiquated notion shared by marketers in a variety of companies. Lack of Agreement.

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Why B2B Marketers are Critical to Revenue Operations

Marketing Interactions

While the events I’ve attended and material I’ve read tend to apply the focus on sales as the central pivot for RevOps, I find that approach distracting for sales and a discredit to B2B marketers. This means they are better able to spot trends and engagement patterns (and gaps) that sales and customer success may not see.

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Why You Need to Revisit B2B Buyer Personas and ICPs

Marketing Interactions

These events in your target markets can quickly make your messaging irrelevant, rendering your marketing programs and sales plays ineffective. So, if your main buyer personas have always been tech roles, you may be missing the mark with today’s marketing and sales outreach. What worked yesterday may not work today.

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Never Assume B2B Buyers Know How to Buy

Marketing Interactions

One of the assumptions that marketers and sales reps make when people show interest in your website, content, or booth at a virtual summit or trade show is that they’re buyers. Ultimately, buyers spend only about 20% of their buying process in conversations with sales reps. The Opportunity for Marketers and Sales Teams.

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Stop Asking B2B Buyers to Take Leaps of Faith with Content

Marketing Interactions

Sales says one thing, marketing messaging says another, and product marketing says something else. An early-stage lead downloads a paper that expands on the nature of the problem they’re looking to solve but then sales reaches out with a demo or meeting request – that’s the ultimate leap. 7 Places Where Leaps of Faith Happen.

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How Many B2B Buyer Personas Do You Need?

Marketing Interactions

They are convinced that the higher they can get in the organization, the more sales they will be able to influence. Start by talking to your sales team. If you build personas in a vacuum, you could end up with a database of contacts that sales reps have no interest in talking to and who won’t ever buy from you. (who