Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch , and ultimately, close deals. Let’s get into it! It’s free!

B2B Sales 100

B2B Sales Research Paid Search Agency Tools 100

Marketing Insider Group

DECEMBER 1, 2023

In the B2B selling world there is near universal appreciation for the value of sales coaching. Research indicates significant impact on forecasted deal win rates, revenue growth and other selling metrics. Research from The Sales Management Association show sales people believe it’s the most important, least supported sales resource.

B2B Sales 168

B2B Sales Effectiveness Work Management Marketing Management 168

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. Prospecting is an early and critical stage in the sales process.

Enterprise Management 264

Enterprise Management Ideal Customer Profiles Cold Calling Zoominfo 264

Seismic

JANUARY 17, 2023

As more organizations embrace remote work, inside sales has become more important than ever. Inside sales plays a critical role in sales cycles because buyers are engaging online in higher numbers than ever before. What makes a good sales rep is continuously evolving, but some core principles remain the same.

Work Management 98

Work Management Training Sales Cycle Social Media 98

Salesforce Marketing Cloud

APRIL 18, 2023

Welcome to #Salesblazer Q&A, a column by sales pros, for sales pros. Dear Salesblazer: What is generative AI and how will it affect sales reps’ jobs over the next year? I don’t see it replacing reps any time soon, but AI will certainly affect the way we work in the coming months and years. . Have a question?

Generation 98

Generation Sales Qualified Leads CRM Work Management 98

Zoominfo

MAY 8, 2019

True sales productivity boils down to two things: numbers and time. More specifically, how can you increase your numbers (calls, email, sales, deal size) during the time you spend working each day? If you’re ready to learn how high-quality sales data can make a huge impact on your success as a sales rep, keep reading!

B2B Sales 193

B2B Sales Contacts Process Paid Search Agency 193

Convince & Convert

MAY 16, 2024

The Current State of SMB Marketing , a new research study Ascend2 completed with Constant Contact , uncovered many insights into how SMBs think about marketing and where they need the most assistance. In the 18-page study, researchers polled 1,335 SMBs in Australia, Canada, the UK, and the US.

Small Business Marketing 137

Small Business Marketing Allocation Research Planning 137

Only B2B

JANUARY 18, 2024

The reason why marketers look for account based marketing tactics is the fact that they have risked losing some valuable clients in the rush to connect with everyone. ABM outperforms all other marketing tactics when it comes to ROI when you do ABM well. Read this article about account based marketing framework to know more about it.

Account Based Marketing 62

Account Based Marketing ABM Tactics Sales Qualified Leads 62

Salesforce Marketing Cloud

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. See how it works What are sales targets? Why are sales targets important? All they have to do is start running.

Cross-Selling 116

Cross-Selling Budget Programs Training Work Management 116

Salesforce Marketing Cloud

NOVEMBER 19, 2021

A sales funnel, stretching from early-stage brand discovery to final purchase, represents the customer journey. Most companies use the funnel to track prospects as they move through sales stages, adjusting strategies and marketing methods in response to their behaviors. In real life, the buying process is never so linear.

Top of Funnel 98

Top of Funnel Marketing AI Digital Marketing Funnels Lead Ranking 98

Martech

FEBRUARY 8, 2024

Too often, companies focus SEO efforts on driving traffic with top-of-the-funnel content and keywords. While this approach can generate traffic, it often fails to convert them into leads and sales. In B2B, the opportunity is in optimizing for bottom-of-the-funnel queries and conversions. So, why start from the bottom in B2B?

Top of Funnel 113

Top of Funnel SEO B2B Paid Search Agency 113

Webbiquity

MARCH 1, 2022

But fascinating new research quantifies those changes, and points the way forward for B2B content marketers. As marketing budgets are restored, marketers plan to spend more on marketing technology , particularly in areas like virtual event platforms , AI tools for marketing and sales, personalization, and chatbots. No surprise there.

Research 351

Research B2B Marketing Marketing Automation Services Top of Funnel 351

Hubspot

JANUARY 5, 2024

It’s been pretty exciting to see the creativity that people all over the world are bringing to AI to improve their processes, create new services, and make being in business more fun and profitable. I’ve been in contact with sales experts about how AI has helped them.

Peer-to-peer 66

Peer-to-peer Work Management Lead Scoring Lead Ranking 66

Hubspot

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Marketing AI 59

Marketing AI Creativity Top of Funnel Work Management 59

Zoominfo

FEBRUARY 17, 2021

It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. 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.

Tactics 130

Tactics Top of Funnel B2B Thought Leadership Thought Leadership 130

Hubspot

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers.

Work Management 91

Work Management Marketing Management Tips Hubspot 91

SalesGrape

JANUARY 4, 2024

Mastering Outbound Appointment Setting: Nurturing Leads Through the Sales Funnel In the dynamic landscape of sales, effective lead nurturing is paramount to success. Among the myriad strategies available, outbound appointment setting stands out as a powerful tool to guide leads through the sales funnel.

Top of Funnel 52

Top of Funnel Lead Scoring Lead Ranking Leads 52

SalesIntel

FEBRUARY 19, 2024

So, what is the first thing that occurs to you when you start brainstorming about your B2B sales strategy? What are the latest challenges in B2B sales strategies ? The latest B2B sales challenges include: Difficulty in reaching decision makers and engaging with them effectively. But why do these B2B sales strategies falter?

Sales Management 95

Sales Management B2B Sales Top of Funnel Marketing & Strategy 95

Hubspot

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. The Company's Google Results.

Research 90

Research Marketing Automation Services Tips Best Practices 90

Pam Didner

JANUARY 12, 2022

I was glancing at Harvard Business Review during the holidays, and this article, Sensemaking for Sales (Jan-Feb edition, Page 122-129 by Brent Adamson), caught my attention given that I am always looking for ways to understand sales better from a marketing perspective. Happy New Year! So, how can sellers do that? It’s a win-win.

Work Management 82

Work Management Marketing Management Curation Best Practices 82

Martech

MARCH 2, 2022

What would it feel like if you could chat with your prospects here and now from this article – or better yet, a third-party article on your product or service? The dark funnel explained: Did you know 75% of buyers are already halfway through their buying journey before they even speak to a salesperson? The reality?

Top of Funnel 111

Top of Funnel Activities Intent Signal Advertising Channels 111

Contently

OCTOBER 18, 2022

Customer research can surprise you. Why you can’t afford to skip customer research. Why you can’t afford to skip customer research. Customer research involves gathering data about your ideal consumers—who they are, what they want, and how you can help them. 5 types of customer research. The takeaway?

Research 206

Research Paid Search Agency Companies Marketing Budget 206

Salesforce Marketing Cloud

AUGUST 23, 2023

You’re always on the hunt for new revenue, but new sales has to come from your sales team, right? Sales can come from partners, too. In fact, partner selling is a great way to take the pressure off your own reps — and it’s relatively easy to implement. What are best practices for partner relationship management?

Advertising Agencies 52

Advertising Agencies Work Management Marketing Management Top of Funnel 52

Hubspot

JANUARY 6, 2021

You've established the various stages of your sales process. The concept that underlies all those points is known as sales effectiveness. Here, we'll go over what that means, how to most aptly measure it, some steps you can take to improve yours, and some of the best resources available to get the most out of your sales process.

Process 98

Process Effectiveness Top of Funnel Work Management 98

Biznology

SEPTEMBER 6, 2017

They need tactical videos that support their sales and marketing content strategy. Tactical videos have specific objectives: establish a value proposition in the prospect’s mind, put across a memorable product differentiator, describe a new use case. Different kinds of tactical video. If not, they can be hard to watch.

Tactics 150

Tactics RFP Top of Funnel Video Marketing 150

Tiecas

FEBRUARY 5, 2024

Industrial marketing for manufacturers is complicated, with many moving parts that must mesh together to produce measurable and sustainable results, i.e., generate better quality leads that turn into sales opportunities. Measuring ROI : Like any business investment, we need to measure our marketing efforts’ return on investment (ROI).

Top of Funnel 104

Top of Funnel Lead Generation Advertising Agencies Lead Scoring 104

Salesforce Marketing Cloud

JUNE 14, 2023

Today’s buyers come to the sales process more informed than ever, looking for in-depth information specific to their needs. In fact, 81% of sales reps say buyers increasingly conduct research before they reach out, according to the latest State of Sales Report. But not always. The next step?

Work Management 95

Work Management Cross-Selling Marketing Management Marketing & Strategy 95

Rev

NOVEMBER 8, 2023

Have you ever lost a big sales opportunity without knowing why it slipped away? Those lost sales opportunities can actually be great learning experiences if you take the time to conduct a win/loss analysis. We’ll also share seven tips to prevent losing sales so that you can increase your overall win rate. Let’s get started.

Sales Management 78

Sales Management Analysis Top of Funnel Work Management 78

Scoop.it

DECEMBER 28, 2021

Therefore, it makes sense to sharpen the focus on your lead management and optimize it at every stage. In fact, research shows that automating your lead management process can increase sales revenue by 10% in just six months. That way, you can implement the right system for your sales team and consumer market.

Sales Management 52

Sales Management Lead Management Lead Scoring Lead Ranking 52

Inbox Insight

FEBRUARY 19, 2024

While our previous article explores the importance of working out your optimum MQL lead volume to guarantee you hit revenue targets , this article dives into importance of defining B2B lead quality. According to our first party research conducted among our IFP audience, lead quality is the key focus for 40% of senior B2B marketers.

Lead Ranking 108

Lead Ranking Top of Funnel Ideal Customer Profiles Marketing Qualified Leads 108

Salesforce Marketing Cloud

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. What you’ll learn: What is a sales cycle?

Sales Cycle 110

Sales Cycle Optimization Ideal Customer Profiles Marketing Proposals 110

Salesforce Marketing Cloud

SEPTEMBER 5, 2023

Most of the advice I’ve heard about upselling is about making the sale. Maximize upsell opportunities with AI Learn how the AI insights and real-time data of Sales Cloud can help you identify upsell opportunities by surfacing relevant customer signals. Let’s say a customer hires me to do a one-time sales training session.

Cross-Selling 72

Cross-Selling Tactics Lead Ranking Training 72

Rev

AUGUST 30, 2023

A disorganized sales process. That’s why sales enablement can be an invaluable tool to help you navigate the choppy waters ahead and build a more efficient sales department. What is the goal of sales enablement? Are they investing in a new sales process or customer service platform?

Practices 78

Practices Work Management Marketing Management Best Practices 78

Hubspot

AUGUST 3, 2023

In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market. However, the data suggests that AI adoption has plateaued, which gives reason for the challenges and apprehensions that sales teams are facing. Focus on the benefits to the user.

Marketing AI 63

Marketing AI Hubspot Product Tips 63

seo.co

MARCH 28, 2021

Typically, you have to let them gently slide down the funnel. And though a bottom-of-the-funnel (BOFL) lead is the most fun kind of lead, every BOFL starts as a TOFL, or top-of-the-funnel lead. By learning how to generate and manage these leads, you can accelerate your results. Quick Funnel Primer.

Top of Funnel 100

Top of Funnel Sales Qualified Leads Lead Ranking Work Management 100

Anteriad

MAY 31, 2023

Whether you’re launching a program for the first time of reevaluating your current campaigns, there are core account-based marketing tactics to set yourself up for success. Tactic 1: Start with strategic ABM alignment This account-based marketing tactic focuses on strategic ABM alignment.

Account Based Marketing 88

Account Based Marketing Ideal Customer Profiles Tactics Planning 88

Salesforce Marketing Cloud

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. To keep your sales team motivated when things are tough, you need to reward them for their victories.

Marketing Budget 104

Marketing Budget Examples Practices Best Practices 104