Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Marketing Automation Services 130

Marketing Automation Services Work Management Ad Building Marketing Analytics Tools 130

Only B2B

OCTOBER 23, 2024

This isn’t just a dream scenario—it’s becoming a must-have for businesses looking to maximize their sales efforts. That’s because they’re using B2B intent signals. Let’s take a closer look at what B2B intent signals are. Fact: Sales teams using AI and automation tools like intent data are 1.3

Intent Signal 71

Intent Signal Top of Funnel Intent B2B Sales 71

SalesGrape

AUGUST 19, 2024

In the competitive landscape of B2B (business-to-business) commerce, small businesses often face significant challenges in growing their sales pipeline and expanding their customer base. One solution that has gained traction is partnering with a sales development company on a part-time basis.

B2B Sales 85

B2B Sales Telemarketing Enterprise Management Paid Search Agency 85

Martech

FEBRUARY 27, 2025

Building efficiency in a B2B sales funnel is no small task. Between tracking the buyers journey, engaging multiple decision-makers and ensuring marketing and sales alignment, the process can quickly become overwhelming. Automated email nurturing acts like an extra team member in your sales funnel. The good news?

Top of Funnel 74

Top of Funnel B2B Sales Enterprise Management Marketing Automation Services 74

Sword and the Script | B2B

OCTOBER 8, 2024

B2B marketing today produces more stuff, for more channels, for longer sales cycles on smaller budgets – and B2B customers want a unified CX or they say they will churn B2B marketing is an incredibly difficult job. The consulting firm put it this way: “B2B customers are more willing to switch suppliers.

Advertising Channels 92

Advertising Channels Peer-to-peer Churn Rate Sales Cycle 92

markempa

MAY 30, 2017

When was the last time you looked at the quality and accuracy of your B2B persona and contact data? Getting the right content to the right people continues to be a challenge in B2B marketing. I wanted to talk with Mat and bring this vital information to B2B marketers. The B2B Persona project from Mathew Sweezey.

Linkedin 301

Linkedin Research Studies B2B 301

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Every B2B trade publication, analyst, and even company (Hi!) Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. How Do You Improve Retention Rates for B2B Sales Teams?

B2B Sales 200

B2B Sales Top of Funnel Enterprise Management Lead Ranking 200

Webbiquity

NOVEMBER 18, 2021

Today’s B2B buyers are time-strapped and overwhelmed with information, making sales harder than ever. Being able to communicate with the correct context and timing is essential as a sales representative. Triggers provide an excellent view into how a company is changing, allowing your sales team to see future possibilities.

Ideal Customer Profiles 258

Ideal Customer Profiles B2B Sales Marketing Automation Services Work Management 258

Only B2B

SEPTEMBER 11, 2024

Curious why the sales funnel is widest at the bottom yet tapers toward the top? The Importance of B2B Lead Nurturing Multiple decision-makers. Longer and complex buying process- A typical B2B sales cycle looks like. Your content might include: Blog posts , Case studies , Webinars , & Whitepapers.

Lead Ranking 71

Lead Ranking Lead Nurturing Top of Funnel Marketing Qualified Leads 71

Sword and the Script | B2B

SEPTEMBER 10, 2024

Business may be getting a tad personal as B2B buyers put “I feel safe signing a contract with them” at the top of their decision criteria Dentsu a global creative agency is out with a new study about B2B buying decisions. Like other recent studies , it also found that sales cycles are getting longer.

B2B Thought Leadership 105

B2B Thought Leadership Software Thought Leadership Ethics 105

markempa

DECEMBER 4, 2024

Here’s a Shocking Truth About B2B Marketing: Many companies are running blind. The Hidden Math of Focus Think about this for a moment… Your sales team has 2,080 working hours per year. They have sophisticated tech stacks, complex automation, and detailed processes. How many deals in your pipeline truly fit your ideal profile?

Ideal Customer Profiles 120

Ideal Customer Profiles Profiling Paid Search Agency Companies 120

Vision Edge Marketing

DECEMBER 15, 2020

Most business leaders and Marketing and Sales professionals today understand the impact that peer reviews and stories make on the customer bying journey, including the B2B purchase journey. Studies reveal significant changes to how B2B buyers select suppliers. Peer Influence and its Effects on the B2B Buying Process.

Peer-to-peer 283

Peer-to-peer Buy Sales Cycle B2B Sales 283

Only B2B

AUGUST 14, 2024

Imagine this: your sales funnel is buzzing with activity. That’s where efficient b2b sales qualification comes in. Must Read: Sales Qualified Leads: The Definitive Guide But first: What’s B2B Sales Qualification? Must Read: How to Generate Leads for B2B Sales Why is it important to Qualify Leads?

Sales Qualified Leads 71

Sales Qualified Leads Lead Ranking B2B Sales Top of Funnel 71

Martech

JULY 11, 2024

Again, from ZoomInfo: “Identify interest: Purchase-intent signals help identify which companies are actively researching your solution before they fill out a form on your site or engage with your sales and marketing teams.” First, pull data from your sales and marketing systems at the account level. Pull data on 10 accounts to start.

B2B Marketing 130

B2B Marketing Intent Signal Zoominfo B2B 130

Sword and the Script | B2B

MARCH 11, 2025

million sales messages sent by email shows talking about pain points has an adverse effect on leads and might set your deals back rather than advance them to the next stage Throughout my career in PR and marketing, Ive always made an extra effort to be aligned with sales. First, sales alignment has been an issue for a very long time.

B2B Sales 54

B2B Sales Marketing Report Paid Search Agency B2B Marketing 54

Lead Forensics

JULY 18, 2024

But how do you navigate this overwhelming landscape and ensure your sales team is top-notch? The answer lies in data – specifically, tracking the right B2B sales metrics. Think of sales metrics as your compass and map. So, which B2B sales metrics should you be tracking? B2B Sales Metrics: A Deep Dive 1.

B2B Sales 52

B2B Sales Sales Qualified Leads Allocation Top of Funnel 52

Zoominfo

FEBRUARY 7, 2025

The sales and marketing go-to-market frameworks weve relied on for decades staples like the funnel, the flywheel, and the buyers journey are fast becoming obsolete or are out the door already. But generative AI tools have empowered them in ways GTM teams can scarcely imagine. But modern buyers dont wait for the flywheel to catch up.

Marketing Analytics Tools 130

Marketing Analytics Tools Top of Funnel Lead Ranking Intent Signal 130

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 87

Sales Cycle Ideal Customer Profiles B2B Sales Top of Funnel 87

DiscoverOrg

AUGUST 7, 2018

But they’re not asking for help from your sales team. The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ). 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Unfortunately, sales does not reward second or third place.

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

Zoominfo

JUNE 30, 2020

You’ve probably heard the buzz around the B2B sales tech stack. And if you want success in sales, you need to put one together. Sales professionals experience serious pressure to perform and sell. Every sales professional needs tech solutions to aid performance and help them attain their quotas.

B2B Sales 162

B2B Sales Ad Building B2B Enterprise Management 162

sagefrog

DECEMBER 3, 2024

Businesses aren’t just competing for sales; they’re vying for trust, recognition, and loyalty in a crowded digital landscape. What Is B2B Demand Generation? At its core, B2B demand generation is about planting the seeds of interest and nurturing them into meaningful engagement. Demand generation, however, casts a wider net.

Demand Generation 105

Demand Generation Top of Funnel Demand Sales Qualified Leads 105

sagefrog

FEBRUARY 3, 2025

Success in B2B marketing isnt just about delivering the right message. B2B buyers engage with brands across multiple platforms, making consistency and strategic coordination essential. Steps to Build a B2B Integrated Marketing Strategy Building a B2B integrated marketing strategy requires a structured and comprehensive approach.

ROI 98

ROI Top of Funnel Webinar Metrics B2B Marketing 98

Webbiquity

JULY 21, 2020

Here are nine of the top AI-based tools for marketing and sales professionals. 10 AI-Based Marketing and Sales Tools. Click360 combines website visit data with the information in your CRM system to help predict which leads are ready to buy and how you can best move them through the sales cycle. Send² (formerly AdBase).

Marketing AI 351

Marketing AI Tools Paid Search Agency Marketing Analytics Tools 351

Sword and the Script | B2B

DECEMBER 17, 2024

Integrated marketing and genuine thought leadership defined successful marketing teams from the unsuccessful in a year where B2B marketing was chronically underfunded Regular readers know I frequently dive into data studies and marketing surveys. Read more: 3 recent surveys predict B2B marketing budgets will get a boost in 2025 2.

Statistics 60

Statistics Work Management B2B Thought Leadership Marketing AI 60

Zoominfo

JUNE 10, 2018

As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Leverage customer testimonials or case studies. Put yourself on their team.

Pricing 239

Pricing Price Case Studies Case Study 239

Zoominfo

APRIL 22, 2018

If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution. These tactics are as follows: 1.

Work Management 235

Work Management Case Studies Sales Cycle Case Study 235

Marketing Insider Group

AUGUST 19, 2020

It always seems to be at the forefront of every marketer’s mind and it is often the topic of discussion during sales meetings and goal-setting sessions. According to a study by LinkedIn , 68% of B2B marketers want to increase their lead quality and 55% want to see a growth in lead volume. Always Know Your Customer.

Lead Generation 279

Lead Generation Generation Lead Scoring Lead Ranking 279

Zoominfo

FEBRUARY 17, 2021

Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes.

Cold Calling 264

Cold Calling Guidelines Practices B2B Sales 264

Influitive

OCTOBER 11, 2015

In today’s hyper-connected world, people aren’t shy about sharing their opinions—and B2B buyers are listening. The 2015 B2B Buyer’s Survey Report found that 20% of respondents consider peer recommendations one of the top information resources when researching potential vendors (along with web research and analyst reports).

Loyalty 279

Loyalty Peer-to-peer Ideal Customer Profiles Word of Mouth 279

The Point

APRIL 16, 2019

Because costs per click in B2B search campaigns can often be extremely high when companies compete the for same keywords, Search Engine Marketing (SEM) for B2B advertisers offers its own very unique challenges. Here are the five most common “fails” we see in B2B search campaigns: Not Bidding on the Correct Keywords.

Cost per Acquisition 231

Cost per Acquisition Paid Search Agency Campaigns Cost Per Click 231

Orange Owl Blog

MARCH 7, 2025

B2B Marketing What is a Product-Market Fit in B2B?: A Comprehensive Guide Orange Owl March 7, 2025 Share : Table of Contents Introduction In the B2B landscape , achieving product-market fit (PMF) is the defining moment that determines whether a business will thrive or struggle. What is Product-Market Fit in B2B?

Ideal Customer Profiles 52

Ideal Customer Profiles B2B Marketing Product Lead Ranking 52

markempa

JANUARY 23, 2018

A very basic buyer persona looks like this: A 30 to 45-year old male, who works in software sales, at a company of 300+ employees. 36% of companies have created shorted sales cycles using buyer personas. But shockingly, 60-70% of B2B marketers admit that they don’t truly understand their buyers ( source ).

Buyer Personas 325

Buyer Personas Marketing Automation Services Enterprise Management Work Management 325

Orange Owl Blog

MARCH 5, 2025

B2B Marketing The B2B Buyer Journey: A Comprehensive Guide Orange Owl March 6, 2025 Share : Table of Contents Introduction Understanding the buyer journey is crucial in B2B marketing. This guide delves deep into the B2B buyer journey, its stages, challenges, common mistakes, and strategies to optimize each phase.

Top of Funnel 52

Top of Funnel Buyer's Journey Sales Management Marketing Automation Services 52

DiscoverOrg

SEPTEMBER 14, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. “How

Account Based Marketing 207

Account Based Marketing Top of Funnel First-Mover Advantage ABM 207

Webbiquity

NOVEMBER 5, 2019

The past two decades have brought disruptive technological change and radically reshaped B2B marketing practices. Traditional B2B marketing strategies relied heavily on direct and outbound methods. The expanded range of marketing platforms and pace of change require B2B companies to continually re-examine their strategies.

Paid Content 241

Paid Content Sales Management Work Management Marketing Automation Services 241

InsightSquared

JULY 1, 2019

Today’s marketing success relies heavily on deep analytics—analytics that allow marketers to act smarter, faster, and with more thoughtfulness than ever before—to not only gain the attention of today’s savvy B2B buyer, but to engage, nurture, and enable that buyer through the end of their decision-making process. Let’s dive in. Methodology.

Marketing Automation Services 53

Marketing Automation Services Advertising Benchmark Marketing Report Lead Ranking 53

Sword and the Script | B2B

DECEMBER 24, 2024

Forrester says B2B spends 8% of revenue on marketing; the median B2B sales cycle has “ballooned” from 120 to 408 days; 64% of B2B marketing say their biz doesnt trust measurement If you are not aware I also produce a monthly newsletter that is distinctly separate from the blog. Longer sales cycles.

Statistics 60

Statistics B2B Marketing Paid Search Agency Advertising Agencies 60