Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. SMBs differ from enterprises in clientele, goals, and needs, but stepping up your SMB sales game can eventually increase your revenue. Why Divide Enterprise and SMB Sales?

SMB 173

SMB Ideal Customer Profiles Ad Building Marketing & Strategy 173

Tiecas

APRIL 5, 2024

Implementing hit-or-miss content marketing tactics is not likely to produce the results you want. The hurdles in industrial marketing strategy for manufacturers can seem daunting because the long and complex sales cycles involve many stakeholders, from engineers to purchasing and executives.

Marketing Budget 92

Marketing Budget Advertising Agencies Marketing Strategy Marketing & Strategy 92

Salesforce Marketing Cloud

FEBRUARY 19, 2024

What you need is an easy-to-understand sales playbook to guide your team to victory. We’ll walk through everything you need to know to create the right mix of winning plays that guide your sales team to big wins. What you’ll learn What is a sales playbook? Learn more What is a sales playbook?

Examples 59

Examples Work Management Marketing Management Marketing Proposals 59

Tiecas

MARCH 21, 2024

Longer sales cycles, complex technical products, and a highly analytical buyer persona are just a few factors that set it apart. Probably the most common complaint that I hear from Sales is that “Marketing just doesn’t understand engineering problems, and they generate ‘crappy’ leads that are not ready to buy.”

Tactics 75

Tactics B2B Marketing Webinar Metrics Marketing Strategy 75

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. One key strategy that can significantly impact B2B success in such times is sales enablement.

B2B Sales 110

B2B Sales B2B Buying Cycle Sales Qualified Leads 110

Vision Edge Marketing

NOVEMBER 29, 2018

Most of the recommendations for improving Marketing and Sales alignment revolve around how these two organizations need to work together. Regardless of various approaches taken by companies to address this issue, the lack of alignment and collaboration between Marketing and Sales persists. Go-to-market strategy, process, and planning.

Work Management 181

Work Management Tools Marketing Management Planning 181

The Lead Agency

APRIL 28, 2020

The marketing funnel is a representation of the customer/buyer journey, from a sales/marketing perspective. So, how does the marketing funnel differ between B2B and B2C marketing ? The truth is, the stages of the marketing funnel don’t differ at all. In fact, the average B2B buying group is 5.4

Top of Funnel 90

Top of Funnel Marketing Funnels B2B Marketing B2B 90

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 303

Ideal Customer Profiles Work Management Planning Paid Search Agency 303

Varicent

MARCH 24, 2022

Ask any sales manager their most important job, and they’ll likely answer, “Hitting target.”. The smart ones will answer by adding, “Securing the sales pipeline to hit the target after that.”. What Exactly Is a Sales Pipeline? The Stages of Sales Pipeline. What’s the Importance of a Sales Pipeline?

Enterprise Management 52

Enterprise Management Work Management Marketing Management Top of Funnel 52

Tiecas

APRIL 23, 2024

To thrive, these companies must consistently attract qualified leads to fuel their sales pipelines. However, this sales-driven environment presents unique challenges for industrial and manufacturing marketers. For more on these challenges, see my earlier blog post, “Industrial Lead Generation for Sales – It’s Complicated!”

Lead Ranking 64

Lead Ranking Lead Generation Lead Scoring Sales Qualified Leads 64

The Marketing Blender

MARCH 22, 2024

Understanding B2B Digital Marketing Strategies Unlike B2C marketing, which focuses on reaching individual consumers who can often make an immediate decision, B2B marketing typically involves multiple decision makers, longer sales cycles, and higher price points. Understand their needs, pain points, and decision-making processes.

Paid Content 97

Paid Content Sales Management B2B Marketing Marketing Strategy 97

xiQ

JANUARY 30, 2023

Adapt or Perish: The Evolution of B2B Sales in the Digital Age “The only constant in life is change” Heraclitus Greek philosopher This is especially true in the world of B2B sales and marketing these days. In the last 2 years in the post-pandemic world, B2B sales and marketing have drastically changed.

B2B Sales 126

B2B Sales Work Management B2B Marketing Management 126

Biznology

OCTOBER 29, 2019

Customers are changing, and so are the ways they buy. I’ve been struck recently by five glaring developments in business buying that you need to know about. The arrival of Millennials in business buying positions. Enterprise buying platforms mature. Consider these. Use of ratings and reviews sites in B2B.

Enterprise Management 135

Enterprise Management Work Management Buy Marketing Management 135

Sana Commerce

MAY 26, 2024

B2B vs B2C: How to differentiate e-commerce strategies Before we dive into the nitty-gritty of growth strategies, it’s important to highlight the unique dynamics of the B2B e-commerce world. Streamlined processes are crucial for a positive customer experience.

B2B 52

B2B Business Marketing Management Sales Cycle 52

Velocity Partners

NOVEMBER 29, 2023

So let’s say, hypothetically of course, that it’s late 2023, your revenue is down and there’s mounting pressure on you to increase sales. For complex B2B businesses, one common move is to try and make it easier for customers to buy by simplifying your offering. Just, y’know, for instance. Introduce a fresh spin.

Enterprise Management 83

Enterprise Management Work Management Marketing Management Buy 83

Mereo

MARCH 21, 2024

A multi-national software provider’s sales cycles was running 12-18 months on average. When they engaged Mereo to address this, we conducted a win-loss analysis and discovered that the majority of the sales cycles were really about three to four months. To say deal velocity was slow would be an understatement.

Buy 41

Buy B2B Thought Leadership Multi-Channel Sales Cycle 41

Televerde

AUGUST 10, 2021

Whether you’re a small startup or large corporation, odds are your company focuses quite a bit on sales metrics. Sales velocity is one of the best ways to truly understand the effectiveness of your marketing and sales efforts as well as the overall health of your company. What is Sales Velocity? Assess Your Sales Process.

Sales Management 52

Sales Management Top of Funnel Lead Qualification Tips 52

Zoominfo

OCTOBER 5, 2021

Increasing sales with enterprise customers starts here — find out how to build custom solutions. Case in point: 40% of CMO Council members agree that improving GTM processes are top priority. To keep sales and marketing alignment intact, implementing key performance indicators (KPIs) is important with room for future development.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. SMBs differ from enterprises in clientele, goals, and needs, but stepping up your SMB sales game can eventually increase your revenue. Why Divide Enterprise and SMB Sales?

SMB 100

SMB Ideal Customer Profiles Ad Building Marketing & Strategy 100

Hubspot

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. Drop the 18 tactics below. 18 Outdated Sales Tactics to Kick to the Curb in 2018.

Tactics 101

Tactics Cold Calling Work Management Marketing Management 101

Salesforce Marketing Cloud

JANUARY 26, 2024

Next up is the crucial moment: passing the baton to the sales team, set to dash to the finish line, er, close. This is the thrust of converting marketing qualified leads to sales qualified leads (MQL vs. SQL). Fortunately, knowing the right strategies and a few expert tips will help ensure sales success.

Lead Ranking 59

Lead Ranking Marketing Qualified Leads MQL Sales Management 59

Vidyard

OCTOBER 28, 2022

You’ve done your research, bravely picked up the phone to make the first sales call of the day, and on the other end of the line, you’re met with crushing sales objections that stop you dead in your tracks. What Is a Sales Objection? How to Overcome Common Sales Objections 2.1 Is This a Sales Call?” Contents 1.

Ideal Customer Profiles 125

Ideal Customer Profiles Cold Calling Advertising Benchmark Budget Programs 125

Hubspot

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Sales pros spend hours a day on manual and administrative tasks. Luckily, AI is paving the way to reduce or even eliminate the time you spend on routine sales tasks. How much time?

Marketing AI 76

Marketing AI Top of Funnel Lead Scoring Lead Ranking 76

Oktopost

MARCH 4, 2024

In this highly competitive and saturated market, SaaS companies must continuously meet their KPIs, drive customers down the B2B funnel, and ensure they stand out from their competition. The goal is to implement a range of top, middle, and bottom-of-the-funnel marketing activities covering every funnel stage.

Ideal Customer Profiles 62

Ideal Customer Profiles Top of Funnel B2B Marketing Marketing & Strategy 62

SalesIntel

APRIL 6, 2023

Sales efficiency is a crucial aspect of any successful business. However, with the ever-evolving business landscape, achieving optimal sales efficiency can be challenging. Sales teams often face various roadblocks that can hinder their productivity and ultimately affect the bottom line.

Ideal Customer Profiles 96

Ideal Customer Profiles Efficiency High Quality Lead Account Based Marketing 96

DiscoverOrg

APRIL 17, 2019

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée. And they’re starting to differentiate between qualities and prices.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

Marketing Insider Group

DECEMBER 2, 2020

They are promising to help sales and marketing teams avoid: Wasting time with prospects that will never become customers as they will help you focus time, money, and resources on companies that are showing real interest and intent in investing in a particular solution to fix their challenges.

Intent Data 242

Intent Data Account Based Marketing ABM Intent 242

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. One key strategy that can significantly impact B2B success in such times is sales enablement.

B2B Sales 52

B2B Sales B2B Buying Cycle Sales Qualified Leads 52

Salesforce Marketing Cloud

JULY 23, 2021

Customer objections can be difficult for sales reps to handle, and many professionals get nervous when they find themselves facing one. Most objections can be effectively handled by a knowledgeable sales team equipped with a simple reframing strategy that puts the issue in perspective. SIGN UP NOW.

Work Management 98

Work Management Pricing Price Sales Cycle 98

PureB2B

MARCH 5, 2019

As anyone in sales or marketing knows, there are plenty of issues that can derail everything from a campaign funnel to a prospect’s buying decision. Check out these follow-up tactics to revitalize your cold leads. Determining your previous point of contact will depend on your current sales process.

Tactics 62

Tactics Work Management Leads Lead 62

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. “I’m hearing from a buying group.” Ask about the buying group’s structure and requirements.

Effectiveness 52

Effectiveness Work Management RFP Case Studies 52

Seismic

SEPTEMBER 8, 2019

The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase process, from the vendor to the buyer, and the changing expectations that prospects have of sales reps and the sales experience.

Sales Management 45

Sales Management B2B Sales Top of Funnel Work Management 45

Only B2B

FEBRUARY 6, 2024

However, partnering with a best-intent data solutions company offers you a real competitive advantage in your sales and marketing efforts. Read on, this blog provides you with a step-by-step guide for increased sales and marketing ROI. Put simply, B2B intent data reveals the buying intentions of potential customers.

Intent Data 62

Intent Data Intent B2B Sales ROI 62

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. It does not support account management and customer teams in their efforts to reduce churn, improve margin growth and increase customer lifetime value through account expansion.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

Marketing Insider Group

JULY 28, 2020

LinkedIn’s State of Sales Report shows that 44% of sales and marketing teams are seeing a significant drop in responsiveness to social and email messaging. So, why are sales and marketing teams challenged to build strong social relationships so they can overcome sales plateaus, sales drops, and sales troughs?

Top of Funnel 246

Top of Funnel Linkedin Ideal Customer Profiles Paid Search Agency 246

Heinz Marketing

OCTOBER 12, 2020

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. This week’s show is called “Is Outbound the New Normal?

Top of Funnel 133

Top of Funnel Work Management Marketing Management Cold Calling 133

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