The ROI Guy

APRIL 21, 2010

Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. Did the Alinean Business Value Tools drive incremental sales, reduce sales cycles, increase deal size, generate more demand, and improve sales / consulting productivity as anticipated?

ROI 40

ROI Lead Ranking Lead Scoring Enterprise Management 40

Heinz Marketing

MAY 16, 2022

Matt : Yeah, or companies that have a history of selling to mid-market and SMB companies that don’t take the time to understand how an enterprise buyer buys and then don’t respect what is conveyed via a very different buying process. I’m a big believer in cross-functional alignment. And keep things simple.

Top of Funnel 92

Top of Funnel Lead Ranking Lead Scoring CMO 92

Madison Logic

SEPTEMBER 4, 2024

We live in the age of the customer, where buyers’ needs, preferences, and experiences shape marketing strategies more than ever before. Better Identification of Customer Expansion Opportunities Marketers who think their job is done once a deal is closed are missing out on significant cross-sell and upsell opportunities.

Top of Funnel 52

Top of Funnel Account Based Marketing ABM Work Management 52

Sana Commerce

MAY 26, 2024

Unlike B2C e-commerce, where individual consumers make impulse purchases, B2B transactions typically involve larger order volumes, longer sales cycles, and complex decision-making processes. This means your approach to marketing, customer service, and even website design is going to be tailored to the specific needs of B2B buyers.

B2B 52

B2B Business Marketing Management Sales Cycle 52

Madison Logic

JANUARY 5, 2023

This approach is also more cost-efficient because it allows you to focus on retaining customers with the value you already provide them, and you can do this with content, strategies, and campaigns that expand on the value to cross-sell and up-sell the relationship. .

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

Single Grain

AUGUST 6, 2019

Often funnels can also include post-purchase follow-ups which increase retention as well as cross- and up-sells. As leads progress through your funnel, your outreach methods will get more and more personalized (sometimes involving a product demo or a phone call) until the sale takes place. Stage 1 – Problem/Need Recognition.

Top of Funnel 112

Top of Funnel Marketing Funnels Marketing Qualified Leads Paid Content 112

Salesforce Marketing Cloud

JANUARY 11, 2024

In B2B (business-to-business) sales, one business sells goods or services to another. Because businesses typically require chains of approval, closing a B2B sales deal usually involves detailed touchpoints, presentations, product demos, and negotiations with decision-makers, leading to a long sales cycle.

B2B Sales 59

B2B Sales Practices Work Management Marketing Management 59

PureB2B

MAY 30, 2022

Sales enablement is the key to removing barriers and blockers that take your sales team away from selling. If you want to improve your sales productivity, facilitate better communication, and grow your revenue, this article is for you. I'm going to walk you through: What is Sales Enablement?

Sales Management 62

Sales Management Top of Funnel Sales Qualified Leads Work Management 62

Salesforce Marketing Cloud

SEPTEMBER 19, 2023

The buyer will expect attentive service during implementation and regular monitoring of the account’s progress. At the right times, you can cross-sell existing customers on new services and upsell them on premium solutions. Maintain relationships to win future cross-sells and upsells. Accelerate your sales cycle

Top of Funnel 59

Top of Funnel Work Management Marketing Management Ad Building 59

The ROI Guy

MARCH 15, 2011

Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. Fight Frugalnomics with Outcome Selling? Do buyers think solution selling is working?

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

Hubspot

SEPTEMBER 11, 2012

Who’s to say that customer’s sales cycle is over? There are always opportunities for upselling, cross-selling, and repeat sales! According to Bain and Company, repeat customers spend an average of 67% more than new customers, and are 6-12 times cheaper to sell to. Talk about a good investment!

Email Marketing 28

Email Marketing Cross-Selling Lead Ranking Lead Scoring 28

WebMarketCentral

SEPTEMBER 29, 2009

If, for example, marketers are focused on delivering leads who meet a defined threshold of interest as soon as they cross a certain point, but sales reps are comped on the number of calls they make, there is a fundamental disconnect. There is a crying need for this. Prospective buyers are overloaded with information.

Marketing Automation Services 20

Marketing Automation Services Work Management Marketing Management Marketing Automation 20

SalesIntel

OCTOBER 17, 2024

Visit My LinkedIn Alexine Mudawar CEO of Women in Sales Expertise: Outbound Selling, Pipeline Generation, Sales Coaching & Development, Social Selling About: My sales career started early in my childhood walking around my neighborhood selling door-to-door.

Enterprise Management 52

Enterprise Management Marketing Analytics Tools Demand Generation Agencies Work Management 52