6sense

DECEMBER 6, 2021

Having been privy to the lead management processes of hundreds of B2B organizations of every stripe, I would estimate that at least half have internal demand funnel (AKA waterfall) stages that combine stages of their sales process with what are really stages of the buyer journey.

Top of Funnel 62

Top of Funnel Webinar Metrics Buyer's Journey Digital Marketing Funnels 62

ANNUITAS

MARCH 19, 2020

Business leaders and marketing and sales teams are struggling now, more than ever, to not only drive new demand, but to replace the loss of existing demand in the marketplace. Especially for ‘high-context’ industries, such as healthcare and financial services, where peer-to-peer interactions and references are key parts of the buying process.

Top of Funnel 232

Top of Funnel Planning Demand Elasticity 232

Marketing Insider Group

JULY 16, 2020

LinkedIn’s 2020 State of Sales Report shows that 44% of teams are seeing a decrease in responsiveness to email and social outreach because of C-19. Buyers still want relationships with experts that can help them now with their current challenges and in the future.

Top of Funnel 160

Top of Funnel Ideal Customer Profiles Profiling Linkedin 160

Madison Logic

SEPTEMBER 14, 2023

While it’s important to invest in efforts that target the 5% of people who are “in-market” today, you need a full-funnel strategy that delivers persistent messaging with the other 95% as well. This comprehensive and unified data-driven approach accelerates the sales pipeline and helps convert your best accounts faster.

Multi-Channel 52

Multi-Channel Top of Funnel Account Based Marketing Advertising Channels 52

ClearVoice

NOVEMBER 25, 2022

Content marketing is ever-evolving. And for B2B marketers and large enterprises, the cost of lagging behind the content marketing trend curve is too massive to ignore. To help you keep up with the times, here is a compilation of the top 15 trends in content marketing that will shape the industry in 2023.

Top of Funnel 115

Top of Funnel Marketing AI Trends Enterprise Management 115

KoMarketing Associates

JANUARY 23, 2018

Most content marketers have two core beliefs about content: That “good” content (high-quality content) will outperform “bad” content every time, i.e. that good content gets more results. That good content takes more time to create than bad content. Time spent in creating content ?

Top of Funnel 275

Top of Funnel Marketing Automation Services Marketing Automation Automation 275

Hubspot

FEBRUARY 7, 2018

Great sales reps make it look easy, but superior performance usually indicates a salesperson has taken the time to hone their skills and is constantly iterating to better help their prospects. Whether you’re a first-time rep or looking to get back to the basics, these tips are the essential pillars of successful selling.

Top of Funnel 101

Top of Funnel Ethics Hubspot Marketing Prospects 101

Heinz Marketing

NOVEMBER 4, 2020

Our own Josh Baez , Client Engagement Manager, recently joined Jim Obermayer, outgoing president of The Funnel Media Group for a great conversation on SLMA Radio entitled: Is Sales Engagement the Most Important Platform in your Marketing Stack? Lack of sales lead follow-up is a plague on B2B Companies. About Josh Baez.

Top of Funnel 131

Top of Funnel Marketing Automation Services Planning Sales Qualified Leads 131

Rev

JUNE 25, 2019

We’ve been inundated with process improvements, strategies, and marketing automation tools – there’s literally no shortage of things we can be doing. Which proven demand generation tactics actually work to increase the metrics that matter to your organization? . Top Lead Generation Tactics. Content, Video Marketing.

Demand Generation Agencies 114

Demand Generation Agencies Demand Generation Top of Funnel Tactics 114

PathFactory

JULY 6, 2022

“Any worthwhile CMO, CRO, or product marketer needs revenue intelligence to do their job and make decisions. Without content intelligence and buyer intelligence, there is no revenue intelligence.” . – Rowan Noronha, founder of The Product Marketing Community. How to reduce content waste and improve quality.

Top of Funnel 52

Top of Funnel Buyer's Journey B2B Buyer Personas 52

Varicent

JUNE 24, 2020

How to Manage Sales Activity Effectively Tracking, completing, and managing sales activity effectively is critical to the long-term success of any growing sales organization. But before we get into how to manage sales activity, let’s talk about why it’s important to manage sales activity.

Activities 52

Activities Enterprise Management Work Management Top of Funnel 52

Marketing Insider Group

FEBRUARY 10, 2020

What would you think if I said I had the secret to making sales? But, there’s no easy trick to successful sales. Forget trying to trick people through sneaky tactics. The secret to keeping your sales pipeline full comes down to simply understanding other people and genuinely meeting them on their own level.

Top of Funnel 252

Top of Funnel Trust Marketing Digital Marketing Funnels Funnel Advertising 252

NetLine

NOVEMBER 9, 2023

In a previous post, we covered how to get the sales handoff right and why first-party and validated buyer data is essential in this process. It’s important to realize that although intent data has played a major role in discovering and nurturing leads before being handed over to sales, its job isn’t finished at that handover.

Intent Data 52

Intent Data Intent Top of Funnel Outreach 52

Biznology

AUGUST 10, 2015

In addition to your buyers’ love for video, it is easy to understand why business video content marketing has been gaining momentum – the impact that video gives to every day sales and marketing results. The study proved how powerful video content marketing is to core marketing objectives.

Top of Funnel 80

Top of Funnel Buyer's Journey Video Marketing FAQ 80

Salesforce Marketing Cloud

SEPTEMBER 19, 2023

That may seem like quite a hurdle, but we’ll show you how to build a healthy sales pipeline, step by step. Table of Contents What is a sales pipeline? Why is a sales pipeline important? How do sales pipelines work? What are the stages of a sales pipeline? How do you build a healthy sales pipeline?

Top of Funnel 59

Top of Funnel Work Management Marketing Management Ad Building 59

Hubspot

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. The buying process is transformed. And that means to keep up with today’s empowered buyer, the sales process needs to transform too.

Sales Management 96

Sales Management Top of Funnel Buy Advertising Agencies 96

Scoop.it

OCTOBER 29, 2019

Content marketing is no longer a new fad. In fact, 65% of brands who report being successful with content marketing have gone through the time and effort of documenting their content marketing strategy. But, according to CSO Insights , only 32% of companies have a documented strategy to provide content for their salespeople.

Top of Funnel 54

Top of Funnel Buyer Personas Content B2B Thought Leadership 54

Sales Engine

JANUARY 7, 2016

If you thought that coffee was for closers, I can tell you with absolute certainty that it’s for content marketers too. At the top of the funnel, when you’re trying to generate interest, no one cares about you or how you do what you do. So how can you use content to generate more leads at the top of the funnel?

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

6sense

NOVEMBER 11, 2021

There’s good news: Revenue teams can better understand buyers’ needs by leveraging information found in what we call the Dark Funnel. When this anonymized buyer-intent data becomes visible, sellers can know precisely when Someday becomes Today — the right moment to engage a buyer. Market forces. Technographics.

Top of Funnel 62

Top of Funnel Intent Data Buyer Intent Marketing Funnels 62

Hubspot

NOVEMBER 9, 2020

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. According to Blake, regardless of the individual prospect and their needs, the rep's ultimate task is to bring money in the door. But is it the best sales advice for modern reps? What’s a sales rep to do?

Sales Management 100

Sales Management Work Management Top of Funnel Marketing Management 100

Heinz Marketing

MAY 20, 2021

Sales and Marketing Alignment History. In the past, there has often been a division between sales and marketing. Segmented from one another, marketing would work the top of the funnel and sales would work the bottom. What is Sales and Marketing Alignment? What Does Sales Do For Marketing?

Top of Funnel 125

Top of Funnel Planning Work Management Paid Search Agency 125

Madison Logic

JANUARY 5, 2023

Now—more than ever—marketers must focus on the buyer experience and leverage data to create full-funnel, always-on strategies to engage and convert their best accounts. . B2B marketers will need to be more strategic in working with audience privacy . What are the business drivers and challenges?

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

Hubspot

JULY 28, 2021

One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. That said, sales execution can be elusive.

Top of Funnel 83

Top of Funnel Enterprise Management Peer-to-peer Work Management 83

KoMarketing Associates

APRIL 7, 2021

Boosting their demand generation efforts, in other words, gave B2B marketers a way to counteract the weak performance that so many other marketing tactics suffered from in 2020. While the two tactics share a lot of similarities, they are not the same thing. Or, as the Content Marketing Institute recommends , “Be customer-centric.”.

Demand Generation Agencies 236

Demand Generation Agencies Demand Generation Demand Marketing Budget 236

Heinz Marketing

MAY 16, 2022

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. Welcome everyone to another episode of Sales Pipeline Radio.

Top of Funnel 97

Top of Funnel Lead Scoring Lead Ranking CMO 97

PathFactory

MARCH 21, 2024

From when to re-target with relevant information to simply when to leave a visitor alone, they uncover the themes and trends in the buying journey and how to better understand the behavior of the buyers and buying groups visiting your content. This isn’t a new stat, but it reminds us that buyers are in control.

Purchase 52

Purchase Webinar Metrics Top of Funnel B2B 52

Martech

NOVEMBER 6, 2023

But surprisingly, B2B businesses often overlook the importance of a great customer experience for their buyers, which is typically a top priority for B2C. B2B and B2C customers, despite their different needs, are still human decision-makers. Unpleasant buying processes and subpar service deter B2B customers. Scalability.

B2B 131

B2B Customer Satisfaction Lead Scoring Lead Ranking 131

Hubspot

NOVEMBER 8, 2017

Let’s say, for example, you’re offering a piece of downloadable content to your site visitors. While it’s important to look through the perspective of the funnel at that journey (and the way we reach our audiences throughout it), we also have to examine what those efforts look like on the receiving end -- in the buyer’s shoes.

Top of Funnel 101

Top of Funnel Sales Management Ad Exchange Advertising Channels 101

KoMarketing Associates

APRIL 27, 2017

However, marketing platforms and tactics continually evolve to provide new ways to nurture customers. As B2B marketers, we face a myriad of challenges unique to this space: More specific buyer personas. Sales cycles that span multiple months, potentially even year-long in duration. Multiple decision makers and influencers.

Paid Content 120

Paid Content Account Based Marketing Tactics B2B Marketing 120

Akoonu

OCTOBER 26, 2017

Sales pipeline. Sales funnel. Marketing and sales pipeline. Buyers journey. Pipeline v Funnel v Buyers Journey. These stages, from the naming of them to implementation usually don’t consider the buyer’s point of view. Is a buyer’s journey enough? The problem?

Top of Funnel 49

Top of Funnel Ideal Customer Profiles Sales Qualified Leads Lead Ranking 49

LeadSquared

FEBRUARY 20, 2019

Your website is one of your core touchpoints for prospects to enter your funnel. As a result, your salespeople spend valuable time picking apart opportunities getting buried in complex processes that could otherwise be used for selling. Automated lead capture takes the manual element out of the process.

Top of Funnel 52

Top of Funnel Features Automation Marketing Websites 52

Mereo

JUNE 29, 2023

Content marketing is an important strategy but can be challenging to master. Your buyers desire meaningful content that is shares keen insights and is backed by facts (statistics, client testimonials). On top of this, content marketing is notorious for consuming valuable resources.

Top of Funnel 36

Top of Funnel Content Marketing Case Studies Case Study 36

ANNUITAS

JANUARY 20, 2015

You may have the right content marketing strategy to fuel your Demand Generation program, however, you may need to take a step back and evaluate if you truly have a Demand Process that will drive perpetual revenue. The elements required to develop a Demand Process are not revolutionary. What Would the Buyer Do?).

Top of Funnel 100

Top of Funnel Lead Ranking Demand Generation Agencies Demand Generation 100

Atomic Reach

JUNE 6, 2019

As a marketing professional, you know that the relevance of your content is just as important as its quality. No savvy marketer would send pricing information to a prospect who’s just beginning their journey, or create a high-level brochure for a buyer who’s two steps away from signing a deal. Act 1: Sales Activity Monitors.

Top of Funnel 84

Top of Funnel Marketing Management Content Comparison 84

Hubspot

DECEMBER 1, 2020

For SaaS companies, content marketing is, in many ways, the most powerful opportunity to achieve growth and outshine competitors. They must be better – not just different – from competitors if they want attention and sales. Maintain consistency across all content and platforms. Demos and trials turn into sales ?

Top of Funnel 100

Top of Funnel Thought Leadership Tips Lead Scoring 100

Moz

FEBRUARY 3, 2021

Check out the example below comparing Zola.com (a B2C brand) and Yiedify.com (B2B): These two sites were founded around the same time (2013) and have been publishing lots of content. Start from bottom (not top) of funnel. But shouldn’t you start with top of funnel content, since that’s where buyers start their journey?

Top of Funnel 66

Top of Funnel Lead Scoring Lead Ranking Advertising Channels 66

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