Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. They buy differently.”.

Account Based Marketing 107

Account Based Marketing ABM Enterprise Management Cross-Selling 107

DemandBase

MAY 26, 2020

We will be diving into topics important to sales teams, such as humanizing the selling process, outreach strategies with buying committees, and ways you can use Demandbase daily to power your selling. For starters, lead volume and quality are decreasing while buying cycles are growing longer. Happy selling!

Account Based Marketing 133

Account Based Marketing ABM DemandBase Peer-to-peer 133

Martech

SEPTEMBER 16, 2022

The consumer buying cycle is an increasingly self-serve process scattered across multiple touchpoints. Journey analytics evaluates every piece of content a customer interacts with across the entire buying cycle and assesses how it impacts a measurable outcome (e.g., Why marketers should care about content marketing.

Digital Asset Management 130

Digital Asset Management Paid Content Work Management Marketing Management 130

SalesIntel

APRIL 15, 2024

Lengthy Sales Cycles Unlike B2C purchases, which often involve smaller transactions with fewer decision makers, B2B transactions typically entail longer and more complex sales cycles. Closing substantial deals with large decision-making teams results in protracted sales cycles.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Adobe Experience Cloud Blog

APRIL 15, 2019

Providing thought leadership: Not quite sure what your prospects are interested in or where they are in the buying cycle? Delivering customer newsletters: Looking for more cross-sell and upsell opportunities? Plus, it can make sure your brand stays top of mind for your prospects.

Campaigns 132

Campaigns Thought Leadership Cross-Selling Buying Cycle 132

Varicent

SEPTEMBER 14, 2020

What is Account-Based Selling? Account-based selling is a coordinated strategy taken on mainly by Marketing, Sales, and Customer Success to target a number of high-value accounts by using a multi-touch, multi-channel strategy approach. Are these accounts in a buying cycle now, not now, or never?

Top of Funnel 52

Top of Funnel Sales Qualified Leads Lead Ranking Ad Frequency 52

Zoominfo

MAY 25, 2021

These [systems] make direct sales and direct marketing more efficient by automating highly repetitive support tasks … and by reducing the time salespeople spend on non-selling tasks, like scheduling sales calls, compiling sales reports , generating proposals and bids, and entering orders,” the article proclaimed.

Automation 130

Automation Marketing Automation Services Zoominfo Planning 130

Madison Logic

FEBRUARY 7, 2024

Resolution #2: Balance Personalization with Privacy Longer buying cycles and larger buying committees have increased buyer expectations around relevant and customized experiences. Resolution #4: Build Trust with Your Audience B2B marketing is not just about selling a product or service.

Marketing AI 52

Marketing AI Work Management B2B Marketing Marketing Management 52

DealSignal

APRIL 10, 2024

The essence of B2B intent data is to proactively identify potential buyers searching online for similar products and services that your company is selling. 4 Identify up-sell opportunities Preventing churn and identifying up-sell opportunities are critical aspects of maintaining a healthy customer base and maximizing revenue.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

Optinmonster

MARCH 7, 2024

Kennedy Blue, an eCommerce business in the wedding industry, has to overcome a long buying cycle plus many sales objections due to its innovative business model. The dynamic bundle allowing upsells and cross-sells was my favorite bit.

Enterprise Management 61

Enterprise Management Marketing Automation Services eCommerce Marketing Management 61

Martech

AUGUST 7, 2023

It’s essential to understand your regular buying cycle — how often people buy, whether they repurchase at similar intervals but only at certain times of the year and other variables. If your normal buying cycle is 60 days, these could be customers whose last purchase was a few days on either side of that cycle.

Budget Programs 90

Budget Programs A/B testing Buying Cycle Email Marketing 90

Zoominfo

JUNE 28, 2023

Even if you plan to continue selling an existing product in an existing market, take periodic opportunities to reevaluate your strategy and figure out what’s working and what’s not. Support: How can you offer greater support during the buying cycle and beyond? How can your product help employees be more productive?

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing & Strategy 130

Adobe Experience Cloud Blog

JUNE 24, 2019

Using your ICP, AI can quickly cull through massive data files and contact records to identify those accounts among your prospects that are most likely to need what you sell. Large, high-dollar transactions are complex sales with multiple decision makers and long buying cycles. Identify viable accounts.

Marketing AI 134

Marketing AI Ideal Customer Profiles Account Based Marketing Lead Ranking 134

Heinz Marketing

MARCH 16, 2022

By building more intelligent solutions, B2B marketers can minimize that friction in the buying cycle. You can utilize it for cross-sell, upsell, renewals, and can also predict if a customer is going to churn. It is still ultimately the human to make a choice but the experience becomes much better.

Marketing AI 98

Marketing AI Digital Transformation B2B Marketing Top of Funnel 98

Marketing Interactions

OCTOBER 5, 2022

Just as your marketing programs nurture net-new buyers across lengthy buying cycles, retention programs must kick in after onboarding and continue across the customer lifecycle. Gaining additional value includes expansion and cross-sell deals that add to the value your customers currently realize today.

Ideal Customer Profiles 62

Ideal Customer Profiles B2B Marketing Enterprise Management Work Management 62

Madison Logic

OCTOBER 4, 2023

ML Insights takes the guesswork out of which accounts are worth selling to. Our industry-leading intent data helps B2B marketers prioritize in-market accounts, know which personas to engage across the buying committee, and understand what content is most likely to convert.

Multi-Channel 52

Multi-Channel Account Based Marketing ABM Advertising Channels 52

Kaon

JUNE 16, 2015

5 tips companies must start thinking about when marketing and selling to Millennials. Millennials expect a cross platform, seamless online experience, regardless of the device they’re using. Value-Based over Price-Based Selling. By 2030, 75 percent of the global workforce will be made up of millennials, those born.

Rules 100

Rules Cross-Selling Multi-Channel Mobile Marketing 100

Hubspot

AUGUST 30, 2023

79% reported that AI helped them focus more on the selling part. Case in point: Silver Peak hired Aviso , an AI-guided selling platform, to predict quarterly business. You wouldn’t trust a stranger off the street to sell for you — let alone one who’s not sentient. Want to learn more about AI in sales?

Marketing AI 59

Marketing AI Top of Funnel Lead Ranking Work Management 59

Conversica

APRIL 9, 2021

AI Assistants conduct outreach on leads that may not necessarily have indicated they’re ready to buy and wouldn’t be a great use of Sales’ time. By touching these leads earlier in their buying cycle, Marketing can often shake deals loose that otherwise may have been missed.

Marketing AI 69

Marketing AI Conversion SMS Cross-Selling 69

Adobe Experience Cloud Blog

APRIL 3, 2017

Who is growing customer lifetime value through cross-sell and upsell and advocacy programs? Understand that the buyer’s journey will vary—some may not be in an active buying cycle, some are currently evaluating your solution, and many others are considering options.

Account Based Marketing 128

Account Based Marketing B2B Thought Leadership ABM Thought Leadership 128

6sense

NOVEMBER 9, 2021

We created a dashboard that reports on the Account Funnel by stage of engagement/opportunity or Customer Up-sell/Cross-sell. Possibly smaller buying committees and faster buying cycles (maybe) but building towards internal consensus and coordinating sales/marketing activity still increases deal velocity and conversion rates.

Lead Ranking 48

Lead Ranking Marketing Qualified Leads MQL Top of Funnel 48

ClickZ

OCTOBER 22, 2020

Oracle CX Marketing is a close competitor to Adobe with a staggering portfolio of features and tools (all of it cloud-based) that includes solutions for lead management, targeting and segmentation, content and data management, cross-channel campaign management (and on and on).

Enterprise Management 133

Enterprise Management Marketing Automation Services Marketing Management Marketing Automation 133

Golden Spiral

FEBRUARY 26, 2019

Selling out products in a matter of minutes was once very, very far from the norm. An effective product launch is typically scheduled around a specific date: a customer event, an anniversary (business or product), or a time of year coinciding with the buying cycle (e.g., back to school, new fiscal year, etc.).

Product 90

Product Webinar Metrics Cross-Selling Planning 90

Rev

NOVEMBER 27, 2018

The companies, decision makers, and influencers who look like your ideal customers for each solution you sell. In the largest companies, there may be doze ns or even hundreds of people who can buy or influence the purchase of your solution(s). You want to see if customers you close like you enough to continue to buy from you.

Lead Ranking 111

Lead Ranking Top of Funnel Sales Qualified Leads Lead Scoring 111

Madison Logic

OCTOBER 11, 2022

This type of data is crucial to your sales team when they start to reach out to prospective buyers and can help you segment accounts by type: net-new logos, expanding customers, cross- and up-sell opportunities. . Third-party intent data: This data is collected from an outside source, I.e., not from your organization.

Intent Data 52

Intent Data Intent Marketing Budget Buyer Intent 52

VisumCX

FEBRUARY 28, 2017

This should come as no surprise as B2B buyers continue to become more sophisticated in their approach to buying. Multiple studies show that buying committees continue to increase in number and the result is that buying cycles are taking longer and becoming more complex.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand B2B Marketing 40

KEO Marketing

AUGUST 3, 2017

Tech firms must take advantage of various methods and multiple channels to connect with leads throughout the buying cycle. An insight selling strategy. Deploy a process that monitors, tracks, and drives leads through a system developed to address their needs at every point of the buying cycle. Inbound marketing.

Practices 54

Practices Account Based Marketing B2B Marketing Advertising Agencies 54

PureB2B

MAY 30, 2022

Technographics can nullify this wasted time by ensuring that salespeople spend their time selling rather than finding people to sell to. Until recently, the capability to quantify and update the required volume of data at the necessary speed and scale didn’t exist and companies selling data couldn’t guarantee results.

Ideal Customer Profiles 62

Ideal Customer Profiles Marketing Automation Services Marketing AI Account Based Marketing 62

6sense

FEBRUARY 9, 2018

But according to Kerry, most marketing and sales team are typically aligned around target accounts, not target demand units – which is the real selling opportunity. SiriusDecisions urges teams to become focused on defining their targets as “buying centers with a need and the people assigned to address that need.”

Demand 48

Demand Demand Generation Top of Funnel Account Based Marketing 48

NuSpark Consulting

FEBRUARY 5, 2017

An accurate needs analysis depends on knowing that you can use predictive analysis, and where your company is in the tool buying cycle. If you’re looking for a solution beyond lead scoring that targets opportunity management, upselling and cross-selling, Mintigo is worth a look.

Account Based Marketing 100

Account Based Marketing Marketing Automation Services Marketing Management Top of Funnel 100

Kaon

JUNE 26, 2019

Further through the buying cycle, the sales reps refer to the application and share links with their customers; it provides them with an easy touch point. Bio-Rad Laboratories, Cisco, Micron Technology, PHC Biomedical, Siemens Industry, Thermo Fisher Scientific Share Their Stories of Success at Kaon’s Regional Seminars.

Digital Transformation 100

Digital Transformation Trade Show Work Management Lead Ranking 100

Martech Advisor

OCTOBER 1, 2019

But, by coupling OOH with digital retargeting and attribution, they can stand out in a competitive space, foster customer loyalty and, ultimately, sell more plane tickets. Many aviation brands are missing out on a cross-channel strategy that can do just that. Campaigns need to be long enough to reflect travelers’ buying cycles.

Mobile Advertising 55

Mobile Advertising Brand Identity Branding Funnel Advertising 55

Industrial Marketing Today

JANUARY 25, 2012

They know the “why” but are having a difficult time figuring out “how” publishing content will help them sell more of their industrial products. Here are some marketing content ideas for helping your buyers move closer to the procurement stage of the industrial buy cycle. Cross reference guides. Valve sizing programs.

Top of Funnel 60

Top of Funnel Buying Cycle Lead Ranking Digital Marketing Funnels 60

DealSignal

AUGUST 30, 2021

For example, if your company sells multiple SaaS solutions, the alignment shouldn’t stop at just sales and marketing. It’s a good idea to loop in product managers, R&D teams, business development, and other departments that work closely with the solutions you are selling.

Account Based Marketing 52

Account Based Marketing Tactics Work Management Marketing Strategy 52

6sense

SEPTEMBER 14, 2021

The downside was that the focus had been skewed too heavily toward selling hardware products, and not enough toward customer experience. The result was a confusing and disjointed experience for FARO’s customers, which hindered the company’s ability to effectively guide customers through their long buying cycle — and it showed.

Sales Management 62

Sales Management Digital Marketing Funnels Lead Ranking Top of Funnel 62

seo.co

OCTOBER 6, 2021

Your inbound traffic is only going to convert if they’re comprised of your target demographics in a mid- to late-stage of the buying cycle. Click-through rates on content are higher than for sales (typically), so use your content as a bridge to get your social users to your site, and sell them once they’ve crossed that bridge.

Ad Exchange 98

Ad Exchange Content Copywriting Lead Scoring 98

Seismic

SEPTEMBER 8, 2019

The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. With a customer-centric mindset, sales reps are looking to identify the prospect’s pain point or challenge and then determine how their product is the solution, i.e. selling on value rather than on price.

Sales Management 45

Sales Management B2B Sales Top of Funnel Work Management 45