The Point

JULY 27, 2021

The target account list is the foundation for any successful ABM initiative, and yet, too often, selecting accounts can be an aspirational exercise (“these are the accounts sales says they want to go after”) versus one based on hard facts, research, and data-based insights. Can you define the tier that the account should be? (1:1,

Demand Generation 351

Demand Generation Ideal Customer Profiles Account Based Marketing ABM 351

Content Standard

DECEMBER 6, 2023

Title Options A Quick Start to Research-Informed Content for Healthcare Vendors Healthcare Vendors and Research-Informed Content: 4 Tactics You Can Implement Today Healthcare Vendors and Research-Informed Content-Part 1: The Low-Hanging Fruit “Half of them are working off instinct and hunches.”

Work Management 52

Work Management Marketing Management Vendors Research 52

Zoominfo

AUGUST 11, 2020

That is, they should be determined using interviews, case studies, and research on past and current clients. SEO and Keyword Research : Coupled with intent and behavioral data, you can begin to incorporate the specific keywords and phrases your ideal clients are searching for into published content. Client Interviews.

Ideal Customer Profiles 246

Ideal Customer Profiles Profiling Account Based Marketing Buyer Personas 246

markempa

JUNE 17, 2012

No deal = broken sales cycle. He says the escalating number of “no decisions” is a sure sign that sales cycles are broken. Take these steps to ensure your sales cycle is set up so you can either win the deal or achieve the second-best option – getting to “no” fast. Base sales cycles on metrics, not hunches.

Sales Cycle 120

Sales Cycle Sales Management B2B Sales Top of Funnel 120

The Point

MAY 17, 2021

That’s not simply because prospective customers will engage more readily with content that better aligns with whether they’re researching best practices, actively evaluating potential vendors, or somewhere in between.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

Tiecas

FEBRUARY 5, 2024

Industrial marketing helps us showcase our unique selling points through targeted messaging, case studies, and customer testimonials. Long Sales Cycles : Sales cycles in the manufacturing industry tend to be longer due to the complexity of products and decision-making processes.

Top of Funnel 104

Top of Funnel Lead Generation Advertising Agencies Lead Scoring 104

Webbiquity

JANUARY 19, 2023

Companies that are looking for products or services with which to assist their own operations will typically have or assign a “product champion” to conduct research on solutions and manage the sales relationship. In contrast, B2C transactions are frequently impulsive and require less research.

Work Management 218

Work Management Marketing Management B2B Marketing B2B 218

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. Schedule a product demo.

Pricing 239

Pricing Price Case Study Case Studies 239

Zoominfo

APRIL 23, 2021

In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle, give you a peek into ZoomInfo’s best go-to-market plays, and present new time-saving selling strategies. The timeless case for automation. 2: New sales or marketing leader play. Ready, set, automate.

Webinar Metrics 242

Webinar Metrics Zoominfo Automation Marketing & Strategy 242

Tony Zambito

NOVEMBER 4, 2020

The three are: Expansion of online research accelerates Speeding up of buying processes More responsive interactions. In our Center For Buyer Insights ongoing Buyer Outlook Insights study, we have been interviewing buyers qualitatively. Expansion To Online Research Accelerates. Nowadays, I just keep going with the research.

B2B 202

B2B Buyer Personas B2B Sales Buyer's Journey 202

Binary Demand

FEBRUARY 23, 2024

Below are the few insights gathered from diverse surveys and research on B2B buyer behavior: Gartner, Inc. 75% now use more sources for research. Case study: Imagine a B2B marketing automation platform enhancing business strategies. more than digital supplier interactions for affirming value.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

Marketing Insider Group

AUGUST 10, 2020

A: That was a fun case study. As stated in the case study, the sponsorship of senior leadership at the parent firm has been key to our ability to market to all 300 of their portfolio companies as a market of one. What is the update on the program and what direction has it and your team taken in the interim?

Account Based Marketing 325

Account Based Marketing ABM Work Management Marketing Management 325

Contently

NOVEMBER 12, 2020

I’ve spent the last decade researching and reporting on the content marketing industry. Consider this: Organic search content drives two-thirds of traffic to brand sites, according to a study of customers using Contently analytics. Let’s just say it: Most branded content isn’t very good. I should know.

Allocation 218

Allocation Brand Identity Branding Paid Search Agency 218

B2B Digital Marketer

APRIL 25, 2024

Together, we will explore how digital sales rooms enrich the buyer experience, offering a unique blend of personalization and efficiency that traditional sales methods lack. Her insights will provide valuable guidance on making the most of this innovative technology to elevate your sales strategy and achieve better business outcomes.

Sales Cycle 52

Sales Cycle B2B Sales Marketing Automation Services Buyer's Journey 52

Only B2B

FEBRUARY 28, 2024

Intent data can reveal who’s still actively researching solutions like yours, allowing you to focus your efforts on high-potential leads. This empowers you to: Pinpoint High-Potential Leads: Ditch the comprehensive view and embrace the focal point approach- those actively researching relevant keywords, solutions, and industries.

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

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. Reference targeted case studies.

Work Management 235

Work Management Case Studies Sales Cycle Case Study 235

Zoominfo

AUGUST 11, 2020

That is, they should be determined using interviews, case studies, and research on past and current clients. SEO and Keyword Research: Coupled with intent and behavioral data, you can begin to incorporate the specific keywords and phrases your ideal clients are searching for into published content.

Ideal Customer Profiles 130

Ideal Customer Profiles Profiling Account Based Marketing Buyer Personas 130

Tomorrow People

APRIL 10, 2018

The B2B sales cycle has undergone a complete change and the length of the B2B sales cycle is shrinking as prospects engage later after doing their own research. Research shows that rushing through qualification and needs analysis creates problems later in the sales cycle.

Lead Scoring 176

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 176

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. It’s about helping your sales organization do what they do best.

Top of Funnel 130

Top of Funnel Webinar Metrics Work Management Marketing Automation Services 130

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. Engineers and technical buyers are empowered by ready access to information and prefer to do their own extensive research before engaging with suppliers.

Tactics 75

Tactics B2B Marketing Webinar Metrics Marketing Strategy 75

Sword and the Script | B2B

AUGUST 15, 2023

B2B buyers say they want quality content that demonstrates you understand their industry, and their company and helps them to build a business case to buy your tech product One of the reasons content marketing is so important to B2B companies is the fact that the last person a buyer speaks to is a salesperson.

Marketing Management 77

Marketing Management Vendors Studies Top of Funnel 77

Content Marketing Institute

MAY 4, 2018

But what happens when there is alignment – in particular, between content marketing and sales? That’s the question the CMI research team pondered prior to conducting a new study on the topic with LinkedIn this year. CMI’s new research with LinkedIn indicates the answer to those questions is yes. Click To Tweet.

Top of Funnel 95

Top of Funnel Research Content Marketing Marketing Budget 95

Only B2B

APRIL 30, 2024

This entails conducting extensive market research to recognize challenges and opportunities, thereby positioning your offering as the solution. Intent Signals: Identify and track the accounts that are researching your offerings or similar offerings that your competitors are offering.

Marketing Analytics Tools 71

Marketing Analytics Tools B2B Marketing Marketing Strategy Marketing & Strategy 71

Oktopost

MARCH 4, 2024

This can be achieved through activities such as monthly newsletters, use case-specific tutorials, or exclusive content. An Amazon sale is completed in as few as two or three clicks. Define your Ideal Customer Profile (ICP) Conduct thorough market research to define your Ideal Customer Profile (ICP). It’s that simple.

Ideal Customer Profiles 62

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

Tiecas

MAY 17, 2024

How to Validate Your Value Proposition Data: If you have case studies or customer testimonials that demonstrate quantifiable results, use those as evidence. Industry Benchmarks: Research industry averages for the type of improvement your product typically delivers. Copy: Tailor your messaging to resonate with each group.

Paid Content 52

Paid Content Design Marketing Websites Lead Ranking 52

Ambal's Amusings

NOVEMBER 12, 2009

Case studies come in all shapes and forms. Our Panel of Case Study Experts have written and reviewed thousands of case studies over the years. Which case study stands out in their mind? Another great take away from this case study is how businesses should approach the ROI of social media.

Case Studies 100

Case Studies Case Study Studies Work Management 100

Influitive

OCTOBER 11, 2015

Customer engagement is highly correlated to customer loyalty ,” says Aimee Lucas , Customer Experience Transformist and VP at the Temkin Group , a customer experience research and consulting firm. This social proof will help you attract more prospects, close more deals and shorten the sales cycle.

Loyalty 279

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

Ambal's Amusings

SEPTEMBER 10, 2009

All case studies are not created equally. Why are some case studies more effective than others? We asked case study experts "What are the 3 important components that will make a great case study"? Get insights and recommended resources from Case Study Experts.

Case Studies 100

Case Studies Case Study Studies Work Management 100

Only B2B

MARCH 10, 2022

You know how difficult it is to boost sales with B2B lead generation tactics. Overhyped case studies from huge firms that might raise sales. They will consume material such as blogs, whitepapers, and case studies during the awareness stage. Step 4: Make A Sale To Close Leads.

Lead Generation 118

Lead Generation Sales Management Paid Content Sales Qualified Leads 118

B2B Marketing Directions

JUNE 12, 2022

(This month's Research Round-Up features a look at "revenue marketing" benchmarks by Demand Spring, an extensive examination of the state of content marketing by Semrush, and a report by Considered Content discussing two surveys that show where B2B buyers and B2B marketers are on the same page. and where they aren't.) and where they aren't.

Top of Funnel 52

Top of Funnel B2B Marketing Research Cost Per Click 52

Vision Edge Marketing

NOVEMBER 7, 2017

Yet another study, this one by PAN Communications, continues to lament the challenge Marketing organizations face for measuring success. This particular study found that “76% of marketers are lacking the confidence to measure the success of their content programs.” Are you prepared to make your data more relevant? Next Steps.

Analytics 188

Analytics Budget Programs Multi-Channel Case Studies 188

Zoominfo

APRIL 23, 2021

In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle , give you a peek into ZoomInfo’s best go-to-market plays , and present new time-saving selling strategies. In this case, it’s easier for a rep to identify opportunities for alternative offerings.

Webinar Metrics 130

Webinar Metrics Zoominfo Automation Marketing Strategy 130

Champion Communications

JUNE 29, 2023

Develop a service-level agreement (SLA): HubSpot’s research revealed just 26% of businesses have an SLA place between sales and marketing. Share prospect and customer insights: Marketing teams often gather valuable market insights through research, while sales teams are on the frontline of sales conversations.

PR 62

PR Deliverability Barriers Sales Cycle 62

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. It’s about helping your sales organization do what they do best.

Top of Funnel 100

Top of Funnel Webinar Metrics Work Management Marketing Automation Services 100

Heinz Marketing

MAY 22, 2023

Long-Term Engagement : B2B sales cycles are typically more protracted and involve multiple decision-makers. Aside from nurturing, video series or case study documentaries can maintain interest over an extended period, leading to higher conversion rates.

B2B Marketing 110

B2B Marketing Video Marketing B2B Thought Leadership B2B 110

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Catering to Teams, Not Individuals In B2B sales, a pivotal distinction is that your customers often encompass more than individual buyers.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Catering to Teams, Not Individuals In B2B sales, a pivotal distinction is that your customers often encompass more than individual buyers.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52