Sword and the Script | B2B

MAY 17, 2022

We know from mounds of research (and experience) that B2B sales cycles are involving more decision-makers – and the Forrester report adds additional context. If you enjoyed this post, you might also like: The Powerful Sales Element of Social Proof in Thought Leadership Done Well. Image credit: Unsplash.

Sales Cycle 75

Sales Cycle B2B Sales Studies Marketing Management 75

ClearVoice

JANUARY 25, 2019

A case study is an valuable content asset that mature marketing organizations should develop for use in the sales cycle. To create an exemplary case study, you need to clearly define expectations, determine key client-side contributors, and establish an approval process with your customer.

Case Study 77

Case Study Case Studies Template Studies 77

DealSignal

DECEMBER 12, 2018

Case Study: How DealSignal ABM Contact Discovery & Lead Enrichment Help Pramata Lift Conversions 4x. Complete, accurate data drives ABM & sales results. 25% faster sales cycles. Read the case study to learn how complete, accurate data is helping Pramata drive real sales results!

Case Study 59

Case Study Case Studies Account Based Marketing ABM 59

Binary Demand

FEBRUARY 23, 2024

Case study: Imagine a B2B marketing automation platform enhancing business strategies. Let’s see with the help of a case study: Case study: Envision a potential client investigating cloud solutions for their enterprise. In short, investing in intent data yields more robust marketing performance.

Demand Generation Agencies 116

Demand Generation Agencies Demand Generation Demand Account Based Marketing 116

Biznology

OCTOBER 24, 2013

Simply posting a blog per day won’t amount to anything if you’re not taking your customers’ sales cycles into account and adjusting your marketing strategy accordingly. What’s a sales cycle, you ask? Understanding Sales Cycles. Once your buyers are segmented, you can then assign various sales cycles.

Top of Funnel 80

Top of Funnel Sales Cycle Content Marketing Planning 80

The Point

JULY 27, 2021

Do you have competitive insights or case studies for this account? Having case studies in place that prove success at other companies in the space is a huge advantage. Analyze an account’s recent engagement for signals as to where buying groups may be in the sales cycle. 1:1, 1:Few, 1:Many).

Demand Generation 351

Demand Generation Ideal Customer Profiles Account Based Marketing ABM 351

Madison Logic

JUNE 14, 2023

The Challenge Rachel Simon, the Senior Manager of Demand Generation at AgentSync, is responsible for overseeing the company’s digital media, nurture programs, and account-based efforts.

Multi-Channel 52

Multi-Channel Ideal Customer Profiles Sales Cycle Advertising Channels 52

Tiecas

APRIL 5, 2024

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. Avoid scattered efforts: Written goals prevent reactive tactics, streamlining decision-making in long sales cycles.

Marketing Budget 92

Marketing Budget Advertising Agencies Marketing Strategy Marketing & Strategy 92

Zoominfo

JANUARY 26, 2021

Long Sales Cycles: Enterprise companies are big, and they want to make sure they are getting best-in-class solutions. For that reason, they usually have longer sales cycles (6-18 months is typical), meaning you have to be on your game for an extended period of time in order to actually close the deal.

Enterprise Management 189

Enterprise Management Lead Generation Lead Scoring Lead Ranking 189

Zoominfo

AUGUST 11, 2020

That is, they should be determined using interviews, case studies, and research on past and current clients. Which clients had the shortest sales cycle? Interviews and case studies are a great way to build rapport with clients in addition to providing you with both qualitative and quantitative information.

Ideal Customer Profiles 246

Ideal Customer Profiles Profiling Account Based Marketing Buyer Personas 246

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

SmartBug Media

JANUARY 10, 2024

A streamlined sales process can help define who does what and get both teams in sync. A smooth handoff between marketing and sales is essential, and a marketing agency can help reduce any friction. Why Should I Have a Process for Our Sales Cycle? Building a sales process can be challenging.

Process 64

Process Top of Funnel Advertising Agencies Paid Search Agency 64

The Point

MAY 17, 2021

When planning campaigns or designing ads, it’s easy to gravitate towards late-stage content (Webinars, analyst reports, demos, case studies) on the assumption that such offers generate more “qualified” leads.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

The Point

SEPTEMBER 17, 2014

By introducing email tracks that spoke more directly to people further down the sales cycle, and by adjusting creative and offer strategy for specific job functions, we felt confident that the client’s message would resonate more effectively.”. Lead to MQL Conversion Rate for all leads across all product lines increased 33 percent. •

Conversion Rate 100

Conversion Rate Marketing Qualified Leads Demand Generation Agencies Lead Ranking 100

Marketing Insider Group

AUGUST 7, 2023

In fact, the sales cycle for nurtured leads is 23% shorter, and companies that perfect lead nurturing generate 50% more sales-ready leads at a 33% lower cost. Video Source: BBC Ideas Whether it’s a success story , a case study, or a simple anecdote, stories can bring your content to life.

Conversion 206

Conversion Top of Funnel Content Lead Nurturing 206

Binary Demand

FEBRUARY 23, 2024

Case study: Imagine a B2B marketing automation platform enhancing business strategies. Let’s see with the help of a case study: Case study: Envision a potential client investigating cloud solutions for their enterprise. In short, investing in intent data yields more robust marketing performance.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

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.

Pricing 239

Pricing Price Case Study Case Studies 239

The Lead Agency

MARCH 17, 2024

Every click, like, view and interaction brings us insights and edges buyers at every stage of the sales cycle toward the ultimate goal: the purchase. Simply adding a few testimonials, case studies, or client logos next to your form can increase your conversion rate by 26%. But what comes first is the lead.

High Quality Lead 127

High Quality Lead Lead Generation Lead Scoring Lead Ranking 127

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

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

Zoominfo

JANUARY 26, 2021

Long Sales Cycles: Enterprise companies are big and they want to make sure they are getting best-in-class solutions. For that reason, they usually have longer sales cycles (6–18 months is typical), meaning you have to be on your game for an extended period of time in order to actually close the deal.

Enterprise Management 130

Enterprise Management Lead Generation Lead Scoring Lead Ranking 130

Oktopost

MARCH 4, 2024

An Amazon sale is completed in as few as two or three clicks. The average SaaS sales cycle lasts 84 days and includes various touchpoints, from engaging with a post on social media to reviewing a product page and getting a product demo. Case studies offer this outsider perspective on your product and help boost your credibility.

Ideal Customer Profiles 62

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

Zoominfo

JANUARY 19, 2021

Landing pages have a vital, singular purpose — encouraging visitors to begin the sales cycle with a brand. That initial curiosity in your content offering — eBooks, whitepapers, case studies — might grow into an interest in your solution. What Makes a Good Landing Page?

Landing Pages 246

Landing Pages Marketing Prospects Best Practices Digital Marketing Funnels 246

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 328

Account Based Marketing ABM Work Management Marketing Management 328

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). It’s about helping your sales organization do what they do best. The Elements of a Winning Sales Enablement Strategy for 2021.

Top of Funnel 130

Top of Funnel Webinar Metrics Work Management Marketing Automation Services 130

Zoominfo

APRIL 22, 2018

For this reason, we’ve provided you with tactics to form better relationships with prospects to get them to open up early on in the sales cycle. Work with your marketing team to offer prospects relevant case studies and content that showcase your company’s credibility. . Reference targeted case studies.

Work Management 235

Work Management Case Studies Sales Cycle Case Study 235

Webbiquity

FEBRUARY 5, 2021

Though this is normal, it leads to depreciating conversions and longer sales cycles, if not dealt with effectively. Case studies have proven that referred customers generate higher LTV and profit margins. At some point, you will start attracting more of the leads that don’t intend to buy from you right away.

B2B Sales 259

B2B Sales Top of Funnel Conversion Peer-to-peer 259

Lake One

JULY 18, 2023

From lead management to deal tracking and forecasting, HubSpot provides a comprehensive set of features that empower manufacturers to accelerate their sales cycle. HubSpot for Manufacturing Case Study HubSpot has proven its transformative power for numerous manufacturers, including Lake One’s client, Polywater.

Hubspot 76

Hubspot Allocation Marketing Management Case Study 76

Only B2B

FEBRUARY 28, 2024

In the fiercely competitive B2B sales landscape, utilizing intent data empowers you to navigate with precision, ensuring that your sales presentation resonates effectively and accelerates your path to successful conversions. Accelerate your sales cycle and close deals faster. Break free from the B2B sales maze.

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

Lead Forensics

APRIL 2, 2024

Use case studies to show how similar companies saved money by implementing your solution. Provide them with resources they can share with the decision-maker to build a strong case for your product. Offer support materials like case studies or white papers that address potential internal concerns.

Effectiveness 52

Effectiveness Work Management RFP Case Studies 52

Zoominfo

AUGUST 11, 2020

That is, they should be determined using interviews, case studies, and research on past and current clients. Which clients had the shortest sales cycle ? Additionally, sales and marketing departments should collaborate during this process to ensure alignment and synchronization of strategies.

Ideal Customer Profiles 130

Ideal Customer Profiles Profiling Account Based Marketing Buyer Personas 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. Build Trust with Proof: Testimonials, case studies, and even unfiltered, engineering-focused FAQs demonstrate your expertise and track record.

Tactics 75

Tactics B2B Marketing Webinar Metrics Marketing Strategy 75

Marketing Insider Group

JULY 1, 2020

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. This is a huge savings in cost of sales and marketing investment in return for greater profitability and revenue growth. For example… 1.

Ideal Customer Profiles 304

Ideal Customer Profiles Work Management Planning Paid Search Agency 304

B2B Marketing Exchange

JANUARY 31, 2024

#B2BMX At A Glance 9:30 AM: 6 All-Access Pass Workshops with limited seating, which include sessions such as: “Preparing For The Next Generation Of B2B Marketing-Driven Experiences” 1:00 PM: “The First Step to ABM is Activation: Building Your First Sales Activation Play,” a Campfire Session featuring Mason Cosby of Scrappy ABM 2:10 (..)

B2B 52

B2B Account Based Marketing ABM Sales Cycle 52

Biznology

APRIL 14, 2017

If you look at your marketing and sales process you do a mixture of activities like run-advertising and marketing campaigns to build awareness, send out email marketing, create sales brochures, white papers, case studies, and constantly crank out blog posts and new website content.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139

The Point

APRIL 22, 2020

If your average sales cycle is 6 months, don’t expect content syndication leads to magically convert to opportunities in a matter of days. MOFU and BOFU content like case studies and analyst reports will result in fewer downloads and a slower pace of leads, but typically from prospects that are further along the buying cycle.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

Tiecas

APRIL 23, 2024

Long sales cycles involving multiple stakeholders: The decision-making process typically involves engineers, executives, and procurement, making for longer sales cycles. Low search volumes: Relevant industry keywords may have less search traffic compared to broader consumer markets.

Lead Ranking 52

Lead Ranking Lead Generation Lead Scoring Sales Qualified Leads 52