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

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

Only B2B

APRIL 30, 2024

As prospects search the internet for data-driven insights and practical strategies, you can produce valuable content such as blog posts, white papers, case studies, and webinars. Focus on addressing the challenges, delivering tangible benefits, and showcasing how your product improves their bottom line.

Marketing Analytics Tools 71

Marketing Analytics Tools B2B Marketing Marketing & Strategy Marketing Strategy 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

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

Tomorrow People

APRIL 10, 2018

A content marketing strategy is dead in the water if it can’t deliver significant sales-ready leads. 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. How good is your content strategy?

Lead Scoring 176

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 176

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. Have your top performers Share Best Practices in Sales.

Top of Funnel 100

Top of Funnel Webinar Metrics Work Management Marketing Automation Services 100

Webbiquity

JANUARY 19, 2023

This typically takes more time than in the case of individual consumer purchases where one person makes a simple decision based on their own needs and wants. It is important for marketers to focus on building long-term relationships with their customers rather than just trying to make the sale quickly, as noted above.

Work Management 217

Work Management Marketing Management B2B Marketing B2B 217

The Point

APRIL 19, 2017

In broad terms, early stage content tends to work best for top-of-the-funnel lead generation, when not everyone is interested (yet) in ROI, case studies or vendor comparisons. Personally, I’ve seen some white papers continue to generate leads year after year with only minor updates. There is no one, definitive answer.

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

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

The ABM Agency

FEBRUARY 19, 2023

For example, if some accounts are further along in the sales cycle than others then they may require different types of content or communication channels compared to those who are just starting out on their journey with you.

Account Based Marketing 52

Account Based Marketing Paid Content ABM Sales Management 52

The ABM Agency

FEBRUARY 19, 2023

For example, if some accounts are further along in the sales cycle than others then they may require different types of content or communication channels compared to those who are just starting out on their journey with you.

Account Based Marketing 52

Account Based Marketing Paid Content ABM Sales Management 52

Industrial Marketing Today

MAY 5, 2010

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. A white paper would fit the bill nicely here. Provide him/her with case studies and client testimonials to lower their risks and fears of selecting you.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

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 40

Effectiveness Work Management RFP Case Studies 40

Prospectr

FEBRUARY 28, 2017

Customer stories, also called “success stories” or the more mundane “case studies,” have amazing lead generation power. In fact, written right, they can bypass nearly the entire sales cycle and literally almost close your leads for. Say your sales team has your prospect on the phone.

Tactics 164

Tactics Lead Scoring Lead Ranking Autoresponders 164

Tomorrow People

JUNE 7, 2021

Product-led growth is defined by a cheap entry point, in many cases free. Due to this a PLG strategy will often be defined by shorter sales cycles and a lower customer acquisition cost (CAC). It’s not the result of reading white papers or attending conferences to discuss a hot new trend or grand concept.

Enterprise Management 156

Enterprise Management Product Work Management Marketing Management 156

Adobe Experience Cloud Blog

OCTOBER 8, 2020

It is therefore essential to align your content strategy with your sales cycle and to ensure that your prospects, like your customers, maintain a long-term relationship with your company. . What content do you have at your disposal (white paper, thought leadership , demo videos, etc )? How often do you publish new content ?

Marketing Automation Services 129

Marketing Automation Services Multi-Touch Attribution Marketing Automation Relevance 129

The Marketing Blender

MARCH 2, 2022

Content Review: Analyzing current content and aligning it with the appropriate stages in the sales cycle (awareness, consideration, decision) helps the fractional CMO ensure that assets are being deployed and optimized correctly. This sales mapping process also highlights areas where new marketing deliverables should be created.

CMO 98

CMO Marketing Budget Creation Marketing Budget Work Management 98

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 76

Marketing Management Vendors Studies Top of Funnel 76

Launch Marketing

OCTOBER 28, 2020

Lead nurturing allows you to reach these leads more effectively by mirroring the natural progression that they go through during the sales cycle. Whether it’s through a list purchase, white paper download or interaction at an event, the lead nurturing process begins by making initial contact with someone. Acquisition.

Sales Management 114

Sales Management Lead Nurturing Lead Scoring Lead Ranking 114

Biznology

FEBRUARY 25, 2020

But what if you’re a mid-tier manufacturer of intermediate goods that have very long sales cycles. White Papers and Case Studies. In many cases, folks are just measuring the basics. It’s probably something like downloading a white paper or filling out a contact form. Where’s your pattern? .

B2B Marketing 118

B2B Marketing Work Management Marketing Management B2B 118

Only B2B

FEBRUARY 21, 2024

Think of things like downloading white papers, requesting demos, or attending webinars related to your offerings. Streamlined Sales Process: Equip your sales team with valuable insights into prospects that allow them to tailor their outreach, shorten sales cycles, and close deals faster.

Intent Data 71

Intent Data Intent B2B Sales B2B Marketing 71

KoMarketing Associates

AUGUST 7, 2018

Except in this case, “the list” is the traffic. Things like shortening the sales cycle matter, too. In fact, ask yourself: What would you rather have… 5 percent more conversions, or a 5 percent shorter sales cycle? Or 5 percent fewer conversions and a 12 percent shorter sales cycle?

Conversion Rate 162

Conversion Rate Conversion Top of Funnel Landing Pages 162

The ABM Agency

APRIL 10, 2023

Create comparison guides, case studies, and white papers that showcase how your product or service stands out from competitors. Use attention-grabbing subject lines and include relevant case studies or testimonials from similar organizations for added credibility. Use personalization tokens (e.g.,

Account Based Marketing 97

Account Based Marketing Top of Funnel Enterprise Management Work Management 97

Salesforce Marketing Cloud

JANUARY 8, 2024

Drafting a sales contract Considerations and customization Negotiation and review process Execution and implementation Best practices and legal considerations Speed up the sales cycle from quote to close Go from lead to inked deal in record time with automation that speeds up quoting, approvals, and contracting.

Process 110

Process Practices Terms and Conditions Work Management 110

PathFactory

OCTOBER 12, 2022

Like most, I think of content in terms of top, middle, bottom funnel content: lead with your general topics; then go into mid-funnel content like thought leadership, white papers, case studies, and the content about the problems your customers have and the solutions they need.

Top of Funnel 59

Top of Funnel Lead Scoring Lead Ranking Buyer's Journey 59

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Early in the sales cycle, during the discovery phase, buyers need help in identifying issues and understanding what solutions might exist to help solve their priority opportunities.

Paper 40

Paper Interactive Marketing Process Comparison 40

Marketing Insider Group

JULY 28, 2020

Then they’ll push out the content to the sales team in hopes that they’ll amplify the message. But in many cases, it just adds to the noise because there is very little relevance to the accounts that sales and marketing want to win. In fact, in many cases, the sales team had the right connections.

Top of Funnel 248

Top of Funnel Linkedin Ideal Customer Profiles Paid Search Agency 248

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? What stands out the most for me in this case study is the great example of how social media marketing works for a real world business.

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. Casey Hibbard's blog Stories that Sell.

Case Studies 100

Case Studies Case Study Studies Work Management 100

Martech

APRIL 25, 2023

It continues to monitor your pipeline / funnel and the AI adapts and changes the algorithm as new deals enter and leave the sales cycle. with custom personalization in outreach to prospects, helping the productivity of sales reps. with custom personalization in outreach to prospects, helping the productivity of sales reps.

Marketing AI 109

Marketing AI Allocation Top of Funnel Planning 109

Heinz Marketing

JANUARY 7, 2022

As a growth strategy, product-led growth removes the traditional sales cycle and, instead, lets the product sell itself. So, does that mean a product-led company can nix its sales team? So, marketing materials like product guides and use cases are more important than white papers and datasheets.

Product 108

Product Top of Funnel Sales Qualified Leads Churn Rate 108

SmartBug Media

NOVEMBER 3, 2020

For marketers—especially those in B2B and/or who have a long sales cycle— campaign attribution is critical to understanding which channels are winners and which are dead weight. A fairly standard use case for Salesforce campaigns is when you are hosting a live event. This allows you to report on it for all three objects.

Multi-Touch Attribution 105

Multi-Touch Attribution Lead Ranking Marketing Attribution Full Circle Insights 105

Tiecas

OCTOBER 30, 2023

In this post, I’ll talk about how manufacturers, distributors, and engineering companies can use industrial email marketing to engage with their target audience, maintain top-of-mind awareness through long sales cycles, and build stronger relationships with their customers.

Email Marketing 52

Email Marketing Effectiveness Tips Marketing Analytics Tools 52

Biznology

JANUARY 20, 2016

Some sales cycles are very long, and some, like e-commerce, are very short. If you look at what you have on paper – brochures, PDFs, and other paper material – you will see that this information is already there. They want more information and need to see and feel the expertise that your team brings.

Video Marketing 80

Video Marketing Product Top of Funnel Business 80

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

Only B2B

JANUARY 27, 2022

Consider sophisticated ebooks, case studies, webinars, white papers, and other similar materials. Improves your ROI, reduces your sales cycle to a more manageable length, and increases your client acquisition rate. PQLs (Product Qualified Leads). They are previously tested your services and are willing to spend extra.

Lead Generation 117

Lead Generation Marketing Qualified Leads Sales Qualified Leads Lead Ranking 117