Belkins

FEBRUARY 10, 2020

Another study revealed that the length of an average B2B sales cycle has increased by 22% in the last 5 years. The longer your average sales cycle is, the more you are at risk of your prospects having second thoughts, changing their mind and ultimately putting all sales talks to a halt. Establish your benchmark.

Sales Cycle 57

Sales Cycle B2B Sales B2B Lead Scoring 57

Markempa

AUGUST 19, 2021

Increasing your close rate and reducing sales cycle time by earning an influencer’s “seal of approval,” thus leveraging their credibility. Influencer Marketing Strategy: The 4 Influencer Outreach Steps – markempa. Influencer Marketing via video content creation – markempa. Why does this work?

Outreach 98

Outreach Ideal Customer Profiles Marketing & Strategy Marketing Strategy 98

Zoominfo

FEBRUARY 27, 2021

LinkedIn Sales Navigator. LinkedIn’s Sales Navigator is a sales intelligence platform that helps B2B professionals filter leads and pinpoint the most relevant ones for outreach. InsideView is a provider of sales and market intelligence that helps users focus on driving revenue growth. HubSpot Sales Hub.

InsideView 264

InsideView Enterprise Management Top of Funnel Tools 264

The Point

JANUARY 27, 2022

Pilot campaigns are modest in scope, and they cause companies to dabble in ABM without the lead time, personalized content, technology, research, data, and other key investments that a more thought-out strategy merits. After all, ABM has the most value for companies with long, complex sales cycles. ABM pilots often jump ahead.

Account Based Marketing 204

Account Based Marketing ABM Campaigns Demand Generation Agencies 204

Webbiquity

JULY 21, 2020

sending influencer outreach emails) or to perform common tasks more effectively (e.g., With this tool, you don’t need to guess; get recommendations for your content based on correlations with what best connects with individual contacts. Respona helps personalize outreach efforts at scale. But in the short term—no.

Marketing AI 349

Marketing AI Tools Paid Search Agency Marketing Analytics Tools 349

SmartBug Media

JUNE 29, 2023

In today's competitive landscape, sales teams are under immense pressure to deliver results. Traditional sales strategies often fall short thanks to long sales cycles, decreased close rates, and the need for more personalized outreach. But how can you incorporate HubSpot's Content Assistant into your sales process?

Hubspot 98

Hubspot Process Content Outreach 98

Inbox Insight

DECEMBER 8, 2023

Account-based marketing (ABM) has revolutionized the marketing landscape, shifting the focus from broad, generic B2B marketing campaigns to targeted, personalized outreach. Intent data can alert you when multiple individuals from an account are searching for these terms, allowing you to prioritize these B2B businesses for immediate outreach.

Intent Data 111

Intent Data Account Based Marketing Intent ABM 111

Only B2B

FEBRUARY 28, 2024

By measuring intent accurately, you can laser-target your content, ad campaigns, and ABM initiatives to the most receptive audience. By analyzing website visits, content downloads, and social media engagement, intent data platforms create a comprehensive buyer journey map. Unsure where to start?

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

Only B2B

APRIL 17, 2024

The 5 Benefits of B2B Appointment Setting B2B appointment setting tackles these challenges head-on, offering a range of benefits to optimize your sales funnel: 1. Appointment setters can answer basic questions, address pain points, and build rapport, keeping prospects engaged throughout the sales cycle.

Ideal Customer Profiles 71

Ideal Customer Profiles Marketing Management Sales Qualified Leads Service 71

Vision Edge Marketing

DECEMBER 15, 2020

70% of B2B buyers fully define their needs on their own before engaging with a sales representative, and 44% identify specific solutions before reaching out to a seller. ? B2B buyers complete the majority of their research, outreach, and evaluation during the first three months of the sales cycle.

Peer-to-peer 286

Peer-to-peer Buy Sales Cycle B2B Sales 286

Martech

JANUARY 29, 2024

Gone are the days when gating all content to meet quarterly MQL KPIs was effective. I recommend teams segment their content based on the types of groups they want to communicate with rather than throwing all of them into a lead bucket and filtering based on firmographic data. They don’t become a lead until they show you they are.

Lead Ranking 124

Lead Ranking Lead Gen Ideal Customer Profiles Lead Scoring 124

Zoominfo

JUNE 16, 2021

But the very first step, he insisted, was creative outreach. When it comes to prospecting emails, the importance of that first outreach cannot be underestimated. Get rid of any spammy content. Getting rid of spammy content doesn’t just apply to subject lines, though. Sure enough, he responded. from an unknown sender?

Ideal Customer Profiles 130

Ideal Customer Profiles Outreach Opt-out B2B Sales 130

Zoominfo

SEPTEMBER 3, 2020

Shorter sales cycles – Sales cycles are already long for B2B organizations, and automated emails serve as a virtual sales rep to nurture them. Automated emails encourage leads to move from the product research phase into the buying cycle. Craft educational content for each of those stages.

Automation 262

Automation Auto Responder Touchpoints Trigger Marketing 262

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. 5: Form completion play.

Webinar Metrics 242

Webinar Metrics Zoominfo Automation Marketing & Strategy 242

Oktopost

OCTOBER 8, 2023

In fact, statistics reveal that 63% of leads who inquire about your company won’t make a purchase for at least three months, and another 20% will take more than a year to complete the sales cycle. In this article, we’ll explore four strategies to effectively nurture prospects through the sales cycle so you can close more deals.

Top of Funnel 133

Top of Funnel Marketing Management Buyer's Journey Sales Cycle 133

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 80

Marketing Management Vendors Studies Top of Funnel 80

Zoominfo

MAY 25, 2022

And while it’s not hard to find basic business data — company names, phone numbers, employee counts, revenue, maybe direct dial numbers and email addresses — today’s complicated sales cycles need more than just names and numbers. What is Sales Intelligence? They’re not typically part of a standard, raw data offering.

Ideal Customer Profiles 130

Ideal Customer Profiles Budget Programs Enterprise Management Tools 130

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. For more on these challenges, see my earlier blog post, “Industrial Lead Generation for Sales – It’s Complicated!”

Lead Ranking 64

Lead Ranking Lead Generation Lead Scoring Sales Qualified Leads 64

Content4Demand

SEPTEMBER 17, 2021

We recently gathered 10 intent data experts and power users and collected their tips and insights in The Content + Data Connection: 10 Top Marketing Executives Explore the Rewards of Integrating Intent Data into Content Strategies. A Compass for Your Content Strategy. A Compass for Your Content Strategy. your content).

Intent Data 82

Intent Data Intent Marketing & Strategy Psychographics 82

Madison Logic

MARCH 6, 2024

But tight budgets, limited resources, and longer, more complex sales cycles require you to work more efficiently. The messaging ultimately resonates across the account, and pushes them through the sales funnel. Wide-approach B2B marketing tactics revolve around aiming for the accounts you and your company think are a good fit.

Demand Generation 52

Demand Generation Sales Management Ideal Customer Profiles Buy 52

Oktopost

DECEMBER 20, 2023

AI has taken the world by storm, and especially since the launch of ChatGPT just over a year ago, it has significantly changed the way we work – and sales teams are no exception. But don’t worry, the rise of AI in B2B sales will not replace you. AI can simply empower you with extra help to reach your sales quota.

Top of Funnel 78

Top of Funnel Lead Scoring Lead Ranking Ideal Customer Profiles 78

The Marketing Blender

FEBRUARY 13, 2024

Stay ahead of the competition by implementing proven methods, leveraging social media platforms, optimizing search engine rankings, engaging with your target audience, and crafting compelling content that resonates with your customers. Sales Cycle Stages The strategy is divided into three distinct stages that encompass the sales cycle.

Planning 52

Planning Template Marketing Plans Marketing Automation Services 52

Zoominfo

JUNE 16, 2021

But the very first step, he insisted, was creative outreach. When it comes to prospecting emails, the importance of that first outreach cannot be underestimated. Get rid of any spammy content Would you open an email with the subject line, “Guess what we have in store for you!!” Sure enough, he responded. from an unknown sender?

Ideal Customer Profiles 100

Ideal Customer Profiles Personalization Outreach Opt-out 100

ANNUITAS

NOVEMBER 15, 2021

Between self-service information and quick calls between reps and prospects, inside sales helps you focus on the right leads without a long lead time. ? Instead, they rely on the data, research, and outreach tools available to them to solve a prospect’s challenge. Which content pieces has the lead engaged with? Ease of scale.

Work Management 246

Work Management Marketing Management Ad Building Sales Qualified Leads 246

Only B2B

FEBRUARY 6, 2024

First-Party Intent Data Collection: Website Analytics: Utilize tools like Google Analytics to track website visitor behavior, identify high-engagement content, and understand buying signals. Lead Forms and Downloads: Analyze form submissions and content downloads to gather insights into prospect interests and pain points.

Intent Data 62

Intent Data Intent B2B Sales ROI 62

Salesforce Marketing Cloud

FEBRUARY 2, 2024

A sales email template is a pre-written message, sent via email, that can be quickly and easily customized for different audiences. A collection of sales email templates — each one designed for a different type of outreach — is the backbone of your sales outreach, giving you an outline of a conversation that you can tweak for each prospect.

Template 105

Template Outreach Ideal Customer Profiles Linkedin 105

Webbiquity

NOVEMBER 18, 2021

They demonstrate the research and relevance behind your cold outreach. Adapting your sales team’s approach to sales outreach, sending automated marketing emails based on a trigger, creating relevant gated content around it, and sharing additional related material are just a few examples.

Ideal Customer Profiles 254

Ideal Customer Profiles B2B Sales Marketing Automation Services Work Management 254

SalesIntel

MAY 13, 2024

Unlike B2C, B2B transactions are characterized by longer sales cycles, higher order values, and more stakeholders involved in the purchasing decision. A report by CSO Insights noted that 74% of B2B sales to new customers take at least four months to close, with 46% taking seven months or more.

B2B Sales 52

B2B Sales Enterprise Management Work Management Marketing Management 52

Heinz Marketing

APRIL 20, 2023

B2B organizations can use intent data for sales enablement, ABM, and to assist with their digital marketing strategy. Using intent data helps target outreach through more precise and personalized marketing, increasing conversion rates. Intent data can also help with shortening sales cycles, preventing churn, and assists in upselling.

Purchase Intent 60

Purchase Intent Top of Funnel Purchase Intent 60

Zoominfo

FEBRUARY 7, 2023

Lead scoring Lead scoring is a system in which you assign point values to each lead or prospect, based on specific criteria, to prioritize leads and improve outreach. Personalization Creating a personalized sales outreach strategy is important for making sure that your sales pitch is relevant to your prospects.

Marketing Automation Services 130

Marketing Automation Services Marketing & Strategy Lead Scoring Lead Ranking 130

Webbiquity

FEBRUARY 5, 2021

Though this is normal, it leads to depreciating conversions and longer sales cycles, if not dealt with effectively. Frame concise and actionable content, comparisons and advantages on top of clear distinctions that matter more than features and tangible value. The pandemic of 2020 amplified this phenomenon.

B2B Sales 261

B2B Sales Top of Funnel Conversion Peer-to-peer 261

Tiecas

MARCH 15, 2024

According to the findings from the Manufacturing Content Marketing—Insights for 2023, published by the Content Marketing Institute, 68% of manufacturing marketers surveyed said they either don’t have one or it is not documented. For content marketing to be truly effective, it needs a strategy with resources behind it. “For

Advertising Agencies 92

Advertising Agencies Marketing Agencies 1 Paid Search Agency Ad Agencies 92

Oktopost

SEPTEMBER 21, 2023

Cost-effectiveness: Social selling tools bring significant lead generation and conversion results with minimal financial investment, it’s particularly advantageous for B2B businesses with painfully long sales cycles. If you’re part of an employee advocacy program , ensure your content stands out.

Sales Management 139

Sales Management Examples Top of Funnel B2B Thought Leadership 139

Outreach

JUNE 22, 2021

If they have to follow up afterward, their sales cycles will slow and their close rates will drop. Outreach has developed a shortcut to scale sales coaching in real time, giving your reps the information they need, right when they need it. How Kaia Saves Time for Managers + Shortens the Sales Cycle.

Work Management 89

Work Management Marketing Management Outreach Sales Cycle 89

Zoominfo

MAY 27, 2021

Erwin van der Vlist, CEO and founder of Speakap , experienced the power of Streaming Intent firsthand: “We recently closed three opportunities in half the time of our typical sales cycle. ZoomInfo tracks web browsing activity for a breadth of diverse content. Access to ZoomInfo Streaming Intent is like having a superpower.”.

Intent Data 246

Intent Data Intent Zoominfo Top of Funnel 246

Terminus

SEPTEMBER 21, 2017

With account-based marketing (ABM) , your marketing team should be actively involved in the sales process from first touch until the deal closes and beyond. Not only that, but marketing should be invested in improving pipeline efficiency and shortening the sales cycle. 3 Account-Based Approaches to Pipeline Velocity Campaigns.

Account Based Marketing 30

Account Based Marketing Sales Cycle Template Top of Funnel 30

Madison Logic

AUGUST 2, 2023

By leveraging data for better targeting, personalization, and optimizing campaigns based on buyer needs, B2B marketers can drive higher engagement and accelerate the conversion of target accounts across the sales cycle. Why Personalization Matters Today’s buyers no longer want a personalized experience; they demand it.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52