DiscoverOrg

MARCH 3, 2017

Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game. No sales rep is perfect in every category. Sales Team Attributes. The sales team attributes we assessed were: Adapting to change. Sales Skill. It’s a game of give and take.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

Only B2B

FEBRUARY 28, 2024

Intent is the lifeblood of sales. In the fiercely competitive B2B sales landscape, where businesses are vying to paint in lime green, standing out can be daunting. Learn how to leverage intent data for sales and craft the perfect sales strategy to increase your ROI and achieve sales targets.

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

Zoominfo

APRIL 15, 2018

The importance of data cannot be understated in the modern sales landscape. Now, data and analytics reign supreme when it comes to running a successful sales organization. Maybe you’re new to data-driven sales, or maybe you just need to brush up on how to leverage data as part of your sales strategy.

Marketing & Strategy 170

Marketing & Strategy Marketing Automation Services Lead Scoring Lead Ranking 170

Martech

DECEMBER 4, 2023

Getting real with upper-funnel expectations We need to rethink how we approach the early stages of marketing traditionally focused on brand awareness. Tracking upper-funnel and B2B activities is challenging but feasible. Many media platforms provide brand lift studies. the tactic positively impacts revenue or leads).

B2B Marketing 104

B2B Marketing Trends B2B Planning 104

Martech

MARCH 11, 2024

Beyond removing outdated or duplicate records, implement processes to validate the quality of incoming data and standardize data formats across your database. Find your marketing sweet spot within the identity funnel Conduct a comprehensive assessment of your marketing initiatives to pinpoint where identity plays a pivotal role.

Cost per Acquisition 120

Cost per Acquisition Multi-Touch Attribution Data Hygiene Top of Funnel 120

Tony Zambito

JANUARY 3, 2016

Nearly 60% indicated they were frustrated their buyer personas were based on typical product management and sales intelligence factors and did not result in the expected deeper understanding – this is the same result from the previous year. Important Correlations Uncovered. 80% of the respondents were from B2B organizations.

Buyer Personas 100

Buyer Personas Correlation Effectiveness Ideal Customer Profiles 100

Tony Zambito

OCTOBER 22, 2020

According to a number of recent surveys, we are seeing an enormous shift in sales turning to remote selling. In a recent McKinsey study, nearly two-thirds of B2B buyers indicated that remote interaction was equal to or better than before the pandemic. An issue that has kept the marketing and sales misalignment conversation ongoing.

Design 226

Design Buyer Personas B2B Sales Interactive Marketing 226

Binary Demand

FEBRUARY 23, 2024

[ps2id id=’Introduction’ target=”/]Based on a recent HubSpot report, 35% of surveyed marketers prioritized B2B demand generation activities in 2022, indicating a noticeable shift from tactical demand generation to a more strategic approach in the current and future of B2B demand generation marketing.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

Seismic

AUGUST 25, 2019

.” – Peter Drucker, father of modern management theory. ‘Sales efficiency’ and ‘sales effectiveness’ sound like vague concepts, but they can actually have a significant impact on the success of your sales strategy. If you can improve sales productivity, then why wouldn’t you?

Efficiency 72

Efficiency Effectiveness Enterprise Management Work Management 72

Metadata

DECEMBER 1, 2021

“If a new founder or marketing team wanted to build a category, which companies would you tell them to study in B2B SaaS? Here’s a list of the top responses I got (and the top companies you need to study for category creation). The top 10 companies to study for category creation: 1. Asana – “Task Management”.

Studies 52

Studies Work Management Marketing Management Account Based Marketing 52

ANNUITAS

AUGUST 30, 2018

As we were going through a refresh of our targeted personas, we noticed an increase in engagement with leadership roles that have revenue responsibility (sales leaders, business unit leaders, and even CEOs). Why is marketing’s story so different than sales? Lack of Trust in the CMO.

CMO 197

CMO Demand Generation Agencies Demand Generation Top of Funnel 197

ANNUITAS

NOVEMBER 29, 2023

For those CEOs who are former accountants, investment bankers or management consultants, they often look to financial levers as a path to driving profits. Altimeter’s 2023 State of Digital Transformation study found that only 2% of CMOs today are being tasked to drive their organization’s digital transformation.

CMO 147

CMO Positioning Marketing Analytics Tools Peer-to-peer 147

Hubspot

MARCH 15, 2018

These days, almost every new hire in sales is told to read " The Challenger Sale.". It's a great book based off one of the largest studies ever done in sales. Download more free summaries of top sales books here. That's why this post is a five-minute review of the Challenger Sales Approach. Grab it here.).

Ideal Customer Profiles 98

Ideal Customer Profiles Correlation Profiling Training 98

Salesforce Marketing Cloud

JUNE 12, 2023

AI will not become the new marketer, service rep, or salesperson. AI is the future of work A new Salesforce study on digital skills in the workplace concluded, “The path forward is upskilling. Natural Language Processing Basics : Learn the basics of Natural Language Processing (NLP), from tokenization to sentiment analysis.

Marketing AI 98

Marketing AI Peer-to-peer Correlation Lock-In 98

Moz

JANUARY 14, 2020

Posted by Alan_Coleman Hello Moz readers, We’re proud to bring some insights from the Wolfgang E-Commerce KPI Study 2020. The annual study provides KPI benchmark data which allow digital marketers analyze their 2019 performance and plan their 2020. Let’s count down to the strongest correlation in the study: 4.

Studies 69

Studies Correlation Marketing Websites Top of Funnel 69

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Work Management 95

Work Management Peer-to-peer Marketing Management Sales Cycle 95

NetLine

MARCH 21, 2022

In Embedding ABM: Next Steps for Market Leadership —ITSMA and the ABM Leadership Alliance’s fifth annual ABM benchmark study—you’ll learn about the current state of ABM and the five ways that ABM leaders stand apart to generate more substantial results. Clearly, there is a correlation between program age and program success.

Account Based Marketing 52

Account Based Marketing ABM Advertising Benchmark Studies 52

PureB2B

MAY 30, 2022

In this article, I’ll show you how you can build a system that will help you generate a steady flow of sales-ready leads using social media. Social selling is the process of using social media in a way that’s going to benefit your business. Today, more than ever, social media is an important part of the sales process.

Ideal Customer Profiles 62

Ideal Customer Profiles Landing Pages Paid Search Agency Social Media 62

Convince & Convert

MARCH 7, 2024

The 23-page research study, How Go-To-Market Strategies are Evolving with AI , surveyed 275 go-to-market leaders across various departments to explore AI usage in GTM teams, its impact on strategy, successful AI technology stacks, and future AI benefits. Very few companies are decreasing their hiring due to efficiency gains.

Marketing Analytics Tools 140

Marketing Analytics Tools Marketing AI Lead Ranking Research 140

SalesIntel

MARCH 14, 2024

Amidst the vast sea of data available, three key sets—technographics, firmographics, and buyer intent—have emerged as indispensable tools for driving sales success. This guide delves into the strategic integration of technographics, firmographics, and buyer intent into sales processes. What is Technographic Data?

Buyer Intent 52

Buyer Intent Intent Marketing Budget Ideal Customer Profiles 52

Moz

NOVEMBER 27, 2018

Correlation studies have been a staple of the search engine optimization community for many years. Each time a new study is released, a chorus of naysayers seem to come magically out of the woodwork to remind us of the one thing they remember from high school statistics — that "correlation doesn't mean causation."

Lead Ranking 51

Lead Ranking Correlation Lead Scoring SERP 51

Tony Zambito

FEBRUARY 4, 2022

In this world of new realities, business leaders in operations, marketing, and sales desire such deep understanding to expand and grow. . Or some may say study-oriented. With an emphasis on analytical correlation to arrive at insights. In the new realities of today, this type of lengthy process will no longer work.

Buyer Personas 219

Buyer Personas Correlation Fulfillment Analysis 219

Zoominfo

AUGUST 16, 2018

Lead nurturing is the process of developing meaningful relationships with potential customers throughout every stage of the buyer’s journey. Instead of forcing a sales pitch on someone who may not be ready, nurturing identifies the needs of the prospect and provides them with the answers they are searching for. Enter, lead nurturing.

Lead Nurturing 100

Lead Nurturing Lead Ranking Sales Management Lead Scoring 100

Seismic

SEPTEMBER 8, 2019

The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase process, from the vendor to the buyer, and the changing expectations that prospects have of sales reps and the sales experience.

Sales Management 45

Sales Management B2B Sales Top of Funnel Work Management 45

ANNUITAS

MAY 21, 2020

The Interactive Advertising Bureau , a conglomerate of 650 leading media and technology companies, defines attribution as: The process of identifying a set of user actions (“events”) across screens and touchpoints that contribute in some manner to a desired outcome and then assigning value to each of these events.

Marketing Attribution 264

Marketing Attribution Lead Ranking Planning Top of Funnel 264

Tony Zambito

DECEMBER 20, 2015

A recent survey conducted by Cintell*, entitled 2016 Benchmark Study On Understanding B2B Buyers , indicates that high performing organizations utilized qualitative research for their buyer personas. The study focused entirely on the use of buyer personas for understanding B2B buyers. Analysis by Yamini Ahluwalia.

Buyer Personas 100

Buyer Personas Research Studies Demand Generation Agencies 100

Marketing Insider Group

NOVEMBER 9, 2020

That’s right, for just $8,000 per month, you can get a content marketing strategy , a year’s worth of content ideas , an SEO audit and keyword strategy , external link building, conversion funnel development, and paid promotion to reach all the new people you need to grow your business. What about results? Image: CMO Survey.

Marketing Budget 294

Marketing Budget Paid Content Budget Programs Marketing Budget Creation 294

Hubspot

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Marketing AI 55

Marketing AI Tips Work Management Ethics 55

Parse.ly

AUGUST 12, 2021

Bottom-of-funnel, decision-stage content is all about generating revenue. You must educate and build trust with your readers in the prior stages The Content Marketer’s Funnel to get them ready to purchase. Convert the buying-ready with bottom-of-funnel content. to optimize your content marketing funnel. Case studies.

Top of Funnel 52

Top of Funnel Marketing Funnels Content Landing Pages 52

Heinz Marketing

MAY 18, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We talk about precisely how getting more sleep can help you get more sales.

Top of Funnel 126

Top of Funnel Peer-to-peer Case Studies B2B Sales 126

Vision Edge Marketing

NOVEMBER 2, 2021

In a different study, McKinsey found a strong correlation between innovation and performance. In a different study, McKinsey found a strong correlation between innovation and performance. Process the acts of change, any change, as unpleasant. They: Are unaware that there is a different way. Don’t know how to try.

Peer-to-peer 181

Peer-to-peer Work Management Marketing Management Planning 181

ANNUITAS

JANUARY 7, 2019

Most of our ANNUITAS Perpetual Demand Generation® work was being requested by C-level and Sales leaders with revenue responsibility – not CMOs, as we had previously suspected – and they are frustrated with Marketing’s performance in and around Demand Generation. Why is marketing’s story so different than sales?

CMO 164

CMO Demand Generation Business Correlation 164

Canadian Marketing Association

DECEMBER 12, 2019

As Canadians, we should all be concerned, but why is reputation and trust management so important for marketing and communications professionals in particular? Reputation has historically been difficult to measure, as it presumes some correlation between a good or bad reputation and sales or stock value.

Work Management 62

Work Management Marketing Management Correlation Trust Marketing 62

DiscoverOrg

APRIL 12, 2017

The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out. In the same manner, many sales intelligence data providers claim to have high levels of accuracy. In Account-Based Sales Development (ABSD), data quality is critical for scaling effectively. Setting up the A/B data test.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

Directive Agency

NOVEMBER 15, 2018

Is There a Kink in My Funnel? Those are all useful tactics, but we can’t forget how our inputs correlate with our clients’ marketing funnel. Marketers have different ideas on what falls into what within each stage of the marketing funnel. They call your sales team. Optimizing for Your MOFU Keywords.

Sales Management 63

Sales Management Lead Generation Top of Funnel Lead Scoring 63

Vision Edge Marketing

FEBRUARY 22, 2022

A study by McKinsey Global Institute found a strong correlation between initial consideration and organic growth. How to Determine the Intersection of Your Sales Process and Customer Consideration. Map the customer journey to your internal pipeline management process. . What do you need next to grow?

Work Management 183

Work Management Marketing Management Lead Ranking Buy 183

Seismic

JANUARY 23, 2019

While Sales always has hard targets in mind, Marketing’s focus is a little more ethereal. Sales and Marketing both require different skill sets, ways of thinking, and planning. If Sales can track everything down to the last cent, why can’t we see exactly how much money Marketing is driving? Being a marketer isn’t easy.

Effectiveness 64

Effectiveness Planning Enterprise Management Correlation 64