InsightSquared

APRIL 14, 2021

While dashboards are invaluable for looking back at what went right or wrong in a sales cycle, successful sales leaders use dashboards to be proactive and adapt sales strategies well before it’s too late. Because of this, we tend to overlook the individual value customer contracts are bringing us each year.

Ideal Customer Profiles 156

Ideal Customer Profiles Lead Ranking Top of Funnel Lead Scoring 156

Zoominfo

JANUARY 20, 2021

Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. Leads transform into customers by stepping through a carefully curated sales funnel.

Top of Funnel 162

Top of Funnel Sales Cycle Marketing Funnels Cross-Selling 162

The Marketing Blender

NOVEMBER 30, 2023

What are your unique selling points? Ignoring Existing B2B Customers Many B2B businesses focus on acquiring new customers but overlook the growth potential of their existing customer base. Your current customers are a valuable resource for driving additional revenue and fueling business growth.

Allocation 98

Allocation Marketing Budget B2B Churn Rate 98

Zoominfo

JULY 12, 2022

Your reps miss out on new sales, cross-selling, and upselling opportunities. Ineffective account-based selling Without accurate data, you can’t automatically match leads to accounts. This deprives sales teams of a cohesive view of individuals and behaviors within target accounts. The result?

Marketing Analytics Tools 130

Marketing Analytics Tools Top of Funnel High Quality Lead Lead Scoring 130

Zoominfo

MARCH 9, 2021

Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Top of Funnel Demand 225

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. How do you engage customers and get them excited about your offer? With high-quality intent data.

Churn Rate 130

Churn Rate Intent Signal Tips Cross-Selling 130

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. 4: Customer technology play. The timeless case for automation. 5: Form completion play.

Webinar Metrics 242

Webinar Metrics Zoominfo Automation Marketing & Strategy 242

Marketing Insider Group

JULY 1, 2020

As new business slowed (and in many cases came to a screeching halt) due to C-19, many companies have shifted their focus to existing customers. Now, sales and marketing want to increase customer engagement to make sure that their program is not cut as the C-suite looks to conserve cash. According to CSO Insights, 54.9%

Ideal Customer Profiles 304

Ideal Customer Profiles Work Management Planning Paid Search Agency 304

SalesIntel

MARCH 3, 2023

With ABM strategies evolving, today we can group them into two types: Acquisition metrics An acquisition metric will help to measure a system or standard for acquiring new clients, customers, and accounts. With expansion metrics, businesses can up-sell products to existing customers, such as upgrading their plans.

Account Based Marketing 52

Account Based Marketing Effectiveness Cross-Selling ABM 52

Zoominfo

AUGUST 1, 2023

Experian also found that only half of the companies surveyed feel their customer data is accurate enough to be used in their go-to-market (GTM) motions. Too Much Data, Not Enough Insight Two decades ago, businesses like Salesforce revolutionized how companies went to market by providing insights into valuable customer data.

Marketing Analytics Tools 130

Marketing Analytics Tools Generation Zoominfo B2B 130

InsightSquared

OCTOBER 2, 2020

You’ve asked for deeper visibility into your sales teams’ activity. . You wanted to see cross-functionally—broad and deep. It should come as no surprise—reps love selling. They love working with customers. Custom objects or standard fields. But you made it very clear—dashboards were no longer enough. . Negotiating.

Correlation 250

Correlation Forecasting Ideal Customer Profiles Cross-Selling 250

SalesIntel

APRIL 15, 2024

However, sales and marketing teams play a pivotal role in guiding customers through the sales funnel by addressing the unique demands and obstacles t customers encounter at each stage of the B2B buyer journey. While these deals may take longer to materialize, they often yield significantly higher returns per sale.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Zoominfo

JANUARY 13, 2021

Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. With B2B sales reports, sales leaders can decide which ways to: Adapt sales strategies Improve sales rep performance Optimize sales cycles. Metrics to Track in Sales Reports.

Top of Funnel 162

Top of Funnel Sales Qualified Leads Lead Ranking Touchpoints 162

InsightSquared

MARCH 15, 2019

The excitement generated throughout the sales cycle is quickly stymied once you realize that simply flipping the switch isn’t going to generate the massive ROI you anticipated because…. How will you manage deals through the sales cycle? What happens when an opportunity is won and handed off to customer success?

CRM 239

CRM Work Management Sales Cycle Cross-Selling 239

Zoominfo

OCTOBER 5, 2021

You’ve got butterflies, your team is excited and you know your customers are going to be impressed. It also puts focus on customer issues and how your solution applies to them, with easy access to continuous feedback. After all, your solution or service’s purpose (new or old) is to improve the customer experience.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Madison Logic

MAY 3, 2023

While ABM builds stronger customer relationships at all times, it is even more invaluable when marketers are increasingly asked to do more with less while maintaining brand visibility and market positioning. The goal is a cohesive, personalized customer experience through your content and sales interactions.

Account Based Marketing 52

Account Based Marketing ABM Budget Programs Cross-Selling 52

Madison Logic

MAY 3, 2023

While ABM builds stronger customer relationships at all times, it is even more invaluable when marketers are increasingly asked to do more with less while maintaining brand visibility and market positioning. The goal is a cohesive, personalized customer experience through your content and sales interactions.

Account Based Marketing 52

Account Based Marketing ABM Budget Programs Cross-Selling 52

SendX

AUGUST 18, 2020

To better market to their customers, email campaigns must target the local features of customers (besides their local language.) The main goal of any localization campaign is to help your business unlock its potential and enable you to cross multiple continents to build and engage your customer base.

Newsletter 195

Newsletter Privacy Cross-Selling Barriers 195

Martech

NOVEMBER 8, 2023

At the heart of top-performing B2B marketing programs lies a solid answer to the fundamental question: Do you truly know your best customers and where to find more of them? Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. The key takeaway?

Ideal Customer Profiles 124

Ideal Customer Profiles Profiling Marketing Management Intent Signal 124

Seismic

MAY 18, 2023

These include decreased ramp time, increased time actively selling, increased deal sizes during decreased sales cycles, and so much more. Without fail, customers who chose to follow proven methodologies faced fewer challenges as they moved to transformation. It’s an ongoing process of iteration and optimization.

Cross-Selling 97

Cross-Selling Consulting Advertising Agencies Work Management 97

InsightSquared

FEBRUARY 21, 2020

However, in order to set your RevOps organization for success, it’s critical to ensure leadership has a cross-functional view of not only the sales process but every function involved in revenue creation. . A head of sales prioritizes deals. A head of marketing is focused on MQLs. Think about how you learn a language.

Cross-Selling 177

Cross-Selling Webinar Metrics Top of Funnel Act-On 177

Martech

JANUARY 25, 2023

HubSpot for fiscal year forecasting and goals now lets you customize reporting for your fiscal year, eliminating the need to download forecasts and goals and manipulate them manually. Previously, your team had to create multiple quotes and invoices that could potentially confuse customers. Does your finance team use QuickBooks?

Ad Frequency 108

Ad Frequency Ideal Customer Profiles Hubspot Paid Search Agency 108

SmartBug Media

MARCH 13, 2024

But behind those numbers is something that is just as important to success—an engaged, supported, and fulfilled sales team. In a constantly evolving digital marketplace where customers have more choice and control than ever before, businesses need to create compensation plans that reward and respect their salespeople.

Planning 69

Planning Optimization Cross-Selling Lead Ranking 69

Engagio

SEPTEMBER 16, 2021

With Demandbase, we have the insights and ability to help post-sale, not just the Sales and Marketing pre-sale, but also upsell and cross-sell initiatives. But you can’t uncover those up- and cross-sell opportunities unless you’re in the know with your customers’ businesses and their priorities.

Top of Funnel 130

Top of Funnel Sales Management B2B Sales DemandBase 130

Seismic

JUNE 15, 2021

More and more, organizations are planning with sales enablement in mind and making strategic investments in sales technologies. With sales cycles becoming more complex, companies need to elevate their sales enablement programs to build a competitive advantage. I’ll share a few in this post!

Cross-Selling 98

Cross-Selling Sales Cycle Advertising Benchmark Organic Leads 98

Zoominfo

MAY 3, 2020

The modern B2B customer journey is more complex and multilayered than ever before. In a prospect’s path to become a customer, they often engage in numerous digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few. Attribution provides efficiency gains of 15-30%.

Marketing Attribution 130

Marketing Attribution Multi-Touch Attribution Paid Content Sales Management 130

Oktopost

MARCH 4, 2024

In this highly competitive and saturated market, SaaS companies must continuously meet their KPIs, drive customers down the B2B funnel, and ensure they stand out from their competition. An Amazon sale is completed in as few as two or three clicks. But the pressure to innovate is just one of the many challenges SaaS companies face.

Ideal Customer Profiles 62

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

SalesIntel

JULY 22, 2022

Sales is a complex process that requires careful planning and execution. There are many factors to consider when making a sale, from the product or service itself to the customer’s needs and wants. It can be difficult to know where to start, but there are some general sales considerations that apply to any industry.

Cross-Selling 52

Cross-Selling Advertising Agencies Sales Cycle Pricing 52

Heinz Marketing

NOVEMBER 30, 2021

How do you sell if you don’t know who you’re selling to? To truly answer this question, many adept B2B marketers know they must avoid a ‘ lazy ICP’ and know the value in developing a robust ideal customer profile. . Here are a few important questions to get answers to: How would you describe your ideal customer/account?

Ideal Customer Profiles 114

Ideal Customer Profiles Profiling Ad Building Cross-Selling 114

Sana Commerce

SEPTEMBER 15, 2023

Great sales seasons are inevitable but turning them into sustainable strategies that can steady your business requires more effort. In one poll by Gartner , sales and business leaders agree that ‘meeting quotas’ and ‘customer retention’ remain key priorities in the face of a potential economic downturn.

Top of Funnel 52

Top of Funnel Cross-Selling Customer Satisfaction Digital Marketing Funnels 52

InsightSquared

FEBRUARY 6, 2020

In fact, while Culture absolutely matters when it comes to reducing friction, our experience in working with customers shows Data, as the foundation of any successful RevOps journey—should be the highest priority. RevOps requires an end-to-end view of customer experience, grounded on comprehensive, common data and KPIs.

Barriers 177

Barriers Webinar Metrics Top of Funnel Cross-Selling 177

Seismic

MARCH 14, 2023

SMART sales goal example ABC Company has an ambitious sales team that wants to hit a sales target and make a clear impact on the business. They establish the following SMART goal to increase dollars resulting from up-sell opportunities: By the end of Q3, increase the number of customers who purchase add-on services by 20%.

Cross-Selling 52

Cross-Selling Eye-Tracking Sales Cycle Urgency Marketing 52

SmartBug Media

JUNE 5, 2020

Marketers and sellers in the manufacturing world today are trying to find new ways to speed up sales cycles, engage with growing buying committees, and sustain efficient revenue growth. Your ABM strategy should start by identifying your total addressable market (TAM) and ideal customer profile (ICP). That’s your ICP!

Account Based Marketing 95

Account Based Marketing Ideal Customer Profiles Paid Search Agency Advertising Agencies 95

Zoominfo

OCTOBER 5, 2021

Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. Marketing teams work in a cross-functional capacity to develop ongoing, omnichannel strategies that utilize a portfolio of tactics to connect value propositions to the right audience.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Top of Funnel Demand 130

Adobe Experience Cloud Blog

MARCH 29, 2019

Instead of reacting to leads that are interested in products, marketing needs to catch up and align with sales by proactively selling into accounts that are a great fit for the brand. While the idea of strategic selling has been around for a while, the technology has not. Land & Expand: Predictive Up-sell/Cross-sell List.

Account Based Marketing 133

Account Based Marketing Ideal Customer Profiles ABM Marketing AI 133

Zoominfo

FEBRUARY 7, 2023

Whether you’re starting from scratch or looking to revamp an existing sales strategy, creating campaigns based solely on instincts or assumptions is no longer acceptable. To craft an effective modern sales playbook , data and analytics must reign supreme. Sales strategies vary based on the customer segment, region , and team structure.

Marketing Automation Services 130

Marketing Automation Services Marketing & Strategy Lead Scoring Lead Ranking 130

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. Customer knowledge.

Account Based Marketing 120

Account Based Marketing ABM Enterprise Management Cross-Selling 120