The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% in IT spend for the year. Sure enough, Gartner has had to once again lower expectations , cutting in half their earlier growth estimates, now predicting only a 2% rise. growth were lowered to 1.2%

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

Zoominfo

JUNE 14, 2022

Missed opportunities, wasted spend, and animosity between sales leaders and their teams. Helping Salespeople Sell Sales professionals excel at forging meaningful connections with prospective customers. Despite these personal strengths, salespeople spend countless hours every week performing tasks that are better suited to automation.

Marketing Analytics Tools 130

Marketing Analytics Tools Work Management Marketing Management Ideal Customer Profiles 130

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. When you connect with a prospect, spend time doing research.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Top Rank Marketing

OCTOBER 19, 2023

It ensures that marketing and sales efforts are directed towards the most promising opportunities, reducing wasteful spending. By providing ongoing value and personalized experiences, ABM helps drive post-sale up-sells, cross-sells, and renewals. Drive post-sale expansion: ABM doesn’t end with the initial sale.

Rules 113

Rules B2B Marketing Work Management Customer Satisfaction 113

Salesforce Marketing Cloud

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always.

Work Management 95

Work Management Cross-Selling Marketing Management Marketing & Strategy 95

Sana Commerce

SEPTEMBER 15, 2023

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. Taking the time to define your prospects can help your teams sell that much more effectively.

Top of Funnel 52

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

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Data cannot be used simply to justify or defend marketing spend. We know the facts.

Marketing Automation Services 103

Marketing Automation Services Work Management Marketing Analytics Tools Marketing Attribution 103

Convince & Convert

MARCH 31, 2015

The fact is, the traditional lines of marketing are starting to blur as it increasingly crosses the line into informing product development and research. Even the role of IT is shifting, as leading Gartner analyst Laura McLellan recently predicted that by 2017 CMOs will spend more on technology than CIOs.

Work Management 151

Work Management Marketing Management Paid Search Agency Cross-Selling 151

Ledger Bennett

DECEMBER 8, 2020

Gartner ). In-person selling has dropped 52% since COVID-19, while digital interactions with Sales has increased as shown by a 41% increase in video-conferencing and a 23% increase in online chat. 74% of buyers use multiple channels to complete transactions with 76% expecting consistent cross-channel interactions. AppDirect ).

Statistics 52

Statistics B2B Marketing Planning Digital Transformation 52

Sprout Social

DECEMBER 6, 2023

It expands brand reach According to a recent study from Gartner , B2B buyers value third-party interactions 1.4 Focus on showcasing how your tool or service creates value in the life of your influencer partner, rather than standard solution selling. Spend some time brainstorming your strategy. Here’s how.

Work Management 115

Work Management B2B Marketing Marketing Management Paid Search Agency 115

Hubspot

JULY 27, 2023

Finding Time to Engage in Sales While it might seem paradoxical, sales reps spend only a third of their workweek actively selling. As a result, they can spend more time selling. According to Ilona Hansen, senior director analyst at Gartner , currently, 40% of administrative sales tasks can be automated.

Marketing AI 58

Marketing AI Tips Contingency Planning Ideal Customer Profiles 58

Seismic

JULY 1, 2019

Gartner says that they get 57% of the information they need on their own before engaging to sales. Gone are the days of transactional selling when a customer relationship ends after the purchase is made. We have a few tips to help you understand what has changed and how you can modernize your approach to today’s sales cycle.

Sales Cycle 66

Sales Cycle Cross-Selling Gartner B2B Sales 66

LeanData

OCTOBER 5, 2021

Forget the Sales stack or the MarTech stack, said Craig Rosenberg , distinguished analyst, VP at Gartner, in his presentation, “Powering the Revenue Engine: The 2022 Revenue Tech Stack.” Hybrid/virtual selling is an accelerant. Drew spoke as to how a $100,000 B2B investment should be as easy and as simple as a $100 B2C spend on Amazon.

Marketing Analytics Tools 92

Marketing Analytics Tools Top of Funnel Lead Ranking Digital Marketing Funnels 92

SalesIntel

FEBRUARY 1, 2022

In the pursuit of growth, many businesses sell into the accounts already in their CRM and marketing automation systems, oblivious to the large number of suitable prospects not in their data. It is the maximum amount of money a company may produce by selling its product or service in a specific market. 1) Top-down.

Planning 52

Planning Marketing Automation Services Cross-Selling Paid Search Agency 52

SalesIntel

FEBRUARY 1, 2022

In the pursuit of growth, many businesses sell into the accounts already in their CRM and marketing automation systems, oblivious to the large number of suitable prospects not in their data. It is the maximum amount of money a company may produce by selling its product or service in a specific market. 1) Top-down.

Planning 52

Planning Marketing Automation Services Cross-Selling Paid Search Agency 52

Sana Commerce

OCTOBER 9, 2022

Why should you sell to the ANZ region? The country’s rise has been ignited by the rise of the middle class , who have more disposable income to spend. The challenges when selling to the region. Cross-border e-commerce. Australians have money to spend and demand is high for quality products from North America.

B2B 52

B2B Lead Scoring Lead Ranking Cross-Selling 52

Valasys

APRIL 3, 2023

In order to supplement their first-party data with a wider range of intent data sources, these organizations might sell that data to marketers at other businesses. Data on third-party intent: Some businesses sell information obtained from third-party websites to B2B marketers. Data from third parties is a different matter.

Intent Data 52

Intent Data Intent Marketing AI Marketing Analytics Tools 52

Customer Experience Matrix

DECEMBER 1, 2017

Cross-device matching and cross-channel identity matching (a.k.a. To take a more positive view: voice interfaces will force innovation in how marketers sell and put a premium on agent-based services that make more decisions for consumers. onboarding”) are part of this too. growth in voice interfaces.

Marketing AI 149

Marketing AI Cable Paid Search Agency Amazon 149

The Lead Agency

AUGUST 20, 2020

Now, however, it’s more difficult for B2B marketers to define exactly who they are selling to: 64% of C-suite executives have final signoff on a purchase decision, 81% of non-C-suiters also have a say in it. Budget changes: Half way through 2020, digital ad spend was down 33% and traditional media spend down 39%.

Marketing AI 83

Marketing AI Trends B2B Marketing Paid Search Agency 83

TrustRadius Marketing

OCTOBER 3, 2022

Gartner predicts that 80% of B2B sales interactions will be digital by the mid-2020s, and according to the TrustRadius B2B Buying Disconnect survey, 77% of buyers say that once they identified a need, their first step was to do their own research. Consumer behavior continues to shift toward digital-first buying. Understand your target market.

Intent Data 52

Intent Data Top of Funnel Intent Work Management 52

Martech Advisor

AUGUST 21, 2019

It’s the only way to adequately monitor processes like lead generation, brand awareness campaigns, and cross-selling endeavors. In a recent survey we conducted of professional services organizations, 73% of respondents said they spend at least an hour each day switching between different apps.

Work Management 58

Work Management Marketing Management Resource Management Marketing Automation Services 58

Adobe Experience Cloud Blog

AUGUST 2, 2016

In fact, according to Gartner’s report, “Predicts 2014: Seizing the Digital Business Advantage,” 20% of all market leaders will lose their dominant position to a company founded after the year 2000. Repeat customers spend more. Look for Moments of Cross-Sell and Upsell Intent.

Marketing Automation Services 48

Marketing Automation Services Cross-Selling Thought Leadership Marketo 48

Seismic

SEPTEMBER 8, 2019

The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. With this awareness, 90% of B2B executives intend to maintain or increase spending on customer experience. And Gartner data says that 89% of executives believe that CX will be their primary mode of competition by the end of 2016.

Sales Management 45

Sales Management B2B Sales Top of Funnel Work Management 45

Sharpspring

OCTOBER 12, 2017

Gartner predicts that by 2020 a full 85% of consumers will manage their customer relationship without talking to a human. A centralized marketing automation hub helps marketers generate leads, nurture their pipeline, manage their customer relationships, and optimize their marketing spend. The New Age of Marketing . Conversion.

Small Business Marketing 45

Small Business Marketing Marketing Automation Services Marketing Automation Automation 45

accelerate agency

APRIL 12, 2023

You’re not selling software as a one-off purchase but rather with an all-in ongoing service model. Overall, companies spend 58% of their marketing budgets on digital marketing—but that rises to 89% for businesses that sell entirely online. That’s because free trials are hugely effective in selling SaaS products.

Marketing Budget 52

Marketing Budget Paid Content Work Management Paid Search Agency 52

accelerate agency

OCTOBER 21, 2020

One which can help you with what is often the tough job of selling your service to prospective customers. Spend time on your site’s SEO. How to sell your service. You have a product, you promote it and market it, and then you hopefully sell it to lots of customers. . So you need a different strategy to sell SaaS products.

Paid Content 81

Paid Content Marketing Budget Work Management Paid Search Agency 81

Conversica

NOVEMBER 28, 2018

Conversica’s AI Customer Success Assistants are designed to drive increased renewal and upsell and cross-sell opportunities while improving the overall employee and customer experience. To learn more, visit conversica.com and follow the company on Twitter , LinkedIn and Facebook.

Marketing AI 40

Marketing AI Work Management Marketing Management Conversion 40

Strategic-IC

JULY 14, 2021

But while a marathon is measured by crossing the winning line after 26.2 Equally, the C-suite spends significant time working very closely with C-suite counterparts in their clients and target accounts. You are not trying to please (and sell to) everyone. You close deals faster ( 28% faster according to a survey by Gartner ).

Account Based Marketing 62

Account Based Marketing Ideal Customer Profiles Paid Search Agency Work Management 62

QuanticMind

JANUARY 21, 2020

Businesses that utilize ABM invest more in accounts that are likely to close, rather than spending a little on a wide variety of leads that likely won’t turn into sales. According to a recent Gartner survey, 75% of B2B customers agree that their purchase involved people from a wide variety of roles, teams, and locations. .

Account Based Marketing 52

Account Based Marketing Demand Generation Agencies Demand Generation Lead Scoring 52

Pam Didner

JULY 5, 2020

In a survey, Gartner found 75% of B2B buyers agreed people from different locations and roles are involved in purchasing decisions. Utilize firmographics such as: Annual revenue Industry Company size Location Consider whether these accounts present opportunities for new revenue or upsell or cross-sell.

Account Based Marketing 86

Account Based Marketing Sales Management Paid Content ABM 86

Marketing Insider Group

FEBRUARY 5, 2024

Wallaroo) Social media advertising spending is expected to surpass $300 billion in 2024. HubSpot) B2B bloggers spend on average 26% more time on each post compared to B2C bloggers. Mailchimp) Google Analytics allows cross-platform data analysis and can reduce reporting time by 50%. seconds over the past two decades.

Paid Content 221

Paid Content Stats Marketing Budget Webinar Metrics 221

Content Standard

FEBRUARY 8, 2022

Once that line is crossed, customer trust and loyalty are difficult to win back. According to Gartner , more than half of consumers will unsubscribe and over a third (38%) will stop doing business with the brand altogether if a personalized message is perceived to be “creepy.” and have not been reviewed by Gartner.

Personalization 140

Personalization Gartner Marketing & Strategy Allocation 140

Zoominfo

JULY 14, 2023

Customer acquisition cost (CAC): Customer acquisition cost, or CAC, is the total amount your business has to spend in order to acquire new customers. Align with key stakeholders Cross-functional alignment is an essential yet often overlooked step in building a B2B marketing strategy. Consistency is key when it comes to marketing.

Paid Content 130

Paid Content Planning Marketing Report Marketing Budget 130

markempa

FEBRUARY 6, 2018

According to CEB, now Gartner, “Only 28% of sales leaders report that account management channels regularly meet their cross-selling and account growth targets.” Brent Adamson: I work with an organization formerly known as CEB and has now been acquired by Gartner. What can sales do better?

Organization 264

Organization Research Work Management Marketing Management 264

The ROI Guy

NOVEMBER 8, 2006

Improved up-sell / cross-sell is a good example of an indirect benefit from a new CRM system that helps the call center improve its interaction with customers. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Latest Research.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

Heinz Marketing

AUGUST 25, 2020

When you think about how you sell and market your solutions, you might think you’re only addressing a single person – maybe it’s the one who signs on the dotted line; or the person in charge of implementation; or even the end user. According to Gartner , 77% of B2B buyers stated that their latest purchase was very complex or difficult.

Buy 103

Buy Ideal Customer Profiles B2B Marketing Buyer Personas 103

Terminus

MAY 23, 2019

That’s fine if you’re selling high velocity, e-commerce or consumer, but that’s not B2B. But if that’s what you measure, and how you report on success, that’s where you’ll spend most of your time. According to Gartner, there are 9.6 You manage what you measure. B2B buyers are signing up with you for the long haul.

Top of Funnel 20

Top of Funnel Sales Qualified Leads CPL Cost per Lead 20