Madison Logic

NOVEMBER 30, 2023

B2B marketing is not just about selling a product or service. It’s about building positive brand awareness and strong relationships throughout the entire customer lifecycle. We face a changing B2B buying landscape with longer sales cycles and larger buying committees made up of increasingly independent decision-makers.

Demand 52

Demand Brand Identity Branding Work Management 52

NuSpark Consulting

FEBRUARY 5, 2017

” What to Look for in a Vendor. Most predictive analytics vendors make use of multiple data points to help “feed” the models and forecast potential high-value accounts. B2B organizations are accustomed to the idea of defining their ideal client and creating personas to inform marketing and content. Research Vendors.

Account Based Marketing 100

Account Based Marketing Marketing Automation Services Marketing Management Top of Funnel 100

Madison Logic

SEPTEMBER 8, 2022

Buyers are looking for vendors they can trust, and if your content highlights your credibility, that can be a checkmark for your buyer. Through the ML Platform integration with Salesforce, your team can build a nurture program that overlays your sales opportunity pipeline that helps progress deals at every stage of the sales cycle.

Work Management 52

Work Management Multi-Channel Marketing Management Top of Funnel 52

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

Hubspot

MAY 19, 2020

Upsell, cross-sell, or renewal : As most sales reps can attest, it’s often easier to sell more to an existing customer than to close an entirely new customer. An ideal customer profile like the company version of an individual buyer persona. Get Insights on Contacts to Shorten Sales Cycles.

Ideal Customer Profiles 78

Ideal Customer Profiles Account Based Marketing ABM Enterprise Management 78

DealSignal

NOVEMBER 1, 2022

The Ultimate Checklist: Questions to Ask B2B Data Vendors What types of intent data are there? The essence of B2B intent data is to proactively identify potential buyers searching online for similar products and services that your company is selling. The Ultimate Checklist: Questions to Ask B2B Data Vendors. GET THE CHECKLIST.

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52

Varicent

MARCH 24, 2022

Managing a sales pipeline clearly matters to the salesperson, the sales manager, and ultimately the business. The Stages of the Sales Pipeline. The stages and sequencing of the sales pipeline process are the foundations for effective selling. What’s the Importance of a Sales Pipeline? 8) Negotiation.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Top of Funnel 52

LeadSloth

AUGUST 24, 2009

If possible, create personas for all people involved in the buying process. In complex B2B sales situations you cannot rely on product-centric communications, nor on discounts (&# this week 10% off!&# ). For each persona you need to have relevant content: whitepapers, blog posts, case studies, webinars, and so on.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

DealSignal

MAY 3, 2021

The essence of B2B intent data is to proactively identify potential buyers searching online for similar products and services that your company is selling. Comparing vendors on a third-party review website. This is something not typically provided by vendors—you would get this from your internal tech stack.

Intent Data 52

Intent Data Ideal Customer Profiles Intent B2B Sales 52

NuSpark Consulting

JULY 7, 2013

The benefits of lead nurturing are: Automatic lead qualification, meaning increased sales productivity. Shortening of sales cycles. Nurturing advances prospects through the purchase funnel, increases their lead score, and provides additional sales opportunities. When should they go to sales? Buyer Persona. .

Lead Nurturing 100

Lead Nurturing Template Lead Scoring Lead Ranking 100

InsightSquared

JUNE 8, 2021

New integration provides automated enrichment and analytics of contacts identified during active sales cycles and customer relationships to reduce risk and improve forecast accuracy. Operations teams cannot conduct deep analytics, assess the effectiveness of sales processes, or identify next steps to optimize outcomes.

Enterprise Management 156

Enterprise Management Contacts Advertising Agencies Work Management 156

B2B Digital Marketer

OCTOBER 13, 2020

Today as CEO of midwest-based Proteus, Knecht’s focus is on leveraging technology to empower and engage buyers in complex B2B sales cycles. The company’s newest product, ProteusEngage helps sales leaders take guessing out of the previous “dark-out” periods that so often slow or kill the sale between qualified to close in the process.

Trust Marketing 52

Trust Marketing Sales Management B2B Marketing Planning 52

Pam Didner

JANUARY 20, 2021

Even though sales enablement is situational and evolving, it’s still important to define sales enablement for the context of this guide. . This definition focuses on setting up a systematic process to assist sales, so they can have productive conversations with relevant prospects and existing customers.

Enterprise Management 138

Enterprise Management Work Management Marketing Management Ideal Customer Profiles 138

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. Tech vendors, agencies, media platforms and more. Who do you sell to? Who should you really be selling to? You can’t really sell to everyone in health care.

Sales Management 134

Sales Management Work Management Peer-to-peer Marketing Management 134

Marketing Insider Group

JANUARY 9, 2024

It’s worth noting: The tactics employed and the frequency of touches will depend on the solutions you sell and the buying cycle of the prospect. Most economic buyers evaluate you based on: “How you sell me indicates how you will serve me.” Upsell and cross-sell These techniques can improve your average order value.

Lead Nurturing 150

Lead Nurturing Sales Management Top of Funnel Lead Ranking 150

Engagio

APRIL 20, 2020

Virtual events, direct mail, cross-channel digital, the telephone – they are all still alive, working and productive from what we’ve seen in the field the past couple weeks. Many marketing organizations have doubled down on customer retention, up-sell and cross-sell strategies, often leveraging incoming intent data signals.

Work Management 131

Work Management Tactics Account Based Marketing Marketing Management 131

Engagio

APRIL 20, 2020

Virtual events, direct mail, cross-channel digital, the telephone – they are all still alive, working and productive from what we’ve seen in the field the past couple weeks. Many marketing organizations have doubled down on customer retention, up-sell and cross-sell strategies, often leveraging incoming intent data signals.

Work Management 87

Work Management Tactics Account Based Marketing Marketing Management 87

SnapApp

JUNE 5, 2018

Today, marketing and sales teams need to be tightly aligned and a set of shared goals and KPIs to work from (i.e. marketing only celebrates when sales does). Both teams should be in regular communication about the questions each persona is asking at different stages of the sales funnel.

Lead Qualification 81

Lead Qualification Lead Ranking Sales Management Lead Scoring 81

Single Grain

NOVEMBER 29, 2019

Easy access to buyer personas and customer conversations isn’t available: Sales executives spend a lot of their time in meetings in order to discuss the available leads, get access to the data, sales KPIs, etc. 5) Upsell and Cross Sell to Customers. Upselling means selling products of a higher price to customers.

Marketing Automation Services 124

Marketing Automation Services Digital Asset Management Marketing Automation Work Management 124

Content Standard

OCTOBER 20, 2023

Content atomization is a strategy primed to address the unique challenges of healthcare marketing, especially if you’re selling into large, complex organizations such as hospitals, health systems, payors, or large group practices. I’ve seen them creep into the 3-5 year range.)

Marketing AI 59

Marketing AI Work Management Marketing Management Planning 59

SnapApp

SEPTEMBER 8, 2017

You’ll learn how to create a lead funnel that delivers only the most well-nurtured and qualified leads to your sales team. . . The result : Less time screening, more time selling. . This is a fundamental shift from the “old days” where the concept of lead generation was finding a pool of names and passing them to sales.

Top of Funnel 92

Top of Funnel Sales Management Lead Ranking Sales Qualified Leads 92

Terminus

DECEMBER 9, 2020

That’s why we put together this resource that can help marketing team members navigate this conversation with their leadership team and/or help VPs or CMOs sell the value of ABM to all revenue teams. We’re here as advocates for those executing account-based programs, but we’re also here as a resource for the teams looking to get started.

Account Based Marketing 55

Account Based Marketing ABM Marketing Budget Top of Funnel 55

SnapApp

AUGUST 1, 2017

A prospect is a contact who fits one of your buyer personas but has yet to express interest. Determining if a contact is a prospect is the first step in the sales process. Sales reps should only take calls with SQLs—those who have pain, budget and ability to make a purchase decision. . . Demand gen doesn't end at the sale.

Demand Generation Agencies 74

Demand Generation Agencies Demand Generation Top of Funnel Lead Ranking 74

Hubspot

NOVEMBER 7, 2023

You can also identify specific regions or industries to sell into and benchmark your average sales cycle. Scaling a sales process. A repeatable sales process is key to testing new sales motions and strategies. These learnings can then be applied to your personas and top-of-funnel marketing activity.

CRM 70

CRM Sales Management Work Management Marketing Management 70

Adobe Experience Cloud Blog

MAY 8, 2018

ABM is widely used in B2B marketing because it’s well suited to the long sales cycle, helps build customer relationships with multiple stakeholders, accelerates the sales process , and offers multiple opportunities to close the deal. In addition, ABM is precise, targeted, personalized , and measurable.

Account Based Marketing 134

Account Based Marketing Planning Marketing Automation Services ABM 134

SnapApp

DECEMBER 14, 2016

Segment these campaigns based on each persona of yours and speak to their unique needs. Provide solutions and start them on the sales funnel. Don't just sell - genuinely listen, understand and provide tailored support through the use of clever lead nurturing. Ranked #1 Global Digital Marketing Influencer. Mobile Video.

Paid Content 62

Paid Content B2B Marketing Trends Sales Management 62

The ROI Guy

AUGUST 4, 2010

Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business? This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Connecting with diverse purchasing committees is difficult for even the best sales professional.

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40

Vidyard

OCTOBER 8, 2021

To build on that trust, embracing video as part of your virtual selling strategy is a wonderful way to connect with your clients face-to-face in our new digital world. Security and legal compliance add another layer of complexity to virtual selling in the financial services industry. Video for Sales Statistics 1.1 Vlog Videos 1.3

Enterprise Management 65

Enterprise Management Work Management Marketing Budget Marketing Management 65