Zoominfo

JANUARY 15, 2021

Sales professionals also need access to extensive intelligence such as buying signals, reporting structures, and tech stacks. When sales teams adapt lead intelligence to selling strategies, they gain better perspectives of ideal target customers. How Can I Optimize Intelligence in the Sales Cycle?

Top of Funnel 207

Top of Funnel Sales Qualified Leads Sales Cycle Cross-Selling 207

Marketing Insider Group

JULY 22, 2020

Shorter sales cycles with a 27% quicker trajectory in profit growth. Sales Velocity. Perhaps the ultimate goal of any marketing strategy, ABM or otherwise, it is increase sales. Sales velocity can help your team determine exactly how their efforts are influencing revenue. Cross-Sells and Upsells.

Account Based Marketing 258

Account Based Marketing ABM Sales Qualified Leads Lead Ranking 258

Adobe Experience Cloud Blog

AUGUST 24, 2016

To thrive and succeed in today’s competitive environment, you need to incorporate cross-sell and upsell into your marketing strategy to reap the full benefits of your hard-won customers. In fact, data from Forbes reveals 90% of the customer value for B2B businesses is actually obtained after the initial sale.

Cross-Selling 48

Cross-Selling Webinar Metrics Top of Funnel Lead Ranking 48

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. Are we overlooking up-selling and cross-selling to this high-value customer? Average Sales Cycle.

Ideal Customer Profiles 156

Ideal Customer Profiles Lead Ranking Top of Funnel Lead Scoring 156

Zoominfo

JANUARY 20, 2021

Sales Pipeline. The sales funnel illustrates and helps measure conversion rates, while the sales pipeline outlines actions taken by sales reps throughout the sales cycle. So if you need a visual for your current sales cycle state and your prospects’ stages, create a sales funnel unique to your organization.

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? Important metrics to monitor include average deal size, customer retention rates, lead conversion rates, sales cycle length, and growth indicators. They have already demonstrated trust in your brand, making it easier to upsell or cross-sell additional products or services.

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

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 increase renewals, upsells and cross-sell opportunities? 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. This play significantly eases the cross-sell and upsell motion to the ZoomInfo customer base. #5:

Webinar Metrics 242

Webinar Metrics Zoominfo Automation Marketing & Strategy 242

Zoominfo

MARCH 9, 2021

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. A demand generation manager must work cross-functionally with teams across the organization to build out a demand generation plan. Beyond the Funnel.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Top of Funnel Demand 225

SalesIntel

APRIL 15, 2024

Lengthy Sales Cycles Unlike B2C purchases, which often involve smaller transactions with fewer decision makers, B2B transactions typically entail longer and more complex sales cycles. Closing substantial deals with large decision-making teams results in protracted sales cycles.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

SalesIntel

MARCH 3, 2023

With expansion metrics, businesses can up-sell products to existing customers, such as upgrading their plans. Additionally, it’s also possible to cross-sell products and services to current clients. An increased number of cross-sells and upsell deals are factors that determine existing client retention.

Account Based Marketing 52

Account Based Marketing Effectiveness Cross-Selling ABM 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. Long-term sales metrics.

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? Talk about buyer’s remorse. This is quite often the case with CRMs. So hear me out.

CRM 239

CRM Work Management Sales Cycle Cross-Selling 239

Marketing Insider Group

JULY 1, 2020

But, sales and marketing’s focus should have always been balanced between new and existing customer as sales cycles in existing accounts are at least 50% shorter than new accounts. This is a huge savings in cost of sales and marketing investment in return for greater profitability and revenue growth.

Ideal Customer Profiles 304

Ideal Customer Profiles Work Management Planning Paid Search Agency 304

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. But you made it very clear—dashboards were no longer enough. . You wanted to understand not just the what—but also the why and how. . Negotiating.

Correlation 250

Correlation Forecasting Ideal Customer Profiles Cross-Selling 250

Zoominfo

AUGUST 1, 2023

Next steps for ZoomInfo include baking generative AI call analysis into sales-call coaching. We’re making recommendations for reps more detailed and actionable — offering specific packages to sell depending on the prospect and the stage they’re at in the sales cycle, for example.

Marketing Analytics Tools 130

Marketing Analytics Tools Generation Zoominfo B2B 130

Madison Logic

MAY 3, 2023

Prioritize Upsell and Cross-Sell Opportunities When budgets get squeezed, companies often shift their attention from acquiring new customers to looking for ways to land and expand with current accounts. Marketing Metrics finds it’s 50% easier to sell to existing customers than new prospects.

Account Based Marketing 52

Account Based Marketing ABM Budget Programs Cross-Selling 52

Madison Logic

MAY 3, 2023

Prioritize Upsell and Cross-Sell Opportunities When budgets get squeezed, companies often shift their attention from acquiring new customers to looking for ways to land and expand with current accounts. Marketing Metrics finds it’s 50% easier to sell to existing customers than new prospects.

Account Based Marketing 52

Account Based Marketing ABM Budget Programs Cross-Selling 52

Seismic

MAY 18, 2023

These include decreased ramp time, increased time actively selling, increased deal sizes during decreased sales cycles, and so much more. Are sales reps complaining that content is hard to find, or doesn’t meet their expectations? The benefits of a well-crafted enablement program will impact your entire organization.

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. There is no one-stop-shop for RevOps.

Cross-Selling 177

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

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. What do you want to achieve with sales enablement?

Cross-Selling 98

Cross-Selling Sales Cycle Advertising Benchmark Organic Leads 98

SmartBug Media

MARCH 13, 2024

Refine and adapt: Adapt the compensation plan to fit the unique characteristics of your product or service, considering factors such as the length of the sales cycle, the complexity of your offering, and the competitiveness of the market.

Planning 69

Planning Optimization Cross-Selling Lead Ranking 69

SalesIntel

JULY 22, 2022

By keeping these fifteen factors in mind, you can be sure to cover all your bases and make a successful sale. Regardless of what you’re selling or the industry you’re in, whether you’re marketing a SaaS or you’re a clothing retailer, you need to have a good understanding of who your target market is. Making the sale.

Cross-Selling 52

Cross-Selling Advertising Agencies Sales Cycle Pricing 52

Zoominfo

MAY 3, 2020

78% plan to adapt or increase their use of cross-channel attribution. Sell to Marketers With Our Marketing Department Leads One-Touch Attribution Models As its name suggests, a one-touch attribution model attributes an entire conversion to one channel. Attribution provides efficiency gains of 15-30%.

Marketing Attribution 130

Marketing Attribution Multi-Touch Attribution Paid Content Sales Management 130

Zoominfo

OCTOBER 5, 2021

Cross and Up-selling: Retaining current customers is great for your revenue stream. Plans for RTM and Distribution: You can’t sell a product if it doesn’t get to your customers. To keep sales and marketing alignment intact, implementing key performance indicators (KPIs) is important with room for future development.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Engagio

SEPTEMBER 16, 2021

Go beyond the sale. 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. Be sure to tune in to DBTV where I sit down and talk about increasing opportunity velocity, accelerating the sales cycle, and more.

Top of Funnel 130

Top of Funnel Sales Management B2B Sales DemandBase 130

SendX

AUGUST 18, 2020

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. Seasonal sales Seasonal selling is another factor that is commonly impacted by cultural differences.

Newsletter 195

Newsletter Privacy Cross-Selling Barriers 195

Sana Commerce

SEPTEMBER 15, 2023

When your sales teams are split up to tackle different customer segments, you can flesh out strategies that are far more targeted and address individual prospect needs. 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

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

Heinz Marketing

NOVEMBER 30, 2021

How do you sell if you don’t know who you’re selling to? According to Gartner , “gathering qualitative inputs is done through close interaction with key stakeholders to leverage their diverse expertise and foster cross-functional buy-in.” What type of accounts do we not sell to? Validating Your ICP with Data.

Ideal Customer Profiles 110

Ideal Customer Profiles Profiling Ad Building Cross-Selling 110

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. Think of TAM as all of the companies you could possibly ever sell to. Incredibly long sales cycles. That’s your ICP! Conclusion.

Account Based Marketing 95

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

Oktopost

MARCH 4, 2024

An Amazon sale is completed in as few as two or three clicks. The average SaaS sales cycle lasts 84 days and includes various touchpoints, from engaging with a post on social media to reviewing a product page and getting a product demo. It’s that simple. In B2B SaaS, this is more complex.

Ideal Customer Profiles 62

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

Martech

JANUARY 25, 2023

HubSpot Payments updates increase sales and adoption potential Reduce friction for customers to increase upsells and cross-sells with the new optional products featured in HubSpot payment links.

Ad Frequency 98

Ad Frequency Ideal Customer Profiles Hubspot Paid Search Agency 98

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

Martech

NOVEMBER 8, 2023

This last group consists of those prospects that need super deep price discounts during the sales cycle, are more challenging to onboard, complain and want refunds and suck the life out of your customer success and account teams.

Ideal Customer Profiles 118

Ideal Customer Profiles Profiling Marketing Management Intent Signal 118

InsightSquared

FEBRUARY 6, 2020

To do this effectively, you’ll want to understand all touchpoints, which is best accomplished by automating Activity Capture to reduce the burden of manual entry (more time for reps to sell!) Activity Capture automatically syncs sales activity and engagement so you can finally trust the data in your CRM.

Barriers 177

Barriers Webinar Metrics Top of Funnel Cross-Selling 177