Zoominfo

MARCH 8, 2022

While it may seem like a small thing, these web form fills are responsible for billions of dollars of business, and companies like ZoomInfo have meticulously analyzed and optimized web forms to help sales reps make the most of these leads. Experiment to see what works best for your organization and customer base.

Lead Scoring 100

Lead Scoring Lead Ranking Sales Qualified Leads Zoominfo 100

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. It will be worth every penny.

Work Management 95

Work Management Cross-Selling Marketing Management Marketing & Strategy 95

ClickZ

OCTOBER 23, 2020

As per an article by McKinsey & Company, organizations introducing technology to sales can find ways that deliver double-digit gains in return-on-investment. The most recent AI survey by Bain and Company analyzed that organizations that make use of AI were 4.2 Automation is possible in 30% of sales activities.

Marketing AI 145

Marketing AI Consulting Lead Ranking Automation 145

SalesGrape

NOVEMBER 18, 2023

Unlike traditional consumer-focused marketing efforts, B2B marketing targets other businesses or organizations as customers. Therefore, it becomes essential for marketers to differentiate themselves from competitors by providing valuable insights and solutions tailored specifically to meet their needs.

Telemarketing 97

Telemarketing Education B2B Marketing B2B 97

Kaon

MARCH 13, 2018

You want to put your best foot forward to captivate your visitors, educate them about your unique value differentiation and up-sell/cross-sell your solutions. EBCs are being used by leading brands to create 360-degree environments that immerse attendees in an experience.

Work Management 176

Work Management Marketing Management Storytelling Cross-Selling 176

Marketing Insider Group

NOVEMBER 18, 2020

Cross-reference your competitors’ SWOTs against your company’s own analysis to uncover the whitespace—areas where the market is severely lacking or strengths that only your company brings to the table. During the Sirius Decisions 2017 Summit in Las Vegas, Lynsay Russell of Medtronic discussed how ABM proved beneficial for their organization.

Resource Management 354

Resource Management Demand Generation Agencies CMS Development Work Management 354

Rev

AUGUST 23, 2023

It prizes organic growth, fosters lower customer acquisition costs and focuses on faster time to value realization for customers. This data-driven iteration on business growth can offer your organization the benefits of scalability, global reach and industry validation—if you can adopt it effectively and it’s a good fit for your company.

Product 78

Product Marketing AI Customer Satisfaction Lead Ranking 78

Seismic

MAY 10, 2024

By definition, enterprise sales is selling products and or services to large, established companies (enterprises). For reps, this means: Longer sales cycles Larger deal sizes More stakeholders Potentially customized solutions Selling to large organizations has numerous benefits, but it’s arguably more challenging.

Enterprise Management 40

Enterprise Management Training Efficiency Tools 40

Sprout Social

JANUARY 3, 2023

To stretch social media’s impact in your organization, set up a continuous feedback loop to collect and analyze data from your customers and stakeholders. Let’s walk through how you can practice social media collaboration with teams across your organization to increase your social strategy’s impact.

Social Media 116

Social Media Work Management Marketing Management Media 116

Oktopost

MARCH 4, 2024

B2B SaaS marketing refers to all marketing activities B2B SaaS companies use to improve brand visibility , get leads down the funnel, and ultimately increase customer acquisition, retention, and revenue. Sales process Different stakeholders within an organization will have different challenges and goals. What is B2B SaaS Marketing?

Ideal Customer Profiles 62

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

Oktopost

FEBRUARY 24, 2022

While some B2B brands are still committed to more traditional sales methods, social selling can be even more efficient. If your sales strategy doesn’t include social media, leads who could have been brought to your business are likely going to your competitor. What Is Social Selling? What Is the Social Selling Index?

Peer-to-peer 171

Peer-to-peer B2B Thought Leadership Brand Identity Branding 171

Mereo

MAY 18, 2023

I recently shared the key elements that make for an effective pricing strategy and who should be leading this. Emotions can rear their heads and lead decisions astray. Pull-Through or Cross-sell / Up-sell: Defined by attachment rates and cross-sell or up-sell rates.

Pricing 36

Pricing Price Effectiveness Cross-Selling 36

LeanData

FEBRUARY 10, 2022

The company’s industry-best lead-to-account matching solution is fundamental to ABM success, and LeanData Engagement Analytics is mission-critical for advancing deals to closed/won. Company power – your company’s differentiation relative to its closest competitors. Start at the beginning. Identifying industries.

Ideal Customer Profiles 97

Ideal Customer Profiles Account Based Marketing Demand Generation ABM 97

Zoominfo

JUNE 28, 2023

In this context, a GTM strategy includes defining the target audience, messaging framework, marketing channels, offers, and sales plays your teams will run to convert prospects to leads and leads to customers. In doing so, you can better understand their strengths and weaknesses and how you can differentiate your own messaging.

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing & Strategy 130

SalesIntel

APRIL 15, 2024

This sharply contrasts with the B2C buyer’s journey, where individual consumers are the sole decision-makers, leading to faster decision-making. This also allows B2B enterprises to be more selective and invest more resources in acquiring each lead, ensuring they align well with the company’s objectives.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

SalesIntel

APRIL 15, 2024

This sharply contrasts with the B2C buyer’s journey, where individual consumers are the sole decision-makers, leading to faster decision-making. This also allows B2B enterprises to be more selective and invest more resources in acquiring each lead, ensuring they align well with the company’s objectives.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Rev

JULY 5, 2023

Through this process, you’ll gain insight into the key differentiators you should play up in your messaging to customers and prospects, giving you the edge with customers and any new markets you decide to enter. Make sure your product also has a key benefit that differentiates it from the pack. It’s not enough to have market fit.

Ideal Customer Profiles 78

Ideal Customer Profiles Marketing Analytics Tools Marketing Strategy Marketing & Strategy 78

ClearVoice

JANUARY 26, 2024

Paid is straightforward, it’s sexy (to non-marketing executives, at least), and it’s a simple sell internally when navigating the budgeting process because of the instantly measurable ROI. Here we go! Tie your content to metrics that illustrate the importance of engagement and trust in the bottom line.

Paid Content 92

Paid Content Top of Funnel Work Management Marketing Management 92

DiscoverOrg

APRIL 25, 2017

Org charts are a flagship DiscoverOrg product used to understand employees’ positions within an organization hierarchy and pull multiple stakeholders into a conversation, giving weight to a sales proposition. Technographic intelligence promotes new sales, upselling, and cross-selling opportunities.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Domain 245

NuSpark Consulting

APRIL 29, 2017

It requires a direct, highly personalized sales and marketing program that targets each organization individually. Look for scope for cross-selling and upselling to existing client, which will help to inform your understanding of opportunities with new, similar prospects. Implementing ABM. 2: Build an Understanding of Need.

Account Based Marketing 159

Account Based Marketing Ideal Customer Profiles Budget Programs Enterprise Management 159

ViewPoint

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

Sprout Social

FEBRUARY 24, 2022

Skills that every social media manager must have , like communication, creativity or organization, won’t make you stand out. Using metrics in your resume to quantify the impact you made in past positions differentiates you from other applicants in the stack. De-emphasize your education section and lead with experience.

Social Media 101

Social Media Template Media Cross-Selling 101

ANNUITAS

NOVEMBER 3, 2016

Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns. The Serialist-.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

NOVEMBER 3, 2016

Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns. The Serialist-.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

NOVEMBER 3, 2016

Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns. The Serialist-.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

Onalytica B2B

NOVEMBER 17, 2016

The main difference between traditional PR and influencer marketing is that the relationships built are mutually beneficial, genuine and organic, whereas PR often involves monetary agreements. Associating your brand with relevant influencers can help you achieve differentiation from your competitors- aiding in customer retention.

Work Management 204

Work Management Marketing Management PR Thought Leadership 204

Adobe Experience Cloud Blog

JUNE 12, 2019

The more customers have excellent experiences in their interactions with B2C organizations, the more they expect the same standard when working with B2B companies. This means ABM is no longer a competitive differentiator for customer engagement —it’s now essential for meeting customer expectations. So, what exactly is ABM?

Account Based Marketing 133

Account Based Marketing ABM Ideal Customer Profiles B2B 133

Mereo

MARCH 4, 2021

How can you enable your salespeople with a subscription solution and differentiated value messaging that communicates and delivers real value to your buyers? B2B organizations are facing significant growth targets and challenges alike. Easier cross-selling and upselling. Accelerated growth. Visibility into future income.

Demand 74

Demand Marketing Management Lead Ranking Terms and Conditions 74

Hubspot

MARCH 19, 2018

The Challenge: Selling today requires more resources. To do this, you must identify the right leading message and communicate that message with the right voice. The Solution: Sales professionals must be aware of the competing priorities and the different needs those priorities represent within the buying organization.

Allocation 99

Allocation Cross-Selling Work Management Marketing Management 99

Salesforce Marketing Cloud

OCTOBER 12, 2021

According to industry analysts at Ventana , almost one-quarter of organizations will establish a chief revenue officer role by 2023. They’re able to pinpoint how organizations can strategically move themselves into a very successful future.”. A CRO leads the revenue-generating processes across your entire organization.

Cross-Selling 98

Cross-Selling Organic Leads Forrester Forecasting 98

Hubspot

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market. today it crossed 1 million users! —

Marketing AI 63

Marketing AI Hubspot Product Tips 63

DiscoverOrg

MARCH 3, 2017

Along with a healthy flow of qualified leads from marketing, sales prospecting is the lifeblood of sales. Prospecting is critical – both in terms of acquiring new business and generating upsells and/or cross-sells from existing business. Weak Storytelling. Weak Tech Savvy.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

Adobe Experience Cloud Blog

JANUARY 8, 2018

Yet, when it comes to creating dynamic duos within an organization, many companies fall short, siloing their departments under complex organizational structures, limiting the fantastic opportunity for cross-channel engagement. dedicated to the exact needs of my lead. We’re All in This Together.

Top of Funnel 134

Top of Funnel Paid Search Agency Marketo Webinar Metrics 134

Martech Advisor

NOVEMBER 15, 2019

The recent Sales Tech Benchmark survey revealed much about usage and growth trends, and we’ve compiled the ten most notable points in this report, specially curated from a chat between Nancy Nardin from Smart Selling Tools and MarTech Advisor editor-in-chief Chitra Iyer. How to close, how to up/cross-sell & renew.

Top of Funnel 82

Top of Funnel Enterprise Management Trends Marketing Management 82

Sana Commerce

SEPTEMBER 1, 2023

Having an effective e-commerce pricing strategy is one of many key differentiators between B2C and B2B web stores. The reason is simple: While a B2C pricing strategy is usually built on impulse purchasing, B2B web stores need to think more strategically about the way they sell their goods. Successful e-commerce starts with a plan.

Pricing 52

Pricing Price Conversion Webinar Metrics 52

Sprout Social

JUNE 27, 2022

At the end of the day, whether you’re promoting a marketing toolkit or selling inkjet printers, you’re talking to a person.” This constant stream of inspiration can help you look at your cross-network social strategy with fresh eyes. We use Smartsheet to organize video concepts and then decide on our favorites.

B2B Marketing 131

B2B Marketing Brand Identity Branding B2B 131

Lattice

DECEMBER 14, 2015

More and more marketers are considering abandoning lead-based marketing tactics to focus on account-based marketing. After all, sales teams don’t celebrate when they win a lead; they celebrate when they close accounts. Flip My Funnel was a half day event organized by Sangram Vajre of Terminus.

Sales Management 100

Sales Management Account Based Marketing Top of Funnel ABM 100