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

SalesIntel

MAY 13, 2024

This article will dig into the nuances of B2B selling , comparing it with business-to-consumer (B2C) sales, discussing its importance, addressing common challenges, and outlining strategies to enhance the sales journey. What is B2B Selling Experience?

B2B Sales 52

B2B Sales Enterprise Management Work Management Marketing Management 52

Rev

MARCH 8, 2023

And we’re going to answer them in this blog post as we look at: The meaning of revenue generation Examples of revenue generation tasks for sales, marketing, customer success, finance and revenue operations teams 7 profitable strategies your business can implement to start generating more revenue Let’s begin! Good questions!

Ideal Customer Profiles 78

Ideal Customer Profiles Sales Management Examples Generation 78

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

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 Ranking 130

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.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Top of Funnel Demand 225

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

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. For example… 1.

Ideal Customer Profiles 304

Ideal Customer Profiles Work Management Planning Paid Search Agency 304

Zoominfo

AUGUST 1, 2023

Researchers at credit monitoring agency Experian, for example, determined that the costs of bad data can exceed between 15–25% of a company’s total revenue, driven largely by the time and productivity costs of correcting errors and manually verifying data outputs.

Marketing Analytics Tools 130

Marketing Analytics Tools Generation Zoominfo B2B 130

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. How to Create a Sales Report.

Top of Funnel 162

Top of Funnel Sales Qualified Leads Lead Ranking Touchpoints 162

SendX

AUGUST 18, 2020

For example, this research suggests that copy, weblinks, and images are the most popular email elements that are localized. 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

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

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

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

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

Seismic

MAY 10, 2024

Before we discuss enterprise sales training , it’s important to understand what enterprise sales is. By definition, enterprise sales is selling products and or services to large, established companies (enterprises). This means your sellers spend more time selling and less time learning on the job.

Enterprise Management 40

Enterprise Management Training Efficiency Tools 40

Seismic

MARCH 14, 2023

Setting time-bound goals for sales reps provides a sense of urgency. 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. The goal is specifi c , with a focus on up-selling existing customers. Shorten the sales cycle.

Cross-Selling 52

Cross-Selling Eye-Tracking Sales Cycle Urgency Marketing 52

Zoominfo

NOVEMBER 20, 2018

78% plan to adapt or increase their use of cross-channel attribution. Example: A prospect sees a paid Facebook advertisement for a recent blog post about essential tools for modern sales reps. Once they’ve finished reading your post, the reader submits subscribes to your sales newsletter.

Marketing Attribution 236

Marketing Attribution Multi-Touch Attribution Lead Ranking B2B Marketing 236

Martech

JANUARY 25, 2023

For example, the sum of the revenue for all the parent’s child companies could be a calculated property used in a report. 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 105

Ad Frequency Ideal Customer Profiles Hubspot Paid Search Agency 105

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

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

Zoominfo

OCTOBER 5, 2021

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

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Top of Funnel Demand 130

Oktopost

MARCH 4, 2024

Source B2B SaaS Marketing: The key differentiators and challenges Customer journey A typical B2C customer journey on the Amazon marketplace involves as few as two or three For example, let’s look at a typical B2C customer journey on the Amazon marketplace. An Amazon sale is completed in as few as two or three clicks.

Ideal Customer Profiles 62

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

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

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

Zoominfo

FEBRUARY 7, 2023

When building a new sales strategy, it’s important to determine whether you will prioritize inbound sales or outbound sales. Inbound sales are when customers initiate contact with your business to inquire about the product or service you sell. They decide when to reach out to you and start the conversation.

Marketing Automation Services 130

Marketing Automation Services Marketing & Strategy Lead Ranking Lead Scoring 130

InsightSquared

NOVEMBER 5, 2018

Sales cycle times (measure of time for state i.e. # of days from opp creation to close). Notice that if you multiply the numbers, the MQL to Commit ratio for this company is actually right on track — even slightly better than industry comparables: Example: 45% * 95% * 17% = 7.3%. Perhaps it’s a definition issue?

Lead Ranking 237

Lead Ranking Marketing Qualified Leads Planning MQL 237

KoMarketing Associates

AUGUST 7, 2018

The classic example of this, of course, is Apple. Take one of your landing pages, for example. Things like shortening the sales cycle matter, too. In fact, ask yourself: What would you rather have… 5 percent more conversions, or a 5 percent shorter sales cycle? Like Facebook Messenger, for example.

Conversion Rate 162

Conversion Rate Conversion Top of Funnel Landing Pages 162

SendinBlue

APRIL 6, 2021

Plus you’ll find example automation scenarios that you can try across the B2C customer journey. B2C’s shorter sales cycle leaves less time to convince potential customers. For example, you might want to trigger automated SMS messages or have a tool for creating dedicated landing pages for your campaigns.

Marketing Automation Services 52

Marketing Automation Services Marketing Automation Automation Examples 52

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 130

Webinar Metrics Zoominfo Automation Marketing & Strategy 130

Zoominfo

JANUARY 13, 2021

Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. How to Create a Sales Report B2B sales reports give a clear picture of what’s been missed, what’s on track, and what needs improvement for the future. Let’s continue with our example from earlier.

Top of Funnel 100

Top of Funnel Sales Qualified Leads Lead Ranking Touchpoints 100

The Point

FEBRUARY 18, 2020

As an example, one of the major players recently changed the criteria by which its partners are “tiered” (think: Bronze, Silver, Gold.) Reduced sales cycle? Lead to sale conversion rates? Up-sell/cross-sell revenue? Previously it was the number of certified consultants on staff. Pipeline acceleration?

Marketing Automation Services 147

Marketing Automation Services Marketing Management Marketing Automation Automation 147

Rev

MARCH 22, 2023

In contrast, sales operations (Sales Ops) teams typically focus more on the operational aspects of selling, such as lead management, pipeline development and customer relationship management. Sales cycle time: The time it takes for the sales team to close a deal.

Ideal Customer Profiles 78

Ideal Customer Profiles Marketing Automation Services Work Management Budget Programs 78

Only B2B

DECEMBER 1, 2021

The age-old conflict between sales and marketing appears to always come down to one thing: leads. While marketing teams have historically been judged on the amount of demand they drive, sales teams are frequently seeking for more quality prospects to sell to. Both your sales and marketing teams are in charge of capturing leads.

Lead Ranking 127

Lead Ranking Cost per Acquisition Marketing Qualified Leads Sales Qualified Leads 127

Salesforce Marketing Cloud

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Often a sales kickoff will include partners from other teams, like solution engineering and customer success, who are critical to the sales cycle.

Work Management 64

Work Management Cross-Selling Marketing Management Paper 64

Vidyard

SEPTEMBER 14, 2021

From customer service to new client contracts, everything is going digital—even selling. But in a market that’s been heavily reliant on in-person interactions to drive new business, making connections and nurturing clients can be hard in a virtual selling world. What’s the Secret to Virtual Selling for Financial Services?

Enterprise Management 139

Enterprise Management Work Management Marketing Management Sales Management 139