Demo Videos: How to Utilize Them in Your Technical Sales Cycle


I know from experience that scaling Solutions Consultants (SCs) and sales teams as a whole can be a challenge, as I have witnessed how it can take up to 24 months to fully mint a new Solutions Consultant. I, and many others, believe this will be the future of B2B sales.

3 Interactive Lead Qualification Tools for a Faster Sales Cycle


In the face of increasing goals and changing preferences of B2B buyers, sales and marketing teams alike are being forced to evolve in order to meet the needs of their prospects today. And on top of those changes, they’re being asked to hit lofty revenue-based KPIs, so it’s not shocking that ways to drive faster sales cycles are a hot topic today. Better Qualification, Shorter Sales Cycles.


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B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’

B2B Lead Generation

Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. Jim Dickie, CSO Insight’s managing partner, says this should make any sales leader cringe. “It’s No deal = broken sales cycle. He says the escalating number of “no decisions” is a sure sign that sales cycles are broken. CSO Insight’s latest sales performance optimization study reveals that an average of 4.1

Putting Differentiated Value in B2B Value Calculators


Each competitor had created a marketing tool that might attract mid-level influencers online — but would never influence real action in a sales cycle. Salespeople need to cut to the chase with the benefits that differentiate them from the competition and drive the buyer to act.

It Just Takes Longer. Your Sales Cycle in 2013?

The ROI Guy

A significant 43% of B2B companies indicate that sales cycles have lengthened over the past three years, this according to a recent survey of 243 solution providers by B2B Magazine. Confirming lengthening B2B sales cycles, SiriusDecisions indicates that durations have increased an average of 22% over a similar period. As a result, sales cycles that were once 10 months have now extended out past a year, making it more difficult to hit revenue and growth targets.

Improve Close Rates with a More Personal, Differentiated Sales Conversation That Stops Sales Drops

Marketing Insider Group

I learned that the firm: Experiences 12 to 18-month sales cycle on enterprise accounts with most efforts leading to RFP automatically reducing margin growth. Sales Is Calling for More Personal Account-Based, Conversational Support to Win, Protect & Expand Specific Accounts.

5 Common Stages of B2B Lead Nurturing


This is an excellent period to start showing off your credentials, provide list of industry reports and accolades you’ve received, cost comparisons, relevant facts and figures that differentiate you from your competitors. It’s important that when sales passes back a lead they provide a reason. If you understand the issue, you can lead them down an alternative path until they are sales-ready.

5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology


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. These changes are evident throughout the sales funnel, from awareness to post-purchase. Using an en masse strategy and generic content poses the risk of losing potential sales opportunities. Customize the sales process.

B2B Lead Generation Blog: Customer Referrals and Your Sales and Marketing Department

B2B Lead Generation

« Lead generation and the number | Main | Reaching Decision Makers » Customer Referrals and Your Sales and Marketing Department For the complex sale you need enthusiastic referrals to help you build your reputation, differentiate yourself, demonstrate your value proposition, shorten your sales cycle, and drive revenue. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

Segmenting your content marketing


B2B marketers need this, but so do B2C marketers that sell high consideration items with long sales cycles. Content Marketing Webinars brand differentiation buyer journey Buyer Profile Content marketing Content strategy market segmentation marketing persona Marketing strategy sales funnel targeted content targeted marketing video Webinar My webinar yesterday was about how to make your content different from your competitors.

5 Signs to Qualify Your Demand Generation Play


Here are 5 signs that tell you clearly whether your demand generation efforts are headed towards the goldmine or pummeling your sales target down a black hole. In order to differentiate your brand and product/service from the competition, you need to know your competitive landscape as well as you know your own business. Throwing a fresh lead to the sales team and asking them to follow up right away can backfire and kill a good lead. Is your content killing your B2B sales ?

Marketing Automation: Like Bringing a Gun to a Knife Fight


How can you efficiently nurture those long-term prospects, learning more about their interests in the process, until they are really ready to engage with sales? Most sales people still don’t. Buyers no longer rely on sales people for basic information or exploratory “consultation.&# They get 95% of the information they need from the Internet—online publications, analyst reports, vendor websites, blogs and other social media—before they have any contact with sales.

How to Break Free of the Pack? Differentiate for Success

The ROI Guy

Sales cycles are extended, more stakeholders are involved in each decision, and more competitors seem to be invited into every deal. So are the leading characteristics for sales and marketing in 2010. So how can you best differentiate your offerings and break free from the pack? As a sales enablement professional, what tools are you giving to sales people to help them align offerings to deliver results?

5 Questions Every Business Website Must Answer


This is where you differentiate yourself from the pack. Be as direct and factual as possible about your differentiators: service, price, features, capabilities, technology, experience, focus, expertise, acknowledgments, TCO, ROI…tell your prospects what makes your product or service uniquely suited to their needs. Can they buy directly from your site or is it a more complex, high-value purchase that requires a sales cycle?

3 Questions to Help You Audit Your Positioning Statement


If you don’t have a list of problems experienced by your target audience, you’ll want to create one by gathering intelligence from customers, prospects, and, most importantly, from folks on the front line – your sales team or channel partners. Give the prospect a break – differentiate! ” Failure to differentiate creates market confusion and that inevitably leads to longer sales cycles. CMO Essentials branding differentiation positioning

How to Perfect Your B2B Marketing Message


B2B companies make three big mistakes in their messaging: They fail to differentiate themselves from their competitors. I really like how you begin your message strategy development with differentiation and positioning. Lack of differentiation puts the mind in a state of confusion.

Digital Display Advertising in the Data Analytics Age (with Jennifer Davis, VP Marketing and Product Strategy at Planar Systems)

Crimson Marketing

Tracking data, identifying buyers and following leads throughout the entire sales cycle has become a conventional practice, even in areas like digital display signage. To explain how all of this works, Jennifer Davis, VP of Marketing and Product Strategy at display and digital signage leader Planar Systems, joins Moneyball for Marketing to share how Planar is using marketing technology (martech) and data analytics to engage with sales channel partners, buyers and end users.

Content Is The Key To Social Selling Success

Marketing Insider Group

The best social selling teams and representatives are journalists and curators; delivering the right content to the right customer on the right channel at the right time of the sales cycle. Many are self-educating early in the sales cycle. This is the secret sauce to beat and differentiate yourself from the competition. Another research-report indicates buyers consume no less than 3-4 pieces of content to help them make their sales decision.

Attribution Modeling: Is Multi-Touch For You? [Flowchart]


The first differentiator that guides the attribution model decision is B2B versus B2C. First, B2B deals often involve several people that act together as an “account” which means more overall touchpoints and, second, B2B sales cycles often take weeks or months from discovery to closed deal. The only catch here is that if you’re a B2C company with a sales team, your marketing (and therefore your measurement) may act more like a B2B company than a typical B2C company.

How You Can Build the Perfect SMB Sales Strategy


Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. SMBs differ from enterprises in clientele, goals, and needs, but stepping up your SMB sales game can eventually increase your revenue.

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3 Lessons From 1 Year of COVID-19 Selling


Virtual Selling Has a Role in Sophisticated Sales Cycles. Virtual meetings have a generally lower cost of sale and increased accessibility. More of your key subject matter experts can pop into a sales call with relevant content that would otherwise be infeasible.

Double Your Revenue with Intent Data and Personal ABM

Marketing Insider Group

They are promising to help sales and marketing teams avoid: Wasting time with prospects that will never become customers as they will help you focus time, money, and resources on companies that are showing real interest and intent in investing in a particular solution to fix their challenges.

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3 Ways To Bring More Inbound Leads Into Your Pipeline


Intent data can help improve engagement across a multitude of areas, including account-based marketing (ABM) ad targeting , lead generation activities, lead scoring, and sales and account management. Adding more inbound leads to strengthen your Sales Pipeline.

How to Move from a LeadGen Machine to Organic Growth Machine

Measure Up Marketing

When you’re focused on sales NOW, it’s important to develop a sustainable lead generation (leadgen) machine so your company never suffers from a lack of sales activity. And it is all about this month’s, this quarter’s, or, if you have a long sales cycle, this year’s deals.

Why Your B2B Company Needs a Loyalty Program


With long, complex sales cycles and buyers that aren’t as responsive to discounts and coupons, many B2B marketers have rejected the concept of loyalty programs. Differentiate and attract.

Inside Sales vs Outside Sales: Understanding the Difference


Until the emergence of sales technologies and tools, sales was mostly an outside-the-office practice (aka outside sales). Inside the office (aka inside sales), the sales team’s goal was to provide hot leads for on-the-ground agents to close. Sales Cycles.

May 2018 B2B Blog Post Round-Up


Today’s post is our 9 th installment in the series and includes blog posts about passive candidate recruitment, data-driven e-commerce, sales metrics, account-based selling, and more! The key differentiator between a data-driven business strategy and a data-driven marketing strategy is this: A data-driven business strategy depends on many different types of data. 7 Sales Metrics to Track in 2018. If you’re looking for more sales insight, keep reading!

Why forward-looking organizations should embrace analytics-driven sales


The acceleration of digital transformation in sales will only continue. By 2025, Gartner projects that 80 percent of sales interactions will occur in digital channels. Sales enablement platforms like Seismic empower sellers to discover the right content at the right time.

Playing With F.I.R.E.-Backed Account-Based Marketing

HG Data

Expectations are high that this campaign will be the one to bring your sales team quality leads in terms of both engagement and strategy. We all know that account-based sales and marketing strategies can be resource-intensive , or even exhausting, for both sales and marketing teams.

How Your B2B Content Programs Can Better Support ABM Throughout The Complete Buyer’s Journey


It does not support sales in driving conversations and sales cycles with accounts that are stuck in status quo or in the funnel. Teach for differentiation — Sharing articles, whitepapers, and case studies isn’t sufficient. There is no competitive differentiation.

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Why Are C-Suite Executives Now Joining Your Sales Calls? Prepare for This Marked Change.


C-Suite executives are becoming more involved in your sales deals. times more likely to join a sales cycle meeting now than pre-pandemic times (, 2021 ). Every piece of your sales pitch, sales conversation and solution communication must speak directly to your prospect.

Evaluating B2B Marketing Attribution in Omnichannel Campaigns


B2B companies face a longer sales cycle, on average (estimates say that ? of B2B sales take 3 months or longer to close, in comparison to 2-3 weeks for B2C sales), which means that quality, timely consumer touchpoints are essential. close/sale.

Why Predictive Orchestration Is the Future of ABM


Oftentimes marketers and sales teams take bold lunges to attract customers, whether it be an email, an advertisement, or a cold call—and then we sit back, cross our fingers and hope that our messaging is timely and well-received.

5 B2B Marketing Metrics That Matter


But with the amount of data and analytics we have access to, it can be difficult to differentiate between the important marketing metrics and the not-so-important marketing metrics. A steady stream of sales and marketing leads is important, but unless these people eventually purchase from you, they don’t provide much value. So, if your organization made 15 sales the first quarter, but generated 100 leads – your Lead to Close Conversion Rate would be 15%.

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How do B2B and B2C Marketing Funnels Differ?

The Lead Agency

The marketing funnel is a representation of the customer/buyer journey, from a sales/marketing perspective. Sales Cycle & Decision Time B2B sales cycles are significantly longer than B2C purchasers.

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B2B Email Marketing: What Content to Include

BOP Design

What differentiates this type of email is the importance of its content. In a B2B sales cycle, there are usually more people involved in the decision-making process.

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What is marketing enablement?


The radical transformation of B2B marketing and sales over the past decade—stemming from the growth of digital to the empowered customer—pales in comparison to the changes over the past year. The marketing and sales divide is real.