How I Use Video to Build Trust and Accelerate My Sales Cycle

Vidyard

As a salesperson, no matter how long your sales cycle, one of the most important things that you need to build with your buyer is trust. On LinkedIn today, you tend to see a lot of articles being written about spammy sales tactics, cold calling ineffectiveness, outbound sales fails etc.

How Account-Based Marketing Shortens Sales Cycles by 40%

Terminus

She also explains how implementing Terminus has made their digital efforts more efficient, decreasing the sales cycle for digitally sourced deals from 95 days to 57 days. The post How Account-Based Marketing Shortens Sales Cycles by 40% appeared first on Terminus.

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Bubble in the Funnel

ViewPoint

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’ Inside Sales Sales Process B2B Sales

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

B2B Lead Generation Blog

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

How Reversing the Funnel Increased Sales by 14% for a Sales Incentive Company

B2B Lead Generation Blog

Tweet Traditional marketing practice presumes the more you invest in driving leads through the top of the sales funnel, the more revenue will come out the other side. However, only 10% of its channel partners have a need for a sales-incentive program in any given year.

How to Match Great Content to Your Sales Funnel

Modern Marketing

In the B2B marketing world, the buying cycle is long. Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale. Navigating the Sales Funnel. Top of the Funnel. Middle of the Funnel.

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The Benefits of Marketing Automation for Sales: Use Email to Shorten the Sales Cycle

Marketing Action

The benefits are especially clear when you look at the ways marketers and sales teams can use email campaigns to nurture prospects along the journey to conversion. Better Visibility and Shorter Sales Cycles.

An SEO’s Guide to Bottom-of-Funnel Keywords

Act-On

We’ll discuss methods to research based on the funnel stage, specifically bottom-of-funnel keywords in today’s blog post. Determining the right keywords often requires a thorough understanding of your buyer’s journey through the sales cycle. Top of Funnel: Awareness.

Understanding the Stages of Your Sales Funnel

PureB2B

Think of a sales funnel as a device you can use to create customers. While it seems that many businesses find customers, a closer look will show you the process involved in generating sales. Stages of a Sales Funnel. Sales Funnels Optimize Marketing and Sales Teams.

What is business video content marketing and how to get started

Biznology

Video content marketing means creating engaging video content that is thoughtful, planned and integrated into the different parts of your marketing process and sales process.

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Nurturing Relationships In A Long Sales Cycle

Marketing Action

Here is the shortest sales cycle I can think of: You’re driving along a country road. To stick to our vertical of restaurants, here’s another sales cycle scenario. How long is the typical sales cycle? Managing the long sales cycle.

How to Map Lead Nurturing Content to Each Stage in the Sales Cycle

Hubspot

Lead nurturing is a crucial part of your marketing and sales success. With lead nurturing , however, you can bring those leads through your sales funnel and garner 4-10 times the response rate compared to a regular email blast while doing it [Source: SilverPop/DemandGen Report]. To nurture those leads correctly, however, you need to somehow adjust your messaging based on their point in the sales cycle. Understanding the Buying Cycle.

4 Value Selling Tools to Move Leads Down the Funnel

Modern B2B Marketing

Author: David Svigel Buyer behavior has changed; contact with your prospects occurs later in the sales cycle, and your leads come armed with more information than ever before about your products and services. Get Conversions to the Middle of the Funnel.

4 Ways to Optimize the Middle of the Funnel

Modern B2B Marketing

Author: Adam Hutchinson Like the middle child, the middle of the demand generation funnel receives far less attention than it deserves. But in between, we need to nurture and qualify our leads by encouraging them to engage with our content until they’re sales-ready.

How to Improve Full Funnel Conversion Rates

bizible

The main goal of marketing is to get prospects to find you, and then convert through every stage of the funnel on their way to becoming a customer. This post will walk marketers through multiple steps they can take to improve full funnel conversion rates. Listen to Your Sales Team.

Is Your Funnel Full of Fool's Gold?

ViewPoint

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals. Sales should expect to receive leads that are qualified, nurtured and ready to begin the closing process.

Building a B2B Marketing Stack that Drives Full-Funnel Decision Making

bizible

This year, although the stack has remained relatively the same, Datapipe made one small change that is transforming its view of Marketing’s impact throughout the sales cycle. Last year, Datapipe won first place in the Stackie Awards for the representation of its marketing stack.

Inside Act-On: 10-Step Guide to Rebuilding Your Lead-to-Revenue Funnel

Act-On

Everyone in marketing and sales and on the executive team knows about the “lead-to-revenue funnel.” A well-running funnel is vital to your company’s success. And the key to building a well-running funnel is creating efficient funnel stages. . Funnel Definition.

How to Use B2B Content Marketing for Each Stage of the Sales Cycle

Hinge Marketing

By catering your content to each stage of the sales funnel, you can demonstrate a specific understanding of individual client needs. Let’s take a look at the sales funnel and break down how you can leverage your B2B content marketing for each stage.

The Fat Pipeline

Sales Intelligence View

Data Funnel Sales 2.0 Sales Intelligence Sales Management sale efficiency sales automation Sales Cycles Sales Data Sales Pipeline sales productivity Note: Today’s guest post is another in a series provide […].

An SEO?s Guide to Bottom-of-Funnel Keywords

Act-On

We’ll discuss methods to research based on the funnel stage, specifically bottom-of-funnel keywords in today’s blog post. Determining the right keywords often requires a thorough understanding of your buyer’s journey through the sales cycle. Top of Funnel: Awareness.

Why Your PPC Agency Needs to Focus on the Full Funnel

bizible

This is easy to figure out for B2C or eCommerce sites where one can tell the exact amount of revenue that is generated and divide that by the ad spend, but it’s not so easy in the B2B world where the sales cycle could be days, weeks or months.

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FunnelWise and LeanData Partner to Deliver Unprecedented Funnel Optimization

LeanData

Combining campaign attribution and full-funnel visibility is a B2B sales game changer. B2B sales cycles are becoming longer and more complex. The resulting increase in data has led to a costly disconnect between marketing and sales.

Three Stats to Track for Sales Funnel Analysis

KEO Marketing

The sales funnel is the process that a prospect goes through from initial contact to final conversion. The “location” in the funnel corresponds to the stage of the sales process of the prospect. This is known as sales funnel analysis.

6 Mega Trends in Sales, SaaS, and Video from HubSpot’s Chief Sales Officer

Vidyard

Recently, Hunter Madeley, Chief Sales Officer at HubSpot, sat down with our CEO, Michael Litt to discuss all things sales, SaaS, and video! The purpose of sales and marketing continues to be on creating credibility, momentum, and trust. Although technology has changed the way businesses communicate externally, Hunter highlights how the ultimate goal of a marketing or sales organization has remained the same. How video impacts the sales cycle from a process perspective.

The Lead Generation-Inbound Marketing- Funnel Optimization Toolkit

NuSpark

Nowadays there are hundreds and hundreds of online tools and platforms that assist us in generating, converting, and nurturing leads into sales. Leads are now email addresses, conversation is written dialog and content, and the phone is saved until later in the sales process. Pre-Funnel: Attracting audiences before they have determined need. Funnel Entrance: Targeting audiences who are exploring solutions. Advertising B2B Lead to Sale Process Marketing Strategy

5 Ways B2B Can Learn from B2C Marketers

Buzz Marketing for Technology

Posted in Buying Cycle Conversion Conversion Optimization Customer Customer Experience Personalization Strategy. And it’s obvious why: buying cycles are longer, buyer mentalities are different, and products typically require more investigation before a purchase.

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Behind the Scenes with Brahim Zebbar, EMEA Sales Manager

IKO-Systems

As we all know, running an effective sales team is no easy task. With this in mind, we sat down to pick the brain of Brahim Zebbar, EMEA Sales Development Manager for a leading global marketing software, for insight into running and producing results with a 7-person SDR team.

Marketing & Sales Alignment; We’ve Aligned to Optimize Your Lead Funnel & Pipeline

NuSpark

Content drives leads into the funnel; content nurtures leads into sales opportunities. Marketing and Sales alignment is essential to a well-oiled lead funnel. I’m a marketing guy; he’s a sales guy, and together we follow the prospect from entrance to exit.

Why Marketing—Not Sales—Is the Best Sales Forecasting Engine

Captora

With the visibility and data available to marketers today, marketing departments are the ones able to accurately forecast sales furthest into the future. No department’s forecast capabilities — sales included — comes close. Marketing Owns the Top of the Funnel.

Love Every Lead – 4 Ways Marketing Automation Benefits the Sales Cycle

Modern B2B Marketing

The reason that many companies fail to exploit their demand generation success is that they fail to implement strong structures and process to manage the final piece of the marketing funnel. This final part of the journey through the funnel requires human interaction.

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Infer Partners with Terminus to Introduce Predictive Ad Targeting that Drives Advertising ROI through Top-of-the-Funnel Engagement

Infer

a leading predictive sales and marketing platform that helps companies win more customers, today announced a Predictive Ad Targeting Platform that helps businesses target their highest-potential accounts and fuel deeper engagement.

The Steps You Need to Define the Stages of Your Sales & Marketing Funnel

Hubspot

By now, most marketers understand the importance of mending the traditional rift between sales and marketing. In fact, organizations with good alignment between sales and marketing teams achieved 20% annual revenue growth in 2010 , according to a study by the Aberdeen Group.

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Optimizing the B2B Content Marketing Funnel: Turning Contacts into Clients

Hinge Marketing

If you are doing it right, your content funnel probably looks something like this: Then you realize you aren’t converting your new contacts into new clients. While some contacts are further along in the buying cycle, they are most likely still learning more about your firm.

Sales and Marketing: The technology behind CRM

B2B Lead Generation Blog

However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. With a complex sale, many personal touch points in customer relationship management are present – such as directly answering a question posted on social media or an online forum.

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Behind the Scenes with Brahim Zebbar, EMEA Sales Manager

IKO-Systems

As we all know, running an effective sales team is no easy task. With this in mind, we sat down to pick the brain of Brahim Zebbar, EMEA Sales Development Manager for a leading global marketing software, for insight into running and producing results with a 7-person SDR team.

Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace

B2B Lead Generation Blog

Tweet Brian McGuire is one of those rare marketers who started in Sales and has held leadership roles in both Sales and Marketing. This experience provides him the broadest perspective of the entire lead generation funnel, from marketing engagement to close.

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Lead Generation: How 64% of marketers starve Sales of opportunity

B2B Lead Generation Blog

Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. 64% of marketers still send all leads that respond to marketing campaigns directly to Sales.

Do You Take Part in the 7 ‘Worst Practices’ in Cold Email?

IKO-Systems

6 Don’t Use Presumptive Sales Techniques. Your messages and sales emails must adopt a casual, natural tone. appeared first on Sales automation. Exclusive Bonus Content: Download Here 6 Warning Signs You Need Better Leads.

5 Signs the Gap Between Sales and Marketing is Closing

bizible

How about marketing’s other half, sales. Should marketing then also get involved into sales activities? Sales and marketing are two of the main pillars of every business. For some years now a trend has been taking place: a narrowing gap between marketing and sales activities.

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