3 Tips to Help Content Marketers Understand Sales Cycles


Simply posting a blog per day won’t amount to anything if you’re not taking your customers’ sales cycles into account and adjusting your marketing strategy accordingly. What’s a sales cycle, you ask? Understanding Sales Cycles. Proposals.

9 Tips for Connecting with Buyers and Closing Deals Faster in the Modern Sales Cycle


Today’s sales and marketing teams are operating in the age of the customer. Marketers are tasked with generating high-quality leads for the sales team. While marketing looks to improve the lead conversion process, sales looks to accelerate the sales cycle.

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4 Ways Video Helps Maintain Control and Accelerate the Sales Cycle


We’ve been talking a lot about using video during the inbound/outbound sales process. Proposing your Proposal. It’s not uncommon that a sales rep thinks they’ve got it in the bag and then suddenly, the entire deal falls apart. Blog Sales

Personalize Your Sales Experience To Shorten The Sales Cycle And Close More New Customers

Square 2 Marketing

Old-School Sales And Execution Is One To Many; New-School Sales And Marketing Is One To One. sales process improvement personalization Conversion rate optimization marketing personalization

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

SiriusDecisions Research: Longer Sales Cycles Drive Need for Change

The ROI Guy

Sales cycles are taking longer than ever, lengthening by 24% over the past two years, this according to research by SiriusDecisions. Just two years ago, the average sales cycle was 6.4 Why the longer sales cycle?

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. So with a more empowered buyer and simpler solutions, why are your sales cycles still lengthening?

Does Your B2B Company Score in the Red Zone? Make Your Proposals a Touchdown!


Marketing collateral is often used during the early stages of the sales cycle. The Answer: B2B companies get lazy with proposals and most of the time, quite frankly, they stink. B2B Marketing B2B Sales

A Modest Proposal for Demand Generation Usability Measurement

Customer Experience Matrix

Is it very different from the standard scenarios you’ve already worked up for training and sales demonstrations? Would the test results accelerate your sales cycles and deployment times? As Tuesday’s post suggested, my thoughts on usability measurement have now crystallized. To provide a meaningful and consistent comparison of usability across demand generation vendors, you could: 1. Define a set of business scenarios that must be supported by the system.

5 Fundamentals for Building a Better Sales Pipeline


You’re here because you want to build your sales pipeline. You’re also not alone, as 75% of companies say closing more deals is their top sales priority. I think you’ll agree with me when I say: Building sales pipeline can be EXTREMELY hard! Proposal. Sales Engagement.

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More Stakeholders and Business Involvement Driving Longer IT Decision Cycles and Discounting

The ROI Guy

Consulting offered us an early look at the findings, which deserve consideration as you develop your IT sales and marketing strategy for 2014. This has unfortunately resulted in vendors proactively discounting in order to reduce sales cycles and get the deals moving to faster to “yes.”

Meeting Objections at the Close of a Sale

Sales Intelligence View

Furthermore, at the end of a B2B sales cycle, proposals pass by legal departments and through development and finance teams. If not, you could lose the sale. Every once in awhile, unheard of objections make their way into sales ears.

What is the Most Valued Content for IT Decision Makers?

The ROI Guy

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged.

What a Buyer Wants: Personalized Advice, Business Value and ROI

The ROI Guy

Today, B2B buyers expect solution provider to know exactly how any new product will ultimately benefit their business – the business value of the proposed solution.

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


6 Don’t Use Presumptive Sales Techniques. Your messages and sales emails must adopt a casual, natural tone. For example: ebooks, press articles, or a proposal to connect him or her with a peer will prove very appealing. appeared first on Sales automation.

Introductory Appointments: Your Goal is Meeting Number Two

Smashmouth Marketing

Which of the following is a good sales outcome for introductory appointments? Proposal : The prospect let you pitch him for 30 minutes, told you to send a proposal and CC his director, who handles these types of projects. A proposal? The next stage in the sales cycle has started. sales b2b b2b sales demand gen appointments appointment setting tips

Zero to Hero: How to Build a Sales Pipeline


That indicator is what we in the industry refer to as the sales pipeline : A visual representation of how many prospects you have and where they are in the sales process. That’s why we put together this list of the basic steps to building the sales pipeline of legends.

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Tom Pisello: The ROI Guy: Risk-Adjusted ROI Defined

The ROI Guy

Thursday, August 05, 2010 Risk-Adjusted ROI Defined A variation on the traditional ROI formula, Risk Adjusted ROI is calculated as the ratio of the net gain from a proposed project, divided by its total costs - represented in net present value terms to account for project risk.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return


I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense. These are fully qualified prospects who are not immediately interested or ready for a conversation with sales.

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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.

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Breaking Into Enterprise Sales: How To Close $100K+ Deals


Barbara Weaver Smith is a modern-day Captain Ahab, but instead of hunting sea mammals, she trains thousands of people from small and midsize companies to scout, hunt, and harvest whale-sized sales deals. Enterprise Sales: The Basics. What Makes an Effective Enterprise Sales Rep.

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Introductory Appointments: Your Goal is Meeting Number Two

Smashmouth Marketing

Which of the following is a good sales outcome for introductory appointments? Proposal : The prospect let you pitch him for 30 minutes, told you to send a proposal and CC his director, who handles these types of projects. A proposal?

How The Top B2B Video Sellers of 2018 Use Video to Book More Revenue


Video has emerged as a powerful tool for modern B2B sales teams. This year’s edition of the Video in Business Awards recognizes 12 marketing and sales teams using video in creative ways to deliver some pretty incredible results. —the sales development team at Punch!

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The ROI of Conference Calls vs. Face to Face Meetings

Smashmouth Marketing

Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? I was recently in the UK for business and saw sales reps investing a half day or more traveling for 30-60 minute meetings.

How To Manage Your Sales Pipeline: Best Practices for Sales Pipeline Management


Welcome to the definitive guide to sales pipeline management! This guide provides a high-level overview of all things pipeline-related, including: Why is a sales pipeline important? What are the sales pipeline stages? Sales pipeline definition. Building a sales pipeline.

Lead Nurturing: Triple Your Marketing Return


Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. These are contacts past the point of diminishing return on a given touch cycle.

Make Marketing More Efficient by Embedding Analytics on Top KPIs


Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed. For marketing and sales leaders, your work stream is your CRM system.

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


Determining the right keywords often requires a thorough understanding of your buyer’s journey through the sales cycle. The goal at this stage is to take the relationship to a mutually satisfying closed sale. Help the Sales Team Close.

6 Sales KPIs Your Small Business Can’t Ignore


This is especially true in sales, where focusing on the wrong thing can mean neglecting something that would have made a bigger impact. Small business sales KPIs run the gamut in terms of scope and use. To make sure that you’re revving up action on the sales KPIs that matter most, you need to know which of them are essential to operating your business effectively and which are interesting but ancillary. Sales Lead Prioritization. Sales Closing Ratio. Sales

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


Determining the right keywords often requires a thorough understanding of your buyer’s journey through the sales cycle. The goal at this stage is to take the relationship to a mutually satisfying closed sale. Help the Sales Team Close.

How a Top Account Executive is Closing Big Deals with Video


As an AE, Bethany would be leveraging video in a later part of the sales cycle (e.g., to go over pricing proposals or answer complex questions) rather than a prospecting use case leveraged by the sales or business development teams. Using video to support the sales cycle Bethany often takes advantage of the screen-share functionality of GoVideo. Blog Field Sales Sales

Optimize your Salesforce Opportunity Stages for CRM Adoption


Reps will frequently skip stages they don’t find to be useful, even if there is a clear purpose designed for sales management to use (i.e. Example 1 – sales assisted transactions This is a mid-market sized organization with a sales-assisted transaction and a sales cycle. ?

Lucidchart Returns to Ramp 2019


Last year, VP of Sales Peter Chun led an interactive discussion with ops pros on the business, sales, and marketing sides of the house. An account map provides a holistic view of an account, helping sales reps keep track of the influencers, blockers, champions, and buyers.

Ask a Content Strategist: How Can Sales Enablement Drive Content Marketing ROI?


What if we could also make our sales team more effective? If you think about it, sales enablement is the easiest way to drive marketing ROI. Most marketers recoil at the idea of being on the hook for sales goals. As a result, sales enablement is often an afterthought.

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What Is the B2B Sales Process? Plus Tips and Tricks for the Modern Sales Pro


The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process. B2B Outbound Sales Process. Depending on your industry, target buyers, and other factors, your B2B sales cycle may have four or more stages.

Why Content Marketing and Product Marketing Are A Match Made in Heaven

Marketing Insider Group

According to Google, 57% of the sales cycle is complete by the time buyers talk to your salesperson. Is Product Marketing Too Focused on Closing the Sale? Content marketing is, of course, concerned about the sale as well, but content marketers work up to that.

Is Your Marketing Team a Cost Center or a Revenue Center?

BOP Design

Traditionally, the sales department is seen as the only revenue generator in a company. Often, these activities are associated with sales, but today, these activities are often shared by sales and marketing and/or done in tandem.

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What Is a Sales Funnel? Definition, How To Build One, and Best Practices


What Is a Sales Funnel? A sales funnel visualizes the selling process and shows the different stages prospects go through to become customers. The most common graphic used to represent a sales funnel is a segmented tube with a wide top and narrow bottom, much like an inverted pyramid.


The Critical Building Blocks of an Enterprise Sales Engine


This article has some key takeaways on the pre-requisites for success from a sales org profile standpoint. At the highest end, you may be responding to RFPs (request for proposals) which will require a formal bid management process and team. My time at Electronic Data Systems (EDS – HP Enterprise) exposed me to the most extreme end of enterprise sales resourcing. The standard sales rep merely sells them software to reduce costs by 10%.

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4 Principles for Effective Lead Management

Modern Marketing

Yet, when Marketing talks about what a “Lead” is and when Sales talks about what a “Lead” is, they are talking about different things. Sales Definition: Lead — A person from a company in my territory who talked to me at an event.