Marketing Insider Group

SEPTEMBER 14, 2020

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. If manufacturers, retailers, distributors, etc.

Differentiation 181

Differentiation Enterprise Management Work Management Marketing Management 181

Martech

MARCH 22, 2023

Consider this: 17% of companies are planning RFPs this year, according to the 2023 State of the ESP RFP. Rethink that RFP Before you replace or add technology, ask yourself whether you maxed out your current functionality. What should it look like to stimulate more sales? Don’t stop to think about the process.

Enterprise Management 94

Enterprise Management Marketing & Strategy Marketing Strategy RFP 94

BenchmarkONE

FEBRUARY 13, 2019

The moment has come: your dream client has submitted an RFP (request for proposal). Whether this is your first or thousandth RFP, there’s no denying that the proposal process is a little harrowing. Let’s look at seven tips for agency proposal creation that’ll help you nail your next RFP. Easy, right?

RFP 56

RFP Paid Search Agency Marketing Proposals Work Management 56

Biznology

JUNE 3, 2020

I reached out to my longtime colleague and friend Roger McDonald , a seasoned sales and marketing executive and thoughtful observer of things B2B, to gather up his views on what’s going on and how we B2B marketers should be thinking. How do you see Covid-19 changing the nature of B2B sales and marketing going forward? Roger McDonald.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Lead Forensics

APRIL 2, 2024

This blog equips you with 50 common sales objections, categorized for easy reference, along with effective responses to turn those objections into stepping stones towards closing the deal. Ask clarifying questions to understand their current processes and identify potential areas where your product can improve efficiency or effectiveness.

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

Martech

FEBRUARY 24, 2022

But since these systems often come with hefty price tags, it’s important to cover all of your bases when navigating the purchase or upgrade process. To start, set up demos with your shortlist of vendors within a relatively short timeframe after receiving the RFP responses to help make relevant comparisons. Learn more here.

Marketing Automation Services 114

Marketing Automation Services Marketing Management Vendors Marketing Automation 114

chiefmartech

FEBRUARY 8, 2021

Why are sales teams suddenly embracing so many new apps? What is remarkable, however, is how many interactions were redirected into “digital interactions with a sales rep” — even at the expense of “digital self-service” options. I believe those same dynamics apply to salestech as well.

Enterprise Management 141

Enterprise Management Marketing Management RFP Forecasting 141

Zoominfo

MAY 7, 2021

His background in entertainment sales for hotels made for a less-than-smooth transition into data and software, which is what led our CEO, Henry Schuck, to celebrate Lyon’s first closed-won deal by blasting “I Can’t Wait to Be King” from the Lion King — in French — throughout the sales floor. Read on to find out how he did just that.

RFP 100

RFP Zoominfo Work Management Data Hygiene 100

Martech

DECEMBER 7, 2021

Once you have determined that marketing work management software makes sense for your business and have spent time researching individual vendors, it’s time to schedule demos with your selected vendors. We recommend setting up demos within a relatively short time frame after receiving RFP responses to help make relevant comparisons.

Work Management 95

Work Management Enterprise Management Digital Asset Management Marketing Management 95

Sales Engine

MAY 22, 2016

As you may know, Neil is regarded by many as the father of Consultative Selling and the author of many books, including SPIN Selling, the 1988 New York Times Best Seller than many of us B2B “Sales Lifers” grew up with as our template for success. Sales Engine CEO, Paul Rafferty with author Neil Rackham.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Zoominfo

APRIL 21, 2020

Get on that list, and then the burden of the research and vetting process will be lifted. Terms and conditions are pre-negotiated, discounted fees and payment terms are already agreed upon, and dedicated account managers are established. And you can make it show through your RFP/RFI responses. Life gets a lot easier.

Work Management 221

Work Management Marketing Management Vendors RFI 221

Martech

JULY 26, 2022

Decide whether or not you need to engage in a formal RFI/RFP process. If you run a formal process, be sure to give the same list of capabilities to each vendor to facilitate an apples-to-apples comparison. The most effective RFPs only request relevant information and provide ample information about your brand and its needs.

Enterprise Management 82

Enterprise Management Marketing Management Vendors RFP 82

PathFactory

MARCH 4, 2021

It does not support sales in driving conversations and sales cycles with accounts that are stuck in status quo or in the funnel. It does not support account management and customer teams in their efforts to reduce churn, improve margin growth and increase customer lifetime value through account expansion.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

Hubspot

DECEMBER 9, 2020

It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. This brand of sales emphasizes the "why" over the "what" of a potential sale. Identify Common Pain Points.

Work Management 94

Work Management RFP Phishing Bundling 94

Conversica

JULY 23, 2019

Are you trying to optimize your Sales and Marketing funnel, but struggling to engage with all of your leads in a cost-effective manner? Have you ever considered adding a Sales AI Assistant to your team to help you find Sales-ready leads earlier and faster in the cycle? RFP Template. Self-Assessment Scorecard.

RFP 53

RFP Top of Funnel Case Studies Advertising Funnels 53

ViewPoint

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

Strategic-IC

FEBRUARY 16, 2021

ABM in action: How Acxiom built a sales pipeline in 120 days - Your questions answered. Acxiom and strategicabm seminar: “ABM in Action: How Acxiom Built a Sales Pipeline in 120 Days” ended with a lively Q&A session. What was the main sales and marketing alignment you had to overcome? E.g., C-Suite, Sales Director, etc.?

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71

Vidyard

MARCH 5, 2021

Video for Sales 1.3 Are you looking to help marketing with video management and data collection? Are you searching for a platform that allows your sales team to create personalized videos or network at virtual events ? Video for Sales. For sales, using an online video platform is a no-brainer. Contents 1.

Enterprise Management 155

Enterprise Management Work Management Video Marketing Marketing Management 155

Hubspot

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. Sales requires some detective skills. Somewhere during the approval process, the real decision-maker will ask them those same questions.

Work Management 79

Work Management Lead Scoring Lead Ranking RFP 79

Heinz Marketing

FEBRUARY 13, 2023

By Matt Heinz , President of Heinz Marketing If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. I’m your host, Matt Heinz.

Top of Funnel 99

Top of Funnel B2B Thought Leadership Thought Leadership Terms and Conditions 99

Pam Didner

NOVEMBER 5, 2020

But much of the content created by marketing could also be used on the sales side as is or with intentional customization. To support sales in sales enablement, content comes in the context of internal sales training, internal sales materials for tactics, and external marketing materials to share with prospects and customers.

Paid Search Agency 75

Paid Search Agency Account Based Marketing Planning Content 75

markempa

NOVEMBER 5, 2012

But, in reality, any marketing process can be optimized. EST – “ Planning for 2013: How to best utilize top lead gen tactics in the New Year ” – David Kirkpatrick, Senior Reporter, MECLABS, and I will review the basics of the lead generation funnel. Step #3: Ask Sales. Including lead generation.

Sales Management 120

Sales Management Lead Generation Sales Qualified Leads Analysis 120

DiscoverOrg

MARCH 22, 2017

I’m in the middle of evaluating sales coaching tools (3 to be exact), and while I see some pros and cons to each, there’s nothing really standing out to make one of them the clear winner. Of course, that’s our job, the job of sales and marketing – to help educate our markets, to cast a bigger and better vision of our solutions.

Ideal Customer Profiles 176

Ideal Customer Profiles Video Marketing RFP Marketing Management 176

Bionic

JUNE 4, 2020

Bionic aims to fix this with Messenger – a new instant messaging tool that streamlines communication between media planners, media buyers, and ad sales reps. Unlike Basecamp and other project management tools , Bionic Messenger requires zero setup and is simple to use. Clarifying RFP requirements. Finalizing a Proposal.

RFP 52

RFP Advertising Agencies Media Paid Search Agency 52

Golden Spiral

SEPTEMBER 15, 2021

Before shopping for tactics, you need to define your goals and identify measurable KPIs (Key Performance Indicators) to ensure you meet your goals. What is your process for approval and day-to-day communications? Be honest about who makes the decisions and how your decision process works. What is your budget?

Paid Search Agency 62

Paid Search Agency Advertising Agencies Work Management Marketing Management 62

Avitage

OCTOBER 22, 2016

We used to say, “sell ahead of the RFP.” ” Now we’re telling them, “sell into the ‘hidden opportunity market’ ” As a result of recent client work, I’ve re-examined CEB’s Challenger Customer for clues on how to improve B2B sales practices, especially for sales content. .”

RFP 120

RFP B2B Sales Marketing & Strategy Marketing 120

Hubspot

APRIL 13, 2021

With more information at your disposal, you can understand the marketplace and get a better sense of the questions you'll need to ask as you move forward in the procurement process. RFI vs RFP. Both RFIs and RFPs are tools used when procuring new tools, services or vendors. Then, they'll usually send out an RFP.

RFI 80

RFI RFP Marketing Proposals Vendors 80

ViewPoint

AUGUST 9, 2016

Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

BOP Design

MAY 13, 2019

When inbound leads come in through your B2B website , it is important to have a process to qualify and disqualify leads. Devise a process with a diplomatic email qualification communication to better guarantee that any initial phone calls or meetings are worthwhile for you and for your prospect. Qualify Quickly. Take the Lead.

Ideal Customer Profiles 65

Ideal Customer Profiles Lead Scoring Lead Ranking Sales Qualified Leads 65

markempa

APRIL 8, 2013

That’s the word from Joy Gendusa, Founder and CEO, Postcardmania , and Ken Pikulik, Director of Process and Strategy, ResponsePoint. A $10,000 campaign of 12,000 brochures, including postage, has an estimated lifetime return on investment of $1,250,000 for a national credit card processing company. It turns out your prospects are.

Direct Marketing 120

Direct Marketing Top of Funnel RFP Paid Search Agency 120

Square 2 Marketing

OCTOBER 20, 2020

You Think An RFP Is Going To Make It Easier, But It’s The Wrong Way To Find An Agency Partner. We rarely respond to request for proposals (RFPs) from prospective clients. But lately I’ve been thinking a lot about the process, and if you think running an RFP is going to help you find the agency of your dreams, think again.

Demand Generation Agencies 97

Demand Generation Agencies Advertising Agencies Paid Search Agency RFP 97

Bionic

AUGUST 27, 2020

Bionic today unveiled new ad sales tools that enable ad salespeople to respond to media planner RFPs in minutes instead of hours. Direct ad sales are clean and profitable, but inefficient. Streamlining direct ad sales with Bionic. Ad Sales Benchmarking Tool. Ad Sales Contact Manager Tool.

Paid Search Agency 52

Paid Search Agency Ads RFP Work Management 52

Hubspot

NOVEMBER 5, 2019

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. B2B auction. Procurement auction.

RFP 49

RFP Paid Search Agency Marketing Proposals Pricing 49

B2B Marketing Directions

AUGUST 13, 2022

However, most of these resources focus on how to use individual marketing techniques or tactics to generate growth. Jaworski and Lurie argue that a more effective and reliable way to drive growth is to focus on shaping the activities that potential buyers perform as they move through the buying process.

Organization 52

Organization Marketing Management RFP Barriers 52

The Point

JUNE 18, 2013

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. What are the challenges that presents? (DC)

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

Biznology

OCTOBER 29, 2019

Comparison sites in the mold of TripAdvisor and Yelp have entered the B2B buying process, especially in crowded categories like software and services. And they save both time and money in managing the competitive bidding process. Use of ratings and reviews sites in B2B.

Enterprise Management 135

Enterprise Management Work Management Buy Marketing Management 135

Vidyard

JULY 29, 2014

While writing one of these babies is a time-consuming process, a request for proposal (RFP) gives you the opportunity to outline your requirements for implementing a new piece of software or service, and ensure you get the best value for your investment. ” and you’ll quickly find yourself in an empty room.

RFP 50

RFP Marketing Automation Services Marketing Automation Automation 50