The Effective Marketer

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The Big Myth About Buyer’s Journey in the Digital Age

The Effective Marketer

Last week I attended a webinar presented by SiriusDecisions and Alinean titled “ SiriusDecisions Interview: Death of the B2B Sales Rep? ”. If you know anything about SiriusDecisions these guys are the top analysts when it comes to B2B sales and marketing. By engaging a sales rep.

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The State of Demand Generation

The Effective Marketer

There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). The Customer Buying Cycle Framework.

Getting Started Guide for Marketing Automation

The Effective Marketer

Step 1: Sales and Marketing Alignment and Documentation. If you did your marketing automation purchase following best practices, the sales team (or at least sales management) was involved to help make the selection. If not, stop what you are doing and meet with the sales leadership. What does the sales and marketing funnels look like? How and in which stage will marketing hand leads off to sales? How will marketing get feedback from sales?

A Content Framework for Sales Enablement

The Effective Marketer

Although not as glamorous, internal content like sales enablement materials are an important component of making sure all that nurturing given to your leads actually convert into deals. Sales Enablement Content. Right after that, I put in the sales rep goals.

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Your Content Focus: Narrow vs Wide

The Effective Marketer

Others don’t want to “abandon” leads they have already generated and argue for more nurturing campaigns with content that will guide those leads down to eventually close a sale. I believe it is a matter of understanding a few important things before making a decision, such as: How long is your sales cycle? After getting your first content marketing pieces out there, the question usually revolves around “what’s next?”

Six Ways Marketing Can Shrink the Sales Cycle

Great B2B Marketing

I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle

Industrial Email Marketing for Targeting Engineers in Long and Complex Sales Cycles

Industrial Marketing Today

Typically, […] The post Industrial Email Marketing for Targeting Engineers in Long and Complex Sales Cycles by Achinta Mitra appeared first on Industrial Marketing Today. Industrial email marketing doesn’t get as much respect as it deserves.

Can You Really Use Marketing to Shrink the B2B Sales Cycle?

Great B2B Marketing

It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? B2B Sales Sales Cycle Sales Model B2B sales cycle

Lead Qualification: Rethinking BANT in the Modern B2B Sales Cycle

Act-On

In today’s complex B2B sales cycle, it’s important that an organization’s sales and marketing teams create a clearly defined and agreed upon, definition of a qualified lead. Do your biggest sales happen on the East Coast?

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3 Tips to Shrink Your Long Enterprise Sales Cycle

Act-On

You can’t overturn a single rock nowadays without some thought-leading salamander slithering out from under to tell you how to shorten your sales cycle and proposing magical elixirs for driving your time to close down to days as opposed to months.

The Marketing Automation Sales Cycle

Salesfusion

The post The Marketing Automation Sales Cycle appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Email Marketing Lead Nurture Website Tracking

Does Your Sales Team Know About the Hidden Sales Cycle?

Modern Marketing

by Sylvia Jensen | Tweet this We’ve all heard the statistic that 67% of the sales cycle is complete BEFORE the buyer ever speaks to a sales person. They call this the ‘hidden sales cycle’. So, does your sales team get this?

Use Digital Content to Shorten the B2B Sales Cycle

Great B2B Marketing

Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle.

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?

Six Ways Marketing Can Shrink the Sales Cycle

Great B2B Marketing

I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B 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?

What is the Best Content to Use for Each Stage of the B2B Sales Cycle? [Infographic]

Crimson Marketing

Key takeaways include: Blogs and newsletters are most valued by B2B buyers early in the sales cycle, when they are starting to learn about a topic and evaluate products/vendors. 80% of buyers want to continue to receive content after a sale is completed.

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The High Cost of Lengthening Sales Cycles

The ROI Guy

For many B2B firms, sales cycles have extended by a month or more over the past few years, and show little signs of shortening. These sales cycle delays have had a serious impact on B2B sales revenue and growth, resulting in the failure of many sales and marketing organizations to meet growth goals and quotas. For a typical $500M software company, the average cost per each month of extended sales cycles is $41.66M ($500M /12).

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Your Sales Cycle Dilemma in 2013

The ROI Guy

With more financial constraints, more stakeholders, and more scrutiny on each purchase, buying cycles have been extended by almost 10% over the past three years. In our recent ValueStory™ roadshows , attendees have indeed confirmed lengthening decision cycles.

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How to Shorten the B2B Sales Cycle

Great B2B Marketing

If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle. Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it. What exactly do I mean by the term “sales cycle”?

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4 Lead Nurturing Campaigns to Run After the Sales Cycle

Modern Marketing

Here are a few different types you might find after the sales cycle has come to a conclusion. 4 Lead Nurturing Campaigns to Run After the Sales Cycle is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. Lead Nurturing b2b marketing Content Marketing lead management lead nurturing campaigns marketing automation sales cycles

Demystifying the Sales Cycle

PureB2B

So, sharing content that helps people remind them of the benefits you have to offer will help you land sales as efficiently as possible. Find ways to refine a complex sales process, reach potential sales and convert leads to business! The post Demystifying the Sales Cycle appeared first on PureB2B. Blog Buyer's Journey Complex Sales Cycle Content-Marketing Lead-Generation

3 Ways to Use Buyer Personas to Shorten Your Sales Cycle

Hubspot

When speaking with sales and marketing organizations across North America, I share that the most important question a business can answer is, “ Who do we want to be a hero to ?”. Your buyer personas should be among the most worn out documents in your sales and marketing arsenal.

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

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B2B E-mail Marketing Pro-Tip: Understand Your Sales Cycles

The Forward Observer

Often, the impulse is to push some unwanted sales messages or company news out to an email list. It is the glue that is holding together the online sales process. The best way to approach email marketing is to align it with your sales cycle. How long is the sales cycle?

3 Tips to Help Content Marketers Understand Sales Cycles

Biznology

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. Photo credit: Wikipedia.

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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.

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.

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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The state of B2B marketing in Asia—moving toward digital

Biznology

That’s good governance, but it lengthens and complicates sales. For example, the sales arm of a property conglomerate may sell machinery to a factory that is both a tenant on their land, and a partially-owned subsidiary.

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The B2B Value Sale is Actually Three Distinct Sales

B2B Marketing Insider

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates.

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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.

How Digital Marketing Can Drive Your B2B Company Results

Great B2B Marketing

B2B Marketing Digital Marketing Sales CycleI suspect that two types of people will read this article. The first group consists of those who are fairly […].

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.

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12 Quick B2B Sales and Marketing Fixes

Great B2B Marketing

B2B Sales Cycle Sales and Marketing B2B SalesAt Fusion Marketing Partners, we sometimes deal with clients who have both longer-term strategic issues (business model, lead-to-revenue strategy, etc.) […].

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B2B Lead Generation Blog: Winning the Complex Sales Cycle with Thought leading Content

B2B Lead Generation Blog

» Winning the Complex Sales Cycle with Thought leading Content David Meerman Scott shares some great ideas on how to leverage your thought leading content on your website. In the complex sale, we need to continually remind ourselves that companies dont buy - people do.