Webbiquity

MARCH 1, 2022

The way B2B buyers consume content has changed significantly in the past two years. But fascinating new research quantifies those changes, and points the way forward for B2B content marketers. Buyers are spending more time with content. Known visitors spent on average twice as long viewing content as unknown visitors.

Research 349

Research B2B Marketing Marketing Automation Services Top of Funnel 349

The Marketing Blender

MARCH 22, 2024

Understanding B2B Digital Marketing Strategies Unlike B2C marketing, which focuses on reaching individual consumers who can often make an immediate decision, B2B marketing typically involves multiple decision makers, longer sales cycles, and higher price points. But you have to know what’s important and what isn’t.

Paid Content 97

Paid Content Sales Management B2B Marketing Marketing Strategy 97

Marketing Insider Group

AUGUST 18, 2020

The question of why Sales and Marketing need to be in sync is a no-brainer. Studies have shown that companies with “good” sales-marketing alignment achieve. But how exactly can sales-marketing alignment benefit YOUR organization? Leaders need to ask themselves: What is the structure of our sales and marketing teams?

Sales Management 290

Sales Management Lead Ranking B2B Sales Top of Funnel 290

ClearVoice

DECEMBER 18, 2023

Account-based marketing (ABM) and strategic content creation and distribution mesh perfectly. However, strategic content creation and distribution are great solutions to these challenges. Personalization Challenges Successful ABM campaigns depend on personalized communication tailored to each prospect’s specific needs.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

ANNUITAS

NOVEMBER 15, 2021

Change in the working environment, change in the tools companies are using, and change in how buyers seek information and make purchases. Now more than ever, trust is important in the buying process as prospects continue to carefully consider purchases. 1: Hire and train more inside sales. 1: Hire and train more inside sales.

Work Management 246

Work Management Marketing Management Ad Building Sales Qualified Leads 246

FunnelEnvy

OCTOBER 31, 2022

There’s a lot for marketers today to consider when it comes to tactics for bringing in new business, but your sales pipeline is what ultimately defines the success of all your funnels, marketing campaigns, and other efforts to add new clients and revenue consistently. Click To Tweet.

Sales Management 114

Sales Management B2B Sales Top of Funnel B2B Thought Leadership 114

Zoominfo

APRIL 25, 2021

Lead response time can make or break your sale. On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. Need proof? How to Lower Response Time on Inbound Leads 1.

Sales Qualified Leads 130

Sales Qualified Leads Lead Scoring Lead Ranking Leads 130

Marketing Insider Group

APRIL 6, 2021

However, in today’s world, where we can utilize predictive analytics tools to create highly personalized experiences for customers, it’s critical to focus on delivering value over making a sale or focusing too much on cost. How can you create consistent, long-term value for prospects and loyal customers? With content marketing.

Top of Funnel 336

Top of Funnel Work Management Marketing Management Content Marketing 336

Metadata

APRIL 8, 2024

I used Metadata for the first time in 2021 when I worked at Armorblox (now a part of Cisco), and it instantly made me a better B2B marketer. Fast forward a few years, and I landed a gig at Armorblox (now a part of Cisco), which was a cybersecurity start-up at the time. I was instantly hooked. This was when Metadata entered my life.

Cost per Lead 52

Cost per Lead CPO B2B Marketing Advertising Agencies 52

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion?

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

Zoominfo

JULY 1, 2021

“The perfect qualified lead is someone who fills out a form with a great decision-making title, who understands the pain points that their company is experiencing, and is doing some kind of outreach that we could help them with.” – Morgan Schuler, inbound sales development manager at ZoomInfo. What is Lead Qualification?

Lead Qualification 130

Lead Qualification Lead Ranking Lead Scoring Sales Qualified Leads 130

SmartBug Media

MAY 26, 2022

Incorporating video in your sales cycle can be daunting. Whatever the reason, it’s time to step out of your comfort zone and press record because video in your sales strategy has many benefits. Video isn’t just for prospecting anymore. Ready to push past the fear and start using video in your sales process ?

Sales Cycle 97

Sales Cycle Top of Funnel Video Marketing Advertising Funnels 97

Zoominfo

OCTOBER 28, 2021

“Enterprise sales” and “fast” are two terms that don’t often go together. Here’s the good news: There are ways to move enterprise sales along quicker if you focus on areas you can control. Obstacles to Navigating Enterprise Sales Sometimes, navigating an enterprise deal is like walking through a thicket.

Enterprise Management 130

Enterprise Management Work Management Zoominfo Sales Cycle 130

ANNUITAS

SEPTEMBER 3, 2020

This post ‘is’ however a shot across the bow of the concept that successful selling simply comes down to persistent, interruptive, automated ‘sales cadences.’ For the record, SalesLoft is a respected provider of sales engagement software. It actually has little to do with their technology, per se.

Ideal Customer Profiles 147

Ideal Customer Profiles Marketing Automation Services Trigger Marketing Demand 147

DiscoverOrg

APRIL 20, 2017

Revenue growth is only possible with a solid understanding of our prospects – and no one knows that better than B2B marketers. When it comes measuring the health of our prospect data, we’re used to showing raw growth in the number of contacts and accounts, or a coverage percentage for target accounts or personas.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

Zoominfo

DECEMBER 28, 2020

You’re armed with your prospect’s buying signals, right? They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. What Are Customer Buying Signals?

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

LeanData

NOVEMBER 22, 2022

So when the average cost per lead at a trade show is $811 , every prospect counts. . Your hard-working sales reps hustle to chat with every conference attendee with a pulse. Your hard-working sales reps hustle to chat with every conference attendee with a pulse. 3) Ask sales reps to research and complete the contact record. (4)

Trade Show 98

Trade Show Cost per Lead Buy ROI 98

Zoominfo

JANUARY 26, 2021

Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads. Long Sales Cycles: Enterprise companies are big, and they want to make sure they are getting best-in-class solutions. Enterprise leads are the gold standard of lead generation. What Is Enterprise Lead Generation?

Enterprise Management 189

Enterprise Management Lead Generation Lead Scoring Lead Ranking 189

Rev

MAY 3, 2023

Most revenue teams have more prospects in their CRM than they can handle. The problem, frankly, is not building up contact lists—the problem is maximizing the pipeline to identify the best prospects and engage them effectively. The sub-par prospects that clog your pipeline still consume resources but are more unlikely ever to close.

Ideal Customer Profiles 78

Ideal Customer Profiles Lead Ranking Top of Funnel Demand Generation 78

Marketing Insider Group

JULY 28, 2020

LinkedIn’s State of Sales Report shows that 44% of sales and marketing teams are seeing a significant drop in responsiveness to social and email messaging. So, why are sales and marketing teams challenged to build strong social relationships so they can overcome sales plateaus, sales drops, and sales troughs?

Top of Funnel 249

Top of Funnel Linkedin Ideal Customer Profiles Paid Search Agency 249

Marketing Insider Group

MAY 26, 2020

The late Jack Welch used to say: If the rate of change on the outside is greater and faster than the inside, then the end is near. Could this be why I’m hearing about 50-80%+ sales and revenue drops? It was important for sales and marketing to pause and think about what the market needs to hear and what actions companies should take.

Webinar Metrics 239

Webinar Metrics Peer-to-peer Co-Registration Paid Search Agency 239

Exo B2B

FEBRUARY 7, 2024

Did you know that 72% of marketing professionals use B2B personas to guide their marketing content? In this world where every purchasing decision can involve multiple stakeholders and take months of deliberation, understanding the nuances of B2B personas and the complex journey of the B2B buyer is not only useful, it’s essential.

B2B 52

B2B Buyer Personas Work Management Case Studies 52

DiscoverOrg

JANUARY 2, 2019

As customers , we got used to the big-data treatment – fast. When we Google Thai restaurants, we expect results near us, plus driving directions from our current location. Here are some data predictions we’re looking forward to. How do different click-paths support different use cases? “Big data” is very 2012.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

Only B2B

NOVEMBER 9, 2021

A marketing qualified lead (MQL) is one who has acquired a piece of content or connected with your marketing team but has not yet approached your sales funnel. A Sales Qualified Lead (SQL) is a lead that has been verified as a possible customer by your sales team. Perhaps they’re working on a lengthy buying cycle.

Marketing Qualified Leads 118

Marketing Qualified Leads Lead Ranking MQL Sales Qualified Leads 118

Seismic

NOVEMBER 16, 2023

This year, organizations have had to navigate a tricky sales environment. Buyer needs have changed, budgets are tight, and sales cycles are longer and more complicated than ever. If this year was any indication , sales targets and quotas will likely grow in 2024. Let’s dive right in!

Marketing Analytics Tools 59

Marketing Analytics Tools Allocation Marketing & Strategy Budget Programs 59

Martech

MAY 18, 2023

While virtual events are a great way to connect with your customers and prospects, getting qualified attendees is often a challenge. Having a clear goal will help you determine the type of attendees you want to attract and the messaging you need to use to reach them. What do you want to achieve with your event?

Webinar Metrics 89

Webinar Metrics Marketing & Strategy Thought Leadership Sales Qualified Leads 89

Sword and the Script | B2B

AUGUST 15, 2023

B2B buyers say they want quality content that demonstrates you understand their industry, and their company and helps them to build a business case to buy your tech product One of the reasons content marketing is so important to B2B companies is the fact that the last person a buyer speaks to is a salesperson.

Marketing Management 75

Marketing Management Vendors Studies Top of Funnel 75

Only B2B

NOVEMBER 23, 2021

Over a long time, the sales and marketing operations in B2B organizations were thought to be discrete. At some point throughout the sales cycle, marketers must transfer over marketing qualified leads (MQLs) to sales teams as sales qualified leads (SQLs). The Sales Funnel. Sales Funnel.

Marketing Qualified Leads 118

Marketing Qualified Leads Lead Ranking Top of Funnel Sales Qualified Leads 118

Zoominfo

JULY 1, 2021

Whether or not it progresses through the funnel depends upon what kind of inbound leads you’re attracting, as well as the lead qualification process that happens once they enter the sales funnel. It’s about getting all the information we need to kind of connect the dots to the right people at the [prospect’s] company,” explains Schuler.

Lead Qualification 100

Lead Qualification Lead Ranking Lead Scoring Sales Qualified Leads 100

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Rules 130

Rules Sales Qualified Leads Lead Scoring Lead Ranking 130

Salesforce Marketing Cloud

SEPTEMBER 19, 2023

That may seem like quite a hurdle, but we’ll show you how to build a healthy sales pipeline, step by step. Table of Contents What is a sales pipeline? Why is a sales pipeline important? How do sales pipelines work? What are the stages of a sales pipeline? How do you build a healthy sales pipeline?

Top of Funnel 59

Top of Funnel Work Management Marketing Management Ad Building 59

Vidyard

OCTOBER 28, 2022

You’ve done your research, bravely picked up the phone to make the first sales call of the day, and on the other end of the line, you’re met with crushing sales objections that stop you dead in your tracks. Contents 1. Trends in Resources Used for Video Production 1.6.1 Resources Used for Business Video Production 2.

Ideal Customer Profiles 125

Ideal Customer Profiles Cold Calling Advertising Benchmark Budget Programs 125

Varicent

APRIL 15, 2020

In times of crisis, most of us seek out ways to retain control. And the cycle continues. We can't control that most prospects aren’t buying right now. We can't control that most prospects aren’t buying right now. Bring value to your interactions by: Enabling your sales team with content to help prospects.

Top of Funnel 120

Top of Funnel Ad Building Advertising Funnels Paid Search Agency 120

BOP Design

DECEMBER 21, 2021

A major component of inbound marketing is content marketing and content creation. In this article, we take a look at B2B content marketing practices that work and why they are effective. When most B2B marketers talk about content marketing, thought leadership articles are at the center of their strategies.

Top of Funnel 114

Top of Funnel B2B Marketing Practices B2B Thought Leadership 114

Salesforce Marketing Cloud

SEPTEMBER 19, 2023

Prospects — the potential customers you want to sell to — are the fuel for the sales pipeline. Every prospect represents a possible deal. So growing your base of prospects and working to nurture them will grow your revenue. Speed up your prospecting What is sales prospecting? See how it works.

Sales Qualified Leads 69

Sales Qualified Leads Ideal Customer Profiles Outreach Work Management 69

Salesforce Marketing Cloud

JANUARY 26, 2024

Turning prospects into customers is a bit like a relay race. Next up is the crucial moment: passing the baton to the sales team, set to dash to the finish line, er, close. Next up is the crucial moment: passing the baton to the sales team, set to dash to the finish line, er, close. What is a sales qualified lead (SQL)?

Lead Ranking 59

Lead Ranking Marketing Qualified Leads MQL Sales Management 59

BOP Design

MARCH 30, 2021

However, it’s crucial to be thoughtful about the types of emails you send, who you are emailing, and how often you are sending content to their inbox. In the first post of our four-part series on email marketing, we take a look at best practices for using B2B email marketing for lead nurturing. For B2B, Conversions Take Nurturing.

Lead Nurturing 117

Lead Nurturing Planning Top of Funnel Work Management 117