SBI Growth

OCTOBER 28, 2013

Here are a few questions that every CMO must answer just to stay in the job: How am I going to educate my customers and prospects on new products or solutions? Add in branding, digital media, social prospecting, collaboration solutions, etc. Doug currently leads Covisint’s B2B Global Marketing and Communications organization.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

Sales and Marketing Management

FEBRUARY 8, 2021

As B2B companies continue to expand their digital marketing efforts, they can cull lessons from the B2C clashes like that between Airbnb and Vrbo. In the B2B world, you need to adopt the methods that the B2C people use in a different way, and that’s not going to be natural,” Westerman told SMM in a telephone interview.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

No More Cold Calling

SEPTEMBER 18, 2014

You bet, and it’s critical to increasing B2B sales effectiveness. By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. How to Get Prospects to Call You Back. Read “ How to Get Prospects to Call You Back.”). CSO Insights agrees with me. I see you.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

LinkedFusion

OCTOBER 10, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

LinkedIn 40

LinkedIn Social Selling Ideal Customer Profile Lead Rank 40

LinkedFusion

SEPTEMBER 30, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

Social Selling 40

Social Selling LinkedIn Ideal Customer Profile Lead Rank 40

The ROI Guy

JANUARY 21, 2015

My colleagues and I would stand outside the buildings where our clients and prospects worked. Your prospects are appearing, consuming content, engaging and then disappearing. This new game is a tough one, with: A whopping 58% of B2B deals stalling as the buyer goes dark leaving sales scratching their heads as to what happened (SBI).

Top of Funnel 97

Top of Funnel Buyer Decision Maker Lead Rank 97

The ROI Guy

JANUARY 26, 2015

At the same time, only 59% of sales reps achieved their quota in 2014, down sharply from 67% last year (Accenture). Alinean B2B Ebbinghouse IDC Pisello Sales Tools Sales Training SiriusDecisions Stakeholders Value Selling Value Selling Tools'

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

LeadFuze

NOVEMBER 30, 2021

When I think of B2B sales, it makes me want to take a nap. In 2014, marketing automation was the most popular new trend for sales teams across all industries. Technology and channels are not the future of sales. The point is to be human not create a system out of channels which are similar but different. Say your pitch.

Top of Funnel 52

Top of Funnel Hiring Scale How To 52

SBI

DECEMBER 17, 2019

Some years ago, marketers used cold calling as their main way of getting in touch with prospects. Social selling is the process of finding prospects on social media, building relationships with them, nurturing them with the right content, and converting them into customers down the line. Track social mentions to find more prospects.

Social Media 103

Social Media Social Selling Media Influencer 103

LeadBoxer

JANUARY 9, 2019

LeadBoxer can even populate contact information and visitor details, such as the prospect’s industry and specialty. Then, based on the criteria set by the organization, LeadBoxer is able to calculate a leadscore for each prospect. The higher the leadscore, the more promising that prospect is. Looking for more qualified leads?

Google Analytics 69

Google Analytics Ideal Customer Profile B2B Sales Qualified Lead 69

Sales Hacker

JULY 2, 2019

When you think B2B sales, do you find you suddenly needing a nap? 2014 saw the rise of marketing automation. The future of sales can’t rely on technology or channels. But there’s more going on than just “channel overload.” But that’s a sure way to overload yet another channel like we’ve done with email.

Top of Funnel 103

Top of Funnel Social Media Scale Face-to-face 103

Gong.io

AUGUST 8, 2022

It can be a tremendous relationship-building platform that lets your business focus less on old-school prospecting practices like cold calling. . And how can B2B sales reps leverage it on various social platforms? Social selling is a process where salespeople can leverage social media channels to reach out and connect with prospects.

Social Selling 62

Social Selling Social Media Ideal Customer Profile LinkedIn 62

Hubspot Sales

OCTOBER 29, 2019

Social selling is the process of researching, connecting, and interacting with prospects and customers on social media networks -- notably Twitter and LinkedIn, but others certainly fit the bill. Check out the profiles of your customers and prospects. What Is Social Selling? Join LinkedIn groups and other relevant forums.

Social Selling 126

Social Selling Ideal Customer Profile Social Media Twitter 126

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Recognize that B2B is human to human and it is at that level that you can make your magic. Anita Nielsen. Jen Ferguson.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Cience

MAY 7, 2019

In the B2B selling process, a sales lead is a decision maker (and her/his contact data) at a company that you hope will become your client. For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Cience

MAY 7, 2019

In the B2B selling process, a sales lead is a decision maker (and her/his contact data) at a company that you hope will become your client. For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

Sales Hacker

APRIL 28, 2020

To that end, Lori also founded Women Sales Pros, the first community online dedicated to helping smart, savvy women get into B2B sales positions and sales leadership and to help companies find and develop great women sellers. Lori Richardson wants to literally change the face of sales and sales leadership and B2B companies, especially tech.

Sales Leadership 71

Sales Leadership Hiring Lead Rank Lead Scoring 71

Sales Hacker

NOVEMBER 10, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, previously, absolutely unthinkable. So the inflection point was 2014, 2015… 2014, we did 750,000 and S in ARR. So, what else can I tell you?

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74