SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Buyer insights.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

SBI Growth

JULY 25, 2013

Have you started thinking about 2014? The best-in-class marketing leaders have already started planning for next year. They follow an annual planning process that starts in July with a Marketing Productivity Benchmark. A productivity benchmark assesses the marketing organization’s capabilities – its strengths and weaknesses.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

SBI Growth

OCTOBER 14, 2013

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item. It engages them and pulls them through the buyers journey.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

Sales and Marketing Management

NOVEMBER 9, 2014

Issue Date: 2014-11-10. Teaser: Selling to today’s empowered buyers is demanding. Selling to today’s empowered buyers is demanding. Author: Michael Harris.

Buyer 297

Buyer Closing Sales 297

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. A cute marketing term that elevated the noise created by Sales 2.0, The person a self-declared buyer talks to is not a sales person, but rather a quote/price dispensing order taker. Big difference. Scraps anyone?

Demand Generation Targets 295

Demand Generation Targets Demand Generation Sales Cycle Comparison 295

Score More Sales

DECEMBER 16, 2013

Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. Increase Opportunities. Expand Your Pipeline.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

Zoominfo

JUNE 25, 2019

Dirty data impacts all areas of an organization, including marketing, lead generation, customer relationships, and finance. Here are some statistics for you to pay attention to: 62% of organizations rely on marketing and prospect data that’s up to 40% inaccurate. Key Takeaways About B2B Database Marketing.

B2B 213

B2B Data Marketing Buyer Persona 213

SBI Growth

MARCH 21, 2014

Do you have your 2014 content marketing plan in place? Content is king in today’s modern marketing world. You need to create content that your buyer cares about. Content Marketing CMO Marketing Resources' There will be many moving pieces to your strategy. And many things you will need to think through.

Marketing 293

Marketing Coaching How To Resources 293

SBI Growth

MARCH 26, 2013

In a recent post , we talked about are you Mr. CMO or VP of Marketing keeping pace with the market. These are the questions we hear most often in marketing organizations. Let’s assume for today’s conversation you have the performance conditions for a level 5 marketing organization. Do I have the right team? How do I know?

Marketing 285

Marketing Scale Analysis Sales Qualified Lead 285

Sales and Marketing Management

JULY 22, 2014

Issue Date: 2014-07-23. Teaser: SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect. Read about the fix. Read about the fix. read more'

Case Study 250

Case Study Study Lead Nurturing Face-to-face 250

Sales and Marketing Management

OCTOBER 27, 2014

Issue Date: 2014-10-27. Teaser: In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant? Author: Amit Khanna, President of Small and Medium Business, SalesGenie. read more'

SalesGenie 280

SalesGenie Marketing Buyer Prospecting 280

Zoominfo

OCTOBER 31, 2018

If you’re reading this post, you already know it’s important to keep a finger on the pulse of marketing for new, innovative tactics. B2B influencer marketing. Proven to increase brand awareness and drive lead generation, influencer marketing is a vital marketing tactic for many B2C brands. One such tactic?

Influencer 153

Influencer Marketing Hubspot B2B 153

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Understand the Buyer''s Backstory. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Sales and Marketing Management

FEBRUARY 8, 2021

“Google searches reflect that Airbnb has eclipsed the equity of century-old brands, in one decade, across markets big and small,” wrote entrepreneur and NYU marketing professor Scott Galloway. While competitors may have equity in a specific market, no brand sits on the iron throne across all markets as Airbnb does.”.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

SBI Growth

AUGUST 3, 2013

She’s a Marketing VP at a B2B logistics company. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The sales force neglected to utilize marketing developed sales support materials. The sales force neglected to utilize marketing developed sales support materials. Meet Kathy.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Sales and Marketing Management

JANUARY 26, 2014

Issue Date: 2014-01-27. Author: Lisa Clark, Vice President of Marketing. Teaser: Reps may arrive at a call ready to disseminate rote information instead of solve problems that win deals. Brain science research at Harvard shows how managers can equip reps for value added conversations that can win deals.

Buyer 235

Buyer How To Research Conversion 235

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. In 2014, communicating with buyers is easier and quicker than ever.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

Score More Sales

MAY 15, 2014

I had a chance to catch up with best-selling author and modern marketing expert Jay Baer who has been the host of the IBM Smarter Commerce Global Summit 2014 Tampa this week. JB: In their zeal to embrace content marketing, many brands are creating content that is wholly self-referential. LR: What’s next in social?

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

Bernadette McClelland

AUGUST 19, 2014

3 Ways Salespeople can pocket more sales in today’s market. We can let marketing do their thing when it comes to getting our message out there and respect that, or we can make some different decisions and create our own marketing speak – in proposals, presentations and conversations. So what do we do? Tell a story.

Marketing 290

Marketing SME Case Study Resources 290

Bernadette McClelland

AUGUST 19, 2014

3 Ways Salespeople can pocket more sales in today’s market. We can let marketing do their thing when it comes to getting our message out there and respect that, or we can make some different decisions and create our own marketing speak – in proposals, presentations and conversations. So what do we do? Tell a story.

Marketing 290

Marketing SME Case Study Resources 290

A Sales Guy

DECEMBER 3, 2013

For 2014, I’m predicting it will be the year of execution and strategy and most companies won’t be ready. Content marketing is redefining lead generation, SEO and branding. You need to know if you’re going to partner with marketing and leverage a content marketing strategy and if so, HOW?

Strategy 115

Strategy InsideView Hiring Social Media 115

SBI Growth

OCTOBER 10, 2013

Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. Adding value to your sales team starts with understanding your buyer. Best-in-class sales organizations start with understanding where the buyer spends their time. Yes, the sales team is the buyer for your solutions.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. B2B Buyer Behavior. The Digital Age Buyer’s Journey. percent of buyers start with a Google search.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. Self-Directed Buyers are the New Reality. The average B2B buyer is 57% done with their purchase decision before sales engages. 58% have increased their content marketing budget.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. You can probably guess what the vice president of sales told his team: Just ignore all leads from marketing, because they suck.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and But where to begin?

Marketing 226

Marketing Telemarketing Scale Education 226

SBI Growth

AUGUST 24, 2013

Your Reach on LinkedIn will be one of your best sales assets in 2014. LinkedIn Profiles, Reach & Referrals is how you make your number in 2014. What else can you do to make the number in 2014? More connections increase the chance you’ll have an “in” with potential buyers. Is one of your buyer personas a CEO?

LinkedIn 310

LinkedIn Buyer Persona Referrals Networking 310

SBI Growth

JULY 30, 2013

Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend?

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

SEPTEMBER 4, 2013

Your marketing strategy is not just about making the number this year. Great CMO’s set a strategy to make the number in 2014 and beyond. As the CMO you’ve done everything you can without the use of marketing automation. You now have the support of the CEO to modernize the marketing organization. Why would they?

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. We haven’t been shy about touting the benefits of social media in B2B sales and marketing. Not measuring ROI.

Social Media 147

Social Media Media B2B Marketing 147

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. How You Avoid Losing the 2014 Battle. In this report we heard from over 15,000 B2B buyers.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

SEPTEMBER 28, 2013

As a leader of the organization why not live where your buyers live? Get your copy by siging up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". 69% of the population says it enhances the company’s market credibility. Address your buyer’s questions in your profile.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

SBI Growth

AUGUST 17, 2013

The CEO realized it was time to reinvent the Marketing organization. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization. Are you contributing 30% of the revenue via marketing driven campaigns? Martyn is a board member for the Chief Marketing Officer Council.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Discover the best way to make your 2014 number. Become world class and make your number in 2014. Sometimes shifts in the market dictate that your team needs to grow.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

Zoominfo

JULY 13, 2020

personas based on poorly sourced data, or worse, no data at all), they can be highly misleading and result in failed product launches, subpar marketing campaigns, and lost sales. What is a buyer persona, and who does it help? Identify buyer personas! Learn how: [link] — ZoomInfo (@ZoomInfo) July 29, 2014.

Data 213

Data Buyer Persona Demographics Segment 213

Fill the Funnel

DECEMBER 8, 2013

Content marketing tactics such as blog posts, feature articles, optimized website copy, white papers, social media content and press releases move buyers along a specific path. Would love your comments on these two questions: Will you be stepping up your content marketing in 2014? All Rights Reserved.

Top of Funnel 122

Top of Funnel Marketing Marketing Qualified Lead Social Media 122