Partners in Excellence

JULY 8, 2020

A reader asked me, “Dave, when are you publishing a book on complex B2B selling? But, the idea challenged me, if I were to write a book on complex B2B selling, what would I write, how might I create something that would have a real impact on how we engage customers and move them through their buying process. What do you think?

B2B 91

B2B ACT Construction Sales Methodology 91

Sales and Marketing Management

APRIL 24, 2017

You’re working through the sales process with a prospect, and all of a sudden a competitor you’ve never heard of surfaces and you’ve lost the deal. Next time you talk to a prospect, spend some time understanding their emotional state. Confused, you check out their site. It’s a niche product, not nearly as full-featured as your product.

Hiring 189

Hiring B2B Demand Generation Agencies Demand Generation 189

SalesLoft

FEBRUARY 4, 2016

It’s almost time for Rainmaker 2016 , the the one and only conference dedicated 100% to all things sales development. Our Rainmaker 2016 speakers want to answer the question: what’s next in sales development? clickToTweet tweet=”“Personalize your messaging by getting to know prospects.”

Decision Maker 52

Decision Maker Consumer Conference B2B 52

Zoominfo

MAY 5, 2019

Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics. More than 86% of businesses surveyed in 2016 indicate that they plan to increase their upcoming email marketing budgets ( source )—and you should too. In 2017, email marketing turned half a century old.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? In 2016, it was 53.3 The dreaded gatekeeper. In 2015, 43.6

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Lead411

OCTOBER 31, 2018

One way to alleviate this anxiety is to reach out via multiple channels to find the best way your prospect or customer prefers to communicate. According to a Return Path study last year, analyzing 27 Billion emails sent by Americans between May 2016 and April 2017, 55% were opened via a mobile device.

Channels 63

Channels B2B Face-to-face Call-back 63

Alice Heiman

JULY 18, 2023

He started his career in tech sales, moved to management, and then founded SuccessKit in 2016. About Company Success Kit is a B2B company that creates case studies and customer success stories in written and video formats to help salespeople provide relevant examples of customer success during the sales process.

Case Study 116

Case Study Study Closing Hiring 116

Zoominfo

AUGUST 30, 2022

In the last year alone, our data shows that the words “GDPR” and “Marketing” were mentioned together over 30,000 times on prospect calls. Adopted in 2016 and enacted in 2018, the GDPR was created to improve data collection, processing, and usage. Are you allowed to cold-call prospects in this country? What is the GDPR?

Campaigns 130

Campaigns Data Account Based Marketing Consumer 130

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. This is a great opportunity if your target prospects are in the Marketing department! Marketing CRM solutions.

Trends 184

Trends Advertising Advertising Survey 184

Sales and Marketing Management

MARCH 26, 2018

Author: Steve Randazzo Once upon a time, trade shows were deemed the kings of B2B marketing events. According to the 2017 Center for Exhibition Industry Research Index Report, the fourth quarter of 2016 was yet another sign the reign of trade shows is over. The best way to draw in prospects is with a knowledgeable, hands-on experience.

Trade Show 180

Trade Show Decision Maker Travel Hotels 180

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. Know the Modern B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Pointclear

DECEMBER 8, 2016

Here is what happened on December 6, 2016 (the names have been changed to protect our client, a Fortune 200 company): Voicemail left by our business development associate forwarded by the VP Finance to the Director of Risk Management (DRM). Prospect has multiple regions, each with their own process and nuances.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

DiscoverOrg Sales

JANUARY 29, 2018

General Data Protection Regulation, Regulation (EU) 2016/679, April 27, 2016 (“GDPR”), Article 3.). We think the GDPR, based on its plain language, does not apply to B2B marketing under this test, because the offer is to the employer, not the employee. Perhaps a prospect provided their information when visiting your website.

Data 215

Data Marketing Ideal Customer Profile B2B 215

SalesLoft

FEBRUARY 18, 2016

What is the backbone of each and every B2B sales organization? Many would say it’s the sales reps: the ones grinding every day to transfer their belief behind the product to prospects, clients and customers. That’s why we want to meet you, our brand advocates , at Rainmaker 2016. Others would say it’s product itself.

Meeting 52

Meeting Customer Face-to-face Exact 52

Cience

JULY 25, 2019

Think for a moment about chatbots for B2B lead generation … What do you feel? of B2B companies that don’t have chatbots. In today’s article, we’ll examine the pros and cons of chatbots for B2B lead generation. Applied in business (both B2C and B2B): 1. Don’t make your prospect wait. To chatbot or not? .

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. –

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

No More Cold Calling

SEPTEMBER 8, 2016

In B2B sales, it’s important to make a good first impression. If you want to be seen as a trusted resource—a top-notch B2B sales pro with expertise to share, not just a product to push—you can’t use social media to blast strangers with sales pitches. None of us in B2B sales has much patience. You are your brand.

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

Pipeliner

DECEMBER 9, 2022

Nick Verity is the Chief Executive Officer of Cleverly, an Advertising & Marketing firm formed in 2016 with an estimated 18 workers. The world’s first B2B Lead Generation Agency with 700+ 5-star ratings. LinkedIn, more than any other social site, is focused on networking – B2B networking is among the most effective.

LinkedIn 52

LinkedIn Leads Marketing Qualified Lead Advertising 52

Hubspot Sales

MAY 3, 2021

LinkedIn's some 722 million members make for a massive pool of data that could provide sales organizations with invaluable guidance about potential opportunities and ideal prospects. And a few months ago, the social network rolled out a platform to make that happen. What can you do with LinkedIn Sales Insights?

LinkedIn 132

LinkedIn Buyer Persona Microsoft Analytics 132

Hubspot Sales

JANUARY 21, 2021

Janice Mars is the founder Principal of SalesLatitude — a consulting firm, dedicated to helping businesses focus their sales efforts on winnable deals and aligning core strengths with the right prospects. Jeff Davis. Image Source: LinkedIn. Jeff Davis isn't your traditional sales influencer. Image Source: LinkedIn.

Influencer 128

Influencer Twitter LinkedIn Decision Maker 128

DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. He is perhaps best known for his work creating large-scale online communities such as the B2B Technology Marketing Community on LinkedIn with over 97,000 followers across the world (at the time of this publication).

Scale 120

Scale B2B Trends Lead Rank 120

Zoominfo

OCTOBER 19, 2021

What you see in ZoomInfo today is a lot of the vision that I had for DiscoverOrg in 2015, 2016, but I never built a good enough engineering and product team to make that vision come to life,” Schuck said. Go Big on Data Privacy Like many B2B services, ZoomInfo collects the type of data about professionals that you find on a business card.

Engineering 130

Engineering Hiring Software Software 130

Zoominfo

MARCH 28, 2018

For this reason, you must be transparent, both in your brand messaging and your interactions with prospects and customers—even when it’s difficult. Don’t hide information from your employees, and they, in turn, won’t hide information from your customers or prospects. Don’t just reach out when you have a new product or service.

Face-to-face 178

Face-to-face B2B Loyalty Consumer 178

The Pipeline

FEBRUARY 19, 2016

We are sharing secrets in a rapid-fire series of online presentations on Wednesday, March 9th, 2016. Confirmed speakers for 2016 include: Brent Adamson, Principal Executive Advisor at CEB. Lori Richardson, B2B Midmarket Sales Expert. There will be something for everyone. And it’s completely free. Sign up here!

Top of Funnel 120

Top of Funnel Groups Funnel Analytics 120

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Zoominfo

APRIL 18, 2019

Build Targeted Lists for Prospecting. Building out targeted lists will help ensure your prospecting approach is relevant. While it would be great if you could reach your prospects at the right time in their decision-making process, the chances of that happening are very low. Originally published by ZoomInfo on January 27, 2016.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

No More Cold Calling

APRIL 1, 2016

To express my gratitude and celebrate this milestone, I am offering my No More Cold Calling book for 99 cents from the Kindle store for one day only: April 14, 2016. Simply go here on Thursday, April 14, 2016, between 12:01 a.m. Director of sales strategy at a large B2B software company, Amy is tenacious. and 11:59 p.m.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Social Media 120

Sales and Marketing Management

SEPTEMBER 14, 2017

Marketers in the B2B space are all about it, and there’s data to back that assertion up. SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM. In the Event of…. At its core, ABM is a communication strategy.

Account Based Marketing 168

Account Based Marketing Jigsaw Campaigns Account 168

Sales Hacker

MARCH 16, 2020

There’s been a shift in how B2B organizations communicate through follow-ups and outreach. This means that even in the B2B space, your buyers want ultra personalized experiences, they want their needs to come first, and they want on-demand engagement. That was four years ago. Buyers have become very good at ignoring this approach.

Follow-up 108

Follow-up Examples Lead Rank Marketing Qualified Lead 108

Sales and Marketing Management

JUNE 16, 2017

Case study : ZoomInfo: Taking a page from Instagram, which evolved to focus on photo sharing based on user behavior, B2B market intelligence provider ZoomInfo developed a highly successful expansion of its ReachOut solution to address a customer need it identified. Customer response has validated the move.

Penetration 153

Penetration Case Study Lead Rank Hotels 153

The Pipeline

MAY 22, 2018

One can’t blame the average reader for worrying about these predictions, after all, consider the source Forrester predicted ONE MILLION B2B SALES JOBS ELIMINATED BY 2020 ; while SellingPower asked “ How Many Salespeople Will Be Left by 2020? “, Spoiler alert – the link goes to a dead page, one way not to deal with a wrong prediction.

Lead Rank 212

Lead Rank Lead Scoring Sage Segment 212

DiscoverOrg Sales

JUNE 14, 2017

At the beginning of 2016, Anthony had a heart-to-heart talk with his supervisor and was inspired during the company’s annual January Sales Kick-off. In August of 2016, DiscoverOrg’s leadership decided to split the sales in into dedicated inbound and outbound teams. “It By then, many of the leads had grown cold. Everything is automated.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Gong.io

MARCH 17, 2021

It was the last day of Q1 2016, and they were going into battle on a closing call. . We analyzed 103,790 B2B sales calls to see if women and men sales pros differ. Women are underrepresented at every level in B2B sales and have been for many years. Samantha and our sales manager sat down and dialed into the call. .

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Bernadette McClelland

JANUARY 15, 2017

On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? Prospects and customers either answered the phone (or pager) or their PA did. Contact was relatively simple.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Pointclear

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. It delivers a diagnosis and a plan of treatment to improve the health and performance of the lead lifecycle. Data quality.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Zoominfo

FEBRUARY 21, 2019

For this reason, you must be transparent, both in your brand messaging and your interactions with prospects and customers — even when it’s difficult. Don’t hide information from your employees, and they, in turn, won’t hide information from your customers or prospects. Don’t just reach out when you have a new product or service.

Face-to-face 100

Face-to-face Loyalty Consumer B2B 100

Showpad

SEPTEMBER 28, 2017

As sales and marketing technology develops at disruptive speed, B2B marketing agencies need to step up their game to stay relevant and empower their clients. Today’s B2B buyers are more empowered and more demanding than ever. Why should B2B marketing agencies care about sales enablement?

Top of Funnel 40

Top of Funnel Ideal Customer Profile Sales Enablement B2B 40