Mereo

FEBRUARY 18, 2021

They are more engaged in online channels in 2020 than in 2019, at 88% vs. 54% ( ITSMA, 2020 ). While a “researcher” may still serve as a buffer on the buying committee, your sales teams now must prepare to sell directly to the key decision makers. Align differentiated value messaging across channels and teams.

Decision Maker 88

Decision Maker Campaigns Channels Up-Sell 88

Zoominfo

OCTOBER 5, 2021

Without a clear understanding of your industry or market, you’ll be ill-equipped to make informed business decisions. billion in 2020 to $33.3 Whether you use a social listening tool or track important topics manually, this process can help gauge public perception of your brand and products. billion by 2025.

Data 130

Data Marketing Scale Analysis 130

SalesHandy

APRIL 11, 2020

Here are the 13 tweaks and optimizations you can make to your current sales process to speed up your sales cycle in an effective way: 1) Generate more leads from best performing channels. Your leads are likely coming in from multiple channels you’ve set up. Find the channel generating leads that convert the quickest and scale it.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Sales Qualified Lead 52

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. 40% of businesses did not meet revenue targets in 2020. 40% of businesses did not meet revenue targets in 2020. If you’re going to invest in a long-term sales model, it’s important to invest in the right tools.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Allego

MAY 25, 2021

Many of us grew up thinking about AI this way—either helpful robots or an evil tool with the potential to run amok. Today, AI is used across industries to help decision-makers draw insights from vast quantities of data. Accessible data: Sophisticated data storage and analytics tools. What is AI-assisted sales?

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

Sales Hacker

MAY 23, 2023

But founders are the final decision-makers at their company — so working directly with founders is a great way to cut through the noise and sell directly to the person who will be signing the check. I started a marketing analytics company which I sold in 2020. Don’t say ‘new acquisition channels to drive more conversions.’

Decision Maker 95

Decision Maker ROI Sales Qualified Lead Lead Rank 95

Crunchbase

SEPTEMBER 14, 2021

The COVID-19 pandemic and 2020 was a year that shook the sales industry and forced nearly everyone to embrace new ways of generating leads and, more importantly, closing sales. If your buyer isn’t the key decision-maker in the business, create separate buyer personas for those people as well.

Top of Funnel 84

Top of Funnel Sales Cycle B2B Lead Rank 84

Gong.io

SEPTEMBER 29, 2022

37% of sales organizations reported using AI in 2020, a 76% increase from 2018. Equipping your reps with AI-powered sales tools is key to improving their sales performance. But even as lockdowns have eased, 70% to 80% of B2B decision-makers say they prefer remote human interactions. Of course, you need the right tools.

Lead Rank 62

Lead Rank Lead Scoring Hiring Forecasting 62

Crunchbase

APRIL 3, 2020

Sales and marketing teams then come together to develop an integrated and personalized strategy to target those accounts and reach out to specific contacts and key decision-makers, who, being more familiar with the product you are trying to sell, are more likely to respond. Disclaimer: This post was last updated on April 3, 2020.

Ideal Customer Profile 136

Ideal Customer Profile Decision Maker Reachforce Lead Rank 136

Zoominfo

OCTOBER 5, 2021

HitYourNumber @zoom_us pic.twitter.com/V1FgN7mTph — ZoomInfo (@ZoomInfo) April 8, 2020 How Do You Build A GTM Strategy? With the right data and tools, buyer personas can be quantified, allowing automation and integration into tools like CRMs. This grouping helps with targeting, approach, and overall selling strategy.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Sales Hacker

APRIL 1, 2021

At the heart of 2020’s changes is a realization that e-commerce is about more than buying household goods from Amazon. In 2020, US consumers spent nearly $710 billion on e-commerce , a year-over-year increase of 18%. The digital push has changed many markets, bringing some in-line with the sales channels you can make available to them.

Outsourcing Services 68

Outsourcing Services Company Scale Transportation 68

Showpad

OCTOBER 28, 2020

In the B2B space, LinkedIn is the obvious social channel of choice. 40 million B2B decision-makers use the platform. These bottom-of-the-funnel assets help nudge sales qualified leads (SQLs) closer to the finish line by providing prospects’ individual decision-makers content to chew on. Social selling.

Top of Funnel 52

Top of Funnel B2B Sales Qualified Lead Lead Rank 52

LeadFuze

NOVEMBER 30, 2021

The 2020 changes are all about e-commerce, and how it’s a driving factor in the way that people get work done. The digital push has changed many markets, bringing some in-line with the sales channels you can make available to them. You may have invested in new technologies and capabilities during 2020.

Outsourcing Services 52

Outsourcing Services Scale Transportation Decision Maker 52

eGrabber

MAY 21, 2020

Convert in-house Lists into LinkedIn lead Tagged Lists – Creates lead alerts & communication channel 5. Build targeted lists in-house from LinkedIn – Use tools to expedite (eGrabber has several). eGrabber has a Job-Change Finder tool. By Chandra Bodapati, CEO, eGrabber Inc., eGrabber Tip! eGrabber Tip! eGrabber Tip!

Energy 52

Energy B2B Hiring Decision Maker 52

eGrabber

MAY 21, 2020

Convert in-house Lists into LinkedIn lead Tagged Lists – Creates lead alerts & communication channel 5. Build targeted lists in-house from LinkedIn – Use tools to expedite (eGrabber has several). eGrabber has a Job-Change Finder tool. By Chandra Bodapati, CEO, eGrabber Inc., eGrabber Tip! eGrabber Tip! eGrabber Tip!

Energy 52

Energy B2B Hiring Decision Maker 52

Distribution Pricing Journal

SEPTEMBER 20, 2023

There should be no reason to point out that the way we work has changed more in the three years since 2020 than it has in the 20 years prior. With better web-accessible software platforms and data tools, pricing managers no longer need to be tethered to the office to get real time data.

Distribution 97

Distribution Infor Face-to-face Hiring 97

Crunchbase

FEBRUARY 22, 2021

At CIENCE, identifying ICP consists of collecting a minimum of 22 data points , including targeted companies by their industry, size, revenue, and region, as well as the titles of decision-makers by their contact information. Cold calling is more effective than other channels and it works — depending on your mastery level.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Crunchbase

MARCH 10, 2021

The ability to break through the noise, get the attention of decision-makers, set meetings and create qualified opportunities isn’t easy. According to HubSpot ’s Industry Benchmark Data , since January of 2020, sales email sends are up roughly 62 percent. You’re also having to contend with the proliferation of channels.

Prospecting 98

Prospecting Scale Ideal Customer Profile Video 98

Chorus.ai

MARCH 18, 2021

Paying attention to your pipeline in real-time is key to your business’s ability to identify and solve these deal-obstructing factors — like a deal relay, decision-maker churn, more scrutiny from CFOs — when they arise. In fact, sales analytics can be a vital tool for taking care of your sales professionals.

Analytics 62

Analytics Top of Funnel Buyer Persona Marketing 62

Vengreso

NOVEMBER 18, 2020

A 2020 study by the RAIN Group found that pre-pandemic, only 27% of respondents reported conducting more than half of their sales activities virtually. In May 2020, 71% said they were conducting more than half their sales virtually. For starters, their ability to do research before a sales meeting on each decision-maker.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Understanding the Sales Force

FEBRUARY 15, 2024

When I was growing up in the 1960’s, I watched meteorologist Don Kent give his weather forecasts on WBZ channel 4 in Boston. In hindsight, he was truly incredible because without any of today’s tools, it must have taken him hours to create a single forecast. 1960’s Don Kent is like a 2020’s salesperson.

Forecasting 203

Forecasting Sales Forecasts Decision Maker Call-back 203

OnePageCRM

JANUARY 15, 2021

In 2020, B2B teams had no choice but to adjust to remote sales. The report continues: “70 percent of B2B decision-makers say they are open to making new, fully self-serve or remote purchases in excess of $50,000, and 27 percent would spend more than $500,000.”. Ensure that your digital offerings are seamless.

B2B 52

B2B Top of Funnel Strategy Social Media 52

The ROI Guy

MARCH 1, 2016

- Most technology spending decisions are now driven and controlled by business groups vs. formal IT. And Gartner is predicting that by 2020, as much as 90% of IT spending could be driven by the business. Many organizations are relying more and more on channel partners and inside sales to drive growth.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Highspot

JANUARY 19, 2022

And according to Salesforce’s State of Sales Report for 2020 , top-performing sales reps are up to 33% more likely to spend time training with their managers and up to 46% more likely to receive outside training from other sales experts. This includes marketers, customer service, channel sales, implementation consultants, and more.

Training 92

Training Lead Rank Hiring Course 92

Chorus.ai

MARCH 10, 2021

Chorus research shows that in January 2020, it took reps just over 150 cold calls on average to strike a deal. Remember, decision-makers are the most targeted people at the company you’re prospecting. Throughout 2020, and particularly during the winter, we saw the percentage of sales calls before 9 a.m.

Follow-up 62

Follow-up Top of Funnel How To Social Media 62

Salesmate

MARCH 17, 2020

In this article, I am going to tell you how you can equip yourself better for handling potential customers by creating a winning sales process for your startup in 2020. You can do so by inspiring your sales reps to keep making phone calls to the prospects, sending them emails, and reaching out to them on social media channels.

Sales Process 125

Sales Process Top of Funnel Buyer Persona Lead Rank 125

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers’ expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Chorus.ai

MARCH 5, 2021

Step 4: Give your team the tools they need to succeed. Remember, it helps you to help your sales reps meet their targets with a minimum of difficulty, and having the right sales tools is an indispensable facet of a successful sales strategy. Be creative with your social media game — be visual, be funny, go cross-channel.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Cience

OCTOBER 27, 2020

Don’t get me wrong, I do like all these channels to generate demand and leads. This tendency has been going on for the last couple of years, and 2020’s almost complete reliance on digital marketing means more competition for keywords and ad space than ever before. The Go-To Channel: Cold Emails. So, which ones exactly?

Outbound 63

Outbound Campaigns Channels Ideal Customer Profile 63

Partners in Excellence

APRIL 12, 2016

We can send out endless emails, we can generate content, we can leverage social channels. Take sales tools as an example, by 2020, some surveys put total sales people at 20M. Once a person is on board, it’s all about volume and velocity. Technology can solve those problems. Getting 0.5%

Top of Funnel 48

Top of Funnel Enterprise Enterprise Lead Rank 48

SalesHandy

MAY 22, 2020

In 2020, outbound sales is not just restricted to selling your product, rather it’s also about designing a robust sales process and predicting the revenue for your organization. Today in this article, we will be discussing various sales strategies, best practices, and tools to boost sales productivity. What is outbound sales?

Scale 84

Scale Outbound Ideal Customer Profile Tools 84

Vengreso

MARCH 2, 2021

What medium is the best channel to engage with today’s modern buyers? It means using every sales strategy, every tool and every channel to engage and connect with prospects. Here’s some data about what’s happened since March 2020: Marketing emails increased by 62%. Sales Prospecting Techniques. Omnichannel Prospecting.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

PandaDoc

MARCH 13, 2023

In the Demand Gen Report 2020 , 68% of B2B respondents stated that their purchasing cycle is longer when compared to the previous year — which clearly contributes to all sales, on average, taking longer to close. This is occurring due to the change in both buying behavior and an increase in decision-makers in companies.

Sales Cycle 52

Sales Cycle Decision Maker Proposal Case Study 52

Hubspot Sales

MARCH 10, 2020

Welcome to the 2020 sales process where every single customer or sales initiated action is examined, scrutinized and obsessed over by sales people, sales managers, sales operation people and senior management. Fast forward to 2020, and a good B2B sales pipeline is more than a simple process diagram and deal outline that tracks a deal status.

Pipeline 111

Pipeline Lead Rank B2B Marketing Qualified Lead 111

SalesHandy

APRIL 25, 2021

They are probably the most important and impactful communication channel for your sales team. As per KBCM survey , companies using inside sales as a primary sales channel enjoy a 10% higher median growth rate. If you’re generating outbound leads — look for decision-makers within your target accounts or organizations.

Sales Qualified Lead 98

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 98

Hubspot Sales

AUGUST 21, 2023

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision-makers. You’ll have three variables to test: the channel you advertise on, the audience you target, and the message you share. Possible paid digital ad channels might be LinkedIn, Google Ads, Facebook, and Twitter.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Zoominfo

NOVEMBER 9, 2020

What Tools Do People Use for Sales Funnels? Related infographic: Ultimate Guide for Sales Outreach in 2020! And just like an ICP can be segmented into various cohorts, go-to-market teams should understand how to engage various stakeholders, influencers, decision makers and – gasp – gatekeepers involved in the purchasing process.

Top of Funnel 246

Top of Funnel Funnel Data Sales Qualified Lead 246