Sales and Marketing Management

MAY 18, 2018

Tapping in to the experiential trend is essential for building a brand, engaging B2B customers, and driving sales. Follow these three key steps to plan and implement immersive experiences that engage your B2B customers and transform sales. has nearly 20 years of experience in the event, incentive and recognition arenas.

B2B 221

B2B Customer Social Media Face-to-face 221

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. You’ll get high ROI.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). We touched on this phenomenon in a recent blog post about word-of-mouth marketing. Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. What Is Referral Marketing?

Referrals 130

Referrals Marketing Incentives Incentive 130

Janek Performance Group

AUGUST 23, 2023

Of course, B2B selling is different. Also, B2B sellers must guard against negative stereotypes. But as trusted advisors, B2B sellers can still generate urgency to help skeptical buyers help themselves. Let’s look at ways B2B sellers can create the urgency that benefits themselves and their clients.

B2B 62

B2B Case Study Collateral ACT 62

Sales Hacker

SEPTEMBER 29, 2023

Over the past year, we’ve had tons of founders ask where they should be prioritizing their marketing dollars and resources considering the wild economic year that 2023 has unfolded as. Not only has the economy provided an added challenge, but there has been a general drop in the effectiveness of most traditional marketing channels.

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

Zoominfo

AUGUST 15, 2018

Brand awareness is a critical, but often neglected component of B2B company growth. While branding is typically a marketing concern, every department and its constituents – from c-level down to hourly workers – has a role to play. Employees who have a role model will often rise up to match their example. Be a brand role model.

B2B 157

B2B Social Media Hiring Collateral 157

Zoominfo

DECEMBER 5, 2018

Considering this expansive reach, it only makes sense for marketers to wonder how they can use Reddit to their advantage. In a recent blog post, we offered some tips on using Reddit to conduct market research. But, beyond that particular use case, marketers can also convert Reddit into a successful marketing channel.

B2B 157

B2B Advertising Advertising Promotion 157

Zoominfo

JANUARY 27, 2019

It’s no secret, the Internet has changed the way customers buy products and the ways marketers engage with their audiences. But, despite the constant change, the following statement has held true for hundreds of years: No marketing tactic can match the influence of word-of-mouth. Therein lies the power of word-of-mouth marketing.

Social Media 210

Social Media Marketing Referrals Influencer 210

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). Who currently have job openings for marketing help. What Is a B2B Marketing Plan and Strategy? B2B marketing plan and strategy is about how you plan to raise brand awareness. What is a b2b marketing strategy?

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

SalesLoft

SEPTEMBER 19, 2022

Today, we’ll review an example of a sales funnel, its stages, and how to optimize your funnel with Salesloft’s engagement capabilities. Before diving into our example, let’s dress down the different stages of a sales funnel and its functions. Organizations utilize marketing automation to scale awareness.

Top of Funnel 52

Top of Funnel Funnel Examples Lead Rank 52

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. We’ve found through internal research — and validated with sellers and marketers — that champions moving to new companies are among the very best intent signals.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

Zoominfo

SEPTEMBER 1, 2019

Example of ZoomInfo’s knowledge center. Let’s talk about one of the biggest mistakes B2B brands make. This kind of ongoing education is particularly important in the B2B space, where products tend to be more multifaceted and are often updated with new features. Establish an Incentive-Based Customer Loyalty Program.

Loyalty 130

Loyalty Customer Incentives Incentive 130

Zoominfo

JUNE 10, 2018

As a B2B sales rep, you already know objections are an unavoidable part of your job. Did you know most B2B marketers consider customer testimonials and case studies to be the most effective content marketing tactic ( source )? Customers have little incentive to speak highly about a product they don’t truly like.

Objections 239

Objections Case Study Face-to-face Study 239

SBI Growth

OCTOBER 6, 2013

This also gets you access to SBI’s Annual Sales & Marketing Research. Surely something is wrong besides the new incentive compensation. Incentive targets are linked in a competitive fashion, not on my own improvement. But usually, all things will not be equal in the B2B world. To get this tool, sign-up here.

Compensation 293

Compensation Territories Incentives Incentive 293

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. In the world of B2B sales, the conventional thinking has become especially stark. A number of industry pundits have even gone so far as to presage “the death of the B2B salesman.”. B2B Buyer Experience Survey Outline. The bottom-line?

Buyer 79

Buyer B2B B2C Survey 79

Zoominfo

MARCH 10, 2021

‘Two good example categories are cutting-edge Internet marketing tools employed by big-brand consumer marketers… and feature-rich suites that automate strategic, core business processes for mid-to-large enterprises.’ ’ Avoiding Common Pitfalls. Don’t Give Customer Support Away For Free. Don’t do this.

Company 162

Company Hiring Enterprise Enterprise 162

Zoominfo

MARCH 19, 2018

Social selling has a 100% higher lead-to-close rate than outbound marketing. Because there are so many social selling tools on the market today, we’ve put together a list of some of our favorites. LinkedIn offers the most comprehensive amount of customer information – making it the most essential B2B social selling platform.

Social Selling 227

Social Selling Tools Lead Rank Lead Scoring 227

LeadFuze

JANUARY 1, 2022

How to Make a Go To Market Strategy With Our Proven Template. The Winning by Design Blueprint Series provides a step-by-step go to market plan for every part of the sales process, including developing a go to market strategy. First, we will define what “go to market” really means. Go To Market Strategy.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Sales and Marketing Management

JANUARY 20, 2018

Author: Kostas Chiotis Picture this: your company wants to boost its sales with an incentive program. You identify your target audience, establish clear goals, select the right reward structure, and develop an extensive digital marketing campaign that ensures that your offer will get to as many prospects as possible. What do you do?

Guidelines 189

Guidelines Media Channels Google 189

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. the stat above that we’ve all seen quoted everywhere) only looked at 42 companies in total and only 13 of those were B2B companies. For B2B SaaS companies? First, it was published in 2011.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Janek Performance Group

SEPTEMBER 13, 2023

However, in B2B selling, referrals are more than positive reviews. For example, “We’ve been trying to get in with your contact, Walter, from Walter’s Widgets. What specific incentives do you offer, such as discounts or special offers? This should include added value and incentives to make their recommendation worthwhile.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

Zoominfo

JULY 13, 2022

Consumer-oriented businesses collect data to create profiles that can, among other things, power more personalized marketing campaigns and introduce people to products that are more relevant to their needs and interests. As consumers in a technology-driven world, our information has become a new form of currency. Answer: Yes.

Data 130

Data Ideal Customer Profile Call-back Hiring 130

Sales Hacker

MARCH 29, 2021

PartnerOps (or ChannelOps) is newer than sales and marketing ops , but it is important to driving growth in the age of the ecosystem. An ecosystem of related products and channel partners exist around every B2B product. As a B2B company, it is imperative to understand your particular ecosystem and take advantage of these opportunities.

Revenue 101

Revenue How To Ideal Customer Profile Software 101

Nutshell

JANUARY 30, 2020

Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. We’ve got your back, marketers! Newsletters are near the top of the marketing funnel. Skip Ahead: Newsletter distribution.

Top of Funnel 155

Top of Funnel CRM Webinar Metrics Marketing 155

SBI Growth

JUNE 8, 2013

Today, social selling in the B2B space is the buzz. Referrals in B2B often have closing rates 2 times greater than marketing-generated leads. 71% of B2B Sales leaders and managers see significant revenue potential with social selling. Doing a Google search for “B2B Social Selling” yields 7,150,000 results.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? It’s ideal for remote selling as it provides you with a full range of tools like landing pages, email marketing , lead generation, and record management.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

SBI Growth

MAY 27, 2013

However, most Big Data examples concern large B2C companies. Many of the B2B sales leaders simply dismiss the Big Data revolution. Within the next three years, the best B2B sales organizations will use “Big Data”. For example, consider receiving an RFP. He removed incentives based on win rate. There was an alert.

Data 323

Data Top of Funnel Hiring Harvest 323

Highspot

JANUARY 4, 2024

Choose a Fitting Sales Methodology Select a sales methodology that aligns with your business model, market trends, and customer behavior. Key Elements of an Effective Sales Training Program Sales training is necessary for both B2B and B2C sales reps. Use clear, jargon-free language and practical examples.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Hubspot Sales

FEBRUARY 14, 2024

That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Here’s an example. Yuval Ackerman, ethical email marketing specialist at Ackerman Copywriting , kicks off with her first tip: knowing your audience.

Data 97

Data Segment Email Marketing Webinar Metrics 97

Emissary

SEPTEMBER 27, 2021

With a vast majority of B2B revenue coming from existing clients, meaningful QBRs can produce real monetary impact. How to fix it: Work with marketing to create templates that are rich in value messaging, and which force customization to the specific client and the state of your relationship.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Zoominfo

OCTOBER 20, 2019

Although there will never be a foolproof way to hire the best B2B sales reps, we’ve compiled a list of the top characteristics to look for and the questions you should be asking to determine if a candidate is a good fit. For example, ‘I can’t afford it’ can often mean, ‘You haven’t proven your product’s value’.

Hiring 130

Hiring Sales Cycle B2B Call-back 130

Nudge.ai

NOVEMBER 14, 2017

Today we interview Doug Gould , an experienced partnership development executive who has worked in B2B roles with incredible companies like Microsoft , Xamarin , and Cloudability. Go to market strategy – working with resellers and alliance partners to build out co-selling strategies that helped bring our products to market.

Demand Generation Agencies 54

Demand Generation Agencies B2B Microsoft Ideal Customer Profile 54

Crunchbase

JANUARY 18, 2022

In fact, recent statistics show that the SaaS market has reached an estimated market north of $145.5 SaaS Market Size Worldwide. Prospecting is all about identifying who to market your SaaS product to and targeting those prospects with marketing materials across a range of channels (e.g. SaaS sales best practices.

Sales Process 85

Sales Process Lead Rank Sales Qualified Lead Lead Scoring 85

Zoominfo

JANUARY 14, 2019

If you’ve worked in marketing for any length of time, you know a large email list isn’t an indicator of a successful email marketing program. But, surprisingly, only 57% of marketers actually use this type of campaign ( source ). Email marketers have three options when it comes to inactive email subscribers.

Campaigns 166

Campaigns Discount Segment Email Marketing 166

Close.io

AUGUST 30, 2019

In other words, we are experiencing the product-led era that came as a replacement to the marketing and the sales-led one. How is product-led different than marketing-led? With PLG, modern software companies manage to reduce overhead costs by massively reducing the cost of marketing and sales activities. Final thoughts.

Top of Funnel 90

Top of Funnel Lead Rank Marketing Sales Qualified Lead 90

Product Management University

NOVEMBER 16, 2022

What is Product Led Growth (PLG) in B2B? Product led growth is a bottom-up revenue model for B2B cloud/SaaS applications in which users drive adoption and revenue with few if any barriers to entry. Define Your Approach for Gaining Market Share. The next question you have to answer is, how are we going to gain market/user share?

Scale 52

Scale Incentives Incentive B2B 52

Zoominfo

SEPTEMBER 26, 2018

Recruiting and marketing may be two separate fields—but in today’s digital world, the lines between the two have become increasingly blurred. In fact, 86% of HR professionals agree that recruitment is becoming more like marketing ( source ). For example—do your employees feel your benefits program is satisfactory?

Hiring 250

Hiring Social Media Face-to-face Channels 250