Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. Send out enabling YouTube videos, white papers, blogs and tidbits. Passion – Prospects smell fear. Tony’s most recent book is “Combo Prospecting.”

B2B 319

B2B Banking Conference Decision Maker 319

Pointclear

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different.

B2B 190

B2B Buyer Trade Show PointClear 190

Product Management University

MAY 16, 2017

To this day, white papers are still largely viewed as more educational than propaganda. For all the white papers produced, many B2B organizations fail to get the maximum marketing value for their efforts. The Playbook: White Papers 101. White Papers as a Hook.

Lead Rank 40

Lead Rank Lead Scoring Leads Marketing Qualified Lead 40

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. Your digital-savvy B2B prospect is researching the product they think they need. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. What Is a B2B Sales Funnel?

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 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. But as trusted advisors, B2B sellers can still generate urgency to help skeptical buyers help themselves.

B2B 62

B2B Case Study Collateral ACT 62

Pointclear

MARCH 27, 2014

I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). More information and links in the blog.

Social Media 223

Social Media Media B2B Decision Maker 223

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. Here are a few ways you can earn all of that from your prospects. Propel them further down the sales funnel with white papers and webinars. You can even benefit your entire industry.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

Zoominfo

JUNE 4, 2019

When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. Unfortunately, trade shows are expensive and time-consuming.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

Sales and Marketing Management

AUGUST 9, 2020

Once your company spends money to find a prospect, the clock starts ticking. The facts (research) show that just because some sales leads are six months to a year old, half of any given group of leads with the same age is still in the market to buy. Prospects often ignore delayed responders as they no longer need information.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

The ROI Guy

JUNE 8, 2012

ShoreTel wanted to generate more sales-ready opportunities, and elevate it’s engagements with today’s more skeptical and frugal prospects. To achieve better engagement, and fuel lead generation campaigns, the ShoreTel Sophisticated Simplicity Interactive White Paper was created.

Lead Generation 40

Lead Generation Campaigns Lead Rank Lead Scoring 40

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). Need Help Automating Your Sales Prospecting Process? Who currently have job openings for marketing help. What Is a B2B Marketing Plan and Strategy? What is a b2b marketing strategy? B2B Content marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Zoominfo

APRIL 10, 2018

From the time social media became a viable marketing channel, B2B companies have been looking for ways to automate social processes. Today we’re covering a topic that B2B marketers have disputed for years—scripted social media. Instead, we feel that—as with most marketing tactics—there’s a time and place for everything.

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

No More Cold Calling

OCTOBER 13, 2016

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. needs us more than ever.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Pointclear

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Build it and they will come.”

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

The ROI Guy

AUGUST 12, 2015

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. This means that a typical company is wasting $1 out of every $7 spent on marketing each year. But this is only addressing ½ of the waste.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Zoominfo

MARCH 6, 2017

Email marketing is one of the most effective and efficient forms of marketing. Though not commonly used in logistics, email marketing has the potential to increase engagement and brand awareness amongst shippers, and can help your organization grow. Is it to get new customers? More business from existing customers?

Email Marketing 100

Email Marketing Webinar Metrics Marketing Strategy 100

LeadBoxer

FEBRUARY 4, 2019

With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. So, what are B2B sales, and how are they different from B2C sales? Use the links below to navigate each section: What are B2B sales? How are B2B sales different from B2C sales?

B2B 91

B2B Top of Funnel Decision Maker B2C 91

Sales and Marketing Management

APRIL 10, 2017

Author: Joe Andrews In a previous article we laid out why knowing your ideal customer profile (ICP) and total addressable market (TAM) is critical to growing your revenue. They bring focus and efficiency to your team, and they enable you to execute targeted go-to-market strategies like account-based marketing.

Ideal Customer Profile 120

Ideal Customer Profile Maximizer Marketing InsideView 120

Zoominfo

AUGUST 5, 2021

Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. Sales enablement is a process that stretches across the sales cycle, from prospecting to customer success. The Elements of a Winning Sales Enablement Strategy for 2021.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

DiscoverOrg Sales

NOVEMBER 6, 2017

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. In short, the first rule of account-based marketing is : know your target accounts.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

Hubspot Sales

AUGUST 11, 2019

HubSpot research shows 40% of salespeople view prospecting as the most difficult part of their jobs. It’s often the most critical barrier to meeting quota, and the ability to prospect effectively and bring in qualified leads is what will help reps move forward and succeed. How to Generate Leads for B2B Sales. Set up a lead bot.

Lead Rank 102

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 102

The Pipeline

MAY 4, 2011

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. The Pipeline Renbor Sales Solutions Inc.s Tibor Shanto.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

Zoominfo

OCTOBER 18, 2022

Lead generation has matured immensely as a marketing discipline over the past decade, with more tools and data available than ever before. There are essentially two competing schools of thought among B2B marketers. demand-gen argument makes for engaging social conversation, the reality of the situation isn’t so black-and-white.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

Janek Performance Group

MARCH 26, 2024

Thus, they can tailor their marketing and sales efforts accordingly. These are based on market research and real data about your existing customers. As B2B transactions grow more complex, with an increasing number of stakeholders, creating accurate buyer personas is critical. This gains insights into their needs and preferences.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. Here are a few ways you can earn all of that from your prospects. Propel them further down the sales funnel with white papers and webinars. How to Build Trust with Customers 1.

Social Media 130

Social Media Top of Funnel Face-to-face Conference 130

MarketJoy

JULY 27, 2018

The maturation of the internet has changed the B2B buying cycle forever. As a marketer or salesperson, how can you use these tools and channels to your advantage? This white paper will give you a road map for how to attract more customers and win more deals in a rapidly changing B2B landscape.

B2B 64

B2B Lead Rank Lead Scoring B2C 64

Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. But what are the most effective outbound marketing channels for kicking off a business relationship? billion on search marketing for the same purpose. billion on search marketing for the same purpose.

Media 233

Media Direct Mail netFactor Trade Show 233

The Pipeline

NOVEMBER 25, 2011

Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. Prospecting. March 2008. February 2008. January 2008. Next Steps.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Allego

MARCH 21, 2023

In fact, recent research highlights two critical problems with traditional sales content management systems: Conventional technologies reinforce the divide between those who create and manage sales content (marketing and sales enablement) and those who use it (sales reps). The solution? Modern sales content management platforms.

System 118

System Tools Collateral Video 118

SBI Growth

JANUARY 20, 2014

B2B CMO’s are focused on driving revenue into the pipeline. Yet there’s little attention within marketing teams on developing quality offers. DMA studies show Offer is the #1 determination of success for customer marketing. Marketing plans are well underway. When executing creative the marketing team invests high effort.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

The Pipeline

FEBRUARY 22, 2012

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Set a schedule to call all the prospects that went to no decision over the last 12 months.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

Partners in Excellence

APRIL 29, 2016

During this same period of time, I happened to notice a few white papers and market research reports on sales productivity issues. I downloaded the white papers, then slowly started counting. Each could have probed a little, “What was your interest in the white paper/research?”

Prospecting 48

Prospecting Call-back Research Microsoft 48

Pointclear

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. Involving planning, collaboration and accountability processes, these sure-fire action items will help marketing leaders like you make real sales impact. Marketing measurement. K now your audience.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

The Pipeline

MARCH 26, 2011

7 Must-Have Lead Nurturing Recipes for B2B Marketers. Stored in Appointments , Attitude , Business Acumen , Lead Management , Marketing , Proactivity , Productivity , Sales 2.0 , e-book , execution. You are spot on in stating that sales and marketing collaboration is critical in building effective lead nurturing processes.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

The Pipeline

NOVEMBER 10, 2011

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. The question is: What should one’s sales prospecting strategy be?

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193