The Pipeline

FEBRUARY 1, 2013

Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. But B2B selling, especially to large corporations has evolved into a complicated process. Large Evaluation Teams.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Zoominfo

FEBRUARY 13, 2019

The point of list segmentation is to offer your customers and prospects a more personalized marketing experience. We’ve said it before and we’ll say it again: Personalization is no longer a ‘nice-to-have’ in B2B marketing —It’s a requirement. In general, nearly all customer or prospect data point can be used to segment your email list.

Segment 219

Segment Email Marketing Marketing Buyer Persona 219

Mindtickle

FEBRUARY 3, 2021

SalesSparx enriches MindTickle’s data-driven learning, training, and coaching capabilities with industry-specific playbooks, processes, and training needed to arm sellers in the B2B healthcare vertical — a huge market with equally huge revenue potential. That’s where Performance Solutions International (PSI) comes in.

Strategy 105

Strategy Telecommunications Customer Top of Funnel 105

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections. Increase Opportunities.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Zoominfo

AUGUST 12, 2018

Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services. 72% of businesses in the technology, media, and telecommunications industry expect AI to have a significant impact on product offerings in the next five years ( source ). AI in Marketing.

B2B 150

B2B Telecommunications Forecasting Scale 150

Zoominfo

FEBRUARY 13, 2019

The point of list segmentation is to offer your customers and prospects a more personalized marketing experience. We’ve said it before and we’ll say it again: Personalization is no longer a “nice-to-have” in B2B marketing — it’s a requirement. Personalization features are essential to perfectly tailoring your email campaigns.

Segment 130

Segment Buyer Persona Email Marketing Telecommunications 130

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. At other accounts, prospective buyers weren’t experienced with purchasing products.

Study 146

Study B2B Penetration Lead Rank 146

Zoominfo

MAY 25, 2021

One side deployed code; the other deployed prospecting campaigns. “On Companies realized that improved data quality helps them comply with privacy laws and strengthens their bottom line by giving sales and marketing teams a more targeted list of prospects to feed into automated systems.

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

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. billion, and 3.2

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Along with other modern B2B data, NAICS codes can provide a fine level of granularity that’s useful when prioritizing and routing accounts across a sales organization, developing personalized, relevant messaging, and many other applications.

Transportation 204

Transportation Chemicals Automotive Marketing 204

Allego

JANUARY 11, 2024

Suggested prompts: How should I approach a new prospect? What’s the best way to respond when a prospect says, “I need to think about it”? How should I respond to a prospect who says they’re happy with their current provider? Could you demonstrate a product pitch? Type /help for a scenario guide.

Ideal Customer Profile 71

Ideal Customer Profile Customer Social Media Negotiation 71

Zoominfo

OCTOBER 23, 2019

Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services. AI Trends by Sector 72% of businesses in the technology, media, and telecommunications industry expect AI to have a significant impact on product offerings in the next five years ( source ).

B2B 100

B2B Telecommunications Forecasting Scale 100

Crunchbase

JULY 14, 2022

Hungry for stronger prospect relationships? For instance, if you’re targeting B2B leads, your prospects are likely using Twitter and LinkedIn. How much time you can dedicate every day to respond to prospect messages and start conversations. Score your leads to pinpoint which prospects have the best chance of converting.

Social Selling 52

Social Selling Lead Rank Lead Scoring Social Media 52

Zoominfo

JANUARY 31, 2018

The point of list segmentation is to offer your customers and prospects a more personalized marketing experience. We’ve said it before and we’ll say it again: Personalization is no longer a ‘nice-to-have’ in B2B marketing —It’s a requirement. In general, nearly all customer or prospect data point can be used to segment your email list.

Segment 124

Segment Email Marketing Marketing Buyer Persona 124

Mindtickle

FEBRUARY 3, 2021

SalesSparx enriches Mindtickle’s data-driven learning, training, and coaching capabilities with industry-specific playbooks, processes, and training needed to arm sellers in the B2B healthcare vertical — a huge market with equally huge revenue potential. That’s where Performance Solutions International (PSI) comes in.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Along with other modern B2B data, NAICS codes can provide a fine level of granularity that’s useful when prioritizing and routing accounts across a sales organization, developing personalized, relevant messaging, and many other applications.

Transportation 100

Transportation Chemicals Automotive Marketing 100

Partners in Excellence

FEBRUARY 28, 2024

This attitude was based on the admittedly few experiences I had at the time with “B2B” type sales. To my surprise, both prospects came back asking why we, as the considered market leader, would not want to answer their RFQ. Our company was up to then only used to sell telecommunications equipment hardware).

Lead Rank 104

Lead Rank Lead Scoring Ideal Customer Profile Customer 104

Sales Evangelist

SEPTEMBER 17, 2019

Before she built her company, Janet started in corporate sales selling B2B. She built sales organizations for big telecommunications and internet-based companies. B2B selling and transformational selling In B2B selling, a salesperson is selling somebody in a corporation and spending somebody else’s money.

Sales Process 40

Sales Process Sales Qualified Lead Telecommunications Coaching 40

Partners in Excellence

SEPTEMBER 17, 2012

Several years ago, we did a study of a one of the largest telecommunications companies in the world. With their B2B sales people, we found time available for selling had slipped just below 20%. Putting off updating the CRM system, putting off that report, or the big one–prospecting avoidance. These are in our own control.

Telecommunications 94

Telecommunications Marketing System Fashion 94

Seismic - Sales Effectiveness

JULY 23, 2019

Buyers have taken control of the sales cycle, and successful salespeople today know they need to act like trusted advisors with prospects to simplify their decision-making process, understand their needs and behavior, and deliver immediate value, otherwise they will lose the deal. B2B sales are increasingly complex in nature.

Top of Funnel 58

Top of Funnel Decision Maker Buyer ROI 58

Seismic - Sales Effectiveness

SEPTEMBER 3, 2019

And this type of mediocre sales experience can cost B2B companies up to 3% in potential earnings per rep, which sounds small but could actually equate to millions in lost revenue. Advance prospects faster with value. Often, this sort of busyness is merely a sign of lack of focus. What is Sales Productivity?

Strategy 88

Strategy Analytics Sales Enablement Scale 88

Seismic - Sales Effectiveness

AUGUST 25, 2019

First let’s take a look at a few key stats about sales efficiency and effectiveness in B2B businesses: Sales productivity is the #1 challenge for 65% of B2B organizations (The Bridge Group). If you can improve sales productivity, then why wouldn’t you? A Few Key Stats. 2/3 of sales reps fail to meet quota ( Aberdeen ).

How To 80

How To Quota Sales Enablement Survey 80

The ROI Guy

AUGUST 19, 2014

Are your sales and channel reps struggling to effectively communicate the unique value of your solutions to prospects? The Value Gap – an inability for sales reps to effectively communicate value – is the top issue for B2B solution providers and indicated as such by a whopping 71% of execs in a recent SiriusDecisions survey.

Benefit 81

Benefit Scale Telecommunications Lead Rank 81

Seismic - Sales Effectiveness

JUNE 12, 2019

Prior to the rise of technology, B2B sellers were behind the wheel. Sellers have more work to do with more people, so selling into today’s B2B sales terrain can be an uphill battle. Most sellers will attest that getting a response from a targeted prospect is difficult, and locking down a first meeting can be nearly impossible.

Buyer 51

Buyer Decision Maker Education Social Selling 51

Zoominfo

NOVEMBER 3, 2021

More than half of all B2B marketers are already using intent data to increase sales, and Gartner Inc. This is the backbone of intent analysis: sifting through the digital body language of modern web consumption to better understand what’s motivating B2B purchasers — before they even ask for a meeting.

Intent Data 130

Intent Data Intent Data How To 130

SugarCRM

DECEMBER 29, 2015

While 53% of B2B Fortune 500 companies use marketing automation, only about 4% of businesses in the U.S. Marketing automation is built to do most of your heavy lifting by engaging new visitors and prospects in a meaningful way automatically, even while you’re sleeping or on holiday.

Software 20

Software Software Outsourcing Services Marketing 20

SugarCRM

DECEMBER 29, 2015

While 53% of B2B Fortune 500 companies use marketing automation, only about 4% of businesses in the U.S. Marketing automation is built to do most of your heavy lifting by engaging new visitors and prospects in a meaningful way automatically, even while you’re sleeping or on holiday.

Software 20

Software Software Outsourcing Services Marketing 20

Sales Overdrive

JUNE 17, 2011

This is the sixth article in a series related to seven key areas that drive sales and revenue growth performance for organizations involved in B2B sales of products and services. In just about every B2B sales environment that utilizes sales staff or has a direct sales function, certain competencies are a must. Personal Competencies.

Outsourcing Services 20

Outsourcing Services Telecommunications Face-to-face Sales Coaching 20

John Barrows

JANUARY 30, 2019

This means while you’re speaking, your prospect is filling up the other 300 words per minute. This means that as your prospect is telling you something, they’re only able to communicate about 11% of what they’re thinking. This is a productive question, but it mostly benefits us, not our customer or prospect.

Call-back 133

Call-back Up-Sell Sales Ideal Customer Profile 133

Hubspot Sales

JULY 17, 2023

The team then discovered that 75% of prospects visiting their website preferred phone calls over web submissions. Automated alerts for inside salespeople about a prospective customer and beyond. Vodafone , a multinational telecommunications provider, sought to improve sales performance. Personalized messaging for buyers.

Forecasting 69

Forecasting Hiring Hubspot Analytics 69

Zoominfo

OCTOBER 31, 2019

Whether you build or buy your prospecting data – hire people to research and build your database, or buy it from a reputable data provider – make sure you have great data. With these three simple tools – email, a phone, and solid contact data – send an email to all the prospects on your list. Sending an email alone is not enough.

Quota 178

Quota Decision Maker Segment Hiring 178

Crunchbase

AUGUST 19, 2021

A study conducted by Revenuegrid analyzed data from 500 B2B companies and revealed that 84 percent of sales reps missed their Q2 2020 quotas. Nowadays, you never know when a prospect is desperately worried about a family member who has COVID-19 or whether a pile of unpaid bills is keeping them up at night. And empathy takes time.

Marketing 105

Marketing Telecommunications Pivotal Study 105

Zoominfo

OCTOBER 31, 2019

Whether you build or buy your prospecting data – hire people to research and build your database, or buy it from a reputable data provider — make sure you have great data. With these three simple tools — email, a phone, and solid contact data — send an email to all the prospects on your list. Now for the hard part: Pick up the phone.

Quota 130

Quota Decision Maker Segment Hiring 130

Seismic - Sales Effectiveness

MAY 24, 2019

A recent study of B2B buyers found that 95% of buyers chose a solution provider that “provided them with ample content to help navigate through each stage of the buying process.”. Did prospects view or download the content? Content is extremely important in today’s selling environment.

Marketing 90

Marketing Demand Generation Agencies Lead Rank Lead Scoring 90

Cience

JANUARY 6, 2020

For example, Data Enrichment can be listed as Research & Analytics, B2B Email List/ Database Scrubbing, email verification. B2B lead generation is a conjunction point of buying and sales processes. They exist simultaneously and in parallel, but it’s B2B lead gen that joins them together. They are buyer-centric.

Lead Generation 89

Lead Generation Outsourcing Services Paid Content Lead Rank 89