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

Sales 2.0

SEPTEMBER 24, 2014

She’s been doing studies on B2B data providers for the last several years and has written up each study in a white paper. You can grab these white papers here. Sample data from one of Ruth Stevens' white papers. A couple of alternative sources. Prospecting Sales 2.0

InsideView 322

InsideView Prospecting Hoovers Territories 322

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

JANUARY 8, 2021

For instance, your B2B blog is a powerful tool for attracting prospective customers. When a prospect starts your free trial or downloads a white paper, you need to keep them engaged with your brand. Chances are you can reach your ideal B2B customers — including influencers and decision-makers — on Twitter.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

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

Zoominfo

AUGUST 5, 2021

In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by. Sales Tools & Best Practices: The right tools and best practices to put your sales enablement into practice. Begin by embracing team selling.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

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. Although social media tools have made this easier—with features like post scheduling, conversation monitoring, and hashtag tracking—some aspects of social selling can’t be pre-planned.

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

Zoominfo

AUGUST 26, 2018

White papers. Instead of tapping the hive, he insisted on going B2B. . Or, contact ZoomInfo today, the leading business information company , to learn how our B2B database can help you get the most out of your marketing efforts. We have the tools you need to scale your marketing campaigns and increase your revenue.

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

Hubspot Sales

AUGUST 11, 2019

Whether you’re a rep looking for fresh lead generation avenues or a marketer trying to help their sales team, I’ve rounded up some strategies for helping you bring in new B2B leads. Sourcing B2B leads requires you to understand a company’s goals as well as the individual’s. How to Generate Leads for B2B Sales. Set up a lead bot.

Lead Rank 101

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 101

Partners in Excellence

SEPTEMBER 18, 2023

I won’t go deeply into the development of the Competency Model, I’ve written some white papers and provided samples, in the past. Critical thinking/problem solving/curiosity are mandatory for complex B2B selling. Afterword: If you’d like a white paper and sample for a salesperson, just email me.

Ideal Customer Profile 98

Ideal Customer Profile Selling Skills Demographics Industry 98

Sales and Marketing Management

AUGUST 9, 2020

In B2B, response times are more often within hours or “same day” for best-of-breed sales departments with inside salespeople. In B2C and B2B, the best salespeople understand that faster is better and slower is also-ran. You can put the tools and the people in place to accomplish this within a few days; it’s a series of simple steps.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

SBI Growth

JANUARY 20, 2014

B2B CMO’s are focused on driving revenue into the pipeline. In this example, the downloadable tool includes valuable intellectual property. CMO’s can use the tool to drive increased performance. Download the Offer Strategy Assessment tool to drive higher campaign conversions. But that’s not enough.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

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 creation Includes webinars, white papers, and product trials 3. The good news?

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

MarketJoy

JULY 27, 2018

I’m sure you’ve heard that buyers have more power now than ever before because of all the tools and information at the buyer’s disposal. 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?

B2B 64

B2B Lead Rank Lead Scoring B2C 64

OnePageCRM

JANUARY 15, 2021

In 2020, B2B teams had no choice but to adjust to remote sales. While it’s unknown if B2B sales will return to the same pre-pandemic landscape or if all in-person business activities will presume mid-year, leaders can plan based on industry insights, reports, and data. Ensure that your digital offerings are seamless. Source: Gartner.

B2B 52

B2B Top of Funnel Strategy Social Media 52

LeadFuze

NOVEMBER 30, 2021

Recruit, Organize, and Segment Your B2B Inbound Sales Team. The two tools I use are Trello and Asana. Define Your B2B Inbound Sales Standard Operating Process. Great tools like Outreach let you quickly customize and send templated emails when a fresh lead inbounds. Create Instant B2B Buyer Insights. Qualification.

Inbound 52

Inbound Sales Qualified Lead Hiring Lead Rank 52

Janek Performance Group

MARCH 26, 2024

Among the myriad of tools and strategies available, one aspect stands out: buyer personas. As B2B transactions grow more complex, with an increasing number of stakeholders, creating accurate buyer personas is critical. This should include blogs, case studies, and white papers.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

The Pipeline

MARCH 26, 2011

7 Must-Have Lead Nurturing Recipes for B2B Marketers. The insight you brought to the Roundtable and the Cookbook from a sales perspective is invaluable for b2b marketers and organizations working on improving their overall lead management strategy. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] / via @Renbor.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

SBI

JULY 10, 2018

But we know in B2B, luck isn’t a scalable tactic. Many modern B2B companies select their target account tiers using fit data from a data intelligence solution , and engagement data from their marketing automation solution. Sites like Gartner, G2Crowd, and Forbes report when accounts download white papers or read articles.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138

Score More Sales

JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Ready for it? The word is CLOSERS. Here is how it covers the gamut of selling -. Close More Deals.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Nutshell

AUGUST 17, 2018

However, MailChimp can also be an essential B2B sales tool when used in the right context. How to Design a “Plain” B2B Email. Once we’ve collected the email, we have an automated campaign that is tailored to them, starting with a white paper on a relevant subject. It’s that easy. FREE TRIAL.

Top of Funnel 72

Top of Funnel B2B How To Campaigns 72

Mereo

JANUARY 10, 2022

AUSTIN, TX (JAN 2022) — Mereo LLC, a revenue performance consultancy to Fortune 500 B2B organizations and high-growth mid-enterprise organizations backed by private equity firms, has been awarded the gold medal in the 2021 Top eBook/White Paper category in the Top Sales Awards.

eBook 56

eBook SAP Banking Exercises 56

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

Sales Hacker

DECEMBER 7, 2018

My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion. Hire, Organize and Segment Your B2B Sales Team. Hiring for Your B2B Sales Team. Organizing Your B2B Sales Team. Segmenting Your B2B Sales Team.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). 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? What Are the Main B2B Marketing Plan Channels? B2B Content marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

The ROI Guy

DECEMBER 17, 2013

This webcast was conducted on December 5th, and provides a great overview of why traditional white papers may fall short in helping you achieve your 2014 new lead / sales opportunity goals, and why you need to have Interactive White Papers and Benefits Estimators as an essential part of your game plan.

Lead Rank 40

Lead Rank Lead Scoring Opportunity Leads 40

The ROI Guy

AUGUST 24, 2018

You’ve invested in interactive content and marketing tools for your website, helping prospects and customers assess their needs, size and price the right solution, and understand the business value and differentiating cost advantages of recommended solutions. Instead, the information can be passed into the tool on the “call”.

Lead Rank 45

Lead Rank Lead Scoring Eloqua Unica 45

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. They ask questions about social media tools and training they can deploy in the new role. A well-defined Buyer Persona and a Buyer Process Map are essential selling tools.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

Customer Centric Selling

AUGUST 13, 2018

In recent years, selling to the B2B market has presented new challenges for companies such as buyers’ growing tendency to vet vendors using online research and the interplay between the B2B and B2C buyer experience. So, what should companies selling to the B2B market know before they engage with their buyers?

B2B 49

B2B B2C Buyer Persona Marketing 49

Pipeline

APRIL 1, 2024

Improve your content marketing with valuable and informative blogs, white papers, and e-books. Research shows 68% effectiveness in B2B demand generation. Pipeline offers a logistics CRM with all necessary logistics sales tools to generate and convert leads. You must also ensure your website has a responsive design.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Zoominfo

AUGUST 26, 2018

White papers. Instead of tapping the hive, he insisted on going B2B. Or, contact ZoomInfo today, the leading business information company , to learn how our B2B database can help you get the most out of your marketing efforts. We have the tools you need to scale your marketing campaigns and increase your revenue.

Marketing 100

Marketing Top of Funnel Social Media Harvest 100

SBI Growth

DECEMBER 8, 2012

Since buyers are putting their own filtering tools in place, understanding how buyers want content today is not a luxury. In the B2B world, some companies are gaining traction in discarding old staid content approaches for bold entertaining forms. If you currently lack a sound content strategy at this point, it is time to catch up.

Trends 330

Trends Buyer Marketing Revelation 330

Pointclear

FEBRUARY 16, 2012

Why is it so difficult to generate actual leads and sales using social media in the B2B world? Successful social B2B sellers know: Engagement is not an outcome. Do your YouTube videos or white papers reveal hidden opportunity? These Brands are Making Social Media Sell. Design to Sell, Become Addictive. But not by chance.

Social Selling 167

Social Selling Social Media Real Estate How To 167

The ROI Guy

MAY 9, 2012

The iPad is perceived as a great new business tool, to empower sales to deliver more provocative interactive presentations, and to enable B2B marketing to provide engaging content to ever more mobile buyers. One way to do this is with iPad enabled Value Marketing tools.

Lead Rank 75

Lead Rank Lead Scoring Marketing Comparison 75

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. Anthony agreed with this wholeheartedly.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

The Pipeline

AUGUST 24, 2011

The primary focus of the conversation is on various aspects of and best practices in B2B selling. Today’s segment is the first of two dealing with what the B2B rep can do to be better prepared to achieve consistent sales success. Sales Tool. White Paper. B2B Lead Generation Blog. Sales Cycle.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241