MEDDIC

MARCH 28, 2024

If you are an enterprise B2B account executive, the beginning of a quarter is a critical time to set the stage for success and to crush your goals. They may need a white paper, a book, a connection, or a business case from another client similar to what they do (make sure you are authorized to do so.) Empower them.

Enterprise 52

Enterprise Enterprise Account B2B 52

Pointclear

JUNE 6, 2013

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. 5 Buyer Behaviors Reshaping B2B Marketing. Only 16 Percent of B2B Consumers Prefer Live Webinars.

B2B 190

B2B Buyer Trade Show PointClear 190

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? Thank you, Marketing ).

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

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

The ROI Guy

JUNE 8, 2012

To achieve better engagement, and fuel lead generation campaigns, the ShoreTel Sophisticated Simplicity Interactive White Paper was created. Authored by IDG and powered by Alinean, the white paper effectively communicates the business value of a properly executed Unified Communications solution, one relying on ShoreTel’s simplicity.

Lead Generation 40

Lead Generation Campaigns Lead Rank Lead Scoring 40

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.

InsideView 322

InsideView Prospecting Hoovers Territories 322

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

The ROI Guy

JULY 5, 2011

Did you know that: White papers are still the content of choice for today's B2B decision maker, used most and viewed as most influential compared to all other content However, campaign overload is making white papers less effective / relevant Research indicates that specific personalization is needed to help restore relevance and influence Click here (..)

Influencer 56

Influencer Decision Maker Campaigns B2B 56

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

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

Zoominfo

FEBRUARY 18, 2021

Propel them further down the sales funnel with white papers and webinars. A lot of B2B purchasing decisions have more to do with the relationships the buyers have with the salespeople, and less to do with the product or service. Write extensively about your mission and the problems you solve.

Social Media 227

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

Score More Sales

MARCH 28, 2012

I also knew little about the power of a white paper back then, or what one can do beyond simple endorsements and testimonials. Building the B2B Customer Reference Community – Event originally appeared on Score More Sales on March 28, 2012. A lot has changed.

B2B 169

B2B Customer Case Study Conference 169

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

The ROI Guy

AUGUST 12, 2015

This is why more than 30% like interactive storytelling and 20% leverage diagnostic assessments and ROI calculators to help research and drive B2B purchase decisions, and these numbers are increasing every year.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Increase Sales

JULY 13, 2012

If a recent survey from Corporate Visions is truly indicative of B2B marketing practices, then 80% of those efforts are not successfully attracting attention leaving sales people pocket poor not to mention really, really frustrated. 50% of all content (think brochures, websites, white papers, USP, etc.) Credit www.sxc.hu.

B2B 139

B2B Demand Generation Agencies Marketing Demand Generation Targets 139

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

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 102

Ideal Customer Profile Selling Skills Demographics Industry 102

The Pipeline

MAY 28, 2019

For a complete approach to time utilization for B2B sales professionals, download The Top Sales World White Paper: Sales Happen In Time. As we can’t change the time side of the equation, our only option is to work on our use of it. Return On Time.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

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. Lead Quality Drives Increased Revenue.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

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. The post 3 Times to Avoid Scripted Social Media appeared first on B2B Blog.

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. It’s really going viral. . Why didn’t the marketing couple get married?

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. sellers invariable say they use 15% to 20% of those things.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

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 98

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 98

MarketJoy

JULY 27, 2018

The maturation of the internet has changed the B2B buying cycle forever. 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. Major differences between B2B and B2C. Today’s B2B buyers rarely act alone. Group Purchasing Dynamics.

B2B 64

B2B B2C Lead Rank Lead Scoring 64

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. Those who are asleep respond in days or weeks, and then wonder why the marketing isn’t working for them.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Score More Sales

SEPTEMBER 11, 2012

There was all sorts of things that they needed from you and your company – proof of concept, white papers, data sheets, demos and more. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. They found you online, after lots of research.

Opportunity 214

Opportunity B2B Research Pipeline 214

Sales Training Connection

JANUARY 31, 2014

Successful B2B salespeople implement these 10 sales tips when executing their sales strategy: 1. Dealing with passive competition – When the buying process stalls and at it often does, modify the sales strategy to overcome the no-decision momentum. They recognize it isn’t about just being a bit faster or a bit better.

Face-to-face 106

Face-to-face B2B Sports Territories 106

Zoominfo

AUGUST 5, 2021

Balancing the various content types (blog posts, white papers, webinars) will allow you to reach your customer and map the buying process in a scalable way. Higher-value assets like ebooks and white papers allow prospects with deeper interest to get a more rounded sense of the value of your product.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

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

Sales Hacker

JANUARY 9, 2020

Objections are a part of life in sales, but they can be especially difficult to deal with in B2B sales. To help, in this article, I’m going to give you the top five most common sales objections you’ll face in B2B sales, tips on how to overcome them, and then I’ll give you a few bonus tips to take with you. The Price Isn’t Right.

Objections 72

Objections B2B Case Study Face-to-face 72

Janek Performance Group

MARCH 26, 2024

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. Measure the impact of your B2B business development efforts by tracking key metrics.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

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. Source: Gartner. Social media is a perfect example.

B2B 52

B2B Top of Funnel Strategy Social Media 52

Zoominfo

FEBRUARY 18, 2021

Propel them further down the sales funnel with white papers and webinars. A lot of B2B purchasing decisions have more to do with the relationships the buyers have with the salespeople, and less to do with the product or service. Write extensively about your mission and the problems you solve.

Social Media 130

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

Zoominfo

OCTOBER 18, 2022

There are essentially two competing schools of thought among B2B marketers. Demand creation Includes webinars, white papers, and product trials 3. Demand-Gen vs. Lead-Gen: The False Dichotomy The debate between demand-gen and lead-gen has become quite polarized. Sales enablement Includes playbooks, ROI tools, and battle cards 4.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

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. How to Design a “Plain” B2B Email.

Top of Funnel 72

Top of Funnel B2B How To Campaigns 72

Product Management University

AUGUST 15, 2023

B2B Portfolio Management Portfolio management simplifies the strategic planning and prioritization process because product managers are collaborating more than ever to grow the market value of the portfolio in the market segments most conducive to the company’s success. PPM Explained for B2B WHITE PAPER: Product Portfolio Strategy

Segment 98

Segment B2B Data Marketing 98