The Digital Sales Institute

MARCH 12, 2024

A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. What does ABC, or ‘Always Be Closing’ really mean?

Closing 52

Closing Objections Buyer Proposal 52

Force Management

JUNE 22, 2022

Companies that drive significant growth in their markets all have one thing in common — cross-functional alignment around buyer value and solution differentiation. When you correct this misalignment, it can lead to increased margins and market share.

Buyer 107

Buyer Margin Sales Qualified Lead Lead Rank 107

SBI Growth

DECEMBER 8, 2012

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. Without this understanding, leveraging marketing spend can turn into a wild guess. Inbound marketing the rage!

Trends 330

Trends Buyer Marketing Revelation 330

Allego

NOVEMBER 22, 2022

Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line. Product marketing in particular plays a key role in converting prospects to customers. As sellers prepare to move prospects through each stage, they require resources to connect their solutions with buyer needs.

Pivotal 117

Pivotal Conversion Closing Buyer 117

Zoominfo

SEPTEMBER 20, 2021

Every salesperson has a hefty responsibility: find new business, engage decision-makers, and close deals. Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. 76% percent of BDRs report to sales over marketing. 76% percent of BDRs report to sales over marketing. They then leverage research tools and market insights to pinpoint promising opportunities.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Zoominfo

JULY 24, 2020

In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important? Sure, it’s a problem, but your company is doing well.

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

Partners in Excellence

APRIL 18, 2022

Are you order, seller, or buyer centric? Increasingly, buyers are choosing rep-free buying experiences. Buyer centricity, starts in a very different place than order or seller centric sellers. Buyer centricity, starts in a very different place than order or seller centric sellers. As a result, we focus on the buyer.

Buyer 134

Buyer Face-to-face Groups Objections 134

Lead411

SEPTEMBER 22, 2022

Buyer Intent Best Practices: How to Build a Successful Buyer Intent Process. You know buyer intent is important. So what are the first steps to get the most out of buyer intent data? It is easy to get overwhelmed at first with the thousands of topics available to choose from within the buyer intent platform.

Buyer Intent 98

Buyer Intent Intent Buyer Intent Data 98

MTD Sales Training

JANUARY 4, 2018

These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers. It means knowing what buyers would tell you if you would only listen. Most websites are on-line brochures, and many buyers want to make their decisions before making contact with you.

Buyer 257

Buyer Cold Calling Objections Call-back 257

Hubspot Sales

FEBRUARY 12, 2024

Buyer beware.” We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. That’s why I’m not the biggest fan of the one-call close. Some of the characteristics and behaviors that define a good-fit buyer are obvious, while others are a bit more nuanced.

Hubspot 121

Hubspot Sales Process Buyer Churn 121

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! At that time, digital marketing efforts were focused primarily on building websites and email marketing campaigns. Track and measure the results from referral leads vs cold outreach.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Gong.io

FEBRUARY 23, 2023

Be a sense-maker and confidence-builder for your buyers The number of interactions buyers have with sellers is decreasing. Today’s buyers are completing more of their journey solo. In fact, Gartner finds nearly 3 out of 4 buyers say they would prefer to make a purchase without ever engaging with a sales rep.

Data 121

Data Closing Buyer Call-back 121

Lead411

MARCH 28, 2024

What is Buyer Intent Data and how can I use it? Understanding the Buyer Intent Data: Buyer intent data is information gathered from many sources that indicates a potential buyer’s interest or willingness to make a purchase. Understanding your target audience will allow you to better comprehend buyer intent data.

Buyer Intent 52

Buyer Intent Intent Data Intent Buyer 52

Alice Heiman

NOVEMBER 22, 2022

Brent explains decision maker confidence is the main barrier for B2B teams to close deals. 6:12] There are three forces eroding buyer decision making confidence: complexity, information overload and value opacity (outcome clarity). [8:16] 32:35] A faster close comes from confident customers. So stop selling product benefits.

B2B 112

B2B Buyer Lead Rank Travel 112

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. This contrasts with traditional sales, which typically are associated with shorter sales cycles, fewer stakeholders, and are managed by a sales and marketing department. The Models of Enterprise Level Sales.

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

Sales and Marketing Management

JANUARY 16, 2020

Turns out, one of the main challenges in successfully guiding a prospect through the buying process is the buyer’s own lack of confidence. Research recently released from Gartner revealed that overwhelmed B2B buyers face a crisis of confidence as they increasingly struggle to make large-scale purchase decisions. buyer enablement”?—?while

Buyer 194

Buyer Scale Face-to-face Report 194

Pointclear

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? However, when marketing or selling, you can’t simply lead with the ultimate benefit. See how closely these personal goals tie to Maslow’s hierarchy of needs? Most buyers are focused on compensation, security and recognition. In a couple of ways.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

Zoominfo

AUGUST 7, 2018

The digital nature of our current business landscape has caused a dramatic shift in the way companies market their products. As a result, SEO has become an essential skill for all modern marketers. Marrying the creative side of content marketing with the more technical parts of SEO is an art form many have yet to master.

Buyer Persona 196

Buyer Persona Top of Funnel Buyer Strategy 196

Pipeliner

OCTOBER 27, 2023

During economic downturns or recessions, connecting with buyers at the beginning of their decision-making process can be a significant challenge. Jim Kraus: The Voice of Experience At the core of our exploration is Jim Kraus, President of Buyer Persona. His perspective revolves around the concept that marketers and sales professionals.

Buyer Persona 64

Buyer Persona Buyer Competition Influencer 64

Zoominfo

APRIL 20, 2022

Marketers have spent years making sure they get credit for the leads generated by their hardworking teams. Instead, B2B marketers are turning their attention to key performance indicators that showcase how full-funnel marketing efforts can deliver increased performance. In 2020, that figure was down to 47%.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Allego

MAY 7, 2024

Do your sales and marketing teams have a hard time communicating? According to a poll from SMM Connect and Training Magazine Network, 68% of sales and marketing leaders said “sales and marketing don’t communicate effectively.” And that leads to multiple issues, including: Misalignment on sales and marketing strategies.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Marketing Lead Rank 62

Zoominfo

SEPTEMBER 5, 2023

Predict Future Sales Trends By incorporating accurate firmographic data — industry, company size, location, and revenue — with relevant signals that reflect up-to-date buyer behavior, data teams are able to build AI models that can better predict future sales trends.

Lead Rank 130

Lead Rank Data Marketing Segment 130

Zoominfo

OCTOBER 5, 2021

Traditionally, marketing plans layout these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. With a quality data-driven strategy you can identify exactly how to approach target buyers. What is a Go-to-Market Strategy? Get a Demo Why Do You Need a Go-to-Market Strategy?

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Zoominfo

JUNE 9, 2019

Good questions and the answers they produce can make a huge difference in your ability to close deals faster. So keep reading as we provide you with our top 12 B2B sales questions to close deals faster. From here you’ll be able to estimate the length of the buyer’s journey and set your expectations accordingly.

B2B 252

B2B Closing Scale Guarantee 252

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 1, 2021

Key performance indicators (KPIs) serve as metrics that measure team-wide performance — and are great for digital marketing teams. In fact, 65% of B2B marketers use KPIs to measure their content performance. If you’re not entirely sure what’s working and what’s not for your marketing team, add KPIs into your strategies.

Paid Content 207

Paid Content Lead Rank Marketing Qualified Lead Cost per Acquisition 207

MarketJoy

APRIL 7, 2022

Why You Need Effective Buyer Personas for B2B Lead Generation. A buyer persona is a hypothetical customer that serves as a model of the buyer you want to target. Buyer personas can be created through research, surveys, and interviews. Include pain points of the target market. Why do they buy? The answer is yes.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Lead Generation Outsourcing Services 98

SBI

DECEMBER 28, 2020

(Nasdaq: TTGT), the global leader in B2B technology purchase intent data today announced the closing of the previously announced acquisition of BrightTALK Limited, a private company incorporated in England. Industry research indicates that the majority of marketers expect virtual events to be the norm past 2020.

Closing 126

Closing Intent Data Intent Face-to-face 126

Showpad

FEBRUARY 16, 2024

Sellers are the closest to your buyers. They are the ones who speak to buyers daily, and have the greatest understanding of what resonates with buyers and what doesn’t. Typically marketing teams painstakingly focus on feature descriptions, crafting content and design with great attention and effort.

Marketing 52

Marketing Sales Leadership Buyer eBook 52

Highspot

JANUARY 29, 2024

There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. 7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation?

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Allego

NOVEMBER 2, 2021

B2B sales are also much more complex and lengthy than those of the past, often taking months (even years) and numerous touchpoints to close. For today’s product marketers, creating content that supports this sales cycle has never been more challenging. Product marketers know what’s at stake. There is a better way.

Closing 125

Closing Strategy Video Collateral 125

Highspot

DECEMBER 8, 2020

To navigate these murky waters, salespeople are increasingly relying on the concept of buyer enablement – a sales approach that makes it easier than ever for buyers to champion your product, so reps can close new business. What are the four types of buyers. How do you engage a B2B buyer? What Is Buyer Enablement?

Buyer 98

Buyer Examples Top of Funnel ROI 98