The Pipeline

SEPTEMBER 21, 2021

This can be a million places based on industry, geography, and other basic demographics, again there are loads. When we look at how our friends in Marketing see the world, three simple categories. While there is not one thing, no holy grail, there are consistent habits. Where The Buyer Is At.

Buyer 345

Buyer Demographics Video Territories 345

Alice Heiman

DECEMBER 5, 2023

Even with all her Go To Market experience, it’s different when you start a category and Prelay did that. Listen to her tell the story of starting a company and a category and growing her sales. The team selling space had a huge need and Gabriella DeFlorio of Prelay knew she had to fill that need.

Scale 107

Scale Marketing Sports LinkedIn 107

BuzzBoard

JANUARY 31, 2024

In this blog, we’ll not only learn the full and correct definition of an SMB but also explore the types of businesses that fall under this category, and provide valuable insights for salespeople targeting this market, with a particular focus on B2SMB dynamics. Understand Industry Nuances: Different industries have distinct requirements.

Small Business 52

Small Business Small Business Segment Construction 52

Zoominfo

FEBRUARY 18, 2021

Despite being behind GoToWebinar and Cisco Webex in adoption rates, Zoom pulled ahead as the industry frontrunner, seeing a 418% growth in just two months. More broadly, the ways in which companies from various industries have been forced to digitize will likely have lasting effects beyond the pandemic.

Loyalty 214

Loyalty Customer Analysis Trends 214

Zoominfo

JULY 15, 2022

These smart filter categories include candidate experience at certain types of companies — from Fortune 500s to startups — along with other “Likely to Listen” attributes like companies with low employee growth rate or frequent job changes. Watch the video below, and read on for an overview of what’s new at ZoomInfo.

Buyer Intent 130

Buyer Intent Intent Data Intent Engineering 130

Zoominfo

MARCH 1, 2021

Every company is different in industry, size, and goals but typically shares a similar desire of increasing revenue and brand success. Technically, company websites are digital channels, but web analytics deserves its own category. Whichever solution you use, it should help share insights into performance success in a digestible way.

Paid Content 207

Paid Content Lead Rank Marketing Qualified Lead Cost per Acquisition 207

Highspot

NOVEMBER 7, 2022

Received the highest score in the Current Offering category and cited as a “vendor that puts customers at the center of its decisions” SEATTLE, Nov. Highspot was top-ranked in the Current Offering category and tied for the highest score in the Strategy category.

Lead Rank 95

Lead Rank Lead Scoring Report Research 95

Selling Energy

OCTOBER 10, 2022

As a reader of this blog, you fall into the category of “learner” – someone who values education and the expansion of knowledge. In a competitive industry that is constantly shifting and evolving, “learners” are vital to the continuing success of their organizations.

Education 78

Education Competition Industry 78

Nutshell

MAY 9, 2023

We’re proud to announce that this April, Nutshell was awarded the Gold Stevie Award in the Relationship Management Solution category in the 21st annual American Business Awards®. The American Business Awards are the U.S.A.’s s premier business awards program. All organizations operating in the U.S.A.

CRM 62

CRM Industry Customer 62

Sales Evangelist

MARCH 18, 2024

In this episode of "The Sales Evangelist Podcast," Host Donald Kelly chats with Derek Rahn about current sales data trends and the need for sellers to niche down within their industry. His position allows him to see the current trends and changes within the sales industry. Now, there are millions of CRMs for specific industries.

Ideal Customer Profile 40

Ideal Customer Profile Data Hubspot Trends 40

SalesFuel

APRIL 25, 2024

Depending on the industry, the customer success team is responsible for everything from onboarding to resolving conflicts. The industry survey shows that nearly half (46%) of companies reported 76% to 100% of sales came from repeat business. How much came from referrals? How much from cold calling?

Hiring 52

Hiring Scale Referrals Promotion 52

Allego

JANUARY 18, 2023

Allego took home the coveted Gold award in two categories last year: Best Advance in Sales Training Online Application (two Gold wins in a row). Allego won Silver in the Best in Biz Enterprise Product of the Year award in the Sales Software category. Here’s a look at some of the successes Allego achieved in 2022.

Journal 115

Journal Enterprise Enterprise Sales Enablement 115

Gong.io

DECEMBER 13, 2022

With eight categories to choose from, there’s a lot to think about when putting together your application (or applications —yes, you can enter more than one category!). . The categories. Make sure to introduce the setting (your industry) and main characters (you and your team). Your application.

Industry 62

Industry Up-Sell Revenue Closing 62

Sales and Marketing Management

APRIL 10, 2019

There is important nuance in the merits of “subscriptionizing” products vs. categories, and the fundamental nature of the underlying business model. That difference is in the Superconsumer, the subset of repeat customers who not only buy the category regularly, but feel passionately about it and evangelize the benefits of it to others.

Benefit 191

Benefit Loyalty Segment Consumer 191

Lead411

OCTOBER 23, 2023

Bombora captures a range of intent signals, and these signals can be grouped into 8 different categories, such as: 1. For example, Bombora can identify when companies are actively researching topics or keywords related to your industry, products, or services.

Intent Signal 96

Intent Signal Buyer Intent Intent B2B 96

Partners in Excellence

MAY 19, 2020

They had over 100 different industry/market categories of customers. 60% of the revenue came from 1 category, another 22% came from 4 other categories. And 18% of their revenue came from the remaining 95 categories. Yet marketing and prospecting efforts were unfocused. We have finite time to produce results.

Ideal Customer Profile 108

Ideal Customer Profile Customer Pipeline Prospecting 108

Sales Gravy

JULY 15, 2021

They take on heavy metal selling, cold calling in New York City , how to sell more by becoming an expert in industry categories, why routines matter, and how a sales career makes you a better leader.

Cold Calling 95

Cold Calling Advertising Advertising How To 95

Sales and Marketing Management

JULY 6, 2020

If it’s the industry/verticals you are wishing to scale up, then hiring more business development representatives is the first step. Expanding on an industry basis will also require extensive marketing efforts to break the glass ceiling into new areas. . Ensure data drives decisions. . Hire to innovate.

Scale 298

Scale Top of Funnel Hiring Strategy 298

SBI

SEPTEMBER 16, 2020

JIM: Every company will have unique needs, which means they will prioritize initiatives differently, but one thing remains true across industries: sales teams are the lifeblood of a company, and the leading indicator of a company’s health. This year, while a challenge in almost every category, has been a momentous year for Chorus.

Lead Rank 172

Lead Rank Lead Scoring Call-back Hiring 172

Allego

FEBRUARY 16, 2023

We’re excited to announce that Allego had a record-breaking fourth quarter in 2022, propelled by new customers, industry recognition, and platform innovation. Demand for the platform remains strong, with leading organizations across industries and geographies (including 40 different countries) implementing the sales enablement platform.

Industry 62

Industry Lead Rank Lead Scoring Wireless 62

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert. They aren’t selling anything to anybody.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Hubspot Sales

MARCH 30, 2022

Expense reports allow you to track spending over time and identify whether any particular expense category (such as transportation or hotels) is driving costs excessively. Now let's cover what to include in an expense report and popular business categories. Category - the type of expense incurred (e.g. Cost control. Commissions.

Report 77

Report Transportation Hotels Travel 77

Pipeliner

JUNE 13, 2022

We are creating a new category in the sales technology industry: the Sales Suite. The technology industry has dealt with this complexity with an ever-increasing number of apps, a separate app developed to deal with every single factor in this complexity. Wrong Approach to Complexity. Talk about complex!

Chemicals 98

Chemicals Pipeline CRM Face-to-face 98

Hubspot Sales

JANUARY 12, 2024

Elorea : A high-end fragrance company with roots in South Korea that aims to challenge the Eurocentric perfume industry. ? Their rankings are from different categories, beauty and apparel. Musinsa : An online marketplace that caters to Korean fashion lovers, with curated selections of 1k+ brands and its own private label.

Tourism 105

Tourism Apparel Fashion Government 105

Sales Hacker

JANUARY 27, 2024

When you look at how to segment your audience for messaging, consider these three broad categories: Industry: This is your wider audience that cares about who you are and what you do. Category: These are your decision-makers. Understanding these categories can help you tailor your messaging for optimum impact.

Positioning 88

Positioning Top of Funnel Ideal Customer Profile Intent Signal 88

Allego

SEPTEMBER 22, 2020

The VTA was a Gold Winner in the IT World Awards “Company Innovation of the Year | Tackling COVID-19 with Innovative Ways” category. The VTA was also the winner of a Silver Stevie Award in the “Most Valuable Medical Innovation” category in The 17th Annual International Business Awards.

Training 83

Training Guidelines Lead Rank Lead Scoring 83

Hubspot Sales

MAY 25, 2023

Or, how do you perform against others in your industry and network? Image Source Image Source Naturally, these numbers might look different for you depending on your industry and network size. Let’s assume your profile says you’re in the top 10% of professionals in your industry. A 51% higher chance of meeting their quota.

Social Selling 88

Social Selling Lead Rank Lead Scoring LinkedIn 88

Chorus.ai

MARCH 28, 2022

The emergence of a new category Revenue Intelligence and Operations is a relatively new category for Forrester, first presented in October 2021 as a core component of the B2B go-to-market tech stack.

Report 118

Report Revenue Lead Rank Lead Scoring 118

Zoominfo

NOVEMBER 3, 2020

Today, the hospitality industry is especially reliant on upselling through either in-person or by means of various software. The pandemic hit this particular industry hard, and transparent upselling is one path forward to a win-win on behalf of the business and the customer. In other words, “Would you like to Super Size that?”

Loyalty 162

Loyalty Airlines Hotels Hubspot 162

Partners in Excellence

JUNE 20, 2023

But everything we do, our business is built around the concept of being the best in the world at addressing a certain category of problems. But there is still a gap, while we may have very deep business understanding of a specific type of industry, category of enterprises, and specific personas/roles, there is a gap in understanding them.

Face-to-face 77

Face-to-face Buying Cycle Enterprise Enterprise 77

Pipeliner

JANUARY 31, 2021

Categories of Prospecting. Mostly neglected across all sales industries, even though they produce the best results. Considering these categories is a very potent way to break through the noise of the marketing overload. The first category is the market that you are seeking out. The second category is messaging.

Referrals 98

Referrals Prospecting How To Channels 98

Emissary

DECEMBER 19, 2022

Sales Pro Central brings together the best content from hundreds of industry thought-leaders. We recognize the posts that provide the highest value to industry professionals – useful and actionable information, that is tactical or strategic in nature, providing either long-term or short-term value. View Emissary on the List.

Webinar Metrics 52

Webinar Metrics Social Media Exercises Networking 52

Zoominfo

OCTOBER 28, 2020

In a larger sense, industries continue to push forward with offer expansion through product releases and additional features, and some of these launches will surprise us. Leaders and stragglers in product launches by industry. The Westin Hotel in Boston houses students from Northeastern University as part of COVID-19 precautions.

Loyalty 178

Loyalty Hubspot Hotels ROI 178

Sales Hacker

NOVEMBER 9, 2020

This year in collaboration with G2, we investigated hundreds of tools in a variety of categories. Today, we’re seeing a continuous trend of vendor consolidation across multiple software categories. The WFH dynamics that emerged from COVID-19 played a huge role in the rise and fall of certain software categories. Payback periods.

Lead Rank 117

Lead Rank Lead Scoring Trends Report 117

Nutshell

JULY 19, 2023

Nutshell is proud to be awarded Product of the Year in the Very Small Business Company category, which includes businesses with up to 100 employees. “We Unlike other industry award programs , business executives—those with experience and knowledge—judge the programs.

Groups 62

Groups Small Business Small Business Consumer 62

Product Management University

NOVEMBER 14, 2022

Portfolio marketing in B2B is focused on articulating the value of your portfolio to vertical industry segments like retail, healthcare and manufacturing. The intent is to communicate how your portfolio makes organizations in those segments stronger in their own industry or discipline. If Your Product Category is Relatively New.

Marketing 59

Marketing Segment Lead Rank SalesForce 59

Pointclear

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

PointClear 0

PointClear Lead Rank Lead Scoring Scale 0