Smooth Sale

MARCH 10, 2024

Studies show ebooks and white papers can also impact the customer decision-making process. One study showed that 80% of B2B leads were generated from social media in 2023, with a staggering 46% of them coming from LinkedIn. Building trust and credibility is easier if you align conversion towards problem-solving.

B2B 104

B2B Top of Funnel How To Sales Qualified Lead 104

Understanding the Sales Force

FEBRUARY 26, 2014

Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits. I would like to remind you of a white paper on trust that I published a couple of years ago.

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Zoominfo

AUGUST 5, 2021

Nothing stalls sales conversations like a barrage of questions from a clued-up prospect that your sales reps can’t answer. Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. They can see what is being read and shared and what is driving sales conversions.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Partners in Excellence

MAY 25, 2022

Too often, our response to a lead is completely inappropriate, as a result, we lose any possibility to generate a conversation, to nurture and develop a lead. In my news feed, I saw an article about an interesting research study on sales performance/productivity. It promoted a white paper going much more deeply into the research.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

Sales Hacker

APRIL 9, 2020

It’s the act of generating business results through content, community, and conversation in the digital space. Here’s a case study that will show you how it’s done in a real life situation. This step involves studying both the company and CEO’s brand to understand what is working and what is not. What does that look like?

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

Apptivo

MAY 10, 2021

It comprises pushing forward the deals, generating more leads, reestablish conversation with customers, develops trust in shareholders, and foster your connections with existing customers. Therefore, in this blog, Apptivo brings you the best practices with sales collateral that can help you boost your conversion. Consideration Stage.

Collateral 53

Collateral Conversion Case Study Comparison 53

Sales and Marketing Management

NOVEMBER 1, 2017

This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.” My earlier white paper on mindful event design is about the mindful approach of creating great experiences. We think so. Sperstad: Yes.

Meeting 192

Meeting Licensing Motivation Conference 192

Zoominfo

AUGUST 26, 2018

Scientific studies show that humor and laughter lead to more inspiration and creativity. In fact, one study shows people are more creative at solving word association puzzles after watching a comedy versus a scary movie or lecture ( source ). White papers. She wanted to C if her conversion rates would improve.

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

Zoominfo

FEBRUARY 5, 2021

Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.). Middle: Here, the prospect downloads a white paper or signs up for a webinar. This intel will help you steer the conversation toward the people making any buying decisions. Let’s start with that dream customer. Decision Stage.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Pipeline

APRIL 1, 2024

This way, your sales team won’t waste time running after cold leads with a low chance of conversion. As it brings prospects already interested in your product, the chances of conversions are much higher than outbound leads. Improve your content marketing with valuable and informative blogs, white papers, and e-books.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Zoominfo

AUGUST 5, 2021

Nothing stalls sales conversations like a barrage of questions from a clued-up prospect that your sales reps can’t answer. Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. They can see what is being read and shared and what is driving sales conversions.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

SBI Growth

JANUARY 20, 2014

Even a small change in conversion effectiveness can change a failed campaign into a robust ROI. DMA studies show Offer is the #1 determination of success for customer marketing. Download the Offer Strategy Assessment tool to drive higher campaign conversions. The net result was increased conversion rates.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

Selling Essentials RapidLearning Center

OCTOBER 24, 2023

Results of a recent study tell us why. The survey of 4,200 employees revealed that fully one-quarter of working people spend at least an hour at work every day on thoughts about their financial health, most of whom were classified by the study as “stressed” over their finances. Tap your employees’ experience.

Retention 52

Retention Training Incentives Incentive 52

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Understanding the Sales Force

APRIL 28, 2014

These issues led to my White Paper on Trust, a study that had some very surprising and revealing results. No, this particular list does not have any science or even a study behind it. If you haven''t seen it or downloaded it, you can get it here. There was no game playing. Yes, there can be more.

Prospecting 243

Prospecting Decision Maker Study Pipeline 243

Zoominfo

FEBRUARY 5, 2021

Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.) Middle: Here, the prospect downloads a white paper or signs up for a webinar. This intel will help you steer the conversation toward the people making any buying decisions. Let’s start with that dream customer.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Janek Performance Group

MARCH 26, 2024

This should include blogs, case studies, and white papers. Provide them with persona-specific talking points, objection handling techniques, and collateral to guide their conversations and presentations. Develop educational resources and thought leadership content that resonates with their interests and challenges.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Sales and Marketing Management

NOVEMBER 1, 2017

This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.” My earlier white paper on mindful event design is about the mindful approach of creating great experiences. We think so. Sperstad: Yes.

Meeting 120

Meeting Licensing Motivation Conference 120

Sales and Marketing Management

NOVEMBER 1, 2017

This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.” My earlier white paper on mindful event design is about the mindful approach of creating great experiences. We think so. Sperstad: Yes.

Meeting 120

Meeting Licensing Motivation Conference 120

Sales and Marketing Management

FEBRUARY 5, 2021

A sales enablement platform : This will support the efficacy (rather than just the efficiency) of your sales processes by empowering customer-facing teams with knowledge of what to know, say, show, and do in any given customer conversation. Such critical information should be used consistently to recalibrate your plan of action (i.e.,

Scale 177

Scale Maximizer Strategy How To 177

Allego

APRIL 18, 2024

This enables sales teams to focus their efforts on leads with the highest conversion potential. It is a conversational AI chatbot that can be used for customer service, lead generation, and sales support. The tool can identify patterns and best practices that lead to conversions.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Sales and Marketing Management

AUGUST 9, 2020

The sales rep who is first to answer questions directs the conversation; he or she often becomes a trusted advisor and steers the inquirer to the features and benefits unique to their product and not so unique to competitive products. The subsequent delivery of pricing (a proposal?),

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Sales and Marketing Management

FEBRUARY 5, 2021

A sales enablement platform : This will support the efficacy (rather than just the efficiency) of your sales processes by empowering customer-facing teams with knowledge of what to know, say, show, and do in any given customer conversation. Such critical information should be used consistently to recalibrate your plan of action (i.e.,

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Partners in Excellence

MARCH 28, 2016

You’ve all experienced this, you download a white paper, maybe you sign up to evaluate a new SaaS tool. ” Forget that you haven’t even gotten the white paper, or the logon link to the tool. I recently read the Bridge Group’s study, “Sales Development 2016.”

Prospecting 48

Prospecting Follow-up eBook Study 48

Miller Heiman Group

APRIL 13, 2020

Get the Study. Empathy: Let your team know you care by asking how they’re doing; your conversations cannot focus solely on business during this stressful time. Get the Study. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders.

Top of Funnel 110

Top of Funnel Sales Management Strategy Funnel 110

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. Now there is community and conversations all around the topic of Customer Reference. That person did not understand that it was in our contract to not divulge information about our relationship.

B2B 169

B2B Customer Case Study Conference 169

Allego

DECEMBER 22, 2020

Great sales content drives conversations—and results. White Papers / eBooks. Long-form assets such as white papers and eBooks are top-of-the-funnel content that promote your company’s thought leadership on a topic that’s important to your industry. Case Studies. Solution Briefs. Explainer Videos.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Emissary

OCTOBER 22, 2021

From there, other messaging tweaks likely to garner a higher success rate include prioritizing benefits (supported by evidence and data) over making the sale, keeping copy conversational and genuine but respectful, and providing value in the form of case studies, white papers, and research papers your prospect can review before you move on to a sales (..)

Case Study 52

Case Study Lead Rank Lead Scoring Research 52

Chorus.ai

JANUARY 29, 2021

Nothing stalls sales conversations like a barrage of questions from a clued-up prospect that your sales reps can’t answer. Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. They can see what is being read and shared and what is driving sales conversions.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

The Brooks Group

FEBRUARY 11, 2020

That’s the cost to a company for turning over a salesperson, according to one study. That why the Sales Research Performance Center (SPRC), powered by The Brooks Group, recently produced “The Ultimate Guide to Hiring Quota-Smashing Sales Reps,” a groundbreaking white paper to address this exact issue. link]. . .

Hiring 52

Hiring Sales Talent Quota Travel 52

Pipeliner

MAY 26, 2023

You could also delve into the role that technology plays in sales enablement and discuss which tools are most effective Sales enablement is a strategic, ongoing process that equips employees with the ability to consistently have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s journey.—

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

Janek Performance Group

NOVEMBER 30, 2022

Generally, the buyer’s journey unfolds in five stages: awareness, consideration, conversion, loyalty, and advocacy. Our white paper , The Ultimate Guide to Developing a High-Performance Sales Organization , lists eight steps of the customer’s journey. Content a buyer would likely consume during their research: White papers.

Customer 62

Customer Case Study Loyalty Buyer 62

Zoominfo

AUGUST 26, 2018

Scientific studies show that humor and laughter lead to more inspiration and creativity. In fact, one study shows people are more creative at solving word association puzzles after watching a comedy versus a scary movie or lecture ( source ). White papers. She wanted to C if her conversion rates would improve.

Marketing 100

Marketing Top of Funnel Social Media Harvest 100

Highspot

MAY 6, 2021

So, how do you get the attention of a buyer and create conversations with them? You also wouldn’t want to offer a white paper that’s too general to apply to your buyer’s unique challenges. Instead, you need to create an offer that’s tailored to each buyer, their industry, and their business situation.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Sales Hacker

OCTOBER 19, 2020

Sales reps only have 14 days to engage a buyer before the conversion potential is so low that it’s no longer worth following up. Let’s look at the numbers: After two days of prospect silence, the expected conversion rate drops 3x. Of the 12 million prospects we studied, only 2 percent (240,000) scheduled a meeting.

Buyer 103

Buyer Data Lead Rank Lead Scoring 103

Zoominfo

JUNE 4, 2019

In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) ( source ). In fact, studies show viewers retain 95% of a message when they watch it in a video compared to 10% when reading it in text ( source ).

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

SBI

AUGUST 2, 2018

Many people would suggest this is the role of the CRM system, however studies have shown that CRM is ineffective when it comes to qualifying sales leads. Darryl: For salespeople, all they want to do is be productive, have conversations, identify potential opportunities, and be able to compete for the business.

VanillaSoft 95

VanillaSoft Sales Qualified Lead Marketing Qualified Lead Lead Rank 95