Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Your digital-savvy B2B prospect is researching the product they think they need. What Is a B2B Sales Funnel? Bottom: The funnel narrows, guiding the leads toward a purchase.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Sales and Marketing Management

JANUARY 16, 2020

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. In fact, Gartner research shows that 89% of customers report encountering high-quality information during the purchase process.

Buyer 194

Buyer Scale Face-to-face Report 194

Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” ” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process.

Buyer 120

Buyer Face-to-face B2B Up-Sell 120

Sales and Marketing Management

MAY 19, 2019

Author: Theresa O'Neil, Chief Marketing Officer of Showpad Today’s B2B buyers have higher expectations than ever before, and their criteria for making purchase decisions is evolving. They’re using static, irrelevant presentations that aren’t engaging their buyers, and they’re losing deals because of it.

Buyer 235

Buyer B2B Guarantee Data 235

Zoominfo

MARCH 29, 2023

As budgets remain tight and layoffs loom, more care and consideration is put into every purchasing decision. Those longer buying cycles can cascade throughout the economy, causing stress on sales teams and making revenue more difficult to forecast. We are in a measured buying environment.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

The Pipeline

NOVEMBER 12, 2019

I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. It’s time to deal with it; it’s time to learn from buyers, why are there more players? Can salespeople make this work for them? Buyers are bringing focus and proficiency, as you should.

Decision Maker 266

Decision Maker Buyer Lead Rank Groups 266

The Pipeline

SEPTEMBER 17, 2019

this year, and no decisions decreased from 21.8% So, if those changes are not making a difference, what is? Have we lost the art of decision making? One of the subtle elements of sales success is the ability to have others make a decision. According to Demand Gen Report’s 2018 B2B Buyers Survey Report.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Your digital-savvy B2B prospect is researching the product they think they need. What Is a B2B Sales Funnel? Bottom: The funnel narrows, guiding the leads toward a purchase.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

The Pipeline

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. It start with how sellers think about time; which is why in sales, time is value not money. While it is true that they will differ for people even the same decision cycle, they do fall into workable categories.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Act!

APRIL 25, 2024

Whether your small business caters to everyday consumers or C-suite decision-makers , you have to compete for every prospect’s attention. How do you ensure that your outreach email or call cuts through the noise? Also, it can help you lasting relationships with them and drive more revenue through repeat purchases.

Social Media 52

Social Media How To Case Study ACT 52

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. By monitoring key search terms using cookies, you can pinpoint specific online behaviors that signal an intent to make these purchases.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Decision makers are often only interested in sellers that know exactly who they are and what they want. Let’s take a look at what exactly B2B customer profiles are, how to create them, and how they can make or break your marketing campaign.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

SalesFuel

APRIL 8, 2024

If your B2B client’s target audience includes technical buyers, they may be focusing on the wrong types of ads. Technical Buyers Value Informative Videos on Social Media When technical buyers are looking for their next product or service, they need information to fuel their decision-making process.

Social Media 52

Social Media Media Video B2B 52

Zoominfo

SEPTEMBER 16, 2020

And it makes a lot of sense — we’re more engaged when we hear stories, because a story puts your whole brain to work. Narratives are the connection between cause and effect, and that’s how we think! But how does this connect to B2B brand development? So how do you do that? Making Design A Priority.

B2B 261

B2B Social Media Hubspot Channels 261

Zoominfo

MARCH 4, 2021

Lead generation is the practice of capturing interest from potential buyers to purchase your product or service. Let’s take a look at why SMBs need a lead generation strategy and how to build one for consistent business growth. Why is Lead Generation Important for SMBs? Cold calling — or really any form of cold outreach.

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. Sales Prospecting in the Age of Buyer Empowerment.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. Good questions and the answers they produce can make a huge difference in your ability to close deals faster. How did you hear about us? What’s your decision-making process like?

B2B 252

B2B Closing Scale Guarantee 252

Mindtickle

APRIL 10, 2024

When it comes to B2B sales, content is still king. According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. Instead, you must understand how sales reps and prospects are (or aren’t) using sales content.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

SalesFuel

MARCH 19, 2024

Organizations spend billions on B2B sales training every year. New employees must be educated on how the company sells. That’s because they overlook the way the B2B sales world has changed. Today’s B2B buyers research their options online long before they connect with any sales rep.

B2B 52

B2B Training Hiring Lead Rank 52

Zoominfo

OCTOBER 15, 2020

The intersection of our ideas resulted in a renewed focus on delivering massive value to our customers through the best B2B intent data the market has to offer. The three together, driving account identification, targeting, and segmentation will soon be table stakes for how sellers and marketers identify their next best customers.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. These include their needs, budget, timeline, and decision-making authority, among others. This makes qualification essential to drive revenue growth, optimize resource allocation, and foster long-term customer relationships.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Crunchbase

JUNE 24, 2021

B2B tech sales in 2021 has seen some big changes. The emergence of buyers in the sales process. The buyer is in charge now, and they don’t want the old method of tech sales gatekeeping and jumping through hoops. What does the modern buyer want? For years, B2B and B2C buying behaviors were considered quite separate.

Buyer 122

Buyer B2C Gatekeeper B2B 122

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? The same idea applies to B2B environments.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Pipeliner

JANUARY 2, 2024

We delve into the importance of authenticity, the changing role of salespeople, and how to guide customers toward informed decisions. Selling with Simplicity: Cutting Through the Noise Bob sets the stage by highlighting how understanding decision-making processes is key.

Sales Process 98

Sales Process Video CRM Pipeline 98

Alice Heiman

DECEMBER 16, 2020

A Mutual Action Plan (MAP) is a coordinated, strategic plan that smooths the way for buyers to make a purchase from you. . Don’t make the mistake of assuming your buyers understand exactly how to buy from you. Don’t make the mistake of assuming your buyers understand exactly how to buy from you.

How To 154

How To B2B Buyer Lead Rank 154

Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? Intense competition in the business-to-business (B2B) landscape often makes it challenging for brands to win potential customers. Buyers like to shop from businesses they know and trust.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. Then, we‘ll discuss how you‘d actually go about using it in practice, and share a few helpful examples to illustrate.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Zoominfo

MARCH 9, 2021

Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. Defining segments and buyer personas in detail and developing a database of their characteristics goes a long way in how you target and speak to them. What is Demand Generation?

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Zoominfo

JUNE 27, 2018

Keep reading for some key insights into influencer marketing– how effective it can be, what platforms to use, and much more! How effective is influencer marketing? 70% of businesses make $2 or more for every dollar invested, and 13% make $20 or more ( source ). How popular is influencer marketing? 32% of U.S.

Influencer 202

Influencer Marketing Social Media Scale 202

Partners in Excellence

DECEMBER 14, 2023

Others see the preference of buyers for rep-free buying experiences and digital buying processes as evidence that selling is no longer necessary. How would they survive if buying died? And as we see the data on B2B buying. And, on top of that, for those that do buy, we see YoY increases in buyer regret.

Retail 111

Retail Scale Margin Promotion 111

Partners in Excellence

DECEMBER 7, 2022

We have suspected, for years, that B2B buyers make purchase decisions based on how they feel, rationalizing the decision with data supporting those decisions. Yet, increasingly, we are data driven in how we “coach” and drive the performance of our people.

B2B 62

B2B Buyer Research Data 62

Highspot

JANUARY 28, 2024

A significant 71% of B2B buyers say they download and consume multiple assets to help with the decision-making process and an equal number said they share such content with their team members. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Zoominfo

FEBRUARY 19, 2018

B2B Social Selling with Twitter. 74% of B2B marketing companies use Twitter to distribute content ( source ). B2B Social Selling with LinkedIn. B2B Social Selling with Facebook. How Effective is Social Selling? Social Selling and The Buyer’s Journey. There are 128 million LinkedIn users in the U.S.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

BuzzBoard

NOVEMBER 22, 2023

Market predictions strongly indicate—2024 B2B marketing will be thriving upon not just personalization but hyper-personalized content. Respecting user privacy, adhering to data protection regulations, and transparently communicating how customer information is utilized are essential facets of ethical hyper-personalization.

B2B 105

B2B Strategy Demographics Social Media 105