Zoominfo

MARCH 6, 2017

Email marketing is one of the most effective and efficient forms of marketing. Though not commonly used in logistics, email marketing has the potential to increase engagement and brand awareness amongst shippers, and can help your organization grow. Is it to get new customers? More business from existing customers?

Email Marketing 100

Email Marketing Webinar Metrics Marketing Strategy 100

SBI Growth

APRIL 22, 2013

One of the top reported problems plaguing sales forces is the lack of quality leads. This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. The key is that a prospect is actively engaged with your company.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. But what are the most effective outbound marketing channels for kicking off a business relationship? billion on search marketing for the same purpose. billion on search marketing for the same purpose.

Media 233

Media Direct Mail netFactor Trade Show 233

Partners in Excellence

MAY 25, 2022

We struggle to provoke interest, to engage a prospect, to get people to respond to our outreach. It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. Everyone struggles to generate leads.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

Allego

MARCH 21, 2023

In fact, recent research highlights two critical problems with traditional sales content management systems: Conventional technologies reinforce the divide between those who create and manage sales content (marketing and sales enablement) and those who use it (sales reps). The solution? Modern sales content management platforms.

System 118

System Tools Collateral Video 118

Allego

MARCH 28, 2023

They deliver a compelling buying experience, while enabling you and your marketing team to track which content the buyer reads, watches, and/or downloads—and which content performs best. Prospect Education: Share educational materials with external audiences in a personalized and secured space.

eBook 62

eBook Video Buyer Education 62

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

AUGUST 5, 2021

Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. The Elements of a Winning Sales Enablement Strategy for 2021 Sales enablement is a process that stretches across the sales cycle, from prospecting to customer success.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

DiscoverOrg Sales

NOVEMBER 6, 2017

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. In short, the first rule of account-based marketing is : know your target accounts.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

Partners in Excellence

APRIL 29, 2016

During this same period of time, I happened to notice a few white papers and market research reports on sales productivity issues. I downloaded the white papers, then slowly started counting. Each could have probed a little, “What was your interest in the white paper/research?”

Prospecting 48

Prospecting Call-back Research Microsoft 48

The Pipeline

MAY 13, 2011

Reports of the Death of the Salesperson Are Greatly Exaggerated. What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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. Instead, we feel that—as with most marketing tactics—there’s a time and place for everything.

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

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 was struck by some data at the beginning of the report. Related Posts: Your Marketing Is Driving Me Away!

Prospecting 48

Prospecting Follow-up eBook Study 48

Emissary

FEBRUARY 19, 2021

Marketers entered 2022 with a somewhat positive outlook, albeit with significant and continued uncertainty. But what does that mean for your account based marketing strategy? Companies: Does your target account list accurately reflect current market potential? Is the goal to convert prospects into leads?

Account Based Marketing 52

Account Based Marketing Account Strategy Demand Generation Targets 52

Pipeline

APRIL 1, 2024

This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. Assess customer data and market trends to lay down the attributes of your ideal customer. As it brings prospects already interested in your product, the chances of conversions are much higher than outbound leads.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Sales and Marketing Management

FEBRUARY 26, 2018

In a recent RAIN Group Center for Sales Research report , we asked buyers how they prefer to be contacted by sellers and what influences their decision to connect with some sellers and not others. Read their annual report. Read a white paper they wrote. C-level buyers want to know that you’ve done your research.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

SBI

JULY 10, 2018

For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. A marketing team judges how qualified a lead is based on engagement alone; a sales team takes that lead and discovers it isn’t a fit at all. What happens next is predictable: marketers and sales professionals lose trust in one another.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138

The ROI Guy

AUGUST 27, 2018

If you are using Interactive Value Selling and Marketing Tools, you may be sitting on a wealth of customer intelligence that you could be leveraging. Self service Value Marketing Tools from Alinean collect data directly from each prospect and customer, including key profile data and metrics about their current challenges and opportunities.

Ideal Customer Profile 55

Ideal Customer Profile Tools Eloqua Customer 55

Igniting Sales Transformation

SEPTEMBER 16, 2019

It could be a marketing interaction, and more often, that first touch starts with someone on the front lines of your sales organization. The most common strategy to engage new prospects starts with content. The use of the word customer suggests that your experience strategy begins once someone becomes a paying customer. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Showpad

MAY 22, 2019

With new sales engagement platforms designed to streamline sales processes being constantly introduced into the market, it can be overwhelming for sales enablement teams to decipher one from the other to determine which to select for their organization. How do engagement platforms align sales and marketing efforts?

Sales Enablement 74

Sales Enablement Marketing Buying Cycle Direct Mail 74

Pointclear

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies.

Marketing 247

Marketing Outbound Inbound Vendor 247

Allego

APRIL 18, 2024

In fact, consulting firm McKinsey & Company says, “AI is poised to disrupt marketing and sales in every sector.” Here’s how: Sales Prospecting: AI streamlines the way sales teams identify and score potential leads. With its rapid adoption, everyone’s on the hunt to use this technology for a competitive edge.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

The ROI Guy

AUGUST 24, 2018

You’ve invested in interactive content and marketing tools for your website, helping prospects and customers assess their needs, size and price the right solution, and understand the business value and differentiating cost advantages of recommended solutions. You shouldn’t.

Lead Rank 45

Lead Rank Lead Scoring Eloqua Unica 45

Pipeliner

MAY 26, 2023

In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition. Another idea is to expand on the benefits of using a sales enablement strategy, such as increased productivity and better engagement with prospects. What is Sales Enablement?

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

Cincom Smart Selling

OCTOBER 14, 2020

For marketing, digital transformation has always been about data. Data has been the essential raw material used to identify market segments, market size, audience, buyer preferences, message content, contact qualification and all the other metrics and values required to market a product. Marketing Process Automation.

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

The ROI Guy

MAY 14, 2012

I am often asked what key workflow or functionality you can enable if you integrate Alinean tools with Marketing Automation (MAP) and Customer Relationship Management (CRM) solutions. As you may also be aware, Alinean Value Selling & Marketing Tools do support robust integration with sales and marketing automation solutions and processes.

Lead Rank 64

Lead Rank Lead Scoring CRM Eloqua 64

SBI Growth

APRIL 22, 2013

One of the top reported problems plaguing sales forces is the lack of quality leads. This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. The key is that a prospect is actively engaged with your company.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

Partners in Excellence

DECEMBER 3, 2015

About 50% of them are prospecting or other marketing communications emails. ” For example, I’ve requested information in the past, perhaps a white paper or a report. I know, by downloading a white paper, I trigger a lot of prospecting calls and some follow up emails.

Marketing 48

Marketing Lead Rank Lead Scoring Lead Gen 48

Zendesk Sell

MARCH 21, 2019

Aligning sales and marketing teams is a struggle for many companies. blog posts, white papers, eBooks) to make a sale. Therefore, marketing may become annoyed when sales doesn’t even use what they produce. Therefore, marketing may become annoyed when sales doesn’t even use what they produce. The result?

Lead Rank 68

Lead Rank Marketing Qualified Lead CRM Sales Qualified Lead 68

Chorus.ai

JANUARY 29, 2021

Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. Content: A helping of high-quality marketing content to fill up your lead pipeline. It’s about helping your sales organization do what they do best.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

Sales Hacker

JANUARY 13, 2020

The cold sales call is a phone call made to a potential prospect out of the blue. It takes an average of 18 call attempts to actually reach a prospect. They create detailed user profiles from all online and offline data sources and use predictive analytics platforms to point out likely prospects. Less cold than ever before.

Top of Funnel 74

Top of Funnel Cold Calling Intent Data Ideal Customer Profile 74

The ROI Guy

MAY 11, 2017

Account Based Marketing (ABM) and Selling (ABS) methodologies are becoming more popular, with almost 40% of B2B solution providers now leveraging this strategic approach to better target and more personally engage with prospects. However, we find these targeting efforts falling flat with buyers. The survey produced 179 responses.

Account Based Marketing 45

Account Based Marketing Account Marketing Face-to-face 45

Allego

NOVEMBER 30, 2021

marketing and enablement) and those who use it (sales reps). 2. As a result, marketing isn’t always able to supply the kind of content the sales team wants. These tools promote better alignment between marketing and sales, ensuring that reps will want to adopt new content and know how to use it properly. The solution?

Face-to-face 71

Face-to-face Sales Enablement Video Collateral 71

SBI Growth

SEPTEMBER 12, 2012

In fact, CSO Insights reports that the percent of deals that result in a “no decision” has increased 53% over the past 6 years. When a prospect gets their attention drawn to something, that's interest. Information is gathered - web-sites visited, white papers downloaded, etc. Interest and Intent Defined.

Opportunity 288

Opportunity Intent Lead Generation How To 288

Pointclear

MAY 30, 2012

Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report. Merger & Acquisition Activity in CRM & Marketing Automation Expected to Increase. My PowerViews guest today is Andrew Gaffney. Look for Greater Process Integration and Alignment in 2012.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Partners in Excellence

DECEMBER 4, 2015

Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away! I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed. Coincidentally, I read a research report on The State Of Email Marketing 2015.

Marketing 48

Marketing Face-to-face Vendor Email Marketing 48

Hubspot Sales

APRIL 3, 2018

Call cadence is the structure and timeline of when salespeople call their prospects. It’s created based on the readiness of your prospect to buy, and is tailored to keep the salesperson top-of-mind without being overwhelming. Time your outreach so it connects with and engages your prospects and you’ll increase your sales conversions.

Revenue 91

Revenue Buying Cycle Social Media Media 91