Zoominfo

MAY 20, 2021

You’ll get high ROI. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. In fact, for the past ten years in a row, email has been the channel that produces the highest ROI for marketers. You can engage prospects throughout the customer life cycle.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

The ROI Guy

JULY 29, 2015

Value Selling & ROI Tools are a key characteristic of innovative organizations, and as with other Sales Tools, the majority indicates that Value Selling & ROI Tools can contribute to significant revenue growth. Value Selling & ROI Tools were found to be a key “strategic personality” of firms that are more innovative.

ROI 83

ROI Tools Compensation Territories 83

No More Cold Calling

NOVEMBER 22, 2011

Asking your prospect to engage in the process does. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. Why won’t your sales prospect return your messages? Everyone Has a Job (the Prospect, Too). You call, you email. You’re dumbfounded.

Closing 285

Closing Prospecting Proposal Referrals 285

Janek Performance Group

MARCH 26, 2024

The Importance of Buyer Personas A recent Janek survey showed 83 percent of best-in-class sales organizations have clearly defined buyer personas. Engage with existing customers through surveys and interviews. Analyze the data collected from surveys, interviews, and market research. This includes BDRs and account managers.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

The ROI Guy

MARCH 28, 2018

You’ve launched your interactive ROI / TCO Tool to your sales team. Checkout Tool activity reports to see how many analyses are being created for prospects, and more importantly, the number of analysis reports being generated. So what should you look for to tell if the program is working and your launch is a success?

ROI 45

ROI Tools Sales Tools Sales Qualified Lead 45

Hubspot Sales

FEBRUARY 6, 2018

There are several facts I thought I knew about prospecting. The RAIN Group Center for Sales Research surveyed 488 buyers and 489 sellers in 25+ industries to get their take on effective methods, timing, and more. The results are probably not what you’d expect -- but they do bode well for your prospecting strategy.

Prospecting 105

Prospecting Social Media Buyer Influencer 105

The Pipeline

OCTOBER 3, 2019

According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. The first step is to identify ideal prospects is to look in the current customer base by firmqographic details. Like most in our profession, I am a big fan of account-based sales and marketing.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Janek Performance Group

APRIL 2, 2024

And this often begins with prospecting. However, a Janek survey revealed 18% of sales leaders do not have set prospecting metrics. In addition, 32% don’t know how much time reps prospect. This provides a greater contextual understanding and can be obtained through customer feedback, surveys, and sales team interviews.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

The ROI Guy

OCTOBER 27, 2017

ROI / business value justification is not getting the emphasis it should, and remains a challenge for most organizations. This a finding from over 1,000 surveyed as part of CSO insights annual Sales Enablement Optimization Report for 2017. So what are you doing to close the ROI / Business Value Justification Gap in 2018?

ROI 40

ROI Scale Discount Sales Cycle 40

Zoominfo

AUGUST 1, 2023

Experian also found that only half of the companies surveyed feel their customer data is accurate enough to be used in their go-to-market (GTM) motions. We’re making recommendations for reps more detailed and actionable — offering specific packages to sell depending on the prospect and the stage they’re at in the sales cycle, for example.

Data 130

Data B2B Harvest Scale 130

Sales and Marketing Management

SEPTEMBER 7, 2020

Marketers obsess too much over three things when it comes to creating and perfecting outbound campaigns: early performance metrics (like opens, clicks, and replies), their story and language (instead of the customers’), and their image and ego (such as when prospects unsubscribe or show disinterest).

Outbound 177

Outbound Marketing Ideal Customer Profile Campaigns 177

Zoominfo

JANUARY 20, 2021

Consider this: more than half (55%) of B2B professionals in a Folloze survey say personalization leads to higher rates of sales conversions and future growth. The prospects “leak out” when they choose competitors, are deemed unqualified, or give up on choosing solutions altogether. How Do You Plan a Sales Funnel? Top Funnel.

Top of Funnel 162

Top of Funnel Funnel Sales Cycle ROI 162

Hubspot Sales

NOVEMBER 20, 2023

AI-powered lead scoring systems utilize machine learning algorithms to analyze prospect data and predict their likelihood of converting into paying customers. In our annual State of Sales Survey of more than 1,400 global sales professionals, 20% of respondents said AI and automation tools most effectively help them find and score leads.

Account 80

Account Lead Rank Lead Scoring Ideal Customer Profile 80

Connext Digital

JUNE 28, 2022

According to a survey, “72% of consumers would rather connect with brands that implement a multichannel marketing strategy.” Increased ROI Correctly implementing a multichannel approach can help your business see a year-to-year increase in revenue. “50% All of this will create greater brand loyalty and boost overall retention.

Strategy 98

Strategy Marketing Channels Loyalty 98

Zoominfo

MAY 31, 2023

Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up. That starts with going after the right accounts that match your ideal customer profile (ICP).

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

The ROI Guy

FEBRUARY 8, 2017

A survey reveals that the majority of B2B firms are now generating 60% of their revenue through indirect channels (The 2112 Group). Value is a requirement, with 90% of purchase decisions requiring ROI justification, however, 93% of channel reps just “show up and throw up”, selling on features and price vs. value.

Channels 53

Channels ROI Sales Goal Microsoft 53

Zoominfo

NOVEMBER 22, 2019

Generally, we recommend sorting your customers by ROI or strategic value, and then look for commonalities like: Firmographics (Company Size, Total Revenue, etc.) I recommend sending out a three-question survey: How did you find us? Discover your highest ROI products and services. Where do you get your industry information?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Zoominfo

JANUARY 20, 2021

Consider this: more than half (55%) of B2B professionals in a Folloze survey say personalization leads to higher rates of sales conversions and future growth. The prospects “leak out” when they choose competitors, are deemed unqualified, or give up on choosing solutions altogether. How Do You Plan a Sales Funnel?

Top of Funnel 130

Top of Funnel Funnel Sales Cycle ROI 130

Sales and Marketing Management

OCTOBER 9, 2019

But AI-powered new lead gen tools, such as Salesforce’s Einstein, are replacing customer-mining tasks, leaving salespeople free to pursue prospects and other high-value tasks. 98% of sales reps asked in a 2019 sales performance survey said that they were more likely to stay at a company that offered a development program. .

Lead Rank 254

Lead Rank Incentives Incentive Nonprofit 254

Zoominfo

MAY 20, 2021

You’ll get high ROI According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. In fact, for the past ten years in a row, email has been the channel that produces the highest ROI for marketers. Source: Campaign Monitor 2.

Email Marketing 130

Email Marketing Benefit Webinar Metrics Marketing 130

Sales Hacker

SEPTEMBER 29, 2023

The annual Gartner 2023 CMO Spend and Strategy Survey was conducted in March and April 2023. See figure below based off CMO’s survey responses on where to cut martech spend in 2023. This week we are peeling back the layers and digging into which marketing channels have been driving the strongest ROI.

Top of Funnel 102

Top of Funnel Marketing Ideal Customer Profile Channels 102

Allego

MAY 21, 2024

A recent Allego survey revealed that a whopping 62% of sales and revenue enablement teams are harnessing AI to drive significant improvements. Higher Sales Productivity: AI streamlines training by providing targeted learning, reducing downtime, and allowing reps to spend more time engaging with prospects. And why not?

Coaching 62

Coaching Training Handbook Scale 62

DiscoverOrg Sales

JANUARY 1, 2018

Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results. This wealth of data comes from DiscoverOrg’s own primary research based on surveys conducted with mid- to high-level professionals in the Marketing Department.

Trends 184

Trends Advertising Advertising Survey 184

Sales and Marketing Management

FEBRUARY 22, 2021

Costs and ROI: Since we already had an ongoing BrightTalk subscription to host the webinars, we leveraged the platform by producing webinars weekly, at no additional cost to us. This generated an uptick in prospects that downloaded our content and became leads for our BDR team to contact later.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

PandaDoc

MAY 15, 2024

So, it’s clear that nurturing your leads and prospects is a great way to improve your sales and build lasting customer loyalty. ROI of a successful lead nurturing program The ROI of a successful lead nurturing program will depend greatly on your business model, the resources you put into it, how extensive your program is, and more.

Lead Nurturing 52

Lead Nurturing Sales Qualified Lead Lead Rank Examples 52

Hubspot Sales

SEPTEMBER 13, 2022

Here, we'll take a closer look at that question, review some data (including insight from HubSpot's recent survey of over 1,000 sales professionals), and go over some possible conclusions the facts might indicate. But where does sales, as a field, stand in the context of that debate? Is remote sales more effective than in-house sales?

Data 83

Data Lead Rank Top of Funnel Survey 83

No More Cold Calling

JUNE 20, 2013

You turn heads when you talk ROI. So wouldn’t it be nice if prospects would just take your word for it? In fact, 90 percent of corporations require quantifiable proof of bottom-line benefits on most projects, according to an IDC survey of B2B buyers. And they expect you to do the ROI legwork. The ROI of ROI.

ROI 191

ROI Loyalty Referrals Cold Calling 191

SBI Growth

NOVEMBER 15, 2012

IBM recently completed a survey of CMOs across all industries. According to the study, a CMO's number one success measure is marketing ROI. Translation – ROI equals results. ROI came up. She equated phone or email prospecting to lead development. And the LDR must stay with the prospect until they are sales ready.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

MarketJoy

AUGUST 24, 2022

According to a recent survey, 70% of B2B marketers cite improving the quality of leads as the most important objective of a lead generation strategy. Based on how well you understand your prospective customer’s profiles, you can customize and eventually approach them with personalized content. Lead Quality and ROI.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 98

The Brooks Group

DECEMBER 10, 2018

In over 40 years in the industry, we’ve learned that the ROI for a sales training initiative is greatest when live instructor-led training is followed up by a strategic sales training reinforcement program. Measure and Track Success (ROI). What is a Sales Training Reinforcement Program? Have Expert Sales Coaches Lead the Program.

Maximizer 40

Maximizer ROI Training How To 40

The Brooks Group

DECEMBER 10, 2018

In over 40 years in the industry, we’ve learned that the ROI for a sales training initiative is greatest when live instructor-led training is followed up by a strategic sales training reinforcement program. Measure and Track Success (ROI). What is a Sales Training Reinforcement Program? Have Expert Sales Coaches Lead the Program.

Maximizer 40

Maximizer ROI Training How To 40

BuzzBoard

MARCH 29, 2023

Brute-force methods are clearly not an option anymore, and experts keep stressing that B2SMB marketers must tailor their go-to-market (GTM) strategy and think beyond cold prospecting and traditional campaigning to keep afloat. Bringing together internal and external prospecting data can greatly augment the return on your martech.

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation 52

BuzzBoard

MARCH 29, 2023

Brute-force methods are clearly not an option anymore, and experts keep stressing that B2SMB marketers must tailor their go-to-market (GTM) strategy and think beyond cold prospecting and traditional campaigning to keep afloat. Bringing together internal and external prospecting data can greatly augment the return on your martech.

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation 52

Zoominfo

OCTOBER 18, 2022

Sales enablement Includes playbooks, ROI tools, and battle cards 4. Market intelligence Includes internal surveys, external focus groups, and SWOT analyses Why is this distinction important? Reputation Includes content assets such as blogs and press releases 2. Demand creation Includes webinars, white papers, and product trials 3.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

Zoominfo

MAY 5, 2019

In fact, email marketing has a median ROI of 122%– more than 4 times higher than other marketing channels, including social media, direct mail, and paid search ( source ). More than 86% of businesses surveyed in 2016 indicate that they plan to increase their upcoming email marketing budgets ( source )—and you should too.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

BuzzBoard

FEBRUARY 23, 2024

This targeted digital marketing approach permits you to design personalized messages that not only engage prospects but also prompt them towards conversion. A Harvard Business Review survey reveals that approximately 91% of consumers check their email daily. Constructing successful email campaigns might be a formidable task.

Campaigns 52

Campaigns Small Business Small Business How To 52