Sales and Marketing Management

JULY 21, 2017

Issue Date: 2016-07-22. Author: Hila Nir. Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth.

Data 250

Data ROI B2B How To 250

SBI Growth

DECEMBER 25, 2013

A top trend in B2B marketing is the adoption of the Marketing Operations role. Digital marketing investment will exceed 50% of total program budget by 2016. So what should the B2B CMO do with these predictions? It is evident the B2B CMO must continue to evolve themselves and their team.

B2B 325

B2B Enterprise Enterprise Analytics 325

Sales and Marketing Management

JULY 13, 2016

Issue Date: 2016-07-01. Teaser: Are account-based marketing (ABM) and predictive analytics nails in the B2B salesperson's coffin? Are account-based marketing (ABM) and predictive analytics nails in the B2B salesperson's coffin? Author: Scott Benedetti. read more

Account Based Marketing 120

Account Based Marketing Analytics B2B Account 120

Zoominfo

JUNE 10, 2022

Responsible business leaders should have a comprehensive understanding of GDPR, including what it is, how it relates to them, the most commonly asked questions about GDPR and data usage, and how to remain GDPR compliant with B2B marketing and sales. What Does it Mean for a B2B Organization to be GDPR Compliant? What is GDPR?

B2B 130

B2B Data Ideal Customer Profile Intent 130

Salesmate

SEPTEMBER 15, 2021

However, there’s a myth that says B2B social media marketing isn’t effective. The sole reason is this myth that mentions the ineffectiveness of B2B social media marketing. Is B2B social media marketing ineffective? B2B social media marketing can be extremely effective when done correctly. Seth Price .

Social Media 98

Social Media Media B2B B2C 98

DiscoverOrg Sales

DECEMBER 20, 2017

But unless you’re directly working on AI, your ideas of AI likely come from watching IBM Watson beat the Jeopardy world champions in 2011 – or when, in 2016, Google’s AlphaGo defeated a world champion at the ancient Chinese game of Go. The B2B business community is only just now entering the “Early Adopters” period.

B2B 150

B2B Marketing Data System 150

No More Cold Calling

OCTOBER 13, 2016

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant. needs us more than ever. Moreover, the U.S.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Pipeliner

FEBRUARY 6, 2020

For both B2B and B2C marketers, marketing automation is an essential commodity. CommuniGator has teamed with Smart Insights to conduct a survey on the insights of how B2B marketers make use of this technology and to discover why some businesses are not using marketing automation to its full capacity. To view the full study click here.

Lead Rank 80

Lead Rank Lead Scoring B2B Marketing 80

Zoominfo

AUGUST 14, 2018

Compared to its humble beginnings, social media marketing has become a staple in the B2B community with more than $5.4 billion spent on social marketing efforts in the United States alone in 2016 ( source ). However, 14% of B2B companies still refuse to participate in social media initiatives. However, it’s not impossible.

Social Media 133

Social Media ROI Media B2B 133

Increase Sales

DECEMBER 28, 2015

With the New Year of 2016 just 5 days away, now is the time to begin to increase sales. Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. Here are some steps to ensure your path to a better 2016 sales year. Credit www.gratisography.com.

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Lead Rank 70

Sales and Marketing Management

DECEMBER 28, 2016

Issue Date: 2016-12-28. Author: Anna Johansson. Teaser: More than half of the nation will make goals to improve their health and wellbeing in the new year. It’s the perfect time for you to make some resolutions for your business. More than half of the nation will make goals to improve their health and wellbeing in the new year.

B2B 166

B2B Sales 166

Partners in Excellence

JULY 8, 2020

A reader asked me, “Dave, when are you publishing a book on complex B2B selling? But, the idea challenged me, if I were to write a book on complex B2B selling, what would I write, how might I create something that would have a real impact on how we engage customers and move them through their buying process. What do you think?

B2B 91

B2B ACT Construction Sales Methodology 91

BrainShark

MAY 10, 2016

Heading to Nashville for SiriusDecisions 2016 Summit? More than 2,500 attendees representing some of the most innovative B2B brands, are expected, and Brainshark is thrilled to be a premier sponsor. You’re among good company! .

Sales Enablement 62

Sales Enablement B2B Company Sales 62

Sales and Marketing Management

APRIL 13, 2017

Author: Ian Levine, Chief Sales Officer, RO Innovation The modern B2B sales and marketing journey has evolved. In fact, 2016 data from CEB shows that the average buying group has increased from 5.4 As if the “content shock” weren’t exhausting enough, buyers also have more internal touchpoints to deal with. individuals to 6.8.

Top of Funnel 189

Top of Funnel B2B Strategy Referrals 189

Sales and Marketing Management

OCTOBER 24, 2016

Issue Date: 2016-10-24. Author: Rick Reynolds, CEO of AskForensics. Teaser: If you want to win more deals and retain existing accounts, be on the lookout for the early warning signs of customer dissatisfaction and create a plan of action to address issues before they cause irreversible damage to a customer relationship. read more

Account 120

Account B2B Customer 120

Drift

MAY 1, 2018

Let’s take a trip back in time to 2016 — the year Drift launched its very first chatbot. At the time, B2B sales and marketing was powered by automation and lead forms. Just two years ago, the idea of a bot making life easier for sales reps and marketers was far-fetched at best. And chat was traditionally used by support teams.

B2B 98

B2B Leads Marketing Qualified Lead Company 98

SalesLoft

FEBRUARY 4, 2016

It’s almost time for Rainmaker 2016 , the the one and only conference dedicated 100% to all things sales development. Our Rainmaker 2016 speakers want to answer the question: what’s next in sales development? clickToTweet tweet=”‘Don’t bashfully tread around the question.

Decision Maker 52

Decision Maker Consumer Conference B2B 52

Score More Sales

DECEMBER 20, 2016

My good friend, Jim Keenan, author of Not Taught, speaker, and colleague started this meme for people to share who impacted them the most in their business growth in 2016. I have heard a lot of negativity about 2016, and yet, in professional B2B selling there is always lemonade to be had from your lemons.

B2B 120

B2B Sales Leadership Sales 120

Sales and Marketing Management

APRIL 24, 2017

In his 2016 book “When Coffee and Kale Compete,” Alan Klement referred to these as “anxiety-in-use” and “anxiety-in-choice.” If a customer hires a product to help make progress, they may be faced with two types of anxiety: Will this new product really help me make the progress I seek?

Hiring 189

Hiring B2B Demand Generation Agencies Demand Generation 189

Score More Sales

MARCH 31, 2016

This week I attended the Digital Growth Conference (#DigitalGrowthCon) in San Francisco put on by Sales for Life. I tend to be critical of conferences because they take dozens, hundreds, or even thousands of people away from work and it is important that they add value for those who attend.

Conference 131

Conference Social Selling B2B Sales 131

Zoominfo

MAY 5, 2019

Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics. More than 86% of businesses surveyed in 2016 indicate that they plan to increase their upcoming email marketing budgets ( source )—and you should too. In 2017, email marketing turned half a century old.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

Zoominfo

JUNE 27, 2018

In 2016, influencer marketing surpassed print marketing ( source ). However, only 15% of B2B brands are running ongoing influencer marketing programs ( source ). To learn more about how to implement influencer marketing, check out the following blog posts: B2B Influencer Marketing 101. 5 Must-Follow B2B Marketing Influencers.

Influencer 202

Influencer Marketing Social Media Scale 202

Zoominfo

APRIL 8, 2018

In the B2B space, consistent blogging can have a huge impact on the success of your business—i.e. General B2B Blogging Statistics: 1. 33% of B2B companies use blogs ( source ). General B2B Blogging Statistics: 1. 33% of B2B companies use blogs ( source ). If content is king, consider your blog its throne.

Lead Rank 201

Lead Rank Lead Scoring Lead Generation B2B 201

Lead411

OCTOBER 31, 2018

According to a Return Path study last year, analyzing 27 Billion emails sent by Americans between May 2016 and April 2017, 55% were opened via a mobile device. Email is still a popular method to reach out because its a quick and easy way to send important documents, contracts, and additional information to advance the B2B relationship.

Channels 63

Channels B2B Face-to-face Call-back 63

LeadFuze

JULY 16, 2019

In the last few years, considerable attention has been paid to improving customer experience (CX) in the B2C world, however, research by Accenture Strategy makes it clear that CX is equally, if not more, important for B2B buyers as well. . Talking about expectations, B2B buyers seem to be much more demanding than B2C customers.

Influencer 63

Influencer B2B Customer B2C 63

Sales and Marketing Management

SEPTEMBER 11, 2016

Issue Date: 2016-09-12. The better job B2B salespeople do in uncovering buyer needs and associated value, the more likely they’ll win the business. The better job B2B salespeople do in uncovering buyer needs and associated value, the more likely they’ll win the business. read more

Closing 120

Closing B2B Buyer 120

Pipeliner

DECEMBER 7, 2022

Nick Verity works as a Chief Executive Officer at Cleverly, which is an Advertising & Marketing company with an estimated 18 employees; and founded in 2016. The only B2B Lead Generation Agency in the world with 700+ 5-star reviews.

LinkedIn 52

LinkedIn Leads Marketing Qualified Lead Advertising 52

Sales and Marketing Management

MARCH 27, 2016

Issue Date: 2016-03-01. Teaser: This issue’s cover story on the skills that women bring to B2B sales and the challenges they continue to face has rattled around in my head for more than a year. Author: Paul Nolan. I’m glad that it finally came together.

Face-to-face 120

Face-to-face B2B Sales 120

Sales and Marketing Management

APRIL 6, 2016

Issue Date: 2016-03-01. Teaser: Women possess many innate skills that are a good fit for today's B2B sales environment, and studies show as a group they outperform their male counterparts in a number of important metrics. Author: Paul Nolan. But many companies are lagging in putting women in sales leadership roles. read more

Sales Leadership 120

Sales Leadership B2B Study Groups 120

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. Know the Modern B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

SalesLoft

FEBRUARY 18, 2016

What is the backbone of each and every B2B sales organization? But while those are the fuel to the fire — the driving forces necessary to keep the machine moving — it’s a company’s brand advocates that serve as the true backbone of any B2B sales organization. Others would say it’s product itself.

Meeting 52

Meeting Customer Face-to-face Exact 52

Bernadette McClelland

FEBRUARY 18, 2018

A mum with a daughter and a son, ex Xerox, experienced in the B2B space, a female, and a writing style that was very conversational and personal and filled with great ideas. With a story for another time woven over a ten year time-frame, circumstances eventually led me back to the world of B2B sales. appeared on my screen. Minneapolis.

Meeting 294

Meeting B2B Sales Leadership Sports 294

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. Pain point #3: Difficulty tracking digital marketing/advertising efforts. Customer experience solutions.

Trends 184

Trends Advertising Advertising Survey 184

Sales and Marketing Management

JANUARY 29, 2016

Issue Date: 2016-01-29. Before you decide that a wearable marketing strategy is right for your B2B efforts, there are some key questions you need to ask yourself. Before you decide that a wearable marketing strategy is right for your B2B efforts, there are some key questions you need to ask yourself. Author: Sarah Clark.

Strategy 120

Strategy Marketing B2B Data 120

Alice Heiman

JULY 18, 2023

He started his career in tech sales, moved to management, and then founded SuccessKit in 2016. About Company Success Kit is a B2B company that creates case studies and customer success stories in written and video formats to help salespeople provide relevant examples of customer success during the sales process.

Case Study 116

Case Study Study Closing Hiring 116

Pipeliner

DECEMBER 9, 2022

Nick Verity is the Chief Executive Officer of Cleverly, an Advertising & Marketing firm formed in 2016 with an estimated 18 workers. The world’s first B2B Lead Generation Agency with 700+ 5-star ratings. LinkedIn, more than any other social site, is focused on networking – B2B networking is among the most effective.

LinkedIn 52

LinkedIn Leads Marketing Qualified Lead Advertising 52

Pointclear

DECEMBER 8, 2016

Here is what happened on December 6, 2016 (the names have been changed to protect our client, a Fortune 200 company): Voicemail left by our business development associate forwarded by the VP Finance to the Director of Risk Management (DRM). And, together, they’re twice as effective as all other touches combined.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100