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

MARCH 26, 2018

Author: Steve Randazzo Once upon a time, trade shows were deemed the kings of B2B marketing events. High-powered decision makers no longer feel they have time to travel or roam around for a week accumulating briefcases full of brochures. Others, like the Food Marketing Institute show in Chicago, have disappeared entirely.

Trade Show 180

Trade Show Decision Maker Travel Hotels 180

Sales and Marketing Management

JULY 27, 2018

Author: Jake Shaffren The 2016 presidential election in the United States brought “fake news” into the vernacular of a growing number of Americans. Unless your source is talking directly to decision-makers at the company, you’re still risking wasting your and your company’s time on prospecting that may not pan out.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

DiscoverOrg Sales

JANUARY 1, 2018

And what are the existing and emerging technologies that marketing teams will be spending more on in 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. What pain points keep CMOs up at night?

Trends 184

Trends Advertising Advertising Survey 184

The ROI Guy

JANUARY 3, 2017

As we enter the New Year, a look back at what we can learn from the most popular Frugalnomics Survival Guide articles of 2016: Gartner: buyers Demand Less Pitch, More Value-Story According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements.

Decision Maker 45

Decision Maker ROI Survey Consumer 45

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The ROI Guy

MARCH 1, 2016

If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. YoY increase from 2015. 2) Central IT is Irrelevant? Why Your Solutions?–

ROI 53

ROI Decision Maker Proposal Forecasting 53

Pointclear

JUNE 9, 2017

Here’s another one: A services and technology company targeting the branding, design and advertising industry leverages PointClear’s account-based marketing services, including lead generation, qualification and nurture to keep their pipeline full of sales-qualified leads. We reached 3 decision-maker/influencers and 2 executive assistants.

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

Pointclear

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. Calls were split between five to decision-maker/influencers and five to executive assistants. We spoke with three decision-maker/influencers and two executive assistants. It took thirty-two total touches from start to finish.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. According to Hubspot, only 3% of the market is actively ready at any moment.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! Events are a great tool to have in your marketing arsenal. Check them out below!

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Zoominfo

APRIL 18, 2019

As a sales professional, you know how difficult it can be to reach decision makers. Identify Your Target Market. One of the most crucial steps in any marketing or sales decision is knowing who your customers are. In order to identify your target market, talk to your marketing, sales, and finance teams.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

Hubspot Sales

JANUARY 21, 2021

He's what he describes as a "marketer with the soul of a sales guy" — an expert in helping B2B leaders more effectively align their sales and marketing teams with over 15 years of experience in both fields. Davis conducts speaking tours and personally consults for businesses in need of guidance on sales and marketing alignment.

Influencer 128

Influencer Twitter LinkedIn Decision Maker 128

Tenfold

JULY 18, 2017

To grow a business these days, one needs to understand why traditional sales and marketing strategies are failing and how to develop a sales marketing strategy that works. What is Sales Marketing? A well-crafted combination of sales and marketing is necessary for successful business growth. What Isn’t Working?

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. But sometimes we call heads of sales, and sometimes we call heads of marketing. Until 2016, I had already passed the mark where my net worth was above the threshold where I could invest. I started in 2011.

How To 84

How To Decision Maker Retention Referrals 84

Sales and Marketing Management

APRIL 27, 2017

A brief and simple introductory message sent directly to the company’s CEO would often be enough to set up an introduction with the decision-maker. With average click-through rates hovering around 3 percent , the attention people are willing to pay to marketing and sales emails has dropped fast.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

Janek Performance Group

JANUARY 31, 2023

That ignited my life-long interest in influence and how decision-makers view sales professionals. ” My take: CEOs and decision-makers are focused on specific outcomes for their company. His comment was impactful because it made me think about my sales approach. This CEO viewed me as a distraction.

Influencer 62

Influencer How To Decision Maker Incentives 62

DiscoverOrg Sales

MAY 15, 2017

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few. Our mission at DiscoverOrg is to power our customers’ growth.

Hiring 206

Hiring Lead Rank Lead Scoring Research 206

DiscoverOrg Sales

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. But keen sales and marketers can use Scoops to spot patterns that inform the timing of their pitch. Each Scoop contains an important piece of information, including: Decision-maker moves. Vendors, take note. Hiring initiatives.

ACT 120

ACT Data Hiring Decision Maker 120

The ROI Guy

MAY 18, 2017

Nearly 3 in 4 of today’s enterprise purchase decisions aren’t driven by IT, but from C-level executive management or the business unit taking the lead. According to analyst firm SiriusDecisions, this is where the highest performing content marketing and sales reps definitely do things differently when it comes to Value.

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

Bernadette McClelland

JANUARY 15, 2017

What has changed though is what we are selling, and how we now go to market. But today, what we are really selling is change and that takes more than us just knowing our product specs, our pricing and our place in the market – the lines have blurred. Marketing has also impacted the sales landscape.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Hubspot Sales

JANUARY 12, 2018

Direct mail is a marketing strategy that involves sending a physical letter, package, mailer, brochure, postcard, etc. Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople. Marketing services firm Epsilon found half of Americans prefer direct mail over email.

Direct Mail 133

Direct Mail Lead Rank Campaigns B2C 133

InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. Why are so many calls made and emails sent that don’t even attempt to connect with the absolute highest decision-maker ? CMO (Chief Marketing Officer). How do we keep a conversation going with the top decision-maker? Get Social. Don’t Burn Bridges.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

InsightSquared

MARCH 9, 2020

She’s inspired our team to look for ways to cut down processes—whether we are ramping up new sales programs, aiming to get a foot in the door of targeted accounts or securing more high-quality meetings with key decision-makers. Tiffani Bova. Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce.

Energy 87

Energy SalesForce LinkedIn Decision Maker 87

Hubspot Sales

AUGUST 15, 2018

But in 2016, executive assistants are extraordinarily competent in a plethora of areas, and their duties extend far beyond administrative tasks. Beyond keeping their boss’ calendars, EAs also represent their managers at internal and external meetings and sometimes even make decisions on their behalf. Selling marketing software?

Decision Maker 96

Decision Maker Call-back ROI Scale 96

LeadBoxer

MARCH 28, 2021

Additionally, it involves an assessment of the industry, competitors, and other market variables. It turns out that more and more Millennials are making key B2B buying decisions. In fact, a 2018 survey showed that 13% of Millennials are decision-makers in B2B purchasing. What is Marketplace Analysis?

Strategy 98

Strategy Customer Demographics Analysis 98

Jeff Davis

MARCH 27, 2018

Additionally, the average number of decision makers on a typical purchase has increased from 5.4 I, however, see this as an opportunity for forward-thinking sales leaders to better align with their marketing colleagues to dominate the space where prospects are spending the majority of their time. Aligning with marketing.

Top of Funnel 48

Top of Funnel Buyer Decision Maker Scale 48

The ROI Guy

AUGUST 24, 2016

For corporate web sites and marketing content, respondents indicated the need for “relevant content that speaks directly to them and their company.” From these results, one can see that one-size-fits-all white papers, the crack cocaine of content marketing, don’t cut it any more.

ROI 40

ROI Buyer Vendor Report 40

Cincom Smart Selling

APRIL 30, 2020

I recently came across a nice little 2016 article by Sarah Niedoba writing for Canadianbusiness.com about 5 deal breakers that kill your sales. You will be making assumptions and guesses if you don’t speak with all relevant contacts , influencers and decision-makers within the account. Failure to Talk to All the Right People.

Collateral 62

Collateral Lead Rank Lead Scoring Scale 62

Cience

JULY 17, 2020

There’s an increase of decision-makers, and it’s more complicated than ever to reach them. According to Sales Development Metrics and Compensation Research 2016 by The Bridge Group, the tenure of SDRs has shortened to 11.2 The number of decision-makers has increased. The cost of one lead is very high.

Outsourcing Services 52

Outsourcing Services Outbound Lead Gen Lead Rank 52

Cincom Smart Selling

SEPTEMBER 13, 2016

Copyright: 2016 Portfolio Penguin. The way to recruit them is to identify both the revenue opportunity but also a bigger “why” (examples include beating a rival or breaking into a new market). One day Marketing, next day Customer Success. Cincom’s Lou Washington reviews …. Author: Tim Sanders.

Sales Process 81

Sales Process Top of Funnel Decision Maker Engineering 81

Pipeliner

DECEMBER 31, 2017

Only a little more than half of account based sales reps made quota in 2016, according to CSO Insights. Perhaps they: Depended on marketing to send them qualified sales leads. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. Their outreach took too long.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

SalesLoft

DECEMBER 7, 2016

Piggy-backing on all of this data collection and analysis, we will continue to see a lift in automation across marketing and sales departments — even the smaller ones. 2016 saw continued growth for time spent on social media. 49 percent of marketers are using some sort of automation to connect with their audience. Automation.

Software 52

Software Software Top of Funnel Social Media 52

PandaDoc

FEBRUARY 9, 2021

Unfortunately, for one reason or another, the decision-maker never arrives to push the deal forward. You’ve probably heard all of the top sales and marketing folks hawking the “consultative approach” to selling for a while now. Originally posted September 6, 2016. Solution: Ask about their budget. Try it for free.

Ideal Customer Profile 111

Ideal Customer Profile Intent Buyer Buyer Intent 111

PandaDoc

NOVEMBER 25, 2022

LinkedIn advertising allows precise targeting, meaning you can contact the decision-makers directly and lower the costs of customer acquisition. While the core idea of offering tailored goods and services remains, the market is different, and it forces the sales teams to adapt. This eBook will help you get the job done.

Solutions Selling 52

Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

Cience

JULY 25, 2019

Or should you spend your time and money in order to finally adopt Conversational Marketing , dive in with technology and stand out in a sea of rivals? Meanwhile, your decision-makers can write to you at any time of day or night. or for Head of Marketing: “How can CIENCE help me build email marketing strategy from scratch?”.

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

Hubspot Sales

MAY 20, 2018

Example: Hey Dave, Excellent post on the state’s real estate market. Example: Hi Amanda, You previously downloaded our guide to designing an intranet, so you might get value from this blog post my company just published containing interviews with the winners of Nielsen’s 10 Best Intranets of 2016 awards. Best, [Your name]. Best, Andy.

Follow-up 111

Follow-up Hiring Webinar Metrics eBook 111