Sales and Marketing Management

JANUARY 23, 2019

Comparing the results from 2015/2016 with 2017/2018, CSR is actually up two points across all regions. The most recent index study is a joint effort of The Society for Incentive Travel Excellence (SITE), Incentive Research Foundation (IRF), and Financial and Insurance Conference Professionals (FICP).

Incentives 159

Incentives Incentive Travel Nonprofit 159

DiscoverOrg Sales

JANUARY 31, 2019

The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. A: You look uninformed, and B: You just lost the opportunity (and probably future opportunities at the account.). Read it: How to Time Your Sales Outreach with Opportunity Data. And change means dollars. …

Data 133

Data Hiring Vendor Face-to-face 133

Sales and Marketing Management

SEPTEMBER 14, 2017

Author: Jim Fowler Buzzwords don’t get much buzzier than account-based marketing. Marketers in the B2B space are all about it, and there’s data to back that assertion up. That’s why, as a marketer, you'll get more mileage from your materials by employing ABM to court many similar accounts rather than just one.

Account Based Marketing 168

Account Based Marketing Jigsaw Campaigns Account 168

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

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 response, sellers are producing more content marketing than ever to touch buyers earlier; but, ironically, they are making buyers feel more overwhelmed – and even annoyed – by the overwhelming amount of online content.

Top of Funnel 189

Top of Funnel B2B Strategy Referrals 189

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! This list includes some of our own posts as well as posts from other great companies.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Sales and Marketing Management

JUNE 8, 2017

This data is from the Incentive Marketplace Estimate Research Study published by the Incentive Federation and available at IncentiveFederation.org.). Net Optimism Score for incentive travel in the fall of 2016 was 26 percent, meaning the industry is still moderately positive about the outlook for incentive travel.

Travel 205

Travel Incentives Incentive Lead Rank 205

Sales and Marketing Management

MAY 1, 2017

According to a 2016 study by Radford, “[ sales] employee turnover is once again at five-year highs across most of the technology and life sciences sectors. No opportunities to get promoted. It stings that much more when the individual is a top performer whose experience fell short of their expectations. Lack of flexibility.

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136

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

Pipeliner

AUGUST 18, 2020

If I wanted to become a world-class boxer, I might study Muhammad Ali’s or Rocky Marciano’s boxing techniques. According to a 2016 study by McKinsey, over half of the fastest growing companies look ahead by at least a year, with 10 percent of them looking three years or more into the future. Invest in People.

Company 98

Company Sales Outsourcing Hiring Telemarketing 98

Velocify

FEBRUARY 11, 2013

As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2] 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011.

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Partners in Excellence

APRIL 6, 2016

The other day, I downloaded an outstanding market research study. It was entitled, 2016, The State Of Marketing. The problem was that in downloading the paper, I immediately get emails and phone calls asking my interest in Marketing Automation Solutions — because that’s what this particular company sells.

Objections 48

Objections Face-to-face Study Prospecting 48

Connext Digital

JUNE 6, 2019

The past few years have been opportune times for mobile marketing. Since mobile device usage surpassed desktops in 2016, online marketers have chosen to maximize their efforts on the platform. This should be enough reason to set up effective mobile marketing for your business. These figures have not gone unnoticed.

Advertising 75

Advertising Advertising Campaigns Ideal Customer Profile 75

Sales Training Connection

NOVEMBER 10, 2016

The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials. All of this, of course, makes great sense since companies in B2B markets recognize that it’s increasingly difficult to win by product alone. How great is the opportunity? ©2016 Sales Momentum® LLC.

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

Corporate Visions

APRIL 30, 2019

Losing those customers also means losing the opportunity for growth or expansion within their accounts. In other words, a service failure is actually an opportunity to increase customer loyalty! A 2016 article called An Exploration of the Structure of Effective Apologies identified five specific parts of successful apologies.

Customer 107

Customer B2B Social Media Research 107

Janek Performance Group

JANUARY 31, 2023

The right approach toward influence, especially in the digital world, provides sales professionals with a significant opportunity to make an impact. Instead, they gather information like a radar scans the horizon, searching for threats, targets, and opportunities. And like athletic ability, influence is not static.

Influencer 62

Influencer How To Decision Maker Incentives 62

DiscoverOrg Sales

MARCH 30, 2017

Sales and marketing intelligence providers now offer verified direct-dial phone numbers, email addresses, and detailed org charts that give sales reps the ability to break through barriers and connect directly with buyers. Anyone willing to invest in premium sales and marketing intelligence has a shot at turning data into deals.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

InsideSales.com

JULY 16, 2020

There’s still an opportunity to grow, so take these opportunities if it’s presented. This closing strategy of Tom Hopkins is backed up by evidence in a study that states that people’s purchasing decisions are emotional. Overall, the opportunity to close a sales deal will become more natural for you.

Closing 74

Closing Strategy Real Estate Top of Funnel 74

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 137

Direct Mail Lead Rank Campaigns B2C 137

SugarCRM

JANUARY 30, 2024

A recent McKinsey study of more over 5,000 companies that ‘outpace’ their peers in building scalable growth found three key similarities in how these firms use Go-to-Market (GTM) technology. GTM technology offers enterprises multiple development opportunities, personalized customer experiences, and drives growth.

Lead Rank 26

Lead Rank Lead Scoring Analytics Channels 26

SalesLoft

MARCH 8, 2016

From marketing to sales development to sales, it’s all about account personalization and an agile, strategic process. Marketing has made incredible advances. ABE is the coordination of personalized marketing, sales development, and sales efforts to drive engagement and conversion at a targeted set of accounts.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

Sales and Marketing Management

FEBRUARY 26, 2019

Author: Paul Nolan An executive at a Fortune 1,000 company recently kicked off a summit for several hundred of the company’s content strategists, project managers and digital marketers with a story about an experience he had only days before at his neighborhood Starbucks. The percentage of engaged workers was also 34 percent in March 2016.).

Insurance 120

Insurance Insurance Commission Lead Rank 120

Hubspot Sales

SEPTEMBER 19, 2018

It often involves great risk and uncertainty, but it’s also an opportunity to overcome those challenges and to manage multiple aspects of a business operation. From marketing to accounting to logistics and beyond, entrepreneurs get to oversee the many facets of running a business. of all job seekers started their own business in 2016.

Outsourcing Services 111

Outsourcing Services Licensing Hubspot Small Business 111

Hubspot Sales

SEPTEMBER 19, 2018

It often involves great risk and uncertainty, but it’s also an opportunity to overcome those challenges and to manage multiple aspects of a business operation. From marketing to accounting to logistics and beyond, entrepreneurs get to oversee the many facets of running a business. of all job seekers started their own business in 2016.

Outsourcing Services 110

Outsourcing Services Licensing Hubspot Small Business 110

DiscoverOrg Sales

MAY 4, 2017

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. It showed the concrete steps that a sales leader or a marketing leader can put in place to accelerate growth in the years to come. They had to see growth. You just combine the two.

Company 120

Company Conversion Outbound Video 120

Allbound

DECEMBER 5, 2018

According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9 percent of companies surveyed were not using partner relationship management (PRM) technology, and few companies reported having a clear picture of their channel partners’ opportunity flow. Organize your assets. Click To Tweet. Boost partner knowledge.

Channels 57

Channels Sales Enablement Top of Funnel Vendor 57

Lead411

OCTOBER 31, 2018

Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity. According to a 2015 study by Deloitte , the average american checks their cell phone 46 times a day.

Channels 63

Channels B2B Face-to-face Call-back 63

Connext Digital

FEBRUARY 5, 2019

In fact, a study reveals that in-app ads are projected to triple in value in the coming years, going from $72 billion in 2016 to $201 billion in 2021. Using in-app ads allow businesses to focus on boosting their brand visibility, targeting the right market, enhancing their lead generation techniques, and driving conversions.

Advertising 49

Advertising Advertising Campaigns Top of Funnel 49

Jeff Davis

MARCH 27, 2018

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. In fact, their study shows that 71% of buyers want to speak with sellers when they are exploring new ideas to improve business results.

Top of Funnel 48

Top of Funnel Buyer Decision Maker Scale 48

Connext Digital

JUNE 6, 2019

The past few years have been opportune times for mobile marketing. Since mobile device usage surpassed desktops in 2016, online marketers have chosen to maximize their efforts on the platform. This should be enough reason to set up effective mobile marketing for your business. These figures have not gone unnoticed.

Advertising 40

Advertising Advertising Campaigns Ideal Customer Profile 40

The Spiff Blog

MARCH 31, 2023

The Sales Commission Gap vs. The Salary Gap Typically in discussions about wage gaps and gender biases, the discussion starts and ends with salary negotiations, promotability, and growth opportunities. However, women don’t always realize the extent to which they are being discriminated against or excluded from professional opportunities.

Commission 52

Commission Data Salary Face-to-face 52

InsideSales.com

NOVEMBER 11, 2019

Growth Opportunity in the Subscription Economy. Suneal Rao is InsideSales.com’s Director of Market Strategy. His role focuses on how to grow revenue by considering different markets, product capabilities, and market segments. The good news is, these shortcomings also present opportunities for optimization.

Account 40

Account Account Based Marketing Transportation Trends 40

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. This is an opportunity to introduce your service to the company and position accordingly yourself when the organization is ready to invest.

ACT 120

ACT Data Hiring Decision Maker 120

Partners in Excellence

MARCH 28, 2016

I recently read the Bridge Group’s study, “Sales Development 2016.” ” It’s an outstanding and very comprehensive study. 42% in Passing Fully Qualified Opportunities. 42% in Passing Fully Qualified Opportunities. ” It seems like a great opportunity that SDR’s miss.

Prospecting 48

Prospecting Follow-up eBook Study 48

Velocify

AUGUST 24, 2017

BambooHR added Velocify Pulse® and Velocify Dial-IQ® to their sales stack in 2016, working alongside Salesforce and ActOn to empower SDRs in ways that were impossible with their previous inside sales solution. For more on their story, read the full BambooHR case study , and learn how Velocify Pulse can accelerate sales for your organization.

GoldMine 40

GoldMine SalesForce Inside Sales Sales Qualified Lead 40

PandaDoc

NOVEMBER 25, 2022

Solution selling implies that the salesperson focuses not on technical characteristics, but on how a product or service will alleviate the customer’s pain or allow them to exploit an opportunity: This software development kit will allow you to save up to 50% of development time and decrease the amount of money you risk. Longer research.

Solutions Selling 52

Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Funding rounds.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77