Pointclear

NOVEMBER 17, 2017

The age-old issue of how Sales and Marketing work together (or not) is still on the table. Marketing complains that Sales doesn’t follow up on their leads; Sales contends that the leads Marketing sends their way aren’t any good. What are your thoughts on the current state of Marketing and Sales alignment?

Scale 100

Scale Marketing Conversion Inbound 100

SBI Growth

JANUARY 17, 2017

Today in this post we will demonstrate how to inject buyer behavior into product strategy. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the product strategy section and review the.

Buyer 120

Buyer Workbooks Opportunity Strategy 120

Zoominfo

JULY 22, 2018

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. The modern buyer knows exactly what they want and they expect their buying experience to be seamlessly tailored to their preferences.

Marketing 189

Marketing Retail Channels Social Media 189

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI trillion to the U.S.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

DiscoverOrg Sales

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. The proliferation of software-as-a-service (SaaS) and cloud computing created huge changes to the software market. Why are we jumping into these other markets with such fervor?

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

Zoominfo

APRIL 23, 2019

Due to the legal issues with compliance, many financial advisors choose to avoid the headache and stay away from digital marketing. There are ample marketing solutions that can help you increase your online presence while staying FINRA compliant. Read on for our guide to marketing for financial advisors! Utilize event marketing.

Buyer Persona 145

Buyer Persona Social Media Marketing Case Study 145

Sales Hacker

MARCH 5, 2021

Investing in buyer intent data is one of the best ways to differentiate yourself — now, more than ever. And those that have adapted, now grapple with stronger competition and shifting buyer behavior. And those that have adapted, now grapple with stronger competition and shifting buyer behavior. Improving account-based targeting.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

Hubspot Sales

OCTOBER 26, 2017

So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. CEB Sales and Marketing Summit. Sales Conferences 2017. Sales, sales operations, sales enablement, and marketing executives will learn to improve sales team results. The Best Sales Conferences. Dreamforce.

Conference 111

Conference Scale Inbound Hiring 111

Zoominfo

DECEMBER 5, 2019

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. The modern buyer knows exactly what they want and they expect their buying experience to be seamlessly tailored to their preferences.

Marketing 100

Marketing Retail Channels Social Media 100

Zoominfo

FEBRUARY 5, 2020

It’s tough to name a marketing tool more powerful than the mobile phone. This development has had a significant impact on the B2B buyer’s journey. This means that mobile marketing has become more important than ever. We’ve rounded up some of the top mobile marketing statistics you should know going into 2020.

B2B 100

B2B Marketing Social Media Penetration 100

The ROI Guy

NOVEMBER 11, 2016

Value is a vital element to sales success for 2017, according to insights from Peter Ostrow, Research Director of Sales Enablement Strategies for research firm SiriusDecisions. Peter was quick to reveal research that shows just how hard it can be to achieve these goals in 2017, as the buyer’s decision-making journey has become more complex.

B2B 58

B2B Quota Research Sales Enablement 58

Product Management University

NOVEMBER 2, 2017

The B2B Product Manager Magazine October 2017 is now available. Learn how to accelerate your growth by delivering, marketing and selling solutions that make customers measurably better at what they do. Why Salespeople Should Have More Business Conversations With Buyers. Enjoy our October/November issue !

Buyer 80

Buyer Revenue B2B Training 80

DiscoverOrg Sales

NOVEMBER 6, 2017

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. Fit, intent, and engagement provide the core data you need to be successful with your account-based marketing program. The days of squandering marketing budget are gone.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

Zoominfo

OCTOBER 9, 2018

From industry events, to blog posts, B2B professionals can’t stop talking about this trending topic and its potential to revolutionize marketing. In today’s post, we’ll take a further look into the concept of AI and see how this new technology can have a real impact on your marketing strategy. But, does AI live up to all the hype?

Ideal Customer Profile 113

Ideal Customer Profile Marketing B2B Consumer 113

A Sales Guy

MARCH 14, 2017

It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. I mean genuinely give a s**t about your prospects and buyer’s success and business. If a buyer chooses your competition over you, you didn’t do a good job selling. It’s 2017. New Rules of Selling.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

Pipeliner

JULY 12, 2018

In my days as vice president of marketing at several technology companies, I distinctly remember how difficult it was for my team of marketing professionals to command the respect of the salespeople in the company. We were finally successful in doing so, but only by becoming the company experts on our buyers.

Buyer 71

Buyer Buyer Persona Company Real Estate 71

The Pipeline

JUNE 4, 2019

The risk is that buyers will discount your claims; you need only look at feedback buyers are providing. Vendors focus on providing material that buyers don’t find very useful or trustworthy. Buyers don’t trust all vendor claims, nor do they expect to. The B2B Buying Disconnect – TrustRadius 2017. I Wanna Believe.

Discount 268

Discount Vendor Quota Buyer 268

SalesLoft

DECEMBER 7, 2016

While no one knows exactly what 2017 will bring, we predict that the future of sales software will introduce more customization and the power of big data analysis to all industries. What’s new with this data for 2017? 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

Hubspot Sales

NOVEMBER 3, 2017

Start with a strong email marketing strategy. This email is always disappointing to a buyer, so it’s crucial to lead with the problem (this house is no longer for sale) and move quickly to the solution (I have more houses to show you). A sentence at the end acknowledging the market’s competitiveness will provide a sense of urgency.

Real Estate 143

Real Estate Up-Sell Follow-up Meeting 143

No More Cold Calling

AUGUST 10, 2017

Buyers take meetings with salespeople who’ve been introduced by people they know and trust. According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. It’s called peer-to-peer (P2P) selling.

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

Sales and Marketing Management

JANUARY 22, 2017

Issue Date: 2017-01-23. Teaser: More than two-thirds of B2B buyers report that the content of a vendor's sales proposal has a significant impact on their buying decision. More than two-thirds of B2B buyers report that the content of a vendor's sales proposal has a significant impact on their buying decision.

Proposal 218

Proposal Vendor Report B2B 218

Sales 2.0

JUNE 23, 2018

As you know, buyers are seriously concerned about burning their time these days. Linkedin’s 2017 research found that 39% of B2B buyers consider trust in the relationship with the sales person as the biggest reason to ink a deal—the #1 factor. Buyers want to hold you accountable. Buyers want to hold you accountable.

Google 220

Google LinkedIn Twitter Buyer 220

Zoominfo

AUGUST 11, 2019

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. 73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ). Keep reading!

Paid Content 100

Paid Content Webinar Metrics B2B Marketing 100

Sales and Marketing Management

JANUARY 6, 2017

Issue Date: 2017-01-06. Teaser: Has your approach to marketing kept pace with your buyers’ changing approach to buying? As marketers, we talk about “bridging the gap between marketing and sales.” Has your approach to marketing kept pace with your buyers’ changing approach to buying?

Buyer 120

Buyer Marketing Sales 120

Sales and Marketing Management

DECEMBER 14, 2020

Buyers have increasingly embraced completing their own research for years. A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person. Even if your firm isn’t there yet, consumer behavior and the market now rests on the 2030 point on the trend line?—?positive

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

The Pipeline

SEPTEMBER 25, 2017

When it comes to selling it is not a question of right or wrong, but ensuring the seller and buyer are talking about the same thing, otherwise we sellers, may be introducing unnecessary risk into our sales. Buyer may be uncertain about a number of things related to their purchase, which impacts the level of risk they perceive.

Vendor 272

Vendor Buyer Travel Objections 272

Openview

MARCH 5, 2018

President and CEO Michele Buck told Fortune in October 2017 that she plans to take Hershey beyond chocolate and turn it into an “innovation snacking powerhouse.” He told analysts in October 2017 that, “…there is nothing more important than ensuring we have got the best operating environment and core technology platform to build from.

Outsourcing Services 74

Outsourcing Services Buyer Hiring How To 74

The Pipeline

SEPTEMBER 17, 2019

win rate is identical to the figure reported in the 2017 study. Part of a seller’s job is to drive to a decision to encourage and help the buyer make a decision. Buyers and sellers have never been more “enabled,” yet it is taking both teams longer to achieve their goals. buyers per purchase decision.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

Mindtickle

APRIL 9, 2024

Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. Meeting buyer expectations and preferences While in-person sales were once the default, many B2B buyers prefer to engage with sellers remotely. In 2017, that was the case for 47% of purchases.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Artesian Solutions

FEBRUARY 25, 2019

Technology companies represent some of the biggest game changers on the planet, but they’re not immune from changing buyer behaviours and rapidly evolving customer expectations. Nor are they immune from the constant challenge to remain relevant and differentiate their service in a market that takes no prisoners.

Oracle 40

Oracle SAP Enterprise Enterprise 40

Pointclear

DECEMBER 22, 2016

Focusing on the quality of the connection leads to high-value, ready-buyer opportunities, a more efficient sales process, more accurate forecasts, better sales performance, and greater revenue.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

Zoominfo

MARCH 12, 2018

billion in 2017. Yet, B2B marketers have been slow to adopt programmatic advertising, especially compared to their B2C counterparts. Marketers have manually managed advertisements since the beginning of time. The primary driver for programmatic advertising is its ability to improve marketing efficiency. Keep reading.

Advertising 185

Advertising Advertising B2B Scale 185

DiscoverOrg Sales

JANUARY 3, 2018

Marketing also joins the sessions, because we all need to be cohesive and go to market the same way. “We We started our “Selling to Marketers” session by training our reps on what that persona cares about. Example: SKO Focus (Selling to Marketers). See the DiscoverOrg Sales Kickoff 2017 agenda.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

Sales Hacker

OCTOBER 31, 2018

At least 69 percent of businesses invest significant time and money into email marketing, according to a recent survey by business news website The Manifest. In short, it’s important that marketers stay on target. The need to create personalized marketing messages isn’t new; it grew as a natural extension of the dot-com boom.

Email Marketing 68

Email Marketing Buyer Persona Marketing Lead Rank 68

The Pipeline

SEPTEMBER 18, 2018

Don’t take my word, here are some eye-opening insights from TrustRadius’ 2017 The B2B Buying Disconnect: Vendors focus on providing material that buyers don’t find very useful or trustworthy. Vendors overemphasize selection criteria that aren’t important to buyers.

Vendor 255

Vendor Discount Insurance Insurance 255

Sales and Marketing Management

JANUARY 25, 2017

Issue Date: 2017-01-01. Teaser: Based on the data that keeps telling us more about the realities of complex B2B sales, there is reason to question the belief that buyers are more than halfway through the buying journey by the time a rep enters the picture. Author: Tim Riesterer. read more

B2B 120

B2B Buyer Data Sales 120

Sales and Marketing Management

JANUARY 25, 2017

Issue Date: 2017-01-01. Teaser: Based on theh data that keeps telling us more about the realities of complex B2B sales, there is reason to question the belief that buyers are more than halfway through the buying journey by the time a rep enters the picture. Author: Tim Riesterer. read more

B2B 120

B2B Buyer Data Sales 120