Partners in Excellence

JUNE 24, 2017

In my last Bits and Pieces article , I referred to a series of articles I’d written about applying manufacturing and lean techniques to sales and marketing. I was also reminded, I wrote another eBook on Lean Sales And Marketing several years ago. It was quite a long series, but I’ve had a lot of interest in it.

eBook 49

eBook Research Survey Data 49

DiscoverOrg Sales

JANUARY 22, 2018

Like many B2B companies, DiscoverOrg has such a wide addressable market. On Tue, Dec 5, 2017 at 7:11 AM, Joshua Sutton <joshua.sutton@mail.discoverorg.io> wrote: Subject: Fishing in Oregon (DiscoverOrg). On Tue, Dec 5, 2017 at 8:04 AM, Matt wrote: Copying Heather… I think we are using your competitor.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

SBI

FEBRUARY 27, 2018

This week I interview Ian Levine , Chief Sales and Marketing Officer of RO Innovation. Ian: Today’s B2B buyers trust the opinions and advice of their peers above that of any salesperson or marketer. A 2017 study by LinkedIn said “Trust” is the number one factor in purchase decisions. We call it Sales Tech Game Changers.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

Cience

MAY 1, 2020

CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Market strategy. Outbound marketing is everything for sales now. For instance, cancellation of events due to the Coronavirus outbreak can be used as a reference point.

Outbound 79

Outbound Top of Funnel Marketing Inbound 79

MarketJoy

AUGUST 6, 2020

However, in the last decade Google Adwords, mobile-readiness, landing pages, web forms, and the marriage between sales and marketing has become table stakes for effective lead generation. Inside sales and remote sales teams have continued to rise to just under 30% of the universal salesforce, according to 2017 research from InsideSales.com.

Lead Generation 105

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 105

Mindtickle

APRIL 9, 2024

Today, inside sales (also referred to as remote sales) have become the dominant model of B2B sales, especially in industries such as technology and software as a service (SaaS). Consider that in 2017, 20% of industrial companies preferred digital interactions and purchases. In 2017, that was the case for 47% of purchases.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Zoominfo

MAY 21, 2020

When You’re Using an Account-Based Strategy Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing , or ABM). Check Out ZoomInfo’s Tips for Outreach Texting How To Write A BASHO Cold Email (With Examples) Like many B2B companies, ZoomInfo has such a wide total addressable market.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Zoominfo

JULY 17, 2018

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 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

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 and Marketing Management

DECEMBER 14, 2020

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 Invest more in marketing content and make sure reps are up to speed on it.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

DiscoverOrg Sales

JUNE 6, 2017

I’ve heard this referred to as referred to as the “3-by-3” and done in a shorter period of time.) I am curious, of the 60,000 inbound leads your team gets a month, how often do you have direct desk phone numbers, email addresses and a full reporting hierarchy to reference? Best regards, Josh. Thanks in advance, – Josh.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Bernadette McClelland

MARCH 16, 2017

This is referred to as ‘The Curse of Knowledge’ and can ruin any form of idea transfer. This is a huge learning curve for many who present, teach, coach, market any most of all, sell. 2017’ Image Courtesy of Faustin Tuyambaze.

Hiring 236

Hiring Case Study Sales Leadership Face-to-face 236

Zoominfo

OCTOBER 24, 2018

This month’s round-up covers a variety of topics including email marketing, sales reporting, storytelling and so much more. 1. The Beginner’s Guide to an Email Marketing Audit. If you’ve worked in marketing for any length of time, you’ve likely seen your fair share of marketing trends. What is an email marketing audit?

B2B 140

B2B Buyer Persona Email Marketing Scale 140

Zoominfo

OCTOBER 2, 2019

It is also the world’s most valuable bank by market capitalization. As of 2017, Verizon is the only publicly traded telecommunications company to have two stock listings in its home country, both the NYSE (principal) and NASDAQ (secondary), as well as being the second largest telecommunications company by revenue after AT&T.

Company 100

Company Ideal Customer Profile Lead Rank Lead Scoring 100

Tenfold

JULY 15, 2017

Business guru and well-known provocateur Tom Peters once addressed a crowd of over 400 sales and marketing executives saying : “I hate sports analogies. To properly understand the difference between sales and marketing, however, another analogy seems more suitable: that of musical theater. The Sales and Marketing Relationship.

Marketing 63

Marketing Sports Face-to-face Top of Funnel 63

Hubspot Sales

NOVEMBER 13, 2017

Other variations include “Attached please find,” Please kindly find the attached file,” Please find the attached file for your reference,” “Enclosed please find,” and the ultra-wordy, “Please find attached herewith.”. Example: 2017 pricing options. And that means you might be using the common phrase “Please find attached.”

Case Study 145

Case Study eBook Policies Study 145

Hubspot Sales

JANUARY 6, 2018

SEE ALSO Sony Releases PSVR's Top 10 Most Downloaded Games of 2017, 'Job Simulator' Tops the Chart. An ‘all-in’ first generation headset can still be purchased for less than $400, making it an easy buy for anyone already in the PS4 hardware ecosystem.

Face-to-face 94

Face-to-face Retail Report Course 94

Zoominfo

OCTOBER 2, 2018

It’s not exactly what gets marketers excited to get out of bed in the morning. But if lead generation, reporting, and measuring ROI are important to your marketing team, then data normalization matters. In this blog post, we’ll review why data normalization is so critical to marketing strategies and goals. Data normalization.

Data 113

Data Lead Rank Lead Scoring Top of Funnel 113

Zoominfo

OCTOBER 8, 2019

It’s a question that has plagued marketers and website managers for years. Your form should reference this in the header so that your site visitors know there’s a tangible “reward” for filling out the form. Honeypots : This term refers to invisible form fields that your human visitors won’t see, but bots will pick up on.

Maximizer 157

Maximizer Conversion Policies Sales Qualified Lead 157

Close.io

AUGUST 30, 2019

In other words, we are experiencing the product-led era that came as a replacement to the marketing and the sales-led one. How is product-led different than marketing-led? With PLG, modern software companies manage to reduce overhead costs by massively reducing the cost of marketing and sales activities. Final thoughts.

Top of Funnel 90

Top of Funnel Lead Rank Marketing Sales Qualified Lead 90

DiscoverOrg Sales

MARCH 3, 2017

In our 2017 Growth Drivers Report we asked 200 Sales and Marketing professionals to rate their teams on a scale of 1-5 across 15 different attributes. Knowledge of the market. Supporting and Partnering with Marketing. Download the 2017 Growth Drivers Report to find out. But, what is the winning formula? Tech Savvy.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

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. But most sales teams and marketing teams continue to operate out of alignment.

Buyer 71

Buyer Buyer Persona Company Real Estate 71

Appbuddy

APRIL 13, 2021

The Data and Marketing Association (DMA) has launched the 2021 edition of its acclaimed Consumer Email Tracker report. The report, sponsored by Validity, considers email marketing effectiveness through the eyes of recipients and offers invaluable insights into why email subscribers behave in sometimes unexpected ways.

Consumer 52

Consumer Everest Report Social Media 52

Appbuddy

APRIL 13, 2021

The Data and Marketing Association (DMA) has launched the 2021 edition of its acclaimed Consumer Email Tracker report. The report, sponsored by Validity, considers email marketing effectiveness through the eyes of recipients and offers invaluable insights into why email subscribers behave in sometimes unexpected ways.

Consumer 52

Consumer Everest Report Social Media 52

Zoominfo

OCTOBER 22, 2019

Bryerton offers this example from our 2017 event. “Selling to Marketers” was the focus of the event. As marketing departments handle an increasing percentage of a company’s budget, one of our sales goals was to sell more to marketing buyers. The SKO played a major role in that result.

How To 182

How To Follow-up Scale Up-Sell 182

Sales Hacker

MARCH 5, 2021

Ahead, you’ll find three ways in which buyer intent will help level the playing field for both sales and marketing teams competing in a hyper-competitive environment. In a 2017 Openprise survey , only half of the respondents reported using third-party data to identify new accounts. How to Use Buyer Intent Data for Differentiation.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

PandaDoc

JULY 1, 2020

Because 73% of B2B executives prefer to work with sales professionals who have been referred to them by someone they know and trust. Also, referred prospects move through the sales pipeline faster because they are more likely to trust the praises sung by your clients who they already have a relationship with. Develop a relationship.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Social Media Referrals 98

DiscoverOrg Sales

JANUARY 29, 2019

In B2B sales and marketing, a company’s installed technologies – their tech stack – includes: Software products. Marketing automation tools, and more. Chief Martech’s popular annual Martech Landscape included 6829 different technologies in 2018 – for marketing alone. Web servers. Programming languages.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

Sales and Marketing Management

DECEMBER 14, 2020

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 Invest more in marketing content and make sure reps are up to speed on it.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Hubspot Sales

NOVEMBER 7, 2017

After all, research from the 2017 MedReps salary report revealed compensation potential is directly linked to tenure in the field. Some medical sales positions (such as medical coding sales) also incorporate skills like billing and marketing. Some of the necessary skills include: passion for sales and marketing. organization.

Biotechnology 91

Biotechnology Salary How To Compensation 91

SBI

DECEMBER 9, 2019

The growth in the market has brought excitement as well as confusion. The market for sales software has ballooned as has the sheer number of software solutions available. The Nancy Nardin SalesTech Landscape now includes just over 600 sales solutions and the size of the CRM software market alone is estimated at over $28B for 2019.

SAP 65

SAP Webinar Metrics Software Software 65

The Spiff Blog

FEBRUARY 24, 2022

In fact, the percentage of firms identifying themselves as data-driven had declined over the past three years, from 37% in 2017 to 31% in 2019 ( source ). In this case, transparency surrounding compensation data refers to both the accessibility of that data and the clarity around commission calculations.

Commission 56

Commission Compensation How To Data 56

Crunchbase

APRIL 23, 2020

Pulling up a name and logo is not enough; you’re going to have to pull in very specific data fields to create a compelling story that will be used across your entire team (and should be circulated to marketing, product and other cross-functional teams tied into customers). Cross reference LinkedIn and other publicly available sources.

Lead Rank 141

Lead Rank Lead Scoring CRM Outbound 141

Hubspot Sales

JUNE 8, 2020

The happier you are, the more likely your customers will stay and refer a friend. Marketing automation and sales enablement tools are an absolute must. This synchronicity is actually started and enabled by your marketing team. When sales and marketing teams work together like this, companies see a 38% higher sales win rate.

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

Hubspot Sales

NOVEMBER 23, 2017

You’re trying to build a long-term relationship with this person, so reference the little things, follow through on your commitments, and make them feel special. Do you have time this week to catch me up on where you’re focusing your marketing initiatives and whether you’re still considering a thought leadership approach?

Sales Process 103

Sales Process Real Estate Follow-up Insurance 103

Showpad

SEPTEMBER 28, 2017

As sales and marketing technology develops at disruptive speed, B2B marketing agencies need to step up their game to stay relevant and empower their clients. Merely focussing on brand awareness, lead generation, and marketing campaigns doesn’t meet your customer’s expectations anymore.

Top of Funnel 40

Top of Funnel Ideal Customer Profile Sales Enablement B2B 40

Hubspot Sales

MAY 22, 2019

Our podcast has enjoyed a continually growing audience, since its inception in the Summer of 2017. We also cross-reference people that interact with the announcements on social media to determine if they are in the sales process, could be brought into the pipeline, or are just listeners. Source: ValueSelling Associates. Of course not.

Channels 95

Channels Influencer Pipeline Social Media 95