Zoominfo

AUGUST 5, 2021

Here at Chorus, we parsed a lot of data in 2020. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. A lot has changed in sales enablement since the start of 2020, but some things in sales never change. Blog posts, checklist articles, and white papers are great for building traffic.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Sales and Marketing Management

FEBRUARY 5, 2021

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. . When should I send that case study?”), tone of voice (“Will this customer appreciate my humor?”), and choice of content (“Would this buyer find a white paper useful?”). Spread the Word.

Scale 177

Scale Maximizer Strategy How To 177

Sales and Marketing Management

FEBRUARY 5, 2021

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. . When should I send that case study?”), tone of voice (“Will this customer appreciate my humor?”), and choice of content (“Would this buyer find a white paper useful?”). Spread the Word.

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Emissary

FEBRUARY 19, 2021

In 2020, “the year of the existing customer,” many ABM programs focused exclusively on account expansion. For example, the healthcare industry —long a technology laggard—vastly advanced its digital transformation goals in 2020, consuming a variety of new technologies and engaging with a host of new partners. . . . #2

Account Based Marketing 52

Account Based Marketing Account Strategy Demand Generation Targets 52

Allego

JULY 29, 2021

On February 29, 2020, Cespedes was a keynote speaker at a sales conference, presenting to a roomful of 1,200 unmasked people. With such an arsenal, salespeople have a “classroom” at their fingertips with access to important content like use cases, short videos, PDFs, and white papers. Balance In-Person and Virtual Selling.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

Chorus.ai

JANUARY 29, 2021

Here at Chorus, we parsed a lot of data in 2020. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. A lot has changed in sales enablement since the start of 2020, but some things in sales never change. Blog posts, checklist articles, and white papers are great for building traffic.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

No More Cold Calling

OCTOBER 30, 2016

One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” 2020 is just a little more than three years away. Here’s what you might have missed from No More Cold Calling this month. Want to remain in sales?

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Hubspot Sales

NOVEMBER 15, 2019

Offer a link to a video, white paper, or some other quality content relating to your meeting. I'd like to walk away having a better understanding of your pain points with global logistics, your team's 2020 goals, and how our international logistics software can help you achieve them. I'm looking forward to our meeting tomorrow.

Meeting 104

Meeting How To Case Study Relationals 104

Miller Heiman Group

MARCH 22, 2019

In our latest white paper, The New Industrial Revolution: Future-Proofing European Manufacturing Sales in the 21st Century we share insights into how manufacturing sales teams can navigate these dramatic transformations and turn themselves into the modern sales organizations that this industry needs.

Decision Maker 54

Decision Maker Channels Study Competition 54

Sales Hacker

OCTOBER 19, 2020

From June 2019 to August 2020, my data science team at Outreach analyzed more than 12 million prospects. Share a piece of content with them — such as a case study or white paper — and ask for feedback. They spend their time digging through complex data sets to help sales professionals perform at a higher level.

Buyer 103

Buyer Data Lead Rank Lead Scoring 103

No More Cold Calling

OCTOBER 13, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Then, last year, Forrester Research predicted that 1 million B2B salespeople will become obsolete by 2020, lost to e-commerce.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Janek Performance Group

MAY 15, 2023

For more on successful negotiating, see our white paper The Ultimate Guide to Sales Negotiations. According to McKinsey’s 2021 Soft skills, strong impacts , “The proportion of companies addressing empathy and interpersonal skills doubled in 2020.” The trick is knowing when and how much, adding value rather than discounting.

Negotiation 62

Negotiation Course Buyer Lead Rank 62

Sales 2.0

MARCH 6, 2021

My firm surveyed 103 sales and marketing professionals on their lead generation efforts in 2020 and found conclusive patterns amongst the best performing businesses that mirror Stephen’s story. Hopefully the nightmarish scenario of 2020 won’t repeat in 2021, but for sales teams everywhere there is still work to be done.

Trade Show 195

Trade Show Lead Generation Outsourcing Services Sales Qualified Lead 195

Cincom Smart Selling

JUNE 9, 2016

Frost and Sullivan estimates the B2B e-commerce market to exceed 12 trillion dollars by 2020. Early on, collateral, white papers, videos and customer reference stories are searchable and accessible. I don’t need some pleasantry-spewing cashier to “have a nice day” me every time I buy a can of peas.

B2C 69

B2C Collateral B2B Ideal Customer Profile 69

The Pipeline

JULY 19, 2011

One such “end is near” piece was on SellingPower.com , entitled “ How Many Salespeople Will Be Left by 2020? As for the statement: “Gartner, a research organization, predicts that by 2020, 85 percent of interactions between businesses will be executed without human intervention. White Paper.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

OnePageCRM

JANUARY 15, 2021

In 2020, B2B teams had no choice but to adjust to remote sales. For instance, marketers might create a value-driven white-paper to drive digital traffic and subscribers. While virtual meetings and events left many organizations scrambling to maintain lead generation and pipelines, other companies flourished.

B2B 52

B2B Top of Funnel Strategy Social Media 52

DialSource

JULY 8, 2020

Based on the 2020 pandemic and corresponding lockdown measures, overnight, everyone was transformed into an inside sales or digital selling role. Last September, we published the white paper, The Rise of Inside Sides , which is now more relevant than ever. This is the next normal. The Rise of Inside Sales.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Tony Hughes

MARCH 4, 2018

Gartner predicts that by 2020, 85% of interactions between businesses will be executed without human intervention. Drones drop off customized white papers and contracts are signed by drone. What do you predict selling will look like in 2020? Sales drones are an amusing but eerie concept to me. Obviously there is not.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

LeadBoxer

FEBRUARY 4, 2019

With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. Research has demonstrated that decision-makers are more responsive to salespeople who include articles, case studies, and/or white papers in their outreach.

B2B 91

B2B Top of Funnel Decision Maker B2C 91

SBI Growth

OCTOBER 15, 2020

You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey.

Buyer Persona 196

Buyer Persona Lead Rank Lead Scoring Segment 196

The ROI Guy

AUGUST 30, 2016

Solution providers taking advantage of interactive value-focused content garner a significant competitive advantage over those relying on static content like white papers (the crack cocaine of content marketing). So what’s in it for you?

Lead Rank 49

Lead Rank Lead Scoring ROI Sales Qualified Lead 49

Anthony Iannarino

MAY 10, 2020

Undeterred in my desire to help him not waste his time and mine, I sent a second response, explaining again that I appreciated his persistence , but that I have zero willingness to shift my priorities in 2020 or 2021. Instead of asking your prospect to click on a link to get your white paper, mark it up with your notes and send it to them.

Prospecting 89

Prospecting How To Banking Lead Rank 89

Zoominfo

NOVEMBER 1, 2018

So, blog subscribers get scored two points while those who download white papers get 25 points. link] pic.twitter.com/1YAEHUIQ1U — ZoomInfo (@ZoomInfo) October 8, 2020 We recommend implementing lead scores with no minimum value to start. Conversely, leads who download a whitepaper tend to have a very high conversion rate.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Allego

OCTOBER 27, 2020

By the year 2020, customers will manage 85% of the buyer’s journey without interacting with a single human being. Today, when 90% of B2B sales are virtual, many more customers will have looked at your website, read reviews, visited competitors’ sites, and downloaded white papers and eBooks before they speak with your reps for the first time.

Sales Enablement 71

Sales Enablement Collateral Strategy Exercises 71

Zoominfo

JUNE 24, 2018

Gartner predicts that by 2020, a customer will manage 85% of the relationship with an enterprise without interacting with a human ( source ). Knowledge centers often include videos, demos, tutorials, white papers, case studies, blog posts, glossaries, and more. Fortunately, self-service customer support delivers.

Customer 133

Customer Social Media Discount Knowledge Base 133

PandaDoc

SEPTEMBER 15, 2020

Good options could include an e-book, a white paper, a training video, or the opportunity to book a free 30-minute consultation. Nobody expected that 2020 would be disrupted by a pandemic, but the companies and organizations that have thrived are those that have been able to pivot to new approaches. The email sequence.

Social Media 75

Social Media Promotion Webinar Metrics Follow-up 75

Bigtincan

DECEMBER 21, 2021

Notice in the image below, when the user searches for ‘Story Arc 1 for Bigtincan Experiences’, we see the related content is ‘Why Bigtincan 2020’ and other documents under the ‘Related Content’ bar. Here the seller can bundle up essential content like PDFs, white papers, and videos for the buyers to view.

Enterprise 59

Enterprise Enterprise Comparison Lead Rank 59

Sales Hacker

DECEMBER 8, 2017

By 2020, 70% of sales teams will be using analytics to understand their customers. Ultimately, AI will scale up lead qualification and prospecting, automate repetitive tasks, make sales calls, and maybe even close deals ( Gartner predicted that the majority of commercial interactions will involve a virtual agent by 2020).

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

Jonathan Farrington

SEPTEMBER 18, 2012

JF: Some highly eminent and respected commentators have forecast that by 2020, as much as 80% of the world’s sales population will be redundant. and make the most of all the opportunities social media affords them, have to be foremost in their minds. JB: What trends do you believe salespeople and sales leaders need to be aware of?

Face-to-face 41

Face-to-face Real Estate Fashion Trends 41

Sales Hacker

OCTOBER 7, 2021

Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator. Most recently, she held a variety of executive roles at Sailthru from 2013-2020, ultimately becoming the company’s Chief Revenue Officer. What is one a-ha moment you’ve had in your sales career? Margaret is a sales executive turned founder.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The Digital Sales Institute

SEPTEMBER 2, 2019

In fact, by 2020 it is forecasted that will account for approx. B2B buyers say the most relevant content for them to engage with salespeople on social media are technical specs (53.51%), case studies (48.78%), white papers (33.84%), videos (38.41%), and infographics (31.10%). 40 percent of all consumer shopping.

Paid Content 51

Paid Content Lead Rank Social Media Cold Calling 51