Mereo

JULY 14, 2022

B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. Inaccessible.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Emissary

NOVEMBER 14, 2022

Check out the B2B marketing infographic below for a guide to how account intelligence can drive enterprise B2B marketing success. In order to create an effective, hyper-personalized account-based marketing strategy , it is essential to use human intelligence to anticipate the full buying committees of your target accounts.

Account Based Marketing 52

Account Based Marketing Account B2B Marketing 52

Zoominfo

DECEMBER 13, 2018

Not too long ago, we compiled a list of top-notch YouTube channels for HR and recruitment professionals. Now, on to the ultimate guide to the YouTube channels producing the best sales content today! On Jeb’s YouTube channel you’ll find video content related to everything from sales leadership to women in sales. Go check it out!

Channels 187

Channels Face-to-face Video Hubspot 187

Zoominfo

JANUARY 26, 2021

Complex Sales Are…Complex: Enterprise companies usually come with many stakeholders and therefore many decision makers that may have conflicting pain points. Here’s why: More valuable accounts Increased monthly recurring revenue (MRR) Boosted brand equity. Identify And Target Strategic Accounts.

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

Janek Performance Group

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. This includes personnel.

Account 62

Account Survey Analysis Scale 62

Emissary

JULY 18, 2022

Most technology marketing teams have employed account-based marketing (ABM) to help close B2B deals. However, to get the most benefits of account based marketing program in today’s market, you might need to raise your game. Instead, work with sales to assess each candidate’s fit to your ideal account profile.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Account 52

Revegy

NOVEMBER 28, 2023

With the advent of digital technology, businesses have had to adapt to an increasingly complex environment characterized by more decision-makers, longer deal cycles, higher pricing points, and a plethora of competing channels.

Enterprise 108

Enterprise Enterprise Software Software 108

Zoominfo

MARCH 4, 2021

Some of the easiest methods of lead generation include increasing traffic to your social media channels and website. Lead generation is the process of advertising, optimizing brand reach, engaging with nurture campaigns, and maximizing digital channels. And what are one of the most difficult methods of lead generation?

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Hubspot Sales

AUGUST 26, 2020

Leveraging a customer data platform (CDP) to support account-based selling is a prime example. If you’re not yet up to speed on CDPs or account-based selling, it’s time to change that. Account-based selling takes things to a new level. They target, reach out to, and land any account you’ve IDed as being high value.

Ideal Customer Profile 136

Ideal Customer Profile Account Data Sales Qualified Lead 136

Zoominfo

JANUARY 26, 2021

Complex Sales Are … Complex: Enterprise companies usually come with many stakeholders and therefore many decision-makers that may have conflicting pain points. With predictive analytics and intent signals, marketers can deliver ads through IP addresses directly to stakeholders and decision makers.

Lead Generation 130

Lead Generation Enterprise Enterprise Lead Rank 130

Pipeliner

OCTOBER 16, 2020

Winning business with a major account is a significant achievement that brings new revenue and profit. But with enterprise accounts, the win is just the beginning. After all the time and effort spent in winning a new major account, the research shows that most selling teams head for the hills in search of new treasures.

Enterprise 59

Enterprise Enterprise Account Apparel 59

Zoominfo

DECEMBER 13, 2018

Now, on to the ultimate guide to the YouTube channels producing the best sales content today. On Jeb’s YouTube channel you’ll find video content related to everything from sales leadership to women in sales. On the Criteria for Success YouTube channel, you’ll find selling inspiration, important tips and tricks, and so much more.

Channels 100

Channels Video Hubspot Face-to-face 100

eGrabber

NOVEMBER 30, 2021

But by identifying specific target accounts, who would become your ideal prospects, you’ll use your time wisely and efficiently, bringing order to your lead generation process. If you have a list of target accounts in place, you can go online to identify key decision-makers, do live research and find other information about the prospects.

Lead Generation 40

Lead Generation Ideal Customer Profile Sales Qualified Lead Account 40

Zoominfo

MARCH 4, 2021

or “Who are your company’s decision makers?”). More than half (56%) of B2B buyers have four or more people involved in a purchase decision, while 21% have seven or more — so you’ll have to convince more than one person. Offer a demo to every decision maker. Expand content and the channels they exist in.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

No More Cold Calling

MARCH 2, 2017

Now more than ever, sales leaders and their account-based sales teams must be prepared for change. Above all, to increase sales, the speed of decision-making must accelerate. One path is to identify new alliances or alternate distribution channels. Getting account-based sales teams calling high enough to reach decision-makers.

Account 120

Account Referrals Banking Guarantee 120

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. Basho emails are only appropriate for high-value accounts because personalization is no joke.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Sales and Marketing Management

SEPTEMBER 4, 2018

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on). Or does your team need a “farmer” – someone to work with, support, and grow existing accounts?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Zoominfo

JANUARY 4, 2022

Trend #2: Intent-first, account-based targeting By now, most marketers are well acquainted with account-based marketing (ABM ). In fact, 70% of marketers reported using account-based marketing (ABM) in 2021, and we expect that number to grow in 2022. a ZoomInfo partner.

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

Emissary

MARCH 2, 2022

If you’re ready to deepen existing relationships and attract new business units to your solution, intelligence-driven key account management is the essential strategy for success. Key Account Management Focuses Your Team on the Most Promising Current Accounts. Key Account Management Uncovers Pain Points for New Business Units.

Insurance 52

Insurance Insurance Account Face-to-face 52

Showpad

FEBRUARY 9, 2024

Sales, marketing, and account management teams must demonstrate a deep understanding of a buyer’s unique business needs by tailoring information to build trust and add value. 65% of decision makers say sales content does not show an understanding of their specific business needs. Sellers and account managers cannot do it alone.

Scale 52

Scale Face-to-face Decision Maker Channels 52

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Distribution: It is critical to determine which distribution channels are the best way to reach your target audience. Demand generation is programmatic.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Alternatively, if you don't have a strong connection to the decision-maker, consider how you might name-drop a publication related to their work.

Gatekeeper 130

Gatekeeper Decision Maker How To Cold Calling 130

SalesLoft

FEBRUARY 9, 2024

You can’t hire a thousand new sellers to call into accounts with low revenue potential, but not calling into them leaves that money on the table. Find your omnichannel cadence Our data shows that customers require 10-14 steps across 3-5 channels. You need to be on SMS, video, social media, and other channels, too.

Enterprise 52

Enterprise Enterprise Lead Rank Revenue 52

DiscoverOrg Sales

MAY 1, 2019

This was just bang the phones, get the decision makers, sell the deals. Call reluctance dresses itself up in many ways: When somebody doesn’t have the data they need to get into their target accounts, next thing you know mind starts telling itself a story about the many other things they could be doing. This was before AI.

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

BuzzBoard

NOVEMBER 8, 2023

In contrast, B2SMB deals tend to be simpler and involve fewer decision-makers. That’s why they invest in dedicated account managers who work closely with their clients to identify opportunities for growth, address challenges, and ensure their satisfaction.

Lead Rank 105

Lead Rank Comparison B2B Ideal Customer Profile 105

LeadBoxer

DECEMBER 8, 2019

If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead. Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs.

Account Based Marketing 89

Account Based Marketing Account Software Software 89

Pointclear

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. Account Based Marketing (ABM) is not a new concept or idea. Develop and deliver an integrated, cross-channel communications plan. Using email and nurture through your ole “reliable” marketing automation system to nurture within an account is not an ABM strategy.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. Basho emails are really only appropriate for high-value accounts, because personalization is no joke.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

SBI Growth

FEBRUARY 3, 2013

I provide the Account Networking Tool to build a referral database around your customer. These are the decision-makers you need to access. This approach starts with an anchor account. Research your customer’s entire network to find the decision-makers. The Customer Decision-makers.

LinkedIn 335

LinkedIn Pipeline Decision Maker Ideal Customer Profile 335

Steven Rosen

JANUARY 28, 2024

Sales leaders must ensure that clear communication channels are established and everyone is aligned on customer needs. This mobilization requires active involvement from various departments, with a particular emphasis on engaging decision-makers.

Video 156

Video Sports Decision Maker Quota 156

Pipeliner

SEPTEMBER 18, 2021

The Common Lists include elements relating to account hierarchy, sales roles, contact relations and account relations. As you’ll readily see, these easy-to-utilize elements have incredible usefulness to sales and account management. Accounts Hierarchy. Account Relations. Contacts Relations.

Pipeline 98

Pipeline Decision Maker Face-to-face CRM 98

Gong.io

NOVEMBER 7, 2022

They involve more decision-makers and have larger values. But how do you handle multiple decision-makers? A complex or enterprise sale is a high-value deal that involves multiple decision-makers and a lengthy process. More decision-makers are involved. What is a complex sale? . before closing.

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

Pipeliner

JANUARY 24, 2018

Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth. And how do you focus on quality delivery and account expansion, doing both well at the same time?

Enterprise 56

Enterprise Enterprise Account Apparel 56

Zoominfo

FEBRUARY 19, 2018

Sales reps who viewed the profiles of at least 10 people at each of their accounts were 69% more likely to exceed quota than those who viewed 4 or fewer ( source ). Content shared by employees receive 8x more engagement than the same content shared by company/brand channels ( source ). Social Selling and The Buyer’s Journey.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Emissary

OCTOBER 19, 2021

For tech companies, marketing to the financial services industry is a specific niche and employing account based marketing tactics give you a strategy for more successful conversion. An account based marketing (ABM) approach can be the best technique in working with your finance clients. What Is Account Based Marketing?

Account Based Marketing 52

Account Based Marketing Account Marketing Company 52

Zoominfo

MARCH 4, 2021

Some of the easiest methods of lead generation include increasing traffic to your social media channels and website. 11 Steps to Build an SMB Lead Generation Strategy Lead generation is the process of advertising, optimizing brand reach, engaging with nurture campaigns, and maximizing digital channels.

Lead Generation 100

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 100

SBI Growth

SEPTEMBER 17, 2013

Yet many reps struggle to get that critical first meeting with a decision maker. Social Selling is a proven method of securing the first appointment with buyers inside of target accounts. TURN REPS INTO MARKETING CHANNELS. Once optimized, each rep’s LinkedIn page becomes a marketing channel.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321