Smooth Sale

MARCH 10, 2024

Studies show ebooks and white papers can also impact the customer decision-making process. Growth Hackers – Helping businesses globally grow with lead generation, growth marketing, conversion rate optimization, data analytics, user acquisition, retention, and sales. Inclusion Allies Coalition : “Everyone is welcome here.”

B2B 104

B2B Top of Funnel How To Sales Qualified Lead 104

Sales and Marketing Management

FEBRUARY 5, 2021

Leveraging the analytic feedback offered up by your sales engagement and enablement platforms, start embedding strategies for personalization into your outreach. 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?”).

Scale 177

Scale Maximizer Strategy How To 177

Sales and Marketing Management

FEBRUARY 5, 2021

Leveraging the analytic feedback offered up by your sales engagement and enablement platforms, start embedding strategies for personalization into your outreach. 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?”).

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Pipeliner

APRIL 30, 2021

RAIN Group, White Paper Competencies of Strategic Account Managers. Other features mentioned in previous articles—the Account Matrix, our new White Space feature, and Forecasting Analytics—also provide functions that allow you to add tremendous value for accounts. Need from CRM. Creating Value Requires a Team.

Account 80

Account Lead Rank Lead Scoring Engineering 80

Partners in Excellence

APRIL 9, 2020

I’ve not visited their web site, I’ve not downloaded a white paper, I’ve not commented on anything their people may have written. I have just received 4 of the same emails from one of the largest sales, marketing, analytics automation suppliers (a very large San Francisco based company).

Ideal Customer Profile 91

Ideal Customer Profile Analytics Segment Cancellation 91

Sales Hacker

JANUARY 13, 2020

They create detailed user profiles from all online and offline data sources and use predictive analytics platforms to point out likely prospects. Customer relationship management (CRM) systems also offer guidance, but they are generally less comprehensive than CDPs or predictive analytics platforms in the early stage of a sale.

Top of Funnel 72

Top of Funnel Cold Calling Intent Data Ideal Customer Profile 72

Pipeline

APRIL 1, 2024

Improve your content marketing with valuable and informative blogs, white papers, and e-books. Choose a logistics pipeline software that offers accurate analytics. You must also ensure your website has a responsive design. Showcase client testimonials and promote them on your social media pages.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Pipeliner

SEPTEMBER 8, 2018

This could mean bringing them to a particular product or product type, or it could also be something as simple as setting up a potential buyer with the appropriate salesperson, taking a tour, or downloading a white paper on a particular topic or promotion. Plan your posts to coincide with those peak times. Put it to the test.

Social Media 56

Social Media Webinar Metrics Google Analytics Consumer 56

SBI

MARCH 13, 2018

Yes they downloaded that white paper, but NO that does not automatically mean they want a phone call and to be put into a cadence for email outreach campaigns. And even better, understand those signals sent from IT support, finance, or other divisions in your company that may be communicating with your prospects. The intent matters.

CRM 139

CRM Data Intent Decision Maker 139

Pipeliner

MAY 26, 2023

Data-Driven Decisions: Sales enablement platforms often include analytics and reporting capabilities that can provide valuable insights into sales activities and performance. This could include case studies, white papers, product demos, and more.

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

Pointclear

DECEMBER 8, 2011

“Metrics such as clickthroughs, conversions, ReTweets, Likes, etc… are more easily measured on social media than similar metrics for more traditional media, plus measurement and analytics platforms have improved significantly (and continue to).”

ROI 178

ROI Demand Generation Agencies Salary Demand Generation 178

The ROI Guy

MARCH 20, 2013

Recommended Sales Tools Interactive White Papers and Benefits Estimators – evolving from traditional white papers to deliver a more personalized door-opener or leave-behind that includes personalized quantification as to the “cost of do nothing”, value of change, and more targeted value messaging and case studies.

ROI 80

ROI Sales Process Analysis Comparison 80

Increase Sales

FEBRUARY 10, 2014

Yes your analytics may help you determine how many visitors came to that page, but until the person (hopefully sales lead) actually reaches out, you are still in the dark unless the sales lead signed up for something and you captured his or her contact information. Others RT (Retweet) it and it may earn some “Favorited.”

Marketing 136

Marketing Small Business Small Business Advertising 136

Xactly

OCTOBER 1, 2018

It digs deeper into performance analytics, asks the questions we may not have thought to ask a year ago, and ultimately helps us be more competitive when trying to attract and retain top talent. Insights is a tool that can help sales leaders like me drive a stronger organization and optimize team performance.

Analysis 90

Analysis Data Incentives Incentive 90

Allego

NOVEMBER 30, 2021

Traditional sales content management tools offer quantitative analytics for gauging the impact of sales collateral. By viewing reports and dashboards, marketers can determine which videos, white papers, or one-pagers are viewed and shared most often, based on how long viewers linger on the content. 4 Content Isn’t Effective.

Face-to-face 71

Face-to-face Sales Enablement Video Collateral 71

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. Using predictive analytics.

Decision Maker 54

Decision Maker Channels Study Competition 54

Partners in Excellence

FEBRUARY 26, 2016

After all, why worry about being relevant, when you can just play a numbers game, papering the web with endless emails about your cool products. It seems we have unlimited ability to broadcast and the analytics help us understand the “engagement.” Why don’t you talk to me about that?” Who would win?).

Analytics 48

Analytics Telemarketing Tools Analysis 48

Cincom Smart Selling

OCTOBER 14, 2020

The tough part is analytics. Geoffrey Moore is quoted saying, “Without big data analytics, companies are blind and deaf, wandering out onto the Web like deer on a freeway.”. The difference today is the number of options available to companies seeking analytical capability for the massive amounts of data to which they have access.

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

SBI

NOVEMBER 2, 2017

For example, Model N provides solutions for Finance and Product teams to maximize revenues by designing more effective pricing and discount programs, and analytical solutions to develop new product launch strategies that maximize sales in a global market.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

Allbound

JANUARY 30, 2019

Review your channel analytics to measure your return on engagement and to see what your top performing pieces of content are. For example, training materials on your products, important company details, and sales collateral, such as playbooks and white papers, should all be easily accessible to your partners on the channel.

Channels 60

Channels Collateral Motivation Analytics 60

No More Cold Calling

OCTOBER 30, 2016

According to Forrester, these are people who understand how to interpret balance sheets, have strong analytical skills, and are technology and data savvy. 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.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

The ROI Guy

AUGUST 17, 2012

The good news is that you are already off to a great start, engaging your frugal buyers with the interactive white papers and financial calculators they need to help justify “Why Change?, “Why and “Why You?”. But just developing these tools and posting them to your website is not enough.

Lead Rank 69

Lead Rank Lead Scoring Campaigns Lead Nurturing 69

DialSource

JULY 8, 2020

Last September, we published the white paper, The Rise of Inside Sides , which is now more relevant than ever. At the end of the day, AI does not exist to replace sales reps, but to act as a supportive assistant in regard to automation, analytics, and overall productivity. The Rise of Inside Sales.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

The ROI Guy

JUNE 22, 2010

Experts discussed the strategic rise of the CMO, digital marketing and the rise of on-line spending, and advancements from technologies such as search, online video, social media, and analytics. One of the best ways we have found to connect with customers one-on-one is through interactive white papers. This got me thinking.

Case Study 40

Case Study Marketing Buying Cycle Ideal Customer Profile 40

Showpad

MAY 22, 2019

White papers, product sheets, case studies, and other collateral should live exclusively in your engagement platform, so everyone has access to the same materials and is using them in the same way. Data, reporting, and analytics. Customer-focused content created by marketing needs to be two things: accessible and contextual.

Sales Enablement 74

Sales Enablement Marketing Buying Cycle Direct Mail 74

The ROI Guy

FEBRUARY 15, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. White Papers are Influence Kings, But Need Persona.

Social Media 45

Social Media ROI Media B2B 45

SBI

DECEMBER 12, 2017

Judge forecasts on past and predictive analytics. Here are several noteworthy blogs and white papers to check out: Pipeline Management Series (Part 1): Four Ways to Excel in Data-Driven Pipeline Management. Managing, Forecasting and Analyzing: Analyze activities to auto-assess deal probability. Analyze win/loss.

Ideal Customer Profile 139

Ideal Customer Profile Forecasting How To Scale 139

Miller Heiman Group

AUGUST 12, 2018

As noted in the CSO Insights white paper, “ How to Get a Grip on Forecast Accuracy ,” “When forecasts deviate widely from actuals, it raises questions about the CSO’s ability to manage the business. Development of models and measurements powered by analytics. Reliance on a strong sales process produces superior results.

Sales Forecasts 51

Sales Forecasts Forecasting Lead Rank Lead Scoring 51

Miller Heiman Group

JULY 22, 2018

It’s getting a major upgrade that will synchronize the Blue Sheet with our updated core sales methodology, Strategic Selling® with Perspective , and the release of our new cloud-based sales analytics platform, Scout by Miller Heiman Group. These changes will ensure the Blue Sheet will remain relevant for decades to come.

Industry 51

Industry Influencer Groups Analytics 51

Partners in Excellence

OCTOBER 18, 2017

Moving to the point of this article, I think much of our use of web and other analytics creates a similar problem for our customers and how we engage them. For example, I may download certain white papers, I may go to certain parts of the web site, I may look at certain articles at the site.

Customer 57

Customer Fashion Analytics Buying Cycle 57

Miller Heiman Group

AUGUST 12, 2018

As noted in the CSO Insights white paper, “ How to Get a Grip on Forecast Accuracy ,” “When forecasts deviate widely from actuals, it raises questions about the CSO’s ability to manage the business. Development of models and measurements powered by analytics. Reliance on a strong sales process produces superior results.

Sales Forecasts 48

Sales Forecasts Forecasting Lead Rank Lead Scoring 48

Miller Heiman Group

JULY 22, 2018

It’s getting a major upgrade that will synchronize the Blue Sheet with our updated core sales methodology, Strategic Selling® with Perspective , and the release of our new cloud-based sales analytics platform, Scout by Miller Heiman Group. These changes will ensure the Blue Sheet will remain relevant for decades to come.

Industry 48

Industry Influencer Groups Analytics 48

Sales Hacker

SEPTEMBER 24, 2022

You may also use analytics tools like SEMrush Market Explorer, Sprout Social, or People Pattern to better understand your audience. For example, you could send them free eBooks or white papers, connect with them on social media, or make them a special offer. Salesforce reports that high-performing sales teams are 1.6

Paid Content 118

Paid Content Top of Funnel Funnel Ideal Customer Profile 118

Cincom Smart Selling

MARCH 30, 2016

Marketing spends a lot of time and effort crafting direct-selling product collateral, web pages, campaign support materials, white papers and blog posts. That requires data and analytics. This might be sales collateral for an early cycle, web copy for informational inquiries or white papers for decision-making executives.

Marketing 72

Marketing Demographics Collateral Discount 72

Mindtickle

MAY 2, 2023

Foundational What is a sales enablement program How to align your sales enablement with sales process development How to align enablement efforts with the buyer’s journey How to align sales and marketing teams together Programmatic Onboarding and training Role-playing Content Coaching Analytics What is a sales enablement program?

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

SalesLoft

APRIL 13, 2016

Salesloft’s analytics helps you do that, but also helps you execute it, as well. Download our free white paper and optimize your sales efforts to start crushing your sales development goals today. Your game day now. You’re running those plays. Scale the play. You can develop a cadence. Drawing up the Xs and Os.

Scale 52

Scale Hiring Video How To 52

Partners in Excellence

SEPTEMBER 24, 2015

It’s an article about predictive and proscriptive analytics. Part of my reason is having just returned from Dreamforce 2015, as you would guess, a lot of the sessions talked about analytics. Proscriptive analytics is the foundation of appropriate, disruptive insight. I have to beg your indulgence on this article.

Lead Rank 48

Lead Rank Analytics Marketing Qualified Lead Insurance 48