How B2B Sales Benefits from Prescriptive Analytics

Smart Selling Tools

For B2B sales reps who are stretched thin over many accounts, this is a seller’s dream. Many B2B enterprises are turning to prescriptive, AI-based solutions to help their sales teams drive the company’s financial metrics of revenue and profit.

Missing the Obvious in B2B Marketing Actions

Increase Sales

Sometimes the simplest B2B marketing actions deliver the best results. Not having a phone number, email or even physical address turned off B2B buyers by 44% of those surveyed. Marketing B2B marketing B2B marketing actions marketing actions

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Trending Sources

Top B2B Marketing Blogs: Key Ingredients

Pointclear

What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration.

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2014 B2B Marketing Trends That Work

Pointclear

As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. B2B Marketing

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The B2B Marketer’s Holy Grail for Customer Marketing

Sales Benchmark Index

Marketing Strategy Sales Strategy Video ABM Account Based Marketing b2b marketer b2b marketing b2b sales leaders customer marketing definitive guide holy grail of customer marketing jennifer arnold vice president of marketing vp of marketing

Should Women in B2B Sales Sound Overly-Friendly to Succeed

Score More Sales

B2B women in salesRecently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions.

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LinkedIn and Effective B2B Marketing Strategies

Increase Sales

LinkedIn closely follows Twitter when it comes to effective B2B marketing strategies according to a survey conducted by Regalix Research. What continues to amaze me is the number of B2B professionals who fail to engage in effective B2B marketing strategies.

How Do You Sell to a Millennial B2B Decision-Maker?

Anthony Cole Training

How to Sell selling to millennials how to sell to millennials B2B marketingA Guest Post by Salesloft.com.

B2B Salespeople Send 16,000+ Unqualified Proposals Each Day!

Understanding the Sales Force

And what if these visuals could demonstrate that B2B salespeople create and send more than 16,000 inappropriately timed proposals each day?

Is Your B2B Brand a “Me Too” Pretender?

Sales Benchmark Index

Article Marketing Strategy accenture b2b brand b2b marketing brand planning brand strategy fedex ibm joe derosa sap upsAre you building a “me too” brand? Your competitors are making the same claims and promises as you. They are even using the same words.

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3 Referral Selling Skills All B2B Sales Reps Should Practice

No More Cold Calling

B2B sales reps don’t get good overnight either. Here’s how B2B sales professionals can keep their referral skills sharp: 1. The post 3 Referral Selling Skills All B2B Sales Reps Should Practice appeared first on No More Cold Calling.

What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

Understanding the Sales Force

I'm going to share my 10 reasons why this is happening and you might be very surprised with my conclusion at the end of the article where I provide an important warning for B2B Sellers. Dave Kurlan Consultative Selling sales strategy amazon.com B2C B2BImage Copyright AdrianHancu.

Chairs are Dead—and Other B2B Marketing Hogwash

Pointclear

Earlier today I was talking to my wife about the B2B marketplace. I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing).

2014 Planning Metrics for B2B Marketing Leaders

Sales Benchmark Index

Focus on the core business drivers that B2B Marketing is fully capable of providing. The top three success metrics for B2B marketing include: Lead Generation team % of Contribution to Sales Revenue (Wins). The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue.

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[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. Martin for a deep dive into the candid thoughts of B2B buyers and what kind of sales experience they prefer. Research goals of the B2B buyer study.

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Cracking the B2B Code on Facebook

Sales Benchmark Index

What about for B2B? The B2B CMO’s that I have asked are typically skeptical of a Facebook investment. A common answer is, “Facebook is for personal usage, not B2B. LinkedIn is the gold standard for B2B social marketing. Does this mean B2B shouldn’t leverage Facebook?

The Power of Trust in B2B Selling

Score More Sales

The post The Power of Trust in B2B Selling appeared first on Score More Sales. Recently I posted about how leaving well-crafted voice mail messages for a prospective customer can be a way to build trust with someone who does not know you yet.

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Beware This Really Big Gap in Your B2B Sales Strategies!

No More Cold Calling

When crafting your B2B sales strategies, think of the sales process as a curve. The Referral Gap in B2B Sales Strategies. Without referral programs in your B2B sales strategies: 1. Improve Your B2B Sales Strategies: Close the Referral Gap.

How B2B Marketers Drive Measurable Revenue Growth?

Sales Benchmark Index

Marketing Strategy Podcast b2b marketing campaign brief campaign budget campaign objectives campaign planning campaign strategy campaigns Chief Marketing Officer CMO funnel contribution head of marketing marketing campaign Marketing campaign planning revenue growth touch-points vp of marketing

Your Guide to B2B Marketing Campaigns that Generate Revenue

Sales Benchmark Index

Today’s show is a rare opportunity to hear from an entire B2B marketing leadership team on a key topic that will make or break the year for most companies. Sales Strategy Video b2b marketing campaign planning campaign return campaign strategy CMO generate return vp of marketing

6 traps successful women avoid in b2b sales

Sales Training Connection

Successful Women in B2B Sales. Selling in B2B accounts is not easy for any salesperson. Successful female salespeople come to every B2B sale knowledgeable about their product, competition, and the customer.

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How Top B2B Marketing Leaders Engage at QBRs

Sales Benchmark Index

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. Article Marketing Strategy b2b marketing QBR Quarterly Business Review sales qbrFor many marketing leaders the sales team’s QBR is an afterthought.

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The Most Untapped Leverage Point For B2B Growth

DiscoverOrg Sales

Direct mail is hot in B2B right now, for good reason: it can be extremely effective.

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B2B is Dead – Long Live B2P

DiscoverOrg Sales

B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world. B2B sales and marketing – stuck in a cage. B2B branding falls short.

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Unmask the Emotional B2B Buyer

Sales Benchmark Index

Article Marketing Strategy buyer behavior buying process map emotional buying

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

Pointclear

B2B Sales Prospect DevelopmentShould you leave a voicemail? One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”.

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The Next Big Prediction in B2B Sales

Sales Benchmark Index

In 2011, Gerhard Gschwandtner, publisher of Selling Power Magazine, made the last great prediction in B2B sales. What the Next Big Prediction in B2B Sales Means to You. Mike Drapeau is famous for looking into the dusty corners of sales productivity.

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B2B Sales Trends for 2018

Pipeliner

It’s about time B2B professionals caught up. In the context of B2B, this might mean using predictive analytics to better understand where buyers are in the customer lifecycle, which offers are appropriate to pitch at any given point, and even how to reduce churn. Which of these B2B Sales Trends for 2018 do you think will have the biggest impact? Which of these B2B Sales Trends for 2018 do you think will have the biggest impact? The new year is fast approaching.

Nine B2B Sales Myths Busted

Score More Sales

The post Nine B2B Sales Myths Busted appeared first on Score More Sales. image courtesy of Docusign. Recently a panel discussed 9 of the top sales myths in business-to-business selling.

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Personalize B2B Mobile Site to Grow Revenues

Score More Sales

We have run into many B2B websites lately that do not work well on mobile devices. There are still some things that differentiate a B2B (business-to-business) transaction from B2C (business to consumer).

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Dear CEO: Find out how well your team is nurturing its B2B sales leads

Pointclear

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. B2B Sales Lead NurturingWhen you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. Here is why: You have heard the expression that to a hammer everything looks like a nail.

Is Your B2B Content Marketing Failing to Contribute to Revenue Growth?

Sales Benchmark Index

Corporate Strategy Marketing Strategy Podcast b2b brand b2b content marketing brand preference content execution content marketing content marketing budget emily rakowski vp marketing vp of marketing

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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

Pointclear

In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. B2B Marketing B2B SalesCold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers.

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[VIDEO] 3 B2B Sales Techniques to Close Cold Leads

DiscoverOrg Sales

In this video we’ll explain how to use a few techniques in your B2B sales efforts. Nurture cold dead B2B sales opportunities. The post [VIDEO] 3 B2B Sales Techniques to Close Cold Leads appeared first on DiscoverOrg. Outbound Selling Sales Strategies Video B2B Sales B2B Sales Insights Cold Calling Cold leads Outbound Sales Sales Effectiveness sales strategies Sales Tips

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6 B2B Sales Trends to Watch in 2018

Vainu

This is already the third time we’ve put the crystal ball on the table to predict the future of B2B sales. These are the trends we believe will shape the world of B2B sales in the coming year. B2B SalesIn the past, we have accurately predicted the rise of sales automation , artificial intelligence and several other things. There are also trends that we have missed and predictions that didn't quite happen (yet?).

B2B sales – is more better?

Sales Training Connection

Because of the type of sale and the buyers, the study construct does raise some flags about its applicability to B2B selling. A myth that is still being repeated time and time again even in B2B sales. How many reasons should you share with the customer to purchase your product?

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How B2B Buyers Search for Tech Solutions

Tenfold

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior.

How B2B Social Sellers Align With Their Buyers

Sales Benchmark Index

In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. This article is for B2B Sales Reps who work in complex sales environments. Based on our research, B2B companies and their Sales Reps see the following benefits: Close 1/3 more deals.

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LinkedIn Still Remains An Undiscovered B2B Marketing World for Many

Increase Sales

In the B2B sales world, finding potential customers, strategic partners and even solid information becomes a more time consuming task. LinkedIn is a great resource for those in B2B sales.

8 traps successful women avoid in b2b sales

Sales Training Connection

Women in B2B Sales. A few weeks ago we posted a blog: 6 traps successful women avoid in b2b sales. Women selling into b2b accounts must be their own biggest advocates – not lay barriers for their own success.

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