Why Your B2B Brand Matters

Sales Benchmark Index

With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Marketing Strategy Video 360-degree brand b2b brand b2b marketing brand brand audit brand experience CMO lifesize tiffany nels

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Create an Inspiring B2B Brand

Sales Benchmark Index

Marketing Strategy Video 360-degree brand b2b brand b2b marketing brand brand audit CMOJoining us for today’s show is Simon Mouyal, the Chief Marketing Officer for Medidata. Simon is recognized as one of the top 100 CMO’s in the world and knows how to make the number.

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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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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

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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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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

The Role of Your Brand in Driving B2B Revenue

Sales Benchmark Index

Marketing Strategy Video audit b2b brand brainshark brand audit brand planning brand positioning brand strategy Brendan Cournoyer create inspiring brand develop brand strategy marketing leader re-brand rebrand rebranding sales team sales team implementation strategic process

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Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant.

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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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[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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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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The Digital Transformation of a B2B World

Sales Benchmark Index

Corporate Strategy Marketing Strategy Product Strategy Sales Strategy Video b2b CDO chief digital officer customer expectations customer experience design digital marketing digital transformation digitization grow your brand mark lister marketing strategy ness prospect expectations revenue growth sales sales initiativeOur guest today is Mark Lister, the Chief Digital Officer for Ness Digital Engineering.

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Engaging B2B Customers Through Immersive Experiences

Sales and Marketing

Tapping in to the experiential trend is essential for building a brand, engaging B2B customers, and driving sales. Follow these three key steps to plan and implement immersive experiences that engage your B2B customers and transform sales. When planned and executed strategically, nothing resonates with B2B customers quite like an immersive experience. Author: Maura McCarthy, Vice President, Communication Solutions, ITA Group, Inc.

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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

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.

3 Ways NOT to Sell B2B [NEW REPORT]

DiscoverOrg Sales

When we commissioned a study that asked 270 B2B buyers about their feelings on salespeople, the response revealed … shall we say, room for improvement. With technology taking on the role of Information Provider , the role of the B2B salesperson must become a Customizer of Experience. Sell B2B features, NOT benefits. Our study found buyers sense the salesperson’s agenda to make the B2B sale and feel pressured.

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Future of B2B Sales

The Digital Sales Institute

Future of B2B Sales. B2B sales and the impact of social media, data, connectivity, and technology are bringing a step change in how companies sell. B2B sales are about to evolve like never before by embracing the advantages digital technology provides. Future of B2B sales.

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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.

The More and Less of B2B Marketing

Sales and Marketing

When it comes to effective B2B marketing, sometimes less is more, and sometimes more is more, but it may not always be so obvious. The simple truth for most B2B companies is you really don’t need more leads. According to recent research, an average B2B decision involves more than a dozen individuals over many months, or even years. In fact, many B2B companies are doing it now and seeing significant improvements in efficiency and real, tangible results in sales.

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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.

#B2BMX Recap: What Every B2B Marketer Should Focus on in 2018

Smart Selling Tools

Naturally that makes sense since we provide Sales Leaders with free resources on how to navigate the Sales Technology landscape, so when I had the opportunity to join the B2B Marketing Exchange conference this past week in Scottsdale, I was excited. Half of all B2B researchers are millennials.

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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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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).

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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.

The Revenue Marketer’s Guide to B2B Field Events

Sales Benchmark Index

B2B marketing leaders drive hyper-growth by bridging the gap between the corporate office and the field. Article Marketing Strategy Sales Strategy b2b marketing event marketing event toolkit field event Field Event B2B Marketing field marketing event Marketing toolkitIf you are investing in field events, and not generating desired outcomes, consider thinking like a B2C marketer. To do this, you need to.

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What B2B Companies Can Learn from Uber’s Pricing Strategy

Sales Benchmark Index

Article Corporate Strategy Pricing Strategy Sales Strategy b2b pricing methodology pricing strategy uber's pricing strategy value based pricingUber is a fascinating company.

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 Emotional Sales Formula - Curiosity. Obsession. Fever. Action. Passion.

Sales and Marketing

Tony Hughes is a bestselling author, award-winning blogger and the most read LinkedIn author globally on the topic of B2B sales leadership. Author: Tony Hughes You may be struggling thinking, "What on Earth am I doing, I hate this job!". I know, you fell into sales, and perhaps from there, sales management. I think of what powers me to prevent burnout and I think of these five words.

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Five Tips for Being a Better B2B Sales Manager

Sales and Marketing

The B2B world is increasingly on-the-go, and – as I’ve mentioned above, increasingly competitive. Author: Kevin McGirl Sales managers have a tough job. Leading a team of salespeople in a world of ever-changing purchasing trends, a proliferation of new engagement channels, and highly educated customers, is stressful. It requires patience, agility, and a lot of motivational guidance.

B2B 192

What B2B Companies Can Learn from Uber’s Price Discrimination?

Sales Benchmark Index

Article Corporate Strategy Pricing Strategy Sales Strategy b2b Price Discrimination pricing methodology pricing strategy uber's pricing strategy value based pricingUber is a fascinating company.

Top Predictors of Damaged B2B Accounts

Sales and Marketing

Issue Date: 2016-10-24. Author: Rick Reynolds, CEO of AskForensics.

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?

Yes, a B2B Sales Experience Can Be Euphoric for Your Buyer

Connect2Sell

B2B sales effectivenessBuyers are looking for a BSB sales experience that's different. They’re looking for much more than a transaction. They're looking for an experience that is rich and meaningful and includes an opportunity for them to contribute. to take from the experience what's going to be useful for them. It needs to be relevant, and it needs to be something that involves an element of the unexpected.

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Will “Demo Automation” Work for Your B2B Sales Organization?

Smart Selling Tools

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Like a lot of presales leaders, he was in a resource crunch, being asked to more with less.

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3 Most Effective Ways to Further Engage Your B2B Leads

Sales and Marketing

Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process. To maximize engagement, B2B companies must understand what they stand to gain and the three components of successful communications.

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B2B Sales Ever Changing – Are You

Score More Sales

B2B B2B SalesAfter a very full day at sales summit Accelerate ’16 in Park City, UT, put on by InsideSales.com, there is no question how professional selling is changing through more science and data.

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B2B strategy, B2C results

Sales and Marketing

Teaser: When marketers evolve their tactics and view digital media as a unique marketing function, they start to realize the cross-functional power it can have, its ability to independently impact the brand and the bottom line, and its capacity to deliver B2C results for B2B marketers.

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[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. It may be true that some sales professionals are, shall we say, less than professional; but B2B buyers have to get their products and services somewhere, so it’s important to make this inevitable relationship a positive one. The post [STUDY] Bridging the Great B2B Vendor-Buyer Divide appeared first on DiscoverOrg.

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[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

As sales professionals know, the B2B buyer’s decision process is ultimately influenced by timing, office politics, budgets, vendor philosophy, and past experience – in addition to the quality and fit of the product or service itself. What do B2B buyers want to see on vendor websites? Every major B2B purchase progresses through four sales cycle stages, and different types of influencers determine which vendor is in the lead at each stage.

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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.

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