Sales and Marketing Management

JANUARY 18, 2021

Scheduling call-backs. Logging the details associated with each call. It is a well-known fact that telecommuting is becoming the norm regarding B2B sales. Another issue which has plagued B2B sales for years involves scenarios when a client (or prospective client) contacts the firm directly. Updating records.

Webinar Metrics 199

Webinar Metrics B2B Strategy Telecommunications 199

Zoominfo

JUNE 22, 2022

In today’s crowded B2B ecosystem, where personalization and relevance are seen as crucial competitive differentiators, the idea of cold calling might seem archaic. As daunting as cold calling may be, it still has a place in today’s sales pipelines. What is B2B Cold Calling? Not all calls are created equal.

Cold Calling 130

Cold Calling B2B Commission Exact 130

No More Cold Calling

JUNE 6, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Zoominfo

AUGUST 1, 2023

Chorus records, transcribes, and analyzes video and phone calls to harvest key GTM insights. It can turn a completed call into an actionable after-meeting brief, complete with action items and next steps. “I I used to spend probably an hour or two a day just going back and reviewing the tape from calls that had happened,” Salzman says.

Data 130

Data B2B Harvest Scale 130

Zoominfo

JANUARY 4, 2022

Here are four B2B marketing trends to implement (or at the very least, be on the lookout for) in 2022. B2B Marketing Technology Trends Trend #1: Consolidation of martech systems We see digital marketing headed toward consolidated tech stacks with strong integrations. You give them air cover and ping it back to sales.

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

Sales and Marketing Management

DECEMBER 14, 2020

You can jump on these changes and charge toward the new reality of selling, or you can hold back and be told to address these issues to catch up with your competitors. The B2B buying process isn’t as linear or predictable as most companies assume. Before the pandemic 70% of B2B selling was already “inside selling.”

B2B 199

B2B Revenue Top of Funnel Margin 199

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . Awareness, Interest, Evaluation, Purchase). Awareness, Interest, Evaluation, Purchase).

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

The Pipeline

SEPTEMBER 24, 2019

More often defined by a B2B buyer’s view of ‘“Do’s” and “Done’s”’ Question Of Timing. Every project that includes what we in sales like to call “ a complex sale ,” has a corresponding “Complex Buy.” By making them look back to things they’ve resolved. Can’t blame them for thinking we are slowing them down.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

DiscoverOrg Sales

JUNE 21, 2017

Three of those plays we run involve some form of going back to leads that went dead on us and bringing them back to life. In this video we’ll explain how to use a few techniques in your B2B sales efforts. Refresh cold leads with web form go-backs. Play number one is what we call web form go backs.

Sales Qualified Lead 202

Sales Qualified Lead Lead Rank Lead Scoring B2B 202

Hubspot Sales

JUNE 15, 2023

In this post, learn more about how B2B salespeople leverage AI, and how you can adopt it into your processes. Table of Contents How do B2B salespeople feel about AI? Top Ways B2B Sales Teams Are Using AI/automation Tips for Building a B2B Sales AI Strategy The Future of AI in B2B Sales How do B2B salespeople feel about AI?

B2B 103

B2B Benefit Data Lead Rank 103

Sales and Marketing Management

JUNE 25, 2018

Get a standing desk and pound out 50 triples; call me in the morning. Study your prospects and then call them to tell them something that would add value if they were a colleague, neighbor or friend that you actually wanted to help do better financially. How do you get your MOJO back day in day out? Can you relate to these?

B2B 319

B2B Banking Conference Decision Maker 319

DiscoverOrg Sales

JANUARY 15, 2019

Are there differences selling to men and women in a B2B sales process? In B2B sales, isn’t it all the same? Buyers make decisions the same way – the price, the functionality, the value they get back, and the recommendations from their peers.”. Both men and women prefer email to cold calls. Who prefers a phone call?

B2B 192

B2B Cold Calling B2C Fashion 192

Allego

FEBRUARY 15, 2024

For example, AI-generated call summaries help sales reps with strategic next steps following meetings with buyers. A Deeper Dive into AI’s Advantages in Sales The adoption of AI in B2B selling goes beyond basic operational efficiencies. Does the platform provide call summarization with generative AI?

B2B 71

B2B Coaching B2C Tools 71

Zoominfo

FEBRUARY 28, 2018

Technological advancements have the ability to transform any industry or job function overnight—including B2B sales. Today’s blog post breaks down some of the most impactful technological developments B2B selling has seen in the last few years. Here are five important ways technology has permanently changed B2B selling.

B2B 225

B2B Social Media CRM Social Selling 225

Zoominfo

AUGUST 31, 2020

It’s been called everything from the ‘ too dangerous to release ’ and the ‘ Robot Apocalypse ,’ to ‘overhyped,’ to ‘shockingly good.’. And like anything ambitious, there are plenty of possibilities and drawbacks to consider, so let’s scale the enormity of it all back, and focus on the following question: How will GPT-3 impact the B2B space?

Data 179

Data B2B Industry Engineering 179

Zoominfo

MAY 21, 2019

Welcome to the May edition of the ZoomInfo B2B Blog Post Round-Up series. These blog posts typically explore topics related to B2B marketing, B2B sales, recruiting, or business growth. So, without further hesitation, let’s take a look at our favorite B2B content from the month of May. Continue reading. Final Thoughts.

B2B 189

B2B Lead Generation Lead Rank Consumer 189

Sales and Marketing Management

NOVEMBER 12, 2018

Author: Anand Srinivasan The typical B2B sales process goes through four distinct stages. So how do you build such a sales structure for your B2B organization? You may then go back to the drawing board to see how your product or service can help them move towards this destination. The RST Model. The ideal sales team is.

B2B 205

B2B Hiring Lead Rank Scale 205

Zoominfo

SEPTEMBER 8, 2019

Keep reading for our top five reasons to send your employees to a B2B conference or tradeshow this year! They’ll hear from thought leaders and experts at the forefront of your industry and will leave with a fresh supply of tips and best practices to implement—which they can then share with colleagues back in the office.

Conference 162

Conference B2B Face-to-face Scale 162

Zoominfo

APRIL 11, 2018

Although there will never be a foolproof way to hire the best B2B sales reps, we’ve compiled a list of the top characteristics to look for and the questions you should be asking to determine if a candidate is a good fit. To succeed in B2B sales, a rep needs to be a quick thinker. Very few people enjoy getting sales calls or emails.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

The Pipeline

FEBRUARY 16, 2015

Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. Our buyer are struggling to pack 16 or more hours in to a 10 hour day, and taking bad calls from bad sales people is not on the list. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Call-back 120

Call-back Cold Calling SAP Face-to-face 120

Sales and Marketing Management

JANUARY 26, 2018

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. It’s called buying by committee. Let’s start with why less is more. It’s not as far-fetched as it sounds.

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

Sales Hacker

FEBRUARY 14, 2023

Using TikTok for B2B selling might seem unprofessional. But TikTok has proven a powerful channel for B2B messages. In this guide, I’ll take you through the top 5 strategies for leveraging TikTok for B2B sales — backed by research-based stats and live examples. Why use TikTok for B2B sales? TikTok users are 1.7x

B2B 90

B2B Top of Funnel Ideal Customer Profile Video 90

Sales and Marketing Management

MAY 18, 2018

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. Step One: Know What Motivates Your Customers. Surveys – the old standby – are no longer enough.

B2B 221

B2B Customer Social Media Face-to-face 221

Zoominfo

APRIL 10, 2019

Think back to the last time you had a phone conversation with a recruiter, who did most of the talking – you or them? For B2B organizations especially, a sale typically isn’t made after one cold call. The ability to accept, overcome, and bounce back from disappointment is what sets successful reps apart from the mediocre.

B2B 185

B2B Hiring Salary Scale 185

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Allego

JULY 10, 2023

B2B Buying Behavior Changed Forever The pandemic was the biggest digital disruption the world has seen, triggering new ways of working, communicating, and buying. B2B buyers want the B2C buying experience. There’s no going back to what I call “the before times.” And it altered buyers’ behaviors. Forrester 2.

B2B 62

B2B Microsoft Buyer SalesForce 62

eGrabber

SEPTEMBER 5, 2023

In the fast-paced world of B2B marketing, time is a precious commodity. One critical aspect of your role is B2B sales prospecting – identifying potential leads that align with your target audience and business goals. But you don’t need to worry, there are B2B sales prospecting tools to help you out. Those days are gone.

Ideal Customer Profile 59

Ideal Customer Profile B2B Prospecting Lead Generation 59

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. Cold call with composure, confidence, and persistence. What is B2B prospecting? Maintain a presence in LinkedIn groups.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

Crunchbase

MARCH 17, 2022

B2B marketers are catching up with the B2C space in using social media to drive revenue. Social selling , which is a way to engage and get to know prospects through social media, has become an area in which B2B brands must be competitive. Social selling tip No. 1: It’s not just a profile—it’s a story.

Social Selling 129

Social Selling B2B Ideal Customer Profile Social Media 129

Sales and Marketing Management

SEPTEMBER 17, 2018

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. To back up your claim, link to a case study on your website that provides more details. Add a Call to Action.

Conversion 293

Conversion Sales Qualified Lead B2B Direct Mail 293

Score More Sales

AUGUST 26, 2014

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). There are still some things that differentiate a B2B (business-to-business) transaction from B2C (business to consumer).

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Zoominfo

AUGUST 29, 2018

‘Emotions’ and ‘feelings’ aren’t words that come up often in the B2B world. B2B products tend to be complex and more practical than flashy– so B2B organizations often value logic and reason over emotions. . But, emotions play a larger role in B2B purchase decisions than you may realize. Enter, sentiment analysis.

Analysis 176

Analysis B2B Airlines Marketing 176

SBI Growth

MARCH 11, 2013

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. Ride Alongs” with Sales Reps on live sales calls can provide tremendous insights. For confidentiality, I will call the Sales Rep "Bill"). The Benefits of Alignment.

Buyer 333

Buyer B2B Lead Rank Lead Scoring 333

A Sales Guy

MARCH 30, 2012

I’ve just released my new ebook, INTRIGUE, The Only Thing You Need for a Successful Cold Call. Despite online arguments that cold calling is dead, cold calling is still absolutely critical to prospecting in B2B sales. . How to improve the success of your cold calling campaign.

Call-back 112

Call-back Cold Calling Prospecting eBook 112

Zoominfo

JANUARY 11, 2021

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. link] Types of Customer Pain Points B2B customer pain points can generally be split into four different categories: Productivity, financial, processes, and support. What is the main thing holding your business back from growth?

Intent Signal 100

Intent Signal B2B Customer How To 100

DiscoverOrg Sales

JANUARY 8, 2019

Here’s what shook up the B2B data world in 2018 – and what I think that means for our industry in 2019. Yesterday, for example, I should have called IBM first, but today I should call Microstrategy first – based on what people at each account are clicking, posting, and downloading. I hate the word AI.

Data 149

Data B2B Intent Data Intent 149

No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. I’m calling it out, because everyone feels the same way. And then you might owe them something back. Research shows cold calling scripts and tricks don’t work, but referrals do. 4 Secrets to the One-Call Meeting: Your Powerful Referral Program. That’s embarrassing.).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373