SBI Growth

DECEMBER 2, 2013

In this post we’ll focus on the B2B Demand Generation (DG) plan. Download the 2014 B2B Demand Generation Planning template here to get started. B2B Demand Generation – Building a Base Plan. Retention campaigns focused on reducing churn in the existing customer base. There are many components to a solid marketing plan.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

Zoominfo

MARCH 27, 2018

On average 29% of B2B customers are fully engaged ( source ). B2B companies retain fully engaged customers more than others by 27% ( source ). 77% of strong omni-channel companies store customer data across channels, compared to 48% for weak omni-channel companies ( source ). Successful Customer Engagement.

Customer 196

Customer Consumer Channels Customer Service 196

Zoominfo

MAY 20, 2021

In fact, for the past ten years in a row, email has been the channel that produces the highest ROI for marketers. Stage 4: Dormant Subscribers, Unsubscribers, and Churn. Once they have unsubscribed or churned through your email marketing funnel it is much more difficult to revive them. Source: Campaign Monitor.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. Here are three common challenges B2B sales reps need to overcome to keep brand experiences delightful for the prospect, plus some tips on how to overcome them. Relationships are everything in B2B sales. Here are 12 more ways to delight your customers in the B2B sales process.

B2B 93

B2B Ideal Customer Profile Top of Funnel Prospecting 93

Zoominfo

AUGUST 24, 2021

That level of attention and traffic needs to convert higher than the typical 1% to 2% averages we often see in B2B marketing. But you don’t want to exhaust these valuable channels. Marketing teams are inundated with so many channels, tactics, and campaigns. Are You Exhausting Email and Social to Distribute Content?

Demand Generation 130

Demand Generation Demand Generation Targets Engineering Top of Funnel 130

Alice Heiman

DECEMBER 13, 2022

Listen to the entire episode to learn how to build your modern B2B sales strategy and team. Watch the podcast below or on our YouTube channel. 12:39] I would describe churn as the devil. [14:16] And finally what is the next conversation that we should be having and our strategy to get there.

Lead Rank 131

Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

Zoominfo

SEPTEMBER 15, 2020

According to a Gartner study, by the end of 2022, more than 70% of B2B marketers will utilize third-party intent data to target prospects. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. Define Buyer Groups In the B2B realm, purchasing decisions aren’t made by just one person.

Intent Data 100

Intent Data Buyer Intent Intent Buyer 100

Zoominfo

JANUARY 13, 2021

With B2B sales reports, sales leaders can decide which ways to: Adapt sales strategies Improve sales rep performance Optimize sales cycles Leaders get to see what works well enough to move forward, and what is holding their teams back. One out of two B2B sales reps fears making cold calls. Let’s continue with our example from earlier.

Report 100

Report Sales Qualified Lead Top of Funnel Lead Rank 100

Zoominfo

JUNE 28, 2023

In this context, a GTM strategy includes defining the target audience, messaging framework, marketing channels, offers, and sales plays your teams will run to convert prospects to leads and leads to customers. Churn Rate: The churn rate shows how many customers you lose during a given period.

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

Smooth Sale

MARCH 11, 2024

Lack of Proper Breaks image source The myth of the perpetual motion worker, who can churn out work without pause, is just that—a myth. These strategies not only help in reclaiming focus but also in establishing a more disciplined approach to work. Regular breaks help the human brain function at its best.

Energy 106

Energy Hiring Lead Rank Lead Scoring 106

PandaDoc

JULY 1, 2020

Only 30% of B2B companies have a formal referral program in place, yet 65% of those with referral programs believe that referrals are very important to their company’s sales success. Because 73% of B2B executives prefer to work with sales professionals who have been referred to them by someone they know and trust. Warm-up cold leads.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Social Media Referrals 98

Zoominfo

OCTOBER 5, 2021

Because B2B organizations often mistake go-to-market strategies as being a new launch. As part of your go-to-market strategy, an outlined process lays out exactly how a product should be sold, where customers can purchase, and which channels to utilize. ZoomInfo MarketingOS Finally, ABM with data you can trust.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Highspot

MAY 3, 2024

It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more. Consistent Buyer Experiences – B2B buyers are more likely to complete deals when they receive consistent information from all supplier sources.

Revenue 52

Revenue Face-to-face Hiring Sales Enablement 52

Hubspot Sales

FEBRUARY 16, 2022

No one knows who our company is"), financial pain points ("Revenue is up, but profitability is low"), or process pain points ("Customer churn is high because our service department is inundated and can't keep up"). Company prides itself on offering omni-channel growth software that improves service levels and reduces operational costs.

Hubspot 131

Hubspot Social Media Churn Sales 131

Zoominfo

JANUARY 18, 2021

Everyone in the world of B2B marketing will tell you that data-driven decision-making is the standard. This provides sales and marketing teams with clear visibility of every opportunity or lead, with the ability to manage inquiries across channels. Or maybe you just want to decrease customer churn rates. Need more convincing?

CRM 100

CRM Ideal Customer Profile Data Strategy 100

Zoominfo

APRIL 25, 2021

That level of quality attention and traffic needs to convert higher than the pitiful 1% to 2% averages we see in B2B marketing today. But what happens when you’re constantly exhausting both channels? Enter chat, a great channel to leverage in order to get your content in front of the right prospects at the right time.

Demand Generation 100

Demand Generation Demand Generation Targets Engineering Top of Funnel 100

Zoominfo

MARCH 6, 2019

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. In fact, 84% of B2B decision makers start the buying process with a referral ( source ). Simply ask customers for their feedback using your business website or customer marketing channels.

Referrals 130

Referrals Marketing Incentives Incentive 130

SalesHandy

MAY 6, 2021

B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. These tools, along with documented processes help facilitate the same tasks over online channels.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Hubspot Sales

DECEMBER 10, 2019

There’s a high opportunity cost to chasing someone who won’t buy (or buys and quickly churns). Honing in on the most valuable accounts and customer stakeholders has helped me accelerate B2B sales at each of these. Determine the best outreach channel. Not all outreach channels are created equal.

Ideal Customer Profile 109

Ideal Customer Profile Lead Rank Lead Scoring Strategy 109

SendBuzz

APRIL 19, 2023

Businesses that effectively engage their B2B customers, experience a significant 63% drop in customer churn. For B2B sales, this strategy will do magic to improve conversion rate and increase customer satisfaction. This is highly beneficial when it comes to B2B sales. That’s where email automation tools come in.

Conversion 78

Conversion Strategy Customer Social Media 78

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. Today, the best B2B marketers and sales professionals are best because they know what makes a successful customer. To succeed, you need to trust the data and step into predictive sales.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

SBI

MARCH 27, 2019

As a new tech savvy generation enters the workforce, new tools should recommend the next best sales and pricing action based on the available data and support self-service eCommerce channels wherever possible. Report: Global B2B Industry Benchmark Report. View the video on their experience.

Data 76

Data Case Study Churn Margin 76

SBI

MAY 2, 2018

Helps B2B companies maximize the top- and bottom-line value of every customer relationship. Our AI software delivers real-time sales and pricing guidance for all sales channels – direct, inside, eCommerce and more. Our AI-based SaaS platform, Zilliant IQ: 1.) Nancy: Who benefits most from your solution?

Revenue 139

Revenue How To ROI Case Study 139

Crunchbase

JANUARY 18, 2022

Prospecting is all about identifying who to market your SaaS product to and targeting those prospects with marketing materials across a range of channels (e.g. Best for over-the-phone B2B sales Enterprise ? Best for high price-point B2B sales Trials & demos ? Step 1 – Prospecting : Get yourself out there!

Sales Process 85

Sales Process Lead Rank Sales Qualified Lead Lead Scoring 85

LeadFuze

AUGUST 22, 2021

Most B2B businesses don’t bother creating a sales forecast. Unfortunately, B2B sales forecasting isn’t a walk in the park. The main problem, especially with the weighted pipeline approach, is that the all-or-nothing nature of B2B opportunities is ignored. Or, you have an idea of next year, but what about 2025?

Sales Forecasts 98

Sales Forecasts Forecasting Hiring Lead Rank 98

Zoominfo

APRIL 17, 2019

Regardless of how healthy your sales funnel seems at a glance, poor customer experience will result in a number of consequences — high churn rates, negative word-of-mouth, lack of trust in your brand, etc. But as they grow their sales funnel, their customer churn rate rises. ZoomInfo is the leading B2B contact database solution.

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

PandaDoc

JULY 1, 2020

Only 30% of B2B companies have a formal referral program in place, yet 65% of those with referral programs believe that referrals are very important to their company’s sales success. Because 73% of B2B executives prefer to work with sales professionals who have been referred to them by someone they know and trust. Warm-up cold leads.

Ideal Customer Profile 52

Ideal Customer Profile Prospecting Social Media Referrals 52

Hubspot Sales

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! Nearbound intel assists in monitoring churn risk, identifying upsell/cross-sell opportunities, and deploying integrations. The Age of Intelligence Selling is more challenging than ever.

Hubspot 83

Hubspot Scale Inbound Sales Qualified Lead 83

The Digital Sales Institute

JANUARY 18, 2021

Sales training programs online could become the preferred delivery channel over the next few years. The impact is an increasingly competitive market, meaning that every business has to fight their corner to avoid revenue decline, customer churn and competitor moves. Sales Training Programs Online.

Training 98

Training Hiring Remedy Video 98

SugarCRM

DECEMBER 20, 2022

Something all B2B marketing and sales teams have in common is an abundance of CRM data and challenges around how to make the most of it. This allows for a unified experience between channels and reduction of the common dissonance that so often drives low responses. Stale Lead and Lost Deal Re-engagement.

Account Based Marketing 48

Account Based Marketing CRM Lead Rank Data 48

OutboundView

FEBRUARY 28, 2019

The inbound marketing for B2B landscape of 2018 is a brave new world for business – one virtually unrecognizable from years past. This playbook is co-written by two veterans of the B2B sales and marketing space, Boudinet Media’s Jeremy Boudinet and OutboundView’s Blake Johnston. Market pulse was tougher to discern.

Inbound 28

Inbound Ideal Customer Profile Top of Funnel B2B 28

Sales Hacker

SEPTEMBER 4, 2018

The creeping fear of failure drove many business leaders in the tech sector to build a reliable safeguard against runaway customer attrition rate (churn). Mitigate churn rate. CS impacts top-line revenues by helping: Reduce churn rates. 2) Churn Rate Reduction/Expansion. 3) Monthly Recurring Revenue (MRR) Churn.

Ideal Customer Profile 56

Ideal Customer Profile Lead Rank Churn Customer 56

Hubspot Sales

FEBRUARY 14, 2024

Ackerman says, “I know brands that have their own Facebook groups or discord channels for their top fans. A channel such as this has additional benefits for marketing. What I like: A direct channel to speak with your audience builds and nurtures connections. Ackerman recommends using her F.A.N. It depends on your audience.

Data 98

Data Segment Email Marketing Webinar Metrics 98

Crunchbase

MAY 14, 2020

With almost 20,000 followers on LinkedIn, Barker is certainly a leader in the sales world, and someone to follow if you’re in B2B sales or marketing. He’s certainly an influencer, churning out relatable content and trolling Twitter on a daily basis. John Barrows. CEO of JBarrows Sales Training. Crunchbase , LinkedIn , Twitter.

Top of Funnel 132

Top of Funnel Scale Twitter LinkedIn 132

SalesLoft

SEPTEMBER 19, 2022

This is where a sales qualification framework comes in: Frameworks (such as MEDDIC ) allow B2B salespeople to gauge deal strength and avoid poor-fit opportunities. Salesloft’s multi-channel workflow supports TOFU activities by streamlining the personalization of one-on-one interactions. How to Optimize Your Sales Funnel.

Top of Funnel 52

Top of Funnel Funnel Examples Lead Rank 52

SBI

JUNE 22, 2021

A study I came across recently reported that 71% of B2B buyers don’t want to talk to a sales rep at all. Garin : Autodesk, as an example, uses demo automation to enable their channel partners. It details a new buyer enablement framework and gives you a map for how to effectively meet the needs of the new B2B buyer.

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

Zoominfo

AUGUST 26, 2021

They must be capable of providing you with sufficient cash flow and not represent downgrade or churn risk. The rep will need to make use of social media channels to prospect effectively and vet whether or not it’s best to approach a prospect via cold calling or a LinkedIn message. A certain amount of gritty resilience is a must.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130