Zoominfo

AUGUST 15, 2018

Brand awareness is a critical, but often neglected component of B2B company growth. In fact, strong brand awareness is often linked to increased financial performance, higher sales volume, higher quality employees, valuable partnership opportunities and more. Prioritize consistent corporate messaging. Be a brand role model.

B2B 157

B2B Social Media Hiring Collateral 157

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. ” ( source ). ” ( source ).

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Sales and Marketing Management

MAY 17, 2020

Organizations are doing their best to navigate this new landscape of layoffs, remote working, canceled events, slowing sales and demand slumps. Being well-prepared and truly understanding how to get your people, your operations and your sales back and running at full bore will be essential for survival. That’s the bad news.

Engineering 207

Engineering Revenue Incentives Incentive 207

Hubspot Sales

JULY 15, 2020

As businesses continue navigating the challenges that have resulted from the COVID-19 pandemic, many sales leaders are wondering the best path forward. One of the toughest changes sales leaders need to adapt to is the dramatic impact the events of 2020 have had on win rates. It’s a tough question and doesn’t have a single right answer.

Pipeline 138

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 138

Sales and Marketing Management

JUNE 29, 2020

Author: Paul Nolan To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality. A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). Feedback: Use surveys to collect direct feedback. The most common method is a Net Promoter Score survey, which directly asks customers how likely they are to refer your brand and products on a scale of 1 to 10. Choose the right incentives.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Sales and Marketing Management

JUNE 29, 2020

Being well-prepared and truly understanding how to get your people, your operations and your sales back and running at full bore will be essential for survival. As organizations emerge from the pandemic crisis and fire up their sales engines, it’s clear that the channel must adapt?— Leverage the right engagement tools to drive sales.

Engineering 156

Engineering Revenue Incentives Incentive 156

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. In the world of B2B sales, the conventional thinking has become especially stark. A number of industry pundits have even gone so far as to presage “the death of the B2B salesman.”. B2B Buyer Experience Survey Outline.

Buyer 81

Buyer B2B B2C Survey 81

Sales and Marketing Management

JANUARY 20, 2018

Author: Kostas Chiotis Picture this: your company wants to boost its sales with an incentive program. At the same time, your PR and SEO should work together to ensure that any paid sponsorship, such as for a B2B corporate event, are “no follow” so that you don’t risk a Google penalty. What do you do?

Guidelines 189

Guidelines Media Channels Google 189

Zoominfo

SEPTEMBER 24, 2019

When a customer gives you their money, they need to trust that your product or service will deliver on the promises made during the sales process. This can make the customer doubt the quality of your products and even make them believe you purposely misled them throughout the sales process. Offer an additional incentive.

Cancellation 171

Cancellation Remedy Lead Rank Lead Scoring 171

Zoominfo

SEPTEMBER 26, 2018

Whether through anonymous surveys or face-to-face meetings, find out what they love most about working at your company—and what they’d like to be different. For this reason, we recommend that you offer incentives to employees who recommend new hires, share content, and promote branded information.

Hiring 250

Hiring Social Media Face-to-face Channels 250

CloserIQ

JULY 20, 2020

Your ability in retaining b2b salespeople hugely impacts the success of your sales teams. Many of your top-performing sales reps are being actively recruited by other companies. According to a Glassdoor survey , 68% of sales professionals plan to look for a new job within the next year.

B2B 76

B2B Incentives Incentive Compensation 76

Zoominfo

SEPTEMBER 1, 2019

Respondents in a Loyalty360 survey found that 44% of customers who experience bad service will stop their purchase and seek a different provider. Let’s talk about one of the biggest mistakes B2B brands make. It goes without saying: Always ask for permission before featuring a customer’s likeness in any of your B2B marketing content.

Loyalty 130

Loyalty Customer Incentives Incentive 130

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). Feedback: Use surveys to collect direct feedback. The most common method is a Net Promoter Score survey, which directly asks customers how likely they are to refer your brand and products on a scale of 1 to 10.

Referrals 130

Referrals Marketing Incentives Incentive 130

Zoominfo

SEPTEMBER 5, 2023

Harnessing AI requires a strong alignment of incentives across departments, coupled with high-quality data and experienced resources to get the job done. With a foundation of the most comprehensive B2B data available, it’s possible to turn those challenges into opportunities with plenty of upside. The good news?

Lead Rank 130

Lead Rank Data Marketing Segment 130

The Digital Sales Institute

FEBRUARY 24, 2021

The Future B2B Sales Strategy. The future B2B sales strategy will have to account for both the harsh business and economic challenges that will prevail for probably a good five years. Sales leaders looking to balance their immediate goals with long term opportunities will need to plan for the four N’s.

B2B 59

B2B Strategy Margin Negotiation 59

Nutshell

FEBRUARY 14, 2025

Website popups have become a staple for B2B digital marketing teams, delivering opportunities for businesses to capture visitor attention, generate leads, and drive audience engagement. They have proven to be an effective marketing tool in the B2B environment. Table of Contents What is a website popup for B2B businesses?

Examples 62

Examples B2B Webinar Metrics Campaigns 62

Janek Performance Group

APRIL 24, 2024

In B2B sales, autonomy, creativity, and adaptability are essential for success. Therefore, micromanaging your sales team can have detrimental effects on morale, productivity, and outcomes. In research cited by the Center for Sales Strategy , 69% of workers considered changing jobs because of micromanagement.

B2B 62

B2B How To Exercises Coaching 62

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Read on to hear my tactics for ending a sales email.e Be clear and concise about what you want your customers to do next.

Closing 113

Closing Quota How To Webinar Metrics 113

Sales Hacker

FEBRUARY 17, 2022

COVID-19 has changed people’s buying habits, and that’s just as true for B2B buyers as it is for individual consumers. As we begin 2022, B2B buyers are more digitally inclined than ever. Of course, the shift to digital sales tactics has been underway for years. What sales investments should you focus on in 2022?

Top of Funnel 97

Top of Funnel Lead Rank Lead Scoring Forecasting 97

Sales Hacker

SEPTEMBER 29, 2023

The annual Gartner 2023 CMO Spend and Strategy Survey was conducted in March and April 2023. See figure below based off CMO’s survey responses on where to cut martech spend in 2023. TL;DR: Marketing spend effectiveness is highly dependent on company stage, industry, ideal customer persona, sales cycle, etc.

Top of Funnel 115

Top of Funnel Marketing Ideal Customer Profile Channels 115

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. The more up-to-date information you can see on your future customers, the better equipped you’ll be throughout the entire sales process, which is why we focus on real-time intent.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

CloserIQ

JULY 20, 2020

Your ability in retaining B2B salespeople hugely impacts the success of your sales teams. Many of your top-performing sales reps are being actively recruited by other companies. According to a Glassdoor survey , 68% of sales professionals plan to look for a new job within the next year.

B2B 52

B2B Incentives Incentive Compensation 52

Crunchbase

JANUARY 12, 2022

The world of B2B sales has undergone significant transformation over the past two years, and while some changes are starting to settle in as the new normal, I anticipate 2022 will bring yet another round of shifts. Virtual selling isn’t a fad—it’s a permanent shift in sales norms. Search less. Close more.

Retention 52

Retention Trends Intent Signal B2B 52

Janek Performance Group

JUNE 4, 2024

In B2B sales, cross-selling and upselling are pivotal to maximizing growth and profitability. Most likely, this stems from negative sales stereotypes. It can also include package deals, bundles, and incentives, such as a suite of widget-related products/services. Further, HubSpot’s 2024 State of Sales Report is revealing.

B2B 62

B2B Case Study Insurance Insurance 62

DiscoverOrg Sales

MAY 4, 2017

DiscoverOrg released a Growth Drivers survey of high-growth companies , analyzed key findings, and found some surprising commonalities among these rising stars. Henry : When we set out to do this survey, one of the things that we’ve always strived to do as a company is to really help our clients grow their business.

Company 120

Company Conversion Outbound Video 120

Zoominfo

NOVEMBER 3, 2019

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. ” ( source ) In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. Keep reading!

Hiring 100

Hiring Sales Qualified Lead Lead Rank Lead Scoring 100

Zoominfo

SEPTEMBER 26, 2019

Of course, monetary incentives like pay raises and bonuses are one way to motivate employees to work harder. In fact, a recent survey of Millennial job candidates found that 74% want a job where they feel like their work matters ( source ). The question is: how can leaders inspire their employees to work to their full potential?

Motivation 147

Motivation Hiring Construction Positioning 147

Zoominfo

OCTOBER 5, 2021

When a customer gives you their money, they need to trust that your product or service will deliver on the promises made during the sales process. This can make the customer doubt the quality of your products and even make them believe you purposely misled them throughout the sales process. Offer an additional incentive.

Cancellation 100

Cancellation Remedy Lead Rank Lead Scoring 100

Sales Hacker

NOVEMBER 16, 2021

The more you automate your lead generation process, the more streamlined your sales funnel will be. The benefits of this approach include creating a steady stream of sales leads and increased sales productivity. It combines B2B data, data outsourcing, and robotic process automation, to increase qualified leads exponentially.

Paid Content 121

Paid Content Lead Generation Lead Rank Lead Scoring 121

The Ultimate Sales Executive Resource

MARCH 4, 2013

In 2005, MathMarketing and MarketingProfs set the debate about alignment alight when they published the findings of their global study on Sales and Marketing alignment. Their findings have helped to shape the worldwide debate on Sales and Marketing alignment and the repercussions of the findings are still being felt today (e;g.

Study 40

Study Research B2B Marketo 40

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). Need Help Automating Your Sales Prospecting Process? What Is a B2B Marketing Plan and Strategy? B2B marketing plan and strategy is about how you plan to raise brand awareness. What is a b2b marketing strategy? B2B Email marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Nutshell

AUGUST 1, 2019

There’s something about the memory of your first real sale that elicits pride, confidence, and love for the profession. No matter how young or inexperienced you are when it happens, that first sale leaves an impression that stays with you for the rest of your career. Remember your own first sale? Toby Miller , Entrepreneur.

Advertising 121

Advertising Advertising Hiring Retail 121

Sales Hacker

MARCH 29, 2021

Partnerships are driving more leads and sales than ever before, and this is only projected to grow. PartnerOps (or ChannelOps) is newer than sales and marketing ops , but it is important to driving growth in the age of the ecosystem. An ecosystem of related products and channel partners exist around every B2B product.

Revenue 109

Revenue How To Ideal Customer Profile Software 109

Sales Hacker

MAY 3, 2021

Indeed, more than 75% of the customers Gartner surveyed described their purchase as very complex or difficult. Below are three trends or experiences that have made the job of buying IT or B2B corporate services more and more painful. The length of the sales cycle increases as the number of evaluators and purchasing influencers grows.

Ideal Customer Profile 89

Ideal Customer Profile Top of Funnel Customer Vendor 89

Highspot

JANUARY 28, 2024

A significant 71% of B2B buyers say they download and consume multiple assets to help with the decision-making process and an equal number said they share such content with their team members. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal. What Is a Sales Collateral?

Collateral 96

Collateral Top of Funnel How To Distribution 96

Nutshell

JULY 30, 2021

Ask them questions: Send your subscribers a quick survey to learn about them. Pro tip: offer a small incentive for completing the survey so you get more responses. Here’s a quick example: A sales rep for a B2B software company learns that one of his brand’s main competitors just updated their SaaS product.

Social Media 118

Social Media Email Marketing Infusion Consumer 118