How B2B Sales Benefits from Prescriptive Analytics

Smart Selling Tools

Entertain this quick thought exercise: If a sales rep picks one of their customer accounts – it doesn’t matter if it’s one of the largest or smallest – what percentage of the total possible spend related to the goods and services your company provides have they captured?

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

7 Tips for Better B2B Social Networking

Fill the Funnel

Unlike traditional social networking, which can be figured out in moments, learning to be a great B2B social networker takes a bit of practice. These seven tips will help you be a better B2B networker and make more successful connections online.

[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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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. Unlike many variables in your organization, data is a single, manageable point of leverage — a relatively easy “tweak” that’s almost guaranteed to multiply returns.

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Inside the Rise of B2B Video Marketing


A look at what’s fueling the growth of video in B2B marketing and how you can tap into this burgeoning field. What’s the next big thing in B2B content marketing? We know what you’re thinking — do people really watch videos that relate to their jobs?

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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. However, only 5% would select a relatively unknown brand with 75% of the functionality at 60% of the cost of the best-known brand. What do B2B buyers want to see on vendor websites? Deals aren’t won or lost on product features alone.

Summer B2B Sales Challenge Revisited

Score More Sales

Now that warmer days, visits to and with relatives, plus more social events start happening, it’s clear that Summer in North America is upon us. There are still a lot of B2B companies who turn away from social tools.

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Making B2B More Like B2C Sales???

Partners in Excellence

” There’s a lot I agree with, but one point stood out, Make B2B More Like B2C. We also see many of the trends in B2C leading B2B. There are serious limitations to how much of great B2C practice we can leverage in complex B2B sales.

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B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research


I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. There’s a big difference between what marketing sees as a lead right now, in general, which they often see as someone responding to something we sent out there that was relatively targeted. How does your B2B marketing team apply these ideals?

12 Social Media Tips for B2B Marketers


In fact, 56% of B2B marketers now consider social media marketing core to their business, with 30% reporting that social media directly produces ROI, according to Demand Gen Report. The post 12 Social Media Tips for B2B Marketers appeared first on Salesfusion. B2b marketing social

Artificial Intelligence for B2B Sales & Marketing: Reality vs. Hype in 2018

DiscoverOrg Sales

” To me, these expectations echo the hype surrounding the possibilities of what AI can do … rather than the reality of what B2B AI is actually capable of today. The B2B business community is only just now entering the “Early Adopters” period. This could not be farther from the truth – especially in B2B applications. First, in comparison to AlphaGo, the algorithms in your sales and marketing tools are relatively immature.

61 Awesome B2B Sales Jargon Busters


You can use our LIGHTHEARTED guide to test your own B2B Sales Knowledge and that of your sales colleagues. 6) Bids & Tenders  an opportunity for B2B Sales People to sit in a warm office and avoid prospecting.

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B2B Prospecting Data Just Keeps Getting Better


The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists.

How to Overcome the, “My relative handles that for me” Objection

Inside Sales Training

If you’re in B2C sales (business to consumer), then you’ve no doubt gotten the objection, “My relative handles that for me, and I wouldn’t be interested in changing.”.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. For B2B Marketing, Email Should be Personalized and Targeted.

How to Determine the Right Size for Your B2B Marketing Budget

Sales Benchmark Index

Download the B2B Marketing Budget Sizing Calculator. An effective marketing team must have a good blend of program dollars in relation to their staff costs. This can happen, but is rare in B2B except in unique transaction types and service models.

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How B2B Buyers Make Purchase Decisions

Partners in Excellence

It’s brilliant in it’s simplicity and is a great starting point to look at the challenges of B2B Decision-making. ” It’s easy to understand this in the context of individual or personal purchases, but too often overlooked in B2B sales. No related posts.

7 Sales KPI for Boosting B2B Sales


Related Posts Transforming Account Managers into Revenue Generating Sales People 3 Sales Lessons From The Gym 7 Signs of a Broken Sales Team Are You Hiring Sales Winners or Sales Losers?

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4 sources for identifying leads in complex B2B sales

Sales Training Connection

Often clients have knowledge of only those capabilities that relate to the present scope of work. Identifying Sales Leads.

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Top 7 Most Difficult B2B Sales Activities


Success can breed comfort and comfort is the downfall of even the best B2B sales people. B2B Sales Insights Delivered Straight To Your Inbox We don''t send out canned marketing emails every day or week asking you to buy something.

Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. Building upon that “qual/quant” theme, this article discusses best practices for collecting qualitative and quantitative data in Business-to-Business (B2B) research.

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The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B


I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness.

Top 7 Reasons Sales People Should Love B2B Marketing


Disharmony between Sales & Marketing has been around for many years despite the fact there is little doubt that aligning B2B Sales with B2B Marketing efforts, drives increases in sales results. Surely, working together and collaborating is more productive than working in isolation?

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Should You Use Pinterest for B2B Marketing? Yes or No in 5 Minutes

Sales Benchmark Index

This is where blog articles and ebooks are gaining traction in b2b marketing. This is an opportunity for B2b to demonstrate expertise and credibility in any given area. Taking Action – Leveraging Pinterest for B2B. Here are top B2B tips we have seen used successfully in B2B.

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B2B Lead Generation: Are You Killing the Golden Goose?


This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. At that time we had one client that depended almost exclusively on webinars and telephone follow-up to drive leads (they also had a relatively generous/loose lead definition).

170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Account Based Selling (ABS) or Account Based Sales Development (ABSD) is a primarily B2B selling framework that treats qualified or high value accounts as unique markets in themselves, where each account deserves dedicated resource allocation as well as hyper-personalized and multi-point engagement with different teams from your organization.

Is Selling SaaS Solutions Different From Other B2B Solutions?

Partners in Excellence

Is selling SaaS solutions different than selling other complex B2B solutions? No related posts. Certainly, the business model and revenue stream looks different. Rather than making money in a single transaction, the revenue stream is spread over the period of a subscription.

B2B Sales Lead Generation Pros Who Listen, Learn


He is also well-versed in coaching, sales management, and team-building, as well as marketing and public relations. " The most important thing in communication is hearing what isn't said" –Peter Drucker. Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. While what we do for a living is talk, a more important part of our job is to listen. Think of those annoying robo calls. During the last election, I seemed to get one an hour.

Why and How to Improve Audience Segmentation for B2B Marketing


Bob Dylan may have first shared that anthem with the world in 1963, but the message couldn’t hold more true today in the world of B2B marketing. any personal interests or related accounts of note, such as people who are also active Twitter users). B2b marketing email marketing

Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?


Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” I asked this question on a few weeks ago and got answers that surprised me. ” “Inbound rules. Stop interruption marketing.”

How to Determine the Right Size for Your B2B Marketing Budget

Sales Benchmark Index

Download the B2B Marketing Budget Sizing Calculator. An effective marketing team must have a good blend of program dollars in relation to their staff costs. This can happen, but is rare in B2B except in unique transaction types and service models.

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The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)


The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs.

B2B Sales? They Could Be Called B2P Sales! | Sales Motivation.

The Sales Hunter

B2B Sales? This is a basic rule of selling in a B2B environment. However, this does not mean B2B sales do not also have a big element of what I call “B2P” impact. These people definitely exist in B2B sales. If you are in B2B sales, you better pay close attention to the politics going on behind the scenes. Related posts: Sales Development Training: "Decision Maker" Podcast. One Response to “B2B Sales? B2B Sales?

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #5: Should You Buy Real Leads or Appearances?


If you are selling a relatively expensive B2B solution requiring the involvement of multiple decision-makers and multiple levels of evaluation, could an appearance with one person, without advanced discovery, possibly be the best first step with a new prospect in that situation? B2B SalesIs "appointment setting" an effective tactic for lead generation and nurturing? Most companies have experienced lead “traction” issues in their history.

Percentage of B2B Buyers Ranking Salespeople as Excellent, Good, Average, or Poor

HeavyHitter Sales

This is the first of a series B2B Buyer Persona Research articles. I recently conducted an extensive research project of B2B Buyers t o understand how they perceive the salespeople they meet. The B2B buyer is fixated on risk mitigation. This Steve W.

What do B2B Buyers Want (and Why Don’t They Like Salespeople)?

DiscoverOrg Sales

But what about B2B buyers? Martin on a comprehensive study of 230 B2B buyers , with the goal of pointing the spotlight on buyers themselves. Download the free B2B Buyer Persona study in full. B2B buyers’ opinion of salespeople. “Think about those figures: What are the implications of nearly 2/3 of B2B salespeople being considered average or poor? Read the whole B2B Buyers Persona study for free.

B2B Phone Sales Cold-Calling: It Still Works! | Sales Motivation and.

The Sales Hunter

B2B Phone Sales Cold-Calling: It Still Works! The exact time you set aside for making cold calls is going to vary based on who you’re calling, where you’re calling and where you’re calling from. For many B2B industries, cold-calling on Mondays or Fridays is not feasible. B2B cold-calling works! Related posts: Cold-Calling Works (If You’re Doing It Right). One Response to “B2B Phone Sales Cold-Calling: It Still Works!”

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)


Neither marketing nor sales are measured on the effectiveness of marketing investments as they relate to driving revenue. B2B Marketing Marketing & Sales Alignment B2B Sales Sales & Marketing Management

The Worlds Number 1 B2B Sales Tool


It is more than 130 years old, but continues to be reinvented, updated and modernized. Its inexpensive, easy to use and there is more business conceived and concluded using this B2B sales tool than any other..