PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software


He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales.

Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

We’ve taken DiscoverOrg’s available data on political donations and matched it to the prospect’s job and seniority level for a unique way of looking at political affiliation among B2B decision-makers: Based on donations, do political affiliations vary by role and/or seniority level?

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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Empowering B2B Sellers Through Sales Technology

Sales and Marketing Management

A Forrester Consulting study commissioned by Mediafly reports that the B2B companies surveyed work with an average of 176 partner companies. Indirect channels contribute to 49 percent of total company revenue but are provided access to devices and software at 1.4 While 68 percent of B2B companies provide presentation templates to direct sellers, only 48 percent provide the same collateral to their indirect or partner sellers.

7 Must-Have Automated Documents for Sales Success

Are The New Frontier Of B2B Selling. Sales Engagement Platforms Are The New Frontier Of B2B Selling. software, you likely do some kind of project planning with. Source: B2B Billing & Collections Guide: 15 Key Benchmark Survey Takeaways. The 7 must-have automated.

Personalize B2B Mobile Site to Grow Revenues

Score More Sales

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).

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How a Chief Growth Officer Can Make or Break Your Year

Sales Benchmark Index

Go-To-Market Strategy Marketing Strategy Sales Strategy Software Video 2019 planning b2b customer experience Go-To-Market influence jill rowley make your number revenue growth sbi podcast sbi tv

The Big CRM Question: Why Aren’t Your Sales Reps Using the Software?

Sales and Marketing Management

The software allows companies to organize their customer data in one place. If it’s for increasing B2B sales, before deciding on which tool to deploy, you first need to better understand how your sales reps work. It’s for this reason that software specialized in lead management is more beneficial to salespeople than standard CRM tools. Choosing a lead management software does not necessarily mean you can’t also implement CRM.

End of Year Software Discounts: Savvy Cost Saving or Short-Sighted Business Move?

Sales Hacker

Beware the bait and switch software”. Selling stories and dreams may sound good to investors, but software vendors need real results for a sales leader to keep paying the hefty price tag.”. Price does come into play when purchasing software,” Rosen said.

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

For example: “3D2B recently helped an enterprise software company generate 17,000 qualified leads. 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.

Still Thinking B2B? It’s Time for H2H: Human-to-Human Selling

Smart Selling Tools

The state of the B2B buying experience is rife with dissatisfaction over seller’s engagement strategies. More and more, these frustrated buyers are pointing to a single area where B2B sellers fail to facilitate positive engagement: live interactions.

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Marketing Automation Software that Delivers the Most Data Wins!


Software programs that explain the most data, verified by the most evidence, are better than those that do not. CRM properly applied, in conjunction with marketing automation software, explains the most data on marketing performance and gives more evidence than any other combination of software. There are many companies using a failing CRM system; and just piling on a marketing automation software solution without direction and accountability is a recipe for failure.

Buying Sales Readiness Software? Ask Yourself 3 Key Questions


Nearly 50% of B2B firms have bought or plan to buy a sales readiness tool in 2018, according to Forrester Research, but pinpointing which one makes the most sense for your company is not always simple

The Top 5 B2B Sales Objections and How to Overcome Them


The post The Top 5 B2B Sales Objections and How to Overcome Them appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Coaching Sales Strategy B2B B2B sales B2B sales objections inisde sales objective handling sales strategyAs a sales rep, you sell more than a product, or a band-aid, you sell a positive change – a future state.

Latency and the Case for Conversational B2B Software


Now, when we think about building conversational front ends into B2B applications – a lot of these latency and performance considerations are actually diminished? But with B2B operations, we typically know about 80% of the actions, use cases etc. ” Also, in a B2B scenario, we have a captive and controlled pool of data from which to more quickly retrieve answers and insights.

Unlocking the Secrets of Revenue Attribution

Sales Benchmark Index

Joining us on is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo, the leading marketing automation software provider. Below is a timestamped summary of the show segments and the topics covered. If you’d prefer to listen to the podcast.

B2B appointment setting: How to book more (and better quality) sales meetings


B2B appointment setting might not be the sexiest topic to cover. We hired multiple software developers onshore and offshore to build the features we were looking for. b2b salesBooking high-quality meetings is one of the most underappreciated opportunities sales teams have.

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Interim Physicians Streamlines Processes and Scales Growth with B2B Marketing Automation Software Salesfusion


The post Interim Physicians Streamlines Processes and Scales Growth with B2B Marketing Automation Software Salesfusion appeared first on Salesfusion.

The More and Less of B2B Marketing

Sales and Marketing Management

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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Cracking the B2B Code on Facebook

Sales Benchmark Index

What about for B2B? The B2B CMO’s that I have asked are typically skeptical of a Facebook investment. A common answer is, “Facebook is for personal usage, not B2B. LinkedIn is the gold standard for B2B social marketing. Does this mean B2B shouldn’t leverage Facebook?

Is the Pricing for Your SaaS Offering Too Complex?

Sales Benchmark Index

So you are moving to SaaS pricing structure and you have an idea of where to begin. How do you package? How do you bundle? Will you charge by usage? Will you charge by user? I can tell you that.

What makes a stellar B2B sales person?

Artesian Solutions

Today, Andrew works for Autodesk, a world leader in 3D design, engineering and entertainment software and services. Andrew Jenkins (AJ): One of the things I love about working in B2B sales, is that no two days are the same. SS: How do you see B2B sales changing over the next 5 years?

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Price Optimization Software Means the Price Is Right

Cincom Smart Selling

Price optimization software helps you make sure that the price is right. Price optimization software makes sure that the price is correct not only from a financial standpoint but also from the standpoint of the customer and their perception of value for their market as they see it. Price Optimization Software Works with All Common Pricing Variables. In the B2B world, things are just as complex. Price Optimization Software Handles Unit Pricing Variables.

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.

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B2B Marketing and Mobile: 10 Ways To Do It Right

Sales and Marketing Management

Author: Paige Musto, Director of Communications, Act-On Software. Issue Date: 2015-04-13.

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Five Tips for Being a Better B2B Sales Manager

Sales and Marketing Management

The right software can do the analysis for you, enabling you to see at a glance where the opportunities are – or where the issues are looming. Sales software can track your customers’ buying behavior, keep you abreast of their business cycle and alert you to any changes. 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.

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5 rules for authentic B2B branding

Sales and Marketing Management

Teaser: As the blathering bozos in Congress say (when they’re not reading from Dr. Seuss books), I yield my column this month to the distinguished gentleman Michael Chasen, who helped build the education software startup Blackboard into a booming business that sold for $1.64

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Major New Advances in Applying Market Intelligence to Revenue Growth

Sales Benchmark Index

Many companies are flying blind, and this is especially true with B2B companies. On this episode of SBI TV, Matt and Marc Osofsky, CEO of Aberdeen, demonstrate the importance of Market Intelligence. Why is this important for your company?

The Next Big Prediction in B2B Sales

Sales Benchmark Index

More recently, he pegged the failure rate of marketing automation software at 50%. In 2011, Gerhard Gschwandtner, publisher of Selling Power Magazine, made the last great prediction in B2B sales. What the Next Big Prediction in B2B Sales Means to You.

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B2B Marketing Guide


Why Did We Write This B2B Marketing Guide? This B2B marketing guide was written to provide a high-level overview of the key components included in a B2B Predictable Pipeline Strategy. Who is This B2B Marketing Guide For? Outbound Marketing Software & Tools.

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Key B2B Sales Challenges for Supply Chain Companies

Sales and Marketing Management

The following four sales obstacles were identified as the most persistent and the most troubling for B2B companies across the supply chain. Yet in the B2B sphere, these foundational principles take on extra significance. This is another issue that’s somewhat endemic to the B2B sphere – but just because companies are used to it doesn’t make it less frustrating. Kevin McGirl is President of sales-i , a sales analytics software company

Leveraging Commercial Best Practices For The Sales Leaders Across The Portfolio

Sales Benchmark Index

Article Sales Strategy analytics b2b B2C ceo comp planning compensation cro cross-sell david aspinall deals EBITDA equity firm firms forecast stage historical trend analysis management PE pipeline and forecast private equity quota quota setting saas sales stage software topics upsell valuations

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A New Tool to Drive B2B Leads from LinkedIn

Sales Benchmark Index

As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. The best B2B option until now has been LinkedIn ads. See below a B2B example of how LinkedIn is using a sponsored update to promote LinkedIn.

Mixing Phone Conversations With Social Listening for B2B Sales Success

Sales and Marketing Management

per B2B buying decision) across social media platforms. Mike Scher is co-founder & chief sales architect at FRONTLINE Selling , a full suite of B2B sales prospecting software and methodology tools, including a social selling platform, which helps sales professionals reach decision-makers faster, create more high-quality appointments, and consistently hit quota.

Transform Marketing from a Cost Center to a Revenue Generator

Sales Benchmark Index

Marketing Strategy Podcast advent software b2b marketing Chief Marketing Officer CMO cost center Katherine calvert Lead Generation revenue contribution revenue generator

Good Reads for B2B Marketing - More CMO/CIO Alliance


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The 7 Biggest Misconceptions of Successful B2B Marketing. Gershik opines, “In B2B, the idea of a funnel is myopic.

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B2B appointment setting: How to book more (and better quality) sales meetings


B2B appointment setting might not be the sexiest topic to cover. We hired multiple software developers onshore and offshore to build the features we were looking for. b2b salesBooking high-quality meetings is one of the most underappreciated opportunities sales teams have.

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How to Enable Your B2B Sales Team to Convert Inbound Leads

Sales Hacker

My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion. Hire, Organize and Segment Your B2B Sales Team. Hiring for Your B2B Sales Team. Organizing Your B2B Sales Team.

B2B Sales Audio Interview with Nancy Nardin on Tools to Grow.

Score More Sales

B2B Sales Audio Interview With Nancy Nardin on Tools to Grow Business. 2012 is a year of new things, and so we are pleased to launch for sellers and sales leaders a weekly audio (and sometimes video) interview with people who have made, or are making an impact in B2B professional selling.

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3 Software Tools That Can Speed Up Your Sales Cycle

Cincom Smart Selling

According to Implisit , the average B2B sales cycle is 102 days, with 84 of those days allocated for the lead-to-opportunity process, and 18 days for the average opportunity to close. Solutions like Customer Relationship Management (CRM), Configure, Price, Quote (CPQ), and Enterprise Resource Planning (ERP) software are designed specifically to target areas of the sales process that can be tightened up and make a company more dynamic and efficient. CRM Software. CPQ Software.