Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. Compared to B2C marketing strategies, B2B marketers and sales professionals rely on educating their audiences to gain more leads and conversions. How Do You Set Up Email Automation?

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

Partners in Excellence

MARCH 23, 2023

The sender had the position that, “most B2B transactions like buying, selling, and customer onboarding will feel the same as B2C transactions today – asynchronous, delightful, and quick.” This oversimplifies B2B buying, missing the real challenges and differences between B2B and B2C.

B2B 62

B2B B2C Face-to-face Buying Cycle 62

SBI

FEBRUARY 27, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Ian Levine , Chief Sales and Marketing Officer of RO Innovation. No database searching or guessing.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

Pipeliner

DECEMBER 13, 2017

Are you prepared to leverage the sales trends experts predict will be big in the coming year? In 2018, forward-thinking companies must embrace their millennials’ enthusiasm and fresh perspectives in order to revitalize tired sales processes. Deeper Integrations Between Sales and Marketing.

Trends 105

Trends B2B Account Based Marketing Churn 105

Hubspot Sales

JANUARY 5, 2023

As G2's Director of SMBs, Mike Buscemi , puts it: "Software buyers today act like B2C consumers because they have so many options. How to Shift Your Sales Strategy to Match the New Buyer's Journey in 2023. You need to build more trust with all stakeholders involved in a sale. In 2022, many buyers don't trust sales.

Top of Funnel 110

Top of Funnel Buyer Data Buyer Intent 110

LeadBoxer

JULY 18, 2021

Business to business lead generation is one of the most essential parts of the sales cycle. Utilizing all resources at your disposal will help generate and convert your leads into sales. This will also improve your marketing focus and accomplish your business goals. Distinguishing Between B2B and B2C Customers.

Lead Generation 52

Lead Generation Lead Rank Sales Qualified Lead Lead Scoring 52

MarketJoy

JULY 27, 2018

The maturation of the internet has changed the B2B buying cycle forever. As a marketer or salesperson, how can you use these tools and channels to your advantage? Major differences between B2B and B2C. A B2C buyer may only be making a decision for herself or with her spouse.

B2B 64

B2B B2C Lead Rank Lead Scoring 64

SBI

FEBRUARY 4, 2020

In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . Companies must be aware of this expectation and transform their sales process to reflect it.

ROI 117

ROI B2C Consumer Buying Cycle 117

Lead411

NOVEMBER 11, 2021

Zoominfo Competitor Lead411’s solution is feature-rich to include flexibility for nearly every sales, marketing, research and data enrichment scenario, including bulk list building, CRM enrichment and integration, growth intent, and built-in sales enablement email/SMS campaigns. Addressable Market. Addressable Market.

Ideal Customer Profile 98

Ideal Customer Profile Intent Data Hiring Intent 98

PandaDoc

MAY 28, 2024

Modern consumers spend more time doing their own research and less time listening to sales pitches. Read this guide to learn the ins and outs of consultative sales. Key takeaways Consultative sales is customer-centric and focuses on building relationships. What is consultative sales? Why is consultative selling important?

Consultative Selling 52

Consultative Selling Top of Funnel Sales Qualified Lead Lead Rank 52

Pipeliner

JANUARY 2, 2020

According to a recent forecast by Forrester Research (one of the most influential research and advisory firms in the world), “ 1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force.” Our CEO, VP Professional Services and VP R&D all flew in.

Telecommunications 93

Telecommunications Face-to-face B2C B2B 93

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. Who is teaching the CMO how to sell?

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Partners in Excellence

MAY 22, 2014

In my post, Principles Of Sales, Part 1, Interactions Between People , Brian MacIver (@Palayo) made a brilliant observation–frankly something that I hadn’t paid much attention to. We tend to think Buying and Selling go hand in hand. Think of many of the cloud based services we buy–without sales involvement.

Face-to-face 93

Face-to-face B2C Buying Cycle Channels 93

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? This lack of revenue growth flies in the face of technology-assisted B2B buying activity as people leverage the Internet and social networking to research offerings on their own. It begs the question: With all this buying activity, where’s the revenue?

Training 45

Training Buying Cycle Hiring Vendor 45

Zoominfo

JUNE 15, 2022

Profiling prospective customers is vital to ensuring that a marketing campaign is targeting the right people with the right message. Marketers can attract and retain prospective customers more effectively. Sales professionals can anticipate prospects’ objections more easily, which can lead to higher close rates and greater revenue.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

Customer Centric Selling

MAY 13, 2015

Sales Tips: Empower Your Prospects, Don't Sell Them. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In doing so, it is important to be aware of the widespread, unflattering stereotype of salespeople that is largely based upon negative B2C experiences early in our lives.

Vendor 40

Vendor B2C Buyer Buying Cycle 40

The Ultimate Sales Executive Resource

AUGUST 14, 2009

As landing pages are usually owned by the marketing department of the respective organization, these leads can therefore be considered to be generated by marketing. One possible explanation for this discrepancy could be that a shift has already occurred how field sales forces are used.

Leads 40

Leads Marketing Qualified Lead B2C Buying Cycle 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

LeadFuze

MAY 11, 2021

What is B2B Sales Experience. B2B sales experience is the experience that a business-to-business customer has while they work with you. This can include the process of how to buy, when, and what type of support they get, as well as any other interactions from your company. B2B Sales Vs. B2C Sales: 4 Differentiators.

B2B 95

B2B B2C Sales Cycle Top of Funnel 95

Partners in Excellence

APRIL 26, 2016

Usually, the sales cycles are longer, typically months to years. When I refer to a simple buying process, it is typically one that involves very few decision makers–usually just one. Implementation issues, change management issues are pretty small, buying cycles are usually short–several meetings over days/weeks.

Scale 48

Scale Face-to-face Lead Rank Chemicals 48

Zoominfo

AUGUST 23, 2022

For B2B sales leaders, these challenges become even more pronounced. The B2B software market has undergone immense changes in recent years. GTM Plays Automated go-to-market plays that can rapidly scale your business. Before COVID, sales had traditionally been an in-person endeavor. Customers have become more demanding.

Trends 100

Trends B2B Decision Maker Scale 100

Sales and Marketing Management

DECEMBER 15, 2017

Growth – more opportunities, higher sales velocity and expanding market segments – is the prize of victory and the successful growth hacking tactics of business to consumer (B2C) companies are becoming more popular in B2B. Identify a common set of target accounts for sales and marketing.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

Zoominfo

AUGUST 7, 2020

Have you ever answered a phone call from a sales rep that couldn’t remember the details of your account? A 360-degree approach to viewing and managing customer relationships supports efforts at every stage of the sales funnel. Sales reps, execs, and marketers have a singular record for every contact and account.

Ideal Customer Profile 246

Ideal Customer Profile Customer Lead Rank Top of Funnel 246

Zoominfo

MAY 21, 2021

But they’re not asking your sales team for help. That’s the goal of buyer intent data, a cutting-edge sales intelligence tool that cues you into prospects’ subtle buying signals , positioning you to be first in the door to make your pitch. GTM Plays Automated go-to-market plays that can rapidly scale your business.

Intent Data 130

Intent Data Intent Lead Rank Data 130

Zoominfo

AUGUST 7, 2020

Have you ever answered a phone call from a sales rep that couldn’t remember the details of your account? A 360-degree customer view approach to managing relationships supports efforts at every stage of the sales funnel. A 360-degree customer view approach to managing relationships supports efforts at every stage of the sales funnel.

Ideal Customer Profile 130

Ideal Customer Profile Customer Lead Rank Top of Funnel 130

LeadBoxer

JUNE 13, 2021

This article will discuss how the buying cycle and content mapping can guide your lead nurturing strategies to ensure that the customer journey is effortless. Creating lead nurturing campaigns has become one of the most successful ways to transform leads into sales. Both B2B and B2C companies are familiar with the strategy.

Lead Nurturing 53

Lead Nurturing Lead Rank Lead Scoring Sales Qualified Lead 53

PandaDoc

MARCH 7, 2023

Many that work in sales choose the field because of the flexibility and edge-of-your-seat experience that implementing a sales strategy involves. While this is a good thing, it doesn’t mean your sales cycle should be completely unstructured, without any roadmap. What is a sales workflow? What is a sales workflow?

Ideal Customer Profile 52

Ideal Customer Profile Lead Qualification Sales Qualified Lead Top of Funnel 52

Partners in Excellence

JUNE 12, 2015

All the talk in B2C and B2B these days is “omnichannel.” ” The B2C world has actually changed profoundly, and will continue to do so. Yet none of our go to market strategies–and none of the strategies of our channel partners account for this shift. Manufacturers are starting to embrace the concept.

Channels 48

Channels B2C Margin Face-to-face 48