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

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. The new year is fast approaching.

Trends 105

Trends B2B Account Based Marketing Churn 105

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. Read on or jump ahead to these topics: Distinguishing Between B2B and B2C. 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. Major differences between B2B and B2C. First off, let’s make the distinction between B2B buyers and B2C buyers because these businesses differ drastically with respect to approach and transaction values. Have Higher Transaction Values.

B2B 64

B2B Lead Rank Lead Scoring B2C 64

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 111

Top of Funnel Buyer Data Buyer Intent 111

SBI Growth

AUGUST 29, 2013

This statement covers B2B, B2C and B2G. As buyers are evolving, we’ve seen a strange breed of sales professionals actually devolving. True Story: I recently had the opportunity to interview a regional VP of sales for a Fortune 100 company. Further, he has a division of 120+ sales reps in his immediate organization.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

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

SugarCRM

AUGUST 11, 2021

You’re basically in sales, right? Personalized content has been a no-brainer in the B2C world for many years now, but what about B2B buyers? You can tailor the messages and content to each individual based on their interests, engagement level and stage of the buying cycle. Ever been asked what you do as a marketer?

Buyer 49

Buyer Marketing Buying Cycle Campaigns 49

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. Lead411’s sales/support phone number is 1.877.673.1022.

Ideal Customer Profile 98

Ideal Customer Profile Intent Data Hiring Intent 98

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

Customer Centric Selling

DECEMBER 28, 2015

Sales Tips: Suggested New Years Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I hope you agree that changes in buying behavior have outpaced changes in selling approaches by a wide margin over the last 15 years or so. Need some help to increase sales?

B2C 40

B2C Margin Buying Cycle Proposal 40

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

Customer Centric Selling

FEBRUARY 3, 2016

One of the common complaints I’ve heard from Sales executives is that their people aren’t strong closers. Many peoples’ impression about selling and closing is based upon experiences they’ve had in B2C transactions. The realization that if you leave they will likely lose the sale causes them to use high pressure closing tactics.

Closing 40

Closing How To B2C Insurance 40

Pointclear

OCTOBER 10, 2011

If you’re in sales, you might think this is an odd question or you might have a stronger, more visceral reaction to the question—“Marketing doesn’t sell, we do!” The line between sales and marketing is becoming more blurred every day. Marketing now owns the top of the traditional sales funnel.

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Customer Centric Selling

JULY 28, 2015

Sales Tips: What Happens When Inmates Get the Keys? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. There is an enormous spectrum of selling approaches and skills being used in B2B sales today. Image courtesy of Stock Images at FreeDigitalPhotos.net. Save your seat now.

Vendor 40

Vendor Buying Cycle Scale B2C 40

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

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 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

The Ultimate Sales Executive Resource

AUGUST 14, 2009

In contrast to this, CSO Insights in their Sales Performance Optimization – 2009 Survey and Analyzes, report that about 52% of the leads salespeople are working on, are self generated by the salespeople. 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

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

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

Zoominfo

AUGUST 23, 2022

For B2B sales leaders, these challenges become even more pronounced. We examined a range of data to see precisely how the B2B software market has developed over the past decade, and found some trends and patterns that should help sales professionals navigate today’s increasingly volatile business environment.

Trends 100

Trends B2B Decision Maker Scale 100

Zoominfo

JUNE 15, 2022

Profiling customers allows you to better understand the problems your would-be buyers are attempting to solve, which helps revenue professionals do their jobs more effectively at every stage of the customer buying cycle. Profiling prospective customers also enables sales and marketing teams to predict larger problems before they arise.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

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. Allow sales to prospect intelligently.

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. Key Takeaways.

Ideal Customer Profile 246

Ideal Customer Profile Customer Lead Rank Top of Funnel 246

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

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. When used correctly, B2B intent data boosts conversions and sales.

Intent Data 130

Intent Data Intent Lead Rank Data 130

Customer Centric Selling

FEBRUARY 19, 2016

Sales Tips: OOPS - Are You Closing the Wrong Person? Anybody that has seen the movie Glengarry Glen Ross will remember Alec Baldwin's role as a high-powered sales manager addressing a tired group of salespeople. Vendors and salespeople don't seem to realize that people prefer to buy rather than be sold.

Closing 40

Closing Decision Maker B2C Proposal 40

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. In the past, margin flow, or commission flow has largely been based on point of sales–that is, which partner got the PO.

Channels 48

Channels B2C Margin Face-to-face 48

Jonathan Farrington

JANUARY 10, 2012

But of course, as soon as we move into a B2B environment, we become instantly suspicious of professional sales staff who are too nice; too accommodating; too agreeable. In the sales arena, the opposite of being liked is total ambivalence! Published by Jonathan Farrington at 12:32 pm under General. Actually it isn’t.

Real Estate 34

Real Estate Hotels B2C Face-to-face 34