Sales 2.0
MARCH 6, 2024
According to recent research from SalesLoft best-performing senior salespeople (like Account Exectuives) need to self-source around 48% of their pipeline–rather than having leads come from a sales development rep (BDR, SDR etc.) or inbound via the efforts of their marketing department.
No More Cold Calling
MAY 25, 2023
How do B2B buyers tell one internet security company from another? There’s nothing unique and certainly no reason for B2B buyers to spend time hearing their pitches. Image attribution: Tony Wu ) I Feel Like We’ve Met Before It’s the same old lead generation story. None of us stands out to B2B buyers. You have a choice.
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No More Cold Calling
APRIL 15, 2021
Not getting the ROI you expected from your lead-gen tactics? Your lead generation tactics aren’t driving bottom line revenue. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads. Try this instead.
Force Management
MARCH 14, 2024
If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day.
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Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. Contact and company intent data both have their advantages.
SalesFuel
APRIL 8, 2024
SalesFuel’s research shows one-third of sellers say their price being “too high” is the top objection they hear from buyers. But selling to today’s cost-conscious buyers requires a more focused approach. SalesFuel’s Voice of the B2B Buyer found that nearly 40% of buyers conducted online research on a B2B vendor/supplier.
The Pipeline
JUNE 22, 2020
There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. One Is Willing.
Advertiser: ZoomInfo
How AI-powered analytics are leading to more intriguing and satisfying customer interactions. The growing demand among buyers for open marketing platforms that can support “BYOD” (bring your own data).
Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT
Join us to find out where different video types perform best in the buyer’s journey and how you can use them to generate, qualify, and convert more leads. What videos work best to engage your buyers at each stage. You’ll learn: How to get started with your video marketing strategy.
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Aggregage Intent Signal Service allows you to reach more active buyers sooner! Get leads for specific in-market buyers. Influence active buyers earlier in their journey. View companies and titles signaling intent. Shorten sales cycles and close more deals.
Advertiser: ZoomInfo
By using the power of intent data, capturing buyer interest has become more feasible for sales. Read on to learn more about how intent data can save salespeople time -- while capturing more qualified leads in the process! Not only that, but using it will save immense time during your workflow; a win-win on all fronts.
Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions
Most buyers today spend approximately two-thirds of their journey digitally and anonymously before contacting vendors directly. Intent data can help B2B marketers reach active buyers earlier, influence their journey, and close more deals. Perceiving interest as intent will lead you down a rabbit hole with no program performance.
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Forrester reports that 80% of B2B sales will be virtual in the future, and 30% of both buyers and sellers expect to continue working from home post-COVID. They must be equipped to consistently adapt to new buyer behavior and exceed their expectations at every turn. Key metrics and leading indicators to determine sales playbook success.
Speaker: Brian Carroll, CEO & Founder of markempa
The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). But connecting with and converting buyers has never been more challenging. Learn how a company increased sales opportunities by 303% by being uber helpful to buyers.
Speaker: Tim Hughes, Co-Founder and CEO of Digital Leadership Associates
Join Tim Hughes, Author of Social Selling – Influencing Buyers and Changemakers and Co-Founder/CEO of Digital Leadership Associates, as he details how investing in sales coaching will teach your team how to navigate social media and, ultimately, lead them to greater sales success. Which leading indicators you should pay attention to.
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