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Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Tools 277

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Are Your Marketing Campaigns Agile Enough?

Sales Benchmark Index

Many CEOs often ask us while planning for 2020, “what’s the secret marketing sauce? What’s worked for your other clients when it comes to the marketing mix? What isn’t working?” ” And as most CMOs can agree, there’s no such thing.

Blow the Dust off Your Buyer Personas to Win More Deals

Sales Benchmark Index

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

The Top Marketing Tools Guide of 2018

Smart Selling Tools

If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team. What Every Marketer Wants to Know About SalesTech but is Afraid to Ask. Because it is perfectly timed with our annual Top Marketing Tools Guide.

Tools 136

Buyer Personas – Critical Tools for Modern Sales Reps

Sales Benchmark Index

There is one factor that is extremely limiting to sales processes worldwide. Most do not accurately follow the ebb and flow of buyers. A customized sales process is an excellent tool. Instead, you must account for the fluidity in the buyer’s journey.

Do Buyers Care?

The Pipeline

of all US businesses having under 20 employees, marketing is truly part of the overall sales process.” don’t have the luxury of having two people for the roles, and more likely that the person in charge of sales and marketing is usually wearing a host of other functional hats.

Buyer 304

Uncover Blind Spots Through Sales and Marketing Alignment

Sales Benchmark Index

Who’s on First? The classic comedy sketch by Abbot and Costello plays on a series of misunderstandings perpetuated by rat-a-tat wordplay.

For Revenue Sake, Act Now to Engage Buyers and Influencers During Career Transitions!

Sales Benchmark Index

Tis the season – we’re past the holidays – tis the season for career transitions. End of year bonuses have been paid, budgets have been set, and resource decisions have been made. Your first thought may be “oh no, there.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Your Product Does Not Sell Itself – Why Clarity Between Product Management and Marketing is Critical

Sales Benchmark Index

As the product leader, the knock is on your door when sell-through doesn’t meet expectations. And then the painful inquiry starts – was this a strategic error? Poor execution? One fatal cause often overlooked is functional alignment – well-intentioned people.

Retention is the New Growth – Why Customer Success Is Critical Today

Sales Benchmark Index

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.

Fast Track Your Sales with New Tools

DiscoverOrg Sales

The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset.

Tools 247

Revising Your GTM Structure During the Shift to Cloud

Sales Benchmark Index

IDC predicted that “By 2020, 70% of enterprises will integrate cloud management—across their public and private clouds—by deploying unified hybrid/multi-cloud management technologies, tools, and processes.”

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

Gain a Competitive Edge Through a Successful Pricing Strategy

Sales Benchmark Index

Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture. Do you know who your competitors are? What makes them a competitor?

Defining the Real Buyer

Sales and Marketing Management

Author: Alicia McCarty As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings.

Buyer 265

Aligning Your Sales Enablement Charter to the New Revenue Plan

Sales Benchmark Index

Article Sales Strategy Uncategorized adam sheehan alignment b2b b2b blog business buyer interaction buyer preference charter development tool consulting blog consulting firm customer base gtm go to market h.g.

The complete guide to researching sales prospects: 13 tools to help you understand your buyers

Nutshell

Getting to know your potential buyers is a huge factor in bridging that gap, and the best way to accomplish that is by doing personal research on each prospect before you reach out to them. Tools for researching companies: Google. Tools for researching people: Previous Interactions.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan

Sales Benchmark Index

Understanding sales development tools

Showpad

Prioritization is critical to the success of the sales pipeline, which is why sales development plays such a major role in the process. Sales development focuses on the early stages of the sales cycle, including customer research, prospecting, lead qualification and initial outreach.

Tools 56

Ending Sales Team Resistance to Your Pricing Initiatives

Sales Benchmark Index

A sales rep’s mind can be their worst enemy when it comes to pricing initiatives. You have probably heard the comments in the hall-way and board rooms. “We don’t have good products/solutions to command those types of prices” “My customer.

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior

Smart Selling Tools

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior. As CMO, when I think of digital transformation, I am applying it to the buyer journey and the new way in which prospects expect to be engaged with. Ensure initial buyer interactions are digital.

Trends 128

7 Must-Have Automated Documents for Sales Success

don’t move as quickly as they’d like--especially when it comes to sales teams. CRM) platforms, lead funnel strategies, and new communications tools to accelerate. Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. Market Pulse.

Create a Buyer Persona-Based Content Marketing Strategy

Sales Benchmark Index

Developing and operationalizing a steady stream of relevant content that engages buyers is the new must-have modern marketing core competency. B2B Marketing has become an inbound world. Core to success is the development of a buyer persona-based content marketing strategy.

The Top 5 Technologies to Support Revenue Enablement

Sales Benchmark Index

Your buyers are behaving differently. Recently, HBR identified 40 unique points of value that your buyers consider before. Now more than ever, they have access to increasing amounts of intelligence and will scrutinize every aspect of your solution against your competitors.

Types of Sales Tools That Boost Productivity

Highspot

How do you guide your sales team to achieve better results? The answer lies in using the right tools and strategies to improve sales productivity. Lead Generation Tools. Sales Intelligence Tools. CRMs and Pipeline Management Tools. Meeting Tools.

Tools 87

Personalization: The Modern Buyer’s Prerogative

Smart Selling Tools

Personalization from sales is no longer just “desired” by modern buyers — it’s required. The challenge is that–on the sales side–it’s often not easy to do personalization well, if at all. Timeliness: Is this currently top-of-mind with the buyer?

Buyer 115

Prospects Are Sending Purchase Intent Signals—Are Your Resources Properly Aligned?

Sales Benchmark Index

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities?

Gartner: Create Buyer Enablement Tools to Win More

The ROI Guy

And this is having a significant and tangible impact, leading to more stalled deals, elongated sales cycles and steep discounting. As the complexity grows, good sales reps still play a vital role, helping buyers find the signal through the noise.

Tools 56

How The CEO Can Jump-Start The Customer Experience Transformation (CXT)

Sales Benchmark Index

As The CEO, you obsess about your Customer. You also know you need to transform your Customer Experience. You are aware that customer expectations have risen, however, your company has not evolved to address them. You are committed to CX.

Revenue Attribution: The Missing Link to Your Marketing-Sales Interlock

Sales Benchmark Index

Marketers are always looking for ways to demonstrate that their investments are connected to revenue generation. New tools allow marketers to leverage metrics that show how various marketing investments impact the company. Revenue attribution is a challenging topic.

The Top Sales Tool for 2014

Sales Benchmark Index

As a Sales Operations leader, you have 3 major challenges heading into 2014. Understanding how your customers are evolving and determining whether your sales team is keeping pace. The Buyer Process Map (BPM) will help you tackle these challenges. The buyer is changing.

Tools 312

Revenue Attribution: The Missing Link to Your Marketing-Sales Interlock

Sales Benchmark Index

Marketers are always looking for ways to demonstrate that their investments are connected to revenue generation. New tools allow marketers to leverage metrics that show how various marketing investments impact the company. Revenue attribution is a challenging topic.

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue

Smart Selling Tools

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. The buyer-seller mismatch” – FinListics.

Buyer 112

Hiring Additional Sales Reps is Not the Only Way to Make Your Number in 2019

Sales Benchmark Index

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan.

Sales Training Aligned to Your Buyers Journey

The Digital Sales Institute

In a world where it is increasingly difficult to separate out one offering from the next, sales training aligned to your buyers journey can be a key competitive advantage as it will allow you to deliver relevant experiences matched to each step along the process. For you to truly understanding your own buyer’s journey will mean embracing the many turns in the path towards a buying decision. Many of us already see the effects of a changing buyer’s journey.

Buyer 46

Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction

Smart Selling Tools

Transforming Sales: Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. Saving Sales and Marketing Time.

Buyer 93