Crunchbase

JULY 9, 2021

While pay-per-click ads and cold outreach are popular methods for generating leads — the future of lead generation lies in buyer intent data. Studies show 89% of people rely on research before making a purchase, which qualifies them as a potential buyer. What is buyer intent data? Establish a targeted lead generation strategy.

Buyer Intent 105

Buyer Intent Intent Data Intent Buyer 105

Vendor Neutral

APRIL 22, 2021

Do You Have a Value Driven Strategy to Enhance Client Retention? It is little surprise client retention is so prominent in the minds of businesses leaders today. What is the role of value in these efforts, though, and what are some methods for improving retention in today’s selling landscape? Why Client Retention Matters.

Retention 59

Retention Webinar Metrics Strategy Cancellation 59

Score More Sales

SEPTEMBER 27, 2013

It has to be easy for a buyer to buy and to continue to be a part of your world. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. The customer needs to feel they are the priority.

Retention 254

Retention Company Customer Lead Rank 254

DiscoverOrg Sales

APRIL 19, 2018

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. Step 1: Begin with a buyer-centric approach. What are your buyer needs?

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

Emissary

AUGUST 16, 2022

Depending on your objectives, there are some excellent tools and services to help you get there. In celebration of the coming year, we’ve selected the 23 best sales enablement tools for revving up revenue this year and next. . . The Best Sales Enablement Tools for Accessing the Right Content at the Right Time.

Sales Enablement 52

Sales Enablement Tools Top of Funnel Hiring 52

Hubspot Sales

MARCH 30, 2021

Not only do buyers now prefer remote sales interactions, but they're also more than happy to make large purchases online — a trend that has sellers embracing and investing heavily in digital sales and prospecting to keep up. Let’s start with the differences that exist in buyer intent data. Catch Qualified Leads In The "Research Phase".

Intent Data 103

Intent Data Buyer Intent Intent Top of Funnel 103

Bernadette McClelland

DECEMBER 30, 2023

The reason why I was my buyers #1 choice over bigger businesses was because of my experience in their industry, my perceived value and my offer. What if it led to top talent retention or the knowledge that your company values were being met whilst also impacting families? Your value unfolds when the right buyer stories are told.

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. Further, guiding prospects through the early stages of the buyer’s journey makes them essential to brand perception. They can streamline the sales process and reduce the need for expensive lead generation tools or outsourcing services.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Pipeliner

MARCH 4, 2019

And just a small increase in a company’s major client retention percentage drives even greater revenue and profit increases. On the negative side, retention rate decreases spawn long-lasting negative impacts that can be crippling. Most organizations, though, aren’t structured with account retention frameworks.

Retention 60

Retention Account Enterprise Enterprise 60

Zoominfo

MAY 11, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. Step 1: Begin with a Buyer-Centric Approach. What are your buyer needs?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

Highspot

APRIL 13, 2023

Organizations that use enablement tools report being 8x more likely to have highly engaged reps and 4x more likely to provide insights into what works. Organizations that leverage their sales enablement tool to create Sales Plays report 3-percentage-point higher win rates.

Sales Enablement 52

Sales Enablement Report Tools Company 52

Mindtickle

SEPTEMBER 8, 2022

On top of that, without the proper tools, it’s hard to tell what problems make them miss their quota. But with sales enablement tools, you can understand the attitudes, content, and skills that help your sales reps reach their objectives. What to look for in a sales enablement tool. Only 43% of salespeople reach their quota.

Sales Enablement 52

Sales Enablement Tools Hiring Lead Rank 52

Sales Hacker

MARCH 5, 2021

Investing in buyer intent data is one of the best ways to differentiate yourself — now, more than ever. And those that have adapted, now grapple with stronger competition and shifting buyer behavior. And those that have adapted, now grapple with stronger competition and shifting buyer behavior. Improving account-based targeting.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

No More Cold Calling

APRIL 26, 2021

How do I really get to know my buyers if we can’t meet for coffee, a beer or a round of golf?”. Business buyers seem to feel the same way, so they’re not shopping around much for new vendors. With limited or no opportunity to meet in-person, buyers naturally turn to known, trusted suppliers who already understand their business needs.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Allego

FEBRUARY 20, 2024

Improved employee retention: Everboarding fosters continuous engagement, reducing turnover rates by nurturing long-term relationships. During this time, new hires can complete routine new-hire tasks, such as completing HR forms, and work with IT to ensure they have the tools, software, and hardware they need for their job.

Hiring 71

Hiring Strategy Buyer Persona Retention 71

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Sales intelligence encompasses data types and tools that give insights on prospective customers, target audiences, and buyer behavior. But the work isn’t completely done—you still have to worry about customer retention.

Sales Qualified Lead 207

Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

Mereo

MARCH 4, 2021

No longer are one-time transactions cutting it for a large majority of buyer expectations. How can you enable your salespeople with a subscription solution and differentiated value messaging that communicates and delivers real value to your buyers? B2B buyers expecting B2C benefits. Buyers Will Subscribe to Value.

Buyer 74

Buyer Lead Rank Cancellation Face-to-face 74

Miller Heiman Group

JUNE 27, 2019

Meanwhile, customer retention rates declined by 3%. They need a system that helps them align every component of their buyer outreach—including sales functions, processes and strategies—around ways they can build and grow relationships with their clients. The Five Levels of Buyer-Seller Relationships.

Buyer 64

Buyer Report Competition Forecasting 64

Zoominfo

NOVEMBER 24, 2020

Streaming intent data , like ZoomInfo’s new Streaming Intent tool, is what we like to call the cherry on top of the B2B sundae. ZoomInfo’s streaming intent tool lets your team know when buyers are searching for solutions like yours — the moment they start searching. It’s a win-win situation. .

Intent Data 244

Intent Data Intent Data Intent Signal 244

Zoominfo

NOVEMBER 24, 2020

Streaming intent data , like ZoomInfo’s new Streaming Intent tool, is what we like to call the cherry on top of the B2B sundae. ZoomInfo’s streaming intent tool lets your team know when buyers are searching for solutions like yours — the moment they start searching. It’s a win-win situation.

Intent Data 230

Intent Data Intent Data Intent Signal 230

Highspot

FEBRUARY 29, 2024

Works closely with product and marketing to develop buyer personas, product messaging and positioning, and driving the overall vision of the product. Sales Enablement Team The sales enablement team helps increase your sales rep productivity by providing reps with the necessary tools, content, and training to successfully sell the product.

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. Aside from helping reps make the most of their time, there are other benefits to qualifying your potential buyers. . Proper qualification ensures that your reps focus on the right buyers.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

BuzzBoard

APRIL 12, 2024

Buyers are increasingly demanding that vendors diagnose problems for them and propose specifically responsive solutions. This trust tends to sustain the relationship over the long term, resulting in increased client retention. Develop buyer personas that outline the ideal client profile for your agency.

Consultative Selling 59

Consultative Selling Ideal Customer Profile Lead Rank Face-to-face 59

Smooth Sale

MARCH 10, 2024

Buyers like to shop from businesses they know and trust. Moreover, your sales representatives require the right tools to build rapport and close deals. A free demo or trial of your products and services will give potential buyers a basic idea of your solutions and their benefits.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

Pipeliner

JULY 14, 2022

Much less focus is given, though, to the seemingly less sexy topic of account retention. It’s almost as if retention is a passive function as opposed to the mightily active growth activity. Regarding that “keeping”, even a small increase in a firm’s client retention rate exponentially accelerates revenues and profits.

Retention 97

Retention Forecasting Account Insurance 97

Hubspot Sales

NOVEMBER 9, 2020

This piece will give an overview of industrial sales, outline its unique attributes, and give salespeople an understanding of the skills and tools they can use to successfully close this type of deal. There aren’t as many companies in need of industrial machinery as businesses in need of social media management tools.

Industry 112

Industry Buyer Persona Hubspot Retention 112

Gong.io

FEBRUARY 22, 2022

Gainsight surveyed CEOs, CROs, and COOs from late-stage, private cloud SaaS companies in late March 2020 and found that customer retention was by far their #1 focus. Additionally, net retention (NRR) didn’t decline as much as expected. CHURN REDUCTION STRATEGY #1: IDENTIFY YOUR NEW ECONOMIC BUYER AND ESTABLISH CREDIBILITY.

Churn 115

Churn Webinar Metrics Strategy Customer 115

Nutshell

MARCH 15, 2024

This article explores the benefits of creating a lead nurturing process, the different stages of that process, and the ideal tools for a successful lead nurturing campaign. While this approach may result in short-term gains, it isn’t sustainable and won’t lead to as many wins or long-term customer retention. But how do we do that?

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Sales Hacker Training

OCTOBER 10, 2022

After their initial 90 days, your new sales reps likely feel ready to interact with buyers and lead sales calls. Embrace continuous learning and development to increase knowledge retention and empower your sales team in order to drive revenue and results. Learning tools and tactics to support your sales team. Talk tracks.

How To 122

How To Face-to-face Sales Enablement Retention 122

Allego

OCTOBER 17, 2023

Studies have shown this approach boosts retention. Role-playing and coaching are particularly effective tools for continuous learning. Just-in-time learning also supports long-term retention. For example, a new salesperson would receive training on how to handle buyer objections just before their first call with the prospect.

Hiring 71

Hiring Training Retention Coaching 71

Zoominfo

AUGUST 31, 2020

According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. It’s at least five times more expensive to bring in a new customer versus retaining an existing buyer. In this piece, we’ll briefly give an overview of these areas, with future articles delving deeper into the details.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Gong.io

JULY 5, 2022

B2B sales teams use the funnel model to determine how best to engage with a given prospective customer, and to understand what types of questions to ask and information to provide in order to progress that buyer through the funnel. A given buyer might not necessarily move linearly along this pathway. Consideration. Evaluation.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Mindtickle

MARCH 11, 2020

According to the 2019 B2B Buyers Survey published by DemandGen Report, buying committees continue to grow. Moreover, recent Gartner research shows 77% of buyers agree purchases have become very complex and difficult. Moreover, recent Gartner research shows 77% of buyers agree purchases have become very complex and difficult.

Buyer 64

Buyer B2B Lead Rank Lead Scoring 64

Allego

JULY 26, 2022

Now, B2B buyers are on the go, using smartphones, tablets, and laptops to research and evaluate vendors. Sales teams need modern tools that deliver continuous learning, micro-learning, and learning in the flow of work. Reps give and get practical advice that they can apply to their prospecting and buyer conversations.

Competition 117

Competition Collateral Software Software 117

Hubspot Sales

JUNE 8, 2020

Well, content has become more important than ever for B2B buyers and decision-makers. Buyer expectations have also risen for content quality and experience. Without rich content to complement their buyer’s journey, prospects and leads most likely won’t stick around to make a purchase. Reference your buyer personas.).

Collateral 98

Collateral Case Study Retention Hubspot 98

Highspot

JANUARY 2, 2023

Tools and Technology = Make sure you have the tools to be successful with your new strategy. You’ll want to find a sales enablement tool that allows you to integrate with your CRM, create automation, and add necessary functionality. Better customer retention? Define Buyer Personas and Customer Experiences.

Top of Funnel 75

Top of Funnel Sales Enablement Buyer Persona Demographics 75

Partners in Excellence

MAY 8, 2013

Buyers are self educating on the web. Just as buyers are self educating, sellers have the same resources available to them. Sellers can (and should) be leveraging the Web the same way buyers are. Just as Buyers are educating themselves about our solutions and alternatives, Sellers leverage the Web to learn about their customers.

Education 99

Education Buyer Face-to-face Google 99