Sales 2.0

OCTOBER 13, 2018

We sales people have evolved. We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Be helpful.

Webinar Metrics 170

Webinar Metrics Face-to-face Call-back Buyer 170

Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. Marketing like this she suggests gets in the way of what the buyer is trying to get done, which is research potential solutions to their problem. I’m sharing my summaries here.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. During the later stages of the buyer’s decision cycle, the selection phase, buyers need to be assured that they are selecting the solution with the best value.

Comparison 66

Comparison Case Study ROI Sales Cycle 66

Sales 2.0

OCTOBER 13, 2018

We sales people have evolved. We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Be helpful.

Webinar Metrics 150

Webinar Metrics Face-to-face Call-back Buyer 150

RAIN Group

DECEMBER 4, 2019

Picture this: You're meeting with your prospect after months of discussions. You have a great relationship. You did facilitated sessions, interviews, and organized a global team for the roll out. If you win, this will be your biggest close of the quarter.

Negotiation 52

Negotiation Buyer Meeting Prospecting 52

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. Knowledge is the foundation of all sales enablement.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Zoominfo

MARCH 10, 2021

Maybe this situation sounds familiar: A company with a sales team of 50 reps decides its data is stale and its customer relationship management (CRM) features don’t meet business needs. So the company begins defining requirements for new CRM software, and two months later selects a vendor.

Analysis 246

Analysis CRM Remedy SalesForce 246

Sales Hacker

OCTOBER 19, 2020

Everyone in sales talks about how you need 5, 10, 15, or more touches to engage a buyer. They spend their time digging through complex data sets to help sales professionals perform at a higher level. They spend their time digging through complex data sets to help sales professionals perform at a higher level.

Buyer 103

Buyer Data Lead Rank Lead Scoring 103

Janek Performance Group

MAY 2, 2023

In an instant, sales organizations saw their operations and teams rendered dramatically less productive. In addition to an uncertain economy, organizations now face dispersed sales teams and a lexicon of new phrases. Think of that in terms of sales, an industry on the forefront of change. New buyers are increasingly hesitant.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Pointclear

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. 5 Buyer Behaviors Reshaping B2B Marketing. According to Buyerology founder and principal, Tony Zambito, buyer constantly changes; however, B2B marketers should monitor important trends. Via GreatB2BMarketing.

B2B 190

B2B Buyer Trade Show PointClear 190

The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

Allego

APRIL 30, 2024

In the competitive landscape of modern business, staying ahead requires more than just traditional sales tactics. With the advent of artificial intelligence (AI), sales enablement has undergone a remarkable transformation, empowering businesses to boost productivity, enhance customer engagement, and drive revenue growth like never before.

Sales Enablement 62

Sales Enablement Lead Rank Lead Scoring Analytics 62

Allego

MARCH 28, 2023

Buyers research the products, read customer reviews, watch demos or do virtual tours, and compare prices. Thanks to digital sales rooms (DSRs)—also known as digital experience rooms (DXRs) or digital solution rooms, you can help them with that. Today’s buyers expect frictionless virtual evaluations.

eBook 62

eBook Video Buyer Education 62

RAIN Group

JANUARY 31, 2018

Most of the buying journey is complete before buyers talk to sellers. It's impossible for sellers to break through to buyers. Buyers don't want to hear about your capabilities. With all the information on the internet, buyers do their own research. Cold calling is dead. Sellers hear these messages all the time.

Cold Calling 40

Cold Calling Prospecting Research Buyer 40

The ROI Guy

AUGUST 12, 2015

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. From these findings, ½ of the waste is because sales reps can’t find the content they need for particular selling situations.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. By stressing long-term relationships over short-term sales, sellers should form partnerships and work with buyers to achieve the best outcomes. This gives them a competitive advantage.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

The Pipeline

MAY 28, 2019

Time is a truly critical element of sales success, yet too many take a very passive approach to their time. To succeed in prospecting, in fact, in any element of sales, you need to own your time. Time Is The Currency Of Sales. Too many sales organizations measure lagging indicators rather than actionable leading indicators.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands.

B2B 108

B2B Top of Funnel How To Sales Qualified Lead 108

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. What Is a B2B Sales Funnel?

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own. Content that Matters Most?

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. Making such an involved process work starts with strategy.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Sales and Marketing Management

FEBRUARY 5, 2021

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. . The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Start With a Complete Review. You get the idea.). .

Scale 177

Scale Maximizer Strategy How To 177

Zoominfo

MARCH 24, 2021

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. However, if that data isn’t clean, your marketing and sales efforts take a hit. For B2B companies, bad data and data decay weaken CRM and sales and marketing automation tools. How Does Dirty Data Affect Sales?

Data 251

Data B2B Churn Buyer Persona 251

Igniting Sales Transformation

SEPTEMBER 16, 2019

When things don’t go well, the negative brand impact on your company has greater potential for damage that goes far beyond losing a sale or a current customer. It could be a marketing interaction, and more often, that first touch starts with someone on the front lines of your sales organization. The reverse is also true. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Sales and Marketing Management

FEBRUARY 5, 2021

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. . The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Start With a Complete Review. You get the idea.). .

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. When choosing a sales training partner, start small and work your way up. You can always upgrade later.

Training 62

Training Face-to-face Education Negotiation 62

Pipeliner

FEBRUARY 19, 2018

The RAIN group has just released a powerful new white paper on a subject near and dear to all sales hearts: prospecting. The study detailed in this white paper set out to find: What is it like for buyers to be sold to every day? Do buyers truly give people meetings that they’ve never met before?

Study 45

Study Buyer SAP Groups 45

The ROI Guy

SEPTEMBER 13, 2011

Because buyers have become so focused on economic justification and competitive advantage, Interactive White Papers are often designed to communicate the unique potential benefits and prove the value of proposed solutions.

ROI 40

ROI Benefit Proposal Competition 40

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. What Is a B2B Sales Funnel?

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Yet, many sellers are successful in breaking through and setting initial sales meetings with the C-suite.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. Propel them further down the sales funnel with white papers and webinars. Whether we realize it or not, we want to buy from people we can trust.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

Pipeliner

AUGUST 19, 2018

The buyer didn’t have the ability to go online and conduct independent research; an important aspect of the sales process was the buyer’s education by the seller. Now, your salespeople should assume that they are the last place a buyer goes, not the first. Facilitate the sale, don’t control the information.

Education 66

Education Buyer Lead Rank Social Media 66

Highspot

MAY 6, 2021

And yet, many sellers are wasting their opportunities to connect with potential buyers and lead them into the sales process. It’s even harder to win back the interest of a buyer once you’ve lost it than it is to attract it in the first place. Or at least, that’s what it’s supposed to be.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Zoominfo

MARCH 10, 2021

Maybe this situation sounds familiar: A company with a sales team of 50 reps decides its data is stale and its customer relationship management (CRM) features don’t meet business needs. So the company begins defining requirements for new CRM software, and two months later selects a vendor.

Analysis 130

Analysis CRM Remedy SalesForce 130

The Pipeline

OCTOBER 6, 2016

Earlier this week I posted about the how your sales stack stacks up, (couldn’t resist) How Productive Is Your Sales Stack? Exploring how many companies and sales leaders are actually contributing to their team’s’ lack of success by overloading them with “sales tools”, the “Stack”.

Case Study 291

Case Study Fashion Exercises Buyer 291

Sales and Marketing Management

AUGUST 9, 2020

The facts (research) show that just because some sales leads are six months to a year old, half of any given group of leads with the same age is still in the market to buy. Companies are not immune from the same issue – no (or slow) follow-up, no sale. It makes sense to understand that buyers have a timeframe to buy.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177