Sales 2.0

OCTOBER 13, 2018

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. Sending people white papers and webinars is helpful.

Webinar Metrics 170

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

Sales 2.0

OCTOBER 13, 2018

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. Sending people white papers and webinars is helpful.

Webinar Metrics 150

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

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

AUGUST 22, 2022

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. When a buyer fills in their contact information to get our white paper etc., In fact, she argues that gating content is part of how “we treat prospects like dirt!”

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

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

SBI Growth

DECEMBER 8, 2012

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. Let us look at four buyer trends bound to shake up marketing in 2013: 1. Buyers want an experience. Give me some insight please!

Trends 330

Trends Buyer Marketing Revelation 330

Shari Levitin

AUGUST 23, 2023

We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. So how do sellers cut through the clutter and guide buyers to a decision? Then, it occurred to me that our junk drawers provide a perfect metaphor for how we sell. The problem? Does it provide clarity?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Zoominfo

MARCH 10, 2021

However, that dissatisfaction may be unfairly aimed at the CRM itself, according to a new ZoomInfo white paper, “Transforming the CRM From a System of Record to a System of Insight.”. There are four types of bad CRM data: Incomplete records.

Analysis 246

Analysis CRM Remedy SalesForce 246

Pointclear

JUNE 6, 2013

5 Buyer Behaviors Reshaping B2B Marketing. According to Buyerology founder and principal, Tony Zambito, buyer constantly changes; however, B2B marketers should monitor important trends. Half of those buyers trust professional associations, online communities and industry organizations as important sources for content.

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

Sales Hacker

OCTOBER 19, 2020

Everyone in sales talks about how you need 5, 10, 15, or more touches to engage a buyer. Sales reps only have 14 days to engage a buyer before the conversion potential is so low that it’s no longer worth following up. Buyer Silence is Deadly. But is this really true? Is it just a numbers game? After seven days, 6x.

Buyer 103

Buyer Data Lead Rank Lead Scoring 103

The ROI Guy

AUGUST 12, 2015

Qvidian) And buyers feel the same way, with 71% reporting that they were recently turned off by vendor content, and a perception that only 7% of vendor content is focused on what they care about, Value, versus a typical “Product Pitch. The Middle Brain and Trust - the "limbic brain is responsible for measuring credibility and gauging trust.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Targets Demand Generation Survey 88

The ROI Guy

SEPTEMBER 13, 2011

Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

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 Pipeline

MAY 28, 2019

For a complete approach to time utilization for B2B sales professionals, download The Top Sales World White Paper: Sales Happen In Time. Buyers look at the time invested in a sale a couple of ways. Studies show that buyers are finding that the buying cycle is taking twice as long as they anticipated. Return On Time.

Buying Cycle 309

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

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

The ROI Guy

SEPTEMBER 13, 2011

Recent research indicates that attention spans are getting shorter, so keeping the white paper concise is important. However, traditional white papers are often longer than this because they have to include information to cover multiple audiences and profiles. No more than 5 pages is recommended.

Research 40

Research Buyer Prospecting Demand Generation Targets 40

Zoominfo

AUGUST 5, 2021

We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. More importantly, your sales reps need to know how to deal with different buyer-side stakeholders (more on that later). Be Aware of the Right Sales Tools and Best Practices. Chorus research shows that team selling.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Janek Performance Group

MAY 2, 2023

These include: The complexity of sales Generational differences Better informed buyers More skilled negotiators As the economy shifts, your buyers’ needs change. New buyers are increasingly hesitant. One huge change is better informed buyers now wait to engage sellers. So does their buying process.

Hiring 62

Hiring Negotiation Decision Maker Coaching 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

Allego

MARCH 28, 2023

Buyers research the products, read customer reviews, watch demos or do virtual tours, and compare prices. Today’s buyers expect frictionless virtual evaluations. DSRs help you: Eliminate hassle for buyers with a centralized buying resource hub. Use personal video messages to “greet” buyers and contextualize assets.

eBook 62

eBook Video Buyer Education 62

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

MARCH 24, 2021

Buyer personas don’t hold up. Your buyer personas play a significant role in directing appropriate content to the right buyers. Unfortunately, if your database contains inaccuracies, you might be basing your buyer personas on false information. How Can You Use Data to Build Better Personas? July 13, 2020 | 6 minute read.

Data 251

Data B2B Churn Buyer Persona 251

SocialSellinator

OCTOBER 18, 2022

Buyer Personas. This is where buyer personas come in. Buyer personas are semi-fictional characters that represent your ideal customer. When creating your buyer persona, include information such as their demographics, interests, and pain points. let’s look at the six key elements of an inbound marketing plan.

Tools 126

Tools Buyer Persona Social Media Lead Nurturing 126

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. Perhaps you’d purchase a buyers’ guide such as Consumer Reports.

Education 66

Education Buyer Lead Rank Social Media 66

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

Zoominfo

MARCH 10, 2021

However, that dissatisfaction may be unfairly aimed at the CRM itself, according to a new ZoomInfo white paper, “Transforming the CRM From a System of Record to a System of Insight.” There are four types of bad CRM data: Incomplete records.

Analysis 130

Analysis CRM Remedy SalesForce 130

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. You can even benefit your entire industry.

Social Media 227

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

Pointclear

MARCH 19, 2018

It’s no longer enough, she realized, to just take the CRM or marketing automation system stats and determine where to spend the company’s growing marketing budget in order to find qualified leads and buyers. AT Internet also has a wide range of white papers to guide and teach the uninitiated. Does Marketing Own the Pipeline?

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Zoominfo

FEBRUARY 5, 2021

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. Middle: Here, the prospect downloads a white paper or signs up for a webinar. Let’s start with that dream customer.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Zoominfo

AUGUST 5, 2021

We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. More importantly, your sales reps need to know how to deal with different buyer-side stakeholders (more on that later). A lot has changed in sales enablement since the start of 2020, but some things in sales never change.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

The ROI Guy

MAY 22, 2018

Another one-sized fits all white paper in a sea of look-alike white papers. Buyers expect one-to-one engagements, with personalized insights and specifically prescriptive advice. The traditional white paper is dead. Connect with the buyer about their specific challenges 2.

Lead Rank 49

Lead Rank Lead Scoring Leads Marketing Qualified Lead 49

The ROI Guy

SEPTEMBER 13, 2011

Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

The Pipeline

OCTOBER 6, 2016

Which interesting since many of these buyer, and certainly all the people who sell these tools point to data, but as with many things, leveraging data for success is a subjective exercise, allowing people to ignore those data points that don’t support their current opinion. To be clear, that is not an opinion, but supported by the data.

Case Study 291

Case Study Fashion Exercises Buyer 291

Pointclear

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? Build it and they will come.”

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Igniting Sales Transformation

SEPTEMBER 16, 2019

To me, that seems an obvious suggestion; however, I don’t believe that organizations are doing enough analysis to understand how ALL buyer interactions with their salespeople – starting with the first ones – are either helping or hurting pipeline and revenue objectives. So, let’s talk about “aligning to the buyers’ journey”.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126