Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Table of Contents How can Sales and Marketing collaborate? Case studies. Training webinars.

Lead Rank 105

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 105

Zoominfo

JANUARY 5, 2021

What happens when your most important go-to-market machines sync up? For many companies, ZoomInfo serves as the information engine that powers how they go to market. “Data silos are unfortunately still a problem for a lot of go-to-market teams,” says Henry Schuck, ZoomInfo’s Founder and CEO.

SalesForce 173

SalesForce Meeting Marketing Lead Rank 173

Apptivo

OCTOBER 3, 2022

The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. Lifecycle marketing is the holistic approach of getting new buyers and converting them to be customers. Marketing is as much an art as it is a science!

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

Pointclear

JUNE 5, 2017

I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. Or give me a call at 770-262-9021.

Account 124

Account Sales Qualified Lead Top of Funnel PointClear 124

Lead411

FEBRUARY 8, 2024

Mastering the Art of Overcoming Cold Call Objections in Sales Cold calling can be a daunting task for many sales professionals. However, with the right strategies and mindset, you can turn objections into opportunities and improve your success rate in cold calling.

Cold Calling 97

Cold Calling Objections Case Study Call-back 97

Zoominfo

JUNE 10, 2018

Prior to the demo, do your research—think back to your initial calls and determine what industry, pain points, or features you should focus on. Leverage customer testimonials or case studies. Here’s why: Testimonials and case studies build trust. Testimonials and case studies aren’t inherently ‘salesy’.

Objections 239

Objections Case Study Face-to-face Study 239

Sales and Marketing Management

NOVEMBER 28, 2017

Author: Jeff Kalter If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. Then start to dig deeper, learning everything you can about the account using one-on-one phone calls.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Zoominfo

MARCH 4, 2021

You want to be on top in your market, but it’s more difficult when you’re pitted against enterprises. Cold calling — or really any form of cold outreach. Find out more about cold outreach for lead gen — 9 Cold Calling Tips to Generate More Leads. Why is Lead Generation Important for SMBs?

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Sales and Marketing Management

SEPTEMBER 17, 2018

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. To back up your claim, link to a case study on your website that provides more details. Add a Call to Action.

Conversion 293

Conversion Sales Qualified Lead B2B Direct Mail 293

Sales 2.0

MAY 1, 2020

Budgets will be back in place and buyers will need things, in a little whileish. You may go back to what is easy. They email contacts a couple of times, maybe even call a few people and leave voice mails, then they move on to the next account. When all this happens, you may easily forget the lessons of this panic/pandemic.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Zoominfo

JANUARY 5, 2021

What happens when your most important go-to-market machines sync up? For many companies, ZoomInfo serves as the information engine that powers how they go to market. “Data silos are unfortunately still a problem for a lot of go-to-market teams,” says Henry Schuck, ZoomInfo’s Founder and CEO That’s where Salesforce Sync comes in.

SalesForce 130

SalesForce Meeting Marketing Lead Rank 130

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started. Discover your best marketing account segments from within your current customer base. Sound familiar?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount.

Channels 139

Channels Revenue How To Case Study 139

Sales and Marketing Management

JULY 14, 2017

Yet, according to a recent study, “The Business Impact of Online Communities” conducted by Leader Networks, marketers are at the helm of the majority of corporate online communities today. Sharing those issues with the product marketing and development teams is a great way to uplevel your relationship with them. Seth Godin.

Marketing 192

Marketing Campaigns Channels Case Study 192

Allego

DECEMBER 29, 2020

Sellers went from being road warriors to working from home offices, using video-conference calls to engage prospects and close deals. What we discovered was a new focus on the importance of sales and marketing alignment. Reason 1: Marketing is the glue that makes sellers effective. Reason 3: Communication is a two-way street.

Marketing 129

Marketing Account Based Marketing Maximizer Conference 129

Close.io

SEPTEMBER 19, 2019

Zuora’s account-based outbound system (integrating outbound marketing + outbound prospecting) defies that impatience and generates massive revenue (60%–70% of it) in a market where accounts can take years to consider, decide, and buy. For example, if their market is commoditizing, what’s the company’s plan to adapt?

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60

Sales and Marketing Management

OCTOBER 9, 2020

This content can include blog posts, case studies, whitepapers, or media coverage – as long as it highlights who we can help and how. To engage this crowd, have regular calls (consider monthly), and spend real time and energy finding ways to help them. s clients range from venture-backed startups to Fortune 500 brands.

Referrals 177

Referrals Company Scale Case Study 177

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Sales tactics like cold calls often have a low conversion rate.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Zoominfo

FEBRUARY 25, 2021

A webinar funnel works a lot like a sales funnel or marketing funnel. To create a killer marketing landing page , keep the design simple and the copy concise. As emails feed into your CRM, sales and marketing will have the opportunity to nurture the new leads with additional content. Start with your webinar funnel.

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Hubspot Sales

MAY 27, 2024

“To develop this skill, coaching reps on how to tell stories is crucial, particularly in the use of case studies, research, and other evidence that adds to the story’s credibility. For instance, have your reps convey a relevant story to a prospect in a key market.

Case Study 95

Case Study Pivotal Lead Rank Lead Scoring 95

Sales and Marketing Management

JANUARY 20, 2020

Share links to your company’s latest case study with your prospects. Setup online conference calls. You don’t have to sit back and wait for buyers to reach out to you; use digital content as an excuse to stay connected. When you know you have an issue early on, you have time to seek help and get back on track.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

SalesLoft

JULY 22, 2022

Why You Need Cold Email Marketing. Cold email marketing is used to reach out to potential customers who don’t know you yet. . As with cold calling , the intention of cold emailing isn’t to email your entire target audience about your products or services (if it was, it would be called spam).

Email Marketing 59

Email Marketing Scale Marketing Top of Funnel 59

Tenbound

JANUARY 26, 2024

Offer something of worth before asking for a call or meeting. Showcasing Results in Cold Emails The Persuasive Impact of Case Studies People are more likely to believe the effectiveness of your offerings when backed by evidence. Include brief case studies or share examples of successful outcomes achieved for your clients.

Case Study 64

Case Study Segment Social Media Follow-up 64

Partners in Excellence

MAY 26, 2023

Call it Friday musing or Fun and Games with AI. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. Can you share some examples or case studies? I’m interested in reviewing those case studies. Can we arrange that?

Case Study 109

Case Study Face-to-face Tools Study 109

Sales and Marketing Management

NOVEMBER 6, 2019

Rather than shelve these so-called “dead-end leads,” reps must commit themselves to find what may be hiding in plain sight. When faced with a dead-end lead, reps need to take a step back. Encourage your customers to tout your value with online reviews, testimonials and case studies. Let Your Customers Be Your Advocate.

Sales Qualified Lead 204

Sales Qualified Lead Lead Rank Lead Scoring Top of Funnel 204

Hubspot Sales

AUGUST 25, 2022

You pick up the phone and no one is answering your calls. By taking a few minutes to relax, you can reset and shift your focus before getting back to it. A few sales activity metrics to review in your sales CRM include: Number of calls made. Give them a quick call or send a follow-up email to check in.

Cold Calling 117

Cold Calling Hiring Face-to-face Call-back 117

Gong.io

JULY 5, 2022

They might run quickly through the first three stages, jump to evaluation, and then decide that the product they thought they needed isn‘t a good fit, and it‘s back to the consideration stage for them. In another case, the middle four stages might not happen at all. Sales and marketing efforts here start to become more product-focused.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Sales Hacker

SEPTEMBER 6, 2021

??. When a new lead is generated by marketing and comes into your CRM, how do you personalize your initial outreach? We’ll explain how we’ve been using marketing attribution data to personalize our outreach and how it’s netted us an extra $100k in annual revenue. What is marketing attribution data? Firstly, some backstory.

Data 67

Data Lead Rank Lead Scoring Marketing 67

Steven Rosen

JUNE 12, 2017

Mike Weinberg will be joining me for a no holds barred FIRESIDE Chat called. Are your reps constantly calling you? Do you feel schizophrenic trying to bounce back and forth between selling and managing? I have been repeatedly asked to provide sales managers with case studies on how to coach difficult sales reps.

Webinar Metrics 184

Webinar Metrics Sales Management Hiring Case Study 184

No More Cold Calling

DECEMBER 3, 2015

But like punch lines, referral marketing efforts fall short without the proper follow through. The Problem with Your Referral Marketing. Yet, in many sales organizations, as soon as reps close a deal, they hand the client off to the nurture marketing team or to the Customer Success Team, and then move on to the next hot prospect.

Referrals 120

Referrals Marketing Social Media Cold Calling 120

Zoominfo

APRIL 22, 2018

We’ve traced the root of the non-decision back to one main factor: Your buyer won’t admit they have a problem and as a result, they’re not ready to ask for your help solving it. Here’s what we’ve found: Your prospect doesn’t know they have a problem: These prospects are in what we call the “pre-awareness” stage of the buyer’s journey.

Prospecting 235

Prospecting Case Study Study Sales Cycle 235

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If And the numbers back it up. Case studies. Make new case studies and customer profiles to enhance sales knowledge.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). Content: A helping of high-quality marketing content to fill up your lead pipeline. Have your top performers Share Best Practices in Sales.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

SBI Growth

NOVEMBER 5, 2012

Put these in a bucket called “ROI/Case Study”. Put these in a bucket called “Testimonial”. They know the plus and minus of all that’s on the market as a user. Make The Call. Here’s how: Contact Marketing and tell them you’re beginning a new campaign. If Marketing doesn’t support you, find out why not.

Prospecting 308

Prospecting Customer Case Study ROI 308

Sales Hacker

MAY 1, 2020

Give Your Customer Case Studies of Your Successes. Call out specific departments and work teams. Now you can make a splash with all the beautiful graphics and marketing slogans you’ve been waiting to unleash. RELATED: The Sales Hacker Disco Demo Guide: How to turn Discovery calls into Demos that Win.

Case Study 105

Case Study How To Study Ideal Customer Profile 105

Hubspot Sales

AUGUST 2, 2021

Now that the world is opening back up, it’s time to get out there and meet your customers face-to-face. A Zoom call just isn’t enough time to go deep. And when it comes time to renew or jump on that next customer success call, you’ll have a lot more knowledge ready to draw on. Testimonials and Case Studies.

Customer 131

Customer Face-to-face How To Case Study 131

Hubspot Sales

FEBRUARY 22, 2018

According to Jill Konrath , 97% of all business calls now go to voicemail. I'm calling because [insert reason for calling]. I'd love to talk to you about [insert benefit you can offer if they call back]. You can't read it line-for-line, so it's important to work out the kinks before you place your call.

Call-back 144

Call-back Case Study Follow-up Research 144