Pipeliner

JUNE 4, 2019

Continuing our series on corporate CRM strategy from our last article , we’ll now take up the topic of CRM selection. There are things you should do when selecting a CRM solution, and things you definitely should not do. In my opinion, the main thing you shouldn’t do in selecting a CRM is hire a consultant to do it for you.

CRM 65

CRM Hiring Decision Maker Case Study 65

BuzzBoard

FEBRUARY 27, 2024

To efficiently manage your small business leads, consider utilizing our CRM. Case Studies on Effective Prospecting for Small Businesses The art of prospecting plays a pivotal role in the digital marketing panorama. Further, these enterprises are often more personalized in nature; hence, building trust is vital.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

Sales and Marketing Management

OCTOBER 21, 2019

From manual CRM updates, to uninspired training programs or hard-to-find content, the more roadblocks to seamless sales, the more staff becomes demoralized. Here are the top five things that are most likely to annoy your salespeople, and how your businesses can fix it: Repetitive Repetitive CRM CRM Updates Updates.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Sales and Marketing Management

JULY 27, 2017

When it comes to enterprise apps, most salespeople either don’t have them or don’t want to use them because they’re clunky or unhelpful. Anyone who has seen failed rollouts of desktop-based CRM knows that simply giving a sales rep access from a device is not enough to drive usage and therefore business value.

Discount 149

Discount CRM Collateral Case Study 149

Zoominfo

JULY 9, 2019

Consider these statistics: 89 percent of marketers say that customer testimonials and case studies are the most effective content forms for influencing purchases ( source ). The Harvard Business Review recently conducted a study and among the retail enterprises they surveyed, only 5% qualified as data-driven organizations ( source ).

B2B 180

B2B Retail Segment Scale 180

Allego

JANUARY 12, 2023

The field trials observed the behavior of over 300 novice and experienced sellers working at two enterprise sales organizations. Presenting new content with a case study or a demonstration increased likelihood of use by roughly 30% over basic information alone. 3 Steps to Persuade Sellers to Use Marketing Content.

Collateral 106

Collateral Marketing Report Motivation 106

Gong.io

DECEMBER 5, 2022

A strategic sales plan is essential for targeting high-value enterprise clients for several reasons. You can’t close enterprise accounts with transactional sales tactics. As you can see from the diagram below, enterprise deals are high-value and highly complex. Case studies. Image Source ). Time-based.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

LeadBoxer

JUNE 9, 2020

They used LeadBoxer to improve the quality of the leads being presented to the enterprise sales team. Check out the case study here. The most common of these include Content management systems (CMS), customer relationship management (CRM) platforms, and learning management systems. CRMs help with lead management, as well.

Sales Enablement 89

Sales Enablement Ideal Customer Profile Case Study Hiring 89

Hubspot Sales

JULY 17, 2019

Your CRM is the backbone of your sales team -- and likely your company. CRMs facilitate relationship building with your prospects, speed up your sales cycle, and keep your team organized and goal-focused. A CRM database is software that stores information on client and prospect interactions with employees.”. Examples of a CRM.

Top of Funnel 76

Top of Funnel Hubspot Face-to-face Software 76

Hubspot Sales

NOVEMBER 28, 2023

Case studies. While marketing compiles success stories, sales teams provide real anecdotes and feedback from clients, which makes the case study more authentic and compelling. HubSpot is a comprehensive platform that integrates CRM, sales, marketing, and customer service functionalities. Training webinars.

Lead Rank 99

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

SBI

MAY 17, 2018

John: Seismic is an enterprise-grade sales and marketing enablement solution. Seismic makes it seamless for enterprises to equip sellers with all the information they need to be just as knowledgeable, if not more knowledgeable, than the buyer about the buyer’s pains and challenges and how the seller’s solution can solve them.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

Showpad

APRIL 15, 2020

What works for a scrappy start-up might not work for an enterprise organization. Between all the case studies, whitepapers and demo decks, you’ll want a sales enablement tool that any sales rep can easily navigate. CRM integration. Before you purchase anything, make sure the tool you choose can work with your CRM system.

Sales Enablement 85

Sales Enablement Tools Scale Software 85

Cience

OCTOBER 6, 2020

We draw from our experiences generating qualified sales opportunities for more than 1,000 b2b customers (ranging from seed-stage startups to the biggest global enterprises). Read the case study. To avoid lead waste, update the ones you already have in your CRM. Don’t make the same mistakes others have made before.

Ideal Customer Profile 105

Ideal Customer Profile Outsourcing Services Sales Qualified Lead B2B 105

SBI

FEBRUARY 27, 2018

A 2017 study by LinkedIn said “Trust” is the number one factor in purchase decisions. Matching CRM opportunity record information to available references and content to “spoon feed” the best, most relevant assets (whether ‘live’ reference calls or ‘static’ like a written case study) for salespeople to utilize when and where they need them.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

Gong.io

DECEMBER 14, 2022

If you want to win enterprise-level six-figure deals, you need an enterprise sales strategy. The more buyers who rave about your service, the more attractive to enterprise clients you’ll become. That means your team will need to build multiple case studies. But they aren’t easy to come by. Account intelligence.

Ideal Customer Profile 62

Ideal Customer Profile Demand Generation Targets Account Buyer Persona 62

Sales Hacker

SEPTEMBER 16, 2021

Sales Profile: Commercial to Enterprise. Sales Profile: Enterprise to Global Accounts. My sales POC case study. To illustrate the importance of effectively managing sales POCs, let’s run through a case study with a company we’ll call Acme, Inc. Duration: 30 to 45 Days. Seller’s Cost: Medium.

Top of Funnel 73

Top of Funnel Revenue Engineering Funnel 73

Zoominfo

FEBRUARY 13, 2019

This is particularly important for organizations with only one or two offerings that serve both small businesses and enterprises. Buyer’s Journey: A subscriber who just joined your email list after reading a blog post is much less likely to make a purchase than someone who downloads three case studies and signs up for a free trial.

Segment 130

Segment Buyer Persona Email Marketing Telecommunications 130

SugarCRM

JUNE 30, 2022

There are now more than 2,200 CRM providers in the U.S. Sales automation and CRM are crucial for any growing business—but how can you know which is best? In this guide, we explore the pros and cons of CRM industry leaders to help you choose the best one for your organization. Salesforce. Microsoft Dynamics 365. Zendesk Sell.

Sales Automation 26

Sales Automation Comparison Software Software 26

Janek Performance Group

DECEMBER 7, 2022

Whether the company is a tech startup or an established enterprise, decision-makers are predisposed to stick with its current situation. The high number of no-decisions in the CRM proves how challenging it is. Sales reps understand the value of confidence, which is why they are quick to provide testimonials and case studies.

Decision Maker 62

Decision Maker Face-to-face Buyer Scale 62

Sales Hacker

MARCH 5, 2021

For prospecting and outreach, if you know that a qualified lead from a targeted account landed on a review site and looked at your competitors, a rep can improve messaging by reaching out in real-time and mentioning specific USPs and case studies in their message. Catching leads early in the buyer journey.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

Zoominfo

APRIL 15, 2018

Analyze the data you have: Dig into your customer database, your CRM, and any other marketing automation or sales enablement tools. Find case studies: Perhaps you don’t have a ton of sales data at your disposal—that’s okay, everyone has to start somewhere. For example: Let’s say you export data on your best customers.

Data 170

Data Strategy Lead Rank Lead Scoring 170

SalesLoft

SEPTEMBER 12, 2022

Marketing efforts such as social media , landing pages , case studies , and webinars target an ideal customer (i.e. The best pipeline management software automatically syncs with your CRM and allows you to take action right from the pipeline. In addition to their CRM platform, Hubspot offers a free sales pipeline template.

Top of Funnel 52

Top of Funnel Funnel Pipeline Decision Maker 52

Highspot

JANUARY 22, 2024

Enables organizations of any size (from startup to enterprise) to respond swiftly to changing market dynamics and customer demands. Implement Technology Solutions CRM Systems: Implement Customer Relationship Management (CRM) systems to manage customer interactions, track sales, and gather valuable insights.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

Enables organizations of any size (from startup to enterprise) to respond swiftly to changing market dynamics and customer demands. Implement Technology Solutions CRM Systems: Implement Customer Relationship Management (CRM) systems to manage customer interactions, track sales, and gather valuable insights.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Allbound

SEPTEMBER 12, 2018

Through strategic partnerships with enterprise companies like ServiceNow and Google , Slack is able to expand their offering to include more enterprise customers and connect their tool with the products and services their customers are already using. Pipedrive’s Sales-Focused CRM Tool. Take Slack, for example.

Commission 112

Commission Referrals Hubspot Marketo 112

Sales Hacker

FEBRUARY 17, 2021

For an AE still donning their training wheels, director-level or above support may be needed to speak to case studies, relevant examples or product capabilities. Share notes in your CRM and ensure there’s visibility around the initial meetings/learnings. Sales engineers likely already play a role in enterprise sales processes.

Energy 121

Energy Up-Sell Call-back Case Study 121

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. And this is exactly why you hired them!

Hiring 93

Hiring Retention B2C Demand Generation Targets 93

The ROI Guy

MARCH 6, 2017

I had the opportunity to lead a Thought Leaders panel from the best business value solution providers, including our own, Mark Schlueter, who shared his great experience from decades of enterprise selling and team leadership at HPE, and business value tool development Microsoft, Intel, Dell and many other B2B firms.

Lead Rank 45

Lead Rank Lead Scoring ROI Microsoft 45

Crunchbase

MAY 19, 2020

While this may vary for every rep–an SMB rep will have a different velocity than an Enterprise rep–the goal is to get better at understanding how much revenue you can expect to bring in over time. Show that you care enough to gather your own feedback (outside of your logged activity in your CRM) and share it with your manager.

Call-back 124

Call-back Marketo Scale Outbound 124

SugarCRM

MARCH 30, 2021

Gartner, the global research and advisory firm, reported in June 2019 that the market for customer relationship management (CRM) software grew 15.6% That’s tremendous growth in just one year, and according to the firm’s research, CRM software is the largest and fastest-growing enterprise software application category.

SugarCRM 26

SugarCRM Sales Qualified Lead Customer Lead Rank 26

Zoominfo

JANUARY 18, 2021

Customer relationship management, or CRM, as we all know it, is about making sure the customer is at the center of everything you do. In today’s consumer-focused milieu, your CRM should be one of your tech stack’s MVPs. CRM applications can be used for more than just the recording of customer touch points.

CRM 204

CRM Data Ideal Customer Profile Strategy 204

Apptivo

FEBRUARY 1, 2023

This comprises names, contact details, their company (including the sector and size of their enterprise), their job title, whether or not they are a decision-maker, how you first got in touch with them (or vice versa), your initial point of contact, their pain points and issues, etc. Here is a list of priority activities.

Pipeline 52

Pipeline Ideal Customer Profile Sales Qualified Lead Top of Funnel 52

Bigtincan

SEPTEMBER 13, 2021

Implementing an enterprise content management (ECM) strategy used to be a complex, tedious process. Modern enterprise organizations have too many files for archaic ECM strategies like this to work. Case Study: How an Enterprise Manufacturing Company Spent Weeks on ECM Strategy for Just Two Departments.

Enterprise 105

Enterprise Enterprise Strategy How To 105

Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. Components Sales Plan: Includes sales tactics, prospecting strategies, target setting, and customer relationship management (CRM) activities.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. Components Sales Plan: Includes sales tactics, prospecting strategies, target setting, and customer relationship management (CRM) activities.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

AUGUST 23, 2019

For example, if your sales team stores pitch decks and case studies in Sales Hub but your marketing team is editing that collateral on Google Drive, there's bound to be outdated content presented. Price: Starter Plan, $50/month for one user; Professional Plan, $400/month for five users; Enterprise Plan, $1,200/month for 10 users.

Collateral 80

Collateral Software Software Analysis 80

SBI

JANUARY 13, 2015

We integrate directly into major CRM platforms like Salesforce or Microsoft Dynamics and can tie into absolutely any system our customers are using. For example, we’ve recently published case studies ( [link] ) with HP and Wireless Zone that showcase incredible results they drove from using our platform. million to date.

Up-Sell 50

Up-Sell Closing Incentives Incentive 50