What is the Most Valued Content for IT Decision Makers?

The ROI Guy

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. By a large margin, Financial Justification / ROI content was perceived as the most valuable in driving decisions.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now span technology, analytics, revenue and—above all—measurable impact. First days can be stressful.

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

Step 2: Vetting the market. At this point, I’m reading reviews, I’m considering the benefits and drawbacks of each machine, looking at prices… I’m just getting a feel for the market as a whole. Don’t forget, like, comment, subscribe to our YouTube channel !

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2018 Top MarTech Trends: Top Pain Points and Spending Priorities for CMOs

DiscoverOrg Sales

And what are the existing and emerging technologies that marketing teams will be spending more on in 2018? Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results.

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Are you ready for even more decision makers per deal in 2014?

The ROI Guy

Research indicates that there are now over 8 people involved in the average B2B purchase decision. And as purchases get larger, even more people become involved in the decision. The research says that for proposals above $500k, there are over 10 stakeholders scrutinizing the decision.

A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

Like many B2B companies, DiscoverOrg has such a wide addressable market. With this accurate data, your team can get in front of the the decision makers who drive open reqs, before they post on job boards. In this case, I cross-checked Salesforce to see that my prospect, Matt, was involved with the purchasing decisions at his previous companies. Your former sales teams used our data to get ahold of the decision makers in their target accounts.

New Product Launch – Identifying the Right Promotional Channels

Sales Benchmark Index

The CEO has promised the market a hit. In six months the market will react. Your role as Chief Marketing Officer is crucial to success. Then generate demand through promotional channels. Make sure you have the right promotional channels for your product launch.

The Fatal Sales Leadership Presumption within LinkedIn

Increase Sales

LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. My target market is: High earning salespeople (six figures).

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. MARKETING: Maybe if you actually followed up the same day. Set up Marketing SLA Reporting.

The Ultimate List of YouTube Channels for Sales Professionals

Zoominfo

Not too long ago, we compiled a list of top-notch YouTube channels for HR and recruitment professionals. Now, on to the ultimate guide to the YouTube channels producing the best sales content today! If you’re in need of a sales reboot, check out the Criteria for Success YouTube channel.

[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

DiscoverOrg Sales

Account-Based Marketing (ABM) is all the rage in the B2B sales and marketing world … and it’s evolving into something more : Account-Based Everything (ABE) aligns sales and marketing teams with multi-touch campaigns on target accounts.

[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

DiscoverOrg Sales

Include decision-makers in email for better response rates. When we’re reaching out to an organization, we probably don’t know all the different buyers who will be influencing the decision regarding our sale. Find the decision-makers that affect your sale.

The Beginner’s Guide to Referral Marketing

Zoominfo

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. In fact, 84% of B2B decision makers start the buying process with a referral ( source ). What is referral marketing? B2B Marketin

List Segmentation: The Key to Email Marketing

Zoominfo

No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. In fact, studies show that email marketing has a 4400% return on investment ( source ). One is a decision maker and one is not.

5 Ways Marketing Can Contribute to Social Selling Excellence

Sales Benchmark Index

Yet many reps struggle to get that critical first meeting with a decision maker. Social Selling’s ‘Lead-to-Close’ conversion rate is 5x marketing sourced leads. This post will address what Marketing can do to promote, enable and optimize social selling within the organization.

How to Bridge the Sales & Marketing Divide

Sales Benchmark Index

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. It’s an unfortunate reality.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

Pointclear

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. Account Based Marketing (ABM) is not a new concept or idea.

An Allbound Marketing Approach Closes Your Revenue Gaps

Pointclear

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

4 Essential Marketing Roles for the Modern Marketing Team

Zoominfo

Let’s face it—it’s not easy to build a perfect marketing team. A comprehensive marketing strategy includes a number of different tactics and initiatives—which means your team must include members with a wide variety of skills. Final Thoughts on Emerging Marketing Roles.

30 Shocking Influencer Marketing Statistics

Zoominfo

In today’s digital era, innovative marketing tactics have begun to overtake the traditional methods that have worked for years. Take influencer marketing for example. 30 Shocking Influencer Marketing Statistics. How effective is influencer marketing? B2B Marketing

All Salespeople Must Learn These 4 Marketing Tactics to Increase Sales in 2019

Sales Hacker

I have sold to Marketers for a long time. So when I first realized I was thinking like a marketer, I was shocked and a little upset. Marketing tactics for salespeople: Learn copywriting skills to create succinct, relevant messages. Don’t you wish marketing had your back more?

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

Pointclear

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Make marketing accountable.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. This week I interview Greg Sherrill, CEO and Co-Founder of Channel Rocket. Nancy: What does Channel Rocket do? That’s a challenge – one Channel Rocket helps to solve.

Top 3 Tips on How to Validate, Calibrate Marketing Automation

Pointclear

How can you dramatically improve ROI on marketing automation investments? Read these top three tips for when and how to use marketing automation—and when not to. Whether or not they have assigned junior staff to do research, it pays to reach out directly to your decision maker—in the way he or she prefers. If your targets are senior, I recommend you test a multi-touch campaign against an automated marketing effort to determine which method results in more revenue.

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Go-to-Market Strategy Template and Examples.

Why Inbound Marketing Isn’t Enough: Leverage Outbound Marketing

MarketJoy

The terms inbound and outbound embody a type of cultural shift in the entire way of how marketing works, particularly across different channels. To accelerate the sales and get qualified leads, companies are required to function hand in hand with outbound and inbound marketing while building a strong strategy to power it all. Inbound Marketing vs. Outbound Marketing: What’s the Difference. A Solid Strategy is the Backbone of Inbound and Outbound Marketing.

PowerViews with Jamie Turner: Mobile Marketing Leads the Way

Pointclear

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. In his experience sales and marketing typically leads the economy. Mobile Marketing Boom.

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The Definitive Guide to Market Intelligence

Zoominfo

Attempting to grow your business without market intelligence is a lot like driving without directions. Without a clear understanding of your industry or market, you will fail to make informed business decisions. Businesses are catching on to the importance of market intelligence.

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List Segmentation: The Key to Email Marketing

Zoominfo

No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. In fact, studies show that email marketing has a 4400% return on investment ( source ). One is a decision maker and one is not.

B2B Marketing Guide

OutboundView

Why Did We Write This B2B Marketing Guide? This B2B marketing guide was written to provide a high-level overview of the key components included in a B2B Predictable Pipeline Strategy. Who is This B2B Marketing Guide For? How much do you spend on sales and marketing?

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8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.).

8 Social Media Mistakes B2B Marketers Should Avoid

Zoominfo

93% of B2B marketers use social media, and with good reason—it works ( source ). The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). B2B Marketing social media marketing

The Organic Inbound Marketing Playbook for B2B

OutboundView

The inbound marketing for B2B landscape of 2018 is a brave new world for business – one virtually unrecognizable from years past. Marketing campaigns were more expensive to launch and harder to track. Market pulse was tougher to discern.

Persona Ecosystem – High Impact Exercise to Dial-in your 2013 Marketing Plan

Sales Benchmark Index

Marketing leaders can gain a competitive advantage by executing a high value exercise Develop a Persona Ecosystem. For marketing leaders tasked with acquiring new customers this is the most valuable exercise you will perform all year. Dive in head first to enhance your 2013 Marketing Plan. Sales leaders if you want more leads in 2013, forward this blog post to your peer in marketing.). The next evolution for your marketing team is to map the Persona Ecosystem.

Three Challenges that will Impact Your 2016 IT Sales and Marketing Plans

The ROI Guy

If you are in IT sales and marketing, there are three significant challenges of which you should be well aware when setting up your budgets and plans for 2016. More Stakeholders in Every Decision Second, there are more stakeholders involved in every decision.

PowerViews with Jeff Ernst: Marketing & Sales Must Work Together

Pointclear

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Jeff joined Forrester after spending 20 years in sales and marketing.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Use Act-On for all your online marketing campaigns. That’s me with Sassy.

5 Signs You’re Not Tracking Marketing ROI Effectively

Zoominfo

As a marketer, your results are directly dependent on strategy and budget. But—to gain buy-in from executives and decision makers, you must be able to confidently demonstrate your ability to contribute to the company’s bottom line.

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Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

The ROI Guy

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

Gartner says Buyers Have Changed. IT Sales and Marketing Strategies Are Lagging

The ROI Guy

If this is the case, Gartner’s latest research indicates that many IT Sales and Marketing leaders may end up on the “endangered species” list, unless some serious realizations and changes occur sooner versus later. IT Sales Value Marketing Why Change?

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