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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.

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.

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Direct Dials: More than Meets the Eye

DiscoverOrg Sales

This was just bang the phones, get the decision makers, sell the deals. Verified emails are another critical tool! Empower the sales team to target higher-level decision makers. And it this is valuable, please subscribe to our Youtube channel.

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. Prepare the field and give them tools to succeed. Then generate demand through promotional channels.

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).

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! Featured Video: The Phone is the Most Powerful Tool in Sales.

[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

This seemingly simple chart is one of the most effective tools your sales team has. Include decision-makers in email for better response rates. It’s really important in our outbound channel that we focus on two areas when it comes to the organizational charts.

Does Swag Work as a Sales Tool? (Here’s What the Data Says)

Sales Hacker

These items end up in the trash, hardly a worthy investment of your firm’s marketing and sales budgets. . Like any marketing or sales tool, promotional products are an investment. When describing the role of swag within sales, my marketing brain best describes it as SaaS.

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Guide to outbound sales: Best strategies, tools, and tips

Close.io

5 essential outbound sales tools and software. With inbound sales, potential customers are coming to you (often because of your successful content marketing ). Control over the pace of marketing and selling. Identify market segments. Sales intelligence tool.

36 Best Lead Generation Tools to Increase Leads by 300%

Sales Hacker

We’ve gathered a list of the best lead generation tools on the market today. Instead of relying on “spray and pray” methods of reaching out to customers, brands can gather lists of verified leads from reputable channels. Below are the different categories of tools in this list.

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.

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.

Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

Our decisions are colored by the history and experiences that shape our perspective. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.

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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.

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.

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. Why not use all the tools in your toolbox?

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.

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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. Instead of “losing my edge”, I gained a whole new arsenal of tools that I could wield to make my job easier. Sales & Marketing Articles

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.

25+ Account-Based Marketing Tactics & Software Solutions

LeadBoxer

If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead. What is Account-Based Marketing? This strategy requires that a business’s sales and marketing teams work more closely together.

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.

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

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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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?

Harvard Business Review Features Revegy as Top Account Management Tool

Revegy

They addressed which areas sales organizations should focus on to prepare for the next recession and highlighted the value of digital tools. THE VALUE OF ACCOUNT MANAGEMENT TOOLS. In particular, they emphasized digital tools that automate and streamline account management.

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. Tip: Invest in analytics tools.

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5 Ways to Supercharge Your Sales Enablement Efforts

DiscoverOrg Sales

What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. In particular, consideration needs to be given to how customers make their decisions, how they can utilize the products or services sold to them, and specific obstacles. As much as 80% of marketing content goes unused by salespeople. This is in spite of the fact that most of it is created for sales and channel enablement purposes.

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.

14 Skills Sales Development Representative Have Mastered

InsideSales.com

In this article: Productivity Tools. A Sales Development Representative, or SDR, is one of the primary roles within a sales and marketing team. They are inside reps who are focussed more on inbound lead qualification and channeling those leads into qualified appointments.

What is Lead Intelligence & Why Should You Care?

LeadBoxer

This guide covers the basics, including the most useful types of lead intelligence and the best tools available today. LeadBoxer LeadBoxer is a solid all-in-one lead intelligence option that integrates with your CRM and marketing tools of choice.

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

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Is Marketing Too Busy?

Smart Selling Visions: Up-Close with Top Revenue Leader Brian Leach, CEO of @unboxedtech

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? Plus, our tools are versatile. Decision makers know there’s no silver bullet to increase sales.

The New Face of Competition

Sales Benchmark Index

The competition is clamoring for your customers and your piece of the market. The tool will help you understand the gap between buyer, competition, and your organization. You can then build messaging that resonates with decision makers inside your target accounts.

How Social Sellers Build Their Pipeline with LinkedIn

Sales Benchmark Index

I provide the Account Networking Tool to build a referral database around your customer. They’re missing the real value of the platform: it’s a sales tool. These are the decision-makers you need to access. LinkedIn provides tools that facilitate social gifting.

Inside the Rise of B2B Video Marketing

Salesfusion

A look at what’s fueling the growth of video in B2B marketing and how you can tap into this burgeoning field. What’s the next big thing in B2B content marketing? And of those who do, how many are decision makers? Why is Video Taking Off in B2B Marketing?

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