Sales and Marketing Management

SEPTEMBER 4, 2018

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on). Are you looking for someone to bring in new business, sometimes referred to as a “hunter”?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Zoominfo

MAY 21, 2020

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. When your prospect is a decision-maker. It’s hard to get decision-makers, department heads, and people of influence —the people you really want to reach—on the phone.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Sales 2.0

OCTOBER 23, 2023

Highlight the specific digital channels or platforms you will leverage, such as social media, search engine marketing, content marketing, etc. • Appendices: • Include any additional supporting materials, such as testimonials, client references, your agency’s portfolio, or relevant industry research.

Proposal 221

Proposal Social Media Media Decision Maker 221

BuzzBoard

NOVEMBER 8, 2023

B2B, or business-to-business, refers to transactions conducted between two or more companies. In contrast, B2SMB deals tend to be simpler and involve fewer decision-makers. B2SMB marketing relies heavily on online channels, social media, and e-commerce platforms to reach and engage with their target audience.

Lead Rank 105

Lead Rank Comparison B2B Ideal Customer Profile 105

DiscoverOrg Sales

NOVEMBER 27, 2018

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. When your prospect is a decision maker. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Zoominfo

NOVEMBER 16, 2022

To do that, a playbook has to operate more as what Harvard Business Review refers to as “Moneyball for Sales” — an ecosystem of workable plays that rely on large-scale data sourcing and analytics to drive real success. What is a Play? Plenty of companies have sales and marketing plays, but not all plays are created equal.

Marketing 130

Marketing Scale Decision Maker Call-back 130

SalesLoft

NOVEMBER 14, 2023

Interact with decision-makers and thought leaders in your industry. Look a level deeper when identifying decision-makers When identifying decision-makers, make the most of early sales pipeline stages by conducting research. For B2B sales reps, LinkedIn is ideal for finding and connecting with new prospects.

Pipeline 52

Pipeline Decision Maker Top of Funnel Sales Qualified Lead 52

SBI Growth

FEBRUARY 3, 2013

These are the decision-makers you need to access. For reference, our customer research shows an average 63% win rate on referrals. Research your customer’s entire network to find the decision-makers. The Customer Decision-makers. Identify all the decision-makers within the account.

LinkedIn 335

LinkedIn Pipeline Decision Maker Referrals 335

Zoominfo

OCTOBER 5, 2021

Internal data refers to intelligence that a company generates and maintains on its own. Examples include: Customer Relationship Management (CRM) Data: Leverage information in your internal customer or contact database , which pulls data from various marketing channels, such as email subscriptions or landing page signups.

Data 130

Data Marketing Scale Analysis 130

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Alternatively, if you don't have a strong connection to the decision-maker, consider how you might name-drop a publication related to their work.

Gatekeeper 132

Gatekeeper Decision Maker How To Cold Calling 132

Vengreso

JUNE 12, 2023

These barriers hurt the long-term success of sales teams because of one truth: the modern buyer has changed their decision-making process. The modern buyer has a longer journey that involves more decision-makers. Documents how you met this connection so that you can reference later in your LinkedIn® message history.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Zoominfo

MARCH 6, 2019

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. But, regardless of the products you sell or the space you sell into, nothing sways a person’s buying decisions quite like a recommendation from their trusted peers. Referrals convert at a high rate.

Referrals 130

Referrals Marketing Incentives Incentive 130

Hubspot Sales

JANUARY 21, 2021

Sometimes, you need to rely on experts beyond your immediate circle — prominent sales figures that can provide reference points and insight to help you add some skills to your repertoire and refine your sales efforts. Morgan J Ingram. Image Source: LinkedIn. Morgan J Ingram is one of the foremost thought leaders in sales development.

Influencer 134

Influencer Twitter LinkedIn Decision Maker 134

Act!

APRIL 25, 2024

The second email opens with a reference to your recent LinkedIn post, connects it to your pain points , and offers a helpful solution. Whether your small business caters to everyday consumers or C-suite decision-makers , you have to compete for every prospect’s attention. No points for guessing which one resonates better.

Social Media 52

Social Media How To Case Study ACT 52

Allego

MAY 25, 2021

These pop culture references show how little the average person knows about this amazing technology. Today, AI is used across industries to help decision-makers draw insights from vast quantities of data. When you hear these terms, do you think of R2D2? Blade Runner? Or even Tron? And now, AI has come to the profession of sales.

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

No More Cold Calling

JANUARY 31, 2013

A company tells its salespeople to do their research—to gather every piece of sales intelligence; exploit all of their social media channels; know a little bit about the prospect and the trigger events at his company; and then all their salespeople need to do is call or email with a pithy, targeted message to get the meeting. Yes, guarantee.

Referrals 207

Referrals Cold Calling Conversion Social Media 207

Janek Performance Group

SEPTEMBER 13, 2023

Find those who have already referred others. Perhaps they’re a targeted decision maker and a colleague of that client you just helped. When customers trust you, they are more likely to refer you to others. These are the customers most likely to refer you to others. With referrals, the benefits are clear.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

DiscoverOrg Sales

FEBRUARY 1, 2019

To understand chat, and how it is specifically used in sales enablement activities, I sat down with Billy Peterson, Account Development Manager at Tellwise, to explore use cases, best practices, and what demand-gen teams can expect from the channel to put them ahead of the competition. Billy : Setting expectations is important.

Sales Enablement 120

Sales Enablement Decision Maker Sales Qualified Lead Referrals 120

Hubspot Sales

MARCH 22, 2021

Have you ever come up against a decision maker who is glaring at you with arms crossed (in person or via a video call), daring you to take up their time? In these channels you can often learn a lot about the company, its funding, and its top executives. Successful sales professionals are great storytellers.

Lead Rank 129

Lead Rank Lead Scoring Face-to-face Decision Maker 129

Troops

AUGUST 2, 2018

You bring in decision makers, check LinkedIn for additional connections, and build a game plan. To keep the conversation organized, respond to specific questions using a thread—a response that’s a sort of side conversation from the main thread of the channel. Troops’ Slack-based tools can help your team close more deals.

Closing 97

Closing Collateral SalesForce Channels 97

Zoominfo

SEPTEMBER 5, 2018

Market intelligence refers to the ongoing collection and analysis of data related to a brand’s markets, customers, and competition in order to gain a holistic knowledge of the overall marketplace. On the other hand, internal data refers to data a company generates and maintains on its own. What is market intelligence?

Marketing 140

Marketing Scale Analysis Face-to-face 140

DiscoverOrg Sales

JANUARY 22, 2018

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. Your former sales teams used our data to get ahold of the decision makers in their target accounts. My football reference did the trick. Here’s one for CNA Financial (link).

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Gong.io

DECEMBER 7, 2022

Social media: In B2B environments, this typically entails using social media channels like LinkedIn. Prospecting isn’t just limited to digital channels, though. . Reps can also use traditional channels, like industry events and conferences, to prospect. Authority: Are you speaking to a decision-maker?

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

PandaDoc

APRIL 20, 2022

This article refers specifically to outbound sales, which is often confused with outside sales. To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Outbound sales vs. outside sales. with the intent to purchase.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

SalesHandy

APRIL 11, 2020

Here are the 13 tweaks and optimizations you can make to your current sales process to speed up your sales cycle in an effective way: 1) Generate more leads from best performing channels. Your leads are likely coming in from multiple channels you’ve set up. Find the channel generating leads that convert the quickest and scale it.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Sales Qualified Lead 52

Gong.io

JULY 13, 2022

Identify key decision-makers. Identifying key decision-makers is absolutely paramount. In an analysis of over 9,000 sales opportunities, we found that deals were 80% less likely to close when decision-makers weren’t involved in a deal. Image Source ). Image Source ). Create a buyer’s matrix.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

Zoominfo

MAY 21, 2020

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. When Your Prospect Is a Decision-Maker It’s hard to get decision-makers, department heads, and people of influence —the people you really want to reach—on the phone.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Zoominfo

OCTOBER 5, 2021

As part of your go-to-market strategy, an outlined process lays out exactly how a product should be sold, where customers can purchase, and which channels to utilize. Organize Lead Sources and Channels Implementing lead generation campaigns is crucial to overall company success. Locating and organizing this intel looks like this: 1.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

BuzzBoard

OCTOBER 12, 2023

On top, we found, frequently changing software buying decision makers are often impacting the process. The insights further noted that other factors, such as regular addition of stakeholders, constantly altering project scopes, and consensus-based decisions are adding up to the complexities.

Software 52

Software Software Trends Vendor 52

The Digital Sales Institute

MAY 11, 2020

Access to data, information and channel alternatives has arrived in B2B and it’s changing the selling landscape. Selling today is now more complex as there are an average of 7 decision-makers involved in the B2B buying process. 75% of purchases now start with an online search by the buyer. Same goes for email.

Sales Process 52

Sales Process Lead Rank Decision Maker Social Media 52

Zoominfo

OCTOBER 21, 2021

And just like an ICP can be segmented into various cohorts, go-to-market teams should understand how to engage various stakeholders, influencers, decision makers and – gasp – gatekeepers involved in the purchasing process. Internal intent data refers to the campaigns a company is running, and who is responding to them.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

SalesFolk

MARCH 2, 2021

On average companies who generically define their buyer personas as “Marketing” or “Technical decision-maker” tend to get 10-30x worse results from their sales prospecting efforts than those with detailed ICPs. . In case you missed it, here’s part 1, “ Why most emails don’t need graphs or images.” .

Ideal Customer Profile 64

Ideal Customer Profile Buyer Persona Prospecting Hiring 64

No More Cold Calling

MARCH 2, 2017

One path is to identify new alliances or alternate distribution channels. So, by occasionally referring customers to his competitors, he gets referrals from them and builds relationships that could lead to business-development opportunities in the future. Getting account-based sales teams calling high enough to reach decision-makers.

Account 120

Account Referrals Banking Guarantee 120

Showpad

OCTOBER 28, 2020

In the B2B space, LinkedIn is the obvious social channel of choice. 40 million B2B decision-makers use the platform. These bottom-of-the-funnel assets help nudge sales qualified leads (SQLs) closer to the finish line by providing prospects’ individual decision-makers content to chew on. Social selling.

Top of Funnel 52

Top of Funnel B2B Sales Qualified Lead Lead Rank 52

Cience

MAY 1, 2020

From a purely outbound perspective, and if approached with the requisite empathy and grace, in many cases, decision-makers at companies who are now WFH have far more time as customers to discover new vendors, products, and services for their business. Eric Quanstrom. Events cancellations. Possible Shortage of Financial Resources.

Outbound 79

Outbound Top of Funnel Marketing Inbound 79

Sales Hacker

JANUARY 18, 2021

It’s increasingly rare to have a perfectly linear sales process with a sole decision-maker. By having the economic buyer and a VP/exec from your side CC’d on the recap email, you’ve established a communication channel early that you’ll be able to leverage come negotiation time. and then I’m right back to work within 10 minutes.

Follow-up 114

Follow-up Call-back Negotiation Decision Maker 114

Zoominfo

JUNE 15, 2020

Refer to the email in the call-to-action (CTA). Study the prospect’s business website and social media profiles, then select one or two details to reference in your voicemail. We’ve been working with companies like {Competitor 1} and {Competitor 2} to drive pipeline growth and help make sure the team is in front of decision-makers.”

Cold Calling 113

Cold Calling Ideal Customer Profile Call-back Decision Maker 113