The ROI Guy

MARCH 11, 2014

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. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

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. • If possible, include case studies or success stories to demonstrate the effectiveness of your services. I will say more about that soon.

Proposal 221

Proposal Social Media Media Decision Maker 221

Sales Hacker

APRIL 9, 2020

90 million senior-level professionals and 63 million decision makers now use LinkedIn, yet only 1% of LinkedIn users share content on a regular basis. Here’s a case study that will show you how it’s done in a real life situation. Once we figure out the best channels, we adapt every piece of content to fit that channel.

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

No More Cold Calling

FEBRUARY 24, 2021

Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. In the same study, 71.4 For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel. Seller Access: New Buzzword, Old Problem.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

SalesLoft

FEBRUARY 9, 2024

Find your omnichannel cadence Our data shows that customers require 10-14 steps across 3-5 channels. This is especially true given the fact many SMBs are businesses-of-one, so it can be difficult to reach the sole decision maker. You need to be on SMS, video, social media, and other channels, too.

Enterprise 52

Enterprise Enterprise Lead Rank Revenue 52

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations. .

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Act!

APRIL 25, 2024

Whether your small business caters to everyday consumers or C-suite decision-makers , you have to compete for every prospect’s attention. Did you just find out that they host a podcast on their company’s YouTube channel? Let’s say your first email concludes with a call to action (CTA) to download a case study.

Social Media 52

Social Media How To Case Study ACT 52

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Distribution: It is critical to determine which distribution channels are the best way to reach your target audience. pricing page, case studies).

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Pipeline

APRIL 1, 2024

Break down your sales pipeline into basic parts: Lead generation channels: decide on the channels you will be using to generate leads. Make a list of companies that fit the image closely, identify their decision makers, and acquire their contact information. Create case studies to support your pitch.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Zoominfo

MARCH 4, 2021

Some of the easiest methods of lead generation include increasing traffic to your social media channels and website. 11 Steps to Build an SMB Lead Generation Strategy Lead generation is the process of advertising, optimizing brand reach, engaging with nurture campaigns, and maximizing digital channels.

Lead Generation 100

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 100

Hubspot Sales

APRIL 6, 2023

As a McKinsey & Company study found, 65% of B2B companies sold exclusively online in 2022. In a similar study by HubSpot. A McKinsey survey of close to 3,500 decision makers found that customers want a more personalized experience. If you’re a B2B company, ecommerce is a necessity for your business. million people.

Trends 99

Trends B2B B2C Social Media 99

Cience

NOVEMBER 6, 2019

Why has a multi-channel approach become more important? Buying is now a continuous and dynamic process in most industries, not a linear funnel ; it’s an on-going motion picture, not a selfie or snapshot in one channel. Power study, U.S. Multi-channel selling is required here and in most industries. hours at dealerships.

Channels 42

Channels Marketing Retail How To 42

Pipeliner

DECEMBER 22, 2020

After all, getting customers to make a buying decision isn’t an easy walk in the park, especially when it comes to B2B email marketing. All you need to know is the channels of communication for making the most out of your marketing campaigns. Yes, this is the quickest and most effective communication and data transmission channel?

Email Marketing 98

Email Marketing B2B Marketing Case Study 98

Gong.io

NOVEMBER 7, 2022

They involve more decision-makers and have larger values. But how do you handle multiple decision-makers? A complex or enterprise sale is a high-value deal that involves multiple decision-makers and a lengthy process. More decision-makers are involved. What is a complex sale? . before closing.

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

Zoominfo

NOVEMBER 16, 2022

According to a McKinsey study , 70-80% of B2B decision-makers actually prefer digital self-service or remote connections with salespeople. Here are a few examples: Trouble connecting with customers From 2019-21, the number of people primarily working from home tripled.

Marketing 130

Marketing Scale Decision Maker Call-back 130

Zoominfo

JANUARY 27, 2022

One study found that societal disruptions from COVID-19 caused customer data to decay faster than normal in the UK , pushing the annual rate above 37%. The problem with the data in your CRM or a purchased contact list is that it’s constantly decaying.

Cold Calling 100

Cold Calling Ideal Customer Profile Data Forecasting 100

Salesmate

FEBRUARY 21, 2020

You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. You should be able to get the decision-maker at ease as quickly as possible for setting a meeting. You’ll rarely get chances to speak with the decision-maker.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

Zoominfo

OCTOBER 13, 2021

A 2018 study by the University of Zurich found that even a small gift from a sales representative makes customers much more likely to make a purchase. In the study, reps gave customers six tubes of toothpaste — a trivial offering. Customer delight is the ultimate goal for any business. The results? Anything but trivial.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Zoominfo

OCTOBER 5, 2021

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. You can leverage market intelligence to identify and study potential new markets. trillion per year.

Data 130

Data Marketing Scale Analysis 130

Zoominfo

FEBRUARY 25, 2018

A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). Leaving your social media on autopilot.

Social Media 147

Social Media Media B2B Marketing 147

eGrabber

JUNE 18, 2021

However, studies reveal that the main element that differentiates the top sales people from the rest is sales energy. It is one place where you can find millions of prospects, decision makers and companies that match your ideal customer profile. Build a List of Decision Makers.

Energy 52

Energy Hiring Decision Maker Ideal Customer Profile 52

Zoominfo

OCTOBER 5, 2021

Distribution: It is critical to determine which distribution channels are the best way to reach your target audience. Search, social media, advertising, and email are all valuable distribution channels that must be developed to carry your unique message to prospective customers. pricing page, case studies).

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Apptivo

DECEMBER 21, 2022

However, a large number of decision-makers are either unaware of — or have not yet realized — the value that sales automation can generate across an expanding range of use cases. Marketing automation enables businesses to manage campaigns across many channels such as the web, social media, SMS, and email. Stay connected.

Benefit 98

Benefit Marketing Lead Rank Lead Scoring 98

Zoominfo

FEBRUARY 13, 2019

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. But, that’s only if you do it correctly.

Segment 219

Segment Email Marketing Marketing Buyer Persona 219

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

Crunchbase

JANUARY 26, 2021

Channels in the sales playbook are evolving. Studies found that around 18 percent of deals took more than a year to close fully – a common concern in the B2B landscape. The easiest option could be to simply add a new channel to your sales cycle. Here’s what we discovered for 2021. So, how do you speed things up for your team?

Trends 98

Trends Social Media Discount Decision Maker 98

Hubspot Sales

SEPTEMBER 15, 2020

In fact, 82% of B2B decision-makers think sales reps are unprepared. Being knowledgeable in your business/industry is an important factor in prospects purchasing decisions. Is there a new study that was posted in Nature about communication and job satisfaction? In other words, their problem would be solved.

Prospecting 101

Prospecting Decision Maker Hubspot Ideal Customer Profile 101

The ROI Guy

SEPTEMBER 4, 2013

The 2013 IT Decision Makers Study interviewed 228 IT decision makers, from small / medium businesses (SMBs) to enterprises across all key industry verticals. study revealed an increase in stakeholder complexity that even surprised us. Consulting conducted an in-depth review of US IT purchasing trends.

Discount 94

Discount Decision Maker Sales Cycle ROI 94

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? Unlike case studies, they do NOT discuss your company’s capabilities, products, or services. Successful sales professionals are great storytellers. Do your homework.

Lead Rank 124

Lead Rank Lead Scoring Face-to-face Decision Maker 124

Zoominfo

DECEMBER 5, 2017

Everything from the channel you select to the language you use impacts how your prospect will respond. Today we’ll cover a list of insights around sales follow-up productivity, channels, cadences, and effectiveness. Sales Follow Up Channels Email 4. Multi-Channel Approach 23. meaningful conversations a day, 23.1

Follow-up 100

Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

DiscoverOrg Sales

JANUARY 1, 2018

Difficulty creating a consistent, multi-channel customer experience. CASE STUDY] Data-Agnostic? Pain point #2: Difficulty creating a consistent, multi-channel customer experience. Three areas caused the most distress in Q3 2017: Dated or inaccurate data impedes effectiveness of marketing operations.

Trends 184

Trends Advertising Advertising Survey 184

Crunchbase

SEPTEMBER 14, 2021

Because of this trend, we need to adjust our perception about buying signals in this new normal, considering most transactions and sales are now closed more through digital channels than traditional means. Depending on the content offer, leads may sign up to receive a case study or a webinar. Sign up to a content offer.

Top of Funnel 84

Top of Funnel Sales Cycle B2B Lead Rank 84

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Zoominfo

JULY 1, 2018

We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). Enter, social listening.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Zoominfo

JANUARY 11, 2021

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision makers ‚ each armed with four or five pieces of information they’ve gathered independently and must deconflict with the buyer group. See the video case study. This slows the buying process. Where will they find your brand?

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Zoominfo

JANUARY 11, 2021

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision makers ‚ each armed with four or five pieces of information they’ve gathered independently and must deconflict with the buyer group. See the video case study. This slows the buying process. Where will they find your brand?

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Crunchbase

FEBRUARY 24, 2021

According to McKinsey , a survey found that more than 90 percent of B2B decision-makers expect the remote and digital model to stick around for the long run, and three out of four believe the new model is as effective or more so than before COVID-19. Fine-tune remote selling.

B2C 56

B2C Scale Face-to-face Vendor 56