Marc Wayshak

JANUARY 26, 2023

Don’t you just hate it when the sale seems to be going well…but at the end, the close ultimately proves elusive ? It might seem like the end of the sale is the key moment to close the deal. But in reality, the earlier part of the sales conversation is what ultimately results in a closed deal—or not. Check it out: 1.

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Closing Case Study Face-to-face Study 102

The Digital Sales Institute

MARCH 12, 2024

A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. What does ABC, or ‘Always Be Closing’ really mean?

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Closing Objections Buyer Proposal 52

Zoominfo

JUNE 9, 2019

Good questions and the answers they produce can make a huge difference in your ability to close deals faster. So keep reading as we provide you with our top 12 B2B sales questions to close deals faster. If so, great – make sure you show them plenty of case studies. But this is often easier said than done. The IT department?

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B2B Closing Scale Guarantee 252

Zoominfo

JULY 2, 2020

While marketing professionals understand marketing automation can streamline essential processes, many do not leverage these systems to their full advantage. Marketing automation is beneficial. What is Marketing Automation, And Why is it Important? How Does Marketing Automation Work? Closing more sales.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Miller Heiman Group

MARCH 3, 2020

Whether capturing new leads, closing new accounts, extending their penetration of new business units within existing customers or increasing their win rates, sales leaders set lofty goals and hunt for the methodologies, tools and processes to help them attain their objectives. How are sellers responding to changes in the industry and market?

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Study Penetration Survey Face-to-face 88

Adaptive Business Services

JANUARY 11, 2023

Let’s just say that the job market had changed since the last time I had hired a salesperson. His closing ratio was above 70% and I know that he was not cherry picking projects. I’ve never seen anything close. I agreed to do so and we also discussed me providing sales training to whoever we might hire. I began work in earnest.

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Hiring Case Study Study CRM 71

Sales Hacker

JULY 20, 2020

Stop writing case studies the old way ! Case studies like those can work. Today we’re learning a 7-step formula to make the best case studies your prospects have ever seen — case studies that connect to the reader, overcome objections, show what makes your product/service the best, and close the sale.

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Case Study Study Prospecting Top of Funnel 109

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. This contrasts with traditional sales, which typically are associated with shorter sales cycles, fewer stakeholders, and are managed by a sales and marketing department. The Models of Enterprise Level Sales.

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Enterprise Enterprise Ideal Customer Profile Sales Process 95

Zoominfo

AUGUST 26, 2018

A little bit of humor can go a long way– even in the marketing world. Today’s marketing professionals must juggle a number of high-priority tasks throughout the day, and often, they find themselves under a significant amount of stress. In these cases, a few lighthearted jokes can ease the tension of the day-to-day marketing job.

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Marketing Top of Funnel Hiring Social Media 272

Zoominfo

JANUARY 19, 2021

Digital marketers invest in creating landing pages because of their higher conversion rates. Landing pages serve as a litmus test to digital marketing campaign success — you get to see who is interested in your content and how many. What is the Landing Page’s Importance in Digital Marketing? What Makes a Good Landing Page?

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Marketing Prospecting Top of Funnel Segment 246

Sales and Marketing Management

JUNE 27, 2019

This transformation is permeating all areas of the enterprise – from marketing to sales to product development and even finance and human resources. Amongst the plethora of enterprise AI solutions available, marketing platforms probably come to mind first.

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Marketing Lead Rank Lead Scoring Analytics 274

Miller Heiman Group

APRIL 2, 2020

In our “ Customer Experience Best Practices Study ,” researchers from Miller Heiman Group explore the business case for investing in a customer experience strategy to drive revenue performance. In today’s competitive market, growth strategies based on low pricing or product innovations are not enough to create a lasting advantage.

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Study Customer Hiring Loyalty 67

Highspot

JANUARY 29, 2024

There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. 7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation?

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Negotiation Closing Case Study Buyer Persona 52

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. You’ll get high ROI According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI.

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Email Marketing Benefit Webinar Metrics Marketing 130

Understanding the Sales Force

NOVEMBER 25, 2013

The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed. While there is an advantage to closing the same percentage of opportunities in less time, the greater benefit is closing a larger percentage of opportunities in less time.

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Study Sales Cycle Follow-up Account 243

Miller Heiman Group

JUNE 24, 2020

Whether capturing new leads, closing new accounts, extending their penetration of new business units within existing customers or increasing their win rates, sales leaders set lofty goals and hunt for the methodologies, tools and processes to help them attain their objectives. How are sellers responding to changes in the industry and market?

Study 65

Study Penetration Survey Face-to-face 65

Marc Wayshak

FEBRUARY 6, 2023

In this video, I’m going to show you 21 must-know sales tips to close those deals. This is one of the most important sales tips when it comes to the mindset required to close more deals. But if you really want to close those deals, then you must kick this mindset to the curb. Use case studies. You offer real value.

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Closing Case Study Face-to-face Study 95

Allego

MAY 17, 2022

While what they do is essential, there’s another team that plays an instrumental role in closing deals: marketing. From case studies to solution briefs to presentation decks, marketers provide the content and resources sales reps need to navigate buyer interactions successfully. But the content itself is also a culprit.

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Top of Funnel Conversion Closing Collateral 62

Zoominfo

JANUARY 5, 2021

What happens when your most important go-to-market machines sync up? For many companies, ZoomInfo serves as the information engine that powers how they go to market. With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales.

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SalesForce Meeting Marketing Lead Rank 173

Sales and Marketing Management

OCTOBER 4, 2018

Author: Anand Srinivasan The traditional approach to marketing involves brand building, advertising, participating in trade shows, launching mailers, and so on. This approach is also known as “downstream marketing” since they look ‘downstream’ at the customers in the targeted segment and optimize the ways to communicate with them.

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Marketing How To Segment Trade Show 214

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.

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Pipeline Marketing Top of Funnel Hiring 239

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started. Discover your best marketing account segments from within your current customer base. Sound familiar?

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Account Based Marketing Segment Ideal Customer Profile Account 218

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work? Sales closing is persuading a potential customer to say ‘yes’ to your offer.

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Closing Training Lead Rank Negotiation 52

SalesFuel

MARCH 1, 2024

It’s easy to use email campaign marketing to simply send newsletters and brand-related content. How to Drive Loyalty with Email Campaign Marketing Email and Consumer Loyalty Drive Sales Before we dive into the how, let’s talk about why loyalty-driven email campaign marketing is worth it.

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Loyalty Campaigns Marketing Ideal Customer Profile 52

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in. Let’s dive in.

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Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

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. What do we mean by “direct mail marketing”? Customer delight is the ultimate goal for any business.

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Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Zoominfo

FEBRUARY 1, 2021

You manage a small business and its marketing. Maybe your marketing efforts are more ‘throw it at the wall and see if it sticks’ than a fine-tuned ROI machine. What is small business marketing? The goal of small business marketing is to attract leads to your business. How to Grow Your Small Business with Marketing.

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Small Business Small Business Ideal Customer Profile Lead Rank 145

Allego

JULY 26, 2023

About 65% of sales marketing content is never used. So how can managers motivate their reps to use sales marketing content? Many organizations traditionally turn to product marketing managers to share new content. Demonstrations and case studies exhibit ideal use cases and strategies. Try these three tips.

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B2B Collateral Case Study Marketing 62

Zoominfo

JANUARY 21, 2019

Today, we bring this series to a close with the final installment– for marketers, of course. So whether you’re here to take a walk down memory lane with us, or you’re simply searching for new marketing content, you’ve come to the right place. As bleak as this sounds for marketers, we remain hopeful. Keep reading.

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Marketing B2B Lead Generation Social Media 164

BuzzBoard

APRIL 16, 2024

Explaining the Importance of Lead Generation Strategies for Digital Marketing Agencies Lead generation strategies serve as crucial tools for digital marketing agencies. These strategies are especially vital for agencies marketing to small and local businesses. One impactful strategy is offering free digital marketing audits.

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Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52

Gong.io

FEBRUARY 23, 2023

The second is closing deals in less time. But as a result of growing complexity internally at organizations and external market factors, deals are taking longer to close. Beyond your responsiveness, your ability to drive next steps during sales calls will also move your deals to close faster. Watch On-Demand Now.

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Data Closing Buyer Call-back 121

Sales and Marketing Management

OCTOBER 14, 2019

One study found that after a week, most people could remember just 10% of what was said during a short presentation. Every company believes it brings something unique to market. We remember our feelings about conversations much better than we retain the facts we discuss. Start with what sets their business apart. I never have.

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Customer Closing Proposal Decision Maker 239

LeadFuze

NOVEMBER 30, 2021

How The Best SaaS Sales Teams Are Improving their Sales Closing Percentage. The end goal of every salesperson is to close the sale. In fact, 36% say that closing sales are their most challenging part and 28% think they should be made a priority. It’s clear that there is room for improvement in closing sales.

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Closing Top of Funnel Hiring Sales Qualified Lead 52

OutboundView

JANUARY 19, 2024

When they’re not, it’s a major pain point felt by AEs, marketing, all the way up to the executive team. Over-Reliance on Traditional Sales Approaches Many SDR teams lean heavily on conventional methods like cold calling and mass emailing, which may not always be effective, especially in a saturated market.

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Case Study Marketing Qualified Lead Outsourcing Services Study 36

MarketJoy

SEPTEMBER 11, 2020

Below you can find some practical tips to successfully close a cold lead. Find some points about your prospect’s company, position, and how they are doing in the market. Show them success stories and testimonials of past clients and case studies of your organization. The post How to successfully close cold leads?

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Sales Qualified Lead Leads Marketing Qualified Lead Closing 104

SBI Growth

OCTOBER 14, 2013

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item. Let’s look at the graph below from the study.

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Demand Generation Agencies Marketing How To Face-to-face 316

Zoominfo

JANUARY 19, 2022

The COVID-19 pandemic is still causing uncertainty in 2022, but some clear trends are beginning to take shape across the sales, marketing, and recruiting fields. Here’s a list of the go-to-market trends you should incorporate into your 2022 planning. You need to maintain the human aspect of business and pair it with high-quality data.

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Trends Marketing Lead Rank Lead Scoring 100