PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. To maximize its effectiveness, a deal desk team often includes representatives from different departments, such as sales, legal, financial, marketing, or product. Let’s get to it!

Strategy 52

Strategy Decision Maker Proposal How To 52

Sales Hacker

DECEMBER 14, 2022

It provides sales teams with the latest product information, marketing collateral, and L&D, and is a one-stop shop for everything sales- and product-related. Collateral. Make sure your team has all the collateral that they need in one place. Why sales enablement matters. Motivations. Objections. Case studies.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. Most vertical marketing strategies are light in nature consisting of tabs on websites, vertical-oriented stock photos and key words added to headers.

Marketing 52

Marketing Strategy Collateral Case Study 52

DocSend

JUNE 21, 2022

Imagine this scenario: your prospect says they’re the main decision-maker, but then forwards your collateral to their boss, the real decision-maker. DocSend lets you know when prospects engage with your collateral, and with whom they share it. It’s so powerful.” – Paul Koelle, Dropbox DocSend.

Scale 88

Scale Closing Collateral Top of Funnel 88

DiscoverOrg Sales

DECEMBER 4, 2017

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. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales Hacker

JULY 3, 2020

In B2B sales, getting multiple decision makers on board is a dream. We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments. The company I work for primarily sells to marketing teams. and ” why now ?” than ever before. The Problem.

Decision Maker 119

Decision Maker Lead Rank Hiring Sales Qualified Lead 119

Sales and Marketing Management

MARCH 1, 2021

They pick up lessons about how to pitch, answer objections, use marketing collateral and other aspects of selling for that product in that market, while gaining confidence in their abilities. Reps improve by seeing how their peers perform key tasks. They help to improve sales training and organizational agility.

SAP 177

SAP Face-to-face Hiring Exercises 177

Sales and Marketing Management

JUNE 26, 2017

Author: Nick Bhavsar, Senior Vice President Marketing, Get Smart Content We’ve all been there: It’s the end of the quarter and you find yourself staring at the numbers, wondering how you’re going to make up the revenue gap in such a short amount of time. But, modern marketing has created ways for marketing to help in the short term as well.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Customer Centric Selling

SEPTEMBER 9, 2021

Are salespeople prepared to call up high to get the decision-maker? What to Listen For: Product Marketing [4:15]. Are salespeople prepared to call up high to get the decision-maker? What to Listen For: Product Marketing [4:15]. Is that a really good idea? Effective Communication of Salesperson [9:13].

Collateral 52

Collateral Decision Maker Course Channels 52

Janek Performance Group

OCTOBER 17, 2023

Today, with tighter budgets and multiple decision makers, there’s much more to it. Here are ways to become one: Know their business and industry Leverage sales collateral Employ testimonials Form strategic partnerships For sales reps, being a thought leader starts with knowing your prospects. Salespeople are no different.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Janek Performance Group

JANUARY 25, 2023

However, today, with so much uncertainty, budgets are tight, decision makers are plentiful, and competition is stiff. Target the specific needs of decision makers. Also, for each slide, think of your decision makers. As noted, high-level presentations often involve many decision makers.

Decision Maker 62

Decision Maker Collateral Maximizer Case Study 62

Hubspot Sales

JULY 13, 2020

It may also be helpful to include the marketing team in the audit as the two teams tend to collaborate on initiatives or projects. Check out HubSpot’s free sales and marketing alignment resources to help you improve cross-team communication and collaboration. Do your reps have assigned target markets? Sales Audit Checklist.

Hiring 98

Hiring Decision Maker Collateral Demographics 98

Allego

DECEMBER 20, 2023

Think of it this way: A company website is a broad communication channel for any prospective buyer, and the marketing team controls it. Moreover, this software serves as a powerful tool for enhancing collaboration among your go-to-market teams. Digital Sales Room software has since evolved to primarily help sellers sell.

Software 125

Software Software Lead Rank Vendor 125

Janek Performance Group

AUGUST 23, 2023

For one thing, uncertain times mean tighter budgets and more decision makers. Establish Credibility Through Case Studies and Testimonials Effective sales collateral starts with the collaboration of your sales and marketing teams. Collateral stays with buyers when meetings and calls end.

B2B 62

B2B Case Study Collateral ACT 62

Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! Events are a great tool to have in your marketing arsenal. Check them out below!

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Seismic - Sales Effectiveness

NOVEMBER 25, 2019

Are you seeing 20/20 when it comes to aligning your sales and marketing teams in the new year? Whether you’re just beginning your sales enablement journey or looking for a new partner to help tackle your sizable goals, the first step is to identify and address the biggest sales and marketing challenges you and your company face today.

Sales Enablement 85

Sales Enablement Scale Collateral Government 85

Crunchbase

JANUARY 13, 2023

Today’s average B2B buyer is typically more than halfway through the sales funnel before interacting with a rep, having done their own market research, competitive analysis and price comparisons online. But simply uploading sales collateral to LinkedIn and waiting for the customers to roll in won’t cut it. A holistic approach.

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

DocSend

FEBRUARY 15, 2022

While many tools allow sales reps to see how prospects engage with their emails, they lose visibility into how prospects engage with sales collateral (pitch deck, rate card, RFP response, proposal) once it’s emailed over and most importantly, if those documents were shared with new stakeholders (more on that later).

Top of Funnel 52

Top of Funnel Lead Rank Lead Scoring Collateral 52

SBI

OCTOBER 1, 2014

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. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Mindtickle

JANUARY 29, 2024

There’s one place to listen to calls, another to find training content, somewhere else for marketing collateral, and then another location for pricing content. Or you might hear that some decision-makers are leaning into competitor A. Q: Tell us about a typical day using Mindtickle.

Closing 52

Closing Top of Funnel Forecasting Film 52

Highspot

DECEMBER 19, 2023

Read on for a list of essentials for lead sourcing, nurturing, and actionable tips to outperform in a competitive market. It harmonizes sales and marketing to ensure focus on unified business targets. This results in a more powerful go-to market strategy. What Is a Sales Development Playbook?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Troops

AUGUST 2, 2018

You bring in decision makers, check LinkedIn for additional connections, and build a game plan. Tom recommends sales users have a Slack channel set aside for sharing sales-customized marketing collateral. “No, Slack Sales Tip #6: Make Marketing Assets Easy to Find. See how it works.

Closing 97

Closing Collateral SalesForce Channels 97

Gong.io

DECEMBER 5, 2022

It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. In other words, a strategic sales plan helps your sales reps avoid firing aimlessly into the market and missing more often than they hit. Targets and closes high-value clients.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Does our marketing strategy need to be adjusted to generate more in-period leads? This piece of collateral leads to a lot of conversions, so how can we leverage it more? But, the truth is, time is not on their side.

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

SBI

DECEMBER 16, 2014

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? Sales and marketing teams start by uploading sales collateral to ClearSlide in a variety of formats. Nancy: What does ClearSlide do?

Up-Sell 130

Up-Sell Decision Maker Forecasting Revenue 130

SBI

MAY 14, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities.

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

PandaDoc

APRIL 20, 2022

The features built into advanced targeting tools like LinkedIn Sales Navigator can help you find contact information for key decision-makers and figure out how best to target them. It has to be combined with other strategies, like content marketing, to be truly effective. The power of social selling is relationship-based.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

Hubspot Sales

JANUARY 12, 2018

When multiple stakeholder are looking at your proposals, electronic signature technology can help identify the decision maker based on metrics like total time spent on the document or key pages. 9) Empower a Modern, Mobile Workforce.

Decision Maker 85

Decision Maker Scale Proposal Collateral 85

Allego

JULY 17, 2023

It includes everyone who plays a role in helping to generate revenue for the business: sales, marketing, enablement, HR, and customer success. Effective buyer enablement involves understanding the buyer’s journey and aligning sales and marketing efforts to support buyers at each stage. Enablement is now revenue enablement.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

Hubspot Sales

JULY 2, 2020

By LinkedIn's own estimate , 97% of B2B marketers use the platform to support their content marketing efforts. Couple that figure with the fact that roughly 88% of video marketers report that video marketing offers a positive ROI, and you'll find that a solid LinkedIn video strategy is a sound investment.

LinkedIn 107

LinkedIn Video Cost Per Click Campaigns 107

OnePageCRM

MARCH 2, 2017

Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. A loose analogy perhaps, for the age old battle that is sales versus marketing. Benefits of sales and marketing alignment. CSO Insight. Increased revenue. CSO Insights.

Top of Funnel 48

Top of Funnel Lead Rank Marketing Qualified Lead Lead Scoring 48

Allego

JUNE 28, 2023

Millennial decision-makers expect you to understand their unique needs and prefer personalization. At the same time, creating a central repository of sales collateral fulfills your sales team’s access needs. Technology, market conditions and buyer needs will evolve, so your teams will need regular training.

Buyer 62

Buyer How To Face-to-face Cold Calling 62

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. Many sales and marketing leaders try to get cute and overthink their targeting, messaging, content creation, etc. How Customer Success Drives Predictive Sales and Marketing.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

The ROI Guy

SEPTEMBER 22, 2014

What your marketing and sales enablement teams might not fully realize is that: Product / service differentiators are fleeting, especially today where new product launches are faster than ever before and solutions are quickly commoditized. In order to navigate the decision making process, the buyer needs to understand “Why consider a change?”

Lead Rank 92

Lead Rank Lead Scoring Decision Maker Discount 92

Troops

NOVEMBER 6, 2018

If you’re fast enough,” Tim said, “you get the problems solved before the people you’re working with leave the company, something changes in the market, or a new nimble competitor comes in and disrupts the deal.”. Marketing: Dramatically Cut Close Times (And Lift Win Rates). What can marketing do for you? Team selling.

Lead Rank 106

Lead Rank Lead Scoring Sales Qualified Lead Decision Maker 106

Highspot

NOVEMBER 9, 2023

Data-Driven Decision Making Digital sales rooms provide in-depth analytics and insights into prospect behavior, content effectiveness, and sales performance. This data empowers sales teams to make informed, data-driven decisions to optimize their strategies.

Collateral 59

Collateral Case Study Objections Analytics 59

Cincom Smart Selling

APRIL 30, 2020

Overreliance on Collateral. Collateral can’t ask questions. You will be making assumptions and guesses if you don’t speak with all relevant contacts , influencers and decision-makers within the account. Marketing Automation, Customer Portals and Web Resources. Failure to Talk to All the Right People.

Collateral 62

Collateral Lead Rank Lead Scoring Scale 62