The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

Allego

APRIL 30, 2024

In addition, McKinsey analysts say, “AI can boost sales effectiveness and performance by offloading and automating many mundane sales activities, freeing up capacity to spend more time with customers and prospective customers (while reducing cost to serve).” 5 Ways AI Is Transforming Sales Enablement 1.

Sales Enablement 62

Sales Enablement Lead Rank Lead Scoring Analytics 62

Allego

APRIL 18, 2024

. — McKinsey & Company Sales leaders understand the value of AI; what they need now is to identify the right tools and understand how to apply them to boost sales performance. Continue reading to learn what AI-powered sales tools are available, how they function, and how they can turn up the dial on your team’s performance.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Zoominfo

AUGUST 5, 2021

Here at Chorus, we parsed a lot of data in 2020. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by. Sales enablement is a process that stretches across the sales cycle, from prospecting to customer success.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

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. Productive use of blogs, white papers, and case studies cultivates long-term lead capturing. An effectively designed content marketing strategy is also key.

Lead Generation 52

Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. The B2B sales funnel depicts how prospective customers move through the buying process in stages. Salespeople interact with the prospects at each stage, persuading them to make a purchase. Let’s start with that dream customer. Awareness stage.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Smooth Sale

MARCH 10, 2024

As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands. Moreover, your sales representatives require the right tools to build rapport and close deals.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

Janek Performance Group

MARCH 16, 2022

They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close. Sales leaders do not want their sales reps wasting their time calling low likelihood prospects.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

LeadBoxer

NOVEMBER 29, 2020

Equipping your department with tools driven by artificial intelligence (AI). 10 Top Tools for Sales AI. Your sales team deals with an immense amount of data, from prospects’ contact info, to what pages leads are visiting, to the number of emails they’ve received and opened. 10 Top Tools for Sales AI.

Sales Enablement 74

Sales Enablement Tools Ideal Customer Profile Lead Rank 74

Understanding the Sales Force

FEBRUARY 26, 2014

There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical. Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits.

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Cincom Smart Selling

OCTOBER 14, 2020

For marketing, digital transformation has always been about data. Data has been the essential raw material used to identify market segments, market size, audience, buyer preferences, message content, contact qualification and all the other metrics and values required to market a product. Where Does Marketing Get Its Data Today?

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. From sales to marketing to overall business benefits, there are many reasons to invest in B2B lead generation tools and strategies.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Zoominfo

AUGUST 5, 2021

Here at Chorus, we parsed a lot of data in 2020. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by. Sales Tools & Best Practices: The right tools and best practices to put your sales enablement into practice.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

SBI

OCTOBER 2, 2018

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. As a sales technology and data provider, a key element of our process, similar to any provider in this space, is onboarding. 4 Train reps on how to (and not to) use behavioral data.

Inside Sales 102

Inside Sales Data Lead Rank Hiring 102

Zoominfo

OCTOBER 18, 2022

Lead generation has matured immensely as a marketing discipline over the past decade, with more tools and data available than ever before. ZoomInfo MarketingOS Finally, ABM with data you can trust. Demand creation Includes webinars, white papers, and product trials 3. The good news? But the world has changed.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

Pipeliner

MAY 26, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. What is Sales Enablement?

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

SBI

JULY 10, 2018

Many modern B2B companies select their target account tiers using fit data from a data intelligence solution , and engagement data from their marketing automation solution. This combination is a good start, but there’s one problem with the engagement data: prospects have to come to you. The idea behind F.I.R.E.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. The B2B sales funnel depicts how prospective customers move through the buying process in stages. Salespeople interact with the prospects at each stage, persuading them to make a purchase. Let’s start with that dream customer.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

The ROI Guy

AUGUST 27, 2018

If you are using Interactive Value Selling and Marketing Tools, you may be sitting on a wealth of customer intelligence that you could be leveraging. Self service Value Marketing Tools from Alinean collect data directly from each prospect and customer, including key profile data and metrics about their current challenges and opportunities.

Ideal Customer Profile 55

Ideal Customer Profile Tools Eloqua Customer 55

Pointclear

JANUARY 26, 2012

It’s great for target verification and data collection at the earliest stages of your campaign, too. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. With 18,500 business lists available for rent in the U.S.,

Media 233

Media Direct Mail netFactor Trade Show 233

Partners in Excellence

MARCH 28, 2016

You’ve all experienced this, you download a white paper, maybe you sign up to evaluate a new SaaS tool. ” Forget that you haven’t even gotten the white paper, or the logon link to the tool. I was struck by some data at the beginning of the report. “Can I set up a demo?”

Prospecting 48

Prospecting Follow-up eBook Study 48

Janek Performance Group

MARCH 26, 2024

Among the myriad of tools and strategies available, one aspect stands out: buyer personas. These are based on market research and real data about your existing customers. Analyze the data collected from surveys, interviews, and market research. Cross-reference them with real-world data from your sales and marketing teams.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Xactly

OCTOBER 11, 2018

Sales data. Most companies have an abundance of it floating around—performance data, compensation data, financial data. Poorly-handled data creates a bit of a mess. Before we dive into exceptional , let’s discuss how many companies handle their data right now. Can your data really do that?

Sales Forecasts 72

Sales Forecasts Forecasting Data Compensation 72

John Barrows

MAY 15, 2019

I still believe it would rival some of the best sales tools out there today if it was still available. It’s also about using data to look for indicators about whether or not a prospect is in the market for our services so we can time our outreach to them. G2 is all about intent data. baked directly into Salesforce.

Outsourcing Services 187

Outsourcing Services Ideal Customer Profile Intent Data InsideView 187

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. It’s a powerful conversion tool at least as old as the Gospels. It’s not a high priority for us”. “I

Real Estate 243

Real Estate Construction Scale Hiring 243

Anthony Cole Training

JANUARY 13, 2014

It caught my attention because 1) the use of a number , the use of the word improve and the phrase reduce revenue risk and 2) I’m constantly on the look out for information that may be of help to my clients and prospects. Provide data that is insightful to their business success and show them where there could be areas for improvement.

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentives 189

Pipeline

APRIL 1, 2024

Evaluation of client needs: constantly assess customer data to stay on top of changing customer needs. Assess customer data and market trends to lay down the attributes of your ideal customer. As it brings prospects already interested in your product, the chances of conversions are much higher than outbound leads.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

The ROI Guy

MAY 14, 2012

I am often asked what key workflow or functionality you can enable if you integrate Alinean tools with Marketing Automation (MAP) and Customer Relationship Management (CRM) solutions. As you may also be aware, Alinean Value Selling & Marketing Tools do support robust integration with sales and marketing automation solutions and processes.

Lead Rank 64

Lead Rank Lead Scoring CRM Eloqua 64

Showpad

FEBRUARY 25, 2019

This next post in our “Sales Enablement Defined” series dives into how content management tools empower both sales and marketing to become more efficient and collectively drive success. How are Content Management Tools Beneficial in Sales Enablement? With both teams using the same tools, sales and marketing are more aligned.

Sales Enablement 40

Sales Enablement Tools Case Study Collateral 40

Showpad

FEBRUARY 25, 2019

This next post in our “Sales Enablement Defined” series dives into how content management tools empower both sales and marketing to become more efficient and collectively drive success. How are Content Management Tools Beneficial in Sales Enablement? With both teams using the same tools, sales and marketing are more aligned.

Sales Enablement 40

Sales Enablement Tools Case Study Collateral 40

Miller Heiman Group

OCTOBER 23, 2019

Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. She explains that when most people think about data strategy, they think about data management and data cleansing.

Data 52

Data Strategy Case Study Sales Operations 52

The ROI Guy

AUGUST 24, 2018

You’ve invested in interactive content and marketing tools for your website, helping prospects and customers assess their needs, size and price the right solution, and understand the business value and differentiating cost advantages of recommended solutions. Instead, the information can be passed into the tool on the “call”.

Lead Rank 45

Lead Rank Lead Scoring Eloqua Unica 45

Chorus.ai

JANUARY 29, 2021

Here at Chorus, we parsed a lot of data in 2020. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by. Sales Tools & Best Practices: The right tools and best practices to put your theory of sales enablement into practice.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

DiscoverOrg Sales

NOVEMBER 6, 2017

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. Fit, intent, and engagement provide the core data you need to be successful with your account-based marketing program. The Key Isn’t Just Getting Data – it’s Operationalizing Data. You already know this. Fit, intent, and engagement.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

Pointclear

DECEMBER 18, 2012

2013 Predictions—Why Big Data Shouldn’t Be the Focus. While he said Big Data would be a major focus, it wasn’t the area that he thought sales should be focusing on. What About Little Data and Social Media? Click to start video at this point — Salespeople can’t rely on marketing to send them ready to buy prospects.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Partners in Excellence

APRIL 9, 2020

Cancel your contracts for virtually 100% of the tools you are paying for. These tools are very important, they can help dramatically improve productivity, performance, and your ability to reach the right customers with the right messages at the right time. But, the tools and technologies they are using are have so much more capability.

Ideal Customer Profile 91

Ideal Customer Profile Analytics Segment Cancellation 91