Zoominfo

FEBRUARY 17, 2021

Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Don’t: Waste your time calling unfit, or barely fit leads — find out exactly who’s in your market. Assume you’ll always get direct access to an executive or decision maker — study the org chart. Reason for Calling.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Apptivo

DECEMBER 21, 2022

Best Marketing Automation Examples. How does Marketing automation help the business? Creating efficient sales and marketing workflows eliminates the need for repetitive tasks. For this reason, businesses require sales and marketing automation, which will enable them to create reports, send messages, gain insights, and more.

Benefit 98

Benefit Marketing Lead Rank Lead Scoring 98

The Pipeline

DECEMBER 3, 2019

People often talk about changes we face in sales but continue to try to deal with theses changes using old schtick. For years we have been telling people to do two things, find the decision-maker(s), and part of doing that requires having an org chart. Not All Decision Makers Are Equal.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

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. Enterprise sales, also known as complex sales, refer to the selling strategy used by large organizations involving long sales cycles, multiple decision-makers, and higher levels of risk. Key Takeaways.

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

Zoominfo

SEPTEMBER 5, 2018

Attempting to grow your business without market intelligence is a lot like driving without directions. Without a clear understanding of your industry or market, you will fail to make informed business decisions. Businesses are catching on to the importance of market intelligence. What is market intelligence?

Marketing 140

Marketing Scale Analysis Face-to-face 140

Sales Hacker

APRIL 20, 2020

As a result, B2B sales and marketing teams are yanked towards inside sales strategies like account-based marketing and remote selling. Sales and marketing must banish silos and band together during this turbulent time. Why Account-Based Marketing Is the Right Response. Why Account-Based Marketing Is the Right Response.

Account Based Marketing 82

Account Based Marketing Webinar Metrics Strategy Marketing 82

Pipeline

APRIL 1, 2024

Establishing a continuous flow of quality leads is a common challenge faced by small- and large-scale logistics companies. This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. Assess customer data and market trends to lay down the attributes of your ideal customer.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 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. Demand Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

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. We work with clients across a range of industries and company sizes that face this same problem, yet the solution is always the same. Let’s see how. What does that look like?

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

DiscoverOrg Sales

NOVEMBER 13, 2017

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. This is Part 2. …

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Mereo

MARCH 28, 2024

Not only do your teams become skilled at diagnosing and solving buyer pains, but it will also fix some issues your organization may be facing. In fact, industry data is showing that in many issues leaders faced last year, the lack of (or too many) value-based relationships between buyers and sellers contributed to the problem.

Research 41

Research Face-to-face Decision Maker Buyer 41

Emissary

JANUARY 5, 2022

For backend IT technology providers, the post-pandemic economy has opened up opportunities in the P&C insurance vertical market. To position your products for success, shape your sales strategy around a nuanced understanding of the pressures driving these companies and the cultural or technical challenges they face.

Insurance 52

Insurance Insurance Positioning Face-to-face 52

No More Cold Calling

JUNE 30, 2016

Your marketing department does an adequate job of lead generation, but many of the so-called “leads” aren’t qualified. Sales reps can’t depend on marketing for lead generation, creating connections, and building trust with clients. That’s not going to help build a sales pipeline full of qualified leads.

Referrals 136

Referrals Decision Maker Sales Qualified Lead Hiring 136

HeavyHitter Sales

APRIL 7, 2013

During the interviews I always asked the salespeople to describe the top challenges they were facing. No Decision. The real enemy of salespeople today isn’t their archrivals; it’s no decision. The real enemy of salespeople today isn’t their archrivals; it’s no decision. Stalled Sales Cycles.

Study 146

Study B2B Penetration Lead Rank 146

LeadFuze

NOVEMBER 30, 2021

With the shift to inside sales, marketing and B2B teams are being pulled in different directions. In the current market, sales and marketing must work together to be effective. Who currently have job openings for marketing help. Why Account-Based Marketing Is the Correct Response. With the role of HR Manager.

Account Based Marketing 52

Account Based Marketing Marketing Strategy Hiring 52

SBI Growth

JANUARY 21, 2013

5 years ago, the two black boxes of reliable data were Sales and Marketing. Today, marketing has dramatically changed. Armed with Marketing Automation Software, CMOs are tracing new customers back to their campaigns. They show the CEO where marketing dollars should be shifted. Your CEO and CFO are data-driven.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

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. You’re taking a break for lunch in the middle of a busy workday and open your inbox, only to find two new sales emails from unknown senders. No points for guessing which one resonates better.

Social Media 52

Social Media How To Case Study ACT 52

Distribution Pricing Journal

SEPTEMBER 20, 2023

They once simply executed pricing inside of an ERP pricing matrix, but now they are responsible for analyzing marketing trends, conducting competitive research and sifting through customer buying patterns to determine optimal pricing that drives profitability.

Distribution 97

Distribution Infor Face-to-face Hiring 97

Hubspot Sales

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? New research has those answers.

Outside Sales 133

Outside Sales Hiring Face-to-face Inside Sales 133

No More Cold Calling

MAY 3, 2018

They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 That’s not selling. That’s order-taking. Top sellers aren’t reactive. Busting the 57 Percent Myth. They don’t.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Crunchbase

JANUARY 13, 2023

According to McKinsey , approximately three out of every four buyers say they now prefer digital self-serve and remote human engagement over face-to-face interactions. In fact, 71% of decision-makers surveyed by GWI say social media is influential when they’re researching or considering a new product for their company.

Top of Funnel 98

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

Closer's Coffee

APRIL 23, 2020

Advertising, Marketing, Promotions, Public Relations, and Sales Managers – 717,220 ppl. Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. The outfield, in cricket and baseball, is the area in the field of play furthest from the batsman or batter relative to their counterparts playing infield.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Corporate Visions

OCTOBER 17, 2019

The post What Is Status Quo Bias in Sales and Marketing? Over the years, a number of psychological studies have shown that when faced with a decision, the majority of people tend to stick with their status quo. And people are twice as motivated to make a decision to avoid a loss than to achieve a gain.

Marketing 66

Marketing Face-to-face Research Conversion 66

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

Mr. Inside Sales

DECEMBER 17, 2018

As a sales rep, you need solutions to the problems you face when selling over the phone. Study these and adapt them to your product or service and then use them to overcome the objection: “We’re all set.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market.

Decision Maker 137

Decision Maker Vendor Face-to-face Objections 137

Highspot

JANUARY 14, 2024

Around 80% of buyers and sellers favor digital self-serve and remote human engagement over face-to-face interactions for a seamless buying experience. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. Virtual selling is a technology-driven approach to sales.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

LeadBoxer

DECEMBER 8, 2019

If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead. Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs.

Account Based Marketing 89

Account Based Marketing Account Software Software 89

Sales and Marketing Management

MARCH 8, 2018

As soon as we conduct a study that illuminates how to address a certain moment in the purchase cycle, another customer comes along wondering how to handle a different selling scenario. These studies covered a lot of terrain in the customer lifecycle—two huge moments in the realms of customer acquisition and customer expansion.

Ideal Customer Profile 159

Ideal Customer Profile Customer Face-to-face Vendor 159

Zoominfo

OCTOBER 5, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omnichannel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

SBI Growth

AUGUST 26, 2012

I hear from sales and marketing leaders on a regular basis that they need more leads. The most common marketing efforts to drive leads include paid search, SEO, social media, outbound email, teleprospecting and trade shows. In other words, content marketing is communicating with your customers and prospects without selling.

Lead Rank 306

Lead Rank Lead Scoring Leads Marketing Qualified Lead 306

Mindtickle

NOVEMBER 6, 2020

The biggest shift is the obvious one – the elimination of face-to-face meetings, being replaced with remote meeting platforms. In fact, in a recent McKinsey & Company study , 80% of B2B decision makers surveyed prefer a sales model where there are more “remote human interactions” or digital self-service instead of in-person.

Sales Enablement 81

Sales Enablement Buyer Hiring Face-to-face 81

DiscoverOrg Sales

JULY 10, 2018

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. A study from Gong.io SALESPERSON: “Here’s a case study showing companies YOUR size will LOVE all our features!”. If you’re dealing with an objection, congratulations! That’s exactly where you want to be.

Objections 243

Objections Buyer Persona Study Decision Maker 243

Zoominfo

MAY 7, 2020

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. A study from Gong.io Salesperson: “Here’s a case study showing companies YOUR size will LOVE all our features!”. If you’re dealing with a sales objections…congratulations! It can drag on forever.”

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Zoominfo

FEBRUARY 17, 2021

Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Don’t: Waste your time calling unfit, or barely fit leads — find out exactly who’s in your market. Assume you’ll always get direct access to an executive or decision maker — study the org chart.

Cold Calling 100

Cold Calling Guidelines Prospecting Face-to-face 100

Alice Heiman

APRIL 14, 2021

More often than not , sales and marketing efforts are centered around customer acquisition. The primary reason is market share or market dominance. Gaining new customers quickly helps your company dominate the market. Attract New Customers. So why not focus on customer retention? .

Retention 143

Retention Account Customer Referrals 143

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. Studies suggest that the average per head cost is between $1,500-$3,000. The annual sales kick off (SKO) meeting. But let’s get real. SKO’s are expensive!

Meeting 130

Meeting Decision Maker Revelation ACT 130

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. If you were lucky, there were donuts.) Then the pandemic came. Now we all use Zoom for our meetings. So you might expect us to say, “and everything changed.” Not so fast.

Sales Meeting 90

Sales Meeting Meeting Collateral Ideal Customer Profile 90