Zoominfo

OCTOBER 5, 2021

Attempting to grow your business without marketing intelligence is a lot like driving without directions. Without a clear understanding of your industry or market, you’ll be ill-equipped to make informed business decisions. Businesses are catching on to the importance of market intelligence. What Is Market Intelligence?

Data 130

Data Marketing Scale Analysis 130

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Decision makers are often only interested in sellers that know exactly who they are and what they want. Yet the people who actually might be interested in buying your product or service also play a big role in your target market.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Emissary

JULY 18, 2022

Most technology marketing teams have employed account-based marketing (ABM) to help close B2B deals. In fact, in Gartner’s 2021 survey of technology executives , 75% said they had an ABM function centralized in the marketing team. Beef up your contact list with all possible decision-makers.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Account 52

Janek Performance Group

SEPTEMBER 5, 2023

Maybe it was the price, or your seller couldn’t sway a decision maker. When you consider the process, including interviews, questionnaires, and surveys, it can be a lot. Also, there are more decision makers. A win-loss analysis also offers insight into your marketing efforts. Sample size is important.

Analysis 62

Analysis Decision Maker Scale Survey 62

Emissary

JUNE 6, 2022

Tech marketers were some of the very first to adopt ABM as a strategy distinct from inbound and traditional lead generation. In the beginning, account-based marketing for enterprise tech marketers was simply an account list and a high-value direct mail campaign. Download the Guide.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Demand Generation Targets 52

Zoominfo

MARCH 29, 2023

Cross-Functional Alignment Your go-to-market strategy depends on alignment. But it’s still frustratingly common for marketers and salespeople to have different goals, operate in silos, create inconsistent messaging, and draw conclusions from disparate data. Westley’s right. There’s no time for dilly-dallying.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

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?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. The decision-makers you want to reach aren’t playing hide-and-seek with your team. It’s much, much easier to get to decision-makers with a referral introduction.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Showpad

FEBRUARY 9, 2024

Sales, marketing, and account management teams must demonstrate a deep understanding of a buyer’s unique business needs by tailoring information to build trust and add value. In fact, sellers spend an average of 11 hours per month looking for and modifying content for buyers (Forrester Q4 2020 Global Sales Enablement Survey).

Scale 52

Scale Face-to-face Decision Maker Channels 52

Zoominfo

MARCH 1, 2022

Staying ahead of personnel moves is a critical competitive advantage in every industry and economic sector, with 44% of workers in a recent survey saying they plan to look for a new employer in the next year. How Can Tracker Help Me? And crucial sales negotiations can be disrupted. Who is Tracker For? Change happens.

Prospecting 100

Prospecting Decision Maker Hiring ACT 100

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

Zoominfo

FEBRUARY 23, 2021

If you’re sitting on customer intelligence in your CRM or database — is your marketing team making the most of it? Customer intelligence allows marketers to understand leads and current clients more in-depth, and gain better insights. Customer intelligence can be found from form fills, email replies, surveys, and webinar registrations.

Account Based Marketing 195

Account Based Marketing Customer Top of Funnel Webinar Metrics 195

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Decision-makers are often only interested in sellers that know exactly who they are and what they want. Yet the people who actually might be interested in buying your product or service also play a big role in your target market.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). We touched on this phenomenon in a recent blog post about word-of-mouth marketing. Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing.

Referrals 130

Referrals Marketing Incentives Incentive 130

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. What are decision makers biased toward or against? What are their styles?

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Sales and Marketing Management

JUNE 29, 2020

A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel Re-map your customer decision journey to capture changes in the new normal, and use these insights to inform GTM model adjustments. omnichannel selling, inside sales, tech-enabled selling and e-commerce.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

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. … Intent data. Business model.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

SBI Growth

APRIL 16, 2013

They are profiles of the influencers and decision makers needed to close the sale. Personas outline the objectives, obstacles, and success measures of your target market. Knowing each provides valuable insight into the decision makers and influencers. Connect with decision makers. Recommendations.

Buyer Persona 332

Buyer Persona Buyer LinkedIn Outsourcing Services 332

Sales and Marketing Management

JUNE 14, 2020

A recent survey by the IBM Institute for Business Value found more than 75% of respondents would like to continue working remotely at least occasionally, while more than half want it to be their primary way of working after the coronavirus crisis ends. Company decision-makers seem open to the idea of remote work?—?at

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218

The ROI Guy

MAY 17, 2012

It’s not CIOs, but CFOs and business units who rein supreme in the financial decision making process for IT investments, this according to a recent survey by CFO Research Services and SearchCIO. To learn more about the need and value selling and marketing strategies for improving IT engagements, click here.

Decision Maker 75

Decision Maker ROI Survey Analysis 75

Zoominfo

DECEMBER 28, 2020

Your marketing and sales teams need both. Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. Read on to discover how your marketing and sales teams can close more leads by recognizing and responding to prospects’ buying signals. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

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

DiscoverOrg Sales

MAY 1, 2018

This makes sense when selling to enterprise companies, since the bigger the corporation, the more decision makers are generally involved in the buying process. In fact, a survey of 5,000 stakeholders involved in making B2B purchases found that an average of 5.4 Information needed for outreach.

Account 276

Account Top of Funnel Decision Maker Segment 276

The ROI Guy

DECEMBER 4, 2013

On average, the buying teams have expanded by an additional person in each of the past two years, a 43% increase compared to three years ago according to the latest 2013 IDC Buyer’s Experience Survey. And as purchases get larger, even more people become involved in the decision.

Decision Maker 75

Decision Maker Proposal Survey Channels 75

Sales and Marketing Management

NOVEMBER 11, 2019

These predictions from B2B sales and marketing experts may impact decisions you make as 2019 comes to a close and 2020 looms. Companies will cut back on MarTech spend and focus on what actually works, says Adam Smartschan, vice president of innovation and strategy at Altitude Marketing. Think about search engine marketing.

Cost per Acquisition 176

Cost per Acquisition Advertising Advertising Google Analytics 176

Sales and Marketing Management

JULY 27, 2018

That process has historically meant placing phone calls, making inquiries via networking groups, or conducting surveys, among other options. Unless your source is talking directly to decision-makers at the company, you’re still risking wasting your and your company’s time on prospecting that may not pan out. Check Your Biases.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

Nutshell

MAY 4, 2020

In order for B2B companies to adapt, survive, and succeed in it, marketing and sales teams must take a page out of the zen playbook: To support themselves, they should first strengthen the team seated across them at the table. Then, pass this data on to marketing so they can create relevant content and accurate ads.

Lead Generation 119

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 119

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. Create a Crisis-Countering ABM Action Plan.

Account Based Marketing 82

Account Based Marketing Webinar Metrics Strategy Marketing 82

Pointclear

MARCH 31, 2011

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification.

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

Cience

MAY 1, 2020

CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Market strategy. Outbound marketing is everything for sales now. This can be mentioned as a part of personalization for your email marketing campaigns. Who Is At Risk?

Outbound 79

Outbound Top of Funnel Marketing Inbound 79

Allego

MARCH 25, 2023

The typical buying group for a B2B solution involves multiple decision makers‚ each with information they’ve gathered independently. In fact, more than three-quarters of the customers Gartner surveyed described their purchase as very complex or difficult. Oftentimes it’s sales and marketing.

Prospecting 62

Prospecting Decision Maker Groups B2B 62

Sales and Marketing Management

MARCH 16, 2018

When products don’t move smoothly and seamlessly between manufacturer and end-user, they become exponentially harder to bring to market. In 2018, businesses can’t afford to fall behind the market, and they can’t afford not to maximize their operational efficiency. Economic performance and commoditization of key markets.

B2B 195

B2B Company Hiring Discount 195

Zoominfo

JULY 13, 2023

Running specific plays to promote early renewal engagement, such as at-risk customer surveys , low adoption engagement , and automated customer referrals generate better results in the long run. Within any sale, there are between six and 12 decision-makers that you need to win over.

Strategy 130

Strategy Customer Hiring How To 130

SBI

MARCH 6, 2018

Naturally that makes sense since we provide Sales Leaders with free resources on how to navigate the Sales Technology landscape, so when I had the opportunity to join the B2B Marketing Exchange conference this past week in Scottsdale, I was excited. Marketers need to humanize the B2B decision-making journey. Matt was correct.

B2B 139

B2B Top of Funnel Marketing Conference 139

Sales and Marketing Management

SEPTEMBER 27, 2019

In a recent survey, 65% of companies told us they plan to spend more on virtual training, despite only 10% believing it was as good as classroom training. A before- and after-confidence survey was conducted to measure qualitative changes. But what if an online training alternative could be proven as effective? Control groups.

Training 214

Training Exercises Decision Maker Coaching 214

Selling Essentials RapidLearning Center

APRIL 18, 2023

Thing is, in surveys up to 50% of “satisfied” customers say they’d happily switch suppliers. Create more decision makers Maybe with some of your accounts, you have just one contact who is the sole decision maker. These decision makers will have developed a stake in you that they won’t want to pull up.

Decision Maker 52

Decision Maker Customer Journal Loyalty 52

The Pipeline

SEPTEMBER 2, 2020

In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. These three elements have proven to be consistently successful in 15 plus years, in all geographies, across various industries and markets. Data-driven decisions and coaching – Leadership. By Tibor Shanto.

System 316

System Prospecting Quota Decision Maker 316