Hubspot Sales

NOVEMBER 20, 2023

That’s why branching into new territory is more important than ever. Imagine you are the founder and manager of a company that once sold project management software to IT companies, but now, you’re expanding your focus to marketing agencies — specifically catering to internal marketing teams. Don’t worry.

Industry 95

Industry Top of Funnel Decision Maker Demographics 95

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

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. With more access to user reviews, analyst opinion, and industry research, decision makers are more informed than ever while navigating what is now known as the “ buyer’s journey.”

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Sales and Marketing Management

OCTOBER 9, 2017

From that experience, I noticed the five abilities that these top performers used: Vis-ability – The best salespeople know how to create such a curiosity about their product or service that decision-makers and influencers are compelled to know more. From those who want a simpler life to those who crave change.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

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

Crunchbase

MAY 18, 2023

It sounds simple enough, but anyone in marketing, sales or even CX will tell you what a massive pain point it is, and yet your inbound sales motion is critical. Behind the scenes, it takes time for marketing to qualify and route high-value leads with sales. Speed to lead and being able to schedule meetings instantly are a must.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

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

SalesforLife

AUGUST 8, 2019

We’ve been working with a Fortune 50 company over the last couple of years, and it’s been incredible to watch how they’ve incorporated modern, digital selling with traditional calls, email-based selling, and account-based marketing as part of the trifecta of success. The Marketing team shares content. Create scores.

Pipeline 80

Pipeline Lead Rank Lead Scoring Customer 80

DiscoverOrg Sales

AUGUST 31, 2017

In this instance, a quick glance at the LinkedIn profile of my prospect of Jeff revealed his territory and job description – which was all I needed to know in order to leave a targeted voicemail. This one does the trick for companies in heavily competitive markets or who compete heavily against another organization.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Pointclear

JULY 17, 2013

Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally. If your US business isn’t clued into the needs of emerging markets, China (not the US) will be the largest economy. won’t be so important in 2020.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. In other words, what they do now will either position them to be ahead of or behind the other companies in their market space. “We’re just not doing anything until this virus situation is settled…”. Sound familiar? You probably get this objection, or some version of it, every day now.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

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

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

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

The Pipeline

NOVEMBER 13, 2014

But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives. Only 3% of your target market are active buyers, even if you social sold your share and then some, are you near quota?

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

criteria for success

DECEMBER 1, 2021

In fact, sometimes it can help companies identify opportunities to develop solutions the market needs. Consider what products and services they buy, their budgets, and your points of contact – both decision-makers and influencers. What is the total market for that solution? Sales & Marketing Alignment.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98

Alice Heiman

NOVEMBER 14, 2018

Concerned your team might be bombard ing C-level decision makers with digital outreach? We all know a value proposition is so much bigger than just an elevator pitch — and this book helps marketers and sellers build a buyer-focused value proposition that drives both marketing engagement and sales conversations.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Score More Sales

APRIL 30, 2014

If you know that you have a “more probable” prospective customer – a potential buyer who is in the market niche where your company does its best work, and there are industry peers of your prospect company already working with you – it’s upon you to follow up and make connections in this company.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

SugarCRM

JUNE 6, 2023

Most companies struggle with the lack of real-time customer data that can be leveraged by sales teams and decision-makers within enterprises. Manage Dealer Network Most manufacturing enterprises sell and service their products through a network of dealers, usually spread globally, that retail in local markets.

Enterprise 26

Enterprise Enterprise CRM Territories 26

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

Sales Hacker

JUNE 15, 2023

Ideally, you choose the rep best suited for each particular lead, usually based on territory, deal size, or industry. In fact, research from the Harvard Business Review shows that companies responding to leads within an hour are 7x more likely to have meaningful conversations with decision-makers (vs. those who delay.)

Lead Rank 72

Lead Rank Lead Scoring Leads Marketing Qualified Lead 72

Emissary

APRIL 20, 2023

Sellers are used to markets and account potential trending up or down. Generative AI is rapidly disrupting products and markets, while raising a broad range of commercial, ethical, and practical questions. U ncertainty = a lack of condition and market predictability. But in a VUCA market, they can’t be carved in stone.

Hiring 52

Hiring Ideal Customer Profile Banking Territories 52

Crunchbase

MARCH 23, 2023

Sales automation vs. marketing automation Both sales and marketing automation tools help organizations attract customers, close deals and increase revenue. Marketing automation tools help drive demand by automating marketing campaigns and the lead nurturing process.

Sales Automation 52

Sales Automation Software Software Sales Process 52

Closer's Coffee

APRIL 23, 2020

Advertising, Marketing, Promotions, Public Relations, and Sales Managers – 717,220 ppl. Small number of decision-makers (1-3). In many cases, outside sales reps are also responsible for a portion of the direct marketing done by companies who sell this way and tend to rely more on relationship selling.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

DiscoverOrg Sales

APRIL 11, 2016

Marketing departments coordinate tradeshows, run email campaigns , write & promote content, and conduct an ever-growing list of activities to attract leads and then push them down the funnel. Even with the advanced capabilities of modern sales and marketing intelligence solutions, going without one is still a common reality.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

SugarCRM

MAY 11, 2023

Ensuring Customer Retention and Expansion by Delivering Seamless CX Across Marketing, Sales, and Service Manufacturers are often mature businesses that generate the bulk of their revenue from repeat purchases from existing customers. It is not only sellers and marketers that maintain relationships with customers.

Industry 26

Industry CRM Construction Lead Rank 26

Hubspot Sales

MARCH 21, 2018

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? To continue, the inbound function of partnering with marketing is strongest in conjunction with a renewals function to support the account management team.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

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? Static Account Properties: region, territory, owner, custom properties, etc. Activities Required to Reach the Decision-Maker.

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

Sales Hacker

DECEMBER 3, 2019

Even if you get blackjack, hitting a 17 is still a bad decision, because the odds are, in the long run, you’ll lose. Data-driven marketers aren’t playing to win a hand or two. They’re playing to grow market share. Marketing by the Numbers. Focus on creating content to help customers make purchasing decisions.

Sales Enablement 84

Sales Enablement Data Hiring Decision Maker 84

Sales Hacker

APRIL 1, 2021

As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

Outsourcing Services 67

Outsourcing Services Company Scale Transportation 67

Score More Sales

APRIL 30, 2014

If you know that you have a “more probable” prospective customer – a potential buyer who is in the market niche where your company does its best work, and there are industry peers of your prospect company already working with you – it’s upon you to follow up and make connections in this company.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Hubspot Sales

FEBRUARY 7, 2023

Rejection comes with the territory, from prospects choosing another vendor to cold calls hanging up because they have no interest in the conversation. For example, they might offer tips on how to cold-call companies without feeling nervous or show you ways to connect with decision-makers before the sales pitch starts.

Cold Calling 104

Cold Calling How To Hiring Travel 104

LeadFuze

JUNE 3, 2021

This isn’t as important if you’ve got a small team that covers one lead type in one territory. However, if you operate in different territories, locations, or industries, it’s good to assign lead and prospecting responsibilities as soon as possible. They have the power to make the decision about buying from you. Gatekeepers.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

Hubspot Sales

AUGUST 6, 2019

HubSpot’s sales new hires go through extensive product and Inbound Marketing training. They learn how to use HubSpot’s CRM , Marketing , and Sales tools. You should also lay out the foundation for how your organization assesses and communicates with decision makers. Create vertical-, role- or territory-specific trainings.

Hiring 119

Hiring Training Hubspot Inbound 119

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.

Ideal Customer Profile 62

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

Zoominfo

JUNE 15, 2020

In this instance, a quick glance at the LinkedIn profile of this prospect, Jeff, revealed his territory and job description. Consider these two examples and think about which you’d rather hear from a salesperson: “We offer the #1 marketing automation software in the industry, and believe our tool is a perfect fit for your business.”

Cold Calling 113

Cold Calling Ideal Customer Profile Call-back Decision Maker 113

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Louise C– serves as Senior Director, Hospitality Marketing. Wells Fargo.

Company 156

Company Prospecting Oracle Transportation 156