Sales and Marketing Management

JUNE 14, 2020

Company decision-makers seem open to the idea of remote work?—?at sales and marketing at Intel, told Bloomberg. at least part time?—?but but many are not comfortable with the idea of full-time work-from-home arrangements. Workers’ mental health is a chief concern. “I Is it frustration, fear or anxiety?

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218

Pointclear

NOVEMBER 29, 2012

So, what do you want from Marketing?” It’s interesting…ask salespeople their opinions about a marketing campaign, copy, creative, or any number of marketing’s creative options and you’ll hear very little. How about the marketing department putting a little skin in the game to help us increase sales activity? What gives?

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). When your prospect is a decision-maker.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Vengreso

JUNE 12, 2023

These barriers hurt the long-term success of sales teams because of one truth: the modern buyer has changed their decision-making process. The modern buyer has a longer journey that involves more decision-makers. Unscheduled phone calls and emails demand the buyer’s attention and in-person meetings require travel time.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

SendBuzz

APRIL 25, 2023

This reliance on digital solutions allows for more structured processes, less travel for inside sales reps, and easier organization compared to outside sales teams. Reduced Expense – Inside sales have lower implementation costs as sales reps do not have to travel, resulting in reduced expenses. What is B2B Outside Sales?

Outside Sales 52

Outside Sales Inside Sales B2B Face-to-face 52

Alice Heiman

NOVEMBER 22, 2022

Brent explains decision maker confidence is the main barrier for B2B teams to close deals. 11:59] Travel agents went out of business because I could do it all online. I need a travel agent. [13:15] HBR Articles: End of Sales and Marketing: [link]. And all of a sudden, I tried to do it online and was overwhelmed.

B2B 112

B2B Buyer Lead Rank Travel 112

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. With this data in hand, marketers can identify which prospects to focus on during the show and can begin pre-marketing to these individuals.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

DiscoverOrg Sales

NOVEMBER 27, 2018

A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.). When your prospect is a decision maker.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. Ease of scheduling, savings on travel expenses, and safety (obviously). In fact, it can actually provide more qualified information to marketing and sales teams.

Intent Data 103

Intent Data Buyer Intent Intent Top of Funnel 103

Gong.io

DECEMBER 14, 2022

The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating. The Miller-Heiman framework offers sellers a more effective way to close enterprise sales — deals that involve large decision-making groups and long sales cycles. Competition is fierce in any market.

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

Sales and Marketing Management

DECEMBER 14, 2020

In the pre-pandemic world, an in-person meeting was an event: It involved travel, hotel stays and client dinners. The stakes felt higher since organizing a face-to-face meeting could be challenging and you would only be seeing those key decision-makers once or twice a year. You had to get it right.

Face-to-face 156

Face-to-face Conference Ideal Customer Profile Hotels 156

Increase Sales

DECEMBER 15, 2014

Travel back to the first sales objection in your most recently “earned” sale. Yet upon further reflection, I have come to realize the first sales objections suggest my marketing was not effective. Yet upon further reflection, I have come to realize the first sales objections suggest my marketing was not effective.

Objections 128

Objections Decision Maker Small Business Small Business 128

Crunchbase

MAY 17, 2023

While companies scramble to restructure and reevaluate their go-to-market motions, one role continues to unlock a better sales experience for buyers and sellers alike: solutions consulting. In addition to performing activities leading up to a closed sale, SCs are an integral part of the larger go-to-market team.

Hiring 111

Hiring Sales Process Lead Rank Engineering 111

Hubspot Sales

APRIL 5, 2023

Outside sales representative positions include some travel time to meet with buyers and pitch products. Because travel is expected, you can anticipate greater compensation. Marketing remains the main source of generating leads for salespeople, with 44% of the inside sales pipeline coming from marketing ( Bridge Group Inc ).

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

Mr. Inside Sales

MARCH 20, 2020

For the time being, we’ve decided to focus on our current market and aren’t going to be looking into different markets right now. While I really liked what you had to offer, our board has made the decision to wait on anything new until the coronavirus plays itself out. Email from Prospect #2: Dear…. Get Access Today.

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

DiscoverOrg Sales

AUGUST 17, 2016

Outbound marketing will help identify key people attending to get in front of. By setting appointments at times like 10:35, or 2:50 the prospect has travel time to get from one event to the next and doesn’t have to miss a presentation they are looking forward to. Decision makers will be checking their emails during the shows.

Trade Show 120

Trade Show ROI Decision Maker Webinar Metrics 120

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

Janek Performance Group

FEBRUARY 20, 2024

This starts with not rushing the close and should include: Aligning decision makers Gaining consensus Confirming agreements In complex sales, there is often more than one decision maker. In sales, traveling, training, and coffee breaks are all non-sales activities. Do your research and know the market.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 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

Sales and Marketing Management

FEBRUARY 19, 2018

You are not going to close an entire enterprise deal without a roller coaster of a decision maker, trial by fire in a committee, group think, emotion or crisis mode. It travels in packs but gets the hunting done. Back your inner voice and overcome your fears. How To Overcome the 7 Things Sellers Fear Most. Don't you!

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Gong.io

SEPTEMBER 26, 2022

70 to 80% of B2B decision-makers prefer remote interactions. Remote sales has its advantages — it cuts down on travel costs, increases productivity, and allows you to match your buyers’ preferences. Our data shows that win rates are 80% lower for small business deals when decision-makers aren’t involved.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Highspot

JANUARY 14, 2024

This method allows them to connect with global clients without travel, fostering a convenient customer experience. These platforms offer a centralized and accessible hub for hands-on practice, role play simulations, and on-demand learning resources to ensure sales teams stay ahead of the curve and meet the demands of the ever-changing market.

Quota 52

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

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. The biggest time killer: “travel” soaks up 17.4% No good leads coming from marketing? 84% of B2B Decision Makers Begin their Buying Process with a Referral.” You would close a few more deals per year. How do you achieve that?

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Crunchbase

JANUARY 19, 2023

With 2023 in full swing, a question still remains: Will the global market fall into recession? Not only do they have the capital to withstand the ebb and flow of the market, they’re in a better position to drive growth. With an increase in travel comes a greater demand for hotels. Learn More 5. The company recently raised a 3.4

Lead Rank 52

Lead Rank Lead Scoring Company Leads 52

Understanding the Sales Force

NOVEMBER 27, 2013

Access to Decision Makers. Making price a primary criteria for decision-making. An eventual decision to do nothing. If you own a travel agency selling anything other than tours and corporate travel, sure. My Blog has been nominated for best Sales & Marketing Blog. If you agree, please vote here.

Travel 251

Travel Decision Maker Insurance Insurance 251

Hubspot Sales

FEBRUARY 7, 2023

Maybe yours is to travel the world after you retire, or settle down somewhere nice and quiet. 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. Perhaps, a marketing role could be a good lateral move.

Cold Calling 104

Cold Calling How To Hiring Travel 104

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. With this data in hand, marketers can identify which prospects to focus on during the show and can begin pre- marketing to these individuals.

Trade Show 100

Trade Show Lead Generation Sales Qualified Lead Leads 100

Sales Hacker

JUNE 7, 2021

Let’s drill down into the market and customer insights that can really add value for salespeople, under the following sections: Qualifying characteristics: Things to look for in an organization that make it a good target. Persona insights: Intelligence on the typical decision-makers, influencers and users of your proposition.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Nutshell

JUNE 5, 2020

When GumGum , an AI image recognition software firm, wanted to reach decision-makers at T-mobile, they knew that traveling the beaten path of sending outbound emails wouldn’t work. . Question: You have a strong product, an understanding of your market, and a compelling value proposition. You also have no network.

Case Study 96

Case Study Paid Content Study Ideal Customer Profile 96

Closer's Coffee

APRIL 23, 2020

Advertising, Marketing, Promotions, Public Relations, and Sales Managers – 717,220 ppl. They often travel to meet customers face-to-face, as well as to maintain relationships with existing customers at their place of business or interacting at networking events, trade shows and conferences. Small number of decision-makers (1-3).

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Pipeliner

AUGUST 9, 2023

Often, they find themselves stuck with lower-level contacts or blocked from accessing decision-makers. Drew is always open to connecting via email and is frequently traveling between the US and Belgrade, where Connect the Dots has a significant presence. He is CSMO at Pipeliner CRM.

Networking 52

Networking Scale SalesForce LinkedIn 52

Showpad

NOVEMBER 28, 2021

Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We Technology Leea uses: Showpad, Outreach, and ZoomInfo.

Face-to-face 98

Face-to-face Decision Maker Pivotal Distribution 98

Allego

SEPTEMBER 29, 2020

It involved travel, hotel stays, and client dinners. You were meeting with decision makers that you could only get to see once or twice a year, or it was a first meeting with a key stakeholder. In the “before times” (pre-pandemic), a face-to-face meeting was an event. Zoom is a different animal.

Face-to-face 98

Face-to-face Ideal Customer Profile Conference Travel 98

SalesHandy

MAY 6, 2021

Instead of travelling physically to pitch and sell the products, inside sales teams utilize a set of software tools. This can even stretch longer, based on the number of decision-makers involved and the deal size. Reach Out To decision-makers. In a way, it’s the exact opposite of field sales or outside sales.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Vengreso

FEBRUARY 19, 2020

?. Subscribe to Modern Marketing Engine on your app of choice. . Events have been a notoriously difficult marketing channel to measure when it comes to adding qualified leads to the sales pipeline. marketing #NEXT2020 Click To Tweet. Learn how to measure contribution to your #sales pipeline from events.

Pipeline 127

Pipeline Hotels How To Engineering 127

Sales Hacker

JULY 26, 2022

Manager, Outbound Growth Marketing at Greenhouse) and Will Allred (Co-Founder & COO at Lavender) to get TWO perspectives and TWO approaches on real sales emails, every week on Sales Hacker. Companies sponsor our events because they seek tangible RoR (Return on Relationships) with executive-level decision makers.

Strategy 54

Strategy Call-back Decision Maker Government 54

Hubspot Sales

DECEMBER 28, 2020

Decision-maker types, such as marketing, product, or sales. For example, if your sales team does a lot of travel for their job, using something more location-based could be useful. Industry, such as education, manufacturing, or accounting. Experience of the salesperson.

Territories 131

Territories How To Demographics Software 131