Mereo

NOVEMBER 15, 2023

A leading global financial technology (FinTech) client recently reached out with a big request: They wanted to completely overhaul their go-to-market organizational structure, roles and relationships. There are a number of factors that should tip off sales and go-to-market leaders to rethink their organizational approach.

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Sales and Marketing Management

OCTOBER 23, 2017

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Mankind’s earliest marketers knew this: Umbricius Scaurus , a resident of Pompeii in the first century, A.D, Marketing adapted to taste and preference. .

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Zoominfo

AUGUST 31, 2020

Disruption and uncertainty are inevitable in these times, which is why a solid go-to-market plan is critical to address the unique stage and goals of any given company. ZoomInfo has identified four areas — or quadrants — that together create a framework for a successful go-to-market approach: Build loyalty. Market expansion.

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Zoominfo

AUGUST 13, 2018

Marketers use buyer personas to inform every piece of their marketing strategy and ultimately generate more revenue for their respective companies. We hope you use it to create your own personas and scale your marketing efforts. Your 5 Sales Prospect Personas [Infographic].

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Sales and Marketing Management

OCTOBER 29, 2018

Author: Paul Nolan A new year means a new calendar, and new trends to incorporate into your go-to-market strategy. It may be a fool’s errand to predict what B2B marketing strategies will emerge in 2019, but trendwatching is an important skill for business leaders across all industries.

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SugarCRM

DECEMBER 20, 2022

Something all B2B marketing and sales teams have in common is an abundance of CRM data and challenges around how to make the most of it. There are so many ways to leverage your CRM data—especially in Account Based Marketing (ABM). Customer Retention and Expansion. Top 5 Ways to Leverage Your CRM Data for ABM.

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Pointclear

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

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Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. On owned media, digital advertising was once the name of the game.

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Corporate Visions

MAY 22, 2019

Even if you sell a truly remarkable product, prospects aren’t likely to recognize the full value you offer. In fact, most prospects either don’t recognize or can’t articulate the root of the challenges they struggle with on a daily basis. They talk about “why us?” — why the prospect should choose them over their competitors.

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Strategy Ideal Customer Profile Lead Rank Lead Scoring 103

Product Management University

FEBRUARY 25, 2020

This guide to portfolio product management and marketing answers the following seven questions. How Does Portfolio Product Management Impact Product Marketing? Structure product management/marketing so that their market knowledge is stronger than all other disciplines combined. Vertical Market Segmentation.

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Gong.io

JANUARY 1, 2021

But first, here is how NOT to do it (and unfortunately how so many buyer personas are built): When marketing organizations are not sales driven, you end up with the above scenario. Marketing builds a buyer persona that is filled with a bunch of information that does not help sales do anything! Also, this is not a one and done exercise.

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Corporate Visions

JULY 18, 2019

If you’re like most companies, you focus the lion’s share of your growth budget on-demand generation and customer acquisition. But the sale isn’t over just because your prospect becomes a customer. Yet, the majority of companies allot only 10-20 percent of their sales and marketing budgets toward customer expansion.

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Green Lead's B2B

MARCH 29, 2010

It's focused on skills, performance and retention. The team has to also understand our Quality vs. Demand Gen Basics - Yes, we specialize in appointment setting, but we are in the industry of Demand Gen and appointment setting isn't just about dialing the phone any more. Prospects communicate with vendors differently.

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InsideSales.com

MARCH 31, 2020

These executives may think it’s as straightforward as making a product, marketing it , and then selling it to different market segments. Sales process basically refers to the steps sales professionals follow from prospecting to closing a deal with a customer. Some may even have just a simplistic view about it.

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Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. Marketing/Sales Integration. Marketing Automation/Tools. Demand Generation/Lead Gen/Content Marketing/Nurturing. Systems/Processes/Tools.

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Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

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Mindtickle

JULY 24, 2017

That means having in place everything from demand generation tools to pipeline management. While customer success can play an important role in customer retention and renewals. AppDynamics developed a culture of excellence in pipeline generation. in addition to marketing, partners and inbound sales.

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Mindtickle

JULY 24, 2017

That means having in place everything from demand generation tools to pipeline management. While customer success can play an important role in customer retention and renewals. AppDynamics developed a culture of excellence in pipeline generation. in addition to marketing, partners and inbound sales.

Scale 52

Scale Hiring Field Sales Quota 52

The Pipeline

SEPTEMBER 25, 2012

Hanging Out with @GlobeSmallBiz : How to develop a Winning Sales strategy. Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners.

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InsightSquared

OCTOBER 22, 2018

One of the key elements of any successful relationship is communication — and that happens to be a huge factor in successful sales and marketing interactions, too. Sales and marketing usually want to be friends. When there isn’t a communication cadence in place between sales and marketing, a lot can get lost in translation.

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Sales Hacker

JANUARY 6, 2021

“ Deploy the marketers! If only sales and marketing were that swashbuckling in real life, right? First of all, this pirate ship is built on account-based marketing (ABM). Every crew member on a ship has a duty to perform, and it’s the same when your sales and marketing teams are aligned. Email marketing.

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Account Based Marketing Ideal Customer Profile Demand Generation Targets Top of Funnel 61

The ROI Guy

APRIL 21, 2010

Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. The survey revealed that the average Alinean Business Value Tools programs delivered: • An ROI of 810%, meaning that each $1 invested in an Alinean program generated $8.10 in incremental benefits. •

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Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. I made a jump from marketing into sales which was very risky but it was like something snapped into focus and I was finally in the role I was meant for.

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Sales Hacker

DECEMBER 8, 2017

The evolution of Sales & Marketing into Revenue Ops & Customer Ops. The role of text messaging and other unconventional communication channels in sales prospecting and customer success. Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation.

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The ROI Guy

OCTOBER 22, 2013

I recently had the opportunity to interview Jody Canavan, Founder and President of Launch International and an expert in content marketing. Click here to review the Interview On-Demand Click here to access the slides from the session. The best salespeople know they have to bring something of value to their prospects.

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Sales Hacker

JUNE 12, 2018

Not only because it’ll be harder to engage prospects, but also because the workflow is so frustrating that your reps will quit. Target your outbound marketing to ice-cold leads. If you were able to get some results by purely using non-focused demand generation, your website, and other lead sources, scaling will be hard.

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