Hanging Out with @GlobeSmallBiz: How to develop a Winning Sales strategy

The Pipeline

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.

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Customer Success Storytelling leverages Customer Experiences

Babette Ten Haken

Truth be told, customer success storytelling is more than a content marketing and demand generation exercise. Towards a new way of leveraging collaboration to catalyze professional innovation, workforce engagement and customer retention?

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Green Lead's B2B

It's focused on skills, performance and retention. 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.

CMO: Is Your 2014 Marketing Plan Obsolete?

Sales Benchmark Index

What are we doing to adjust to the market demands? In this post we’ll focus on the B2B Demand Generation (DG) plan. Download the 2014 B2B Demand Generation Planning template here to get started. B2B Demand Generation – Building a Base Plan.

Got a SOGOP Policy or do You Wish and Hope and Waste Time?

Babette Ten Haken

When we build a solid referral base, enhanced by social selling and demand generation activities, opportunities come our way. I developed a SOGOP Policy for a variety of reasons. You just may want to do the same. Early in my career, I worked on teams with, and for, other people.

PODCAST 07: You CAN Align Marketing and Sales (Here’s How This CMO Did It)

Sales Hacker

We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen. The right way to think about demand generation and what data to use to make decisions.

Steps to Creating Buyer Persona Profiles [Infographic]

Zoominfo

Marketers use buyer personas to inform every piece of their marketing strategy and ultimately generate more revenue for their respective companies. We talk about buyer personas a lot on the ZoomInfo blog— for good reason!

What lies ahead

Sales and Marketing Management

With conversational selling, you can attract visitors to your website, convert them to leads, follow up on previous interactions, nurture relationships with targeted content, connect prospects with your sales team when the time is right, and improve customer retention by adding value or providing timely product support. It’s not exactly a new element of B2B digital marketing, but the numbers are staggering, says Amanda Foushee, a demand generation associate at Marsden Marketing.

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Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation. Marketing-generated awareness. Marketing-generated demand.

This Is Not Your Father’s Marketing Plan, and That’s Good

Sales and Marketing Management

Gone is the view that marketers are harbingers of brand only; now, they’re responsible for revenue, profits, growth, and the customer experience – a paradigm shift that calls for a newer, high-performance plan capable of addressing modern marketing holistically across awareness, acquisition and retention objectives. Expand goals could include capitalizing on upsell and cross-sell opportunities, and increasing loyalty and retention rates.

eBook 168

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

Pointclear

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? Here's the thing: Account-Based Marketing is not really about lead generation at all.

Is revenue operations just another word for sales operations?

InsightSquared

Chow added, “As talent is a key driver of growth and is expensive to invest in, revenue operations should also take note of employee retention and satisfaction to make sure that growth is sustainable from an organizational perspective.”.

Playing Nice: Easing the Tension between Sales and Marketing Teams

InsightSquared

Organizations with strong communication enjoy increased sales, higher customer retention rates, shorter buying cycles, increased hot leads, and higher sales win rates among many other benefits.

This Is Not Your Father’s Marketing Plan, and That’s Good

Sales and Marketing Management

Gone is the view that marketers are harbingers of brand only; now, they’re responsible for revenue, profits, growth, and the customer experience – a paradigm shift that calls for a newer, high-performance plan capable of addressing modern marketing holistically across awareness, acquisition and retention objectives. Expand goals could include capitalizing on upsell and cross-sell opportunities, and increasing loyalty and retention rates.

eBook 120

6 Steps to Improve Your Go-To-Market Maturity

Sales and Marketing Management

You’re likely familiar with SiriusDecisions’ Demand Waterfall, a decade-old concept. In 2017, they unveiled a significant update that added “Target Demand” as the first stage of the revenue management process. This stage shows the foundational need to define a potential market before doing anything else since all of the efficient and creative demand generation in the world will be wasted if the initial targeting is off.

2019 Sales Kickoff Meeting Themes: Three Profitability “Moments of Truth”

Corporate Visions

Despite this, a Corporate Visions industry survey found that nearly 60 percent of companies don’t feel the need to tell a different story for new customer acquisition versus customer retention/expansion.

Prognostications And Wild Ass Guesses For 2015

Partners in Excellence

Demand Generation/Lead Gen/Content Marketing/Nurturing. Account Planning/Growth/Retention. We’re officially into the fourth calendar quarter of the year.

How To Build (And Scale) A Successful Sales Team

Sales Hacker

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. ” 29) DJ Blough, Demand Gen Marketing Manager, Circadence. I get asked this same question several times a week.—”Tito,

Value of Assessment ROI & TCO Tools for Demand-Gen and Sales Enablement Campaigns

The ROI Guy

Today’s buyers are more conservative than ever, demanding that any investment they make drive tangible savings and business value – a fundamental change called Frugalnomics. Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. Did the Alinean Business Value Tools drive incremental sales, reduce sales cycles, increase deal size, generate more demand, and improve sales / consulting productivity as anticipated?

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Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. 1) Buyer Side Technology Continues to Disrupt Sales Development & Demand Gen. It’s that time of year again.

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Interview: Where Can You Get The Insights Needed for Provocative Selling?

The ROI Guy

Click here to review the Interview On-Demand Click here to access the slides from the session. The good news about that is that demand gen teams are getting really high marks for publishing information that gets viewed and downloaded. That study became part of a demand gen campaign….prospects