Gong.io

JULY 5, 2022

A B2B sales funnel is a stage-by-stage model that depicts how B2B prospects move through the buying process. B2B sales teams use the funnel model to determine how best to engage with a given prospective customer, and to understand what types of questions to ask and information to provide in order to progress that buyer through the funnel.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Salesmate

JANUARY 26, 2021

If your aim is to convert more prospects into customers, you need to implement a lead nurturing strategy. This step is of utmost importance as this is where your prospect will become aware of your brand. So, here’s your chance to provide meaningful information to your prospects. What is lead nurturing and why is it important?

Lead Nurturing 136

Lead Nurturing Lead Rank Lead Scoring Sales Qualified Lead 136

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Lead nurturing is the process of building relationships with prospects who aren’t quite ready to purchase your product or service.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Zoominfo

OCTOBER 31, 2018

Increase sales and customer retention. Additionally, retention rates are often higher for customers obtained through word of mouth marketing – specifically, 37% higher than any other form of marketing ( source ). These blurbs were then used to create a 4 different ebooks about content marketing used to promote the event.

Influencer 153

Influencer Marketing Hubspot B2B 153

Zoominfo

OCTOBER 8, 2018

In the original post, we explain that interactive content is specifically tailored to facilitate engagement with your prospects. Unlike its traditional, static counterpart, interactive content is inherently participatory and provides prospects with an immersive and compelling experience. Infusionsoft: What Kind of Entrepreneur are You?

Top of Funnel 100

Top of Funnel ROI Marketo B2B 100

BuzzBoard

FEBRUARY 8, 2024

Email marketing enables direct communication with prospective customers like no other channel. Moreover, email marketing allows businesses to segment their target audience for more finely-tuned, personalized messages that resonate with prospective customers. First and foremost, building a quality email list is essential.

Small Business 52

Small Business Small Business Email Marketing Marketing Qualified Lead 52

Zoominfo

OCTOBER 5, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey. What are their unique pain points?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Sales Hacker

SEPTEMBER 24, 2022

Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. And then there’s the sales funnel.

Paid Content 118

Paid Content Top of Funnel Funnel Ideal Customer Profile 118

SBI

MARCH 1, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. In our context, the term “microlearning” means repetition-for-knowledge-retention.” What stands in the way of a great buying experience today (pre- or post-sale)?

Case Study 119

Case Study Analytics Retention Training 119

Highspot

OCTOBER 13, 2020

Content marketing refers to the process of creating and distributing assets such as eBooks, whitepapers, and blogs with the intent of generating leads for a business. Content marketing assets can be distributed via outbound efforts, like sales prospecting, or via inbound channels, like your company website. Content Marketing.

Top of Funnel 96

Top of Funnel Sales Enablement Marketing eBook 96

Zoominfo

OCTOBER 5, 2021

The goals: deliver a seamless experience for the prospect or customer, increase conversion rates, and ultimately boost revenue. Average number of touches it takes to convert a prospect into a customer. How many times must sales or marketing communicate with a prospect before they actually make a purchase?

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Hubspot Sales

MAY 20, 2018

Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders. These “just checking in alternatives simultaneously add value to the prospect while putting the salesperson back on her radar. Hi [prospect]. Hi [prospect], Do you [deal with X/want to improve Y]? Best, Jamie.

Follow-up 111

Follow-up Hiring Webinar Metrics eBook 111

Highspot

JANUARY 2, 2023

Better customer retention? Once you have this qualitative info in hand, you’ll want to break them out into the following categories: Who is this prospect? And sadly, siloed operations can sometimes derail your sellers as they try to move their prospects along the buyer’s journey. More upsales? Higher quota achievement?

Top of Funnel 75

Top of Funnel Sales Enablement Buyer Persona Demographics 75

Corporate Visions

JULY 18, 2019

But the sale isn’t over just because your prospect becomes a customer. The biggest threat to your competitive success isn’t the other players in your industry—it’s your prospect’s Status Quo Bias—their preference for not doing something different from what they’re doing today. eBooks for Marketing and Sales Enablement.

Conversion 80

Conversion Customer Demand Generation Agencies How To 80

Sales Evangelist

SEPTEMBER 21, 2020

How to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect? You can use this steps: Send an email with a gift, like an ebook. Sequence your outreaches using social media platforms, emails, and phone call pitches.

Decision Maker 59

Decision Maker Enterprise Enterprise How To 59

Corporate Visions

SEPTEMBER 21, 2018

It demands edgy, swashbuckling messaging and skills designed to overcome status quo bias and break down your prospects’ aversion to change. After all, that’s what our research revealed to be the message that’s most effective when you’re the outsider and trying to displace an incumbent and convince a prospect to change and choose you.

Conversion 59

Conversion Face-to-face Retention Negotiation 59

Anthony Iannarino

OCTOBER 23, 2019

The outcome of a story about where we are is to help your prospective client explore change, a concept you will find in The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. Get the Free eBook! Download my free eBook! This eBook will help you Seize Your Sales Destiny, with or without a manager.

eBook 62

eBook Hiring Decision Maker Pivotal 62

DiscoverOrg Sales

NOVEMBER 15, 2017

Spotlight on customer retention. Acquiring new customers is six times more expensive than keeping existing customers, and we knew there was an opportunity to put as much horsepower behind customer retention as we did around new sales. Grab our new ebook, The Power of Sales Intelligence. Leverage both roles from the word “Go!”.

Retention 227

Retention Travel Customer ROI 227

Corporate Visions

JUNE 19, 2019

Provoking your prospects and leading with unexpected insights are effective tactics when you’re trying to convince your buyer to change their status quo. Situational fluency means being able to engage differently with prospects versus customers, knowing how to adjust for the different decision moments across the customer lifecycle.

Lead Rank 85

Lead Rank Revelation Decision Maker Buyer 85

Chorus.ai

OCTOBER 27, 2020

The negative impact on your sales pipeline health can seriously affect revenue retention and put a business’ ability to survive in jeopardy. Download the Deal Risk Ebook. But for this practice to be ethical, your prospect needs a clear idea of what they’re getting into, what they’re paying for, and how much they’re paying for it.

Lead Rank 62

Lead Rank Churn Lead Scoring Follow-up 62

DiscoverOrg Sales

DECEMBER 11, 2017

When prospecting to college grads – which is a great pool for sourcing women – you have to consider how your product is packaged. Get our free ebook: Why Didn’t They Buy: A Deep-Dive into Buyer Preferences. This hinders upward movement – and ultimately, retention. Choose your packaging wisely.

Hiring 235

Hiring Face-to-face Promotion Retail 235

Salesmate

JANUARY 26, 2021

If your aim is to convert more prospects into customers, you need to implement a lead nurturing strategy. This step is of utmost importance as this is where your prospect will become aware of your brand. So, here’s your chance to provide meaningful information to your prospects. What is lead nurturing and why is it important?

Lead Nurturing 66

Lead Nurturing Lead Rank Lead Scoring Sales Qualified Lead 66

Highspot

JANUARY 2, 2023

Better customer retention? Once you have this qualitative info in hand, you’ll want to break them out into the following categories: Who is this prospect? And sadly, siloed operations can sometimes derail your sellers as they try to move their prospects along the buyer’s journey. More upsales? Higher quota achievement?

Top of Funnel 52

Top of Funnel Sales Enablement Buyer Persona Demographics 52

Nutshell

JULY 16, 2018

For example, they may have filled out a form for a free resource like an eBook or they may have just contacted you directly with any questions they have. A webinar is an alternative to a one-on-one product demo where you can invite multiple prospects. Customer retention should be your next step in developing the buyer relationship.

Top of Funnel 81

Top of Funnel Customer Sales Qualified Lead Case Study 81

Nutshell

JULY 16, 2018

For example, they may have filled out a form for a free resource like an eBook or they may have just contacted you directly with any questions they have. A webinar is an alternative to a one-on-one product demo where you can invite multiple prospects. Customer retention should be your next step in developing the buyer relationship.

Top of Funnel 81

Top of Funnel Customer Sales Qualified Lead Case Study 81

PandaDoc

JANUARY 10, 2023

Prospects only make purchase decisions after evaluating a sales proposal document ; hence, the proposal should be crafted according to the customer’s requirements in order to provide complete solutions. A sales proposal document is the last step before a prospect decides to purchase your product/service or not. Step 4: Presentations.

Proposal 52

Proposal Lead Rank Closing Lead Scoring 52

Costello

JULY 23, 2018

As you may have seen in our first collection of People > Processes articles, we featured mostly individual quota bearing sales professionals who serve their prospective customers relentlessly. Really, really listening to the prospective customer. We must allow the prospect to have some control.

Conversion 67

Conversion Lead Rank Lead Scoring Hiring 67

Apptivo

MAY 31, 2023

Prospects engage in activities such as evaluating other products or services, reading reviews, seeking testimonials, or asking demonstrations or trials during this stage. Action stage Prospective customers reach the action stage of the sales funnel when they make a purchase or complete a desired action.

Paid Content 52

Paid Content Top of Funnel Funnel Social Media 52

Chorus.ai

DECEMBER 29, 2020

This involves offering your prospect a discounted rate on future upsells for signing on now at a regular price. To the extent that it’s practical for your company, you can provide flexible feature packages to your prospects. The precision of the figures you quote should not lead you (or your prospect) to mistake them for exact figures.

Discount 65

Discount Scale ROI Enterprise 65

Corporate Visions

OCTOBER 13, 2018

For your 2019 sales kickoff meeting, it’s time to think deeper about how you can prepare reps to capture more value both during the deal stage and after it when your prospects become customers and you need to expand the value of your relationship. Check out our eBook: Putting Your Sales Kick-off In Context.

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

Anthony Cole Training

JUNE 22, 2011

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). A year ago, I met with a group that was experiencing very good revenue retention, but not-so-good new business sales success. Download Tony Coles new eBook, 9 Keys to Sales Coaching Success. Negotiating (2).

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Showpad

MAY 25, 2020

Sellers who were previously able to sit down with prospects in person or schedule meetings from their corporate offices now have to guide potential customers through the buying process while isolated in their homes. And the move toward remote work — already under way before current events accelerated the trend — has created unique challenges.

Sales Enablement 52

Sales Enablement Scale Hiring Coaching 52

Mindtickle

JULY 13, 2020

Examples: Increase win rate, grow pipeline, shorten deal cycle, customer retention, etc. . In their eyes, you may be taking an hour away that could have been spent generating more leads, or even time they would have rather spent making prospecting calls. Who is my internal audience . Who is our target customer?

Webinar Metrics 85

Webinar Metrics Sales Enablement Buyer Persona Sales Leadership 85

SalesLoft

DECEMBER 18, 2019

This requires today’s CMO to transform into a leader that focuses on brand storytelling, strong talent retention and team building, revenue- and customer-focused, as well as maximizing the efficiency of their tech stack.” – Amanda Hollenbeck, Demand Gen Report. Check out our eBook, the Sales Engagement Buyer’s Guide.

Lead Rank 52

Lead Rank Lead Scoring Scale Customer 52

SBI

MAY 2, 2018

Avoid losing business due to customers leaving or purchasing from competitors with proactive customer retention and product churn alerts. Nancy: How do you work with prospective customers to help them assess your solution? We put together a quick guide that you can download to learn more.

Revenue 139

Revenue How To ROI Case Study 139

Nutshell

JULY 16, 2018

For example, they may have filled out a form for a free resource like an eBook or they may have just contacted you directly with any questions they have. A webinar is an alternative to a one-on-one product demo where you can invite multiple prospects. Customer retention should be your next step in developing the buyer relationship.

Top of Funnel 48

Top of Funnel Customer Sales Qualified Lead Case Study 48

DiscoverOrg Sales

DECEMBER 11, 2017

When prospecting to college grads – which is a great pool for sourcing women – you have to consider how your product is packaged. Get our free ebook: Why Didn’t They Buy: A Deep-Dive into Buyer Preferences. This hinders upward movement – and ultimately, retention. Choose your packaging wisely.

Hiring 120

Hiring Face-to-face Promotion Retail 120