Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. When you mentioned your company’s expansion into emerging markets, it seems you were very successful in capturing market share in Asia-Pacific. Make a Strong ROI Case. Gatekeepers are a different story.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. And that’s not what your prospect is looking for. The first is making the problem real and vivid in the prospect’s mind. Let’s talk about what value is – and what value isn’t. 300,000 minus $30,000). That’s not value.

B2B 100

B2B Prospecting Case Study Scale 100

Sales and Marketing Management

JUNE 26, 2017

Author: Nick Bhavsar, Senior Vice President Marketing, Get Smart Content We’ve all been there: It’s the end of the quarter and you find yourself staring at the numbers, wondering how you’re going to make up the revenue gap in such a short amount of time. But, modern marketing has created ways for marketing to help in the short term as well.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Hubspot Sales

APRIL 2, 2021

However, the prospect of not knowing who you will be selling to can be nerve-wracking. The Gatekeeper. The gatekeeper is usually an executive assistant or associate of the decision-maker. In some instances, it is beneficial to work with the gatekeeper to build trust with them and have them vouch for you with the decision-maker.

Decision Maker 117

Decision Maker Influencer Gatekeeper How To 117

DiscoverOrg Sales

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. To buyers, these types of interactions may seem serendipitous, but timing sales and marketing interactions requires foresight. Account-based marketing can use sales intelligence for a new level of personalization. Us either.).

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

SugarCRM

FEBRUARY 14, 2023

You’ve probably heard that automation helps both marketing and sales teams do their jobs—but that doesn’t mean they’re interchangeable. Does marketing automation serve a different purpose than sales automation? This increases prospect engagement and lead qualification prior to handing them off to sales. Reporting and ROI.

Sales Automation 26

Sales Automation Lead Rank Top of Funnel Lead Scoring 26

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

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? It helps sales teams qualify prospects and determine if they have a high chance of converting. BANT is an acronym for: Budget: What is the prospect’s budget? .

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

eGrabber

MARCH 27, 2020

They generate their own leads , make sales calls, reply emails, attend meetings, research on the prospects, manage CRM, and other administration tasks. Build Targeted Prospect Lists. Building a list of targeted prospects is not an easy task. You have to manually look for each and every prospect information from those websites.

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). Need Help Automating Your Sales Prospecting Process? Who currently have job openings for marketing help. What Is a B2B Marketing Plan and Strategy? B2B marketing plan and strategy is about how you plan to raise brand awareness.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Sales 2.0

APRIL 27, 2014

As a marketing director, there are always projects I’d like to do but my company is not going to be able to fund or provide me the resources to get them all done. Or I may say “I don’t think we’re going to get a good ROI out of using your technology given our situation–or our customer base”. A day they did not spend prospecting.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

No More Cold Calling

SEPTEMBER 27, 2011

No other sales or marketing strategy comes close to the results you get through referrals. If your biggest sales challenges are: Getting double-digit returns on your sales prospecting approaches. Getting past the gatekeeper to your decision-maker. Converting key prospects to paying clients.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

No More Cold Calling

AUGUST 20, 2015

Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. Other common prospecting problems: The initial prospects were unqualified. This is not how you wow prospects, build relationships with them, and convert them into clients. That’s just the symptom. Save your money.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Corporate Visions

OCTOBER 31, 2019

You need to offer up relevant case studies, ROI calculations, and quantified strategic results as the price of entry. But that advice is over two decades old—popularized at a time when you had limited access to executive decision-makers and almost always had to finesse your way around the gatekeeper. Why Was Conventional Wisdom Wrong?

ROI 64

ROI How To Vendor Study 64

Sales Hacker

DECEMBER 30, 2020

There’s no telling how the sales landscape will continue to evolve, and sales representatives will need to stay agile if they want to hit their goals in an increasingly competitive market. As more customers begin researching online, sales professionals need to familiarize themselves with the content being created by their marketing team.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

CloserIQ

AUGUST 5, 2019

They don’t believe the over-the-top claims about ROI from sellers; They don’t have time for endless discovery questions – their workload is tremendous; They don’t care about all the outreach efforts being shot your way (refer to the last point); and . 7 tips for selling high-level prospects. Do your research. CEOs, COO, CFOs, etc.

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

Zoominfo

APRIL 23, 2020

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. But a lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! Time to plan your next marketing campaign or start prospecting into your top accounts!

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

DiscoverOrg Sales

MAY 7, 2019

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is an introduction to the use and impact of marketing and sales intelligence data on business decisions.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

The Spiff Blog

SEPTEMBER 9, 2022

When reps are contending with gatekeepers, champions, influencers, blockers, and decision-makers, lost opportunities may require a more nuanced explanation than “getting outsold.” And we learn a lot more from that in how we can incorporate it into our sales process,” says Angela Donato, Mid-market Sales Manager at Spiff.

ROI 83

ROI How To Face-to-face Commission 83

Cience

JULY 25, 2019

Or should you spend your time and money in order to finally adopt Conversational Marketing , dive in with technology and stand out in a sea of rivals? Don’t make your prospect wait. There are several questions that most of your prospects/site visitors would ask. of B2B companies that don’t have chatbots. To chatbot or not? .

Lead Generation 56

Lead Generation Sales Qualified Lead Lead Rank B2B 56

LeveragePoint

OCTOBER 5, 2018

The Question for Marketing. Do B2B sales teams use marketing content? It’s a legitimate question to ask as marketing leadership sets next year’s goals. For many marketing teams, Account-Based Marketing (ABM) is at the top of their priority list. Marketing and Sales – Bridge the Gap.

Account Based Marketing 20

Account Based Marketing Account Case Study Marketing 20

Tony Hughes

FEBRUARY 22, 2018

Dave Brock says it the best ever: Prospecting is the New Prospecting ! You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. In selling, powerful prospects are trying to outwit you on a three dimensional chess board with a backgammon board underneath.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Autoklose

MARCH 4, 2024

This dilemma is frequently faced by marketers and salespeople. The synergy of cold calling and cold emailing can be used for breaking the ice and getting on your prospects’ radar. Table of Contents Is It Better to Call or Email a Prospect? Cold calling vs cold emailing? Which sales strategy is better?

Cold Calling 52

Cold Calling Decision Maker Scale VanillaSoft 52

Cience

JULY 9, 2020

If you’ve worked in marketing or sales over the past decade then you’ve most likely heard it said: “Cold calling is dead.” Gatekeeper. In B2B outbound marketing, cold calling is a prospecting technique used to start business conversations with decision-makers over the phone. How is cold calling still viable? Conclusion.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

DiscoverOrg Sales

NOVEMBER 2, 2017

Time to plan your next marketing campaign, or start prospecting into your top accounts! You’ve been in sales and marketing long enough to know it’s never quite that easy. You know a lot of target prospects don’t really have those job titles. Marketing and sales intelligence is different : It’s more than just data.

Data 133

Data Churn Hiring eBook 133

DiscoverOrg Sales

MAY 30, 2017

I’m Justin Withers, Vice President of Product Management and Marketing at DiscoverOrg, here to describe the best way to create a value proposition that stands out – by addressing a real need. “They spend all of this time in prospect research, just to spend a few, short minutes on the phone. Welcome to Whiteboard Wednesday.

Lead Rank 163

Lead Rank Lead Scoring Video Case Study 163

DiscoverOrg Sales

JUNE 2, 2016

Throughout the life of a lead, from Marketing to Sales Development to Sales to Customer Success, good data facilitates and maximizes growth. Marketing: Better Leads, Higher ROI. First, let’s take a look at Marketing. To reach those prospects, they need contact information: verified email addresses, at a minimum.

B2B 120

B2B Hiring Ideal Customer Profile Sales Qualified Lead 120

OnePageCRM

MAY 25, 2017

Prospecting is the most difficult part of the sales process for salespeople. For a cold prospecting call, where your goal is to convert a cold lead into a warm prospect, your call is unexpected so you’ll need a different tack. Sean Burke, CEO of prospecting software Kitedesk offers this example email: Hi Jill.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Sales Hacker

AUGUST 26, 2022

This is data that reflects all the actions your sales team takes when interacting with prospects. For example, if the email velocity with a prospect suddenly drops, you can dig deeper to find the reason: Is the rep not being proactive with the account lately? Or is there a need to touch base with the prospect with a creative offer?

Revenue 84

Revenue Data Pivotal Lead Rank 84

Sales Hacker

JANUARY 10, 2018

The following stats, facts, and tips support the wisdom of integrating direct mail into email marketing campaigns, as well as provide some best of breed guidelines for effective ways to accomplish this. Direct mail offers additional real estate in which to deliver your marketing message. 5 Tips for Combining Direct Mail With Email.

Direct Mail 91

Direct Mail Campaigns Marketing Channels 91

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey.

Referrals 297

Referrals Scale How To Lead Rank 297

Sales Hacker

JULY 30, 2018

For 13+ years in marketing, I’ve never seen a B2B company who’d say they don’t have a B2B marketing strategy framework or that their marketing strategy is ineffective. But at the same time 6200+ B2B marketers say that their biggest challenges are generating traffic and leads, and proving the ROI of marketing activities.

Ideal Customer Profile 73

Ideal Customer Profile Top of Funnel B2B Strategy 73

Cience

NOVEMBER 20, 2019

According to AdStage , 68% of B2B marketers use in-person events for lead generation initiatives. CIENCE marketing managers are among that 68%. And the reason behind this growth is that B2B marketers know how to leverage events for lead generation. Okay, 68% of marketers use events for lead generation. That is a given.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Sales Hacker

MARCH 2, 2020

Sales Development and Prospecting. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. 80/20 Sales and Marketing. Prospects never control anyone who has mastered David Sandler’s 7-step program for top sales. The Seller’s Challenge. The New Handshake.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey.

Referrals 228

Referrals Scale How To Lead Rank 228

Sales Hacker

NOVEMBER 15, 2017

Account-Based Marketing. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. BASHO Email is a customer engagement sequence using voicemail and email messaging aimed at increase the likelihood of a positive response from prospects. AB Testing.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99