No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. Try this instead. Your lead generation tactics aren’t driving bottom line revenue.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

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

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. Enter gatekeeper marketing. Build trust with gatekeepers.

Decision Maker 110

Decision Maker Influencer Gatekeeper How To 110

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

Appbuddy

JANUARY 9, 2023

They shared their major takeaways from 2022, plus sneak previews of what email marketers can expect this year.  However, a personal observation is that more European retailers took a stand against Black Friday marketing this year, with some even closing their sites for the day. What’s the best piece of email marketing you saw in 2022?

Email Marketing 52

Email Marketing Marketing Insurance Insurance 52

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? The most common marketing automation features include: Email marketing. Reporting and ROI.

Sales Automation 26

Sales Automation Lead Rank Top of Funnel Lead Scoring 26

Zoominfo

NOVEMBER 20, 2019

For example: say your sales intelligence platform offers the most accurate direct dials on the market — that’s a feature. Access to direct dials means the user will spend less time dealing with gatekeepers and navigating corporate switchboards. We offer the most intelligent B2B contact database on the market.

B2B 187

B2B Prospecting Case Study Scale 187

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

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). 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. What is a b2b marketing strategy? B2B Email marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

InsideSales.com

JUNE 26, 2020

What ROI Will I See? CMO (Chief Marketing Officer). Cold calling any CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. What ROI Will I See? Not all inside sales reps include an ROI metric in their pitches, though this is precisely what the C-suite wants to see.

Inside Sales 98

Inside Sales Cold Calling ROI Call-back 98

No More Cold Calling

SEPTEMBER 27, 2011

No other sales or marketing strategy comes close to the results you get through referrals. Getting past the gatekeeper to your decision-maker. Create a template for an ROI conversation—that delivers a 10x return. Practically no marketing cost so far this year. Jeff Poore, Marketing Works. Again, thanks to you.”.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

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”. And I mean it.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

The ROI Guy

JULY 11, 2011

Surprisingly, CIOs alone have authorized only 5% of IT investments , confirming what many IT sales and marketing professionals already know, that the vast majority of IT purchase approvals involve more stakeholders, as well as significant executive scrutiny. To this end, we recommend the following best practices: 1.

Marketing 89

Marketing ROI Proposal Survey 89

eGrabber

MARCH 27, 2020

All you have to do is just download it and start calling or jump start your email marketing campaigns. You can bypass the gatekeepers and quietly reach their inboxes without having an impact on your productivity as well as theirs. Sending emails to targeted audience increases the chances of more sales conversions and maximizes ROI.

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

Autoklose

MARCH 4, 2024

This dilemma is frequently faced by marketers and salespeople. Another plus lies in the fact that there are no gatekeepers that will stop them from reaching a decision-maker. In addition to that, the onboarding process also takes time, and it might be a while before you start seeing an increase in ROI. And that’s expensive.

Cold Calling 52

Cold Calling Decision Maker Scale VanillaSoft 52

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. Marketing and sales intelligence is different : It’s more than just data. The foundation of sales and marketing is quality data. But hold on.

Data 133

Data Churn Hiring eBook 133

Zoominfo

NOVEMBER 20, 2019

For example: say your sales intelligence platform offers the most accurate direct dial s on the market — that’s a feature. Access to direct dials means the user will spend less time dealing with gatekeepers and navigating corporate switchboards. We offer the most intelligent B2B contact database on the market.

B2B 100

B2B Prospecting Case Study Scale 100

No More Cold Calling

AUGUST 20, 2015

Do sales reps demonstrate product features, or do they talk ROI ? What is the marketing plan for following up? The ROI of Referrals More often than not, the problem is with a team’s prospecting methods. When you prospect through referrals : You bypass the gatekeeper and score meetings with decision-makers every time.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

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? Making A Cold Call.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

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

Increase Sales

MAY 15, 2013

I told you about the “contact campaign” used by a sales trainer to reach five Fortune 1000 CEOs that produced a 100% response rate and an 8,000% ROI – a $100,000 return on a $2,500 investment. "In "In that case, when would be a good time to check back with Leanne? And I left off asking an important question. Does that surprise you?

Journal 144

Journal Gatekeeper Decision Maker Campaigns 144

LeveragePoint

SEPTEMBER 21, 2018

Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM). Are they in finance, sales, marketing, product management, manufacturing, service delivery, quality assurance, legal, procurement or product development? An ROI of 300% over three years ought to meet your hurdle rates.”.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

InsideSales.com

MARCH 11, 2020

The Gatekeeper. The gatekeeper (usually an intern, office manager, or executive assistant) is the first person you end up talking to when you make that first call. No Return on Investment (ROI). The best way to counter the ROI objection is to present a case study of how similar businesses saw the ROI.

Objections 58

Objections Cold Calling Decision Maker Hiring 58

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 . They know what these buyers care about and how to get through to them. . Do your research.

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

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

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

SugarCRM

AUGUST 15, 2022

This is a decision you and your company will have to make at some point in your go-to-market strategy to drive growth. In this new shift to product-led, you’re essentially taking the salesperson out of the gatekeeper role and putting them into the accelerator role. Customers Are Changing, So Must We. That’s just a fact.

Scale 26

Scale Gatekeeper Retention Sales Methodology 26

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

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

Close.io

JANUARY 7, 2019

They’d go into stealth mode, build a product, design their landing page and marketing funnels, and put together an intricate PR plan. Ask for product feedback (bugs/UX) and marketing feedback. This sort of feedback is invaluable for marketing teams as it gives you a direct line into your ideal customer’s head.

Strategy 132

Strategy How To Top of Funnel Follow-up 132

Gong.io

SEPTEMBER 19, 2022

Purchasing decisions often involve multiple stakeholders — some are gatekeepers who are simply passing along information, while others have the final say. It aligns your sales and marketing teams and ensures that you’re targeting the right prospects. What kind of ROI are you hoping to see? Authority: Are they a decision-maker?

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

Zoominfo

MAY 21, 2020

When You’re Using an Account-Based Strategy Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing , or ABM). Check Out ZoomInfo’s Tips for Outreach Texting How To Write A BASHO Cold Email (With Examples) Like many B2B companies, ZoomInfo has such a wide total addressable market.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

DiscoverOrg Sales

APRIL 10, 2018

Dead-ends and gatekeepers. You’re trying to ramp up, fast, and nothing brings in leads quicker than an outbound email campaign – so you drop those contacts into your CRM, and maybe a marketing automation tool (MAT) like Marketo, Outreach, or Constant Contact. Incorrect email addresses. Blacklisting.

Data 46

Data Ideal Customer Profile Cost per Lead Outbound 46

DiscoverOrg Sales

APRIL 3, 2018

Moving information between systems often means downloading data, mapping fields, and uploading it to another system – not to mention switching between a CRM, marketing automation system, and the many sales tech platforms. The different data SDRs need lives in multiple places. It is up to individual reps to enter it into a system.

SalesForce 33

SalesForce Data System Sales Operations 33

Tony Hughes

FEBRUARY 22, 2018

Think of Twitter as the spokes, the amplification that used to be encapsulated as Direct Response Marketing or e-mail blasts. You look more offensive in 'all caps' with your 3,000 percent benchmark report featuring empty promises of inflated ROI. How are you avoiding complexity and commoditization in increasingly crowded markets?

Social Selling 66

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

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? That is why, for us, it would be more logical to provide Persona-based questions, e.g., for a CEO: “How can CIENCE help improve the ROI of my business growth?”, To chatbot or not? .

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56