Sales 2.0

OCTOBER 13, 2018

We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Sending people white papers and webinars is helpful.

Webinar Metrics 170

Webinar Metrics Face-to-face Call-back Buyer 170

Sales 2.0

OCTOBER 13, 2018

We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Sending people white papers and webinars is helpful.

Webinar Metrics 150

Webinar Metrics Face-to-face Call-back Buyer 150

Zoominfo

AUGUST 5, 2021

Make sure they know how to convincingly present and pitch your product or service through remote methods — there’s unlikely to be much opportunity to rely on working the room. More importantly, your sales reps need to know how to deal with different buyer-side stakeholders (more on that later).

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Shari Levitin

AUGUST 23, 2023

Then, it occurred to me that our junk drawers provide a perfect metaphor for how we sell. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. But how do you know what information to teach or how to best teach it? The problem? Does it provide clarity?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Sales and Marketing Management

FEBRUARY 5, 2021

The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Here’s a five-step guide on how to revitalize your existing sales engagement systems, as well as look at some of the benefits you can expect along the way. . Spread the Word.

Scale 177

Scale Maximizer Strategy How To 177

Anaplan

NOVEMBER 16, 2022

Find out how to build a solid foundation for revenue attainment, so your sales and revenue teams can deliver revenue reliably and profitably. Read our white paper for tips to […].

Revenue 52

Revenue How To Sales 52

Allego

APRIL 18, 2024

McKinsey & Company Sales leaders understand the value of AI; what they need now is to identify the right tools and understand how to apply them to boost sales performance. To help you, I dug deeper to see how sales teams can use AI. The post 10 Creative Examples of How to Use AI in Sales appeared first on Allego.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Zoominfo

FEBRUARY 5, 2021

Middle: Here, the prospect downloads a white paper or signs up for a webinar. How to Build a B2B Sales Funnel (4 Stages). The experienced rep will understand the common objections and know how to address concerns as they come up. Top: At the broadest part of the funnel, prospects interact with your content.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

The ROI Guy

AUGUST 12, 2015

With these improvements in your content, you’ll be fueling better sales conversations, making your prospect engagements more effective, and substantially reducing ½ of current wasted spend.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Partners in Excellence

MARCH 27, 2024

Is that what you want, or do you want to address the issues both of you have and figure out how to move forward?” Afterword: For a white paper on conducting collaborative conversations, just email me. “So it sounds like you are getting ready to have a fight with the customer. ” He isn’t alone.

Conversion 98

Conversion Call-back Positioning Meeting 98

The ROI Guy

SEPTEMBER 13, 2011

Yes, we have several customers and partners who are authoring their own Interactive White Papers. Anyone with basic spreadsheet / Word skills can be taught how to create and publish Interactive White Papers on the Alinean platform, with no custom application development skills required / needed.

Marketing 40

Marketing Tools Training Customer 40

Sales and Marketing Management

NOVEMBER 28, 2017

Here’s how you can do that. How to Open Doors. Back up your personalized emails, phone calls and social outreach with long-form content, such as e-books, webinars and white papers, which you prepare specifically for the prospect. While it sounds like a lot of work, you don’t have to start from scratch.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

SBI Growth

OCTOBER 23, 2013

Here’s where you see fruit of your labor: blog posts, eBooks, white papers, newsletters, webinars, etc. These are some of the questions addressed in step #2. Department Execution – The final step in the process is executing on the strategy.

Outsourcing Services 316

Outsourcing Services Lead Gen Marketing Webinar Metrics 316

SBI Growth

APRIL 8, 2013

Their goal is to know what resonates with buyers: Blog posts, webinars, white papers, etc. You need someone well versed in Buyer Personas and Buying Process Maps. Creating – This person also spearheads content creation. And based on the buyer research, when the content resonates most.

Top of Funnel 319

Top of Funnel Marketing Demand Generation Demand Generation Targets 319

criteria for success

JULY 8, 2021

As a salesperson, you've probably been asked questions like, “How does your company differ from others? Do you know how to answer these questions, and are you prepared to present a clear answer for the prospect? From the very beginning, an effective tool to use is white-papers or testimonials from past and current clients.

Prospecting 98

Prospecting How To Guidelines Webinar Metrics 98

Zoominfo

FEBRUARY 5, 2021

Middle: Here, the prospect downloads a white paper or signs up for a webinar. How to Build a B2B Sales Funnel (4 Stages) To build an effective sales funnel, you must understand the stages your buyer goes through toward a buying decision. Top: At the broadest part of the funnel, prospects interact with your content.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Janek Performance Group

JANUARY 10, 2023

Our white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , lists channels under sales strategy. To achieve more, check out our white paper The Ultimate Guide to Developing a High-Performance Sales Organization. That’s a lot of business you might not reach with a limited sales force.

Channels 62

Channels Hiring Retail How To 62

Shari Levitin

AUGUST 19, 2019

We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. The post How to Declutter Your Sales Presentations appeared first on SHARI LEVITIN. Your junk drawer, like your sales process, undergoes a natural sort of entropy.

How To 48

How To Sales Process Sales Coaching 48

Sales and Marketing Management

NOVEMBER 1, 2017

This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.” My earlier white paper on mindful event design is about the mindful approach of creating great experiences.

Meeting 192

Meeting Licensing Motivation Conference 192

Membrain

JULY 25, 2018

That finding, from CSO Insight’s new white paper, The Growing Buyer-Seller Gap , underscores the growing trend we all know and most of us hate: More than seventy percent of buyers wait until after they have fully defined their needs before contacting a salesperson to discuss a product or service.

Industry 67

Industry Trends How To Buyer 67

Chorus.ai

JANUARY 29, 2021

Make sure they know how to convincingly present and pitch your product or service through remote means — there’s unlikely to be much opportunity to rely on working the room in 2021. More importantly, your sales reps need to know how to deal with different buyer-side stakeholders (more on that later).

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

Pointclear

OCTOBER 5, 2018

4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus, no company firmographics and no telephone numbers). Read more in this white paper. it’s likely they have no authority to make decisions.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Highspot

MAY 6, 2021

You also wouldn’t want to offer a white paper that’s too general to apply to your buyer’s unique challenges. The post Five Biggest Sales Prospecting Mistakes Sellers Make (And How to Avoid Them) appeared first on Highspot.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Autoklose

MARCH 25, 2024

This works when you’re offering content in that first email; e.g., “Would you be interested in reading [this great white paper]?” The post How To Make a Cold Email Cadence Feel Like a Conversation appeared first on Autoklose. Use the simple yes-or-no-question approach we mentioned above.

Conversion 52

Conversion How To Case Study Webinar Metrics 52

SBI

JULY 10, 2018

Sites like Gartner, G2Crowd, and Forbes report when accounts download white papers or read articles. Recency data reveals how recently an account displayed an intent to purchase or engaged with your brand.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138

Pointclear

AUGUST 14, 2013

If a potential customer visits your company website and downloads a white paper, one of the first things your sales team will want to know is who is connected to that potential customer on LinkedIn. The more people you’re connected to, the bigger your sales pipeline.

Social Media 203

Social Media Media Twitter Social Selling 203

Pointclear

MARCH 19, 2018

True, most of the articles on marketing analytics demand that the topic requires immediate attention, and in so doing, they imply that their (fill-in-the-blank system, software, consulting, book, blog) will teach you how to do it. AT Internet also has a wide range of white papers to guide and teach the uninitiated.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Janek Performance Group

MAY 2, 2023

How to Upskill Your Sales Team Hiring Onboarding Enablement Sales coaching Sales training Of course, you can’t upskill new hires—at least not yet. For more, see our white paper Finding, Onboarding, and Retaining Top Sales Talent. For more, check out our white paper Hiring, Onboarding, and Retaining Top Sales Talent.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Sales Hacker

JULY 8, 2022

Bonus: At the end of this article I’ll cover how to automatically route prospects into your nurture sequence using triggers. So how do you write a nurture sequence? white papers, useful industry information, or even “checking in” during impactful current events are all ways to add value. Sharing free (non-gated!)

Prospecting 84

Prospecting How To Segment Ideal Customer Profile 84

Selling Essentials RapidLearning Center

FEBRUARY 23, 2022

A white paper at the training site BizLibrary lists the following warning flags that are likely to go up when an employee is suffering a mental health crisis: Difficulties in problem-solving. So what can employers do to foster mental health in the workplace? Warning flags.

Training 52

Training Analysis Follow-up Study 52

DiscoverOrg Sales

NOVEMBER 6, 2017

I didn’t need anyone to fill in a white paper download form on my site to inform me that I should do this. The post How to Operationalize Account-Based Marketing appeared first on DiscoverOrg. I also activate my marketing team to drop that account into marketing tactics such as account-based ads. Grab our free ebook.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

Chorus.ai

JULY 9, 2019

Balancing the various content types (blog posts, white papers, webinars) will allow you to reach the customer and map your buying process in a scalable way. Higher-value assets like ebooks and white papers allow prospects with deeper interest to get a more rounded sense of the value of your product.

Sales Enablement 48

Sales Enablement Top of Funnel Ideal Customer Profile Lead Rank 48

SBI

DECEMBER 12, 2017

Alan: Interestingly enough, our solution fits into three areas: How to Sell More (Repeating and Up/Cross-Selling); Knowing Who to Sell to; and Managing, Forecasting and Analyzing. How to Sell More (Repeating and Up/Cross-Selling): Create customized prospect or deal portals. Map account white-space. Nurture future opportunities.

Ideal Customer Profile 139

Ideal Customer Profile Forecasting How To Scale 139

Allego

MARCH 28, 2023

Create a Dynamic Virtual Sales Experience Download the ABCs of Digital Sales Rooms to learn how to create personalized virtual buyer experiences. Great options include customer stories, testimonial videos or PDFs, white papers, analyst reports, eBooks, and product-specific solution briefs and brochures.

eBook 62

eBook Video Buyer Education 62

Hubspot Sales

NOVEMBER 15, 2019

How to Write an Email for a Meeting. Offer a link to a video, white paper, or some other quality content relating to your meeting. Making business personal and meeting (or better yet, exceeding) expectations are two ways to close more deals. Creating a Pre-Meeting Email Template.

Meeting 104

Meeting How To Case Study Relationals 104

The Pipeline

MARCH 31, 2014

Just as you need to set time aside for the unexpected emergencies, (Grab you copy of the Sales Happen In Time white paper, to learn more), you need to include some down time, time to step back, re-energize, regroup, and re-emerge ready to conquer more. What’s in Your Pipeline? Tibor Shanto . Sales Execution sell better Tibor Shanto'

Up-Sell 317

Up-Sell Consumer Exact Account 317

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. A healthcare company recently received a white paper download from Dr. Kildare at the MASH Hospital Unit. And who knows if this information is accurate. Competitive landscape documented.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225