Sales and Marketing Management

NOVEMBER 28, 2017

Author: Jeff Kalter If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. An essential tool for doing that deep dive to gain intelligence about the account is your inside sales team or telemarketing firm.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Shari Levitin

AUGUST 23, 2023

Your junk drawer, like your sales and sales training process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. How might I streamline my sales conversations? Our sales conversations get cluttered as well.

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

The ROI Guy

MAY 15, 2012

To fuel the demand generation program, Alinean developed the Better Way to Go Mobile Interactive White Paper , which unlike traditional static white papers, leveraged the prospect’s profile to completely personalize the white paper content, creating a customized analysis as to the prospect’s return from mobile strategy.

Demand Generation 70

Demand Generation Demand Generation Targets Sales Qualified Lead Ideal Customer Profile 70

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Interactive White Papers with intelligent solution recommendations and configurations, quantified personalized benefits and ROI estimates help best during this middle stage.

Comparison 66

Comparison Case Study ROI Sales Cycle 66

Zoominfo

AUGUST 26, 2018

A little bit of humor can go a long way– even in the marketing world. Today’s marketing professionals must juggle a number of high-priority tasks throughout the day, and often, they find themselves under a significant amount of stress. In these cases, a few lighthearted jokes can ease the tension of the day-to-day marketing job.

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

Sales 2.0

OCTOBER 13, 2018

We sales people have evolved. 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. Be helpful.

Webinar Metrics 170

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

Pointclear

MARCH 19, 2018

The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics. It wasn’t an easy conversation.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Sales 2.0

OCTOBER 13, 2018

We sales people have evolved. 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. Be helpful.

Webinar Metrics 150

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

The ROI Guy

NOVEMBER 29, 2011

Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper. A few questions answered by the prospect produces a completely relevant, personalized and compelling 6-page white paper. You can try the Interactive White Paper for yourself by clicking here.

Sales Qualified Lead 53

Sales Qualified Lead Campaigns Sales Cycle Lead Rank 53

Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. Latané’s book covers an area of marketing that I have long wondered about: Should you “gate” or should you not “gate” your content? I’m sharing my summaries here.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

The ROI Guy

JUNE 8, 2012

ShoreTel wanted to generate more sales-ready opportunities, and elevate it’s engagements with today’s more skeptical and frugal prospects. To achieve better engagement, and fuel lead generation campaigns, the ShoreTel Sophisticated Simplicity Interactive White Paper was created.

Lead Generation 40

Lead Generation Campaigns Lead Rank Lead Scoring 40

Sales Lead Management Association

JUNE 14, 2019

In few words, but loaded with meaning, Workbooks created a document that reminds senior management that CRM systems aren’t just for sales or marketing people. CRM systems inform and affect shareholder value.

Workbooks 48

Workbooks CRM System Marketing 48

Sales 2.0

SEPTEMBER 24, 2014

Some sales people in my firm were discussing where they could get the best prospect lists. Some are like compilers of other people’s data and some used “crowdsourced” approaches to get sales people to enter information into their databases. You can grab these white papers here. You can grab these white papers here.

InsideView 322

InsideView Prospecting Hoovers Territories 322

Zoominfo

MARCH 10, 2021

Maybe this situation sounds familiar: A company with a sales team of 50 reps decides its data is stale and its customer relationship management (CRM) features don’t meet business needs. market share in the CRM industry, according to prior analysis from Gartner. trillion in new business revenues to their local economies.”.

Analysis 246

Analysis CRM Remedy SalesForce 246

Janek Performance Group

SEPTEMBER 12, 2022

However, for sales professionals, one thing provides security: the foundational pillars of a high-performing sales organization. Janek Performance Group is an award-winning global leader in sales training and coaching. Sales Process: Outlines the repeatable steps sales reps follow to turn unknown leads into loyal customers.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

SBI Growth

OCTOBER 23, 2013

Marketing leaders must prove their contribution to Sales Revenue. Marketing must produce leads that generate new business. In this environment, many of your peers have turned to marketing automation as the solution. Here’s the problem: 3 out of 5 marketing automation implementations fail. The pressure is on.

Outsourcing Services 316

Outsourcing Services Lead Gen Marketing Webinar Metrics 316

SBI Growth

APRIL 8, 2013

We engage with a lot of marketing leaders. In this post I want to focus on the marketing department’s org chart. In this post I want to focus on the marketing department’s org chart. What should the org chart for your marketing department look like? Not all marketing departments are created equal.

Top of Funnel 319

Top of Funnel Marketing Demand Generation Demand Generation Targets 319

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

The ROI Guy

AUGUST 12, 2015

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. This means that a typical company is wasting $1 out of every $7 spent on marketing each year.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands.

B2B 104

B2B Top of Funnel How To Sales Qualified Lead 104

Zoominfo

MARCH 6, 2017

Email marketing is one of the most effective and efficient forms of marketing. Though not commonly used in logistics, email marketing has the potential to increase engagement and brand awareness amongst shippers, and can help your organization grow. People don’t want to see unsolicited sales pitches in their inbox.

Email Marketing 100

Email Marketing Webinar Metrics Marketing Strategy 100

Pointclear

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different.

B2B 190

B2B Buyer Trade Show PointClear 190

SBI Growth

OCTOBER 5, 2013

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

The ROI Guy

SEPTEMBER 13, 2011

It is very easy for us to maintain and continue to evolve the content within the Interactive White Paper , and the personalization rules. No custom software application development / programming is needed to specify the content or rules.

Tools 40

Tools Ideal Customer Profile Demand Generation Agencies Software 40

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. studying sales methodologies, you know that you are obsessed. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Send out enabling YouTube videos, white papers, blogs and tidbits.

B2B 319

B2B Banking Conference Decision Maker 319

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

AUGUST 9, 2020

The facts (research) show that just because some sales leads are six months to a year old, half of any given group of leads with the same age is still in the market to buy. Companies are not immune from the same issue – no (or slow) follow-up, no sale. Outline the sales stages required to make a sale.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

The ROI Guy

JANUARY 25, 2011

Savvy buyers are using on-line content to set strategies, explore and select solutions, all before ever engaging a sales representative. When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Content that Matters Most?

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

Sales and Marketing Management

AUGUST 18, 2017

Walton’s comments were written for the foreword of “Marketing Lessons from the Grateful Dead,” by David Meerman Scott and Brian Halligan. Fellow Deadheads, Meerman is the author of “The New Rules of Marketing and PR” and Halligan is CEO and cofounder of marketing software behemoth HubSpot. Build a diverse team.

Lead Rank 149

Lead Rank Marketing Strategy Trade Show 149

Janek Performance Group

MAY 2, 2023

In an instant, sales organizations saw their operations and teams rendered dramatically less productive. In addition to an uncertain economy, organizations now face dispersed sales teams and a lexicon of new phrases. Think of that in terms of sales, an industry on the forefront of change. It wasn’t just prolonged downtime.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

The Pipeline

NOVEMBER 25, 2011

The Pipeline Renbor Sales Solutions Inc.s Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Zoominfo

MARCH 24, 2021

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. However, if that data isn’t clean, your marketing and sales efforts take a hit. For B2B companies, bad data and data decay weaken CRM and sales and marketing automation tools.

Data 251

Data B2B Churn Buyer Persona 251

Allego

MARCH 28, 2023

Thanks to digital sales rooms (DSRs)—also known as digital experience rooms (DXRs) or digital solution rooms, you can help them with that. And using digital sales rooms, you can share content with customers and deliver a compelling, modern buying experience. However, teams other than sales can use them across the customer life cycle.

eBook 62

eBook Video Buyer Education 62

DiscoverOrg Sales

NOVEMBER 6, 2017

But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. Fit, intent, and engagement provide the core data you need to be successful with your account-based marketing program. The days of squandering marketing budget are gone.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

Understanding the Sales Force

MAY 2, 2016

On the Web, there are three kinds of free sales content available. There are free White Papers, which could be anything from a scientific report on Sales Selection, Longevity,Trust, or The Challenger Sale (the topics of my White Papers), to a marketing piece made to look like a scientific report.

Hubspot 120

Hubspot Sales Methodology Inside Sales Advertising 120