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. You might already have a generic white paper, for instance, entitled “How to Increase Efficiency with Enterprise Content Management.”

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

The ROI Guy

APRIL 18, 2012

In a study of UK CIOs, IDG Research Services determined that CIOs desired to spend more time leading change efforts, over the next 3-5 years, driving business innovation and developing new go-to-market strategies. Click here to see the New UK CIO Interactive White Paper in action.

Case Study 55

Case Study Study Lead Generation Research 55

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 Marketing 66

Sales 2.0

SEPTEMBER 24, 2014

She’s been doing studies on B2B data providers for the last several years and has written up each study in a white paper. You can grab these white papers here. Sample data from one of Ruth Stevens' white papers. Marketers don’t. In many sales jobs you’re targeting a specific niche.

InsideView 322

InsideView Prospecting Hoovers Territories 322

Shari Levitin

AUGUST 23, 2023

We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. Sales conversations get cluttered as well: we add a little of Tom, a bit of Sally, whitepapers, articles, and statistics from the marketing department. We assume if one taco sauce is good, fifty must be better.

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

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. Via BtoBMagazine.

B2B 190

B2B Buyer Trade Show PointClear 190

Pipeliner

MARCH 7, 2021

Marketing a healthcare facility can be difficult. You need to attract patients to come to your hospital to do justice to your investment and properly marketing your brand is the key. Today, everyone relies on the internet for information and there is a need for healthcare organizations to improve their internet marketing.

Strategy 97

Strategy Marketing Social Media Case Study 97

Janek Performance Group

SEPTEMBER 12, 2022

Our new white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , outlines these principles. And we have distilled this knowledge into six pillars: Strategy and Go-to-Market : Establishes the goals, objectives, target markets, and delivery methods for your sales reps.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Sales and Marketing Management

JUNE 25, 2018

studying sales methodologies, you know that you are obsessed. Send out enabling YouTube videos, white papers, blogs and tidbits. Study your prospects and then call them to tell them something that would add value if they were a colleague, neighbor or friend that you actually wanted to help do better financially.

B2B 319

B2B Banking Conference Decision Maker 319

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 100

Marketing Top of Funnel Social Media Harvest 100

Zoominfo

AUGUST 5, 2021

An effective sales enablement approach will be held up by the following pillars: Knowledge: Knowledge of your prospect, your product, and your market — your sales reps need to have it all. Content: A helping of high-quality marketing content to fill up your lead pipeline. Have your top performers Share Best Practices in Sales.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Zoominfo

JUNE 4, 2019

When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. Unfortunately, trade shows are expensive and time-consuming.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

Smooth Sale

MARCH 10, 2024

Create the R ight C ontent for Y our A udience About 37% of experienced B2B marketers produce compelling sales content for their target audience. Studies show ebooks and white papers can also impact the customer decision-making process. Doing this every step of your B2B sales funnel is a superior hack to gain customers.

B2B 104

B2B Top of Funnel How To Sales Qualified Lead 104

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

Sales Hacker

APRIL 9, 2020

Here’s a case study that will show you how it’s done in a real life situation. Evolved Media is a content marketing and technology publishing agency that serves B2B technology businesses. Create a repeatable sales process driven by content marketing. C-Suite, CMOs, VP of Marketing). What does that look like?

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

Partners in Excellence

MAY 25, 2022

In my news feed, I saw an article about an interesting research study on sales performance/productivity. It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. Marketing Success, It's All About The "Open?"

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

The ROI Guy

MAY 22, 2018

Another one-sized fits all white paper in a sea of look-alike white papers. It’s no wonder why your marketing campaigns aren't getting noticed, and are falling flat. The traditional white paper is dead. When was the last time a traditional, passive white paper did all that?

Lead Rank 49

Lead Rank Lead Scoring Leads Marketing Qualified Lead 49

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. We follow threat.

Meeting 192

Meeting Licensing Motivation Conference 192

Pipeline

APRIL 1, 2024

This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. Assess customer data and market trends to lay down the attributes of your ideal customer. Improve your content marketing with valuable and informative blogs, white papers, and e-books.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Zoominfo

AUGUST 5, 2021

An effective sales enablement approach will be held up by the following pillars: Knowledge: Knowledge of your prospect, your product, and your market — your sales reps need to have it all. Content: A helping of high-quality marketing content to fill up your lead pipeline. Have your top performers Share Best Practices in Sales.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Pointclear

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

JULY 26, 2018

Case studies. Not all radio program podcasts lend themselves to being used as case studies, but Jane notices that with a little work, this program fits the basic criteria. She has what she needs for the case study. Within 60 days they can offer the case study on their site and in nurture programs sent to prospects.

Case Study 100

Case Study PointClear Study Social Media 100

Janek Performance Group

MAY 2, 2023

We’re all familiar with economic fluctuations, emerging markets, new products and technology, and organizational turnover. For more, see our white paper Finding, Onboarding, and Retaining Top Sales Talent. Ideally, content is a collaborative effort between sales and marketing. This was three years before the pandemic.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Janek Performance Group

MARCH 26, 2024

Thus, they can tailor their marketing and sales efforts accordingly. These are based on market research and real data about your existing customers. Each persona represents a distinct segment of your target market. Crafting detailed buyer personas allows organizations to humanize their target audience.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

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. Far too many companies experience sales lead asset losses because their sales and marketing people do not follow up and contact prospects. Why It Matters.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Zoominfo

FEBRUARY 5, 2021

Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.). Thank you, Marketing ). Middle: Here, the prospect downloads a white paper or signs up for a webinar. This can range from a comment to publish on your website (with their permission) to doing a video review or case study.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

SBI Growth

JANUARY 20, 2014

Yet there’s little attention within marketing teams on developing quality offers. DMA studies show Offer is the #1 determination of success for customer marketing. DMA studies show Offer is the #1 determination of success for customer marketing. Marketing plans are well underway. Strategic Offer Assessment.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

Pointclear

JULY 31, 2012

The reason is that marketing and sales are part of a Granfalloon. ” The functions Mr. Rackham spoke about are marketing and sales. You can read more about this in the white paper Point C: From Chaos to Kickass. Basically, you have to answer these three questions: How do we define our market?

Sales Qualified Lead 164

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 164

Score More Sales

MARCH 26, 2013

In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate.

CRM 235

CRM Guidelines Data Compensation 235

Emissary

SEPTEMBER 14, 2021

For marketers, this scenario means reconsidering how you measure sales enablement and who in your company has ownership of the process. In addition to targeted content, it is important for sales and marketing teams to be aware of and trained in the particular regulations and pain points of the financial vertical. Efficiency.

Industry 52

Industry Marketing Scale Top of Funnel 52

SBI Growth

AUGUST 19, 2012

Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Content marketing has gone from a nice-to-have to a must-have in 2012. Marketing now owns the beginning of the sales process. Your blog, white papers, webinars, and eBooks must be your best sales people.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

Sales and Marketing Management

FEBRUARY 5, 2021

When should I send that case study?”), tone of voice (“Will this customer appreciate my humor?”), and choice of content (“Would this buyer find a white paper useful?”). Eleni Hagen is a content strategist for Highspot , a sales enablement platform that helps organizations close the loop across marketing, sales and customers.

Scale 177

Scale Maximizer Strategy How To 177

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. We follow threat.

Meeting 120

Meeting Licensing Motivation Conference 120

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. We follow threat.

Meeting 120

Meeting Licensing Motivation Conference 120

The ROI Guy

MAY 9, 2012

The iPad is perceived as a great new business tool, to empower sales to deliver more provocative interactive presentations, and to enable B2B marketing to provide engaging content to ever more mobile buyers. The traditional pitch and marketing vehicles just don't work as well as they used to.

Lead Rank 75

Lead Rank Lead Scoring Marketing Comparison 75

Showpad

MAY 22, 2019

With new sales engagement platforms designed to streamline sales processes being constantly introduced into the market, it can be overwhelming for sales enablement teams to decipher one from the other to determine which to select for their organization. How do engagement platforms align sales and marketing efforts?

Sales Enablement 74

Sales Enablement Marketing Buying Cycle Direct Mail 74

Pointclear

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 223

Social Media Media B2B Decision Maker 223