Janek Performance Group

SEPTEMBER 12, 2022

Our new white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , outlines these principles. For example, new markets and technology provide opportunity. We have published countless blogs, case studies, white papers, and other collateral.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

The ROI Guy

SEPTEMBER 13, 2011

Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

The ROI Guy

SEPTEMBER 13, 2011

Links to video content can be included, and are recommended to lend an even more personal touch to the white papers. V ideo is a recommended approach when it comes to presenting research, opportunity ideas, and especially for customer case studies, where you have video of customers themselves speaking about the solutions.

Video 40

Video Case Study Study Research 40

Sales Hacker

APRIL 9, 2020

There’s still an opportunity to build your brand, establish digital thought leadership, and develop your audience. Here’s a case study that will show you how it’s done in a real life situation. Ultimately this would serve as a lead gen funnel for new business opportunities. What does that look like? Client Background.

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

The ROI Guy

JANUARY 25, 2011

For these technology decision makers and influencers, content is an all important decision catalyst, with buyers researching opportunities, solutions, technical specifications, financial justification, success stories references and competitive comparisons. So, how do marketers make whitepapers more effective, more relevant, more ONE-TO-ONE?

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

Zoominfo

AUGUST 5, 2021

Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. 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.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

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

Selling Essentials RapidLearning Center

FEBRUARY 23, 2022

And mental health has only grown in importance as a topic during the pandemic, with research studies showing increased depression, anxiety and stress associated with its effects. Skipping opportunities for socializing — such as group lunches or happy hours — may signal feelings of isolation or loneliness. Warning flags.

Training 52

Training Analysis Follow-up Study 52

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. My interest is, clearly, about the research.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

Smooth Sale

MARCH 10, 2024

Studies show ebooks and white papers can also impact the customer decision-making process. One study showed that 80% of B2B leads were generated from social media in 2023, with a staggering 46% of them coming from LinkedIn. Vunela Provides a unique opportunity to view Videos and read articles by World Leaders.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

The ROI Guy

SEPTEMBER 13, 2011

Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

Zoominfo

AUGUST 5, 2021

Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. 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.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

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. According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Understanding the Sales Force

APRIL 28, 2014

These issues led to my White Paper on Trust, a study that had some very surprising and revealing results. These indicators do not change the facts, they cannot move the opportunity to another stage of the pipeline or sales process, and they cannot alter the probability of closing. There was no game playing.

Prospecting 243

Prospecting Decision Maker Study Pipeline 243

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. How could you not lose extremely valuable information about potential sales opportunities this way?

CRM 235

CRM Guidelines Data Compensation 235

Understanding the Sales Force

FEBRUARY 24, 2014

Sales Managers and Sales Leaders repeat a nother big mistake during the first interview when they prematurely sell the sales opportunity to the candidates. I am completing a study of the functionality of today''s sales force. I''ll be publishing the results of this study in an upcoming White Paper. (c)

Company 196

Company Webinar Metrics Compensation Study 196

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

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?”). Such critical information should be used consistently to recalibrate your plan of action (i.e., Turn These Practices Into Habits.

Scale 177

Scale Maximizer Strategy How To 177

SBI Growth

AUGUST 19, 2012

Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Your blog, white papers, webinars, and eBooks must be your best sales people. Here are some findings from the above case study: 1- We filled out a form on each site. Its role is to generate leads.

Demand Generation Agencies 257

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

Miller Heiman Group

APRIL 13, 2020

Get the Study. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Share more detail than usual as you direct them where to focus, whether it’s on opportunities at the beginning, middle or end of your sales funnel and what strategies they should use.

Top of Funnel 110

Top of Funnel Sales Management Strategy Funnel 110

Sales and Marketing Management

AUGUST 9, 2020

literature, white papers, articles, case studies and other educational materials further cements the first responder in the leadership position. In this case, David has an opportunity to tell others how to apply different solutions. The subsequent delivery of pricing (a proposal?),

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Igniting Sales Transformation

SEPTEMBER 16, 2019

The idea is to deliver the right articles, white papers, case studies, videos or webinars at the right time in the buyers’ decision-making process. Often your salespeople are losing out on sales opportunities with the message they convey in the first email they send or phone call they make. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Janek Performance Group

MARCH 26, 2024

This should include blogs, case studies, and white papers. Doing so lets you unlock new opportunities for growth, enhance customer engagement, and drive sustainable results. Tailor your content marketing efforts to address the specific needs and pain points of each buyer persona.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

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?”). Such critical information should be used consistently to recalibrate your plan of action (i.e., Turn These Practices Into Habits.

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Velocify

DECEMBER 12, 2012

Yet a new study shows there is an opportunity to boost enrollment rates simply by re-engaging inactive prospects. The study, a collaborative effort of Datamark , Leads360 , and Neustar (formerly TARGUS info ), reveals that inactive inquiries can often be re-activated with the right nurturing program.

Leads360 88

Leads360 Funnel Top of Funnel Study 88

Pointclear

MARCH 27, 2014

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. A survey Of 175 B2B buyers reveals what they want to see on vendor websites.

Social Media 223

Social Media Media B2B Decision Maker 223

The ROI Guy

JULY 18, 2012

Where a traditional white paper would normally be used, the interactive tool delivers a much more personalized and relevant analysis report, with specific content to resonate with today’s more frugal buyer. The tool currently fuels important demand-generation campaigns for Avaya, driving significant sales-ready opportunities.

Case Study 61

Case Study Study Telecommunications Demand Generation Agencies 61

Janek Performance Group

MARCH 8, 2024

As such, they publish blogs, white papers, case studies, and other collateral. This demonstrates their commitment to studying, understanding, and expanding the accumulated knowledge of their industry. Check they have succeeded with similar-sized companies in comparable industries that faced your challenges.

Training 62

Training Face-to-face Education Negotiation 62

Janek Performance Group

AUGUST 23, 2023

Establish Credibility Through Case Studies and Testimonials Effective sales collateral starts with the collaboration of your sales and marketing teams. Product sheets, blogs, and white papers are effective tools, especially when strategically deployed in the sales process. But creating urgency goes beyond generating interest.

B2B 62

B2B Case Study Collateral ACT 62

Allego

APRIL 18, 2024

7 Top Ways to Use AI in Sales AI is reshaping sales by turning traditional activities on their head and creating fresh opportunities for growth. By leveraging AI to sift through data and highlight opportunities, these tools embody the transformative potential of AI in optimizing sales processes.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Autoklose

MARCH 25, 2024

Share case studies in the fourth and/or fifth emails. This works when you’re offering content in that first email; e.g., “Would you be interested in reading [this great white paper]?” So, this final step is no less of a conversion opportunity than any other. Send an embedded video.

Conversion 52

Conversion How To Case Study Webinar Metrics 52

Partners in Excellence

MARCH 28, 2016

You’ve all experienced this, you download a white paper, maybe you sign up to evaluate a new SaaS tool. ” Forget that you haven’t even gotten the white paper, or the logon link to the tool. I recently read the Bridge Group’s study, “Sales Development 2016.”

Prospecting 48

Prospecting Follow-up eBook Study 48

Highspot

MAY 6, 2021

And yet, many sellers are wasting their opportunities to connect with potential buyers and lead them into the sales process. What works better is creating a targeted list of people and businesses that include existing buyers and accounts, past buyers, past opportunities, members of your network, and high-value targets.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Janek Performance Group

DECEMBER 28, 2021

More importantly, content, such as blogs, white papers, and case studies, helps buyers see sales reps and their organizations as trustful advisors at the forefront of their industry. More than a mere status update, the best sales leaders know that a pipeline review is an opportunity. Read it now with one click here.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

The Brooks Group

FEBRUARY 11, 2020

That’s the cost to a company for turning over a salesperson, according to one study. That why the Sales Research Performance Center (SPRC), powered by The Brooks Group, recently produced “The Ultimate Guide to Hiring Quota-Smashing Sales Reps,” a groundbreaking white paper to address this exact issue. Internal morale problems.

Hiring 52

Hiring Sales Talent Quota Travel 52

Chorus.ai

JANUARY 29, 2021

Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. 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.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62