Shari Levitin

AUGUST 23, 2023

We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. Sellers: Declutter Your Prospects’ Buying Process  Customers would rather make no decision than make the wrong decision. Then, it occurred to me that our junk drawers provide a perfect metaphor for how we sell.

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. studying sales methodologies, you know that you are obsessed. Send out enabling YouTube videos, white papers, blogs and tidbits. Passion – Prospects smell fear.

B2B 319

B2B Banking Conference Decision Maker 319

The Pipeline

MAY 28, 2019

To succeed in prospecting, in fact, in any element of sales, you need to own your time. For a complete approach to time utilization for B2B sales professionals, download The Top Sales World White Paper: Sales Happen In Time. As alluded to above, all humans fall into this 24-unit paradigm, including prospects and clients.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

Pipeliner

FEBRUARY 19, 2018

The RAIN group has just released a powerful new white paper on a subject near and dear to all sales hearts: prospecting. The study detailed in this white paper set out to find: What is it like for buyers to be sold to every day? This comprehensive study was conducted on 488 buyers representing $4.2

Study 45

Study Buyer SAP Groups 45

BuzzBoard

APRIL 16, 2024

Productive use of blogs, white papers, and case studies cultivates long-term lead capturing. Such platforms give your agency exposure to industry leaders and prospective clients. Social Media Today has published an article amplifying the many benefits of offering these crucial audits to prospective clients.

Lead Generation 52

Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52

Zoominfo

JANUARY 8, 2021

When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. Once you have your ICPs mapped out, you can focus on building a stream of ready-to-buy prospects or marketing qualified leads. The overall goal is to stimulate prospects’ interest in your product or service. .

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Zoominfo

AUGUST 5, 2021

Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. Sales enablement is a process that stretches across the sales cycle, from prospecting to customer success. The Elements of a Winning Sales Enablement Strategy for 2021.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Smooth Sale

MARCH 10, 2024

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. Likewise, evaluation articles, reviews, and testimonials can help prospects compare your products with alternatives.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

Sales and Marketing Management

NOVEMBER 28, 2017

If you’re in land-and-expand mode – you have a Fortune 500 account and want to gain business with new divisions – share a case study about what you’ve helped other areas of the company to accomplish. 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

Understanding the Sales Force

FEBRUARY 26, 2014

There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical. Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits.

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.). The B2B sales funnel depicts how prospective customers move through the buying process in stages. Let’s start with that dream customer. Awareness stage.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Highspot

MAY 6, 2021

Unfortunately, there are some common prospecting mistakes that get in the way. You also wouldn’t want to offer a white paper that’s too general to apply to your buyer’s unique challenges. Of the commonalities mentioned, shared connections and attending the same school drove InMail acceptance most in this study.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Sales Hacker

JULY 8, 2022

When the prospect reconsiders their needs, you’re positioned to be the first choice. Bonus: At the end of this article I’ll cover how to automatically route prospects into your nurture sequence using triggers. white papers, useful industry information, or even “checking in” during impactful current events are all ways to add value.

Prospecting 84

Prospecting How To Segment Ideal Customer Profile 84

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

Partners in Excellence

MAY 25, 2022

We struggle to provoke interest, to engage a prospect, to get people to respond to our outreach. 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. Everyone struggles to generate leads.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

Janek Performance Group

MARCH 16, 2022

They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close. Sales leaders do not want their sales reps wasting their time calling low likelihood prospects.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

Zoominfo

AUGUST 5, 2021

Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. The Elements of a Winning Sales Enablement Strategy for 2021 Sales enablement is a process that stretches across the sales cycle, from prospecting to customer success.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Pointclear

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

Media 233

Media Direct Mail netFactor Trade Show 233

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.” No related posts.

Prospecting 48

Prospecting Follow-up eBook Study 48

Janek Performance Group

MAY 2, 2023

For more, see our white paper Finding, Onboarding, and Retaining Top Sales Talent. An important aspect is content creation, including white papers, case studies, blogs, demo decks, and product/pricing sheets. For more, check out our white paper Hiring, Onboarding, and Retaining Top Sales Talent.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

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

Pipeline

APRIL 1, 2024

As it brings prospects already interested in your product, the chances of conversions are much higher than outbound leads. Improve your content marketing with valuable and informative blogs, white papers, and e-books. Opt for logistics pipeline software with features to find and target the right prospects in seconds.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

The ROI Guy

MAY 22, 2018

Another one-sized fits all white paper in a sea of look-alike white papers. The traditional white paper is dead. Show the prospect how much they are falling behind requisite practices and their peers 3. 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

Guru

FEBRUARY 28, 2019

While content like case studies, product one-sheets, and white papers absolutely have a place in advancing the sales process, that place is to reinforce existing conversations. Sending a white paper to a prospect without context isn’t going to close a deal.

Sales Enablement 54

Sales Enablement Conversion Industry Case Study 54

The ROI Guy

SEPTEMBER 13, 2011

On average, Interactive White Papers require 25% more content to be developed than a traditional white paper. The qualitative content such as relevant case studies, recommendations and next steps often exist, but needs to be properly organized for use in the Interactive White Paper.

Ideal Customer Profile 40

Ideal Customer Profile Pivotal Case Study Customer 40

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

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.) The B2B sales funnel depicts how prospective customers move through the buying process in stages. Let’s start with that dream customer. Thank you, Marketing ).

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Sales and Marketing Management

AUGUST 9, 2020

Once your company spends money to find a prospect, the clock starts ticking. Far too many companies experience sales lead asset losses because their sales and marketing people do not follow up and contact prospects. Prospects often ignore delayed responders as they no longer need information. Each inquiry has a life span.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

SBI Growth

AUGUST 19, 2012

This post discusses how to get your prospects interested in you versus your competitors. Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Your prospects decide if they are going to buy from you, or your competitors, before they meet you. There were.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Targets Demand Generation 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?”). We promise your prospects will appreciate the effort…and we’re pretty certain your ROI will, too. . Spread the Word.

Scale 177

Scale Maximizer Strategy How To 177

Pointclear

JUNE 6, 2013

Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared. CMO Council study: Content has significant impact on buying process. As usual, giveaways and demos are used to get attention of attendees.

B2B 190

B2B Buyer Trade Show PointClear 190

SBI Growth

JANUARY 20, 2014

DMA studies show Offer is the #1 determination of success for customer marketing. The Role of Offers in Prospect Marketing. When marketing to prospects, the Offer plays a major role as well. Quality of the list is the #1 determination of success for converting prospects. Offer Assessment Relevance to CMO''s.

Campaigns 310

Campaigns Demand Generation Targets Demand Generation Outside Sales 310

Anthony Iannarino

MAY 31, 2019

These days, sales conversations are becoming even more buyer-focused, which means sales reps have to get creative when it comes to prospecting. Everyone is scrambling to develop their own hacks, techniques, and processes for prospecting in order to move prospects through the sales funnel and turn them into customers.

Prospecting 105

Prospecting Cold Calling eBook Networking 105

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?”). We promise your prospects will appreciate the effort…and we’re pretty certain your ROI will, too. . Spread the Word.

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Janek Performance Group

MARCH 26, 2024

These team members best know your prospects and clients, so seek their feedback often. This should include blogs, case studies, and white papers. Equip your sales team with the insights and resources they need to engage with prospects in a meaningful way. Remember, your customer data will fluctuate.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

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

Igniting Sales Transformation

SEPTEMBER 16, 2019

I would revise Gartner’s definition slightly to say, “designing and reacting to prospect and customer interactions to meet or exceed their expectations and, thus, increase pipeline, revenue, satisfaction, loyalty and advocacy.”. The most common strategy to engage new prospects starts with content. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126