The Pipeline

MAY 28, 2019

Time is a finite resource. Optimizing and maximizing how we utilize this finite resource is a must to surviving in business today. For a complete approach to time utilization for B2B sales professionals, download The Top Sales World White Paper: Sales Happen In Time. Own your time like you own your numbers!

Buying Cycle 309

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

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

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. Resources and flexibility. So what can employers do to foster mental health in the workplace? Warning flags. Absenteeism.

Training 52

Training Analysis Follow-up Study 52

Zoominfo

OCTOBER 18, 2022

The level of competition in your industry or vertical, general awareness of your product category, and total addressable market (TAM) should all inform your go-to-market motions, and also dictate where you allocate your resources. Demand creation Includes webinars, white papers, and product trials 3.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

Janek Performance Group

MAY 2, 2023

As buyers know more about their problems, potential solutions, and available resources, the more discerning they can be. For more, see our white paper Finding, Onboarding, and Retaining Top Sales Talent. Sales enablement provides your team with the tools and resources to succeed. This puts those sellers at a disadvantage.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Allego

MARCH 28, 2023

DSRs help you: Eliminate hassle for buyers with a centralized buying resource hub. Post-sale engagement: Provide relevant resources to customers post-sale to enable them on the product they purchased. For example: 1 customer story or testimonial 1-2 thought leadership content pieces (analyst report, white paper, etc.)

eBook 62

eBook Video Buyer Education 62

Altify

JANUARY 27, 2020

There are several ways to provide education and resources for your revenue team: A coaching program can educate sellers on the benefits of the account planning system so the whole revenue team is on the same page. A center of excellence provides a one-stop-shop for tools and resources to encourage continuous learning and improvement.

Account 52

Account Lead Rank Education SalesForce 52

Smooth Sale

MARCH 10, 2024

Studies show ebooks and white papers can also impact the customer decision-making process. RESOURCES FOR PERSONAL AND BUSINESS GROWTH: Advisorpedia Publishes information to help advisors build their practice, and those interested in the markets choose investments and find inspiration.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

Janek Performance Group

MARCH 26, 2024

Develop educational resources and thought leadership content that resonates with their interests and challenges. 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.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

The Pipeline

JULY 13, 2017

The minority 20%, the more consistently successful, see time as a precious resource that is to be maximized and fully exploited, understanding that once an hour passes, it can never be regained or reclaimed. Sales people use their most precious resource to sabotage their most important activity – prospecting.

Maximizer 188

Maximizer Prospecting Sales Cycle Resources 188

SBI Growth

OCTOBER 23, 2013

Leverage internal resources. LEVERAGE INTERNAL RESOURCES. Here’s where you see fruit of your labor: blog posts, eBooks, white papers, newsletters, webinars, etc. To produce relevant & timely content, leverage internal resources. There are two approaches to fixing the content problem: Outsource. OUTSOURCING.

Outsourcing Services 316

Outsourcing Services Lead Gen Marketing Webinar Metrics 316

Pointclear

JULY 26, 2018

E-books and white papers. A new white paper is also in the works. The statements and quotes are significant enough, and in many cases backed by percentages of improvement, that it’s worth considering them for the white paper also. Resources section of the website. Nurture material.

Case Study 100

Case Study PointClear Study Social Media 100

The Pipeline

OCTOBER 6, 2016

Sales leaders are looking productivity, more output from the same inputs, or same outputs with less resources. Vendors are happy to supply the case studies, ROI calculators, white papers, and all the rationale one needs to at that next app to their stack. These days, they throw technology at it instead.

Case Study 291

Case Study Fashion Exercises Buyer 291

The Pipeline

JULY 9, 2019

This attitude needs to cascade down to your view of your day, what you commit time to, and what you choose to ignore in order to maximize this precious resource. You can see how to implement this process for time optimization in the Sales Happen In Time white paper. It is where your plans are first tested by reality.

Travel 291

Travel Maximizer Microsoft Face-to-face 291

Pipeliner

MAY 26, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. Scalability: By standardizing processes, resources, and tools, sales enablement allows businesses to scale their sales operations more efficiently.

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

SBI Growth

JANUARY 20, 2014

Use the tool as a brainstorming resource to assess your offers. We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper). In this example, the downloadable tool includes valuable intellectual property. CMO’s can use the tool to drive increased performance.

Campaigns 310

Campaigns Demand Generation Targets Demand Generation Outside Sales 310

SalesProInsider

JANUARY 20, 2022

Maybe it’s a tangent that the prospect takes you on, maybe it’s an objection, or maybe it’s a resource they need to review for proof or understanding that you don’t have available then and there. Component 4: Resources. These may be either Internal or External Resources. Internal Resources.

Resources 94

Resources Objections Sales Process Buyer 94

LeadFuze

JULY 20, 2021

I then said that I’d rather see some content resources. Let’s say you sent out a resource, like a checklist, and the lead responded, thanking you. If so, send them resources to keep them on the hook. “Further reading” type things like webinar recordings and white papers are golden.

Call-back 98

Call-back Follow-up Resources Remedy 98

Pointclear

JUNE 6, 2013

The most sought after content are research reports, white papers, case studies and product reviews. Do you have a resource from your sphere to share? Half of those buyers trust professional associations, online communities and industry organizations as important sources for content. Via BtoBMagazine. Via ClickZ.

B2B 190

B2B Buyer Trade Show PointClear 190

Zoominfo

FEBRUARY 5, 2021

Middle: Here, the prospect downloads a white paper or signs up for a webinar. Once your prospects show interest in your product, it’s imperative to give them resources to guide their decision. Top: At the broadest part of the funnel, prospects interact with your content. Thank you, Marketing ). Interest Stage.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Partners in Excellence

MARCH 1, 2024

We identify them because they are hitting on our websites, downloading white papers and we reach out to them saying, “We have the best solutions in the world, can we talk… ?” Afterall, we have been their “go to resource,” have they have looked at the possibilities.

Trade Show 77

Trade Show Conference Segment Groups 77

Anthony Cole Training

JANUARY 13, 2014

I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools. Additional Resources: Success Tracker (Sales Activity Tracker) – Call Jeni at 513.791.3458. So, I decided to take a closer look. Goal Worksheet. Workshop.'

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentives 189

MEDDIC

MARCH 28, 2024

They may need a white paper, a book, a connection, or a business case from another client similar to what they do (make sure you are authorized to do so.) Have reasonably frequent 1-on-1s with them. Personal relationships are not built in groups. They are made during 1-on-1s when you talk about anything but business. Empower them.

Enterprise 52

Enterprise Enterprise Account B2B 52

Selling Essentials RapidLearning Center

OCTOBER 24, 2023

According to the Society for Human Resource Management (SHRM), employers can tap into online financial literacy programs for anywhere between $10 and $30 per month per employee. This blog post is based in part on the white paper “Ceridian Study Finds Financial Stress Among North Americans Highest Since 2008.”

Retention 52

Retention Training Incentives Incentive 52

Product Management University

AUGUST 15, 2023

It’s a much better use of resources compared to the scattershot scenario that depends on every product succeeding in its own silo to meet the company’s goals. PPM Explained for B2B WHITE PAPER: Product Portfolio Strategy Your customers across all market segments do the same things the same way 80% of the time and 20% different.

Segment 98

Segment B2B Data Marketing 98

Partners in Excellence

AUGUST 5, 2021

Too often, however, our “selection” of opportunities we pursue, seems to be based on the criteria like, “They hit on our website… They downloaded a white paper… They fogged a mirror.”

Ideal Customer Profile 84

Ideal Customer Profile Customer Enterprise Enterprise 84

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

The Brooks Group

FEBRUARY 11, 2020

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. Loss of resources (travel expenses, equipment, etc.). Remember that six-figure tally, noted above?

Hiring 52

Hiring Sales Talent Quota Travel 52

Allego

JULY 29, 2021

With such an arsenal, salespeople have a “classroom” at their fingertips with access to important content like use cases, short videos, PDFs, and white papers. These changes to the pipeline have implications for how sales leaders should allocate resources. .

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

Emissary

OCTOBER 22, 2021

Instead, your sales team is going to have to find resources that dig deep to identify the correct executive to approach as well as the specific technology needs of the organization before making contact. . Most tech buyers don’t think they are getting a higher level of partnership, and they want their solution providers to step up.

Case Study 52

Case Study Lead Rank Lead Scoring Research 52

Zoominfo

FEBRUARY 5, 2021

Middle: Here, the prospect downloads a white paper or signs up for a webinar. Interest Stage Once your prospects show interest in your product, it’s imperative to give them resources to guide their decision. Top: At the broadest part of the funnel, prospects interact with your content. Thank you, Marketing ).

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Partners in Excellence

JUNE 9, 2021

Traditional content at our websites and downloaded white papers might not be the most productive way to engage people. We might put resources in place, strictly to help them successfully manage that process. But these might be point interventions by specialists, not people that manage the engagement process.

Lead Rank 138

Lead Rank Channels Customer Service Sales Qualified Lead 138

SBI Growth

JULY 25, 2013

To succeed, marketing needs resources dedicated to content creation and curating. As such, these resources must be proficient in Buyer Personas and Buying Process Maps. As such, these resources must be proficient in Buyer Personas and Buying Process Maps. And not just any content, but relevant & contextual content.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

The Pipeline

NOVEMBER 25, 2011

Free Resources. Finally, and frankly my favourite is the White Paper nominated for Top Sales & Marketing EBook , it is a piece I wrote focused on time called Sales Happen In Time. White Paper. Free Resources. Home About The Pipeline. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Corporate Visions

NOVEMBER 5, 2018

You always want to ensure that your business is getting the most from your sales resources. The white paper is a staple of the B2B sales toolkit. The post Seven Tips for More Effective Sales by Corporate Visions appeared first on Corporate Visions. Here are seven sales tips to help you drive more effectiveness out of your team.

Demographics 79

Demographics Face-to-face Buying Cycle Motivation 79

The Pipeline

JANUARY 17, 2012

Free Resources. The advantage is that you have experts in the field researching specific areas of interest, and delivering valuable resources you can use, thereby saving you time and effort, and allow to utilize and benefit from those resources. White Paper. Free Resources. Home About The Pipeline.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

AUGUST 23, 2013

Those actions might include: Downloading a white paper on your site. She’s also the founder of How to Create a Press Release, a free resource for business owners. Look at past customers you’d like to replicate. What characteristics did those customers possess? What were the actions they took to arrive in your pipeline?

Pipeline 292

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 292