Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan In today’s buyer-centric world, salespeople need to create value more than ever or they won’t get in front of prospects. If your go-to-market strategy relies heavily on channel partners, that’s one more step you are removed from your ultimate end-user.

Channels 136

Channels Incentives Incentive Travel 136

LeadBoxer

DECEMBER 12, 2020

Digital marketing solutions and digital marketing channels facilitate the capture of quality leads and enable lead nurturing through digital media. So when your online messaging speaks to individual consumers, it builds credibility for your brand, service, or product. Marketing/Prospecting Your Target Audience. Email marketing.

Lead Generation 128

Lead Generation Channels Lead Rank Lead Scoring 128

SBI Growth

DECEMBER 25, 2013

By 2020, the Marketing function in leading companies will be radically reshaped into three organizational "systems" - content, channels, and consumption (data). Multi-channel coverage becomes an opportunity and a challenge area, as CMOs integrate media silos. The CMO is the default chief of the consumer digital experience.

B2B 325

B2B Enterprise Enterprise Analytics 325

Hubspot Sales

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. Buyers today are more informed than ever, and not just about cars, appliances, and consumer electronics.

Hubspot 115

Hubspot B2B Buyer Data 115

Zoominfo

FEBRUARY 12, 2021

Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is an important and viable channel for B2B marketers and sales professionals. B2B social selling is the process where salespeople use social media to connect with prospects. What is B2B Social Selling?

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Zoominfo

SEPTEMBER 4, 2018

YouTube is often referred to as a social media platform—used to share immersive, high-quality video content that educates and engages potential prospects and existing customers. source) As such, modern marketers must take note: It’s no longer enough to post the occasional video to your YouTube channel and expect results.

Channels 150

Channels Lead Rank Lead Scoring How To 150

DiscoverOrg Sales

DECEMBER 4, 2017

Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. This is in spite of the fact that most of it is created for sales and channel enablement purposes. Finding the right contact – and context – for sales outreach is time consuming. Streamlining the sales process. Decrease research time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Zoominfo

OCTOBER 27, 2020

Personalization happens when a marketer or salesperson can take a piece of content and make it more useful for a specific prospect or customer.” – @ducttape Find more #personalization quotes on the blog: [link] pic.twitter.com/U3ENGnZyMu — ZoomInfo (@ZoomInfo) October 10, 2018. Benefits Of Personalization In Marketing.

B2B 246

B2B Marketing Segment Scale 246

Zoominfo

JULY 22, 2018

Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. But, how can marketers comply with the varying preferences of their individual buyer?

Marketing 189

Marketing Retail Channels Social Media 189

Hubspot Sales

OCTOBER 5, 2023

Social media is the future of consumer shopping , so it’s no surprise that 59% of social sellers say they’ve made more sales through social media this year compared to last. In this post, we’ll discuss the best social selling channels to use according to our recent data and the best features these channels have to offer.

Social Selling 115

Social Selling Channels Social Media ROI 115

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

SEPTEMBER 24, 2024

They allow you to kick off your marketing or your sales motions across the relevant channels you’re going to use to capture demand for your products or services,”​ says Millie Beetham , ZoomInfo’s senior director of GTM strategy & ZoomInfo Labs. “Think about signals as triggers.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Zoominfo

AUGUST 27, 2018

So, how can marketers deliver the content buyers crave? Here’s how it works: A user creates content featuring your company or products and shares that content on their personal channels, review websites, and social media platforms. 92% of consumers trust word of mouth more than any type of advertising.

Social Media 221

Social Media Survey Media Channels 221

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. Lead capture software is a vital tool that enables companies to identify, collect, and manage potential customer information across various channels.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Allego

JULY 17, 2023

Revenue enablement is a holistic organizational approach that gives every team the right training, coaching, and content to engage and support leads, prospects, and buyers at every opportunity. Every role that touches the buyer journey contributes to revenue through sales, upsells, cross-sells, and renewals.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

Zoominfo

SEPTEMBER 1, 2021

On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. You put a lot of effort towards getting your buyers to even visit your site in the first place, so once you have them there, there’s no time to waste. Chat with your most engaged buyers on your website.

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

Zoominfo

DECEMBER 20, 2021

Marketing teams spend a huge amount of time and money to find out what motivates their prospective customers. When a prospect finally lands on your website, those efforts have reached a critical moment: you have their attention, and it’s time to build a relationship.

Account Based Marketing 130

Account Based Marketing Buyer Conversion Marketing 130

Sales and Marketing Management

JANUARY 8, 2018

Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process.

Sales Qualified Lead 257

Sales Qualified Lead B2B Marketing Qualified Lead Leads 257

Zoominfo

MARCH 4, 2018

Think about it: When a consumer is constantly presented with hundreds of different brand messages, how can you cut through the noise to capture their attention? 78% of consumers said they were more likely to buy from a retailer that presented them with offers targeted to their interests, wants and needs. Enter, personalization.

Marketing 194

Marketing Scale Segment Channels 194

Zoominfo

APRIL 10, 2018

From the time social media became a viable marketing channel, B2B companies have been looking for ways to automate social processes. Proponents of this strategy argue that predetermined talking points and canned responses give companies editorial control of their social channels. Customer Service. Social Selling.

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

Sales and Marketing Management

APRIL 26, 2019

Specifically, prospecting and lead generation; managing the core, middle-of-the-funnel sales activities; and creating customer advocates and boosting referral selling. From here, they can build specific content and media strategies to get in front of these buyers. The days of the sales generalist are over.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Zoominfo

MAY 27, 2019

In an ideal world, marketing automation can help you engage with your prospects and customers efficiently and effectively. Map your content to your buyer’s journey. The ultimate goal of any modern marketing strategy is to send highly relevant content to an audience ready to consume it. Buyer Stage: Consideration.

Top of Funnel 197

Top of Funnel Lead Rank Lead Scoring Marketing 197

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Hubspot Sales

APRIL 10, 2020

It means recognizing that the way your customer buys from you no longer fits into a convenient one-size-fits-all buyer journey. In today’s market, reviews and word of mouth referrals are the fuel for growth, with 84% of buyers now kick off their buying process with a referral. This is what modern buyers expect.

Buyer 134

Buyer Top of Funnel Ideal Customer Profile Inbound 134

Zoominfo

JANUARY 24, 2019

And how can you determine what type of content is going to resonate with your prospects? Content mapping is the process of strategically aligning your content to your buyer’s journey. The first step to effective content mapping is analyzing your buyer’s journey—or the path a prospect takes to become a customer.

Top of Funnel 159

Top of Funnel Marketing Social Media Consumer 159

Sales and Marketing Management

SEPTEMBER 24, 2019

Because buyer behaviors are changing. Just like the average consumer, B2B customers’ buying patterns have become more complicated over time. Purchasing decisions now involve increased touchpoints through multiple channels, more self-driven research, and less reliance on salespeople. Barriers to measuring ROI. Continue refining.?

ROI 166

ROI Lead Rank Customer Marketing 166

Zoominfo

JULY 1, 2020

Sales and marketing often speak different languages: Convert vs Close, Prospect vs Leads, Sales cycle vs Marketing funnel. We’ve all been hearing about buyer intent data for several years. It can actually be a very time consuming and expensive process. This can make alignment between the two difficult. But what is it?

Data 246

Data Intent Data How To Intent 246

Zoominfo

FEBRUARY 7, 2019

But, as more and more companies adopted the same tactics, consumers were inundated with marketing messages– some meant for them, some inapplicable. Instead of sifting through the noise to find the messaging meant for them, consumers now ignore most marketing materials they encounter.

Conversion 174

Conversion Marketing Consumer Social Media 174

Sales and Marketing Management

OCTOBER 23, 2017

famously promoted the fish sauce he was known for (so beloved across the Mediterranean that even people in France knew his name) with descriptions he knew would appeal to well-heeled consumers; mackerel as the “flower” of the sea. Build the plan around specific buyer stages. Content must: Address buyer pain points and needs.

Marketing 192

Marketing eBook Social Media Trade Show 192

SBI

MAY 26, 2020

Not long ago, buying experience was only about consumer-facing sales, while B2B was all about solution selling. Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Sellers will organize the way they sell according to the buyer journey. Is it personalized?

Scale 140

Scale Hotels Buyer Analytics 140

Zoominfo

SEPTEMBER 3, 2020

Though email is an extremely effective communication channel that’s ever-evolving, it’s one of the most time-consuming. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Tackling every stage of the buyer’s journey throughout the sales process also involves marketers.

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

Sales and Marketing Management

SEPTEMBER 24, 2017

Author: Sona Jepsen Some companies sell to businesses and some directly to consumers, but fundamentally, digital selling strategies rest on the same principles. Sure, the approach and tone might vary based on the audience, but B2B buyers behave quite similarly to B2C consumers. Tech + Relationships = Better Sales.

Strategy 166

Strategy B2C Top of Funnel Sales Qualified Lead 166

Zoominfo

AUGUST 27, 2024

This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects. These products and platforms are designed to help you identify, engage, and convert your most valuable prospects, ultimately driving growth and success for your organization.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Zoominfo

MARCH 5, 2018

Take a collaborative approach to buyer personas. Buyer personas are semi-fictional profiles of your ideal buyers constructed using research, observation and thorough analysis of customer data. The benefits of using buyer personas are well-documented ( source ): 36% of companies have created shorter sales cycles using personas.

Lead Rank 201

Lead Rank Lead Scoring Sales Qualified Lead Buyer Persona 201

Zoominfo

SEPTEMBER 9, 2020

There are simple, yet critical questions that every lead acquisition program needs to have answered up front before prospecting commences: Who stands to benefit from your solution? There are two distinguishing factors that help separate the universes: Common pain points: How can your solution resolve issues and challenges your prospects face?

Top of Funnel 191

Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Zoominfo

JUNE 24, 2020

Well, for starters, inbound prospects, by definition, choose themselves as leads. They’ve already gone through the awareness stage of the buyer’s journey. But it’s also important to consider several issues that prevent converting leads into buyers. Before we dive in, let’s back up and cover the basics. Sales agrees!

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Sales and Marketing Management

FEBRUARY 5, 2021

From amassing critical consumer data to scheduling email campaigns and mapping customer journeys, there’s no end to the streamlined advantages sales tech can bring to the table. We promise your prospects will appreciate the effort…and we’re pretty certain your ROI will, too. . When should I send that case study?”) Spread the Word.

Scale 177

Scale Maximizer Strategy How To 177