Pointclear

FEBRUARY 23, 2012

Bob is the founder of Inflexion-Point Strategy Partners, a UK firm that engages with B2B companies to improve their sales and marketing strategy and drive revenue. I encourage you to visit and explore the entire post in which Hugh suggests that leaders should adopt these six sales and marketing strategies in 2012: 1.

Outsourcing Services 170

Outsourcing Services Top of Funnel Strategy Lead Nurturing 170

DiscoverOrg Sales

DECEMBER 18, 2017

There is much twisting and turning along the way to close-won. Our latest eBook shows you how to navigate your book of business, craft a well-calculated marketing plan, add more places of interest on the map, and direct potential customers to inroads back to your company. Have you made your 2018 marketing plan yet?

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. Market Growth: Often the basis of quota-setting for rapidly growing markets or products.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Allego

JANUARY 9, 2025

Further, regulatory pressures, complex buying cycles, and the rise of digital technology have transformed the way sales teams must operate. A robust certification process empowers reps to embrace new technologies, connect with informed buyers, and exceed expectations in a competitive market. Economic buyers demand clear ROI.

Hiring 62

Hiring Marketing Exercises Scale 62

Pointclear

APRIL 13, 2012

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Jeff joined Forrester after spending 20 years in sales and marketing.

Marketing 169

Marketing Social Media Scale Trade Show 169

Sales and Marketing Management

AUGUST 14, 2017

Let’s take a step back and more closely consider the term “gatekeeper.” There are several advantages of making proactive attempts to start buying cycles: You can start at levels that have the authority to create budget. If there’s little chance of a buying decision, buyers won’t waste their (or your) time. Be Proactive.

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249

Pointclear

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Jim has over 29 years of sales and marketing management experience. Analysis of Buying Cycles and Stakeholders.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? In fact, over 20% of marketers in a HubSpot survey say that personalization improves their engagement.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

Score More Sales

FEBRUARY 22, 2012

Ardath Albee of Marketing Interactions has written a four-part series called, Capitalize on the Content Marketing Continuum where she talks about the BEF and the very fluid content marketing continuum. Work to gain clarity on creating a formal process once marketing has sent potential leads to sales. link] Ardath.

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

The Sales Hunter

JULY 23, 2019

Don’t rely on marketing for your leads. Understand the real measurement of their ability to prospect is in their ability to close. Have a marketing plan to remain in touch with those people who aren’t active in the prospecting or buying cycle. Commit to prospecting, regardless of what else needs to be done.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

The Pipeline

DECEMBER 18, 2018

But in how many times have they actually done this, this case how many times have they gone through a buying cycle? The average B2B rep may do 10, 20 30, more deals a year, meaning that they will have initiated and gone through some portion of a sales cycle, two, three or four times their deal number.

Buying Cycle 247

Buying Cycle Buyer Face-to-face Objections 247

SBI Growth

SEPTEMBER 2, 2012

Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. But what they are doing is gathering data from an inward-out perspective when they should be looking at the market from an outward-in perspective. Marketing is making the buying decision 90% of the time.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Zoominfo

APRIL 20, 2022

Marketers have spent years making sure they get credit for the leads generated by their hardworking teams. Instead, B2B marketers are turning their attention to key performance indicators that showcase how full-funnel marketing efforts can deliver increased performance. In 2020, that figure was down to 47%.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

SBI Growth

DECEMBER 29, 2012

Even if your marketing team qualifies leads, they don’t have your quota pressure. This “Decision Maker” has the authority to sign appropriate documents to close the deal. A direct link to the Decision Makers can shorten your sales cycles. (N) Whatever the case, you must understand buying cycles to manage your quota.

Quota 287

Quota Sales Qualified Lead Top of Funnel Lead Qualification 287

Zoominfo

JULY 17, 2018

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. 73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ). Keep reading!

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

Sales and Marketing Management

DECEMBER 15, 2017

Growth – more opportunities, higher sales velocity and expanding market segments – is the prize of victory and the successful growth hacking tactics of business to consumer (B2C) companies are becoming more popular in B2B. Identify a common set of target accounts for sales and marketing. AI is a game-changer for truly agile marketing.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? This week I interview Leslie Stretch, President and CEO of CallidusCloud.

Up-Sell 135

Up-Sell Closing Revenue Lead Generation 135

Score More Sales

AUGUST 26, 2014

94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. By applying science and metrics to your client and prospect buying cycle, you can impact connection and real support to help them. Close More Deals.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Zoominfo

JUNE 15, 2022

Profiling prospective customers is vital to ensuring that a marketing campaign is targeting the right people with the right message. Marketers can attract and retain prospective customers more effectively. Sales professionals can anticipate prospects’ objections more easily, which can lead to higher close rates and greater revenue.

Ideal Customer Profile 130

Ideal Customer Profile Customer Marketing Demand Generation Agencies 130

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. Who is teaching the CMO how to sell?

Demand Generation Agencies 219

Demand Generation Agencies Top of Funnel Lead Rank How To 219

SBI Growth

OCTOBER 23, 2012

Rather than engaging in discovery and determining their needs, they simply want to compare all solutions on the market and make a decision. Here’s an example of the average buying cycle for this type of software purchase. Your greatest chance of closing is through differentiation. Who doesn’t want the quick sale?

Customer 293

Customer Buying Cycle Software Software 293

Zoominfo

MARCH 6, 2021

Customer segmentation is a marketing strategy that organizes buyers into groups. The groupings allow marketing teams to nurture leads with personalized content and convert them to customers. For instance, types of customer segmentation in B2B marketing might include industry, business size and location, and technology stack.

Segment 204

Segment Account Based Marketing Lead Scoring Lead Rank 204

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Here’s a snapshot of buying signals.

Lead Rank 100

Lead Rank Intent Data Closing Marketing Qualified Lead 100

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. Successful salespeople will conduct detailed research in advance and ask professional, yet probing questions to move the buy cycle forward. . What’s In a Number?

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Partners in Excellence

DECEMBER 31, 2024

At one time, we were focused on reducing the buying cycle. We applied design thinking to our meeting management, reducing meetings to close by 50%. Every once in a while, we have looked at other metrics as we focused on certain performance areas. Once we got that wired in, we stopped tracking it.

Ideal Customer Profile 127

Ideal Customer Profile Top of Funnel Pipeline Lead Rank 127

Pointclear

JANUARY 23, 2017

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. What really counts is meaningful, personalized engagement with the folks in a position to buy. More Leads.

Account Based Marketing 100

Account Based Marketing Account Sales Qualified Lead Marketing 100

Pointclear

AUGUST 2, 2012

Ginger is editor-in-chief of Direct Marketing News. Tales of the disconnect between sales and marketing have long been told. One underexplored area that can help to increase collaboration and improve alignment among sales and marketing teams is compensation. Contact her at ginger.conlon@dmnews.com or @customeralchemy.

Compensation 171

Compensation Sales Qualified Lead Lead Qualification Guidelines 171

HeavyHitter Sales

NOVEMBER 5, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! End the Sales & Marketing War-Harvard Business Review. Here’s one of my recent Harvard Business Review articles about synchronizing sales and marketing. Their sales and marketing efforts are at odds. Heavy Hitter Sales Blog.

Marketing 113

Marketing Lead Scoring Lead Rank Sales Cycle 113

Pipeliner

OCTOBER 9, 2020

Why do we still talk about marketing and sales alignment? In this Expert Insight Interview, Darrell Amy discusses how we can create alignment between sales and marketing by making them both focus on the revenue growth engine. The truth is, people do not buy products or services, but the outcomes those products or services provide them.

Revenue 98

Revenue Video Marketing Decision Maker 98

The Pipeline

JUNE 30, 2016

At least 60% of buyers were never going to buy and ultimately waste the reps time. We then measured how much time buyers spent on reading the sales and marketing content shared and discovered hundreds of Buyers often show initial engagement, then drop off, however, come back at a later stage. The sale is lost in the CRM.

Follow-up 189

Follow-up ACT Up-Sell Sales Qualified Lead 189

Score More Sales

MARCH 8, 2012

You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. Instead of just pushing them out time and again, remove them to a drip marketing program]. Who are these people? Some are obvious. All are important.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

Sales Hacker

MARCH 18, 2025

Prior to Mutiny, Jaleh was the Head of Marketing and Business Development at Gusto, where she grew the company from 500 to 50,000 customers over 4 years. She was the Director of Product Marketing at VMware prior to Gusto. 16:30 The biggest AI mistakes in sales and marketing. what you can do with LLMs is absolutely remarkable.

Marketing 65

Marketing Scale Case Study Lead Rank 65

Partners in Excellence

JANUARY 19, 2015

Buyers Get Smarter Through The Buying Cycle. We’re taught about a process that’s relatively static: Qualify the customer; establish their needs, requirements, priorities; understand their decision-making process; present a differentiated solution that offers superior value; close. Are you getting smarter with them?

Buying Cycle 48

Buying Cycle Buyer Sales Qualified Lead Lead Rank 48

Pointclear

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. Longer-term opportunities increase marketing ROI.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Leading Results Rambings

DECEMBER 7, 2013

Inbound marketing is a discipline, when used correctly, can solve your sales lead shortage, but by itself, it doesn’t solve the lead generation issue. Specifically inbound marketing and what a lead is. Inbound marketing – Hubspot uses the graphic below to define the overall inbound marketing process.

Lead Generation 101

Lead Generation Inbound Sales Qualified Lead Leads 101

Lead411

NOVEMBER 7, 2024

B2B Sales Process: 9 Steps to Avoid Failure Succeeding in B2B sales heavily depends on using data strategically to target the right leads, personalize outreach, and close deals efficiently. Use this data to identify companies likely in-market for your solution. Here’s a guide to help you leverage the right data effectively: 1.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Sales Process B2B 52