Partners in Excellence

FEBRUARY 23, 2022

Channels “partners” have been a part of sales ever since sales have existed. Channels are a high impact route to market, they enable us to connect with customers we can’t easily connect with. We train them, we provide marketing programs, content. This concept is called channel conflict/contention.

Channels 137

Channels Lead Rank Face-to-face Lead Scoring 137

Zoominfo

JUNE 25, 2018

Brands that market directly to consumers recognize YouTube as a powerful tool. But can B2B marketers use YouTube to the same effect? Today’s blog post offers an in-depth guide to YouTube success for B2B marketers. Benefits of YouTube for B2B Marketing. 400 hours of video are uploaded to YouTube every minute.

B2B 217

B2B Marketing Lead Rank Lead Scoring 217

Sales and Marketing Management

JANUARY 21, 2019

The front-runners focus on data hygiene and ensuring they have accurate and holistic customer information across sales, marketing and service departments. Also, data from channels such as chat, social media, phone, web and more must come together into a single view of the customer. So we’ve developed a list of the hottest trends.

Trends 297

Trends B2B Social Media Telemarketing 297

Zoominfo

JANUARY 16, 2019

In decades past, the world of marketing was dominated by print advertisements in newspapers and magazines. These antiquated marketing tactics had one thing in common: They put the product front and center, with clever presentations intended to entice prospects to become paying customers. Let’s get into it! Use natural language.

Marketing 202

Marketing Advertising Advertising Face-to-face 202

Zoominfo

JUNE 4, 2018

B2B marketers beware: Marketing vanity metrics are easy on the eyes but only skim the surface when it comes to actual value. Although vanity metrics make you feel good about your marketing efforts, these surface-level metrics only reveal part of the story. But, fear not dear marketer! Facebook likes. Twitter followers.

Social Media 234

Social Media Marketing How To Campaigns 234

Sales and Marketing Management

JANUARY 11, 2019

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. While online tools are often more convenient and practical than traditional marketing techniques, the fact remains that the latter usually perform better. Let’s take a look!

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

NOVEMBER 11, 2020

Author: Jen Smith, VP Marketing, MarketingProfs In the “Before Times” – way before the start of the COVID-19 pandemic – virtual events were often seen as lesser-than to in-person, bigger-budget events. They were viewed as less compelling, less useful and, certainly, less fun. Organizers and speakers are reinventing virtual events.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

No More Cold Calling

JUNE 29, 2023

Sales teams continue to face more and more pressure to ramp up. Your most neglected sales channel is your existing client base. Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? One marketing platform or sales enablement app?

Referrals 177

Referrals Channels Cold Calling Scale 177

Zoominfo

FEBRUARY 2, 2021

Regardless of a company’s tech stack size, CRM systems are a staple for sales and marketing teams. For instance, your social media strategy that your marketing manager ran five years ago looks different today — with multiple social media specialists running more channels. Enterprise vs. SMB CRM Systems.

Enterprise 290

Enterprise Enterprise Company CRM 290

SBI Growth

MARCH 22, 2023

Previously, SBI Research reported that one of four tensions facing CEOs this year is Prioritizing customer acquisition, but deprioritizing Marketing spend. Our position remains that while attribution can be obscure, CEOs should resist the temptation to reduce marketing expenses.

Marketing 31

Marketing Face-to-face Channels Report 31

Zoominfo

AUGUST 25, 2020

But what does it mean to actually be productive when it comes to marketing? Obstacles to Marketing Productivity. Even the most disciplined employees face productivity roadblocks. Even the most disciplined employees face productivity roadblocks. So, You Want to Improve Marketing Productivity?

Marketing 221

Marketing Campaigns ROI Scale 221

Zoominfo

SEPTEMBER 26, 2018

Recruiting and marketing may be two separate fields—but in today’s digital world, the lines between the two have become increasingly blurred. In fact, 86% of HR professionals agree that recruitment is becoming more like marketing ( source ). The recruiting landscape is now a candidate-driven and highly competitive environment.

Hiring 250

Hiring Social Media Face-to-face Channels 250

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

No More Cold Calling

APRIL 15, 2021

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. Wait, wasn’t lead-gen technology supposed to solve that problem? percent of salespeople made quota in 2019, according to CSO Insights. Have We Met?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Zoominfo

JULY 27, 2023

Businesses in virtually every industry are being pushed to modernize their go-to-market strategy, with a premium on the data-driven, automation-enabled convergence of sales, marketing, and operations. Sales and marketing leadership need to align on: The business outcomes that your ABM strategy will achieve.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

SBI Growth

MARCH 20, 2020

An executive team sits in front of their computers watching the concerned and, in some cases, confused faces of one another. They have completed the gut-wrenching discussion about who stays and who goes, either permanently or temporarily, to provide some.

Face-to-face 305

Face-to-face Ideal Customer Profile Channels Retention 305

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

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. Let’s look at the day-to-day life of a sales rep, starting with traditional face-to-face meetings. In these three channels is where sales performance can be enhanced.

How To 218

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

No More Cold Calling

MARCH 31, 2021

Or rather, change them back —from digital marketing to relationship building. The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. During a pandemic, it basically amounted to “busy work.”. Even so, emails and cold calls aren’t going to help your business recover.

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

Sales and Marketing Management

MAY 17, 2020

As organizations emerge from the pandemic crisis and fire up their sales engines, it’s clear that the channel must adapt – shifting and aligning priorities (SUPPORT), implementing new, more impactful channel strategies (ENABLE) and leveraging the right solutions (ENGAGE). That’s the bad news.

Engineering 207

Engineering Revenue Incentives Incentive 207

Sales and Marketing Management

JULY 20, 2020

Author: Kris Belau Is there anything more quaint in sales and marketing than the door-to-door salesperson? As was common at the time, the main sales channel was an on-the-ground sales force. Tupperware was a first-of-its-kind product, developed in the mid 1930s with demonstrable benefits in storing food longer than existing methods.

Face-to-face 194

Face-to-face Channels Social Media Lead Rank 194

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. Though email is an extremely effective communication channel that’s ever-evolving, it’s one of the most time-consuming. What are the Benefits of Email Automation? How Do You Set up Email Automation? Basic Steps.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

No More Cold Calling

MARCH 15, 2018

And technology will eliminate the time-consuming, face-to-face aspect of communication. Video killed the radio star. Not in your personal life, and certainly not in your lead generation system. B2B selling is all about relationships. But we’ve never been surrounded by so much of it. The Birth of the Boob Tube.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Zoominfo

JULY 14, 2023

But they can also face a winding path to purchase , sprawling buying committees, and a dizzying number of channels vying for their attention. For B2B marketers, that means the challenge of effectively reaching, engaging, and converting their target audience is more complex than ever. What is B2B Marketing?

Paid Content 130

Paid Content Report B2B Top of Funnel 130

Sales and Marketing Management

NOVEMBER 6, 2020

Despite the economic damage this crisis has caused, it has also created opportunities, especially for marketers. Most B2B companies have reduced marketing budgets in the wake of the pandemic, even as the need for impactful customer engagement has increased. of purpose-driven advertising over time. Doubling Down on Digital.

Marketing 166

Marketing Trends Government Face-to-face 166

Partners in Excellence

AUGUST 12, 2020

But it seems the focus of this is more content through more channels, along with content that aligns with where the customer is in their buying process. So that’s not particularly new, leading sellers and marketers have known this for some time. It has forced each of us to rethink, reset, and change.

Face-to-face 167

Face-to-face Revelation Channels Exercises 167

Zoominfo

FEBRUARY 15, 2023

Since launching ZI Labs in May 2022 , we’ve been meeting with go-to-market (GTM) leaders, customers, and analysts to learn more about how we can help solve the most urgent problems facing their businesses today. These are all challenges facing GTM professionals at companies of every size, in every industry. Longer sales cycles.

Marketing 130

Marketing Scale Face-to-face Channels 130

Zoominfo

OCTOBER 5, 2021

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. And How Can They Help Marketers? How to Build Marketing Personas Marketers can use buyer personas to build content strategies that speak directly to their targeted audience, and therefore build trust and reliability with customers.

Ideal Customer Profile 130

Ideal Customer Profile Buyer Persona Marketing How To 130

Zoominfo

MAY 2, 2018

In fact, generating high-quality leads is the biggest challenge for B2B marketers ( source ). Cleansing your contact database will deliver a wide range of benefits to your sales and marketing teams. Cleansing your contact database will deliver a wide range of benefits to your sales and marketing teams. We’ve all been there.

Lead Generation 203

Lead Generation Lead Rank Lead Scoring Ideal Customer Profile 203

Sales and Marketing Management

DECEMBER 22, 2019

Hit up social channels, read their 10-Ks, and keep up with industry press to know what’s going on right now: What are prospects’ recent struggles? Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. As it stands, only 20% of salespeople are prepared to offer any real value during a sales call.

Decision Maker 240

Decision Maker Face-to-face Demographics Call-back 240

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. Profiling prospective customers also enables sales and marketing teams to predict larger problems before they arise.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

Sales and Marketing Management

JUNE 29, 2020

from all of your sales channels. Optimize your e-commerce channel to give buyers ease and convenience, and make sure all your sales channels are integrated and incented to collaborate with each other. Author: Paul Nolan To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Zoominfo

AUGUST 12, 2020

What focus areas should Chief Revenue Officers be asking themselves as they plan out go-to-market motions. But before we do, let’s examine where things go wrong and address perhaps the most challenging problem sales leaders face: turnover. But what does the structure of a B2B sales organization look like as we enter the next decade?

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Bernadette McClelland

JANUARY 14, 2024

Twenty years earlier, long before podcasts became popular, my husband and I hosted a live radio show at the studio every Tuesday evening on HighlandsFM Radio in Victoria, Australia to support and market our local business. In our personal lives, evidence does exactly the same – provides the facts.

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Zoominfo

OCTOBER 5, 2021

Attempting to grow your business without marketing intelligence is a lot like driving without directions. Without a clear understanding of your industry or market, you’ll be ill-equipped to make informed business decisions. Businesses are catching on to the importance of market intelligence. What Is Market Intelligence?

Data 130

Data Marketing Scale Analysis 130