SBI Growth

NOVEMBER 24, 2018

Joining us on is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo, the leading marketing automation software provider. Below is a timestamped summary of the show segments and the topics covered. If you’d prefer to listen to the podcast.

Marketo 250

Marketo Revenue Segment Software 250

Cincom Smart Selling

MARCH 6, 2025

The contemporary competitive market poses a formidable challenge to maintain profitability across multiple sales channels. This is where CPQ software transforms the game. Discounting Complexity: A well-intended discount on one channel can inadvertently create pricing discrepancies elsewhere, leading to margin leakage.

Margin 48

Margin Channels Maximizer Lead Rank 48

Zoominfo

OCTOBER 27, 2020

Segmentation. The most basic way to leverage contact data for personalized marketing is through prospect list segmentation. List segmentation is exactly what it sounds like – the process of breaking up a marketing list into several smaller, more targeted prospect lists , utilizing key customer data points.

B2B 246

B2B Marketing Segment Scale 246

Zoominfo

MAY 5, 2019

Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics. In fact, email marketing has a median ROI of 122%– more than 4 times higher than other marketing channels, including social media, direct mail, and paid search ( source ). The reason for this is simple.

Email Marketing 231

Email Marketing Marketing Lead Scoring Lead Rank 231

Sales Hacker

NOVEMBER 15, 2024

It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Pattern recognition: Manually analyzing buyer behavior or segmenting customer needs. Product-Channel Fit (PCF): Finding the right growth strategy for your product. Most teams try to run too many channels.

Outsourcing Services 112

Outsourcing Services Scale Cold Calling Hiring 112

Hubspot Sales

NOVEMBER 28, 2022

In this post, you’ll explore the best lead distribution software that can help you optimize your sales process and improve lead conversion. What is lead distribution software? The 25 Best Lead Distribution Software. Finding a Lead Distribution Software That Fits Your Needs. The Best Lead Distribution Software.

Distribution 129

Distribution Lead Rank Software Software 129

Zoominfo

APRIL 30, 2021

Everyone in my world is doing virtual now — there’s little alternative,” says Shannon McCallion, director of field and channel marketing at Pcysys, a cybersecurity firm. Then those segmented leads are passed to specialized SDR teams for further follow-up, enabling personalization that was difficult to achieve from virtual events, he explains.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

Hubspot Sales

SEPTEMBER 9, 2024

I once cold-called an IT Manager who was fired from his last job because of a failed project involving my (now former) employer’s software. Segmentation by persona, industry, and competitive intelligence can help marketing teams better plan the marketing assets they produce, who they distribute them to, and when in their content calendar.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

Zoominfo

MARCH 4, 2018

Consider these statistics ( source ): In a study of 650 multi-channel marketing campaigns, personalized campaigns consistently and overwhelmingly beat out static campaigns in generating a high response rate from recipients. Is your audience segmentation granular enough? Don’t believe us?

Marketing 194

Marketing Scale Segment Channels 194

SBI Growth

NOVEMBER 10, 2013

Here are some best practices when developing personas: Segment your Buyer Personas – by product, vertical, geo. One is using software tools to gather comments & keywords from social outlets such as LinkedIn, Facebook & Twitter. They provide insight into what goals & objectives drive their behaviors.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Hubspot Sales

NOVEMBER 4, 2019

For sales reps, a client management software or customer relationship management system ( CRM ) can do the trick. CRM is a software that manages all your relationships with clients and potential customers. That's why CRM software is important for your sales team. Kanban is a technique for managing software efficiently.

Software 134

Software Software Lead Scoring Lead Rank 134

Zoominfo

JULY 23, 2020

For example, maybe they: Opted in to receive a piece of gated content on your website Submitted a contact form requesting more information about a product or service Followed your company on various social media channels Signed up for an email newsletter Were referred by a friend. Segment email lists. Use Your CRM Software.

Sales Qualified Lead 246

Sales Qualified Lead Lead Scoring Lead Rank Leads 246

Zoominfo

FEBRUARY 2, 2021

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. Company growth yields campaigns that become increasingly granular. CRM systems must reflect these evolving strategies while cross-functioning in one centralized system.

Enterprise 290

Enterprise Enterprise Company Face-to-face 290

Nutshell

MAY 5, 2023

Alternatively, you could try contacting them via another channel, like by phone. These reports can also show you the best way to segment your customers into different groups. Why segment your customers? Simple—customer segmentation allows you to create more specific, personalized marketing campaigns for each group.

CRM 115

CRM Software Software Customer 115

Sales Hacker Training

JANUARY 7, 2025

And I know you’ve had some great experience, particularly while you were at AWS, running different partner sales, channel sales. And I still think that it is a sort of a loosely defined role in software, at least at like kind of earlier stage companies. And to be fair, the funny part is I started in the channel in hardware.

Ideal Customer Profile 124

Ideal Customer Profile Outsourcing Services Customer Lead Rank 124

Zoominfo

JULY 28, 2020

Let’s also consider audience segmentation vs. a center of excellence. Marketing team structure by audience segments. Parts of our marketing team are tiered out by audience segment. In turn, you can better market to a wider variety of audience segments. What skills do you need on your team? It starts with the customer.

Outsourcing Services 246

Outsourcing Services B2B Hiring Marketing 246

Hubspot Sales

SEPTEMBER 22, 2023

That’s why you need sales tracking software to help hit your revenue goals. The right software can help your sales team optimize its strategies and close more deals. This post reviews 17 of the top sales tracking software packages available today to help you select the right one for your team. Sales by lead source.

Software 111

Software Software Top of Funnel Lead Scoring 111

Zoominfo

MARCH 1, 2021

The following types of tools are used to track, measure, and share KPIs: Web analytics CRM systems Data dashboards Business management platforms Data visualizers Business intelligence software. KPIs should reflect company goals, segmented by campaign and time period. Digital Channels and Content. What Are Common KPIs?

Paid Content 207

Paid Content Lead Rank Marketing Qualified Lead Cost per Acquisition 207

Nutshell

OCTOBER 22, 2024

Nutshell has recently been recognized by Research.com as one of the top CRM software companies providing B2B solutions, solidifying its place among the industry’s best. Research.com is a trusted platform known for its thorough research and software reviews, offering valuable solutions for both business and academic sectors.

CRM 71

CRM Lead Scoring Lead Rank Sales Qualified Lead 71

Hubspot Sales

SEPTEMBER 15, 2023

What you need is customer relationship management (CRM) software. Here are four ways a CRM software pays for itself once you get it up and running. What to Look for In a CRM for Small Businesses There are all kinds of CRM software on the market, and sifting through them can be overwhelming.

Small Business 122

Small Business Small Business Software Software 122

Zoominfo

MARCH 12, 2018

Defined, programmatic advertising is the use of data-driven software to automate the buying and placement of digital ads, including online desktop display, mobile, video, etc. It’s rare for any software to work in a vacuum these days. The biggest change? Programmatic advertising. Check for integrations.

Advertising 185

Advertising Advertising B2B Scale 185

Zoominfo

NOVEMBER 9, 2020

Access to sales intelligence will inherently categorize business dependencies, pain points, and ultimately help establish segments. The micro-segment inside a TAM represent prospective buyers that are likely to hold the high Customer Lifetime Value (CLV). Has your prospect followed you on social channels? Consideration Stage.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Sales and Marketing Management

OCTOBER 31, 2017

Target the right market segments: Decide which sales organizations, geographies and channels will deliver maximum performance for your incentive budget. For example, a channel program should never include a warehouse club in its incentive strategy. Tailoring your program to your specific audience will generate that “Wow!”

Incentive 195

Incentive Incentives Strategy Penetration 195

Zoominfo

AUGUST 12, 2020

For instance, reps selling automation software have a higher chance of a sale in an area like Silicon Valley, over more rural Napa Valley. For those that are digital-focused (such as software companies) require more inside reps, while more old school industries (like coal or oil) favor field sales reps.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Zoominfo

FEBRUARY 25, 2021

Marketing Engaged Lead: Prospect who interacts with a company via a marketing channel. Outbound prospecting is a direct marketing channel where salespeople identify target customers and then directly reach out to them in order to introduce them to their company or product. The interactive nature of the channel?—it’s

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Nutshell

APRIL 26, 2023

Many businesses manage customer relationships through a CRM system, which is software that provides an overview of customer relationships and tools for moving leads down the sales funnel. When people refer to CRM, they’re usually referencing the software. CRM software comes in many varieties, each with its own capabilities.

Marketing 171

Marketing SugarCRM CRM Lead Scoring 171

Sales Hacker

JANUARY 13, 2021

Enterprise OEM software licensing is a multibillion-dollar segment of the software industry. It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas.

Licensing 88

Licensing Software Software Enterprise 88

SalesLoft

APRIL 18, 2024

With more than 130 software integrations across your CRM, core business, and broader GTM applications — PLUS an open API — Salesloft’s Revenue Orchestration Platform connects your third-party data and applications in one place. Integrations with Linkedin and Drift solve this problem by bridging gaps between Salesloft and third-party channels.

Software 98

Software Software Top of Funnel Intent Signal 98

Sales and Marketing Management

MAY 6, 2019

Whether it is through a particular software that helps them sell more efficiently or through training sessions, there has been a significant amount of growth in the utilization of sales enablement strategies. This helps you determine whether that demographic is good for your business or you should just target another segment.

Meeting 184

Meeting Demographics Analysis Sales Enablement 184

Sales and Marketing Management

SEPTEMBER 24, 2019

Purchasing decisions now involve increased touchpoints through multiple channels, more self-driven research, and less reliance on salespeople. The following five steps will help you implement an attribution model and begin to make educated decisions regarding the ROI on your B2B marketing channels: 1. Create an attribution model.?

ROI 166

ROI Lead Rank Customer Marketing 166

Zoominfo

DECEMBER 16, 2020

As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. They need to generate segmented lists and remove contacts who have opted-out of previous communications. Let’s start with a reminder: CRMs have a purpose.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Zoominfo

JUNE 15, 2022

Remember, nobody buys business software for its own sake. People invest in business software to solve specific problems. For example, a better understanding of a specific market segment makes it easier to identify potential churn risks before they become a problem. What Are the Benefits of Customer Profiling?

Ideal Customer Profile 130

Ideal Customer Profile Customer Marketing Demand Generation Agencies 130

Cincom Smart Selling

FEBRUARY 21, 2025

According to a study, organizations using CPQ software see 17% higher lead conversion rate than non-CPQ users. A strong configuration engine of the CPQ software easily adapts to product variations. CPQ software also generates customized quotes with terms, pricing, branding, and product configurations.

Discount 48

Discount Guarantee Engineering Proposal 48

Zoominfo

OCTOBER 5, 2021

Segmentation Customer and contact data are at the core of personalization. The most basic way to leverage contact data for personalized marketing is through prospect list segmentation. Through list segmentation, marketers are able to deliver the most relevant content to prospects and customers.

B2B 130

B2B Marketing Segment Consumer 130

Nutshell

JANUARY 30, 2020

Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. Segmentation. Most CRMs will help you: Segment your audiences Tailor custom content to each audience (e.g.,

Top of Funnel 155

Top of Funnel CRM Webinar Metrics Marketing 155

Zoominfo

FEBRUARY 19, 2019

A comprehensive content calendar takes all buyer personas, marketing channels, and stages of the sales funnel into consideration. Cross-Channel Consistency. And, as your team grows, more people will have a hand in a variety of products, channels, and personas. Say your marketing team is organized by channel.

Top of Funnel 189

Top of Funnel B2B Buyer Persona How To 189

Nutshell

APRIL 29, 2024

Thankfully, there’s a way to streamline your processes and improve your team’s productivity with the help of software for SMBs. FREE GUIDE Best software for accounting and bookkeeping Is your small business making a profit? This accounting software tool for SMBs has a support hub for video tutorials and articles. Find out here.

Software 71

Software Software Top of Funnel Small Business 71