Sales 2.0

JULY 28, 2020

To study this, we surveyed 755 B2B SaaS professionals who are part of the sales process at their companies in late May and early June 2020. We asked respondents how the sales process itself has been transformed by this experience, particularly with regard to sales channels. The rest reported improvement.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Zoominfo

MARCH 4, 2021

Some of the easiest methods of lead generation include increasing traffic to your social media channels and website. Lead generation is the process of advertising, optimizing brand reach, engaging with nurture campaigns, and maximizing digital channels. And what are one of the most difficult methods of lead generation?

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations. .

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Hubspot Sales

OCTOBER 5, 2023

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. Best Social Selling Channels 1. Instagram 77% of sellers who sell products directly on social media apps use Instagram, making it the second-most popular social selling channel.

Social Selling 119

Social Selling Channels Social Media ROI 119

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. According to the study, almost 40 percent of customers try a business for the first time because of direct mail advertising. But what is it that makes this marketing channel so great?

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Zoominfo

JANUARY 15, 2021

According to a study by Edelman, 88% B2B of decision-makers believe that thought leadership is effective in enhancing their perceptions of an organization—yet only 17% of them rate the quality of most of the thought leadership they read as very good or excellent. Your content should present your brand as a thought leader.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

SEPTEMBER 26, 2018

To build a strong employer brand, you must craft a comprehensive, multi-channel content strategy to engage your target candidates. Studies show that company values are the most important thing candidates look for in branded content ( source ). Source-of-hire: Track source-of-hire to understand what channels your hires come from.

Hiring 250

Hiring Social Media Face-to-face Channels 250

Sales and Marketing Management

OCTOBER 12, 2020

Companies that kept their pulse on changing customer attitudes and strove to deliver an outstanding experience during the Great Recession showed three times higher return than customer experience laggards, according to a McKinsey study. Offer value in a crisis. Do we look like we’re taking advantage if we trumpet coronavirus-related messages?

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Zoominfo

MAY 20, 2021

In fact, for the past ten years in a row, email has been the channel that produces the highest ROI for marketers. Email can also be used to familiarize customers with your product and services by sharing content such as blogs or case studies. A study by MailChimp found that the average email open rate across industries is 21.33%.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Sales and Marketing Management

FEBRUARY 22, 2019

A Forrester Consulting study commissioned by Mediafly reports that the B2B companies surveyed work with an average of 176 partner companies. Indirect channels contribute to 49 percent of total company revenue but are provided access to devices and software at 1.4 times lower rates than direct sellers. times higher revenue growth.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Zoominfo

NOVEMBER 20, 2018

In fact, studies show it takes an average of 6 to 8 touchpoints to simply generate a lead ( source ). This multitouch buying experience poses a difficult question for marketers: Which channels actually contribute to an eventual conversion—and how much did each channel contribute? Enter: Marketing attribution.

Lead Rank 236

Lead Rank B2B Top of Funnel Marketing 236

Zoominfo

JUNE 25, 2018

In fact, studies show consumers are 64% likelier to purchase a product after watching an online video ( source ). Now that you understand the business benefits of YouTube, let’s get into some best practices to make your YouTube channel a success: 1. Build your channel. 400 hours of video are uploaded to YouTube every minute.

B2B 217

B2B Marketing Lead Rank Lead Scoring 217

Zoominfo

JULY 17, 2018

Most businesses promote their webinars across several different marketing channels, from social media to email to paid search ads. To determine the effectiveness of each channel, track the number of registrants each specific promotion brings to your site. These ads generate a lot of traffic but very few registrants. Webinar costs.

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

No More Cold Calling

FEBRUARY 24, 2021

In the same study, 71.4 For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel. In late 2019, 61 percent of salespeople said the job was tougher than it was five years before, even though they had better sales technology and more marketing-generated leads. Problem solved.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Sales and Marketing Management

MAY 26, 2020

A study by Xactly showed that the most diverse companies are 35% more likely to outperform their competition. In a 2019 Benchmark Study , respondents concluded that customers increasingly consider diversity when making buying decisions. We are seeing more women executives, more women senior leaders and more women buyers.

Lead Rank 227

Lead Rank Lead Scoring Scale Retention 227

Zoominfo

AUGUST 11, 2020

That is, they should be determined using interviews, case studies, and research on past and current clients. grouped them into categories based on similar traits), you can develop different, and more personalized, campaigns across channels. Studying your past closed-won/lost deals can help you visualize your ideal customer.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

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. Share Case Studies.

Sales Qualified Lead 246

Sales Qualified Lead Lead Rank Lead Scoring Leads 246

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. In fact, for many brands, personalized messaging is the number one factor that impacts marketing success.

Marketing 194

Marketing Scale Segment Channels 194

No More Cold Calling

APRIL 26, 2021

Customer testimonials and case studies can be effective. For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel. Especially now, referrals are the one powerful tool for getting past the access chokepoint. Referrals can transfer earned trust from a customer to a prospect.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Zoominfo

APRIL 30, 2018

Studies show that recruiters who use analytics significantly outperform recruiters that don’t use analytics ( source ). No matter how much traffic you attract to your careers page, if you don’t know how where your traffic came from, you won’t understand which of your campaigns and channels are effective. Paid advertising. Job boards.

Analytics 208

Analytics Google Analytics Social Media Channels 208

Zoominfo

FEBRUARY 22, 2018

Focus your efforts on the appropriate channels. Focus your time and budget on the channels that will best help you meet your goals. There’s nothing worse than following a company across multiple social media platforms only to see the same exact message posted at the same exact time, on each and every channel, every single day.

Social Media 214

Social Media Lead Generation Media B2B 214

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. Distribution: It is critical to determine which distribution channels are the best way to reach your target audience. pricing page, case studies).

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Sales and Marketing Management

MARCH 27, 2019

In fact, according to a recent study by Aberdeen, companies that used SPM technology improved their profit margins at an 88 percent greater rate year-over-year. Real-time reports and incentives provide another level of transparency and reduce admin costs, improving relationships across all channels. Uncovering Data Insights.

Strategy 223

Strategy Compensation Commission Incentives 223

Zoominfo

JULY 16, 2018

Channels used to promote the webinar. Case studies: Why are case studies an effective webinar format? Case studies provide social proof that your product can deliver. In fact, 42% of B2B buyers find case studies to be valuable in the late stage of the buying process ( source ). Topic selection.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

Vengreso

JULY 29, 2024

Have you heard about how important channel sales partners are? In this article we cover different kinds of channel sales partners, why they’re good, and how to work well with them. Plus, working with channel sales partners has other benefits like growing your market. Each one has a special job in selling products.

Outsourcing Services 67

Outsourcing Services Channels Webinar Metrics Strategy 67

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. While social engagement may seem more noble or altruistic, what really is energizing ssis the adoption of social in the B2B world is the view that it is another channel for executing sales strategy. Social engagement. Not really.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Zoominfo

JANUARY 26, 2021

The great thing about enterprise leads is that they can still come from traditional marketing channels such as web forms, trials, demo requests, whitepapers, eBooks, case studies, and any other channels you’re already using for lead generation. Create Case Studies To Demonstrate Value. Qualify The Leads You Already Have.

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

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

No More Cold Calling

MARCH 15, 2018

Use social channels to find out what’s going on with them. After all, study after study has shown the dangers of technology addiction for children —from delayed development, to obesity, to mental health problems. Salespeople should make it a daily discipline to connect with people in their networks—personal and professional.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

Zoominfo

JANUARY 19, 2021

You don’t have to be a part of an eCommerce organization to build an effective lead capture system on your digital channels. That initial curiosity in your content offering — eBooks, whitepapers, case studies — might grow into an interest in your solution. An example of a landing page design. Landing Page Best Practices.

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

SalesFuel

APRIL 11, 2024

And for sales professionals, a new, robust communication channel has been launched. More Channels Provide More Personalized Choices for Sales Closing Finding a comfortable way to communicate with key clients is essential. Specifically, they studied responses to a request asked by way of video, phone, email, text or face-to-face (FtF).

Closing 115

Closing Face-to-face Tourism Hiring 115

Zoominfo

AUGUST 7, 2020

You expect to be treated like a valued customer because you know the data is there, they just haven’t taken the time to study up before the call. These places of data storage range from CRMs, social media channels, company websites, eCommerce platforms, and more from both legacy and new platforms. It’s frustrating.

Ideal Customer Profile 246

Ideal Customer Profile Customer Lead Rank Top of Funnel 246

Sales and Marketing Management

JULY 15, 2018

According to a Nielson study, 83 percent of consumers trust peers over brands when it comes to making purchase decisions. For example, if your target demographic is mainly female between the age of 18 and 34, you may find more success using Pinterest over any other social channel. However, there is a bit of skill needed.

Maximizer 192

Maximizer Top of Funnel Strategy Social Media 192

Sales and Marketing Management

FEBRUARY 24, 2021

According to a Hubspot study : 39% of people will stop engaging with a website if images won’t load or take too long to load. Choose a primary content channel (like a blog, social media platforms, or a podcast), and focus on creating content that is: High-quality. Informational. SEO-friendly.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

Zoominfo

MAY 27, 2019

Customer testimonials or case studies. Use the right channels with your marketing automation platform. Email is by far the most popular and effective marketing automation channel. But that doesn’t mean it’s the only channel worth pursuing when you look to implement or improve your marketing automation strategy.

Top of Funnel 197

Top of Funnel Lead Rank Lead Scoring Marketing 197

Zoominfo

SEPTEMBER 12, 2018

In fact, certain studies show that well-crafted voicemails can improve response rates anywhere from 3% to 22% ( source ). Study the prospect’s business website and social media profiles, then, select one or two details to reference in your voicemail. Of course, this tactic isn’t possible without conducting research prior to the call.

Call-back 210

Call-back Follow-up B2B Social Media 210

Zoominfo

SEPTEMBER 27, 2018

Candidate response rate can tell you which channels are most effective, which messaging resonates best with your audience, and when candidates are most likely to respond. 4. Use a multi-channel outreach strategy. You likely choose the channels and outreach strategies that work for you. Try a different channel!

Channels 183

Channels Social Media Ideal Customer Profile LinkedIn 183