DiscoverOrg Sales

NOVEMBER 13, 2017

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. This is Part 2. … Intent data. Business model.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Sales and Marketing Management

JUNE 26, 2017

Author: Nick Bhavsar, Senior Vice President Marketing, Get Smart Content We’ve all been there: It’s the end of the quarter and you find yourself staring at the numbers, wondering how you’re going to make up the revenue gap in such a short amount of time. But, modern marketing has created ways for marketing to help in the short term as well.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Sales Hacker

AUGUST 12, 2021

Not involving the decision-maker. Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. Deals are 80% less likely to close when a decision-maker isn’t directly involved in the experience.?So How to prep and empower your team.

Decision Maker 130

Decision Maker Buyer Persona Collateral Case Study 130

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Sales Hacker

JULY 3, 2020

In B2B sales, getting multiple decision makers on board is a dream. We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments. The company I work for primarily sells to marketing teams. and ” why now ?” than ever before. The Problem.

Decision Maker 130

Decision Maker Lead Rank Hiring Sales Qualified Lead 130

SBI

DECEMBER 16, 2014

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? Sales and marketing teams start by uploading sales collateral to ClearSlide in a variety of formats. Nancy: What does ClearSlide do?

Up-Sell 130

Up-Sell Decision Maker Forecasting Revenue 130

Sales and Marketing Management

MARCH 1, 2021

They pick up lessons about how to pitch, answer objections, use marketing collateral and other aspects of selling for that product in that market, while gaining confidence in their abilities. Reps improve by seeing how their peers perform key tasks. They help to improve sales training and organizational agility.

SAP 177

SAP Face-to-face Hiring Exercises 177

SBI

MAY 14, 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? The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities.

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

Hubspot Sales

JULY 13, 2020

It may also be helpful to include the marketing team in the audit as the two teams tend to collaborate on initiatives or projects. Check out HubSpot’s free sales and marketing alignment resources to help you improve cross-team communication and collaboration. Do your reps have assigned target markets? Sales Audit Checklist.

Hiring 132

Hiring Decision Maker Collateral Demographics 132

Sales Hacker

DECEMBER 14, 2022

It provides sales teams with the latest product information, marketing collateral, and L&D, and is a one-stop shop for everything sales- and product-related. Collateral. Make sure your team has all the collateral that they need in one place. Why sales enablement matters. Motivations. Objections. Case studies.

Sales Meeting 121

Sales Meeting Meeting Collateral Ideal Customer Profile 121

Hubspot Sales

JANUARY 12, 2018

When multiple stakeholder are looking at your proposals, electronic signature technology can help identify the decision maker based on metrics like total time spent on the document or key pages. 9) Empower a Modern, Mobile Workforce.

Decision Maker 110

Decision Maker Scale Proposal Collateral 110

HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. In this case, they are trying to determine the principles, standards, incentives, and priorities of the key decision makers. However, you will select only one product.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Zoominfo

APRIL 4, 2018

Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. In fact, 86% of sales and marketing professionals have begun using targeted account strategies to generate new business for their companies ( source ). Consider this, the average B2B purchase involves 6.8

Ideal Customer Profile 178

Ideal Customer Profile Account Buyer Persona Lead Scoring 178

Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! Events are a great tool to have in your marketing arsenal. Check them out below!

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Troops

AUGUST 2, 2018

You bring in decision makers, check LinkedIn for additional connections, and build a game plan. Tom recommends sales users have a Slack channel set aside for sharing sales-customized marketing collateral. “No, Slack Sales Tip #6: Make Marketing Assets Easy to Find. See how it works.

Closing 97

Closing Collateral SalesForce Channels 97

Seismic - Sales Effectiveness

MAY 24, 2019

When organizations think of sales and marketing alignment, they often focus on demand generation. Sales and marketing must work together to deliver on the promise of alignment. Marketing must agree to move beyond demand generation content and build content designed to be used in the sales process. Co-develop buyer personas.

Marketing 90

Marketing Demand Generation Agencies Lead Scoring Lead Rank 90

The ROI Guy

SEPTEMBER 22, 2014

What your marketing and sales enablement teams might not fully realize is that: Product / service differentiators are fleeting, especially today where new product launches are faster than ever before and solutions are quickly commoditized. In order to navigate the decision making process, the buyer needs to understand “Why consider a change?”

Lead Rank 92

Lead Rank Lead Scoring Decision Maker Discount 92

Hubspot Sales

JULY 2, 2020

By LinkedIn's own estimate , 97% of B2B marketers use the platform to support their content marketing efforts. Couple that figure with the fact that roughly 88% of video marketers report that video marketing offers a positive ROI, and you'll find that a solid LinkedIn video strategy is a sound investment.

LinkedIn 134

LinkedIn Video Cost Per Click Campaigns 134

DocSend

JUNE 21, 2022

Imagine this scenario: your prospect says they’re the main decision-maker, but then forwards your collateral to their boss, the real decision-maker. DocSend lets you know when prospects engage with your collateral, and with whom they share it. It’s so powerful.” – Paul Koelle, Dropbox DocSend.

Closing 88

Closing Scale Collateral Top of Funnel 88

Seismic - Sales Effectiveness

NOVEMBER 25, 2019

Are you seeing 20/20 when it comes to aligning your sales and marketing teams in the new year? Whether you’re just beginning your sales enablement journey or looking for a new partner to help tackle your sizable goals, the first step is to identify and address the biggest sales and marketing challenges you and your company face today.

Sales Enablement 85

Sales Enablement Scale Collateral Government 85

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. Many sales and marketing leaders try to get cute and overthink their targeting, messaging, content creation, etc. How Customer Success Drives Predictive Sales and Marketing.

Ideal Customer Profile 105

Ideal Customer Profile Top of Funnel Customer Lead Scoring 105

Sales Hacker

JANUARY 6, 2021

“ Deploy the marketers! If only sales and marketing were that swashbuckling in real life, right? First of all, this pirate ship is built on account-based marketing (ABM). Every crew member on a ship has a duty to perform, and it’s the same when your sales and marketing teams are aligned. Email marketing.

Account Based Marketing 73

Account Based Marketing Ideal Customer Profile Demand Generation Targets Top of Funnel 73

Hubspot Sales

JUNE 29, 2020

For missionary sellers, their goal is not to complete a transaction — they are instead focused on educating an influential individual or decision-maker on the benefits of their product, in hopes that this individual can influence a purchase down the line. Missionary selling, on the other hand, focuses less on selling products.

Examples 109

Examples Pharmaceuticals Education Competition 109

Sales Hacker

JULY 17, 2018

What is the role of Marketing in ABS? Every account — and the decision makers who lead it — is treated as a market of one. It now spans account-based marketing (ABM), and account-based sales development. Major purchases require the tiered approval of several decision makers. Is ABS for you?

Ideal Customer Profile 71

Ideal Customer Profile Account Decision Maker Buyer Persona 71

Allego

OCTOBER 16, 2020

Today, when we can’t predict market changes caused by the pandemic, organizations can not design training catalogs, curricula, or calendars for the long term. Sellers are motivated to learn because their quota depends on it or they need to respond against competitors in a particular situation in a specific market.

Sales Enablement 133

Sales Enablement Scale How To Churn 133

Sales Hacker

MAY 8, 2023

Millennial decision-makers expect you to understand their unique needs and prefer personalization. At the same time, creating a central repository of sales collateral fulfills your sales team’s access needs. Technology, market conditions and buyer needs will evolve, so your teams will need regular training.

Buyer 116

Buyer How To Sales Enablement Face-to-face 116

Crunchbase

JANUARY 13, 2023

Today’s average B2B buyer is typically more than halfway through the sales funnel before interacting with a rep, having done their own market research, competitive analysis and price comparisons online. But simply uploading sales collateral to LinkedIn and waiting for the customers to roll in won’t cut it. A holistic approach.

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. Most vertical marketing strategies are light in nature consisting of tabs on websites, vertical-oriented stock photos and key words added to headers.

Marketing 52

Marketing Strategy Collateral Case Study 52

Allego

DECEMBER 20, 2023

Think of it this way: A company website is a broad communication channel for any prospective buyer, and the marketing team controls it. Moreover, this software serves as a powerful tool for enhancing collaboration among your go-to-market teams. Digital Sales Room software has since evolved to primarily help sellers sell.

Software 125

Software Software Lead Rank Vendor 125

Sales Hacker

NOVEMBER 7, 2017

Check-writing decision-makers usually enjoy that. Start segmenting your ICP (ideal customer profile) into 3 segments and define a sales strategy (route-to-market) for those 3 segments. Look here and learn which sales collaterals can help you in which buyer journey phase. Describe your ideal customer carefully!

Ideal Customer Profile 108

Ideal Customer Profile Outbound Sales Qualified Lead Face-to-face 108

Janek Performance Group

JUNE 10, 2024

Because sales is more complex than ever, professionals in the field have to keep in mind they face the very real possibility that they’ll be selling to a group of decision-makers, rather than a single final decider. Marketing will want to know how the software is able to handle and track campaigns, lead generation, etc.

Decision Maker 62

Decision Maker Face-to-face Motivation Influencer 62

OnePageCRM

MARCH 2, 2017

Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. A loose analogy perhaps, for the age old battle that is sales versus marketing. Benefits of sales and marketing alignment. CSO Insight. Increased revenue. CSO Insights.

Top of Funnel 48

Top of Funnel Lead Rank Marketing Qualified Lead Lead Scoring 48

Customer Centric Selling

SEPTEMBER 9, 2021

Are salespeople prepared to call up high to get the decision-maker? What to Listen For: Product Marketing [4:15]. Are salespeople prepared to call up high to get the decision-maker? What to Listen For: Product Marketing [4:15]. Is that a really good idea? Effective Communication of Salesperson [9:13].

Collateral 52

Collateral Decision Maker Course Channels 52

Zoominfo

APRIL 15, 2019

Account-based selling isn’t a new concept—but it’s recently exploded as a common practice in sales and marketing circles. In fact, 86% of sales and marketing professionals have begun using targeted account strategies to generate new business for their companies ( source ). Consider this, the average B2B purchase involves 6.8

Ideal Customer Profile 100

Ideal Customer Profile Account Buyer Persona Lead Scoring 100

Allego

JULY 17, 2023

It includes everyone who plays a role in helping to generate revenue for the business: sales, marketing, enablement, HR, and customer success. Effective buyer enablement involves understanding the buyer’s journey and aligning sales and marketing efforts to support buyers at each stage. Enablement is now revenue enablement.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

SBI

MAY 13, 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? The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities.

Up-Sell 54

Up-Sell Revenue Collateral Closing 54

SalesHandy

MAY 1, 2020

These resources can be gained by doing market research of your product, gathering your competitor’s ICP (ideal customer profile) records, and checking other resources like survey studies or case studies. Finding the right decision maker. You need to find the decision-maker who is going to make the buying decision.

Ideal Customer Profile 87

Ideal Customer Profile Prospecting Top of Funnel Decision Maker 87