Sales 2.0

APRIL 23, 2020

If you don’t sell to the enterprise market, it’s very likely your competitors will. When one of your competitors succeeds in getting business in the market that has 60% of the cash to spend in your type of solutions, what will that do for their business and yours? It’s the “80/20, Pareto rule” again. Areas of change.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

SBI Growth

FEBRUARY 11, 2013

Ops remains close to the CSO but marketing, finance and HR are more influential. Marketing is not sharing pipeline data. For generations marketing has been on its own. An Ops leader recently told me marketing resisted handing over the data. As long as that data is housed exclusively in marketing, Ops is not responsible.

Collateral 334

Collateral Customer Service Data Buyer 334

SBI Growth

AUGUST 25, 2013

As the VP of Sales, it is your responsibility to ensure your organization has the collateral your customers demand. Building and reviewing sales collateral in conjunction with marketing. They work closely with Marketing to build content the buyer demands. Gathering competitive intelligence through mystery shops.

Collateral 314

Collateral Buying Cycle Software Software 314

Highspot

JANUARY 28, 2024

This underscores the influence of sales collateral, ranging from traditional brochures to dynamic digital content like blogs and videos, in steering potential customers through their buying journey. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal. What Is a Sales Collateral?

Collateral 96

Collateral Top of Funnel How To Distribution 96

Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

The Pipeline

JULY 30, 2019

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or set aimed at your market. As a result, most organizations’ collateral is aimed at that Active Buyer, boldly traversing 57% of their journey before succumbing to a salesperson.

Buyer 277

Buyer Collateral Harvest Quota 277

Sales and Marketing Management

MARCH 22, 2019

The current state of market pulse insights. From focus groups to user surveys, marketing turns to the audience to hear firsthand what is resonating and what is not? After all, sellers have a pulse on the market, so this must be sales’ responsibility. Adapting a B2C marketing practice into the B2B arena.

B2C 180

B2C B2B Marketing Buyer Persona 180

Sales 2.0

SEPTEMBER 14, 2014

3-4 weeks go by while you’re still learning your product and your market never mind filling your sales pipeline. The step that was missed was testing and refining the company’s message, target market and conversion of interested prospects into customers. I’m reading 80/20 Sales and Marketing by Perry Marshall.

Scale 373

Scale Hiring Collateral Social Selling 373

Zoominfo

SEPTEMBER 25, 2020

These days, emotional engagement with customers is a key differentiator for go-to-market teams. It’s also cheaper to keep an existing customer than it is to acquire a new one (think marketing campaign costs and new user training, for example). Online Searches May Indicate Early Go-to-Market Motions. Are they sticking around?

Loyalty 190

Loyalty Scale Customer Marketing 190

SBI Growth

NOVEMBER 19, 2013

It starts with the Marketing departments buyer centered marketing strategy. They can then locate the right marketing collateral needed assist in the buying process. Generally, marketing teams struggle with producing content. Strong internal content utilizes personnel from Sales, Marketing, and Product Development.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

SBI Growth

JULY 30, 2013

Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Are your marketing campaigns generating the desired return on marketing spend? Marketers need to "feel the pain" of the sales team.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Sales and Marketing Management

MARCH 11, 2019

Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. CRM Data that Improves Marketing. Prioritize your goals.

CRM 289

CRM Lead Scoring Lead Rank Data 289

Sales and Marketing Management

APRIL 1, 2020

By optimizing messaging, collateral and communication through effective sales enablement, sellers can better communicate the differentiating value of your new solution, showcase marketplace positioning and properly advise prospects. 1 barrier to success for a new product launch is a lack of preparation in the go-to-market and sales launch.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

SBI

OCTOBER 11, 2018

If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team. What Every Marketer Wants to Know About SalesTech but is Afraid to Ask. Because it is perfectly timed with our annual Top Marketing Tools Guide. Our Top Marketing Tools Guide has just 17. Of course not!

Tools 139

Tools Marketing Collateral Conference 139

Sales and Marketing Management

NOVEMBER 16, 2020

Author: Ron Carson Just about every marketer today has been told to listen to the voice of the customer to inform marketing strategy. First, marketing teams only receive this information second-hand – through sales, product management, etc. And it is why I encourage marketers to have regular “voice of the market” conversations.

Conversion 177

Conversion Customer Marketing Trade Show 177

SBI Growth

DECEMBER 24, 2012

When the decision is made at the top, the collateral damage is multiplied. Ignoring Content Marketing. Take the simple example of Marketing Automation technology. World class companies understand the virtual world is the new sales and marketing battleground. Are you ahead of the curve? Is it possible you have a problem?

Hiring 326

Hiring Lead Rank Collateral Case Study 326

SBI Growth

JANUARY 7, 2019

The Marketing function has created the necessary collateral to. Your organization is ready to launch your brand new product going into the new year. The Product organization has done all the pre-launch planning correctly.

Forecasting 180

Forecasting Collateral Marketing System 180

SBI Growth

FEBRUARY 13, 2014

Package sales/marketing content intelligently and intuitively. The content is sales collateral aimed at the customer. You can use events such as: New Field Initiative: This could be a new market opportunity. It can be a tool for a specific market/persona/sales person profile. You can’t have one without the other.

Hiring 296

Hiring Collateral Ideal Customer Profile Sales Enablement 296

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Product Marketing.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Hubspot Sales

JANUARY 2, 2020

Let's add one more thing to the list — creating a spirit of cooperation between your sales and marketing organization. Today’s modern salesperson doesn’t sell in a vacuum, and reaching a new level of success in sales often requires some help from marketing. Identify your marketing leaders or a suitable counterpart.

Ideal Customer Profile 141

Ideal Customer Profile Marketing Qualified Lead Buyer Persona Sales Qualified Lead 141

Zoominfo

AUGUST 8, 2024

With the right sales enablement process, revenue leaders can confidently improve sales team skills, boost customer retention, expand market differentiation, and drive revenue growth. That reflects the fact that effective enablement relies on contributions from multiple teams, including product, marketing, and customer success.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

DiscoverOrg Sales

DECEMBER 4, 2017

What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. “Changing the perspective within your organization is key … it’s not about aligning sales and marketing to each other, but aligning and integrating them both with the customer’s journey.”

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Pipeline

SEPTEMBER 20, 2013

For example, if a fashion trend watch says that people are looking for things that are jewel-toned this year, consider using these types of colors in your marketing collateral or your products. When you run a seasonally-themed marketing campaign, try your best to keep track of where your sales leads are coming from.

Fashion 244

Fashion Collateral Trends Campaigns 244

Sales and Marketing Management

JULY 13, 2020

Rethink Sales Collateral. If you choose to mail out swatches, designate one person in the office to interact with these hard to clean items to keep both the physical collateral and shipping materials free from contaminants. Dean Stier is chief marketing officer for National Business Furniture. In these areas, containment is key.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

Sales and Marketing Management

NOVEMBER 17, 2019

Review your sales collateral. The chances are, if you have a small sales team, you have an even smaller marketing team. That doesn’t mean you have to miss out when it comes to sales collateral. Customers have questions; they want answers. They’ve already done a lot of research before they come into contact with a salesperson.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

SBI Growth

SEPTEMBER 15, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Marketing is creating relevant content that the sales team can leverage throughout sales campaigns. They stopped handing out collateral on all the bells and whistles. The Buyer Process Map (BPM) will help you tackle these challenges.

Tools 300

Tools Sales Tools Collateral Vendor 300

Allego

JANUARY 12, 2023

Marketing creates content. Sales is annoyed, while marketing is frustrated—maybe even a little sad. “It’s a common problem: The marketing team creates content for sales, but sellers don’t use it. What Motivates Sellers to Use Marketing Content. It’s a tale as old as time. Sales ignores the content.

Collateral 106

Collateral Marketing Report Motivation 106

The Pipeline

JUNE 25, 2020

I remember when clients started giving reps iPads, loaded them up with collateral, and turned to market and announced, “We are Digital!” For too long we have allowed business leaders to celebrate incremental gain, mostly momentum and market-driven, as success. The same attitudes that limited and limit real transformation.

Sage 288

Sage Real Estate Skype Collateral 288

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. As a result, businesses need a platform to collect and analyze conversation and company data to inform their go-to-market strategy. Marketing teams. Sales teams.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Scoring 264

Hubspot Sales

JUNE 24, 2020

Smarketing — the practice of integrating your sales and marketing efforts to foster closer collaboration between the departments that carry them out. Here are some key marketing metrics to know for smarketing efforts. SQL quantity is a KPI that covers shared responsibility between marketing and sales. Number of SQLs.

Lead Rank 137

Lead Rank Webinar Metrics Marketing Qualified Lead Sales Qualified Lead 137

SBI Growth

MARCH 2, 2013

marketing collateral, proposals, executive summaries, letters, emails, presentations, etc). If you’re theme sticks out, customers are more likely to remember it. Socialized – Once you have your theme, you need to spread it. Make it known across various oral and written communication channels (e.g.,

Meeting 316

Meeting Customer Scale Collateral 316

Pipeliner

NOVEMBER 1, 2024

In the fast-evolving landscape of content marketing and sales, podcasting has become a powerful medium for brand visibility and audience engagement. Platforms like Spotify and Apple Podcasts use sophisticated AI algorithms to recommend content based on user behavior—something sales teams can capitalize on for a new SEO and marketing edge.

Strategy 98

Strategy Demographics Segment Collateral 98

SBI Growth

AUGUST 28, 2013

Each SM completed readings, quizzes and brought examples from their market. Keeping key collateral and processes in the system will get them used to the platform. Each team was awarded points for completing pre-training prep. Orange Crush showed up on Day 1 with a slight advantage over Blue Apple.

Training 300

Training Sales Management Hiring Social Selling 300

SBI Growth

MAY 21, 2013

Know about competitive products, pricing, after sale support and market share. You and your sales ops team might become collateral damage too. Knowing what your “A” players look like is a start. Your CSO then needs a plan to source, hire and develop more “A” players. What are my competitors doing? This is a recipe for your success.

Hiring 300

Hiring Collateral Comparison Territories 300

Zoominfo

SEPTEMBER 25, 2020

These days, emotional engagement with customers is a key differentiator for go-to-market teams. It’s also cheaper to keep an existing customer than it is to acquire a new one (think marketing campaign costs and new user training, for example). Are they sticking around? If they aren’t, halt all growth efforts and go figure out why.

Loyalty 130

Loyalty Scale Customer Marketing 130

Hubspot Sales

NOVEMBER 22, 2024

Before starting my career in marketing, I worked in business development. We noticed that ~40% of the churned customers struggled with defining their Ideal Client Persona (ICP), which led to unsuccessful marketing campaigns." Organize internal sales collateral. Fletcher then uses AI to discover their challenges.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

Allego

MARCH 7, 2023

Product marketers play a critical role in any company’s success. They’re conduits of information and the connective tissue between product developers, the marketing team, and the sales force. If you’re tired just reading that list, imagine how product marketers feel. 3 Habits of Highly Effective Product Marketers 1.

Marketing 115

Marketing Sales Enablement Collateral Microsoft 115