SBI Growth

APRIL 25, 2017

Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We leveraged the SBI annual workbook to guide our conversation.

Workbooks 302

Workbooks Customer Marketing B2B 302

Sales and Marketing Management

OCTOBER 1, 2017

What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market. Market Oversaturation. Sales enablement platforms won’t be far behind.

Sales Enablement 261

Sales Enablement Vendor Marketing Infusion 261

Zoominfo

OCTOBER 27, 2020

It’s one of the most talked-about trends in the marketing world. . Marketers—us included—continue to preach the importance of understanding your customers and delivering targeted, personalized campaigns based on what you know about them. But what does developing an actual personalized marketing strategy actually entail?

B2B 246

B2B Marketing Segment Scale 246

SBI Growth

MARCH 28, 2020

Digital is transforming the market as companies like Apple and Amazon reign supreme. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation. Segment 2: Integrating Product into Your Digital Strategy.

Strategy 218

Strategy Marketing Segment B2B 218

SBI Growth

MARCH 21, 2020

Digital is transforming the market as companies like Apple and Amazon reign supreme. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation. Segment 2: Integrating Product into Your Digital Strategy.

Revenue 248

Revenue Segment Marketing Strategy 248

SocialSellinator

FEBRUARY 5, 2024

Discover key online search marketing strategies with our definitive guide. Enhance your SEM proficiency and dominate the digital marketplace today!

Marketing 98

Marketing Strategy 98

Sales and Marketing Management

OCTOBER 29, 2018

Author: Ryan Gould In the context of content marketing, a product-agnostic approach is one that focuses on your expertise and knowledge around a product, technology or service rather than your brand. The product-agnostic approach to content marketing has been around for a long time. weather results, sports scores, definitions, etc.).

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

DiscoverOrg Sales

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. MARKETING: Maybe if you actually followed up the same day. Hyper-focus on marketing-qualified leads. Rolls eyes.] Tag-team at events.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

SBI Growth

MARCH 22, 2020

Digital is transforming the market as companies like Apple and Amazon reign supreme. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation. Segment 2: Integrating Product into Your Digital Strategy.

Quota 215

Quota Marketing Segment How To 215

Zoominfo

NOVEMBER 20, 2018

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. We explain the basics of marketing attribution and explore several popular marketing attribution models.

Lead Rank 236

Lead Rank B2B Top of Funnel Marketing 236

SocialSellinator

NOVEMBER 22, 2023

Discover the essentials of organic search in digital marketing with our definitive guide, featuring expert SEO strategies and tips to boost your online visibility.

Marketing 100

Marketing Strategy 100

Sales and Marketing Management

FEBRUARY 10, 2020

Author: Adam Ortman Each year, it seems like the list of marketing conferences grows exponentially, which isn’t a bad thing. At conferences, you can learn about best practices, the latest technologies, and upcoming tools in the marketing world. Think SEO, SEM, and marketing analytics all rolled into one. Google Marketing Live.

Conference 229

Conference Microsoft Marketing Advertising 229

SBI Growth

FEBRUARY 21, 2019

Pick five non-marketing employees at random, and ask them what value your field marketing team brings to your organization. If you’re reluctant to do this exercise, it’s likely because you want to avoid blank stares and wild guesses that humble you.

Exercises 248

Exercises Marketing Campaigns Territories 248

SBI Growth

MARCH 14, 2020

Digital is transforming the market as companies like Apple and Amazon reign supreme. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation. Segment 2: Integrating Product into Your Digital Strategy.

Company 207

Company Marketing Segment Strategy 207

Steven Rosen

OCTOBER 25, 2018

Experts estimate that 90 percent of companies fail to execute their marketing strategies. If you are like most of the VPs of sales and marketing that I work with, you love developing marketing strategies and tactics. Developing marketing plans is the sexy part of what you do.

Strategy 373

Strategy Objections System Meeting 373

Sales 2.0

APRIL 23, 2020

I define enterprise accounts as companies with over 1,000 employees, definitions vary). If you don’t sell to the enterprise market, it’s very likely your competitors will. It’s very likely under those circumstances that they will overtake you in their delivery capabilities and their market penetration. Areas of change.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

SocialSellinator

FEBRUARY 2, 2024

Discover the best strategies for budgeting with our comprehensive guide, featuring a social media marketing budget calculator for smart financial planning.

Social Media 105

Social Media Media Marketing Strategy 105

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

No More Cold Calling

MAY 14, 2020

You definitely need to ask for referrals to receive them at scale. When the market is on an upswing, our customers and prospects may be focused on a whole host of things. Todd suggests we can actually read our customers’ minds. You’ve heard me say our clients aren’t mind-readers. You must ask them for referrals. Was I wrong?

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

Understanding the Sales Force

JULY 11, 2022

They were not professionally designed and they were definitely not attractive. The previous paragraph was about branding and marketing; not sales. There was one exception. The new BBQ/wings shop opening their second location has a very professional logo that makes them look like a national chain.

Company 347

Company Strategy Travel Advertising 347

SBI Growth

MARCH 29, 2020

Digital is transforming the market as companies like Apple and Amazon reign supreme. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation. Segment 2: Integrating Product into Your Digital Strategy.

Segment 320

Segment Strategy B2B Networking 320

SBI Growth

SEPTEMBER 16, 2018

The number one way to demonstrate Return on Marketing Investment (ROMI) is by driving revenue through Lead Generation. However, few CMOs are driving top-line revenue growth with their lead generation activity. The problem? It is in the statement. Activity.

Lead Generation 248

Lead Generation Lead Rank Marketing Qualified Lead Leads 248

The Pipeline

MARCH 16, 2020

But the virus has created a rare commonality, causing the market to behave in a more monolithic fashion. Remember, I have always said your definition of value is helping clients achieve their objectives. link] This is why I encourage you to share that definition with buyers. Trickle Down. Creating Action.

Objections 310

Objections SME Lead Rank Lead Scoring 310

Nutshell

MARCH 25, 2024

You can also leverage Nutshell’s email marketing tools to send automated welcome packets once you receive a signed agreement. Put a definitive onboarding plan together for a specified onboarding period, which could be as little as a few weeks and as many as three months—it all depends on your product or service.

Positioning 127

Positioning Customer Churn Face-to-face 127

SocialSellinator

MAY 1, 2024

Explore essential strategies and tools for effective CLV marketing in our comprehensive guide. Boost customer value now!

Marketing 98

Marketing Tools Strategy Customer 98

Sales and Marketing Management

NOVEMBER 4, 2020

After all, a new business has to expand from being an ambitious business plan to getting the first office space to acquiring the needed IT infrastructure, to hiring skilled labor, and to expand its market reach. It could also mean your marketing efforts are bringing in too much business for your current operation to handle.

Hiring 334

Hiring Trends Guarantee Industry 334

The Pipeline

AUGUST 5, 2021

No issue with that, but I prefer to use investment and the financial markets, primarily because of the focus on value. I know that some will say that Value is hard to quantify, it is not, especially if you work with a clear definition. You can visualize it this way: Share Your Value.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

Sales and Marketing Management

JULY 7, 2020

It should be noted that if you plan on investing in an incentive program that acts as a long-term sales and marketing tool, you have to be transparent about the program and your intentions. Spontaneous rewards are excellent as a short-term sales incentive plan or an element of a larger program.

Incentive 394

Incentive Incentives Motivation ACT 394

No More Cold Calling

FEBRUARY 13, 2020

Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. This quote is even more disturbing: “If you are like most organizations (which most organizations are, by definition), you have a 1 in 10 chance of strategy success. Put people before technology in your prospecting.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

Grant Cardone

MARCH 11, 2024

When I think of women who embody what it means to be a 10X Lady, Beyonce Knowles definitely comes to mind. Still, what I learned from watching Queen Bey is her genius marketing advice… Top 3 Pieces of Marketing Advice […] The post Marketing Advice To Learn From Beyonce appeared first on GCTV. And that deserves respect.

Marketing 114

Marketing 114

SBI Growth

OCTOBER 19, 2023

Their research has illuminated four definitive selling approaches, each characterized by specific competencies and behaviors. However, if we look closely, patterns begin to emerge that delineate the attributes of successful sellers. To discern these traits, SBI studied 100 frontline sellers, managers, and SDRs.

Study 177

Study Marketing Research Closing 177

The Pipeline

JANUARY 14, 2020

Let’s borrow descriptions from marketing to simplify. Giving you the opportunity to introduce your definition, in our case Actionable Definition. If the buyer agrees and buys into your definition, it is much easier to align on a roadmap. If that road includes your definition of value, it is a better ride.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

Sales and Marketing Management

OCTOBER 16, 2020

We’ll use Gino Wickman’s definition: “Core Values are a small set of essential, enduring principles that define your culture.” . Aaron McClung is the founder and principal of AM, a full-service branding, marketing, and technology firm in the Dallas/Fort Worth area. First, let’s define what they are.

Benefit 317

Benefit Company ACT Energy 317

The Pipeline

SEPTEMBER 14, 2021

The people without needs or problems, which is most of the market, will think and answer no. One definition of conversation is Conversation = Stimulus + Response. What if instead of needs or problems, you framed yourself as an outcome, a positive, desired outcome for the prospect?

Objections 339

Objections Prospecting Fashion Face-to-face 339

Zoominfo

MARCH 8, 2021

Every data point helps your revenue team (sales, marketing, and customer success) determine if this lead fits your ideal customer profile (ICP). When marketers look over a lead’s qualifications, they examine their engagement with the brand along with their b udget, a uthority, n eeds, and t imeline (BANT). Instead, it’s a chase.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

Zoominfo

DECEMBER 23, 2020

The digital strategies we’ve created and altered in 2020 have been drastically different from previous years, and will definitely differ in 2021. A organized, accessible database helps give a full, 360-view of potential customers, and is overall essential for marketing campaign success. Marketers have to ask, “Who are these people?

Ideal Customer Profile 245

Ideal Customer Profile Data B2B Webinar Metrics 245

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. I also like this definition from Stephen M.R. They complain they don’t have enough leads, or at least not enough qualified leads.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397