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I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. The report says, “87% reported that their sales teams were having difficulty meeting or exceeding quota.”
Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. Geographic growth opportunity Industry/Vertical market.
The world of B2B sales and marketing is at an inflection point. Traditional go-to-market (GTM) strategies, which rely on fragmented systems, are struggling to keep up with the demands of an increasingly competitive, fast-paced market. In fact, research from Salesforce indicates that a staggering 90% of CRM data is incomplete.
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.
Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.
When executed correctly, content marketing can attract, engage, and retain new customers– Yet, despite the various benefits of content marketing, many B2B organizations have miles to go before they can build a successful content marketing program. The Importance of Content Marketing. B2B Content Marketing Strategy.
A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. However, the study also revealed that only 24% of these leaders actually do anything intentionally to promote building those relationships.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: The Long-Lasting Impact of Sensory Marketing Do your marketing efforts focus on audio-visual presentations, such as print ads, radio spots, and videos on TV and the Internet? It examines the science behind sensory perception and its influence on purchasing decisions.
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.
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. 4 Examples of Product-Agnostic Content.
Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started. Discover your best marketing account segments from within your current customer base. Sound familiar?
Author: Jacob Dillon The marketing environment never sits in one place. As the digital era is here, every marketer and salesman must adapt to the most effective practices that bring the most results. Effective selling is impossible if the marketer/salesman fails to understand his target audience.
Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.
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. Let’s get into it!
For more than a generation, customer relationship management (CRM) systems have been the unquestioned core of virtually every go-to-market strategy. Your CRM is too often a mirage of the true market, hindering frontline GTM teams, slowing revenue growth, and limiting opportunities across the board. Bottom line?
The marketing team in every organization faces a familiar tug of war. Should they adjust their brand message in favor of performance marketing? Brand vs. Performance Marketing Your clients have many ways to spend their marketing budgets. But marketers aren't on board with that message.
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!
Challenge: Helping a company understand the HVAC digital marketing space Devin Burtley, an account executive at KXRM , has been on the job for a little over two years. In that time, he has been able to show how AdMall can assist a local business in understanding the ins and outs of the HVAC digital marketing world.
Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach. Demand Gen Report, 2016). This includes: Downloads of whitepapers, case studies, tech publications. What is Intent data? What is Intent data ?
According to a 2015 RAND report, 69% of employers with 50 or more employees offer a wellness program. Numerous studiesreport the return on investment for employers is significant and clear. Ultimately, 111 workers met the criteria to be included in the study. The motivation is not purely altruistic.
A recent study conducted by KPMG found that over 90% of companies. At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy.
Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Revenue teams – Companies will move beyond simply aligning sales and marketing toward revenue teams?—?super super teams that include customer success in the same organization as sales, marketing and operations.
Duhigg cites a study from the 1970s by James Averill, a University of Massachusetts psychology professor, in which Averill surveyed the residents of Greenfield, Mass., More than two-thirds of those on the receiving end of Averill’s anger study said they came to realize their own faults. Can anger motivate?
They recognize that customer experience is key, but they’re burdened down with reports, cold leads, and spending time with clients who are losers, which makes it hard to nurture their best clients. For more on the study, check out Zaledonis’s post. They tell me they’re overwhelmed. And in some ways, it has…. That’s the good news.
In the first quarter of last year, SBI published a research report that discussed how gaps in execution often threaten a CEO’s strategic plan. The data collected underscored the point; various studies indicated that somewhere between 63% – 74% of.
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.
Social video is one of the influencer marketing tools that should be used by both B2C and B2B influencers. B2B brands have been slow to trust influencer marketing, but it’s time for you to change that. This makes social video one of the most powerful influencer marketing tools available. Here’s how.
Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. 63 spot for that metric.
Dedicated CRMs Drive Higher Productivity Gains A CRM lets you automate repetitive day-to-day tasks, such as lead assignment, task reminders, data enrichment, and reporting. Automatically generate reports based on various metrics and KPIs. Lead and Marketing Automation Your CRM should help you easily capture and nurture leads.
All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. For those who aren’t familiar, marketing automation tools are exactly what they sound like—tools that automate certain marketing practices.
This past year, organizations utilizing AI tools for sales report an uptick in business leads and appointments by around 50%. According to a study by Nucleus Research, CRM integrations can lead to a productivity increase by more than 15%, minimizing data entry time and maximizing data accessibility across platforms.
Today we’re closing out this three-part series with a post for our marketing audience. So, if you’re on the hunt for new marketing resources, look no further. 1. Marketing 360. The Marketing 360 YouTube channel offers a wide variety of high-quality video content. 2. Duct Tape Marketing. Go check it out!
So it’s obviously popular with consumers, but why should marketers be considering SMS programs in addition to email and mobile push? Get the message out: Studiesreport that users are 35 times more likely to open and read an SMS message than an email. And, while down from its peak in 2011, over 1.5
In fact, best-in-class software companies report a 60% conversion rate following a free trial ( source ). Leverage customer testimonials or case studies. Did you know most B2B marketers consider customer testimonials and case studies to be the most effective content marketing tactic ( source )?
13% increase in productivity among the call center employees who were allowed to work from home ( Stanford University ) 100% more time was spent discussing non-work related topics by in-office employees ( Airtasker ) 91% of employees reported that they feel they’re more productive when working from home ( TinyPulse ).
The wave continued with another dip in July for both markets. What’s more, according to the report: Despite the pandemic-induced economic crisis, 45% of respondents are either currently expanding globally or slightly delaying their expansion and doing it within one year. Figure 1: Corporate office openings did not flatline in 2020.
The IAB asked that question in its 2025 Outlook Study. The participants responses in this study can help you plan how to approach accounts this year. Here are the anticipated levels of market share that specific formats will hold by the end of year: Digital video (with CTV/OTT) 23.2% boost recorded in 2024. Social media 17.2%
Sales organizations and teams that embrace diversity have a more solid footing in the market, achieve higher customer and employee retention and earn more wins. A study by Xactly showed that the most diverse companies are 35% more likely to outperform their competition. mouth, and reputation are still highly valued.
Or rather, change them back —from digital marketing to relationship building. 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. In the same study, 71.4 There is an answer to seller access.
Before starting my career in marketing, I worked in business development. According to HubSpot’s 2024 State of Sales Report , 23% of sales pros find cold emailing the best way to reach prospects. Pro tip: AI tools like HubSpot's Content Assistant can help you create self-service resources like blog posts and case studies.
Make sure to get a copy your FREE copy of the report. I have repeatedly been asked to provide sales managers with case studies on how to coach difficult sales reps. In this webinar, there are 5 case studies of difficult sales people. How to generate accountability, buy-in, and ownership when executing the marketing plan.
Sales and marketing teams that buy into myths about data providers miss out on serious business value. To buyers, these types of interactions may seem serendipitous, but timing sales and marketing interactions requires foresight. Account-based marketing can use sales intelligence for a new level of personalization. Us either.).
We’ll dig into the findings and see what we can learn from the study, but let’s start with some definitions. Keep this age group in mind as you try to hone your messaging and outreach, but don’t forget that younger buyers will be entering the market in the coming years. Table of Contents What Is a B2B Buyer? My suggestion?
The latest 2025 State of Sales Enablement Report reveals the top sales enablement trends for 2025and the stakes couldnt be higher. State of Sales Enablement Report 2025 According to the 2025 State of Sales Enablement Report , most companies expect AI to impact at least 25% of sales roles within two years.
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