SBI Growth

APRIL 4, 2024

Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and about the go-to-market strategies and tactics that will get them there.

Research 177

Research Survey Strategy Marketing 177

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

SBI Growth

APRIL 24, 2024

However, many are dissatisfied with Go-to-Market teams executing those growth plans. CEOs anticipate growth, confident in their strategies to meet demand.

Research 177

Research Meeting Strategy Marketing 177

Sales and Marketing Management

FEBRUARY 7, 2023

Highlights from research that analyzed 100 skills and behaviors across 13 different categories to find the attributes shared by top sales performers. The post 5 Capabilities Sellers Must Have to Be Top Performers appeared first on Sales & Marketing Management.

Research 350

Research Marketing Sales 350

Zoominfo

AUGUST 27, 2024

This is the value of marketing account intelligence software. By leveraging the power of data and advanced analytics, marketers are able to develop targeted lists of accounts that perfectly align with their ideal customer profiles. This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Sales and Marketing Management

NOVEMBER 29, 2023

Confidence is vital to leadership, but truly effective leaders also put the work in behind the scenes, preparing and researching to make sure the decisions they make are based on a sound understanding of their businesses and the markets in which they are operating.

How To 293

How To Research Marketing Sales 293

Smooth Sale

DECEMBER 16, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: When Adversity Hits, Do Your Research for Business Growth Commentary often gets us into in-depth conversations, particularly when we dont agree. I enjoy following the markets, connecting with the news, and participating in a limited way. Author One Stop, Inc.

Research 85

Research Hiring Influencer Face-to-face 85

Sales 2.0

MAY 20, 2020

If you’re a sales person, business owner, or marketer, your job is to facilitate this transmission. There’s a professor of psychology at Oxford University called Robin Dunbar and his research helped quantify just how connected we are. Dunbar for good. It helps you sell your product. Lack of trust has the opposite effect.

Cold Calling 501

Cold Calling Referrals Networking Education 501

Zoominfo

DECEMBER 28, 2020

And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Your marketing and sales teams need both. Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. Let’s break that down. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

No More Cold Calling

APRIL 16, 2020

In fact, just 18 percent of salespeople are classified by buyers as “trusted advisors” whom they respect, according to research by Steve W. Joe Galvin, chief research officer at Vistage, clarifies the meaning of trust in his article, “ Trust in the Time of COVID-19.” At least, that’s what many prospects have come to believe.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Steven Rosen

JULY 15, 2024

In today’s competitive business landscape, aligning sales and marketing teams is crucial for organizational success. Here are five key strategies to ensure your sales and marketing teams work together seamlessly, driving growth and enhancing overall performance.

Marketing 156

Marketing Ideal Customer Profile Buyer Persona Case Study 156

Sales 2.0

OCTOBER 25, 2021

Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Research shows that most sales people typically spend 65% of their time on non-selling tasks. Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks.

Territories 396

Territories Compensation Scale Decision Maker 396

SBI Growth

DECEMBER 1, 2021

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market.

Benefit 334

Benefit Resources Research Opportunity 334

Zoominfo

DECEMBER 9, 2024

With a majority of buyers only choosing to engage sellers once theyre 60% through their purchasing journey , its crucial for go-to-market teams to have accurate, reliable insights into how active, high-priority accounts are thinking about software investments.

Buyer 130

Buyer Top of Funnel Intent Data Buyer Intent 130

Sales and Marketing Management

AUGUST 28, 2023

Recent sales management research shows that the best sales managers – those whose teams achieve targets, have higher win rates, and get premium pricing – are 52% more likely to excel at planning and analyzing how sellers should manage their territories.

Territories 288

Territories Research Sales Management Sales 288

No More Cold Calling

JUNE 25, 2020

Research from Invesp shows that existing customers are 50 percent more likely to try new products and spend 31 percent more than new customers. How’s that for attracting new clients in a highly competitive market? Analyze your B2B marketing strategy. Bottom line: Your current customers are ripe for new business.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Zoominfo

SEPTEMBER 24, 2024

For today’s marketers, data is more than just numbers on a dashboard — it’s the key to unlocking new opportunities and staying ahead of the competition. But here’s the catch: many marketing teams are flooded with disconnected data points and siloed insights, struggling to understand what truly drives customer behavior.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Sales and Marketing Management

NOVEMBER 11, 2020

Author: Jen Smith, VP Marketing, MarketingProfs In the “Before Times” – way before the start of the COVID-19 pandemic – virtual events were often seen as lesser-than to in-person, bigger-budget events. Freeman Event Research reports that some are pushing boundaries and reimagining virtual events in useful, unusual, and offbeat ways.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

Sales and Marketing Management

OCTOBER 15, 2020

In April, Echo Market Research and Tango Card asked 500 newly remote employees how engaged they were feeling. Taking a closer look at recognition programs, the Incentive Research Foundation (IRF) reports that 26% of program owners say they’re communicating more frequently.

Incentives 317

Incentives Incentive Travel Cancellation 317

SBI Growth

APRIL 25, 2024

For much of 2023, volatile markets and unforeseen challenges held CEOs back from executing aggressive value creation plans. But with Q1 2024 going by without much issue, it seems like the perfect opportunity for business leaders to accelerate growth and capitalize on new opportunities.

Report 177

Report Marketing Opportunity Research 177

Zoominfo

MAY 27, 2021

Imagine, however, that on top of having access to a universe of sales and marketing data, you could sift through it all quickly to zero in on just those in-market prospects on the hunt for a solution like yours — actively doing more research online for a problem that you can solve. Without benefiting from it through sales.

Intent Data 246

Intent Data Intent Data Top of Funnel 246

SBI Growth

NOVEMBER 14, 2023

Some of the research that SBI has done this year highlights a trend of sales cycles getting longer and deal sizes getting smaller. This can be attributed partially to customers and prospects having more stakeholders involved in any buying decision—combined with tendencies for more conservative buying behaviors in 2023.

Customer 177

Customer Strategy Marketing Sales Cycle 177

Sales 2.0

OCTOBER 9, 2020

No, not those blokes in marketing that never have time to help you, your own team.). Hey, but what if you had a team helping you? (No,

Account 385

Account Scale Social Media Small Business 385

Zoominfo

JUNE 2, 2021

By adding automation to these high-quality results, day-to-day sales and marketing efforts get easier, too. Savvy sales reps and marketers can take this approach to engage with leads earlier and stay ahead of their competitors. Figure 1 : Real-time buying signals can boost various sales and marketing activities.

Data 246

Data Intent Lead Rank Lead Scoring 246

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Ultimately, your sales and marketing strategies depend on it. Identifying customer pain points is crucial to the success of both your sales and marketing strategies. Use Intent Signals.

B2B 277

B2B Intent Signal Customer How To 277

Zoominfo

NOVEMBER 1, 2024

Personalization, precision and performance are the keys to modern B2B marketing. And account-based marketing software is what helps your team nail all three with perfection. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Sales 2.0

JULY 17, 2019

Getting in the door and getting in front of a human in your target market is a huge problem for most startups and small businesses. In 2011, Baylor University conducted a research study on cold calling with realtors from Keller Williams. What really holds most sales people back is getting in the door not closing. Baylor University.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

No More Cold Calling

DECEMBER 10, 2020

I started to write a research-based post about managing a multi-generational workforce, but if you know me, you won’t be surprised I found most of the research boring. I was appalled when listening to a podcast on marketing, and the interviewee said: “Explain it so your grandmother would understand.”. How hypocritical is that?

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. Gartner experts shared their research on seller access in a recent webinar, “ The Chief Sales Officer’s Leadership Vision for 2021.” There is an answer to seller access. What’s old is new again. Referrals are as old as time. Think about it.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

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