Zoominfo

FEBRUARY 10, 2021

PRO TIP: Add some zip to your pitch by replacing product-centered terms with customer-centered action words: “Our software is best-in-class” becomes “Our software will boost your sales.”. Use case studies or customer testimonials to tell your story. And that makes sales pitches more engaging – for both you and your prospects.

Examples 246

Examples Case Study Face-to-face Study 246

Hubspot Sales

SEPTEMBER 29, 2023

According to a study from Second Nature Sales Coaching , 96% of respondents agree or strongly agree that effective sales coaching positively impacts sales reps’ performance. Additionally, with features like call coaching software — some tools can even help you help them level up their conversations. Pricing is available upon request.

Sales Coaching 115

Sales Coaching Software Software Coaching 115

Zoominfo

JUNE 10, 2018

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 )?

Objections 239

Objections Case Study Face-to-face Study 239

No More Cold Calling

JUNE 7, 2018

According to an Insidesales.com study, as reported in Forbes , 58.4 Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software. They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Zoominfo

JULY 23, 2020

In a study conducted by Drift , 58% of companies they reached out to, never responded at all (at all!). Share Case Studies. Case studies about customer success are a great way to convince warm leads that are still on the fence that your product has real value. Use Your CRM Software.

Sales Qualified Lead 246

Sales Qualified Lead Lead Rank Lead Scoring Leads 246

Sales and Marketing Management

SEPTEMBER 8, 2018

After a week, a new email is being delivered, showcasing the best links, blog posts and case studies of your brand. First of all, before you can put your email autoresponder software and strategy in action, you’ll need to develop a strategy that’ll help you turn cold website visitors into email subscribers. Day 2 – Case Study.

Case Study 237

Case Study Discount Webinar Metrics How To 237

Sales and Marketing Management

SEPTEMBER 17, 2018

For example: “3D2B recently helped an enterprise software company generate 17,000 qualified leads. To back up your claim, link to a case study on your website that provides more details. Add some credibility-boosting elements, such as a quick case study, and include a call to action. Add a Call to Action.

Conversion 293

Conversion Sales Qualified Lead Direct Mail B2B 293

Zoominfo

SEPTEMBER 25, 2020

Looked at another way, those companies offer a customer experience that connects with buyers, whether that is web conferencing software, TV streaming services, or home cleaning products. If they are happy, ask them for quotes and case studies and use these as early collateral for your sales team.”. Are they sticking around?

Loyalty 190

Loyalty Scale Customer Marketing 190

Sales 2.0

JULY 28, 2020

My company, SalesRoads (North America’s leading B2B Appointment Setting and SDR Outsourcing firm), spends much of its time supporting the SaaS (software-as-a-service) industry, so we wanted to better understand their situation in this pivotal moment.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Sales and Marketing Management

MAY 26, 2020

A study by Xactly showed that the most diverse companies are 35% more likely to outperform their competition. In a 2019 Benchmark Study , respondents concluded that customers increasingly consider diversity when making buying decisions. We are seeing more women executives, more women senior leaders and more women buyers.

Lead Rank 227

Lead Rank Lead Scoring Scale Retention 227

Sales and Marketing Management

FEBRUARY 3, 2020

Although company websites, content and sales presentations are highly used assets when evaluating an organization and its products, a Harvard Business Review study determined that customer references are an influential decision support tool too.

Ideal Customer Profile 248

Ideal Customer Profile Customer Policies Promotion 248

DiscoverOrg Sales

FEBRUARY 6, 2018

In the resulting study , we organized results according to 7 key findings : Buying magic happens at the confluence of 3 different types of predictive data: Fit , Intent , and Opportunity. STUDY] Breaking Open the Predictive Black Box : What Data Points Actually Lead to Higher Conversion Rates and More Sales? Get the complete study.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Sales and Marketing Management

OCTOBER 4, 2018

For instance, a CRM software maker may work with customers who may also pay for other business tools like VoIP and enterprise text messaging. A good example of this strategy is the eCommerce software company Shopify. Studies however show that over a third of eCommerce businesses hire third party suppliers to handle logistics for them.

Marketing 214

Marketing How To Trade Show Segment 214

The Pipeline

NOVEMBER 1, 2021

Joel Stevenson is the CEO of Yesware – a leader in sales productivity software. in Business Administration from the University of Illinois and studied Chinese at Harvard-Beijing Academy. Subscribe today , and take the Breakfast on the go! Joel earned an M.B.A. from the Yale School of Management, a B.S.

Study 173

Study Software Software B2B 173

Zoominfo

APRIL 24, 2020

A week later, a study from the Institute of Supply Chain Management found nearly 75% of companies reported they would experience supply chain disruptions because of coronavirus-related transportation restrictions. Vacation Rental, Expense Management, and Fitness and Gym management software saw significant decreases in traffic surges.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Zoominfo

MAY 5, 2020

HR & Payroll Software. HR and payroll software was the third-largest increase in technologies surveyed. We have seen a growth of 17% for HR and payroll software since January 30. While HR and payroll software as a whole has grown, ADP has seen more growth than any other company in the space. Web Conferencing.

Tools 179

Tools Real Estate Travel Face-to-face 179

Sales and Marketing Management

DECEMBER 8, 2017

Author: Jeffrey Weil, General Manager, Upland Qvidian The value of data to proposal and sales teams isn’t a secret – but many of them aren’t using the data provided by proposal automation software to its fullest extent. companies, 62 percent of respondents use data insights to track the time it took to create proposals and RFPs.

Analytics 209

Analytics Data Proposal Survey 209

Allego

OCTOBER 8, 2024

A strong sales training program combined with modern sales training software directly impacts sales performance, win rates, and overall revenue. Sales training software is a key component of an effective training program. All of which can be found in modern sales training software.

Software 62

Software Software Training Scale 62

Nimble - Sales

DECEMBER 10, 2020

As per studies, for every dollar you invest in CRM, it brings back $8.71. No wonder 46% of sales teams are using CRM software. Small businesses need CRM to handle operational challenges. It will help you in organizing and building better relationships via contact management.

Small Business 142

Small Business Small Business CRM Study 142

DiscoverOrg Sales

JULY 10, 2018

A study from Gong.io Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. SALESPERSON: “Here’s a case study showing companies YOUR size will LOVE all our features!”. A Buyer Persona Study by Steve W. If you’re dealing with an objection, congratulations!

Objections 243

Objections Buyer Persona Study Decision Maker 243

Sales and Marketing Management

FEBRUARY 22, 2019

A Forrester Consulting study commissioned by Mediafly reports that the B2B companies surveyed work with an average of 176 partner companies. Indirect channels contribute to 49 percent of total company revenue but are provided access to devices and software at 1.4 times lower rates than direct sellers.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Sales and Marketing Management

MAY 4, 2020

A study we conducted found that having a logo at the top of your email increases your response rate by up to 12%. Nick Lisette is co-founder and chief technology officer of Black Pearl Mail , a software-as-a-service (SaaS) product that helps companies increase their brand and grow revenues.

Email Marketing 265

Email Marketing Marketing Follow-up Data 265

No More Cold Calling

AUGUST 24, 2017

They invest dollars in upgrading ERP Systems, marketing, equipment, and software each year, but for some reason, they don’t see value in upgrading the education provided to their sales and service teams. A recent study by CSO Insights shows that only 54 to 57 percent of salespeople achieve their sales goal. Click To Tweet.

Hiring 214

Hiring Account SalesForce Quota 214

Zoominfo

FEBRUARY 28, 2018

In fact, a recent study revealed that every dollar spent on CRM implementation yields a return of as much as $8.71 For those who aren’t familiar with this technology—it’s exactly what it sounds like: Instead of living in on-site software systems, CRM data is now hosted on the cloud. in sales revenue ( source ).

B2B 225

B2B Social Media CRM Social Selling 225

DiscoverOrg Sales

MAY 8, 2018

Updates about Intent and Opportunity data (“Scoops”) from DiscoverOrg include insights like this: If you sell marketing automation software, you may imagine how helpful it would be to know that “Kroger employees have conducted significant online research into email deliverability.”. Get the complete study. The other half?

Cold Calling 241

Cold Calling Prospecting Intent Data Intent 241

Sales and Marketing Management

MAY 4, 2020

A study we conducted found that having a logo at the top of your email increases your response rate by up to 12%. Nick Lisette is co-founder and chief technology officer of Black Pearl Mail , a software-as-a-service (SaaS) product that helps companies increase their brand and grow revenues.

Email Marketing 248

Email Marketing Marketing Follow-up Data 248

Zoominfo

JULY 11, 2018

The top five digital technologies B2B marketers use to manage content marketing efforts are analytics tools (87%), email marketing technology (70%), content management systems (63%), marketing automation software (55%), and webinar/online presentation platforms (43%) ( source ). B2B Content Marketing Distribution.

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

Hubspot Sales

SEPTEMBER 12, 2024

We’ll dig into the findings and see what we can learn from the study, but let’s start with some definitions. Ninety-five percent use the software to some degree, 78% use it regularly, and only 5% don’t use it at all. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S. Table of Contents What Is a B2B Buyer?

Hubspot 116

Hubspot B2B Buyer Data 116

Zoominfo

JUNE 17, 2018

It’s an entertaining story that also makes viewers understand how vital HP’s printer security software can be. Simply reach out to top customers and ask if they’re willing to talk about their success with your product—just as you would for a case study. This is a tactic that can be easily replicated for your own business.

Examples 237

Examples B2B Microsoft Telecommunications 237

Sales and Marketing Management

DECEMBER 12, 2018

Mark Finick, Marketing Manager at EssayOnTime, left us a great insight: “Many successful businesses offer free reports, case studies, software trials, and product samples to “warm” their audiences and take them one step closer to the purchase. Study Your Competition.

Marketing 196

Marketing Social Media Scale Case Study 196

Zoominfo

JANUARY 11, 2021

A buyer persona is: Marie from North America who often deals with delays in the supply chain due to tech stack incompatibility, while her procurement team spends $10,000 a year on supply chain software. Let’s say your company sells accounting software that specializes in advanced finance analytics. Identify your best customers.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Zoominfo

SEPTEMBER 12, 2018

In fact, certain studies show that well-crafted voicemails can improve response rates anywhere from 3% to 22% ( source ). Study the prospect’s business website and social media profiles, then, select one or two details to reference in your voicemail. Of course, this tactic isn’t possible without conducting research prior to the call.

Call-back 210

Call-back Follow-up B2B Social Media 210

Sales and Marketing Management

JULY 22, 2018

Proposal writers can examine which content features in the highest number of successful bids, like various iterations of product or service differentiation statements, or particular case studies. Jeff Weil is general manager of Upland Qvidian , a provider of cloud-based RFP and proposal automation software.

Data 189

Data Proposal Case Study Survey 189

DiscoverOrg Sales

NOVEMBER 27, 2017

Get the study: Why Didn’t They Buy? Someone who’s looking for email marketing software might type in, “Best email marketing software,” or they might type in, “How to start an email marketing campaign.”. The first person is probably looking for software to use. Offer freebies to people who keep coming back.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

Zoominfo

FEBRUARY 1, 2021

For instance, if your software solution increases your customer’s sales by 400%, that’s value. Consider this: “Throughout your effort at finding and scaling your go-to-market, you need to be carefully studying your customers’ experience with the product ,” wrote Matt Munson, CEO coach, and angel investor. Phase 2: Consideration.

Small Business 145

Small Business Small Business Ideal Customer Profile Lead Rank 145

Zoominfo

OCTOBER 5, 2021

However, studies show that the number of fields required to fill on a form is inversely related to the conversion rate. Enhancement software, like ZoomInfo’s FormComplete, can reduce the form fields to just one: a business email. Some even use progressive profiling to gather dozens of data points.

Demand Generation Targets 130

Demand Generation Targets Conversion Leads Marketing Qualified Lead 130

Sales and Marketing Management

OCTOBER 23, 2020

Devote a section of your proposal to case studies and client testimonials. As executive vice president of marketing at Qorus Software, Jennifer Tomlinson works to identify business needs and help her clients generate revenue more effectively and efficiently. Introduce the team who will be invested in the client’s success.

Proposal 177

Proposal How To ROI Case Study 177