SBI Growth

MAY 10, 2013

This may include webinars, white papers, blog articles, and a new business video. White papers can be authored by taking the outline of the Webinar, and leveraging the transcript from the presentation to write new content. Inbound Marketing tactics are fueled by content. This foundation of content is your saving grace.

Marketing 312

Marketing Case Study Webinar Metrics Harvest 312

No More Cold Calling

NOVEMBER 7, 2013

Check out what he has to say (and be sure to download his company’s white paper for a guide to strategic coaching best practices): “Great sales coaching creates great sales results. In LSA Global’s recent Best Practices White Paper , we outline these two mistakes and provide solutions to your sales coaching challenges.

Coaching 237

Coaching Sales Coaching Margin Small Business 237

SBI Growth

AUGUST 19, 2012

Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Your blog, white papers, webinars, and eBooks must be your best sales people. This post discusses how to get your prospects interested in you versus your competitors. Its role is to generate leads.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Targets Demand Generation Top of Funnel 257

The Pipeline

MARCH 31, 2014

Just as you need to set time aside for the unexpected emergencies, (Grab you copy of the Sales Happen In Time white paper, to learn more), you need to include some down time, time to step back, re-energize, regroup, and re-emerge ready to conquer more.

Up-Sell 317

Up-Sell Consumer Exact Account 317

SBI Growth

APRIL 8, 2013

Their goal is to know what resonates with buyers: Blog posts, webinars, white papers, etc. You need someone well versed in Buyer Personas and Buying Process Maps. Creating – This person also spearheads content creation. And based on the buyer research, when the content resonates most.

Top of Funnel 319

Top of Funnel Marketing Demand Generation Targets Demand Generation 319

Sales and Marketing Management

JUNE 25, 2018

Send out enabling YouTube videos, white papers, blogs and tidbits. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Get a standing desk and pound out 50 triples; call me in the morning. Get out of the office, never eat alone.

B2B 319

B2B Banking Conference Decision Maker 319

Sales Gravy

MARCH 25, 2025

Short webinars, white papers, or case studies can showcase real transformations youve facilitated. Short webinars, white papers, or case studies can showcase real transformations youve facilitated. Position your business as a problem-solver. Offer timely webinars on pain points you see trending in your market.

Ideal Customer Profile 88

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 88

SBI Growth

JANUARY 20, 2014

We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper). We decided to ‘give away’ the competitor’s offer and we differentiated a new form-fill offer. This strategy also extended to outside sales. The net result was increased conversion rates.

Campaigns 310

Campaigns Demand Generation Targets Demand Generation Outside Sales 310

Zoominfo

JULY 11, 2018

Buyers say they will share information in exchange for webinars (79%), white papers (76%), third-party/analyst reports (66%), e-books (63%), and case studies (57%) ( source ). B2B buyers say prescriptive content that lays out a formula for success is the most popular type of content ( source ). B2B Content Marketing Distribution.

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

SBI Growth

OCTOBER 23, 2013

Here’s where you see fruit of your labor: blog posts, eBooks, white papers, newsletters, webinars, etc. These are some of the questions addressed in step #2. Department Execution – The final step in the process is executing on the strategy.

Outsourcing Services 316

Outsourcing Services Lead Gen Marketing Webinar Metrics 316

Sales 2.0

OCTOBER 13, 2018

We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Sending people white papers and webinars is helpful.

Webinar Metrics 170

Webinar Metrics Face-to-face Call-back Buyer 170

Zoominfo

MARCH 10, 2021

However, that dissatisfaction may be unfairly aimed at the CRM itself, according to a new ZoomInfo white paper, “Transforming the CRM From a System of Record to a System of Insight.”. There are four types of bad CRM data: Incomplete records.

Analysis 246

Analysis CRM Remedy SalesForce 246

Understanding the Sales Force

MAY 7, 2018

Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. Whichever way you turn, wherever you look, and whatever you listen to there is data. There is data everywhere.

Data 192

Data Closing Survey Analytics 192

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. So, give this some thought… 1.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. So, give this some thought… 1.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Sales 2.0

SEPTEMBER 14, 2014

It’s not our job to build websites, landing pages, white papers, blog posts or other content marketing to engage prospects with our message. It’s not our job to figure out the messaging for our product so the market understands how it helps them. It’s not our job to produce collateral that clearly communicates the message.

Scale 373

Scale Hiring Collateral Social Selling 373

Understanding the Sales Force

OCTOBER 12, 2012

Speaking of requirements, findings, sales assessments, candidates and culture, I have updated my hugely popular White Paper, The Science of Salesperson Selection. Leadership must simply decide that if it wants to build a better sales culture, they better begin with Desire and Commitment becoming mandatory requirements.

Comparison 266

Comparison Exact Sales Examples 266

Zoominfo

AUGUST 21, 2019

You likely have plenty of sales enablement content waiting in the wings, if you’re producing assets such as: Blogs White papers. White papers, case studies, and testimonials usually live a little deeper, and they help nurture prospects toward the decision phase. Case studies. Video testimonials. Sales emails.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

No More Cold Calling

OCTOBER 22, 2013

Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. In fact, 86 percent of business buyers engage in research independent of the sales cycle. They’ve also researched what our competitors have to offer.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

Understanding the Sales Force

OCTOBER 6, 2014

You even might have downloaded some white papers, checked out some websites, and talked to some sales experts. When it comes to providing sales training for your sales force, what exactly, should modern training include?

Training 228

Training Lead Rank Lead Scoring Sales Methodology 228

The Pipeline

MAY 28, 2019

For a complete approach to time utilization for B2B sales professionals, download The Top Sales World White Paper: Sales Happen In Time. As we can’t change the time side of the equation, our only option is to work on our use of it. Return On Time.

Buying Cycle 309

Buying Cycle Face-to-face Lead Scoring Lead Rank 309

SBI Growth

MARCH 5, 2013

Low open rates – Marketing produced content (blog, white paper, etc.) Here are 4 areas to explore to find answers: Low website visits – When buyers go to look for you, they can’t find you. Few people opened it. The subject/title of your content missed the mark. Low Click-throughs – The title worked.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation Targets 320

SBI Growth

JANUARY 22, 2014

You can create PowerPoints, Prezi, videos or white papers to name a few. You may not have the luxury of an LMS (Learning Management System). But that doesn’t mean you can’t create and serve up training content in different modalities. The goal is to step outside the box. Do more than what you are doing today.

Training 281

Training Customer Hiring Education 281

SBI Growth

OCTOBER 21, 2012

How many of each of these do you need: blog posts, webinars, ebooks, white papers, case studies, infographics, etc? The output of this department will be public so it better be good. CEOs need to tell this department what he/she wants to see. The list is endless. What is best for you? An 8 Step CEO Call to Action.

Demand Generation Agencies 314

Demand Generation Agencies Demand Generation Targets Demand Generation Outsourcing Services 314

The Pipeline

OCTOBER 6, 2016

Vendors are happy to supply the case studies, ROI calculators, white papers, and all the rationale one needs to at that next app to their stack. These days, they throw technology at it instead. As they add things, they add complexity, complexity as presented Monday, impacts productivity negatively.

Fashion 291

Fashion Case Study Exercises Buyer 291

Sales 2.0

OCTOBER 13, 2018

We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Sending people white papers and webinars is helpful.

Webinar Metrics 150

Webinar Metrics Face-to-face Call-back Buyer 150

Sales and Marketing Management

NOVEMBER 28, 2017

Back up your personalized emails, phone calls and social outreach with long-form content, such as e-books, webinars and white papers, which you prepare specifically for the prospect. You might already have a generic white paper, for instance, entitled “How to Increase Efficiency with Enterprise Content Management.”

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

No More Cold Calling

MAY 6, 2014

Someone who’s downloaded a white paper is not a qualified lead, nor is someone who’s viewed a demo. We have to change how we talk about sales leads so that we’re looking for the right customers in the right places. You Call That a Lead? Inquiries are not qualified leads, and neither are those coveted lists of names.

Sales Qualified Lead 227

Sales Qualified Lead Marketing Qualified Lead Leads Ideal Customer Profile 227

Understanding the Sales Force

APRIL 28, 2014

These issues led to my White Paper on Trust, a study that had some very surprising and revealing results. Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you.

Prospecting 244

Prospecting Decision Maker Study Pipeline 244

DiscoverOrg Sales

JULY 5, 2017

Download a white paper? All content assets in all forms are available to you–videos, white papers, Skype conversations, personal notes, a blog post that someone wrote last year, an answer to a specific question, industry-relevant data. That is, it starts with marketing and is followed up by sales. View a video?

Account 289

Account Campaigns Engineering Harvest 289

SBI Growth

DECEMBER 8, 2012

What this means : If content to you means blogs and white papers only, then it is time to broaden your thinking. In the B2B world, some companies are gaining traction in discarding old staid content approaches for bold entertaining forms.

Trends 330

Trends Buyer Marketing Revelation 330

The Pipeline

AUGUST 23, 2013

Those actions might include: Downloading a white paper on your site. Look at past customers you’d like to replicate. What characteristics did those customers possess? What were the actions they took to arrive in your pipeline? Signing up for your emails. Signing up for a free account or trial. Visiting a specific page multiple times.

Pipeline 292

Pipeline Sales Qualified Lead Lead Scoring Lead Rank 292

No More Cold Calling

OCTOBER 9, 2014

Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. In fact, 86 percent of business buyers engage in research independent of the sales cycle. They’ve also researched what our competitors have to offer. So Seller 2.0

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

SBI Growth

SEPTEMBER 2, 2012

White papers offer prospects the greatest deal of information about our product. Data Analysis: Win rate has been declining. Outward-in research: Win/loss interviews determined: LinkedIn Groups is where prospects are discussing our product frequently. Marketing is making the buying decision 90% of the time.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Sales and Marketing Management

NOVEMBER 1, 2017

This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.” My earlier white paper on mindful event design is about the mindful approach of creating great experiences.

Meeting 192

Meeting Licensing Motivation Conference 192

SBI Growth

NOVEMBER 20, 2013

This includes demonstration units, simplified pricing, white papers, adequate pre-sales and ongoing market training. How will it satisfy a critical buyer need? They expect to receive the tools to be successful before a new product is launched.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314