Hubspot

SEPTEMBER 9, 2024

A contact or company may not be an immediate opportunity, but they advocate for your company and its products and services to other companies. The evangelist may work for a consulting firm, a partner candidate, or even an existing customer. Evangelist. It also helped the company when I left for a previous employer not long after.

Territory 83

Territory Cold Call SQL Campaign 83

Sales Pop!

SEPTEMBER 18, 2021

The Common Lists include elements relating to account hierarchy, sales roles, contact relations and account relations. While the listed roles can be changed, added to, or customized based on the industry, we have found seven roles typical in nearly all B2B deals. Contacts Relations. Accounts Hierarchy.

Pipeline 240

Pipeline CRM Contact Consult 240

Heinz Marketing

AUGUST 20, 2020

By Lauren Dichter , Marketing Consultant at Heinz Marketing. How cool is it that the most effective way to market your B2B company is also the most cost-efficient way to market it? Now take your own experience as a B2C consumer and apply it to the B2B space. If this sounds too good to be true, let me explain.

B2B 142

B2B Customers Drivers/motivators Promote 142

RingDNA

MARCH 26, 2025

75% of B2B buyers and 84% of C-level or VP-level executives use social media, including LinkedIn, to make purchasing decisions.” When it comes time to make contact, they already know who you are. For operational leaders, it’s a goldmine for finding potential partners, vendors, or consultants. Source: Gartner ​.

Closing 62

Closing B2B Sell Referrals 62

Iannarino

JULY 21, 2021

The more mature your contact, the more you’ll alienate them by focusing on your competitor. Playing, Not Consulting. There is nothing consultative about trashing your competitors. The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.".

Cold Call 306

Cold Call Cross-sell Gaming Clients 306

Sales Hacker

OCTOBER 25, 2023

Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005. And…monthly bonus podcast episodes dropping the first Thursday of every month.

GTM 118

GTM Consult Sell Engineering 118

Martech

NOVEMBER 21, 2024

” The XM Institute was formed in 2018 when Qualtrics acquired Temkin Group, a boutique consulting firm founded by Bruce Temkin, who Zdatny calls “the godfather of customer experience.” But 70% of the interactions a customer will have, whether it be B2C or B2B, will be with the service department.

Customers 144

Customers B2C Service Clients 144

ConversionXL

OCTOBER 22, 2018

Talk to any B2B marketer about attribution and they’ll either roll their eyes or rant about how it’s important but hard to get right—long lead cycles, multiple contacts from a single organization, etc. One of the companies I consult with spent a lot of money sponsoring conferences. Why do I say that? Position Based.

B2B 131

B2B Process Campaign Contact 131

Iannarino

JULY 11, 2021

Many of them may be completely new to you, especially if you are practicing an outdated approach to B2B sales, but they’re all useful for creating value for your clients and eventually winning their business. The more time you spend with your contacts, the better their results—and yours. What you need to do is “switch your pitch.”

Pitch 328

Pitch Clients Conversion Consult 328

ConversionXL

MARCH 17, 2021

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. While thousands of B2B organizations struggle, plenty are able to develop long-term success. Common B2B marketing challenges. So what does it take? Let’s dive in.

B2B 150

B2B Non-Profits Tradeshows Campaign 150

Adaptive Business Services

APRIL 9, 2025

Jamieson Position : Nimble CRM Trainer & Consultant Location : Boise Metropolitan Area Connections : 872 followers, 500+ connections Professional Role: Craig specializes in Nimble CRM training and implementation , focusing on solopreneurs and small teams. Be sure to read this article to the end where I will tell you how I did it!

Electricity 71

Electricity CRM Relationship building Clients 71

Heinz Marketing

JULY 9, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Welcome to the fifth installment of The B2B Marketer’s Quick Start Guide. Leverage the only open bidding marketplace for B2B lead gen. Use the Audience Explorer for buyer engagement across the B2B web, the only real-time search tool. Let me know!

B2B 138

B2B A/B testing Campaign Lead generation 138

Martech

JANUARY 31, 2022

Back in the Stone Age… …marketers tried hard to figure out how often they could contact their customers, usually via e-mail. In the past, B2B and B2C both had very detailed and granular preference centers, with the hopes of limiting the number of unsubscribes, but that over-complicated the operation.” Harrison said. “In

Contact 98

Contact B2C A/B testing Construction 98

Martech

FEBRUARY 19, 2024

Most B2B deals are won or lost before sales teams even know they exist. Maximize your content strategy B2B buyers directly contact vendors when they’re already 70% into the buying process, per 6sense research. Dig deeper: A B2B marketer’s guide to long-form content 2. What truly makes your company special?

B2B 122

B2B Education Pitch Sports 122

Martech

NOVEMBER 17, 2021

Cloud-based visual merchandising software company One Door teamed up with B2B marketing platform Influ2 to get more traction in their campaigns. According to Kuperstein, his B2B marketing and sales team has 15 to 20 targets at any one account that they need to engage in order to sign a new customer. Wasted media. Facebook opportunity.

Campaign 127

Campaign B2B Click Through Rate Retail 127

Veloxy

APRIL 25, 2022

Cold emails are email messages that you send to a prospect or a contact that has never heard from you before. The purpose for cold emails is usually a mix of making an introduction, offering valuable consultation, and proposing solutions to problems. Most B2B emails that reach your inbox every day are cold emails.

A/B testing 214

A/B testing Inside sales Contact Consult 214

Iannarino

JULY 8, 2021

When there is a lack of certainty, keeping the status quo can seem like the safest choice, especially when your contacts have adjusted to the negative consequences of just doing what they have always done. Since simply identifying the problem has become ubiquitous in B2B sales , it cannot create value on its own.

Clients 247

Clients Gaming Presentation Contact 247

Martech

FEBRUARY 16, 2024

Most B2B deals are won or lost before sales teams even know they exist. Maximize your content strategy B2B buyers directly contact vendors when they’re already 70% into the buying process, per 6sense research. Dig deeper: A B2B marketer’s guide to long-form content 2. What truly makes your company special?

B2B 117

B2B Education Pitch Sports 117

Martech

APRIL 15, 2022

The B2B buyer journey is evolving rapidly as it becomes more digitized, less predictable, and more complex. The challenge for B2B marketers is to support what is now largely a self-guided journey involving numerous personas on accounts and increasingly expanding buying teams. Key points covered include: What is B2B marketing?

B2B 128

B2B B2C E-commerce Clients 128

Heinz Marketing

SEPTEMBER 9, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Welcome to the seventh installment of The B2B Marketer’s Quick Start Guide. Tie your work to deals closed and contacts created with attribution reporting. Then maximize the results along the way with premium training, ongoing consulting, and technical services.

B2B 132

B2B Objectives and Key Results CRM Campaign 132

Heinz Marketing

AUGUST 5, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Welcome to the sixth installment of The B2B Marketer’s Quick Start Guide. To put it simply, ABM is a B2B marketing approach that targets accounts instead of individual contacts. Today’s post is about ABM Orchestration.

B2B 124

B2B Objectives and Key Results Campaign CRM 124

ConversionXL

DECEMBER 3, 2018

Many B2B companies run into the same problem, particularly those that are: Complex, with products that require deep expertise to understand and use. This wasn’t broad-brush outreach, sending generic copy to thousands of contacts: This was carefully crafted, hyper-specific outreach, delivered to a dozen or so people at a single company.

Niche 133

Niche B2B Manufacturing Education 133

Martech

MARCH 19, 2024

The biggest hurdle in searching for B2B writers B2B articles and blog posts were the first most popular content format used by marketing specialists in 2023, with a 94% usage rate compared to 89% in 2022. Our content marketing inbox was inundated with requests from B2B writers — 20 a week, to be precise. B2B specialization.

B2B 128

B2B B2C Education Construction 128

Heinz Marketing

OCTOBER 12, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Welcome to the eighth installment of The B2B Marketer’s Quick Start Guide. The platforms I reviewed were more specific to B2B marketing and sales use cases, there are other platforms out there that specialize in customer service and support. Let me know!

B2B 122

B2B A/B testing Territory Technology 122

Iannarino

JUNE 26, 2021

Your contacts have information you lack, much of which comes from their own knowledge and experience. The legacy approach to B2B sales shuts off that possibility, limiting you to finding a client’s “pain point,” their “dissatisfaction,” or their “hot buttons.” What They Believe They Need.

Clients 203

Clients Contact Negotiate Strategize 203

Sales Hacker

DECEMBER 21, 2020

Tips for B2B Lead Generation. Finding out what makes them tick is the one thing that will help you reach and exceed your B2B lead generation goals. Once you get your answers to the questions above, you’ will need to start properly planning your B2B lead generation strategy. Strategize your marketing efforts. Do some planning.

Lead generation 114

Lead generation B2B Niche Promote 114

Martech

APRIL 22, 2025

Businesses are reimagining their approaches to thrive in today’s competitive B2B marketing landscape. Moderated by Steve Armenti of Twelfth, the panel featured fractional ABM consultant Brittany Hamer and me. The recent panel discussion “ABM is Shifting. Is Your Strategy Keeping Up?”

Cross-sell 98

Cross-sell Government B2B Pipeline 98

Martech

FEBRUARY 12, 2024

Most B2B deals are won or lost before sales teams even know they exist. Maximize your content strategy B2B buyers directly contact vendors when they’re already 70% into the buying process, per 6sense research. Dig deeper: A B2B marketer’s guide to long-form content 2. What truly makes your company special?

B2B 104

B2B Education Pitch Sports 104

Martech

MAY 16, 2023

Will the ability to send better emails/content written more quickly by AI change the lives of B2B marketers for the better? This is where the opportunity for AI in B2B lies. Their audience was made up of mostly strategists and consultants. In fact, the greatest performance impact will not be seen in creation but in execution.

B2B 113

B2B Drivers/motivators Follow-up Represent 113

Heinz Marketing

MAY 6, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Welcome to the third installment of The B2B Marketer’s Quick Start Guide. There are a few categories when it comes to sales automation platforms such as prospecting, lead enrichment, contact and deal creation, meeting scheduling, and sales email automation.

B2B 121

B2B A/B testing UX Sales 121

Heinz Marketing

APRIL 14, 2022

CMO (Chief Marketing Officer) tenures have often shrunk to 2 years while B2B marketing has morphed away from a function responsible for events, creatives, and messaging that pushes product or service messages to drive awareness with prospects and customers. By Alan Gonsenhauser Principal and Founder of DemandRevenue, LLC.

B2B 116

B2B Cross-sell Education Strategize 116

Martech

MAY 16, 2023

Will the ability to send better emails/content written more quickly by AI change the lives of B2B marketers for the better? This is where the opportunity for AI in B2B lies. Their audience was made up of mostly strategists and consultants. In fact, the greatest performance impact will not be seen in creation but in execution.

B2B 109

B2B Drivers/motivators Follow-up Represent 109

Heinz Marketing

JUNE 10, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Welcome to the third installment of The B2B Marketer’s Quick Start Guide. Tokens to pull in contact info. The post The B2B Marketer’s Quick Start Guide: Direct Mail Platforms appeared first on Heinz Marketing. Without further ado…. Let me know!

B2B 128

B2B Non-Profits Campaign Price 128

Martech

MAY 3, 2022

In B2B buying decision-making is often spread out over many individuals within an organization, marketers can use CDPs used to guide purchasers through the sales funnel. “A Connecting B2B buying teams in the CDP. The centralizing muscle power of CDPs also brings order to complicated B2B buying. asked Burleson.

B2B 98

B2B Legal Consult Campaign 98

Iannarino

JULY 17, 2021

But the way automation is being used in contemporary B2B sales is a sort of inversion of that intention, since one party benefits by harming another. Bezos isn’t exactly hurting for cash, but Amazon doesn’t seem to mind dinging my credit card as often as possible, even if it’s just for paper towels.

Conversion 306

Conversion Clients Gaming Prospecting 306

Martech

FEBRUARY 7, 2025

In the competitive world of B2B, youre in a race for profitability. Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. Back it up with a human touch.

GTM 80

GTM B2B Drivers/motivators Manufacturing 80

PandaDoc

DECEMBER 19, 2022

B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. In many cases, just initiating the first contact doesn’t deliver any business growth. B2B sales prospecting in a nutshell. Sales prospecting acts as the first stage in the sales process.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98