Martech
AUGUST 26, 2024
Like just about everything in marketing, B2B marketing is changing — and fast. And smooth our selling process — their buying process — to its digital best. Could be that marketing will enjoy an increase in power and influence in B2B? Dig deeper: The B2B case for retention marketing — 7 key tactics 4. What’s going on?
Martech
NOVEMBER 4, 2024
They are bringing entirely new behavioral patterns into the B2B buying process, and experienced marketers and sellers ignore this at their peril. Call it “the consumerization of B2B.” Digital natives aren’t like the rest of us. The old adage still stands: “Business buyers are still people.” What new tools and tactics have emerged?
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Martech
JULY 11, 2024
Dig deeper: The false allure of B2B intent data Analyzing your own engagement data Here’s what you need to know about analyzing your own engagement data. They’re building a relationship based on interest, not jumping to selling a solution they have shown no real interest in pursuing.
Iannarino
FEBRUARY 5, 2023
There are some sales organizations that sell to companies that are seeking to change providers. In these cases, the B2B buyer has already decided to remove their existing provider and starts taking calls from different salespeople. These companies agree to meet with two or three sales reps to explore their options.
Advertiser: ZoomInfo
It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. Get started today.
Martech
JULY 25, 2024
In B2B demand generation , buyer groups have become more important than individual buyers. Buyer groups include all key stakeholders in B2B purchase decisions, including people from roles you may not be actively targeting who nonetheless have a say in the final decision (examples here often include legal, IT, and/or compliance).
Martech
NOVEMBER 7, 2024
Account-based marketing (ABM) platforms came with the promise of revolutionizing B2B marketing. This makes it easier to tie marketing activities to sales outcomes, providing transparency into the often murky world of B2B marketing attribution. Dig deeper: Maximizing your B2B spend: Is account-based marketing worth it?
Advertiser: ZoomInfo
The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. Download the report to learn more!
Advertiser: ZoomInfo
Think about it: with outbound prospecting, requests from management, scheduled demos, and inbound calls, chaos can quickly work its way into your strategy, deeming a “speed wins” selling mentality downright ineffective. The bottom line is that, in B2B sales, speed is useless without control.
Advertiser: ZoomInfo
This is where signal-based selling comes into play. As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals.
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