Martech

JANUARY 9, 2024

Today’s brands recognize the value of authenticity and targeted reach for online consumers. When you partner with creators, the value is intrinsic: they can reach and engage their audiences more genuinely and effectively than traditional advertising. Either way, know what you want to achieve before diving in. A note on size.

Niche 136

Niche Negotiate Legal Contract 136

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. What is a salesperson to do? What is Predictive Sales Analytics?

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Martech

JUNE 6, 2023

Generative AI is a high-value, additive capability for marketing, not a replacement for talent. Staying ahead and adding key skills are required to deliver more value as a marketer amid the AI boom. The elimination of marketing roles and jobs is reactionary. AI will advance your career if you understand where and how to apply it.

GTM 102

GTM B2B Represent Education 102

Search Engine Land

SEPTEMBER 25, 2023

As the customer dives deeper, a complex interplay between desire and rationality occurs, with considerations of value, necessity and potential enjoyment balanced against budget constraints. An emerging emotional connection to the product influences their choice, potentially aligning with their personal narrative or lifestyle.

Customers 134

Customers User Experience B2C Engineering 134

Martech

MARCH 17, 2023

How to generate a B2B blog post with WriteSonic What sets WriteSonic (WS) apart from other tools is that it prompts you to use SEO-ready templates (workflows). Regarding outlines, WriteSonic offers six options revolving around B2B appointment-setting services. is a one-stop shop for long-form and sales copywriting.

Appointment 99

Appointment B2C B2B Follow-up 99

Martech

SEPTEMBER 29, 2023

B2B marketers are getting a lot from the huge amount of new marketing technology, but it comes with more than a few challenges: Systems integration, budget woes, demonstrating ROI to name a few. Which products are best suited to the B2B world? I’ve organized these by category: Data, campaigns, sales and strategy.

B2B 96

B2B Teamwork Referrals Cross-sell 96

Martech

AUGUST 16, 2023

Modern B2B customers aren’t just expecting more these days — they’re downright demanding it. With today’s powerful marketing and sales platforms at our fingertips, there’s no excuse for falling short. It’s not just about making a sale. It starts with knowing what the customers want.

B2B 98

B2B Customers CRM Contact 98

Partners in Excellence

SEPTEMBER 15, 2020

I found myself talking about a “Value Proposition.” ” It caused me to pause, thinking about the concept of a “Value Proposition” and whether it has meaning any more. Too often, the Value Proposition, is a sentence or two that we are trained to deliver at some point a conversation.

B2B 100

B2B Conversion Customers Sell 100

ClickFunnels

NOVEMBER 24, 2022

What is Digital Marketing? Before we dive into the strategies, it’s important to first understand what digital marketing is and how it works. This includes activities such as SEO (search engine optimization), content creation, email campaigns, social media management, pay-per-click advertising, and more. What do they need?

A/B testing 130

A/B testing Campaign Objectives and Key Results CRM 130

Partners in Excellence

NOVEMBER 5, 2021

In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. We are creating massive sales assembly lines optimizing the order taking process.

Assembly Line 109

Assembly Line Sales Price Trust 109

Heinz Marketing

DECEMBER 11, 2020

The inbound methodology is creating and distributing content utilizing marketing channels like organic search, social media, blogging, lead nurturing, and live chat, to name a few. Why is Inbound Marketing important to B2B marketing? New contacts feed your sales funnel. What does an inbound marketing strategy look like?

Campaign 139

Campaign Drivers/motivators Pipeline Education 139

Partners in Excellence

OCTOBER 3, 2022

We haven’t come up with the buying process by surveying 1000s of buyers, categorizing and segmenting what they do into stages and activities that conveniently align with those things we want them to be doing. The reason is, for complex B2B buying, it’s something they rarely do. The reality is, however, very different.

Process 110

Process Manufacturing Legal Contract 110

Lead Fuze

JUNE 29, 2023

What is a lead? This question often perplexes many sales reps, recruiters, startups, marketers and small business owners. You will also learn about the role of a well-crafted anecdotal lead in content creation for higher engagement while avoiding clichés and verbosity when writing intros. What is lead and its importance?

Objectives and Key Results 52

Objectives and Key Results Lead generation Technique Represent 52

Partners in Excellence

MAY 19, 2022

For example, trust in a simple buying transaction is different than the trust in a complex B2B decision. But how do we establish trust digitally, particularly in complex, consensus driven B2B buying processes? What does digital trust mean? But what about the other two elements, intimacy and self orientation?

Trust 75

Trust B2B Customers Process 75

Hubspot

JULY 15, 2020

Before we dive into how small teams can take those higher expectations and fewer resources and turn them into real results, it's key to break ABM down to what it really is. In essence, account-based marketing is just a smarter way to do B2B marketing. That's what ABM helps you do. ABM is a Mindset, Not an Isolated Tactic.

CTR 96

CTR Pipeline Sports CRM 96

ConversionXL

JUNE 16, 2020

So many are distracted by the bleeding-edge techniques and purported algorithm tweaks hyped on SEO blogs and Twitter. What should SEOs spend time on? I can guarantee we did not create $2,000–3,000 in value from those reports. SEO strategies for Fortune 500 brands often take 12+ months to see the light of day or, worse, never do.

CTR 121

CTR A/B testing Click Through Rate Education 121

ConversionXL

JUNE 2, 2022

DocuSign combines both to fuel its sales funnel. DocuSign combines both to fuel its sales funnel. In this article, we’ll look at both disciplines, explaining what they are and when they’re best used. This required complete alignment across marketing and sales teams to engage, then close the deal. The result?

Lead generation 94

Lead generation Strategize Campaign Profit margin 94

Sales Hacker

SEPTEMBER 24, 2022

Building a sales funnel that aligns with your business goals is essential. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. What is a sales funnel? And then there’s the sales funnel. The 4 stages of a sales funnel.

Objectives and Key Results 118

Objectives and Key Results Cold Call Sales Follow-up 118

Hubspot

OCTOBER 14, 2019

You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. It’s no secret that selling to other businesses is tricky.

B2B 96

B2B Closing Sales Price 96

Lead Fuze

JULY 1, 2023

How to use LinkedIn for sales prospecting is a critical skill in today’s digital marketplace. We delve into best practices for cold messaging via LinkedIn’s InMail feature and how regular content creation can provide value to your audience. How effective is LinkedIn for prospecting?

Prospecting 52

Prospecting Pitch Lead generation Networking 52

Heinz Marketing

JUNE 19, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. My name is Matt Heinz.

Pipeline 96

Pipeline B2B Objectives and Key Results Sales 96

Lead Fuze

SEPTEMBER 30, 2023

Plus, we’ll dive into strategies like crafting content, guest blogging, and cold emailing – all crucial tools for mastering this. Research shows , on average, B2B companies spend $198 per lead generated. The internet is brimming with potential customers waiting for your products or services. Where can I generate leads?

Lead generation 52

Lead generation Cold Call Strategic planning Technique 52

Search Engine Land

NOVEMBER 14, 2022

To sum it up, content marketing is important because it’s a cost-effective, sustainable marketing method that nurtures your audience, answers their questions, and builds their trust – all of which helps your business generate better leads, more conversions, and more sales. What are some other reasons content marketing is important?

CTR 99

CTR Real Estate Engineering Trust 99

Hubspot

APRIL 6, 2021

In this competitive B2B marketing landscape, businesses make substantial investments in building content marketing programs. As one of the most effective methods of growing audience engagement, developing your brand presence, and driving sales, content marketing is a mission-critical growth method for most businesses.

Campaign 101

Campaign Trust Finance B2B 101

Lead Fuze

JULY 24, 2023

How do you effectively communicate its value proposition? From account-based marketing tactics to sales cycle optimization techniques – we’ve got it all covered! What is SaaS product marketing? How can you differentiate your software solution amidst countless others? Why is marketing important in SaaS?

Campaign 52

Campaign Trust Promote Presentation 52

PandaDoc

AUGUST 9, 2023

What is a LinkedIn profile? What makes a good LinkedIn profile If you know how to write a CV , then you know a LinkedIn profile starts with the basics. Headline Sales professionals know all about the power of a headline. However, don’t oversell with pushy ‘sales talk’ and gimmicky buzzwords. This is a massive oversight.

Networking 83

Networking Legal Cross-sell Teamwork 83

Lead Fuze

JUNE 26, 2023

Focus on what sets your agency apart and how you can be of benefit to possible clients. This journey requires not only a deep understanding of the digital marketing industry but also business acumen to establish and grow your agency successfully. Understanding Your Niche Market Who are your people?

Niche 52

Niche Legal Clients Price 52

Lead Fuze

SEPTEMBER 30, 2023

Well, that’s what the world of sales can often feel like. The best AI sales tools could be that lifeguard for you. How can AI be used in sales? What is the AI tool for B2B sales? How to use AI for sales prospecting?

Objectives and Key Results 52

Objectives and Key Results Lead generation Sales Gaming 52

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. A key to this trend is lead scoring. Part 2 (coming up).

B2B 96

B2B Contact Follow-up Prospecting 96

Lead Fuze

DECEMBER 5, 2023

What are the best tools for content gap analysis? What is gap analysis in intelligence? What is Google Gap Analysis? But what does this mean exactly? Have you ever pondered why the most prominent brands always appear to be aware of their target market’s desires? Let’s break it down.

Growth 52

Growth Strategic planning Strategize Objectives and Key Results 52

Lead Fuze

OCTOBER 20, 2023

Are you juggling multiple sales tasks, feeling like a circus performer keeping balls in the air? It’s no secret that sales is a high-pressure field. What are the best sales tools to help manage these demands? What tools do you need for sales? What are the most effective sales techniques?

CRM 52

CRM Objectives and Key Results Gaming Lead generation 52

Partners in Excellence

JULY 11, 2013

I wanted to expand on my post, Insight And Co-Creation , and much of my writing on Value Propositions/Creation. Often, I speak of the value we create in the process. It’s the most overlooked, yet the most powerful and sustainable part of our Value Proposition/Value Creation.

Sell 89

Sell Customers Launch Process 89

Heinz Marketing

JANUARY 9, 2018

To say that the B2B landscape has changed dramatically over the last decade would be an understatement. However, it’d be dismissive to think the changes in B2B content marketing solely revolve around new technologies displacing the old. What does this change mean for B2B sales and marketing teams?

B2B 59

B2B Objectives and Key Results B2C Promote 59

Closing Bigger

NOVEMBER 28, 2015

Today’s blog post and podcast is about the 9 C’s of Social Sales Success. There are many attributes, attitudes and strategies required to effectively harness the power of online social networks for sales and relationship building. 2) Curation Great sales people and entrepreneurs understand that Mind Share = Wallet share.

Cold Call 52

Cold Call CRM Sales Networking 52

Hubspot

JUNE 16, 2020

When I sit down to write a blog post, I stick to a routine that has some flexibility. When you sit down to write, what are some of the questions you ask yourself? If you're writing for the professional who is part of a large organization, how does your blog cater to their needs? Come up with the purpose of your enterprise blog.

Customers 96

Customers Promote Engineering Drivers/motivators 96

Score More Sales

JULY 30, 2014

For some of us it is easy to be social in sales, for others it is an effort, and for a third group, a confusing idea. I have been meeting more and more leaders in mid-market companies who are simply confused about the value of having their sales reps focused on social selling because they don’t see the payoff.

Relationship building 92

Relationship building Manufacturing B2B Inside sales 92

Hubspot

AUGUST 7, 2018

What is Internet/Online Marketing? With 89% of B2B buyers and 81% of shoppers using the internet for research before making purchasing decisions, it’s imperative your business is at the forefront of search for related keywords. Marketing is, and always has been, about reaching customers where they are. The answer is internet marketing.

E-commerce 101

E-commerce Campaign A/B testing Engineering 101