Partners in Excellence

NOVEMBER 7, 2023

Ever since I started selling–you know back in the old days when phones were still attached to cords–I’ve been taught, “Buyers have a structured buying process.” ” I’d see all sorts of block diagrams, showing how the buying process always, coincidentally, aligned with the customer buying process.

B2B 121

B2B Up-sell Contract Start-ups 121

Search Engine Land

FEBRUARY 14, 2024

As explored in “Mapping the customer journey for SEO and marketing success,” understanding your customers’ purchase path is vital. In my previous article, “ B2B SaaS SEO: Mapping your keywords to the customer journey ,” I discussed strategically influencing B2B SaaS customer journeys through keyword analysis and content tagging.

Customers 101

Customers User Experience Referrals B2B 101

Martech

JANUARY 26, 2024

Generating revenue growth is the ultimate goal for any B2B founder. Let’s look at exactly what an ICP is, how to create an effective one for B2B and common mistakes to avoid. ICP vs. buyer persona: Which is the way to go? The table below outlines the key differences between an ICP and a buyer persona.

B2B 117

B2B Customers Appointment Objectives and Key Results 117

Tibor Shanto

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. It start with how sellers think about time; which is why in sales, time is value not money. While it is true that they will differ for people even the same decision cycle, they do fall into workable categories.

Objectives and Key Results 293

Objectives and Key Results CRM Sales Prospecting 293

Iannarino

JUNE 15, 2021

The idea of what makes up value in B2B sales has changed dramatically over time. But because our sales approaches fall into three different generations, each different in some meaningful way, some salespeople still haven’t recognized what buyers value. From Legacy to Modern Sales Approaches Parts 1-2: Part 1 | Approaches.

Cold Call 231

Cold Call Clients Sales B2B 231

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? The same idea applies to B2B environments.

Sales 149

Sales Prospecting Pipeline Pitch 149

Search Engine Land

DECEMBER 4, 2023

Staying ahead of the curve is imperative for long-term success in B2B. This article discusses six pivotal areas B2B marketers should focus on to kick off 2024 proactively. Getting real with upper-funnel expectations We need to rethink how we approach the early stages of marketing traditionally focused on brand awareness.

B2B 118

B2B Represent Campaign Strategize 118

Search Engine Land

FEBRUARY 8, 2024

There is too much misinformation about how SEO works. You’ll learn exactly why and how SEO supports brand growth, sales, and leads. How brands grow Marketing research has made it clear how brands grow. They grow by acquiring new and light buyers. They grow by acquiring new and light buyers.

Service 125

Service Engineering Growth Trust 125

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. For proper context, and crafting the right strategies and tactics, let’s frame the challenge and the opportunity based on why and how business professionals and their organizations buy.

B2B 111

B2B Customers GTM Pipeline 111

Partners in Excellence

DECEMBER 14, 2023

Others see the preference of buyers for rep-free buying experiences and digital buying processes as evidence that selling is no longer necessary. How would they survive if buying died? And as we see the data on B2B buying. And, on top of that, for those that do buy, we see YoY increases in buyer regret.

Sell 112

Sell Retail Promote Up-sell 112

Highspot

JANUARY 28, 2024

A significant 71% of B2B buyers say they download and consume multiple assets to help with the decision-making process and an equal number said they share such content with their team members. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal.

Education 96

Education Sales Price Presentation 96

Sales Hacker

NOVEMBER 16, 2023

The insight behind how implementing buying committee playbooks increased revenue 270%, doubled win rates, and shrank forecasted misses at Stytch. A Buying Committee is different than your “Ideal Customer Profile,” in that the focus isn’t on your product’s “fit” but rather on how a purchasing decision is made.

Objectives and Key Results 87

Objectives and Key Results Engineering B2B Start-ups 87

Heinz Marketing

MARCH 15, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing B2B purchases are complex, involving multiple decision-makers, each with specific needs. Through research, surveys, and social listening, they understand what keeps buyers up at night, the content they devour, and the messaging that resonates.

Growth 111

Growth Customers Objectives and Key Results Teamwork 111

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. Then, we‘ll discuss how you‘d actually go about using it in practice, and share a few helpful examples to illustrate.

B2B 133

B2B Pipeline Represent Sales 133

Martech

JULY 14, 2022

B2B marketers have employed account-based marketing (ABM) for well over a decade, of course, but the space has evolved rapidly over the past two to three years. Additionally, the COVID pandemic accelerated fundamental shifts in the B2B buying cycle by forcing events and in-person meetings to go virtual. How B2B buying has changed.

B2B 117

B2B GTM Technology Technology 117

Martech

DECEMBER 4, 2023

Staying ahead of the curve is imperative for long-term success in B2B. This article discusses six pivotal areas B2B marketers should focus on to kick off 2024 proactively. Getting real with upper-funnel expectations We need to rethink how we approach the early stages of marketing traditionally focused on brand awareness.

B2B 104

B2B Represent Campaign Strategize 104

Martech

APRIL 3, 2023

Did you know that 91% of business buyers and 86% of consumers consider the company’s experience as important as its products and services? Fortunately, conversational marketing can help you create the kind of experience that modern buyers expect.

GTM 125

GTM B2B Conversion Objectives and Key Results 125

Partners in Excellence

DECEMBER 7, 2022

We have suspected, for years, that B2B buyers make purchase decisions based on how they feel, rationalizing the decision with data supporting those decisions. Yet, increasingly, we are data driven in how we “coach” and drive the performance of our people.

Drivers/motivators 62

Drivers/motivators B2B Quota Technology 62

Martech

JANUARY 25, 2024

Ruth Stevens found her way into B2B marketing by accident, as many B2B marketers do. Thus began a career combining marketing and technology for B2B businesses like Ziff Davis and IBM. Q: How did you get into marketing, as a career? Q: B2B marketing seems to be in this constant state of change. I hate to say it.

B2B 82

B2B Drivers/motivators Education Technology 82

Search Engine Land

DECEMBER 1, 2023

Today’s buyers have thousands of options to choose from and hundreds of companies competing for their attention. Running an ad and expecting consumers to go directly to purchase isn’t a viable option. The goal is to stay top of mind with your target audience until they’re ready to make a purchase.

Campaign 117

Campaign User Experience Conversion Strategize 117

Salesforce

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Instead, look for a strong indication of intent to purchase.” Read on for the five signals most reps miss, and how to use them to get to close faster. But how do you know if they are interested in what you’re selling?

Contract 119

Contract Negotiate Follow-up Contact 119

Gong.io

FEBRUARY 23, 2023

A new generation of decision makers. Be a sense-maker and confidence-builder for your buyers The number of interactions buyers have with sellers is decreasing. Today’s buyers are completing more of their journey solo. Don’t bombard your buyers with more content. Subscribe here to read upcoming research.

Closing 121

Closing Price Finance Negotiate 121

Sales Hacker

JULY 7, 2021

The buyer’s journey seems simple: awareness, consideration, decision. We’re diving into how and where to get started by sharing a few different frameworks so you can map your buyer journey to your sales process. What is the buyer’s journey? What are the three stages of the buyer’s journey?

B2B 109

B2B Education Finance Trust 109

Search Engine Land

OCTOBER 12, 2023

And share of search is how we’ll make it happen. Instead, they used PPC, SEO or both to meet potential buyers online. How people buy online Search is the new shelf. For a long time, people enter research mode and make numerous repeated searches over an extended period of time. Let’s find out why.

Niche 118

Niche Growth Engineering Pitch 118

Search Engine Land

JUNE 16, 2023

Few buyer journeys start and end with clicking a giant “buy now” button at the top of a homepage or product page. A great blog alone won’t be enough to turn subscribers into buyers if the benefits of what is being sold aren’t crystal clear. Follow the tips below to create and execute a symmetrical buyer journey-based content strategy.

Objectives and Key Results 98

Objectives and Key Results B2C Price Launch 98

Martech

FEBRUARY 6, 2024

The consumerization of B2B marketing will continue. But let’s pause for a moment and look at digital natives; specifically, digital natives in B2B. It’s not just the consumerization of B2B, says Winterberry, “it’s the elevation of digital natives into B2B decision making roles.”

B2B 112

B2B Advertising/ Marketing Negotiate Management Consulting 112

Highspot

FEBRUARY 4, 2024

Merging cutting-edge technology with personalization, it’s redefining how we shop. In this comprehensive guide, you’ll discover the essentials of guided selling, industry examples, and how it can transform your sales process. How Does Guided Selling Work? How Does Guided Selling Work? The secret weapon?

Sell 52

Sell Cross-sell B2C Manufacturing 52

Martech

JANUARY 26, 2023

Reaching buyers today is difficult. Website analytics do the same but provide insights into how users find, interact and take action on a company’s website. B2B creator marketing The creator economy is now a part of every industry, reshaping how brands think about their digital campaigns. billion over the next 10 years.

B2B 139

B2B Campaign Technology Technology 139

Martech

SEPTEMBER 21, 2023

In business, we often assess contacts based on how they will — or will not — support what we’re promoting. We describe organizations as being “data-driven” or “research-based” and industries as “cutting edge” or “slow-moving” to help us understand how to position ourselves and improve our messaging.

B2B 109

B2B Construction Drivers/motivators Campaign 109

Heinz Marketing

OCTOBER 13, 2021

It’s the next shiny object that is luring B2B marketers so they can gain and provide more insights into their prospects and have a better shot at closing a deal. This allows B2B marketers to identify when the individual is considering or actively looking to make a purchase of a similar product or service.

Objectives and Key Results 123

Objectives and Key Results B2B Technology Technology 123

SalesLoft

FEBRUARY 9, 2024

Even more interesting is that most of those small businesses, 81%, have no employees , making them exclusively one-person shops. So how do you sell to someone who literally is their business? And how do you do that in a cost effective way? What do SMB buyers want from you? Be ready to change with it.

E-commerce 52

E-commerce Click Through Rate B2B Sales 52

Heinz Marketing

DECEMBER 12, 2020

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. How Brands Can Nurture and Develop Emotional Intelligence (and Why It Matters). How to Create a Performance Dashboard for Your Content Team [Tools]. Thanks, Carina Rampelt.

Technology 115

Technology Technology B2B Finance 115

Highspot

MARCH 21, 2024

survey highlights a significant trend: today’s buyers have clear digital purchasing experience expectations, with a strong preference for personalization and immediacy. We’ll explore how to craft good sales emails that get opened and inspire action, all while introducing four metrics to measure sales email success.

A/B testing 96

A/B testing Sales Follow-up Click Through Rate 96

Gong.io

SEPTEMBER 26, 2022

50% of buyers say that working remotely has made the purchasing process easier. Thanks to the internet and a plethora of online communication tools, sellers can engage buyers remotely through virtual channels like email, video chat, social media, and more. Buyers increasingly prefer digital interactions. Image Source ).

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Martech

MAY 5, 2023

That’s how people shop. Starting in 2012, Brock realized that the funnel concept was not making sense. That’s when he noticed that how people shopped resembled a spider web more than a journey down a funnel. AI, coupled with search, will only make the journey faster. Marketers know this as “the sales funnel”.

Sales 108

Sales B2B CRM Conversion 108

Highspot

DECEMBER 8, 2020

On top of the challenges of virtual selling scenarios, salespeople must contend with ever-larger purchasing teams, chock-full of stakeholders with their own agendas. In this guide, we’ll take a deep dive on everything you need to enable your buyers effectively, including: What is buyer enablement? The analytical buyer.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98