Martech

JULY 16, 2021

We hear a lot about how dramatically the pandemic has affected consumer purchasing behavior, but the business-to-business side of buying is less frequently discussed. The lockdowns, cancelled events and work-from-home trends that have characterized the pandemic period have contributed to this phenomenon.

B2B 134

B2B Launch Technology Technology 134

Martech

AUGUST 31, 2021

Ever since we coined the phrase “ MarTech is marketing ” in 2019, it has only become clearer to us that the art of building brand, prospects and customers today cannot be separated from the tools we use to power those activities. Since then, the COVID-19 pandemic has gripped the world, forcing us more closely to embrace digital operations.

Technology 112

Technology Technology Represent Prospecting 112

Sales Gravy

AUGUST 11, 2023

Walsh shares insights on the importance of trust, relationships, and professional development in nurturing and retaining sales talent, as well as the challenges and opportunities of pivoting to virtual selling during the pandemic. Trust, relationships, and professional development are instrumental in nurturing and retaining sales talent.

Healthcare 72

Healthcare Trust Growth Technology 72

Veloxy

DECEMBER 28, 2023

The Role of an Outside Sales Representative An outside sales representative, also known as a sales rep, is responsible for conducting sales activities in the field through direct customer interactions, both with prospective and existing customers. Lead generation software is another vital tool for outside sales teams.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Membrain

MARCH 7, 2021

Discounting has reached Pandemic levels. Today, responding to a prospecting call earns a discount. It used to be something we used as a last resort, and only under extreme duress. Proposals come with a price and then either an automatically applied discount, or hints at a discount.

Price 156

Price Prospecting Sales 156

Partners in Excellence

NOVEMBER 14, 2022

First the pandemic, we and our customers had to discover new ways of working, engaging and moving forward. Just as we started to learn how to manage in the pandemic, we start seeing supply chain challenges. The Pandemic, What Buyers Discovered The Future Of Sales Is Virtual. They are focused on the basics of selling.

Pipeline 123

Pipeline Pitch Technique Clients 123

Partners in Excellence

OCTOBER 27, 2021

As sellers, the pandemic has forced us to rethink our work and how we engage our customers. Perhaps, the pandemic has accelerated this or created heightened visibility. A lot of these adjustments were probably inevitable, but accelerated because of the pandemic. This creates both opportunity and threats.

Up-sell 103

Up-sell Meeting Technology Technology 103

Salesmate

AUGUST 13, 2020

This pandemic has left the sales fraternity asking various questions. This pandemic has changed everything, starting from the physical presence of team members in the daily meetings to the discussions of various strategies over a quick cup of coffee or lunch! It is a much more attractive option during the pandemic.

Appointment 122

Appointment Sales Pipeline CRM 122

Martech

APRIL 19, 2024

Data from Deloitte, Duke University’s Fuqua School of Business and the American Marketing Association (AMA) found spending on social media would hit its highest level since the height of the COVID pandemic in the 12 months following August 2023. For a campaign for a travel agency, for example, she asked prospects about their travel plans.

B2C 109

B2C Lead generation B2B Campaign 109

SaaStr

AUGUST 23, 2023

First, FYI, for SaaStr it’s not our goal but that global pandemic did change things! This was certainly true of Salesforce and Dreamforce, where bringing top prospects out to SF was a key part of the sales cycle. There actually were far more SaaS and B2B vendor events before that global pandemic. Now, it’s digital-only.

Niche 78

Niche B2B Pipeline Growth 78

SaaStr

MARCH 24, 2023

Significant strides in digital technology combined with the COVID-19 pandemic heavily impacted the world of corporate summits, events, and tradeshows. Before the pandemic, hybrid and virtual gatherings accounted for only 18.9% But after the pandemic, the number shifted, with 59.5% of all events.

Tradeshows 80

Tradeshows Intrinsic Appointment Strategize 80

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Heinz Marketing

SEPTEMBER 10, 2020

We’re in month 8 of the pandemic and there’s one thing we know for sure: we miss having fun and being close to our loved ones! Gamification is important during a pandemic because it’s a form of play, which becomes necessary for our mental health when our worlds have been turned upside down. And yes, that includes your B2B prospects!

B2B 120

B2B B2C Gaming Campaign 120

Martech

JULY 22, 2021

In my recent appearance on Ryan Alford’s The Radcast , I was asked to identify some pandemic-driven changes in the industry that are here to stay. Let us know how you feel about the prospect of in-person events by completing our 3 minute Event Participation survey. Watch the full episode here.

Construction 112

Construction Manufacturing B2B Prospecting 112

Martech

FEBRUARY 9, 2022

During the pandemic, consumers were deluged with new series on streaming platforms, and marketers followed this trend by producing more video content to engage customers and prospects. In 2021, video uploads on Wistia were up 73% from their pre-pandemic level in 2019. Why we care. Processing.Please wait.

Launch 97

Launch B2B Follow-up Technology 97

Heinz Marketing

JANUARY 16, 2021

AI won’t replace salespeople, but it does allow them to spend their time on the right prospects at the right time. Some more great predictions for the (hopefully) post-pandemic world this year. How the pandemic is shaping the future workplace: Distributed offices, 4-day work weeks, and more. Thanks, Kimberly Whitler.

A/B testing 111

A/B testing B2B Meeting Prospecting 111

Sales Hacker

AUGUST 19, 2020

People are buying differently now, during the pandemic, than they were before. You probably know that already, but something you may not have realized is that people will buy differently post-pandemic as well. Pre-quarantine pitches and campaigns won’t appeal to prospects who are cost-sensitive and hesitant to buy.

Pipeline 128

Pipeline Lead generation Sales Follow-up 128

Sales Hacker

JANUARY 31, 2022

The COVID-19 pandemic changed every aspect of daily life. While we’re not yet able to claim victory over the pandemic, it’s time sales leaders think about what B2B sales might look like in a post-COVID world. We’ve used those findings to explore exactly how the pandemic conditions have shifted the way we communicate at work.

Represent 108

Represent B2B Construction Meeting 108

Heinz Marketing

MARCH 19, 2021

If you’re not messaging to your prospects’ challenges and pain points, you’re going about it the wrong way. Mumaw explains that as a brand, your mission should be to make your prospects love you, not buy you. If you read any B2B Marketing Trends for 2021 article, you’ll likely find marketing with empathy is a hot topic.

B2B 135

B2B Drivers/motivators Up-sell Prospecting 135

Sales Hacker

OCTOBER 21, 2020

The pandemic has unearthed new markets for almost every industry that are just waiting to be tapped. If you’re wondering what fracking has to do with increasing your mid-pandemic sales , don’t worry, we’ll (hydraulically) break it down for you in three easy steps, so you can mine your sales pipeline for all it’s worth.

Pipeline 108

Pipeline Negotiate Technique Closing 108

Hubspot

JUNE 8, 2022

Prospects are on vacation. How will this summer compare to past, pre-pandemic summers? To find out, HubSpot surveyed 100,000+ customers around the globe and compared their summer results to pre-pandemic benchmarks. Good news first: In 2021, businesses saw a higher rate of deal closings than they did in pre-pandemic years.

Quota 86

Quota Construction Manufacturing Transportation 86

Partners in Excellence

DECEMBER 2, 2020

The pandemic and associated economic disruption has forced all of us to reinvent how we work. What’s really intriguing is the pandemic has provided a forcing function, driving us to make changes or rethink ours strategies and approaches–but they are things we should have done years ago, independent of the pandemic.

Up-sell 101

Up-sell Growth Sell Conversion 101

Sales Hacker

MAY 5, 2020

As a result of the COVID-19 pandemic, companies of all sizes have been forced to adjust on the fly to maintain stability within their organization. To better understand the impact of the pandemic on the sales industry, we sent out a 38-question survey to nearly 472 sales organizations in a wide variety of industries.

Cold Call 88

Cold Call Quota Represent Pipeline 88

Martech

JULY 28, 2021

When the pandemic started, we were only weeks away from one of the most important trade shows in our space, the NAB Show,” Rowley said. When the pandemic hit, that show was impacted. One of the things we can all agree on is those days of meeting a customer or prospect at a trade show or face to face, there’s been a shift.

B2B 111

B2B A/B testing B2C Technology 111

Sales Pop!

SEPTEMBER 2, 2023

This article unfurls the tapestry of insights woven by Lisa, as we traverse the contours of B2B sales strategies, uncharted pitfalls, and the art of building a business amid a pandemic storm. The second blind spot—targeting the wrong prospects—accentuates the significance of precision in prospect identification.

B2B 64

B2B Consult Sales Follow-up 64

Salesforce

AUGUST 17, 2022

A 2021 Salesforce survey showed 72% of knowledge workers said they’ll make or maintain at least one major change to their work lives after the pandemic has ended. The pandemic caused people to reevaluate and reprioritize in what many have referred to as the “ great reset ,” both at work and in our personal lives. An anxiety crisis.

Real Estate 98

Real Estate Appointment Start-ups Price 98

Hubspot

OCTOBER 28, 2020

It's been over six months since COVID-19 was declared a global pandemic. This digital transformation was already occurring before the pandemic, but COVID-19 accelerated its timeline pressuring businesses and buyers to pivot to an online environment. Marketing teams have pivoted to chat to engage prospects.

Territory 101

Territory Construction Entertainment Start-ups 101

Martech

JANUARY 11, 2022

In a recent study of over 1000 Go-To-Market (GTM) teams, over 90% of marketers said they want to target prospects and customers through a tailored approach with personalized campaigns and sales outreach. But given the shifts in buyer behavior over the last 18 months, ABM has quickly become a must for marketers.

GTM 109

GTM Campaign Presentation Growth 109

Heinz Marketing

APRIL 2, 2022

4 Tips for Reengaging with Audiences Post-Pandemic. As the pandemic is beginning to slow and life starts to evolve again, businesses must focus on how to brand themselves outside of this global disruption. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

B2B 98

B2B Trust Promote Quota 98

Martech

AUGUST 24, 2021

Dubai, UAE – June 21-24, 2021: Scene at Arab Health 2021 – the largest healthcare trade exhibition in the Middle East – held at Dubai World Trade Centre during the global Covid-19 pandemic. But they plan to attend far fewer than before the pandemic. Looking to 2022.

Territory 126

Territory Transportation Healthcare Networking 126

Martech

NOVEMBER 28, 2022

Although we hesitate to use the term post-pandemic with any confidence, marketing takes place today in a space changed — perhaps irrevocably — by COVID-19. But the importance of digital marketing looks unlikely to recede.

Contract 110

Contract Meeting Prospecting 110

Sales Gravy

MARCH 21, 2021

On my final Coronavirus talk I discuss what happens post pandemic, the power of Blending and what you need to do right now to now to future proof your sales career. More Coronavirus Talk Episodes: Prospecting Coronavirus Talk #1. Excuses Coronavirus Talk #2. The Gift of Time Coronavirus Talk #3. Confusion Coronavirus Talk #4.

Sales 84

Sales Prospecting 84

Heinz Marketing

NOVEMBER 14, 2020

It’s easier to keep a current customer happy than to convince a new prospect to buy. Battling Pandemic Blues: How Managers Can Rally the Troops. The post B2B Reads: Customer Marketing, Agility vs. Speed, and Pandemic Blues appeared first on Heinz Marketing. Thanks, Andrea Bartman. Thanks for the tactics, Izabelle Hundrev.

B2B 129

B2B Customers Follow-up Presentation 129

Salesforce

DECEMBER 1, 2021

When the pandemic hit, it delivered a knockout blow, with infection control protocols ending in-person visits. 75% of physicians preferred in-person sales visits before the pandemic, nearly half now say they prefer virtual exchanges. Though those visits have been restored to some degree, access is more restricted than ever.

Healthcare 97

Healthcare Pharmaceutical Cold Call Hospitality 97

Martech

MAY 17, 2022

Catching your prospect’s eye and moving them along the buyer’s journey has never been easy. Add the pandemic to the equation, and we know your job as a marketer has probably never been as challenging as it is today.

Prospecting 93

Prospecting Technology Technology B2B 93

Heinz Marketing

FEBRUARY 20, 2021

The Perfect Storm Facing Post-Pandemic B2B Marketing Teams. Many B2B marketing teams aren’t equipped to adapt to some of the permanent changes that this pandemic has brought on. LinkedIn B2B Marketing: Three Underused Ways to Engage Prospects and Customers. Great read, Barry O’Reilly. Thanks for your insight, Johannes Hoech.

B2B 103

B2B Drivers/motivators Prospecting Sell 103

Search Engine Land

JANUARY 11, 2023

Although we hesitate to use the term post-pandemic with any confidence, marketing takes place today in a space changed — perhaps irrevocably — by COVID-19. Yes, marketers are making their way back to the workplace; many conferences and expos are back in person; it’s possible to meet and greet prospects face-to-face instead of face-to-video.

Contract 97

Contract Engineering Meeting Prospecting 97