Martech

MARCH 18, 2024

And among such tools, what could be more powerful than one that tells you who is ready to buy? Only about 5% of B2B buyers are in-market at any given time, so focusing marketing efforts on those active is an incredibly alluring idea. The biggest challenge with intent data begins with the journey leading up to the buyer being in-market.

B2B 109

B2B Lead generation Prospecting Market share 109

Martech

FEBRUARY 28, 2024

While benchmarks and leading indicators help guide our decisions, the variables that can change outcomes are unique to each company, category and audience. At its core, lead generation should be about bringing people who are interested in your solution, your category or the pain point you solve — in that order.

B2B 140

B2B Lead generation Education Follow-up 140

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. But then one thinks, even if this happens, who buys their products? We use our personal buying experiences to support this. Hmmm, what am I missing? I think it’s about 80%+ now.

Sell 120

Sell Retail Promote Up-sell 120

Adaptive Business Services

MARCH 13, 2024

Two reasons … You are typically dealing with a more sophisticated buyer And sophisticated buyers will likely weigh value over price. Smart buyers know the old axiom … price is what you pay, but value is what you live with. They may want to but buyers may not even allow them that opportunity. We would be wasting our time.

Electricity 77

Electricity Price CRM Consult 77

Martech

JANUARY 26, 2024

ICP vs. buyer persona: Which is the way to go? ICP is more of a big-picture strategic direction or target market and high-potential accounts, while buyer persona is more of the people behind it and closing deals with specific individuals. The table below outlines the key differences between an ICP and a buyer persona.

B2B 122

B2B Customers Appointment Objectives and Key Results 122

Partners in Excellence

APRIL 30, 2024

Without a doubt, AI will have a huge impact on both how we manage/lead our organizations and on how we effectively and efficiently engage our customers in their buying process. AI can help us see things about our people and customers that we haven’t seen. It can help us in our writing, our presentations, our analysis.

Represent 98

Represent Presentation Up-sell Start-ups 98

SalesLoft

MAY 13, 2024

We found that when sales reps and buyers discuss timing and objections early on in a deal cycle, those deals tend to accelerate to the next stage faster and are more likely to move to closed won. Timing references are indicative of buyers who are more likely to make a purchase decision. When is your current contract up?

Contract 52

Contract Drivers/motivators Meeting Follow-up 52

Salesforce

OCTOBER 31, 2023

If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Meanwhile, a competitor does their research, knows what buyers want, and delivers it. A go-to-market strategy is a step-by-step plan for introducing a new product to buyers.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Search Engine Land

APRIL 4, 2024

As part of the rationale for introducing CTV, LinkedIn cited a study from Demandbase that found 90% of B2B marketers who used it in 2023 believed it helped reach customers. We launched LinkedIn CTV to help our customers continue to reach and engage new audiences across streaming television content.” Why we care. Building on video.

Campaign 99

Campaign B2B Objectives and Key Results Represent 99

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. Aside from helping reps make the most of their time, there are other benefits to qualifying your potential buyers. . Proper qualification ensures that your reps focus on the right buyers.

Sales 149

Sales Prospecting Pipeline Pitch 149

Hubspot

MARCH 25, 2024

Subscribe to our newsletter! So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. Want more content like this?

Prospecting 74

Prospecting Price Presentation Pipeline 74

Martech

MARCH 11, 2024

While this approach works well for roughly 5% of actively in-market buyers, it creates a poor experience for the remaining 95% of future customers who aren’t yet ready to buy. Only 5% of our market , is ready, willing and able to consider buying our product. But for everyone else, it’s a pretty crappy experience.

Pipeline 88

Pipeline Contact Prospecting B2B 88

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.” These sellers tended to ignore or not care what the buyer was doing. They just focused on their jobs, Qualify, Demo, Propose, Close.

B2B 129

B2B Up-sell Contract Start-ups 129

Highspot

APRIL 30, 2024

With AI at their fingertips, sales teams can seamlessly discover resources that expedite action, connect with buyers more easily, and make more efficient decisions. That way, sellers can find what they need faster and leverage the most effective content to engage buyers. more views on their items.

Government 52

Government Sell Sales Go To Market 52

Search Engine Land

APRIL 30, 2024

If you’ve ever tried using avatars or buyer personas to write a Google Ads headline, you know it can be frustrating and fruitless. You try to define your target market, only to be told, “Our audience is anyone who wants our product – we don’t exclude anyone.” Ready to refine your approach? Let’s dive in.

CTR 109

CTR Real Estate Legal Clients 109

Martech

APRIL 18, 2024

This year, our aim was to place a strong emphasis on actionable insights at the core of our discussions,” said Benoit Skinazi, CMO at Sharethrough, the programmatic adtech company hosting the event. “We Sharethrough is the first adtech partner to make GMP+ available to media buyers and publishers through its programmatic platform.

Transportation 109

Transportation Finance Strategize Promote 109

Gong.io

FEBRUARY 23, 2023

This article is part of the Gong Labs series, where we publish findings from our data research team. The past three years have brought us no shortage of external factors that have dramatically transformed our buying processes. Today’s buyers are completing more of their journey solo. Subscribe here to read upcoming research.

Closing 121

Closing Price Finance Negotiate 121

Partners in Excellence

MAY 1, 2024

” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. ” Somehow our technology stacks are a representation of our sophistication in our sales execution strategies. We can analyze every word our people and our customers speak on phone or Zoom calls.

Technology 114

Technology Technology CRM Pipeline 114

Martech

MAY 2, 2024

What’s on the minds of business buyers, by role Traditionally, marketers have relied on job titles as a clue to the identity of a possible member. But who knows if the person in that job is involved in buying your particular product or service? You still don’t really know who is buying what. Influencers Make my job easier.

B2B 122

B2B Drivers/motivators CRM GTM 122

Martech

MARCH 30, 2023

Who are you talking to? One thing that drives Adele Revella, founder of the Buyer Persona Institute, completely nuts is when people develop so-called buyer personas, having never spoken to an actual buyer. The key to any conversation is at least two people engaging in a substantive back and forth. Marketing is the same.

Conversion 132

Conversion Entertainment Trust Customers 132

Martech

MAY 13, 2024

We reached $40 million in recurring revenue but lacked a forum for collaboration and idea-sharing with our several thousand customers. Customer surveys informed us that our buyers and users were hungry for this type of relational rather than transactional forum. Another tried-and-true approach? Sending company-branded swag (e.g.,

Growth 99

Growth B2B Launch Follow-up 99

PandaDoc

MAY 13, 2024

You already know who your customers are — but do you know what makes them tick and drives their decision-making? There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead. Peer pressure?

Closing 52

Closing Legal Real Estate Trust 52

Partners in Excellence

APRIL 18, 2022

Are you order, seller, or buyer centric? We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind. It’s very efficient.

Objectives and Key Results 141

Objectives and Key Results Quota Represent Education 141

Martech

FEBRUARY 8, 2024

Tracking prospect activity on our website. We reveled in the speed and scale our pipes allowed. We were doing it all back then, with very little playbook guidance: Lead magnets. Lead capture forms. Lead scoring. Lead ranking. Lead routing. Lead nurturing. It was empowering. But management started asking us for more. “Go Drive more.

B2B 121

B2B Technology Technology Pipeline 121

Partners in Excellence

APRIL 26, 2023

Is it our “cleverness,” in how we engage the customer? I think customers are telling us those don’t work as we see fewer responses to our outreaches and over 72% of customers saying they prefer a rep-free buying experience. Perhaps the tougher it is to engage buyers creates a greater market for these approaches.

Technique 96

Technique Represent Price B2B 96

SaaStr

MAY 8, 2024

As a SaaS veteran who built and sold a software company for nine figures, invested in startups since 2013, 10x-ing his fund, and continues to build a powerhouse community of SaaStr fans, he offers some hot takes on the communities’ burning questions. For folks on social who complain about how hard the market is, most of them aren’t hireable.

Quota 86

Quota GTM Price Finance 86

Heinz Marketing

SEPTEMBER 26, 2023

It provides some of the important components to get us conceptualizing our product’s value to the market, but it is flawed in that it assumes we have all of the answers we need to create a powerful positioning statement. We rarely come back to the positioning statement template for our use in messaging.

Education 69

Education Strategize Consult Product 69

Search Engine Land

DECEMBER 4, 2023

As we wrap up 2023 and look ahead to 2024, now is the time to evaluate our marketing strategies to ensure we are fully prepared for what’s to come. Creating awareness with B2B buyers has never been more important. Staying ahead of the curve is imperative for long-term success in B2B.

B2B 120

B2B Represent Campaign Strategize 120

Adaptive Business Services

FEBRUARY 28, 2024

Three weeks total at our headquarters office in New Jersey. Back then, the buyer-seller relationship was largely confrontational. If I have followed my buyer-centric sales process correctly and I have built a relationship with that client and my services match their needs … “So, what do you think?”. Five years later we were.

Closing 71

Closing Sports CRM Consult 71

Search Engine Land

OCTOBER 12, 2023

The concept of share of search is fairly simple – decide who you’re competing against, add the searches for all the brands and work out the percentage. Instead, they used PPC, SEO or both to meet potential buyers online. SEO is about to be taken seriously. And share of search is how we’ll make it happen.

Niche 120

Niche Growth Engineering Pitch 120

Partners in Excellence

JANUARY 12, 2024

Who knows what it will be next year! They throw their preference for a Rep Free buying experience into our faces. They don’t care about what we sell, they don’t want to go through our demos-at least until they have no other alternative. It’s harder and harder to get a response. Today, it’s 1000-1500!

Sell 114

Sell Commission Up-sell Quota 114

Martech

APRIL 20, 2022

. “If we’re not going to pivot and change based on the buyer, then our competition will.” ” Despite the challenges the pandemic introduced, it’s also opened up brands’ eyes to gaps in the buyer experience. But more than that, it’s reemphasized the need to be buyer-first.

Technology 136

Technology Technology Represent Presentation 136

Heinz Marketing

DECEMBER 14, 2023

We had the privilege of having an eye-opening fireside style chat with co-author Brent Adamson in our HM Inner Circle discussion– a tight-knit community for both current and past clients of Heinz Marketing. Why marketers solve for who’s willing to buy, and why of those willing to buy , only half are willing to fight for it.

B2B 123

B2B Sales Presentation Clients 123

Martech

MARCH 1, 2024

The massive transition to digital marketing and the increased buyer preference for digital communication channels have inexorably pulled marketing into some of the roles traditionally occupied by sales. These buyers don’t want to talk to a salesperson. And who is stepping into the breach? This last one is a biggie.

B2B 124

B2B Cross-sell Pharmaceutical Account management 124

Hubspot

FEBRUARY 12, 2024

Buyer beware.” We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. Some of the characteristics and behaviors that define a good-fit buyer are obvious, while others are a bit more nuanced. Seller beware” is becoming the new norm.

Process 84

Process Territory Sales Education 84

Hubspot

DECEMBER 5, 2023

We've entered, what I call, "The Age of the AI-powered buyer." This shift frees up sales pros to act as consultants who prioritize building strong relationships, boosting buyer confidence, understanding their needs and challenges, and using AI to offer a highly relevant, personalized experience.

Consult 77

Consult Sales Up-sell Presentation 77

Adaptive Business Services

MAY 1, 2024

Gary and I have stunningly similar sales backgrounds as well as our belief in the importance of developing selling fundamentals. If we need to sell $100,000 per month and our closing ratio is 50%, we are going to need $200,000 in good active deals that will close this month. It all depends on the numbers. Presentation purposes only.

Appointment 77

Appointment Cold Call Sales CRM 77