In the past, B2B transactions occurred in face-to-face meetings as a sales professional worked a product demo, business luncheon, or boardroom presentation to influence a customer – and close the deal. Today, however, B2B stakeholders perform much of their product and service research online. In fact, 93 percent of B2B buying starts with online searching, according to a Pinpoint Market Research study. This research occurs long before a customer engages with sales.
As your prospects research and evaluate your offerings, they leave behind valuable clues to their intent. Understanding these clues – cracking the code – can help you tailor your messages to them, thereby providing them a more tailored, relevant experience. As a result, business-savvy marketing and sales departments have embraced marketing automation platforms, so their respective teams can work together on one common platform, reach B2B customers online, and drive revenue.
Marketing automation platforms automate repetitive
Published By: LeanData
Published Date: Nov 07, 2019
There has been an exciting revolution that is changing the
landscape for businesses far and wide. The advancement
of marketing and sales technology has enabled businesses
to work at the speed of life. But with the rapidly moving
technology space, organizations are finding that they’ve
built such robust tech stacks that it’s time to re-evaluate just
how well their technology is working for them—as opposed
With many internal organizations across marketing, sales, and
customer success reporting their team’s tech stack consists of
30 or more tools, we are realizing there is a wealth of untapped
data at our fingertips. Many have overlooked the role people,
process, and data play in maximizing the returns technology
Revenue Operations is a way to bridge gaps between siloed
organizations. It is about marketing, sales, customer success,
and partner ops teams working better together. This guide
is dedicated to exploring the emergence of Revenue Ops, its
Published By: InsideView
Published Date: Aug 17, 2015
In most companies, sales and marketing fight each other as much as the competition.
But research shows that companies with tight sales-marketing alignment have 38% higher win rates and generate 208% more revenue.
Tracy Eiler shares her takeaways from the webinar with Forrester’s Laura Ramos, “5 Ways to Get Sales & Marketing Aligned” in this article.
Learn how to start aligning your sales and marketing teams.
Pricing needs to support a brand’s overall marketing platform. But is that enough to assure consistency of message throughout the organization? Given the far-reaching influence a price position has on a brand, and how various departments need to be aligned to support that position, an argument can be made for treating pricing as a core competency within the organization.
What does this mean in real terms? Pricing is a day-to-day concern for numerous departments throughout the organization. While marketing might use pricing tactics to grow market share, sales teams chase volume goals, and product development teams lose sleep over the price image each product projects.
If you’re a sales manager, you’re probably feeling stuck in the middle. On one hand, you have a huge employee engagement movement going on with HR departments focusing on developing leaders and recognizing achievements with substantial budgets. On the other side, marketing departments are using technology and creativity (and also large budgets) to connect with and educate customers about their products, solutions and brands.
The trend is to challenge every dollar spent on sales compensation to maximize ROI. HR departments are treating salespeople like all other employees. And customers are going online to avoid anyone with sales in their title.
Based on our research and applications we see in our customers’ leading sales initiatives, if you’re a sales manager, you are trying to maximize results out of your sales team by increasing your teams engagement to meet company goals. Download this white paper to see which eight trends you should consider as you strategize for the year.
Thanks to Box and Salesforce, a young luxury brand can go toe-to-toe with the major players. Learn how Bespoke Collection uses Box and Salesforce to professionalize the customer experience, reduce friction in the sales process, and boost communication across marketing and sales teams.
As deal complexity has risen, so too has customers' risk aversion and the number of stakeholders dedicated to a given purchase. The best companies build consensus among diverse groups by tapping into the right values and fostering an environment of collective learning.
Published By: Oracle OMC
Published Date: Nov 30, 2017
Lead scoring is an objective ranking of one sales lead against another. This not only helps align the right follow-up to the corresponding inquiry, it also helps marketing and sales professionals identify where each prospect is in the buying process.
The process of defining lead scores improves alignment and collaboration between marketing and sales teams. After all, by jointly establishing an objective definition of a quality lead, sales and marketing can exchange better feedback on the quality of leads being passed to sales. Plus, lead scoring helps ensure that the best leads are followed up on immediately by prioritizing leads according to revenue potential and buyer readiness.
Published By: Seismic
Published Date: May 24, 2019
Has your content marketing strategy hit a plateau?
It may be due to misalignment. 86% of B2B marketers don't measure content ROI and only 46% say their content marketing and sales teams are aligned (Content Marketing Institute).
Watch the on-demand webinar to learn how leading marketing executives at Citi, Farmers Insurance, Nokia and Sonic get the most out of their content investment while better aligning sales and marketing.
Other topics discussed:
? Creating personalized content that's relevant to the sales process
? Ensuring content on all platforms is new, refreshed and organized
? Most effective analytics for measuring content ROI
M arketing automation makes it possible to scale your best marketing practices. And it helps keep your sales and marketing teams aligned through every step of the process. From segmentation, lead generation, and scoring to building relationships across channels, marketing automation simplifies the way businesses reach and connect with their customers. In short, marketing automation means better customer experiences.
Lead scoring is an objective ranking of one sales lead against another. This helps align the right follow-up to the corresponding inquiry. Learn how lead scoring can improve alignment and collaboration between marketing and sales teams.
Published By: MuleSoft
Published Date: Jun 27, 2019
As the leading CRM system, Salesforce can accelerate and increase sales, enhance customer loyalty, and grow marketing capabilities. But how can businesses extend Salesforce to streamline business processes and maximize services and solutions?
Effective and efficient integration of Salesforce with adjacent enterprise systems — such as databases, ERP and CRM systems, and custom applications — is critical to enabling sales teams, increasing revenue, and better serving customers. Across the broad spectrum of Salesforce integration needs, patterns emerge for how to best address integration challenges. Integration patterns are the most logical sequence of steps to solving a specific type of integration problem.
Learn how to synchronize CRM systems, migrate from legacy CRM systems, broadcast ERP data into your CRM system, and more. Download the whitepaper now.
Published By: EverString
Published Date: Jul 10, 2018
Account-Based Marketing (ABM) is gaining traction as the viable compliment to traditional sales and marketing efforts. ABM allows sales and marketing teams to be more personalized and targeted for the accounts that matter most to their business.
In this ebook we will take you through:
- The foundation of Account-Based Marketing
- Why ABM has become so popular
- How to select your target accounts
- How to build a data-backed ABM strategy
- How to implement an ABM strategy
This report details the capabilities that can help improve efficacy of marketing efforts and share results with leaders, With marketing automation, you can accomplish a lot:
- manage prospects by connecting leads and accounts on every channel
- align your sales and marketing teams with integrated sales applications
- understand, prove, and optimize your marketing efforts with measurement and attribution tools
Businesses are 67% better at closing deals when their marketing and sales teams are aligned. With six simple steps from Marketo Engage, you too can increase revenue, improve teamwork across departments, and create an environment of success.
Learn how to do the following:
- generate more leads by adopting a more holistic view of the sales funnel
- boost collaboration by implementing a commission structure into your marketing department
- create internal service-level agreements to streamline process and develop accountability
Published By: Brainshark
Published Date: Oct 16, 2013
Do you have a strategy specifically for video marketing? If not, you're missing out! Video has proven to be an effective means of boosting demand generation, enabling sales teams, improving PR practices, promoting upcoming events, and more. Read this E-book to get started now.
In many enterprises, marketing is a multichannel effort that
includes a wide range of touch points. The touch points
range from websites and email promotions to traditional print
advertising, postal mail, and broadcast, and direct sales by phone and in-person sales teams. But too often, each channel works independently, accountable to its own objectives, unaware of the efforts and results made within other marketing channels. As a result, call centers speak to customers without knowing the
offers the customers previously accepted or rejected. In addition,
emails launch without reference to online promotions and
websites present messages that disregard their visitors’ previous contact history.
Lead scoring is an objective ranking of one sales lead against another. This not only helps align the right follow-up to the corresponding inquiry, it also helps marketing and sales professionals identify where each prospect is in the buying process. The process of defining lead scores improves alignment and collaboration between marketing and sales teams. After all, by jointly establishing an objective definition of a quality lead, sales and marketing can exchange better feedback on the quality of leads being passed to sales. Plus, lead scoring helps ensure that the best leads are followed up on immediately by prioritizing leads according to revenue potential and buyer readiness.
• Business is changing faster than ever, and disruptors doing things in digital ways are leading the charge in just about every market. If you're not already managing your content in the cloud, it’s time to make a shift.
• With Box, teams are unified, collaboration is sped up and productivity is amplified. This ebook illustrates how real Box customers are using the power of the cloud to get every part of their extended enterprise working together, from mobile productivity to streamlined business processes.
o Marketing collaboration is integrated when internal teams and external partners work from one digital hub
o Sales teams and workers in the field are empowered across any device with mobile productivity
o HR streamlines processes for better team workflow and a stronger onboarding experience
• To read how Box customers are using Cloud Content Management to enact practical transformation across teams, and to find out how you too can use Box to benefit every line of business within