Sales Alignment

Odds are you already know how important it is to attract and retain customers. But do you know how direct the relationship is between understanding your customers’ needs and maximizing the results of your marketing efforts? Luckily, with the right customer journey mapping tools, you can create a specialized experience for your audience that not only improves satisfaction, but also creates opportunities for growth. Customer journey mapping tools can range…

We know the sales cycle is composed of phases. It may vary greatly, especially on the time that it takes to complete. A long sales cycle typically requires several touch points and spans several weeks to months. I remember seeing around 84 days to convert a lead into an opportunity when I ran demand generation for a large software company. Then  it took on average, another 18 days to turn…

I hate to be the bearer of bad news, but most of your B2B leads most likely won’t convert into sales. Some might not be ready to buy, some you could lose to competition, while some might have needs that your solutions don’t exactly fit. You aren't alone in this struggle. Only 12% of B2B marketers are actually satisfied with their lead conversion initiatives. As B2B marketers, you need to…

It happens all too often: a person is shopping on your site. They’ve picked out a product or two, added them to their cart, created an account, and might have even put in their credit card information, but all of a sudden just stopped. They don’t finish the purchase, never come back, and you don’t know what happened. Does that scenario sound familiar for your eCommerce business? Do potential customers…

Account-based marketing (ABM) offers a lot of benefits to most B2B organizations. An expert round-up on Forbes Agency Council revealed that the majority of B2B business leaders saw incredible results from an ABM program, including improved lead generation, opportunities for personalization, lowered costs, and better relationships with clients. All of these things can clearly lead to a more profitable company and a better customer experience, which is why many companies…

As anyone in sales or marketing knows, there are plenty of issues that can derail everything from a campaign funnel to a prospect's buying decision. Circumnavigating, or even better, mitigating these issues entirely is what keeps us on our toes. When it comes to sales specifically, it is a common problem to see a lead go dark, and can be worrisome when you audit your prospect lists and discover just…

To make the most out of your marketing budget, it’s essential to focus on your leads with the highest chance of conversion. But how do you identify these leads? It can be very difficult for a human to accurately identify high-quality leads, even with a large amount of data. In fact, the more data you collect, the harder it becomes – as the number of different variables grows, working out…

Not everyone’s a natural-born salesperson, and for a lot of professionals, the sales call is a daunting task. You’ve most likely experienced a call that went from bad to worse in an instant, where you seemingly fail to impress your prospect no matter how hard you try to sweeten the deal. You think you used the right language, prepared for the call, and worked hard on understanding what to offer…

With account-based marketing (ABM), marketing messages are based on the data insights of targeted accounts. Sales and marketing resources are concentrated and then deployed together, yielding better tailored marketing messaging and more productive sales engagement – and more account conversions. It’s the inversion of the traditional B2B lead-generation based marketing, and it works remarkably well. 80 percent of marketers who use ABM say it outperforms other marketing strategies, significantly. 97 percent say it…

Adopting multichannel strategies is crucial for marketers. Your content needs to meet your customers where they live online. Through following best practices and testing different strategies, businesses need to focus on what works best for them. The key here is testing. Your brand won't get far duplicating another company's strategy. There are a multitude of nuances in the way brands operate that could negatively affect your outcome.  That being said,…