b2b sales

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Published By: InsideView     Published Date: Apr 27, 2015
Advances in automation increase visibility and accountability surrounding lead-to-revenue processes. Despite this, tensions between marketing and sales persist concerning the quality of support that marketing brings to the revenue-production equation. To progress from open hostilities to collaborative détente, CMOs will need to reimagine sales enablement programs and strategy around the journey that spans the customer’s lifetime. This means creating a more interdependent relationship with sales that puts the customer at the center of the conversations that marketing and sales create, talks more about the problems and issues that buyers face, and aligns lead-to-revenue planning and processes around outcome-focused goals.
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b2b, lead-to-revenue processes, customer success management, marketing-led communication, buyer's context
    
InsideView
Published By: Sponsored by Adobe and Salesforce     Published Date: Jan 06, 2016
This report examines the current market for B2B marketing automation platforms and the considerations involved in implementing marketing automation software.
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b2b marketing, marketing automation, marketing automation software, marketing automation platform, adobe, salesforce, crm
    
Sponsored by Adobe and Salesforce
Published By: Oracle     Published Date: Sep 10, 2012
Today's business-to-business (B2B) organizations are looking with renewed urgency for ways to improve efficiency, reduce costs, and retain existing customers. At the same time, they must make the right investments.
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oracle, b2b, sales, reinventing, customer satisfaction, e-commerce
    
Oracle
Published By: Oracle     Published Date: Mar 18, 2014
Much as a journalist is expected to report on the “who, what, when,” etc. when filing their story, professional business-to-business (B2B) sales reps are more likely to open doors, nurture opportunities, and close deals when they know more about their prospect or customer. Sales Intelligence, as a broad category of tools and services within the Sales Effectiveness space, represents a significant opportunity for all varieties of sales-oriented job roles to better understand their buyer both before and during the traditional — and non-traditional — sales cycle. This Research Brief summarizes initial Aberdeen research findings based on recent sales intelligence data collected from 206 survey respondents, and provides specific guidance regarding best practices and technologies that sales leaders and sales operations practitioners are well-advised to adopt.
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oracle, b2b, sales intelligence, sales effectiveness, traditional sales cycle, non traditional sales cycle, sales operations, sales research, customer prospects, data center
    
Oracle
Published By: Oracle     Published Date: Mar 18, 2014
Customer relationship management (CRM) deployments are most effective when they legitimately support all three words that make up the acronym itself. Customers of the modern business-to-business (B2B) enterprise benefit when they purchase goods and services from companies who are focused on the buyer’s experience. Internal relationships within the selling organization are more effectively maintained when all customer-facing stakeholders have access to the rich data contained in a well-maintained CRM. And the management of the enterprise providing solutions can run their business like a finely-tuned machine when the maximum levels of visibility into customers and accounts are clear and accurate. This Research Brief combines research from a number of Aberdeen Sales Effectiveness research data sets, to create a holistic view of the most effectively deployed CRM systems.
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oracle, customer relationship management, crm, b2b, internal relationships, sales effectiveness, sales teams, sales strategy, buyer experience, data management
    
Oracle
Published By: Act-On     Published Date: Oct 14, 2015
Modern B2B organizations clearly understand the merits of sales and marketing alignment.
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sales, marketing, revenue, alignment
    
Act-On
Published By: Oracle     Published Date: Sep 30, 2014
B2B transactions are no longer driven by sales. At least not during the first half of the engagement process. Research shows that more than half of the product and solution information gathering has been done online before a prospect even talks to someone in sales. To succeed in this new business climate, smart businesses are adapting and realizing that the next frontier is to read and respond to the “Digital Body Language” of their prospects. This new body language is revealed through online activities such as website visits, white paper downloads, and email responses. Find out more about Digital Body Language. Download “Reading and Responding to Your Prospects’ Buying Behavior in the Online World”
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digital, body, language, b2b, transaction, buyers cues, intentions, networking
    
Oracle
Published By: Business.com     Published Date: Jun 03, 2009
Learn the 9 keys to improving the quality of your leads from your B2B search marketing efforts - simply and effectively - with this Business.com whitepaper. Download to learn more today!
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business.com, b2b, search marketing, b2c, toolkit, key relevance, jumpfly, sales cycle, ignite, sales, product, service, pdf, rational, enquiro, search solutions, target audience, seo, search engine, keyword
    
Business.com
Published By: Business.com     Published Date: Jun 03, 2009
Download B2B search marketing tips from over 140 top B2B search marketing agencies and the experts at Business.com. This whitepaper offers key insights and tips to help B2B marketing professionals quickly deliver better search marketing ROI.
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business.com, b2b, search marketing, b2c, toolkit, key relevance, jumpfly, sales cycle, ignite, sales, product, service, pdf, rational, enquiro, search solutions, target audience, seo, search engine, keyword
    
Business.com
Published By: Business.com     Published Date: Jun 03, 2009
At a time when most businesses are facing lengthening sales cycles, reduced budgets and staff cut-backs, its imperative to keep leads flowing into the business and at a lower cost. In this study of over 27,000 B2B web sites, Business.com found 93% of B2B companies are in danger of having their best intentions come back to haunt them. Learn more today!
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black box, b2b, search marketing, b2c, toolkit, key relevance, jumpfly, sales cycle, ignite, sales, product, service, pdf, rational, enquiro, search solutions, target audience, seo, search engine, keyword
    
Business.com
Published By: LiveHive     Published Date: Feb 16, 2016
Recent studies have shown that the lack of integration between sales and marketing systems can cause the biggest gap between top sales performers and under-achievers. Yet less than 1 out of 10 B2B companies report good alignment between sales and marketing organizations, according to Sirius Decisions. Download the white paper “How Top Performing Companies Drive Sales and Marketing Alignment” to learn more about how content personalization, analytics, and process automation can help you build a stronger relationship between sales and marketing.
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livehive, sales productivity, integration, marketing, b2b, sales process, best practices, business management, business process automation, business process management
    
LiveHive
Published By: LiveHive     Published Date: May 26, 2016
Using a multi-touchpoint strategy with automated email and call scheduling, sales organizations can quickly reach more prospects to maximize outreach efforts and improve connection rates. Download LiveHive's latest eBook to learn the five essential elements needed to implement and manage an effective multi-touchpoint sales strategy.
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sales strategy, b2b sales, sales tools, multi-touch strategy, multi-touchpoint strategy, sales acceleration, email personalization, automated emails, qualification, conversion rate, connection rate, sales email templates, email analytics, sales intelligence, quality connects, engagement analytics
    
LiveHive
Published By: LiveHive     Published Date: May 26, 2016
Sales teams are continually investing in more and more tools to sell to today's buyer. In response, the sales stack has expanded to address multiple types of sales problems; however, the inability to easily manage and integrate across multiple solutions has become burdensome. Learn more about the money pit of B2B sales and how to turn it into a money maker.
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sales tools, sales strategy, b2b sales, unified platform, sales roi, sales analytics, sales tool integration, sales investments, sales tools, sales technology, sales acceleration, sales email templates, email analytics, sales intelligence, quality connects, engagement analytics
    
LiveHive
Published By: Act-On     Published Date: Aug 18, 2014
Lead scoring is a key missing link in many B2B marketing strategies. A growing number of B2B marketers understand this vital role lead scoring plays in the marketing process. Yet they still face challenges getting started with lead scoring and learning how to generate a measureable ROI from their efforts. In this whitepaper you will learn seven foundational steps your company can take to set up a functional and cost-effective lead scoring strategy. These include understanding the fundamentals of lead scoring; learning how to identify the traits that define your ideal sales prospects; and building a system that will grow with your organization over time.
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act-on, marketing, integration, lead scoring, b2b, strategy, roi
    
Act-On
Published By: Act-On     Published Date: Jan 08, 2015
It’s all about the leads. It’s true. B2B marketers spend their day focused on generating enough of them to fill their sales funnel. But that’s not always an easy task. So how do today’s marketers fill the funnel? They use content marketing. Learn essential ways to use content to generate top-of-funnel leads.
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act-on, content marketing, social media marketing, email marketing, search marketing, generate leads, ebook, online marketing
    
Act-On
Published By: Madison Logic     Published Date: Jun 03, 2013
With the right execution, an effective B2B lead nurturing program begins as soon as a prospect interacts with your content, and continues until a relationship has been built, the lead is qualified and forwarded to a sales person for follow up - which can take months. However, nurturing has proven to be extremely worthwhile, as half of all buyers' inquiries eventually result in a purchase. This white paper summarizes the key takeaways of Madison Logic's recent webinar, Lead Nurturing: A Multi-Touch Journey, which features: Ruth P. Stevens, Adjunct Professor, Columbia Business School; Author, Maximizing Lead Generation: The Complete Guide for B2B Marketers Erik Matlick, CEO Madison Logic Lana McGilvray, (Moderator) Principle, Blast PR
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Madison Logic
Published By: Godfrey     Published Date: Oct 24, 2008
Godfrey’s Channel Strategy Audit is intended as a guide to assist you in providing the information we need to generate a distribution channel strategy analysis. This audit is organized into several parts, starting with a cursory survey of your business environment, and then concentrating on the key issues that can result in strengthening or reshaping your distribution channel strategy. Although our face-to-face meeting time may be limited, we hope this audit will allow you to provide more thoughtful and detailed information, so that our deliverable to you has significant value.
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godfrey, channel strategy audit, b2b marcom, channel communications, distribution network, channel marketing, marketing to distributors, distribution channel, sales and marketing distribution, channel distribution, b2b communications
    
Godfrey
Published By: emedia     Published Date: Sep 22, 2008
Online Marketing Pioneer Larry Chase Offers His Best on Getting a White Paper to the Right B2B Prospects - and Getting Them to Read It. White papers have been one of the most popular and productive marketing tools for generating B2B sales leads. And Larry, publisher of Web Marketing Digest, has been developing white papers for over two decades now.
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emedia, lead generation, white paper, b2b, roi, marketing tools, plans, prospects, promotion, tools, branding
    
emedia
Published By: OneSource     Published Date: Jun 25, 2010
How to Find and Sell to Prospects 8x More Likely to Buy Research shows that prospects with associated sales triggers--such as executive changes, new funding, M&A, product launches--are 8x likelier to buy than the average prospect. This PDF outlines how you can leverage triggers to identify, pitch and win business using these key sales indicators.
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sales leads, sales prospecting, b2b sales, sales triggers, onesource
    
OneSource
Published By: Oracle     Published Date: Feb 28, 2012
This white paper describes how B2B organizations can use B2B online commerce to lower costs, retain customers, grow the business, and reduce complexity for customers-all essential activities for competing in the evolving marketplace.
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on demand, oracle on demand, instant gratification, crm, customer relationship management, deployment, saas, software-as-service, software-as-a-service, pms, product management
    
Oracle
Published By: Ifbyphone, Inc.     Published Date: Jan 16, 2013
For many B2B marketers, IVR (interactive voice response) is now an integral piece of their campaigns. How are they using inbound and outbound IVR to generate and qualify phone leads? Would IVR help your lead gen efforts? Find out in this white paper.
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ivr, interactive voice response, b2b marketing, lead generation, lead scoring, lead qualifying, lead nurturing, scoring phone leads, inbound ivr, outbound ivr, sales calls, marketing automation, customer calls, voice broadcasts
    
Ifbyphone, Inc.
Published By: uberVU via HootSuite     Published Date: Apr 23, 2013
Today’s B2B buyers are socially sophisticated and informed. Do you have the tactics, tools and training to leverage social media for sales success? Find out how to use social media to relate to customers, identify opportunities for engagement, establish credibility, and stay visible and valuable at every stage of the purchase process.
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social media management, social media strategy, social media strategies, social strategy, social business, social enterprise, enterprise social networks
    
uberVU via HootSuite
Published By: Marketo     Published Date: Mar 13, 2014
Savvy B2B marketing leaders are going beyond revenue performance management to transform marketing into the architect of engagement across the customer life cycle. Lead-to-Revenue Management (L2RM) platform vendors are stepping up with tooling that enables customer-centric, multichannel, personalized marketing — at scale. Companies that have implemented an L2RM automation platform have seen results in both organizational maturity and business impact. According to a Forrester survey, L2RM platform users contribute more to the sales pipeline, have higher levels of process maturity, measure results more holistically and collaborate better with their sales colleagues.
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marketo, forrester, b2b, l2rm, lead to revenue management, revenue management, marketing maturity, process maturity, small business, large business, vendor, platforms, business process management, marketing automation, spend management
    
Marketo
Published By: Oracle     Published Date: Sep 05, 2014
B2B transactions are no longer driven by sales. At least not during the first half of the engagement process. Research shows that more than half of the product and solution information gathering has been done online before a prospect even talks to someone in sales. To succeed in this new business climate, smart businesses are adapting and realizing that the next frontier is to read and respond to the “Digital Body Language” of their prospects. This new body language is revealed through online activities such as website visits, white paper downloads, and email responses. Find out more about Digital Body Language. Download “Reading and Responding to Your Prospects’ Buying Behavior in the Online World"
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digital, body language, sales, responses, transactions, b2b, body language, downloads, engagement, business, climate, product, solution
    
Oracle
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