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B2B Book Club Selection (August 2022)

Account Manager Tips

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. B2B Book Reviews

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The Perplexing Power of Process & Methodology in Complex B2B Sales

Mike Kunkle

The post The Perplexing Power of Process & Methodology in Complex B2B Sales appeared first on MikeKunkle.com.

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B2B Book Club Selection (September 2022)

Account Manager Tips

B2B Book Reviews books business strategyListen to this article. Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for September 2022. Table of Contents.

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B2B Book Club Selection (July 2022)

Account Manager Tips

B2B Book Club Selection (July 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. B2B Book Reviews

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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

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B2B Book Club Selection (November 2022)

Account Manager Tips

Listen to this article. Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for November 2022. Table of Contents. Great on the Job: What to Say, How to Say It. The Secrets of Getting Ahead.

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How To Use Multiple Pipeline in a B2B Sales Organization

Nutshell

For a business-to-business (B2B) company like yours, it’s helpful to have a specific structure to your sales pipeline. That’s what we’ll cover in this blog post, so just keep reading to learn more about how to use multiple pipelines in a B2B sales organization. B2B CRM Sales Managers

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The 6 Essential B2B Sales Funnel Stages

RAIN Group

In many ways, the fundamental challenges of selling remain the same for the modern B2B sales funnel. Interesting tidbit: the concept of a sales funnel dates back to Chicago meatpackers in the late nineteenth century.

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Building a B2B SalesTech Stack for Growth

SBI Growth

was invested in sales software companies in just the first months of 2021, and from 2020 to late 2021, the number of sales software solutions available to B2B sales organizations increased from 976 to nearly 1200.

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Customer Experience Growth Mindset for B2B Executives

Customer Think

B2B CEOs, boards, investors and senior leadership teams typically squander tremendous earnings and growth opportunities by putting the cart before the horse in their views of customer experience-driven growth.

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Classifying Customers in B2B Sales: ABC Analysis and Then?

QYMATIX

Joachim Meyn has many years of experience in B2B sales and customer management. ” Implementation of Successful Customer Classification in B2B Sales In all scenarios, the sales processes must be adapted so that some customers are not suddenly no longer served because there is a risk of losing customers. CALCULATE NOW THE ROI OF QYMATIX PREDICTIVE SALES SOFTWARE Classifying Customers in B2B Sales: ABC Analysis and Then? I WANT PREDICTIVE ANALYTICS FOR B2B SALES.

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Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

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The many colours of B2B sales performance

KAM With Passion

Because in B2B sales the average win rate of offers is less than 50% and because the #1 competitor to any B2B sales person is the status quo which leads to no purchase and wasted time for all involved parties. Because, on average, in B2B, 70% of turnover comes from existing customers.

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5 Key Elements of a Compelling B2B Buyer-Driven Experience

Customer Think

B2B buyers are frustrated, overwhelmed, and disappointed with their buying experiences. B2B companies think they’re customer-centric, but that’s not what buyers perceive.

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How to Build Momentum with B2B Buyer-Driven Experiences

Customer Think

The mandate for B2B marketers is to successfully deliver buyer-driven experiences (BDXs) as self-service encounters. The research and sentiment are clear: your B2B buyers prefer to drive without you along for most of the ride.

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Why Your B2B Brand Matters

SBI Growth

With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Marketing Strategy Video 360-degree brand b2b brand b2b marketing brand brand audit brand experience CMO lifesize tiffany nelsOur guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. Tiffany played a major role in the successful demand generation.

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Five things to look for in a B2B sales reference app

Upland

Companies primarily focused on delivering targeted sales references during sales cycles should consider a lightweight reference app that’s explicitly built for B2B sellers. B2B sellers face unique challenges. A reference application designed for B2B sellers.

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

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The Core 10 KPIs for Accelerating B2B Growth

SBI Growth

“What is the standard, and what is everybody else doing?” ” You’ve asked yourself this question individually in many different situations. What you choose to eat, how you decide what to wear to an important event, or even how often you.

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B2B Nurturing for Lost Opportunities

Customer Think

I recently wrote about B2B nurturing for net new vs. existing customers. Why did you lose that opportunity?Better Better yet, how might you resurrect buying intent? But what about lost opportunities? Most companies tend to either write them off or recycle the. Blog Digital Marketing

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Do B2B Better Excerpt #4: XYZ Software

Customer Think

In my new book, Do B2B Better, which comes out next Tuesday, on CX Day, I provide deep dives. As I mentioned in my last posts, being a Change Maker requires a different way of thinking, so it’s helpful to have guides to show you the way.

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Big B2B Marketing Ideas

Customer Think

I recently had the pleasure of attending two B2B marketing events back-to-back. In-person conferences are back! Both were hybrid, which is clearly the new standard for business events. But there’s nothing like being there. I was. Blog Digital Marketing

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Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow-up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

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B2B Marketing is Different — Here’s How

Strategic Communications

” This distinction can represent challenges to companies not familiar with—or aware of—the distinctions between B2C (business to consumer) and B2B (business to business) advertising. The primary difference between B2C and B2B is strategic orientation.

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Do B2B Better Excerpt #2: Nancy Flowers

Customer Think

In my new book, Do B2B Better, which comes out next month on CX Day, I provide deep dives into numerous real-. As I mentioned in my last post, being a Change Maker requires a different way of thinking, so it’s helpful to have guides to show you the way.

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7 Types of Content That Drive B2B Lead Generation

Customer Think

However, it isn’t useful to generate content without a serious intention – especially when it comes to the B2B market. Done correctly, great content can support B2B lead generation […].

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[Research Round-Up] The Continuing Importance of B2B Thought Leadership

Customer Think

Source: Edelman and LinkedIn (This month's Research Round-Up focuses exclusively on the latest B2B thought leadership impact study by Edelman and LinkedIn.

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5 Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

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Current B2B Content Marketing Challenges to Beat

Customer Think

Every year, Content Marketing Institute and Marketing Profs release their latest B2B marketing research. This year the report includes a chart of current B2B content marketing challenges.

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How to Improve Your B2B Sales Prospecting With Data

Customer Think

Business-to-business (B2B) sales prospecting is a process that requires a lot of time, effort, and energy. You are constantly trying to find new leads and reach out to them in the hopes of converting them into customers.

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Do B2B Better Excerpt #1: Roxie Strohmenger

Customer Think

In my new book, Do B2B Better, which comes out next month on CX Day, I provide deep dives into numerous real-world customer experience progra. Being a Change Maker requires a different way of thinking, so it’s helpful to have guides to show you the way.

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B2B Pricing in a Changed Economic Environment

Blue Canyon Partners

In many B2B markets that have faced demand shocks, supply shocks, or both, significant price shifts have been observed. The post B2B Pricing in a Changed Economic Environment appeared first on Blue Canyon Partners. Price Volatility – Supply Shocks and Demand Shocks.

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How to Improve Demand Generation with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

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How B2B Voice of the Customer Maturity Drives Growth

Customer Think

B2B voice of customer maturity is not about scores, real-time feedback, response rates, listening posts, benchmarks, or comparisons to B2C trends. So, what does it mean? Let’s look at a sports analogy for enlightenment.

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B2B Marketers Go for a Win with Customer Retention

Customer Think

When B2B marketers think “buyer,” they’re most often thinking about net-new buyers. But the biggest opportunity in an uncertain market is to focus on convincing customers to stay and customer expansion opportunities. Buyer-driven experiences (BDX) prov.

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The Art of Artificial Intelligence in B2B Sales

QYMATIX

AI in B2B sales: How exactly can B2B companies use Artificial Intelligence to support their sales? How can AI make your B2B sales more successful? Based on this, we will show you different possibilities of how you can use AI for your B2B company in the field of sales.

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6 B2B Demand Generation Trends to Watch

Customer Think

B2B marketers need to rethink digital-first strategies to better. TweetLinkedInShareEmail What trends will dominate the demand generation landscape in 2022? We asked the experts at Spear Marketing Group to chime in: “Digital fatigue is real.

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Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

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Three B2B Sales and Marketing Must-Have Tools for an Optimal Sales Funnel

QYMATIX

Navigating the technology jungle: Three B2B sales & marketing must-have tools for a secure future. There is a reason for the term “technology jungle” As a B2B company, it is often difficult to decide which tools for marketing and sales it should include in the software portfolio. Artificial Intelligence for Qualified B2B Leads: Echobot TARGET. A proven German company called “Echobot” uses artificial intelligence to generate valuable B2B leads.

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4 Considerations for Building a Successful B2B eCommerce Strategy

Customer Think

B2B eCommerce remains one of the fastest growing and important channels for increasing revenue. According to Digital Commerce 360, manufacturers grew their B2B eCommerce by 18.4%, to $543.25 Looking ahead, B2B companies without digital commerce […] Blog Digital Marketing

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How Are B2B Customers Different from Their B2C Counterparts?

Aepiphanni

For example, B2B businesses (business-to-business) serve other businesses, and those businesses being served are the actual customers (although they are entities comprised of multiple individuals). […]. Business Development B2B B2C Business clientele consumers customer needs customers

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What the Data Says About B2B Account Planning

ProlifIQ

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies. B2B account planning makes that process much easier.

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!