If business were basketball, your technology stack would be a strong contender for MVP. While your technology stack may not seem like it warrants serious consideration, it has the power to make or break your success as a marketing team.
Today we introduce you to your 2019 Marketing Madness starting lineup. In today’s infographic we outline the key players in your marketing technology stack and what important function each serves. Let’s jump right into it! Continue reading “Marketing Madness 2019: Your Starting Lineup [Infographic]”
A win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue.
In fact, companies that conduct win/loss analyses consistently outperform those that don’t in the following areas (source): Continue reading “How to Conduct a Win/Loss Analysis in B2B Sales”
Fact: Your company’s email program will only ever be as good as your contact database. No matter how great your emails are, eventually your contacts get married, change jobs, or receive promotions; their companies go out of business or merge with entirely different organizations.
Slowly but surely, you’ll be left with inaccurate and unreliable data. If you aren’t diligent about database maintenance, you’ll run your email marketing program into the ground.
Continue reading “How to Build Your B2B Email List in Seven Steps”
Branding. If you’ve worked in business for any period of time, you likely hear this term thrown around a few times a day. But branding is a fluid, subjective concept that we don’t always take the time to quantify—a must in today’s competitive business landscape.
Today, we explain the importance of a data-driven branding strategy and why contact data hygiene is the key to branding success. Let’s get into it. Continue reading “Contact Data Hygiene and the Future of Branding”
As the number of B2B technology vendors continues to grow at an unprecedented rate, the modern technology stack is in a constant state of evolution.
Today, the average B2B organization’s technology stack is akin to a human fingerprint– a unique identifier that reveals critical information about how a company conducts business, who they work with, and, most importantly, how they spend their money. This information, the core set of tools a business relies on, is often referred to as technographic data.
Continue reading “2019 Technographics in Sales [Infographic]”
In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals.
As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. For this reason, we’ve put together the ultimate list of company research tools for sales reps. On this list, you’ll find a variety of tools, both paid and free, to add to your existing technology stack. Let’s get into it!
Continue reading “15 Indispensable Company Research Tools for B2B Sales Reps”
B2B sales can be a rewarding career for those who enjoy working with people, building relationships, and of course, selling a product or service. Yet, if you’ve ever looked for a sales job, you know how difficult it can be to land a good position with a reputable organization.
Today, we make your life a little easier. Keep reading for a comprehensive guide to getting the B2B sales job of your dreams.
Continue reading “The Definitive Guide to Landing a B2B Sales Job”
We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions (source).
But—as B2B marketers and sales professionals—we have a lot to learn about social selling. Case in point:
Continue reading “4 Tips for Selling to the Social Savvy Buyer”
The premise of content marketing is simple: Offer something of value and, in exchange, earn the trust of potential customers. Yet, when it comes time to execute, many marketers stumble. What should I write about? Is there a particular format I should use? How do I know if this will resonate with my audience?
If you’ve ever asked yourself a similar line of questions, fear not, dear marketer. Your most common content marketing roadblocks can be solved with just a little planning. But, before you brush this off as just another list of tips and tricks, we urge you to stop what you’re doing and bookmark this page.
Continue reading “How to Create a Comprehensive Content Calendar for Your B2B”
As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post, there are many tips and tricks sales reps can use to bypass common objections during the sales cycle.
Research shows price objections are the number one objection sales rep face—but half of all price objections are phony (source). Most of the time, when a prospect says, “I can’t afford it,” they’re not usually talking about price at all. They’re really saying, “You haven’t demonstrated the value of your product and therefore, I’m not ready to spend my money on it.” Continue reading “4 Foolproof Ways to Beat Price Objections”