How to Build a Better B2B Sales Tech Stack

sales tech stackB2B sales leaders are constantly looking for tools and technologies that offer insight into their team’s productivity—tools also known as Sales Force Automation (SFA). The problem is that SFA tools, particularly CRM, only facilitate measurement, rather than the sales process itself.

This is not to say reporting and measurement aren’t paramount to achieving company growth; it absolutely is. But think of it this way: if given the choice, would you rather have a working furnace this winter or a thermometer that tells you the temperature? Gas in your car or an instant MPG reader to tell you about the car’s fuel economy?

The point is, the best sales stacks empower execution just as much as performance measurement. With all that said, let’s examine a framework for building a better B2B sales stack.

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What is Data Normalization & Why Should You Care?

what is data normalizationData normalization. It’s not exactly what gets marketers excited to get out of bed in the morning. But if lead generation, reporting, and measuring ROI are important to your marketing team, then data normalization matters. A lot.

In this blog post, we’ll review why data normalization is so critical to marketing strategies and goals. But first, let’s define what data normalization is. Continue reading “What is Data Normalization & Why Should You Care?”

The Impact of Direct Dials on Sales Productivity

direct dialsOften, sales reps who fail to hit the phones hard, wonder how they missed their quota. That said, not all sales outreach is created equal. Consider the following:

  • It takes 22 minutes to connect using switchboard numbers, but with direct dials it only takes 5 minutes (source).
  • When dialing a direct dial phone number at the director level, your SDR is 46% more likely to connect (source).
  • On top of that, when dialing a direct dial number at the VP level, your SDR is 147% more likely to connect (source).

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How to Create an Ideal Customer Profile (ICP)

ideal customer profileWe’ve said it before, and we’ll say it again: Sales and marketing alignment is critical to business growth. For skeptics who think otherwise, consider the following: Companies whose sales and marketing teams work together see 36% higher customer retention and 38% higher sales win rates (source).

While there are many ways to achieve sales and marketing alignment, the best place to start is to establish an Ideal Customer Profile (ICP). Continue reading “How to Create an Ideal Customer Profile (ICP)”

4 B2B Sales Challenges of the Average Sales Leader

b2b sales challengesEvery year the American Association of Inside Sales Professionals (AA-ISP), releases its study, “Top Challenges of the Inside Sales Industry,” which polls both sales leaders and individual reps about common B2B sales challenges they face.

In part one of this series, we examined trends from the sales reps’ responses. In part two, we’ll highlight findings from sales leaders’ responses. Continue reading “4 B2B Sales Challenges of the Average Sales Leader”

Outbound Sales Strategies and Market Intelligence  

outbound sales strategiesToday’s B2B decision makers have access to more information than ever. Because of this, the traditional “sales cycle” has given way to the “buying process” and sales organizations are still adjusting—leaving two prevailing schools of thought:

Inbound: The first camp believes the best way to grow your business in the digital age is through inbound strategies that identify potential customers through free trials, educational content, etc.

Outbound: Old school sales leaders argue that sales is still a contact sport and that cold calling is, in fact, alive and well. Continue reading “Outbound Sales Strategies and Market Intelligence  “

The 5 C’s of Data: A Guide to Marketing Data Quality

contact data qualityB2B data isn’t glamorous. Yet, without it, sales wouldn’t happen and successful campaigns wouldn’t exist. To make things more complicated, data decays rapidly as people change jobs, companies go out of business, and mergers occur. In fact, 62% of organizations rely on inaccurate prospect data (source).

Continue reading to learn how to analyze your existing marketing database and achieve company growth in 2017.

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Account-Based Marketing Vendors: A Quick Guide

account-based marketing vendorsAccount-based marketing (ABM) just had its hype year. But as Forrester Research explains, companies need to be prudent in how they budget and forecast for ABM.

“As a growing hoard of products, partnerships, events, and associations jump into this market with gold-rush-like intensity, B2B marketers are in danger of falling for the fool’s gold of unrealistic revenue windfalls and investment returns” (source: Vendor Landscape: Account-Based Marketing, Q4 2016).

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