Heinz Marketing

APRIL 14, 2022

CMO (Chief Marketing Officer) tenures have often shrunk to 2 years while B2B marketing has morphed away from a function responsible for events, creatives, and messaging that pushes product or service messages to drive awareness with prospects and customers. Action #1: Cross-functional Alignment with Common KPIs. Customer Obsession.

B2B 114

B2B Cross-sell Education Strategize 114

Martech

APRIL 22, 2024

Today’s B2B buyers expect a personalized experience tailored to their specific needs, industry pain points and stage in the customer journey. The benefits of audience planning Nearly 75% of customers expect better-personalized experiences as technology advances, according to Salesforce’s State of the Connected Customer.

B2B 127

B2B Cross-sell Campaign CRM 127

Heinz Marketing

MARCH 16, 2022

We have all witnessed a digital transformation in B2B Marketing with the onset of Artificial Intelligence (AI). Thanks to the marketing technology companies that have made the concept more approachable and actionable. Thanks to the marketing technology companies that have made the concept more approachable and actionable.

B2B 103

B2B Technology Technology Cross-sell 103

Heinz Marketing

JANUARY 13, 2022

If you missed my LinkedIn series last month , here’s a recap of all twelve B2B marketing trends, investments and focus areas I expect to see from CMOs and teams in the new year. . And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams.

B2B 130

B2B Objectives and Key Results Campaign Cross-sell 130

Salesforce

APRIL 29, 2022

Older technology systems lack flexibility and can’t deliver the utility customer satisfaction level critical in today’s competitive market. Digitization (upgrading technology) may seem daunting, but the following steps can start you down the right path. Foster a collaborative mindset.

Technology 98

Technology Technology Customers Cross-sell 98

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.”

B2B 113

B2B GTM Cross-sell Cold Call 113

Martech

SEPTEMBER 24, 2021

Account-based marketing or ABM is a B2B marketing strategy that aligns sales and marketing efforts to deliver targeted advertising, as well as personalized content and messaging, to high-value accounts. It has been used by B2B marketers for well over a decade. ABM isn’t new, though. Types of account targeting. What ABM tools do.

B2B 127

B2B Pipeline Campaign Cross-sell 127

Martech

NOVEMBER 8, 2024

In B2B marketing, simply sticking to traditional channels may limit your potential. This article discusses strategies to help you better understand your audience, develop a clear and effective media plan and explore some overlooked platforms that can give your B2B marketing a fresh edge. What are they discussing?

B2B 123

B2B Objectives and Key Results Cross-sell CRM 123

Martech

JUNE 27, 2023

And I am frequently surprised by how many B2B companies still neglect features and functionality that would improve the effectiveness of their sites. B2B firms typically seek to accomplish some combination of the following with their sites: Be found by qualified prospects. Sell, close. Hmmm, am I an out-of-touch boomer?

B2B 105

B2B Customers Cross-sell Price 105

Martech

SEPTEMBER 11, 2024

In most SaaS and B2B organizations, silos exist for practical reasons. Here are three customer journey practices for tapping this institutional, cross-functional wisdom. Implement a cross-functional voice of the customer (VOC) program to gather and sort input for shared understanding.

Cross-sell 99

Cross-sell Customers UX A/B testing 99

Sales Hacker

MARCH 18, 2020

How do you compensate for the lack of B2B face-to-face meetings ? Fortunately, we’ve got technology that let’s us stay in touch. We’re not going to talk about generating new leads because we’re fully aware potential B2B buyers have become more cautious and less confident about making investments. What to expect?

B2B 136

B2B Healthcare Hospitality Sales 136

ConversionXL

NOVEMBER 3, 2016

Conversion optimization is a little different if you’re in B2B. You’ll still need to do the same types of conversion research, persona building, and experimentation that is common across conversion optimization, but let’s talk a bit about how and why B2B is different. It’s called Optimizing for B2B.

B2B 110

B2B Conversion B2C SQL 110

Martech

SEPTEMBER 29, 2023

B2B marketers are getting a lot from the huge amount of new marketing technology, but it comes with more than a few challenges: Systems integration, budget woes, demonstrating ROI to name a few. Which products are best suited to the B2B world? And so many choices out there. Which are best for my industry and for my customers?

B2B 94

B2B Teamwork Referrals Cross-sell 94

Martech

MAY 6, 2024

I am the first generative AI chatbot for marketing technology professionals. While the focus of lead scoring is typically on identifying and prioritizing new leads, it can also be applied to existing customers to determine their level of engagement, satisfaction, and potential for upselling or cross-selling opportunities.

Cross-sell 111

Cross-sell Customers Referrals B2B 111

Salesforce

FEBRUARY 21, 2022

Snack food brand KIND Snacks is a top-selling nut bar on Amazon and its health-focused products are available nationwide – at supermarkets, specialty stores, and big-box retailers. When its business began in 2004, KIND built a strong B2B distribution model with great success. The next step?

B2B 98

B2B Cross-sell Retail Up-sell 98

Heinz Marketing

AUGUST 25, 2020

Today, I want to continue the conversation and talk about how to map the B2B buying committee. What is the B2B buying committee? The B2B buying committee is a group of people involved in a purchase decision. Today’s B2B buying committees (and buying decisions) are growing more complex.

B2B 103

B2B Sell E-commerce Cross-sell 103

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. Salesforce’s state of sales report shows that sales leaders expect their AI adoption to grow faster than any other sales related technology. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Salesforce

SEPTEMBER 21, 2021

Late in 2020, executive leadership at Accenture recognized that their business-to-business (B2B) sales transformation offering was not going to serve clients the way they needed it to. When you think B2B sales, you probably imagine folks getting on an airplane every day, knocking on doors, trying to get someone to listen to their pitch.

B2B 96

B2B Territory Manufacturing Sales 96

Force Management

MAY 30, 2024

Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Fostering alignment between the traditional sales organizations and your CS team is one way today’s top B2B SaaS and Tech firms gain an advantage in a competitive marketplace.

Customers 131

Customers Cross-sell B2B Sell 131

SalesHandy

NOVEMBER 28, 2020

For a sales team to continually nurture and close — B2B lead generation plays a crucial role in enabling the process. With this article, we’ll comprehensively cover existing B2B lead generation ideas and channels. What is B2B lead generation? 11 Ways to Set Up B2B Lead Generation. Website Landing Pages. Content Marketing.

Lead generation 111

Lead generation B2B Referrals Networking 111

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Many B2B marketers find the C-suite is actively involved in ABM – so you’ll need senior executive buy-in before you get started. B2B marketers have used account-based marketing , or ABM, for years.

Cross-sell 121

Cross-sell Territory B2B Technology 121

Martech

NOVEMBER 8, 2023

B2B marketing success hinges on more than just innovative strategies and cutting-edge technologies. At the heart of top-performing B2B marketing programs lies a solid answer to the fundamental question: Do you truly know your best customers and where to find more of them? The key takeaway?

Customers 123

Customers Construction B2B Cross-sell 123

Hubspot

MARCH 8, 2015

So what role does the salesperson play in the new B2B buying journey? million B2B salespeople in existence today, " we believe one million jobs will be net displaced by 2020 ," Hoar said. million B2B salespeople in existence today, " we believe one million jobs will be net displaced by 2020 ," Hoar said. As for individual reps?

B2B 78

B2B Cross-sell Consult Negotiate 78

ConversionXL

NOVEMBER 8, 2018

Are there use cases for voice search in B2B? Notably, Dean continued, “the growth in voice isn’t coming 100% from smart speakers like Google Home, which aren’t super relevant for B2B companies anyway. Instead, a good chunk of all searches are becoming voice searches on mobile phones and—important for B2B—desktops.”.

B2B 100

B2B Manufacturing Retail Cross-sell 100

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. In the world of B2B sales, the conventional thinking has become especially stark. A number of industry pundits have even gone so far as to presage “the death of the B2B salesman.”. B2B Buyer Experience Survey Outline. The bottom-line?

B2B 79

B2B Appointment B2C Cross-sell 79

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C.

Sell 123

Sell Cross-sell Drivers/motivators Education 123

Martech

JUNE 12, 2024

First, utilize the same martech tools used to identify prospects to upsell, cross-sell and retention opportunities. Build upsell and cross-sell journey maps for key customer segments using scoring techniques and tools used for qualifying leads. Are there certain products or services they need?

Customers 106

Customers Cross-sell Education Account management 106

Martech

MARCH 10, 2022

Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. In our always-on, buy anything anywhere world, customers want their buying experiences to be personalized, dynamic and convenient, and B2B buyers are no different.

E-commerce 108

E-commerce Growth Cross-sell Objectives and Key Results 108

Martech

OCTOBER 22, 2024

As we approach 2025, B2B marketers increasingly adopt data-driven strategies to refine their lead management processes and ensure they deliver sales-ready leads optimally. Technology stack Leads using technologies that integrate with or complement your solution should receive additional points.

Cross-sell 116

Cross-sell Lead generation GTM Territory 116

Veloxy

NOVEMBER 29, 2021

Companies with access to today’s technology are swamped with data. Yet, how it can shape selling for your company can be revolutionary for you. Predictive Analytics for B2B Sales. Read on to learn more about predictive sales forecasting and how it can help your sales teams and their sales performance. Lead Scoring.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Salesforce

DECEMBER 20, 2024

What defines success in B2B marketing? When working with sales to help close deals, B2B marketers need to understand the sales funnel, including how customers move through the stages of an opportunity. Simply put, your team has to be B2B opportunity experts. What is a B2B opportunity expert? Timing is crucial.

B2B 59

B2B Contract Cross-sell Construction 59

Sales Hacker

JUNE 12, 2024

Strategies for pricing new products and cross-selling within an existing customer base. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase.

GTM 108

GTM Engineering Growth Cross-sell 108

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 104

Sell Cross-sell Finance B2C 104

Sales Hacker

OCTOBER 2, 2020

A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. 10% of companies that have reduced headcount have reinvested the savings into new sales technologies.

Objectives and Key Results 138

Objectives and Key Results Sales Cross-sell Technology 138

Martech

JULY 18, 2022

Most B2B businesses have some kind of account-based marketing strategy. At some stage, especially if the business is seeing growth, the question arises: “Do we need some dedicated technology to automate these processes? The B2B sales process is notorious for its length. But how are they tracking that? The benefits of ABM.

B2B 98

B2B Cross-sell Contract Pipeline 98

Martech

FEBRUARY 13, 2024

Developing your alignment roadmap The following steps will help you create a plan to align your marketing technology with your main business goals. For example, if you’re in the healthcare industry, focus on privacy and personalized patient engagement technologies. If it worked once, it can work again.

Objectives and Key Results 102

Objectives and Key Results Cross-sell Strategize Retail 102