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Espial Solutions LLP 2022-06-23
In this ever-changing Information Age, it is time to wear your creative hat with an unconventional approach for generating B2B sales leads. It is all about finding the decision-makers in the target company, based on their specific business pain points, and then searching the intent of the target audience. Your target audience is looking for solutions so create personas with the following attributes – age, gender. Geography, channel preferences, and then their specific business problem. From blogs, articles, case studies to videos, you need to be creative in publishing the content to create curiosity among your target audience.
collect
0
Marcus Stoinis 2022-06-01
img
Extract your leads data from LinkedIn and Sale NavigatorYou can quickly extract lead data from your target profiles using LinkedIn Sales Navigator Scraper. In LinkedIn Sales Navigator, you may search for leads by name, zip code, or company and keywords, and then export those LinkedIn search results to Excel using Sales Navigator Scraper. Expand B2B sales leads database with LinkedIn Sales Navigator Scraper and grow your businessLinkedIn Profile Extractor can extract quality and contact details of targeted leads from LinkedIn profiles Sales Navigator for your specified keywords and search regions, such as name, email id, phone number, Yahoo ID, Skype ID, Google Talk ID, and other business information. For this reason, I recommend LinkedIn Sales Navigator Extractor to extract quality lead data from customers andcompanies from LinkedIn and Sales Navigator. By using this LinkedIn data scraper, you can save time and money and you don't need to hire a high-priced freelancer or programmer to extract data from LinkedIn Sales Navigator when you use this LinkedIn email scraper.
collect
0
Martech Cube 2022-05-20
img
Benefits of Account-Based MarketingAccount-Based Marketing - Is a B2B marketing strategy in which sales and marketing teams collaborate to identify the best prospects for becoming clients & focuses on high-value customer accounts. Benefits of Account-Based MarketingFaster sales cycles - ABM overcomes this challenge by delivering the relevant messaging to target accounts’ key decision-makers. The B2B sales process is extensive, and there can be issues when it comes to getting internal buy-in from prospective customers. As a result, ABM prospects move faster through the pipeline since they precisely target the account’s buying influencers and decision-makers. Increased sales and marketing alignment - To develop a successful ABM strategy, marketing and sales teams must collaborate to identify critical accounts to target.
collect
0
Cornelius Jones 2021-01-29
img

Seismic’s VP of Market Growth provides valuable perspective on what B2B sales enablement will look like in 2021’s post-COVID environment.

The post What B2B sales enablement looks like in a post-COVID environment appeared first on ClickZ.

collect
0
Bradley Liss 2020-10-10
img

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 3 Unconventional Sales Tactics for an Unconventional Time Some unconventional … Continued

The post B2B Reads: Walt Disney, Crisis Fatigue, and the LinkedIn Algorithm appeared first on Heinz Marketing.

collect
0
lee carl 2020-08-25
img

In the B2B e-commerce landscape, competition only gets tougher with the times.Especially with today’s B2B buyer using the internet to make informed purchase decisions, the sales funnel must leverage technology too.Perhaps what sets apart successful players from everyone else is the presence of a powerful sales channel.Thanks to the internet, B2B selling channels have transformed from physical to digital.According to Forrester Research, over 70% of the buying process is done even before the buyer contacts the supplier.The web plays a large role in buying decisions, with 90% of B2B buyers utilizing online search engines for their research.This means B2B players must embrace digital transformation throughout their sales and marketing channels.Let’s take a look at how you can develop a powerful sales channel for your B2B business.1) The Right CRM ToolSuccess in the B2B market is based on good, long-term personal relations with customers.The right CRM tool makes managing customer interactions considerably easier.Because of these simplified procedures, your organization is well-equipped to meet the perpetually growing demands of the customers.It is important to effectively use your e-commerce portal to help bring in repeat sales which are key to the subsistence of a B2B concern.2) Website DesignA shoddily designed website is bound to have a lower conversion rate than a well-designed one.Website design doesn’t solely refer to the aesthetics of the platform but also the convenience and detail.Customers should be able to access the data they want easily and shouldn’t require assistance in their online ordering process.An aesthetically pleasing design is a plus and might earn you some brownie points with the customers.3) Customized JourneyCustomers expect a high level of personalization on their online portal, similar to a B2C platform.Tailored pricing quotes, order history, and guided selling are just a handful of features that are in demand.The entire customer journey needs to be pre-planned and it should be simplified and customized to the maximum possible extent.Integrations in the processes of billing, payment, and order are required to personalize the journey and build a loyal customer base.4) Monitoring and RectificationThere are several Key Performance Indicators (KPIs) which help you monitor the position of your organization.It is essential to check these indicators regularly and follow up on any issues that arise in the sales process.These indicators include conversion rate, bounce rate, cart abandonment, etc.You can pinpoint the area of the customer journey where difficulties arise and work towards improving them.Emphasis on building a sales channel is important in the comprehensive e-commerce strategy of your business to ensure that you don’t get left behind in this dynamic market.Source: Building a B2B Sales Channel  

collect
0
Sales for Life 2019-10-17
img

The marketplace is constantly changing thanks to technological disruptions.

The demands of the buyers are ever-increasing.

As a result, the sellers not only need to keep abreast of new technologies but also look for innovative sales strategies to cater to the consumers' demands.

You can establish the metrics to evaluate the results of your sales training.It is important to establish your training goals otherwise your training program will be directionless.

This will help you establish your training goals also.You can make your training specific to the individual needs as well.

You need to have a customized program that is relevant to your industry.

collect
0
James Neely 2020-11-20
img

By Josh Baez, Client Engagement Manager at Heinz Marketing The customer experience is continuously shifting – and it’s been further amplified and accelerated by COVID-19. Now, in the throes of digital transformation and workforce innovation, B2B companies are faced with a future-defining decision: sink or swim. Buyer enablement, customer success, revenue acceleration – in the … Continued

The post How Has B2B Sales Changed in the Digital Era? appeared first on Heinz Marketing.

collect
0
Infotanks Media 2021-06-25

Infotanks Media provide the top-quality lead generation services in USA.

We create lead generation strategies that identify, collect, validate, and curate potential customers to reach your sales goals.

Contact today for further details!B2B Sales Leads Database in USA 

collect
0
Sam Gibson 2016-07-20
img

I enjoyed the last two days at the Sales 2.0 Conference in San Francisco, which as always featured a strong mix of speakers, networking, new ideas and tons of notes.

Among several good presentations was 30 minutes on creating a victory plan for sales by John Turner, senior vice president of sales at TriNet.

Among several specific ideas & best practices shared that they actively use in their sales organization include:

How To Get An A goal-setting worksheet: It s a one-page outline of the key metrics that make sales reps @ TriNet successful.

more than just hitting their quota 115% of quota, to be exact in their worksheet the document also includes goals for size of pipeline, amount of vacation taken it s 100% , partners engaged and much more.

I love that it s so well rounded and about more than just the final number

collect
0
Intercoolstudio 2022-03-25
img
Make 2022 the year you get your B2B sales and marketing teams working together towards a common goal. If you haven’t got your B2B sales and marketing teams aligned yet, you’re missing out on a wide range of benefits – and most importantly, more revenue. But first, let’s look at the theory behind sales and marketing alignment. Why B2B companies need aligned sales and marketing teamsTraditionally, a company’s B2B marketing and sales teams would work in silos, separate from each other. Check out these stats:A LinkedIn survey found that 87% of sales and marketing leaders believe collaboration between marketing and sales teams enables critical business growth.
collect
0
Mihir Shah 2019-07-10
img

There are a lot of attempts to negotiate a successful deal, to interact with all the stakeholders, and finalize the details. This is especially true of B2B sales that take longer and involve more steps. To know more about Corporate Training Programs, https://www.yatharthmarketing.com/corporate-training-programs-mumbai-pune-bangalore-delhi-ahmedabad.html

Automobile Sales Training Programs India : Yatharth Marketing Solutions

Source : https://www.slideshare.net/yatharthmarketing/5-tips-to-become-successful-at-selling-b2b-services

collect
0
Charles Gilbert 2020-11-24
img
We often make the mistake of not using proper data-driven insights to connect the dots between our business and consumers.
collect
0
Bob Sun 2017-10-21

B2B ecommerce will reach $1.2 trillion and account for 13.1% of all B2B sales in the U.S. by 2021.

Just by the end of 2017, Forrester expects B2B ecommerce to reach $889 billion and represent 11% of total B2B sales in the U.S.

That's a monumental shift from outbound sales to inbound strategies for B2B businesses.

And no B2B seller can afford to ignore the reality that if they do not have an ecommerce arm, they will 100% miss out on sales and long-term deals.

So, here are the top 7 B2B ecommerce trends B2B brands need to get on board with –– and 13 brands already doing it and increasing revenue in the process.

B2B ecommerce will reach $1.2 trillion and account for 13.1% of all B2B sales in the U.S. by 2021.

collect
0
Simran Kashyap 2021-12-21
Businesses of all sorts are getting back on their feet after the COVID-19 pandemic decreased sales in most industries. And therefore, having a game plan to ace your business' position in the market becomes quite essential. Some of the tips are as follows: ❖    The user interface at its finest must be maintained. There are many cross-border payment methods like credit cards, wireless transfers, e-wallet, APIs, distributed ledger technology, and more. The digital market is competitive by nature and, thus, will require you more effort to step up and own the spot.
collect
0
Anastasia 2021-02-23
img
If you're looking for a business lead, you've probably heard that the best business leads come from B2B sales. Direct mail pieces usually generate a lot less business than they do return on investments (ROI), especially if the lead doesn't buy anything in the first place. First, you want to make sure that your existing customers like you and are happy with how you treat them. One way to do this is to make sure that you send out email follow-ups to your existing customers at least once every three months. But, you also want to make sure that you're using a good and effective B2B lead generation system to capture the names and other information of these potential leads so that you can follow up with them and growls them as soon as possible. For instance, you can use the tracking software to track your return on investment (ROI) to help you optimize the way that you are marketing and selling to your clients.
collect
0
sonali G 2022-04-22
ZoeyZoey helps B2B and wholesale businesses to capture orders online at any time, from any location, with any device. All of the essential B2B sales functionalities are built right in. With this platform, businesses can help customers find their products with customizable navigation and onsite search. nopCommercenopCommerce is a comprehensive ecommerce platforms which is ideals for every merchant’s B2B needs. nopCommerce is a well-structured eCommerce platforms which syndicates the best capabilities of open source and commercial software.
collect
0
victor grant 2017-07-10

Four business marketing strategies can boost business-to-business sales conversion rates by up to 25 percentage points, based on results of a surveyAltman Vilandrie released this week.However, only 15 percent of businesses fully take advantage of them.Even those that do use the strategies sometimes fail to maximize sales conversions because of a lack of coordination and integration.The four strategies:standardizing lead handoffs;employing lead scoring;creating detailed customer maps; andcoordinating between sales and marketing departments.Researchers polled 190 B2B marketing decision makers at U.S. companies with annual revenues of at least US$100 million.

However, only 35 percent of B2B marketer respondents considered their lead handoff practices highly standardized.A standardized lead handoff has two components, said Kate Rodriguez, a principal at Atman Vilandrie and coauthor of the study.First, there is a defined point in the customer journey at which marketing hands off the lead to a sales rep, she told the E-Commerce Times.

"Often, the lead handoff isn't standardized because of a lack of clarity around the process," Rodriguez said.

"Standardization creates consistency and accountability," she told the E-Commerce Times.Employing Lead ScoringLead scoring improves MQL conversion rates by 8 to 10 percentage points, the study found.

"Basic lead scoring consists of both behavioral data -- the actions the buyer is taking with the companies directly -- and demographic data, such as company size, industry and revenue," noted Zhou.Sophisticated scoring systems, which incorporate more customer actions and advanced modeling techniques, such as predictive analytics and AI, are more effective, Altman Vilandrie's Rodriguez said.Many marketing automation providers, such as Marketo, Salesforce and Oracle, have services and education to help customers build out scoring processes, Zhou noted.

However, many marketers rarely review a scoring process they have developed.

collect
0
Adam Amie 2018-09-08
img

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week.

We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

7 Ways to Give Your Prospecting Emails a Makeover

Too many emails fall victim to common mistakes that make your response rates suffer.

What Not to Do in B2B Sales — 7 Signs You’re About to Kill the Deal

What NOT to do if you’re trying to close a deal.

collect
0
Michael Wilson 2016-07-12
img

The following is an excerpt from a brand-new eBook from Ambition, PersistIQ and LeadGenius: Bridging the Gap: The Basics of Account Based Marketing and Selling.

Account based strategies work because they incorporate everything B2B marketing and sales teams do to target, close, and grow the best possible accounts.

B2B sales reps should be willing to walk a mile in their customers shoes.

Add in the fact that B2B purchases always close faster with organizational buy-in, and you have quite a compelling case for account based marketing and sales.

Account Based Strategy: Familiar Principles & Key Concepts

Well-orchestrated account based strategies share a few fundamental characteristics.

collect
0
Espial Solutions LLP 2022-06-23
In this ever-changing Information Age, it is time to wear your creative hat with an unconventional approach for generating B2B sales leads. It is all about finding the decision-makers in the target company, based on their specific business pain points, and then searching the intent of the target audience. Your target audience is looking for solutions so create personas with the following attributes – age, gender. Geography, channel preferences, and then their specific business problem. From blogs, articles, case studies to videos, you need to be creative in publishing the content to create curiosity among your target audience.
Martech Cube 2022-05-20
img
Benefits of Account-Based MarketingAccount-Based Marketing - Is a B2B marketing strategy in which sales and marketing teams collaborate to identify the best prospects for becoming clients & focuses on high-value customer accounts. Benefits of Account-Based MarketingFaster sales cycles - ABM overcomes this challenge by delivering the relevant messaging to target accounts’ key decision-makers. The B2B sales process is extensive, and there can be issues when it comes to getting internal buy-in from prospective customers. As a result, ABM prospects move faster through the pipeline since they precisely target the account’s buying influencers and decision-makers. Increased sales and marketing alignment - To develop a successful ABM strategy, marketing and sales teams must collaborate to identify critical accounts to target.
Bradley Liss 2020-10-10
img

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 3 Unconventional Sales Tactics for an Unconventional Time Some unconventional … Continued

The post B2B Reads: Walt Disney, Crisis Fatigue, and the LinkedIn Algorithm appeared first on Heinz Marketing.

Sales for Life 2019-10-17
img

The marketplace is constantly changing thanks to technological disruptions.

The demands of the buyers are ever-increasing.

As a result, the sellers not only need to keep abreast of new technologies but also look for innovative sales strategies to cater to the consumers' demands.

You can establish the metrics to evaluate the results of your sales training.It is important to establish your training goals otherwise your training program will be directionless.

This will help you establish your training goals also.You can make your training specific to the individual needs as well.

You need to have a customized program that is relevant to your industry.

Infotanks Media 2021-06-25

Infotanks Media provide the top-quality lead generation services in USA.

We create lead generation strategies that identify, collect, validate, and curate potential customers to reach your sales goals.

Contact today for further details!B2B Sales Leads Database in USA 

Intercoolstudio 2022-03-25
img
Make 2022 the year you get your B2B sales and marketing teams working together towards a common goal. If you haven’t got your B2B sales and marketing teams aligned yet, you’re missing out on a wide range of benefits – and most importantly, more revenue. But first, let’s look at the theory behind sales and marketing alignment. Why B2B companies need aligned sales and marketing teamsTraditionally, a company’s B2B marketing and sales teams would work in silos, separate from each other. Check out these stats:A LinkedIn survey found that 87% of sales and marketing leaders believe collaboration between marketing and sales teams enables critical business growth.
Charles Gilbert 2020-11-24
img
We often make the mistake of not using proper data-driven insights to connect the dots between our business and consumers.
Simran Kashyap 2021-12-21
Businesses of all sorts are getting back on their feet after the COVID-19 pandemic decreased sales in most industries. And therefore, having a game plan to ace your business' position in the market becomes quite essential. Some of the tips are as follows: ❖    The user interface at its finest must be maintained. There are many cross-border payment methods like credit cards, wireless transfers, e-wallet, APIs, distributed ledger technology, and more. The digital market is competitive by nature and, thus, will require you more effort to step up and own the spot.
sonali G 2022-04-22
ZoeyZoey helps B2B and wholesale businesses to capture orders online at any time, from any location, with any device. All of the essential B2B sales functionalities are built right in. With this platform, businesses can help customers find their products with customizable navigation and onsite search. nopCommercenopCommerce is a comprehensive ecommerce platforms which is ideals for every merchant’s B2B needs. nopCommerce is a well-structured eCommerce platforms which syndicates the best capabilities of open source and commercial software.
Adam Amie 2018-09-08
img

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week.

We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

7 Ways to Give Your Prospecting Emails a Makeover

Too many emails fall victim to common mistakes that make your response rates suffer.

What Not to Do in B2B Sales — 7 Signs You’re About to Kill the Deal

What NOT to do if you’re trying to close a deal.

Marcus Stoinis 2022-06-01
img
Extract your leads data from LinkedIn and Sale NavigatorYou can quickly extract lead data from your target profiles using LinkedIn Sales Navigator Scraper. In LinkedIn Sales Navigator, you may search for leads by name, zip code, or company and keywords, and then export those LinkedIn search results to Excel using Sales Navigator Scraper. Expand B2B sales leads database with LinkedIn Sales Navigator Scraper and grow your businessLinkedIn Profile Extractor can extract quality and contact details of targeted leads from LinkedIn profiles Sales Navigator for your specified keywords and search regions, such as name, email id, phone number, Yahoo ID, Skype ID, Google Talk ID, and other business information. For this reason, I recommend LinkedIn Sales Navigator Extractor to extract quality lead data from customers andcompanies from LinkedIn and Sales Navigator. By using this LinkedIn data scraper, you can save time and money and you don't need to hire a high-priced freelancer or programmer to extract data from LinkedIn Sales Navigator when you use this LinkedIn email scraper.
Cornelius Jones 2021-01-29
img

Seismic’s VP of Market Growth provides valuable perspective on what B2B sales enablement will look like in 2021’s post-COVID environment.

The post What B2B sales enablement looks like in a post-COVID environment appeared first on ClickZ.

lee carl 2020-08-25
img

In the B2B e-commerce landscape, competition only gets tougher with the times.Especially with today’s B2B buyer using the internet to make informed purchase decisions, the sales funnel must leverage technology too.Perhaps what sets apart successful players from everyone else is the presence of a powerful sales channel.Thanks to the internet, B2B selling channels have transformed from physical to digital.According to Forrester Research, over 70% of the buying process is done even before the buyer contacts the supplier.The web plays a large role in buying decisions, with 90% of B2B buyers utilizing online search engines for their research.This means B2B players must embrace digital transformation throughout their sales and marketing channels.Let’s take a look at how you can develop a powerful sales channel for your B2B business.1) The Right CRM ToolSuccess in the B2B market is based on good, long-term personal relations with customers.The right CRM tool makes managing customer interactions considerably easier.Because of these simplified procedures, your organization is well-equipped to meet the perpetually growing demands of the customers.It is important to effectively use your e-commerce portal to help bring in repeat sales which are key to the subsistence of a B2B concern.2) Website DesignA shoddily designed website is bound to have a lower conversion rate than a well-designed one.Website design doesn’t solely refer to the aesthetics of the platform but also the convenience and detail.Customers should be able to access the data they want easily and shouldn’t require assistance in their online ordering process.An aesthetically pleasing design is a plus and might earn you some brownie points with the customers.3) Customized JourneyCustomers expect a high level of personalization on their online portal, similar to a B2C platform.Tailored pricing quotes, order history, and guided selling are just a handful of features that are in demand.The entire customer journey needs to be pre-planned and it should be simplified and customized to the maximum possible extent.Integrations in the processes of billing, payment, and order are required to personalize the journey and build a loyal customer base.4) Monitoring and RectificationThere are several Key Performance Indicators (KPIs) which help you monitor the position of your organization.It is essential to check these indicators regularly and follow up on any issues that arise in the sales process.These indicators include conversion rate, bounce rate, cart abandonment, etc.You can pinpoint the area of the customer journey where difficulties arise and work towards improving them.Emphasis on building a sales channel is important in the comprehensive e-commerce strategy of your business to ensure that you don’t get left behind in this dynamic market.Source: Building a B2B Sales Channel  

James Neely 2020-11-20
img

By Josh Baez, Client Engagement Manager at Heinz Marketing The customer experience is continuously shifting – and it’s been further amplified and accelerated by COVID-19. Now, in the throes of digital transformation and workforce innovation, B2B companies are faced with a future-defining decision: sink or swim. Buyer enablement, customer success, revenue acceleration – in the … Continued

The post How Has B2B Sales Changed in the Digital Era? appeared first on Heinz Marketing.

Sam Gibson 2016-07-20
img

I enjoyed the last two days at the Sales 2.0 Conference in San Francisco, which as always featured a strong mix of speakers, networking, new ideas and tons of notes.

Among several good presentations was 30 minutes on creating a victory plan for sales by John Turner, senior vice president of sales at TriNet.

Among several specific ideas & best practices shared that they actively use in their sales organization include:

How To Get An A goal-setting worksheet: It s a one-page outline of the key metrics that make sales reps @ TriNet successful.

more than just hitting their quota 115% of quota, to be exact in their worksheet the document also includes goals for size of pipeline, amount of vacation taken it s 100% , partners engaged and much more.

I love that it s so well rounded and about more than just the final number

Mihir Shah 2019-07-10
img

There are a lot of attempts to negotiate a successful deal, to interact with all the stakeholders, and finalize the details. This is especially true of B2B sales that take longer and involve more steps. To know more about Corporate Training Programs, https://www.yatharthmarketing.com/corporate-training-programs-mumbai-pune-bangalore-delhi-ahmedabad.html

Automobile Sales Training Programs India : Yatharth Marketing Solutions

Source : https://www.slideshare.net/yatharthmarketing/5-tips-to-become-successful-at-selling-b2b-services

Bob Sun 2017-10-21

B2B ecommerce will reach $1.2 trillion and account for 13.1% of all B2B sales in the U.S. by 2021.

Just by the end of 2017, Forrester expects B2B ecommerce to reach $889 billion and represent 11% of total B2B sales in the U.S.

That's a monumental shift from outbound sales to inbound strategies for B2B businesses.

And no B2B seller can afford to ignore the reality that if they do not have an ecommerce arm, they will 100% miss out on sales and long-term deals.

So, here are the top 7 B2B ecommerce trends B2B brands need to get on board with –– and 13 brands already doing it and increasing revenue in the process.

B2B ecommerce will reach $1.2 trillion and account for 13.1% of all B2B sales in the U.S. by 2021.

Anastasia 2021-02-23
img
If you're looking for a business lead, you've probably heard that the best business leads come from B2B sales. Direct mail pieces usually generate a lot less business than they do return on investments (ROI), especially if the lead doesn't buy anything in the first place. First, you want to make sure that your existing customers like you and are happy with how you treat them. One way to do this is to make sure that you send out email follow-ups to your existing customers at least once every three months. But, you also want to make sure that you're using a good and effective B2B lead generation system to capture the names and other information of these potential leads so that you can follow up with them and growls them as soon as possible. For instance, you can use the tracking software to track your return on investment (ROI) to help you optimize the way that you are marketing and selling to your clients.
victor grant 2017-07-10

Four business marketing strategies can boost business-to-business sales conversion rates by up to 25 percentage points, based on results of a surveyAltman Vilandrie released this week.However, only 15 percent of businesses fully take advantage of them.Even those that do use the strategies sometimes fail to maximize sales conversions because of a lack of coordination and integration.The four strategies:standardizing lead handoffs;employing lead scoring;creating detailed customer maps; andcoordinating between sales and marketing departments.Researchers polled 190 B2B marketing decision makers at U.S. companies with annual revenues of at least US$100 million.

However, only 35 percent of B2B marketer respondents considered their lead handoff practices highly standardized.A standardized lead handoff has two components, said Kate Rodriguez, a principal at Atman Vilandrie and coauthor of the study.First, there is a defined point in the customer journey at which marketing hands off the lead to a sales rep, she told the E-Commerce Times.

"Often, the lead handoff isn't standardized because of a lack of clarity around the process," Rodriguez said.

"Standardization creates consistency and accountability," she told the E-Commerce Times.Employing Lead ScoringLead scoring improves MQL conversion rates by 8 to 10 percentage points, the study found.

"Basic lead scoring consists of both behavioral data -- the actions the buyer is taking with the companies directly -- and demographic data, such as company size, industry and revenue," noted Zhou.Sophisticated scoring systems, which incorporate more customer actions and advanced modeling techniques, such as predictive analytics and AI, are more effective, Altman Vilandrie's Rodriguez said.Many marketing automation providers, such as Marketo, Salesforce and Oracle, have services and education to help customers build out scoring processes, Zhou noted.

However, many marketers rarely review a scoring process they have developed.

Michael Wilson 2016-07-12
img

The following is an excerpt from a brand-new eBook from Ambition, PersistIQ and LeadGenius: Bridging the Gap: The Basics of Account Based Marketing and Selling.

Account based strategies work because they incorporate everything B2B marketing and sales teams do to target, close, and grow the best possible accounts.

B2B sales reps should be willing to walk a mile in their customers shoes.

Add in the fact that B2B purchases always close faster with organizational buy-in, and you have quite a compelling case for account based marketing and sales.

Account Based Strategy: Familiar Principles & Key Concepts

Well-orchestrated account based strategies share a few fundamental characteristics.