Published By: Zilliant
Published Date: Oct 11, 2019
The maintenance, repair and overhaul (MRO) and industrial distribution industry is massive and continues to grow at a steady pace. Despite this positive outlook, individual MRO distributors aren’t short on their own challenges when it comes to retaining and growing their market share.
There are several factors hindering MRO companies from retaining the share they have and claiming more. Namely:
• Complexity: Their large customer counts and behemoth SKU counts render it impossible to give reps market-aligned pricing guidance and sales intelligence
• Competition: MRO is ripe for poaching by Amazon, and as a result, traditional distributors continue to see market share slipping away to the online giant
• Skills: A massive generational shift in the workforce is resulting in a skills gap that’s proving particularly problematic to fill
In this playbook for MRO and industrial products distributors, we will discuss how growth is hindered in this dynamic industry and then provide reimagin
Marketers focus more on the top of the sales funnel, while sales reps close deals at the bottom of the funnel. As markets move prospects down the funnel and prepare them to be sold to by the sales team, they create better prospects for the sales team to engage with.
Marketer konzentrieren sich mehr auf das obere Ende des Sales Funnel, während Vertriebsmitarbeiter am unteren Ende des Trichters Abschlüsse unter Dach und Fach bringen. Auf dem Weg durch den Sales Funnel werden die Interessenten auf den Verkauf durch das Vertriebs-Team vorbereitet, sodass eine bessere Interaktion mit ihnen möglich ist.
Published By: Location3
Published Date: Oct 07, 2019
As a result of our ability to more efficiently target prospective Edible Arrangements customers using programmatic, Connected TV media buys, we were able to drive significant increases in total sales and total revenue while spending nearly 76% less in advertising dollars than Traditional TV.
In addition, customers engaged via our Connected TV advertising purchased both higher quantities of Edible Arrangements’ items and higher priced items as a result.
In conclusion, our test proved our hypothesis that Connected TV can drive significantly better ROI than traditional television advertising.
In the past, B2B transactions occurred in face-to-face meetings as a sales professional worked a product demo, business luncheon, or boardroom presentation to influence a customer – and close the deal. Today, however, B2B stakeholders perform much of their product and service research online. In fact, 93 percent of B2B buying starts with online searching, according to a Pinpoint Market Research study. This research occurs long before a customer engages with sales.
As your prospects research and evaluate your offerings, they leave behind valuable clues to their intent. Understanding these clues – cracking the code – can help you tailor your messages to them, thereby providing them a more tailored, relevant experience. As a result, business-savvy marketing and sales departments have embraced marketing automation platforms, so their respective teams can work together on one common platform, reach B2B customers online, and drive revenue.
Marketing automation platforms automate repetitive
Content marketing is more than composing, curating, and distributing valuable content. It’s backed by a relentless drive to measure for impact.
There’s nothing you can’t do with content marketing. Like reaching your target market with the right info on the channels they enjoy. So, take a deep breath, and don’t hold anything back (except the sales pitch).
Lead management combines two heavy hitters in sales and marketing: lead scoring and lead nurturing.
Lead scoring is an objective ranking of one sales lead against another. It helps marketing and sales pros identify where each prospect is in the buying process and follow up accordingly.
On the flip side, lead nurturing is the process of cultivating leads that aren’t ready to buy by equipping them with info. Successful lead nurturing anticipates the needs of the buyer based on who they are and where they are in the decision process.
Sticking to email blasts and spreadsheets will leave you lagging behind the competition. Forge a clear path for your marketing strategy with marketing automation. Equip yourself with the language they will understand at C-level and prove to them that modern marketing will drive your organization into the future:
Get more done, faster and with fewer resources.
• Reach the right prospects more effectively. • Radically increase conversion rates, revenue, and alignment between marketing and sales.
The trick is to convince those in your leadership of the value of marketing automation. To succeed, it is imperative to influence your CEO, CFO and CIO by crafting a persuasive argument that’s relevant to each of their objectives and concerns.
Join the thousands of sales and marketing professionals who have already secured executive buy-in and are benefiting from the power of marketing automation. This guide offers a look into the mind of an exec: what keeps them up at night, how do they vie
Lead scoring is an objective ranking of one sales lead against another. This not only helps align the right follow-up to the corresponding inquiry, it also helps marketing and sales professionals identify where each prospect is in the buying process. The process of defining lead scores improves alignment and collaboration between marketing and sales teams. After all, by jointly establishing an objective definition of a quality lead, sales and marketing can exchange better feedback on the quality of leads being passed to sales. Plus, lead scoring helps ensure that the best leads are followed up on immediately by prioritizing leads according to revenue potential and buyer readiness.
Consider a typical visit to a brick-and-mortar retail store. As you search through the racks, deciding what to buy, what type of salesperson do you hope for? Someone aggressive, continuously asking if you’re ready to make a purchase? Or someone who’s never there when you have a question, no matter how hard you look? Ideally, most customers would say, the perfect salesperson falls somewhere in between. Someone who’s ready to jump in with assistance, but happily follows your cue.
Thanks to years of shopping in stores, consumers today know exactly what they want from that brickand-mortar experience—and savvy retailers know how to train their salespeople to get it right. But what about a different shopping situation? What type of experience attracts or repels online shoppers? And what do digital retailers need to do in order to deliver the experience that compels customers to buy?
With so many retailers to choose from, modern consumers don’t need to put up with a digital experience the
As marketers chase after the same people with the same tactics, traditional marketing has become less worth the time—and the money.
Email outreach worked until spam clogged up inboxes. Content marketing worked until everybody started to put out sub-standard material. And search engine marketing worked until it became inundated with new players clamoring for attention. Even inbound tactics aren’t delivering the results they once did.
And as the need for performance continues to climb, so does the status of account-based marketing (ABM). In the B2B sphere it’s on the tip of everyone’s tongue.
Download this whitepaper to learn more about ABM, a potent approach that puts sales and marketing together.
It’s not uncommon to find slick-looking user interfaces, well-run product demos, and exciting sales narratives when evaluating a data management platform (DMP), but don’t let those features distract from the elements needed for day-to-day and long-term strategic success of a DMP.
Whether you’re looking to invest in a DMP for the first time or want to switch to a new provider, there are a few crucial factors to consider before signing on the dotted line.
Key functionality, architecture, and partnership dynamics are all important factors, but they rarely surface until your team is hands-on and using the platform. Once you dig in, it can quickly become apparent that a shiny interface and smart storytelling are a distraction from what really matters—at this point, it’s often too late.
Avoid buyer’s remorse by considering these seven facets of all DMP providers before making your decision.
It’s no secret that data-driven marketing (DDM) is top of mind for brand and agency executives. But what is surprising—shocking, in fact—is how vital first- and third-party information is for creative and execution strategies today. Case in point: 70% of senior marketing executives from brands, agencies and related industry segments say data-driven marketing is a core element of a majority of their campaigns, according to a new Oracle-Forbes Insights survey.
This full immersion in data and analytics—more than what many industry insiders may have realized—shows how quickly brands and agencies have recognized the potential benefits and rushed to replace outdated “gutfeel” decision making with quantifiable research. This was another recurring theme in the Oracle-Forbes Insights study, which found that marketing executives rely on advanced analytics to increase sales, attract new customers and expand brand awareness. In addition, 71% of respondents feel they effectively use it to identify
To the Marketer who goes non- stop.
You don’t try. You do. And when you get that feeling, some might call it a spark of genius, you know anything’s possible.
At Oracle, we know greatness comes from great inspiration. Packed with powerful info, the Spark Series will get you up to speed on pivotal marketing trends – like B2B content marketing – lightning fast.
Think of it as a catalyst that will put your strategy into motion. Because if anyone’s going to stay one step ahead, it’s going to be you.
Download this whitepaper to learn more.
For the second year, we asked 500 panelists their
feelings and perceptions regarding the state of brickand-
mortar retail. The results may surprise you.
Our research found that, although sales associates are generally viewed
neutrally, specific sectors such as consumer electronics stores and momand-
pop shops have a positive perception.
Consumers seek out sales associates who are educated and able to
help them make an informed purchase. Our results also confirmed prior
reporting1 into the growing fluidity between e-commerce and traditional
retail. More than 75 percent of our panelists reported frequently browsing
online, then purchasing the product in-store. Sales associates who are
educated about the products in their store are more likely to sell more. Brands
that ensure that their sales teams have the proper product knowledge
maximize the likelihood that consumers will purchase from them.
When Q4 rolls around, people start hanging
Christmas lights, planning family gettogethers,
stocking up on booze for said
family get-togethers — and buying gifts.
It’s true, the last quarter of the year is great for sipping eggnog, but it’s also when big and small
businesses alike make or break their revenue goals, often making 20-30 percent of their annual
sales, according to the National Retail Federation. With the average holiday shopper purchasing
16 gifts during the season, wintertime is salestime.
We’ve compiled the 10 things brands and retailers can do to boost revenue during the holiday
season — and keep customers coming back for more.
This report details the capabilities that can help improve efficacy of marketing efforts and share results with leaders, With marketing automation, you can accomplish a lot:
- manage prospects by connecting leads and accounts on every channel
- align your sales and marketing teams with integrated sales applications
- understand, prove, and optimize your marketing efforts with measurement and attribution tools
Businesses are 67% better at closing deals when their marketing and sales teams are aligned. With six simple steps from Marketo Engage, you too can increase revenue, improve teamwork across departments, and create an environment of success.
Learn how to do the following:
- generate more leads by adopting a more holistic view of the sales funnel
- boost collaboration by implementing a commission structure into your marketing department
- create internal service-level agreements to streamline process and develop accountability
Published By: Anaplan
Published Date: Sep 19, 2019
Angesichts eines immer stärker umkämpften Marktes entwickeln vorausschauende Führungskräfte im Vertrieb immer wieder neue Absatzmöglichkeiten und Strategien, um den Wettbewerb hinter sich zu lassen.
Anaplan for Sales wurde entwickelt, um die Go-to-Market-Strategie Ihres Unternehmens zu stärken und Sie als Führungskraft im Vertrieb dabei zu unterstützen, die richtigen Entscheidungen zu treffen.
Was können Sie in unserem Whitepaper erfahren?
• Wie können Sie die notwendige Agilität und Flexibilität im Rahmen Ihrer Vertriebsplanung erreichen?
• Warum sollte die Planung für Ihre Go-to-Market-Strategie auf einer einzigen Plattform erfolgen?
• Wie kann Ihnen eine moderne, Cloud-basierte Planungslösung dabei helfen, schneller die richtigen Entscheidungen zu treffen?
The Navy SEALs — a highly skilled, extremely cohesive unit that can be deployed at a moment's notice to take on the toughest missions. The same tactics and training that make the SEALs so formidable and effective can be applied to your Sales Development team.
In this guide, we will teach you how to take your best Sales Development Representatives (SDRs) and turn them into a highly actionable team of world-class prospectors, ready to do battle with the toughest of territories in the most efficient way possible.
How to identify your standout SDRs and recruit them for special missions
The best ways to measure, adjust and iterate your tactics with every evolution so you can book more qualified meetings and win more deals
How to deploy your new SDR SEAL team to not only boost revenue, but to rescue struggling Account Executives
LinkedIn is the largest social networking platform for business professionals, but utilizing it effectively to build your brand and move the needle for you business is a delicate balance. Many leaders struggle with finding the right balance of building an authentic brand.
To help you begin building your brand, establish your voice, and drive business and opportunity for yourself and your team, this guide will answer the following questions about effectively using LinkedIn:
Does building my brand help me close deals?
How can the platform move the needle for my pipeline?
What is proper etiquette when communicating with peers?
How do I enable my sales team to incorporate LinkedIn into the outbound efforts?
Download today to establish your presence on LinkedIn!
A sales engagement platform (SEP) helps sales organizations stand out and sell easier. Although a relatively new technology, it is now seen as one of the most important platforms for the modern sales tech stack, with 92% of surveyed sales organizations calling it critical to their team’s success.
This eBook is intended for readers interested in learning more about SEPs and how it enables more engagement with less effort. Readers will get an overview of a SEP and the advantages for executing key sales workflows, how it easily integrates with your existing sales stack, and core functionalities that solve historical problems for sales teams. Finally, we close by highlighting a real-life example of the great advancements one customer achieved just five months after implementing a SEP.
More than 50% of all e-commerce fraud losses are from cyberattacks such as account takeover, gift card cracking and inventory scalping. While these attacks occur year round, the majority of losses are sustained during peak seasonal promotions and new product releases.
Watch this briefing to learn the anatomy of the costliest attacks on web and mobile applications, and insights from Top 10 Retailers on successful mitigation techniques. Topics covered include:
Top 3 retail attack techniques
Analysis of attack data during sales promotions
Best practices from Top 10 Retailers