How the B2B Buyer Journey has Changed

Posted by Dave Karr on Aug 31, 2021 1:51:14 PM
What is the B2B buyer journey?

The simplest definition of the buyer journey is the path that a buyer takes before deciding to make a purchase. What makes the B2B buying journey so unique is that there usually isn’t one sole decision-maker and the process is much longer.

It often includes multiple stakeholders that all have a say in the purchase decision. Having so many cooks in the kitchen so to speak, can make the buying process long, difficult, and wearisome.

But have no fear! In this article we're going to outline ways to stand out from your competition by helping your buyers along their way.

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Topics: Sales enablement, b2b marketing, martech, b2b sales, Content Marketing, sales and marketing

How to Get Started With Sales Enablement

Posted by Lindsay Toomey on Aug 4, 2021 5:19:16 PM

Sales enablement is an important piece of any company’s sales technology stack and getting started can look like a daunting task.

So why take the plunge? Results. Companies that have implemented a sales enablement strategy outperform their competitors by up to 20%.

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Topics: Sales enablement, b2b marketing, sales technology, b2b sales, sales and marketing

The Power of Data and Sales Enablement

Posted by Lindsay Toomey on Jul 15, 2021 2:31:21 PM

What impact is data making on B2B? In the age of digitalization, businesses are increasingly using data to generate insights that help them grow their business.

Sales enablement platforms can generate a wealth of data for sales and marketing managers to leverage.

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Topics: Sales enablement, data analytics, b2b sales, sales and marketing

The Top B2B Sales Trends for 2021

Posted by Lindsay Toomey on Jun 23, 2021 6:00:16 PM

The COVID-19 pandemic forcibly shoved B2B selling into the deep end. Many companies had to quickly learn how to swim in new waters and those that adapted have quickly become the new industry leaders.

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Topics: Sales enablement, sales technology, martech, b2b sales

Sales Engagement vs. Sales Enablement: What’s the Difference?

Posted by Lindsay Toomey on May 10, 2021 7:54:15 PM

I don’t think we need much more of an introduction for what we’re talking about today than the article title, so let’s just jump right in. What do you think?

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Topics: Sales enablement, sales technology, b2b sales, sales engagement

The Importance of Marketing Automation

Posted by Lindsay Toomey on May 3, 2021 2:59:28 PM

The landscape of MarTech systems continues to grow exponentially. With over 7,000 systems now available to marketers, where do you even begin to determine where to start in your business?

If you are looking for that first major investment into MarTech, there is no better place to start than selecting the proper marketing automation system. It will act as the basis for all of your other MarTech and will be the connecting link to your CRM.

In this article, we’ll breakdown what marketing automation is, why it’s valuable, and how to implement it.

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Topics: b2b marketing, martech, sales and marketing

SharePoint vs. Sales Enablement Tools

Posted by Lindsay Toomey on Apr 21, 2021 2:41:09 PM

I’m just going to put this out there – and it won’t be the last time in this blog that I do – SharePoint is not the same as sales enablement. SharePoint is great at what it does, but it has limitations that affect the productivity and effectiveness of the marketing and sales teams

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Topics: Sales enablement, b2b marketing, content management, Content Marketing, sales and marketing

A Simplified Guide to Sales Enablement

Posted by Lindsay Toomey on Apr 8, 2021 5:32:28 PM

Wondering what sales enablement is? Consider this article the Cliff’s Notes version. Together, we’ll go through the details of what makes it work, how develop a strategy, and how it can help your business win more deals.

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Topics: Sales enablement, b2b marketing, b2b sales

The Top Techniques for B2B Sales Prospecting

Posted by Lindsay Toomey on Mar 21, 2021 10:42:06 PM

A full sales pipeline is the best kind of pipeline. And in a perfect world, it’s full of high-quality leads from your ideal customers.

As the saying goes, variety is the spice of life. That’s way it’s important to equip your sales team with an arsenal of techniques to use as they approach their prospects and drive product and brand interest.

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Topics: b2b sales

How to Build a B2B Sales Enablement Strategy

Posted by Lindsay Toomey on Feb 16, 2021 1:03:13 PM

It goes without saying that revenue is directly related to sales made and deals closed. But what if there was more you could do? With the right tools, resources and support the opportunity for growth increases exponentially.

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Topics: Sales enablement, industrial sales, b2b sales, sales and marketing