It’s no secret — B2B pipeline generation is a challenge. Finding the perfect potential customer can vex even the most experienced marketing or sales professionals. To help ease the pressure, here are some tried-and-true strategies to maximize your prospecting opportunities and deliver more qualified leads — and, ultimately, pipeline and revenue — for your business.
Survey Reveals Life Sciences Organizations Need Sales and Marketing Alignment
For our first Highspot Market Pulse survey, we chose to explore the state of sales and marketing alignment within the rapidly growing life sciences industry. According to KPMG, global annual sales for the medical device industry alone will reach nearly $800 billion by 2030. Our research found that there is a clear opportunity in life sciences for process improvement between sales and marketing teams.
How to Create Content That Fuels Revenue Growth
Regardless of what line of business you are in, content-based marketing provides businesses with an effective way to engage audiences while also generating new leads that translate to revenue growth.
The prerequisite to driving high-quality leads into the hands of the people who can capitalize on them is to discover what content your target audience actually wants to see. Creating content that provides value follows a methodical process with a few key steps. Here’s how to get started.
These 3 Companies Are Maximizing Their Sales Content — Here’s How
Content is complicated. Marketing often prioritizes creating content and lets evaluating its effectiveness fall to the wayside. Sales, on the other hand, devotes energy to closing deals, leaving little time to uncover new game-changing assets. For many, the constant challenge to create, locate, use, and evaluate content can feel like absolute chaos.
But for some, the answer has been simple: sales enablement. With powerful search capabilities, in-depth analytics, and more, sales enablement platforms have helped businesses maximize their content on every front.
Leading organizations are harnessing the power of sales enablement to solve their challenges and achieve next-level results. For inspiration on how to get the most out of your content, take a look at how these three companies have mastered sales enablement and put an end to content chaos.
How to Create Marketing Content That Sales Will Love
Despite all of the effort that goes into creating content, an eye-opening 60 to 70% of marketing content sits unused. This means that a significant portion of the time and resources going into content creation is really just going to waste.
How can you ensure that your sales team will use your marketing content? Here are five tips to create content that your sales team will not only use, but love.
The Relationship Between Winning Sellers and Content
Sales enablement has become a must-have for every company that competes with other organizations for the attention of modern buyers. As a leading provider of sales enablement technology, at Highspot we believe it is our responsibility to share what we know about emerging trends that are impacting this market: what’s working, what’s not, and what “good” looks like in sales enablement.
One of the most important topics for every company practicing sales enablement is content management. It’s a subject that’s near and dear to our hearts because it tends to be a primary pain point for every sales and marketing team that Highspot is uniquely designed to solve.
3 Reasons Why Sales Enablement Matters to Marketers
Did you know that buyers complete 50% to 80% of the purchasing decision before engaging a sales rep?
Armed with research and resources at their fingertips, modern buyers demand more of sellers, expecting them to provide added value and unique insights.
This is where marketing teams have an opportunity to shine.
When sellers have marketing content that maps to each stage of the journey, their odds of securing buyer progression increase substantially. But how can marketers know what content is most effective when it comes to winning over buyers? How can they ensure the sales team knows where to find the right content when they need it? And finally, how can they measure how their efforts are impacting business success?
You guessed it — sales enablement is the key to unlocking the answers to these questions. This is just one reason why Highspot was named a Top Marketing Tool of 2018 by Smart Selling Tools.
Breakthrough Marketers Know Best: Why Highspot Took Home Two Awards
What two things do sellers and marketers need to excel? The answer: each other, empowered with best-in-class technology.
When sales and marketing teams operate in lock-step, magic happens. SiriusDecisions reports that sales, marketing, and product alignment results in 19 percent faster revenue growth and 15 percent higher profitability. This is just one reason why we strive to develop breakthrough solutions that provide companies with the technology they need to align and succeed.
The success is not going unnoticed, as it was announced today that Highspot earned not one, but two MarTech Breakthrough Awards: Best Overall Sales Enablement Software Solution and Best Content Performance Management Solution.
Account-Based Marketing in the Age of Authenticity
Advertisements and mass-marketing emails can take a business only so far in today’s self-educated, hyper-personalized market. To adapt, many companies began implementing more targeted account-centric marketing practices.
Account-Based Marketing, or ABM, is an alternative B2B strategy that concentrates sales and marketing resources on a clearly defined set of target accounts within a market and employs personalized campaigns and touch points designed to resonate with specific personas within each account.Continue reading article ›
Blog: REEL Sales Enablement with Phill Sundal at DiscoverOrg
I always find it fun to interview fellow marketers and bond through our shared understanding of great products, strong value propositions — and common pain points. The pain of sales and marketing alignment (or misalignment) is one that every marketer knows but few know how to solve. After trying to tackle this issue in several different ways, Phill Sundal at DiscoverOrg finally found success with Highspot. In the interview below, he outlines the successes and failures he encountered as he worked to bring sales and marketing into alignment at his company.
Here is the video interview, as well as the interview transcript, below: