This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
Win/loss analysis is an essential practice for anyone who wants to better understand their competitive landscape and continuously optimize processes across sales, marketing, product management, and beyond. Why do we win some deals and lose others? How often do we win against Competitor XYZ? Let’s jump in!
Win/loss analysis—the process of determining why deals are won or lost—yields insights that practically everyone across your organization can use to their advantage. Marketers get insights that they can use to optimize their messaging. Sales reps get insights that they can use to improve their objection-handling tactics.
The sales battlecard is an extraordinarily impactful tool for any business in a competitive B2B market. 71% of businesses that leverage sales battlecards say these tools have helped them increase their win rate. Translation: Battlecards will help your sales team win more deals — potentially a lot more deals.
It's Monday morning. You haven’t even taken the first sip of your coffee. You touch your right index finger to the magical biometric scanner thing on your MacBook. Your company-approved desktop wallpaper comes alive with apps.
Sales and marketing leaders have reached a tipping point when it comes to using intent data — and they’re not looking back. More than half of all B2B marketers are already using intent data to increase sales, and Gartner predicts this figure will grow to 70 percent. The bad news?
Market share is a zero sum game. More likely, you have a bunch. And if you’ve done your homework, you’re acutely aware of one another’s strengths, weaknesses , messaging, branding, campaigns, features, and so on. But brand positioning doesn’t have to be about squashing your competitors.
The more closely you align your sales and marketing teams, the better. When everyone is on the same page — from content marketers and demand gen specialists to BDRs and account executives — lead quality tends to improve, win rates tend to climb, and the business as a whole tends to grow. So, how do you do it?
Many early gen AI wins have centered around productivity improvements. Abhi Maheshwari, CEO of AI software vendor Aisera, says, Gen AI provides many benefits for sales, and key metrics for assessing its impact include conversion rate, sales cycle length, average deal size, win rate, and lead volume. times higher revenue growth and 2.4
No matter how experienced you are as a product marketer, one aspect of the role that’s often a challenge is properly conveying the difference between features and benefits. You yourself may see the dividing line very clearly—it’s getting others up to speed that causes friction.
And if you’re not leveraging AI solutions in your go-to-market motions, you’re already behind. In this eBook, we’ll cover: How today’s top sales leaders are incorporating AI into their go-to-market motions. How tools like ZoomInfo Copilot can help teams sell smarter and win faster — at scale.
In today’s crowded market, B2B businesses have to up their marketing game to stand out from the crowd. But with so many different marketing strategies, it can be tough to know which ones are right for your business. B2B Marketing explained. So, what exactly is B2B marketing?
The first half of 2023 saw many use cases focused on how individuals can be more productive in their writing, content creation, or coding tasks, especially across marketing, sales, and development team,” wrote Forrester analysts Rowen Curran and J.P.
Soon after, Netscape achieved 80% of the browser market. In 1995, Microsoft launched Internet Explorer and, by bundling it with its winning Windows 95 product, swiftly eclipsed Navigator as the leading browser. It takes adopting an innovation framework that accelerates the organization’s capacity for transformation.
Over time I landed on five principles that need to be evident for leading a successful transformation: Leadership, Learning, Communication, Understanding, and Playing to Win. I have a strong conviction that all this work must continually be anchored by an ethos of Leadership, Learning, Communication, Understanding, and Playing to Win.
At ZoomInfo, we’ve found that a rock-solid go-to-market playbook is key. That’s why we’ve gathered some of the best go-to-market plays from our own B2B sales and marketing pros and packaged them here for you. Try them in your next salesflow or use them as inspiration to formulate your own winning sales engagement strategy.
The $2-per-conversation approach can include many back-and-forth interactions between a customer and Agentforce, says Ryan Shellack, senior director of AI product marketing at Salesforce. The ongoing advancements in AI will drive continuous evolution in how AI services are priced to remain competitive and aligned with market demands.
Increasing ROI for the business requires a strategic understanding of — and the ability to clearly identify — where and how organizations win with data. DataStax IDC Market Research highlights that companies can lose up to 30% in revenue annually due to inefficiencies resulting from incorrect or siloed data.
In a global economy where innovators increasingly win big, too many enterprises are stymied by legacy application systems. The platform can automate up to 80% of code generation and transformation, as well as helping reduce time-to-market by 50%. [4] NTT DATAs Coding with Azure OpenAI is a prime example of just such a solution.
Globally, the professional services market, including legal, engineering, and consulting services, is expected to reach $6.5 Acumatica already offers industry-specific editions of its cloud ERP software for construction, manufacturing, distribution, and retail, and now sees the time as ripe to adapt it for a new market.
Fact: Only 8% of sales and marketing professionals say their data is between 91% - 100% accurate. In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. However, organizations are fighting back - and winning. The primary takeaway?
Through their trusted information brands, network of experts, and more than 250 innovative annual events we provide cybersecurity professionals with actionable insights and act as a powerful extension of cybersecurity marketing teams.
This solution, along with other early products the team developed, significantly reduced costs, inspiring Brock to consider whether these products might be commercially viable on the open market. The opportunity, as Brock explained, was that the market was fragmented. And they were right.
A faster time to market and a better customer experience GenAI copilots are well-established in the world of software engineering and will continue to proliferate and evolve. While this allows developers to build and deploy applications with ease, the value to the business is an improved speed to market and better customer experiences.
For the first installment of our new Win/Loss Wednesdays series , we had the pleasure of chatting with Jayde Phillips , who manages market and competitive intelligence at Egencia, an American Express Global Business Travel company.
For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Close more deals with these winning plays! Meet your modern sales playbook - See how high-performing sales and marketing teams increase pipeline year-over-year.
Softchoice , an award-winning VMware partner and this year’s winner of the Cloud Consumption Award for the Americas in the 2023 VMware Partner Achievement Awards , has deep expertise in helping customers succeed with cloud and workplace solutions, from the data center to cloud to edge. That’s why the right technology partner is essential.
Whether you’re a marketer or a sales manager, there are innumerable ways you can empower sellers to do their jobs more effectively. You can provide intel that helps them win competitive deals. Competitive win rate. You can provide content that helps them personalize emails. Average selling price. Sales cycle length.
When your win/loss data is disconnected from your competitive intelligence tool, trying to understand your differentiators is like trying to appreciate the Mona Lisa from a mere 6 inches away — you kind of get it, but it’s nowhere close to the experience of seeing the full picture (or painting in this case).
It’s not surprising that marketing has different data needs and performance measures than accounting; and without intentionally communicating organization-wide, misperceptions occur. The reality is that each function in an organization is subject to familiarity and applies definitions based on the demands within their own function.
Every go-to-market team knows the frustrations that come from a drawn-out sales process. By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster. Larger buying committees. Slow-moving compliance reviews. How can you speed it up?
One of the most significant benefits of leveraging analytics in manufacturing is with marketing optimization and automation. An outsourced organization that handles specific marketing tasks of other companies is called a manufacturing marketing agency. Customer requirements. Priorities.
Whether that manifests in competitive marketing campaigns, competitive pricing tactics, or even a race to hire the best personnel—companies in the same or overlapping verticals constantly outmaneuver and outposition one another to win customers. It’s nothing personal.
No matter what your product or service is, you’ve got competitors fighting to win the same business as you and crafting strategies to stand out from the rest of your market. The truth is that competitive intelligence will benefit your sales, marketing, product, product marketing, customer success, and executive team.
The moment that models start guiding strategic decisions, there is a shift in requirements,” explains René Traue, senior data scientist at the market intelligence and consultancy firm GfK. Tech and consumer brands may be managing multiple products, distribution channels, promotion campaigns, and marketing channels at any one time.
And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
For our pediatrics business, we’re using data to improve our marketing efforts to better recruit foster care providers, and to help us see where the greatest needs are by state, region, and program. This allows us to better focus our resources to match the needs of the people we serve.
Productivity SaaS provider Zoho has entered the business intelligence (BI) platform market, announcing an AI-powered, self-service platform that combines the new Zoho DataPrep application with an enhanced version of Zoho Analytics.
Bringing together that collaborative spirit, innovative mindset, and technology expertise has created some real wins for Peoples and his team. The team has already proven the concept and is working on bringing a solution to market that can both detect and evaluate upper and lower extremity movements.
This is paving the way for new and innovative solutions to come to market, such as VMware Cross-Cloud managed services. Organizations continue to evolve and understand more about the different technologies available to them—hyperscalers, on-premises, edge, hybrid or multi-cloud, and others.
Modern go-to-market teams know it takes more than one email to break through the noise. Use these real-world examples to craft high-performing email sequences that win the inbox by keeping things tight, mixing up the pitch, and always maintaining focus on the prospect, their pain points, and their needs. The good news?
After successfully enabling the sales organization with competitive insights at Intellum , Kaitlyn Smith — Product Marketing Manager and competitive intelligence practitioner extraordinaire — set her sights on the Customer Success team.
Marketing analytics has become a dealmaker in the business world. Companies are projected to spend over $10 billion on marketing analytics technology in 2028. The digital marketing sector is among those most influenced by the benefits of analytics technology. You will want to consider using marketing analytics as well.
HPE’s mission is to help people grow and evolve,” says Joseph George, HPE’s global vice president of HPE strategic alliance marketing. HPE has a long history of helping its customers overcome even the toughest business challenges. Our mantra has always been ‘Do what’s right for the customer,’” George explains.
As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play.
We organize all of the trending information in your field so you don't have to. Join 11,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
Let's personalize your content