There’s a lot of information out there for sales and marketing professionals. In fact, as our friend Erik Devaney at Drift.com points out, a quick search of the term “sales and marketing advice” yields more than 90 million results on Google.
What’s more, there are tons of industry influencers who, on a regular basis, share their views on everything from content marketing and sales, to pricing and customer success. It’s a noisy conversation, and for many, a confusing one.
So, how do you make sense of it all?
By focusing on the sales and marketing efforts that actually produce results, not flash-in-the-pan engagement. But finding those results is a little challenging. That’s why we decided to put together our latest report with Drift.com, The State of Sales and Marketing at the 50 Fastest-Growing B2B Companies.
Using Mattermark data, we were able to identify the fifty high-growth companies in the U.S. and evaluate their marketing activities to understand which practices really moved the needle. In order to make the qualitative portion of our research more tangible, we evaluated each company on the list in light of how they approached content, customer communication, path to purchase, and pricing.
What we and the team at Drift.com discovered was surprising, to say the least.
Visit us at gykantler.com for more information.
The concept of a “brand” is no longer taboo at B2B companies. In fact, strong B2B brands outperform weaker ones by as much as 20%, according to recent research by McKinsey. Yet it’s not easy for ROI-obsessed marketers to justify spending money on their brand, which can be difficult to track. As a result, your brand is too often left either underfunded or on the back-burner altogether.
We’re going to help you solve this. In this presentation you’ll learn:
- How your brand can boost demand generation and other key performance indicators
- The elements of a B2B brand and how those are different from traditional consumer branding
- How to elevate your brand through B2B marketing channels and brand advocates
- Metrics to track the impact of your brand
This is the first SlideShare adaption of Timothy E. Johansson's 100 Growth Hacks in 100 Days. The growth hacks that's included in the slide are 1 to 10. Timothy is the front-end developer at UserApp (www.userapp.io).
6 Questions to Lead You to a Social Media StrategyMark Schaefer
It can be intimidating and overwhelming to try to develop a social media strategy, but if you follow through on these six questions, your strategy will reveal itself.
The document provides guidance on writing creative briefs with 5 key points:
1. Find out what competitors are doing in the market and do something different to stand out.
2. Focus on defining the brand's unique personality rather than logical propositions.
3. Define the target market in a way that shows respect for who they are.
4. Include some initial creative ideas to test how actionable the strategy is.
5. Make the brief inspiring by believing in its power to address business issues creatively and change the marketplace.
Go Viral on the Social Web: The Definitive How-To guide!XPLAIN
Creating a Viral Content success story has no recipe. It has a lot of variables, not all of which can be controlled by a Brand. However, this deck offers you the ideal How-To approach in creating tasteful, inspired Content that will help your message stand out from the information noise on Social Web and make people eager to share it around.
This is a fantastic presentation from Marty Neumeier from his book Zag. If you are short of time skip to slides 63 - 68 to see the evolution from marketing to branding. Love it.
Hi! We're the creative team behind Hypothesis's reports, presentations, and infographics, and we're sharing out our best tips. Please share with someone you think would enjoy this slideshow.
www.hypothesisgroup.com
www.linkedin.com/companies/hypothesis-group
www.instagram.com/hypothesisgroup
Visit us at gykantler.com for more information.
The concept of a “brand” is no longer taboo at B2B companies. In fact, strong B2B brands outperform weaker ones by as much as 20%, according to recent research by McKinsey. Yet it’s not easy for ROI-obsessed marketers to justify spending money on their brand, which can be difficult to track. As a result, your brand is too often left either underfunded or on the back-burner altogether.
We’re going to help you solve this. In this presentation you’ll learn:
- How your brand can boost demand generation and other key performance indicators
- The elements of a B2B brand and how those are different from traditional consumer branding
- How to elevate your brand through B2B marketing channels and brand advocates
- Metrics to track the impact of your brand
This is the first SlideShare adaption of Timothy E. Johansson's 100 Growth Hacks in 100 Days. The growth hacks that's included in the slide are 1 to 10. Timothy is the front-end developer at UserApp (www.userapp.io).
6 Questions to Lead You to a Social Media StrategyMark Schaefer
It can be intimidating and overwhelming to try to develop a social media strategy, but if you follow through on these six questions, your strategy will reveal itself.
The document provides guidance on writing creative briefs with 5 key points:
1. Find out what competitors are doing in the market and do something different to stand out.
2. Focus on defining the brand's unique personality rather than logical propositions.
3. Define the target market in a way that shows respect for who they are.
4. Include some initial creative ideas to test how actionable the strategy is.
5. Make the brief inspiring by believing in its power to address business issues creatively and change the marketplace.
Go Viral on the Social Web: The Definitive How-To guide!XPLAIN
Creating a Viral Content success story has no recipe. It has a lot of variables, not all of which can be controlled by a Brand. However, this deck offers you the ideal How-To approach in creating tasteful, inspired Content that will help your message stand out from the information noise on Social Web and make people eager to share it around.
This is a fantastic presentation from Marty Neumeier from his book Zag. If you are short of time skip to slides 63 - 68 to see the evolution from marketing to branding. Love it.
Hi! We're the creative team behind Hypothesis's reports, presentations, and infographics, and we're sharing out our best tips. Please share with someone you think would enjoy this slideshow.
www.hypothesisgroup.com
www.linkedin.com/companies/hypothesis-group
www.instagram.com/hypothesisgroup
You can now download the presentation directly from Slideshare.
Here are 17 of the best free online tools for Digital Strategists to help cultivate killer insights on consumers, competitors and the industry. In this toolbox we you will find how to use each tool with an example insight drawn for the client, as well as each of their benefits and limitations.
The tools helps to conduct Consumer Research, Category Research, Discourse Analysis and Environmental analysis.
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms for those who already suffer from conditions like depression and anxiety.
10 Engagement Lessons Learned From 1 Million Survey AnswersD B
Officevibe released a research report called The State of Employee Engagement based on 1,200,000 survey answers from employees in 157 countries. After analyzing the data, we discovered some truly shocking statistics about the state of engagement across the world.
This actionable webinar will show you how you can keep your employees happy and productive.
See the recording of the webinar:
http://bit.ly/2gjJg3o
Get all the free bonuses and extra tips:
http://bit.ly/2g7Q3xM
Content by Officevibe, the simplest tool for a greater workplace.
Inspired Storytelling: Engaging People & Moving Them To ActionKelsey Ruger
Most projects, presentations or initiatives are driven by facts and features the team believes will help them deliver a product or message. While facts and data are important for setting the stage and communicating goals, they’re rarely what persuades an audience or gets them to take action.
In this workshop, you will learn how to use that connection, by teaching basic skills in visual thinking and storytelling that will that transform projects and initiate action.
1) The document is satire providing purposely bad marketing advice.
2) It suggests outdated practices like cold-calling customers, spamming emails, and not tracking results.
3) The goal is to humorously convince the reader that their marketing may suck if relying on these outdated tactics.
What's the ROI of a Piano? What's the ROI of a YouTube channel? What's the ROI of anything!? After you read this deck you'll be able to answer all these questions easily.
One of the biggest mistakes businesses make when they first venture into content marketing is a lack of strategy. Often they adopt a 'one-size-fits-all' approach to their content marketing channels only to see their efforts dashed. The truth is what works on social media, does not necessarily work on search, and the reason usually boils down to how your audience uses these channels. Discover to how understanding audience's intent on Search and on Social Media can help you build a holistic content marketing strategy that works.
In this presentation by Daniel Hochuli, you'll learn:
- Why same content published on both search and social media often fails to deliver results.
- How to develop and optimise a content marketing strategy that best suits your digital channels.
- How to intelligently report content marketing success using audience metrics.
1) The document discusses the opportunity for technology to improve organizational efficiency and transition economies into a "smart and clean world."
2) It argues that aggregate efficiency has stalled at around 22% for 30 years due to limitations of the Second Industrial Revolution, but that digitizing transport, energy, and communication through technologies like blockchain can help manage resources and increase efficiency.
3) Technologies like precision agriculture, cloud computing, robotics, and autonomous vehicles may allow for "dematerialization" and do more with fewer physical resources through effects like reduced waste and need for transportation/logistics infrastructure.
10 Things your Audience Hates About your PresentationStinson
See it with animations! https://vimeo.com/179236019
It’s impossible to win over an audience with a bad presentation. You might have the next big thing, but if your presentation falls flat, then so will your idea. While every audience is different, there are some universal cringe-worthy presentation mistakes that are all too common. Whether you’re an amateur or a seasoned presenter, you should always avoid this list of top 10 things your audience hates. Are you committing any of these 10 fatal presentation sins?
For more presentation help, visit stinsondesign.com/blog
The document discusses employer brand thinking from an agency perspective. It emphasizes that the labor market is highly competitive and HR communication must be a strategic partner, not just tactical. Employer brand thinking involves managing a total employer identity through consistent employer stories and an integrated employer marketing mix across internal and external channels. An employer brand is alive and must be constantly measured and steered to have lasting impact on both current and prospective employees. It requires organization-wide coordination to be effective.
The document summarizes key takeaways from the SXSW conference. Some of the main topics discussed include: 1) The importance of designing technology with purpose and creating positive human experiences. 2) How collaboration between companies can drive innovation. 3) The value of not being constrained by audiences and taking creative risks. 4) The growing role of virtual and augmented reality. 5) How the rate of technological change is accelerating exponentially. 6) How cognitive computing is being applied across many domains to solve problems. 7) Emerging technologies like self-driving cars that are closer to widespread use than perceived. 8) How ubiquitous computing is already integrating technology into many aspects of life. 9) The growing role of robots and focus on
Clickbait: A Guide To Writing Un-Ignorable HeadlinesVenngage
We looked at some of the top performing content on social media, from some of the top publications on the web. From this, we were able to figure out the recipe for crafting a click-worthy title. Here is what we learned...
10 Insightful Quotes On Designing A Better Customer ExperienceYuan Wang
In an ever-changing landscape of one digital disruption after another, companies and organisations are looking for new ways to understand their target markets and engage them better. Increasingly they invest in user experience (UX) and customer experience design (CX) capabilities by working with a specialist UX agency or developing their own UX lab. Some UX practitioners are touting leaner and faster ways of developing customer-centric products and services, via methodologies such as guerilla research, rapid prototyping and Agile UX. Others seek innovation and fulfilment by spending more time in research, being more inclusive, and designing for social goods.
Experience is more than just an interface. It is a relationship, as well as a series of touch points between your brand and your customer. Here are our top 10 highlights and takeaways from the recent UX Australia conference to help you transform your customer experience design.
For full article, continue reading at https://yump.com.au/10-ways-supercharge-customer-experience-design/
https://www.wrike.com/blog - We surveyed creative teams to discover their biggest challenges and bottlenecks, from conception to completion. And what we discovered was: creative teams have to organize requests, listen to feedback, and seek approvals, all while trying to incorporate their own creative vision, making it difficult to prioritize and meet deadlines. Check out the details in our Slideshare.
How to Use Social Media to Influence the WorldSean Si
Here's the deck to my talk for the 23rd ASA Congress which was at The Grand Ballroom of Marriott Hotel. It was an awesome experience and I only had two points:
1) Use social media for good and
2) You have to have authority to use social media influentially.
My company: https://seo-hacker.net
Fight for Yourself: How to Sell Your Ideas and Crush PresentationsDigital Surgeons
Don't let your blood, sweat, and pixels be overlooked, great creative doesn't sell itself.
Every presentation is a story, an opportunity to sell not just your work, but what people actually buy — YOU.
This presentation will walk viewers through three core aspects of winning at any presentation, Confidence, Comprehension, and Conviction.
These concepts, central to your work as a creative professional, are backed by science and bolstered by thoughts from some of the world’s leading creative professionals.
Your brain is capable of incredible healing and constant reshaping. Through a new relationship with your brain you can transform your life. With increased self-awareness and conscious intention, the brain can be taught to reach far beyond its present limitations.
This is a visual excerpt from my book "Super Brain," which I co-authored with Rudolph Tanzi, PhD. To read more, go to: http://www.chopra.com/
Technology Futurist Monty Metzger (http://blog.monty.de/keynote-speaker) speaks about how to master the fourth industrial revolution. The Digital Future will have far more impact — the next 25 years will usher more change than in the previous three centuries. What separates great leaders from the rest, is they have a precise vision of the future. A vision to enable change today.
Who will be leading the Fourth Industrial Revolution? How will our economy depend on data, analytics and AI? How Digital Transformation can boost your business?
Monty’s keynote speeches are for those who want to change things and for those who want embrace the opportunities of the Digital Future.
Book Monty for your conference, workshop or company meeting
http://blog.monty.de/keynote-speaker
The State of Sales & Marketing at the 50 Fastest-Growing B2B CompaniesDrift
Google the phrase sales and marketing advice and you'll be met with more than 90 million results.
With so many different theories, opinions, and strategies on sales and marketing to sort through, it can be hard to separate the good advice from the bad. And when faced with contradictory ideas, who do you believe?
Do you side with the sales and marketing influencer from this company over here who's telling you to do x, or the consultant from that company over there who's telling you to do y?
We recently teamed up with Mattermark to take a different approach to understanding sales and marketing best practices. Instead of simply listening to what companies were saying about sales and marketing, we looked into what companies were actually doing.
And more specifically, we looked at the 50 fastest-growing B2B companies in the U.S. to see what we could learn.
You can now download the presentation directly from Slideshare.
Here are 17 of the best free online tools for Digital Strategists to help cultivate killer insights on consumers, competitors and the industry. In this toolbox we you will find how to use each tool with an example insight drawn for the client, as well as each of their benefits and limitations.
The tools helps to conduct Consumer Research, Category Research, Discourse Analysis and Environmental analysis.
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms for those who already suffer from conditions like depression and anxiety.
10 Engagement Lessons Learned From 1 Million Survey AnswersD B
Officevibe released a research report called The State of Employee Engagement based on 1,200,000 survey answers from employees in 157 countries. After analyzing the data, we discovered some truly shocking statistics about the state of engagement across the world.
This actionable webinar will show you how you can keep your employees happy and productive.
See the recording of the webinar:
http://bit.ly/2gjJg3o
Get all the free bonuses and extra tips:
http://bit.ly/2g7Q3xM
Content by Officevibe, the simplest tool for a greater workplace.
Inspired Storytelling: Engaging People & Moving Them To ActionKelsey Ruger
Most projects, presentations or initiatives are driven by facts and features the team believes will help them deliver a product or message. While facts and data are important for setting the stage and communicating goals, they’re rarely what persuades an audience or gets them to take action.
In this workshop, you will learn how to use that connection, by teaching basic skills in visual thinking and storytelling that will that transform projects and initiate action.
1) The document is satire providing purposely bad marketing advice.
2) It suggests outdated practices like cold-calling customers, spamming emails, and not tracking results.
3) The goal is to humorously convince the reader that their marketing may suck if relying on these outdated tactics.
What's the ROI of a Piano? What's the ROI of a YouTube channel? What's the ROI of anything!? After you read this deck you'll be able to answer all these questions easily.
One of the biggest mistakes businesses make when they first venture into content marketing is a lack of strategy. Often they adopt a 'one-size-fits-all' approach to their content marketing channels only to see their efforts dashed. The truth is what works on social media, does not necessarily work on search, and the reason usually boils down to how your audience uses these channels. Discover to how understanding audience's intent on Search and on Social Media can help you build a holistic content marketing strategy that works.
In this presentation by Daniel Hochuli, you'll learn:
- Why same content published on both search and social media often fails to deliver results.
- How to develop and optimise a content marketing strategy that best suits your digital channels.
- How to intelligently report content marketing success using audience metrics.
1) The document discusses the opportunity for technology to improve organizational efficiency and transition economies into a "smart and clean world."
2) It argues that aggregate efficiency has stalled at around 22% for 30 years due to limitations of the Second Industrial Revolution, but that digitizing transport, energy, and communication through technologies like blockchain can help manage resources and increase efficiency.
3) Technologies like precision agriculture, cloud computing, robotics, and autonomous vehicles may allow for "dematerialization" and do more with fewer physical resources through effects like reduced waste and need for transportation/logistics infrastructure.
10 Things your Audience Hates About your PresentationStinson
See it with animations! https://vimeo.com/179236019
It’s impossible to win over an audience with a bad presentation. You might have the next big thing, but if your presentation falls flat, then so will your idea. While every audience is different, there are some universal cringe-worthy presentation mistakes that are all too common. Whether you’re an amateur or a seasoned presenter, you should always avoid this list of top 10 things your audience hates. Are you committing any of these 10 fatal presentation sins?
For more presentation help, visit stinsondesign.com/blog
The document discusses employer brand thinking from an agency perspective. It emphasizes that the labor market is highly competitive and HR communication must be a strategic partner, not just tactical. Employer brand thinking involves managing a total employer identity through consistent employer stories and an integrated employer marketing mix across internal and external channels. An employer brand is alive and must be constantly measured and steered to have lasting impact on both current and prospective employees. It requires organization-wide coordination to be effective.
The document summarizes key takeaways from the SXSW conference. Some of the main topics discussed include: 1) The importance of designing technology with purpose and creating positive human experiences. 2) How collaboration between companies can drive innovation. 3) The value of not being constrained by audiences and taking creative risks. 4) The growing role of virtual and augmented reality. 5) How the rate of technological change is accelerating exponentially. 6) How cognitive computing is being applied across many domains to solve problems. 7) Emerging technologies like self-driving cars that are closer to widespread use than perceived. 8) How ubiquitous computing is already integrating technology into many aspects of life. 9) The growing role of robots and focus on
Clickbait: A Guide To Writing Un-Ignorable HeadlinesVenngage
We looked at some of the top performing content on social media, from some of the top publications on the web. From this, we were able to figure out the recipe for crafting a click-worthy title. Here is what we learned...
10 Insightful Quotes On Designing A Better Customer ExperienceYuan Wang
In an ever-changing landscape of one digital disruption after another, companies and organisations are looking for new ways to understand their target markets and engage them better. Increasingly they invest in user experience (UX) and customer experience design (CX) capabilities by working with a specialist UX agency or developing their own UX lab. Some UX practitioners are touting leaner and faster ways of developing customer-centric products and services, via methodologies such as guerilla research, rapid prototyping and Agile UX. Others seek innovation and fulfilment by spending more time in research, being more inclusive, and designing for social goods.
Experience is more than just an interface. It is a relationship, as well as a series of touch points between your brand and your customer. Here are our top 10 highlights and takeaways from the recent UX Australia conference to help you transform your customer experience design.
For full article, continue reading at https://yump.com.au/10-ways-supercharge-customer-experience-design/
https://www.wrike.com/blog - We surveyed creative teams to discover their biggest challenges and bottlenecks, from conception to completion. And what we discovered was: creative teams have to organize requests, listen to feedback, and seek approvals, all while trying to incorporate their own creative vision, making it difficult to prioritize and meet deadlines. Check out the details in our Slideshare.
How to Use Social Media to Influence the WorldSean Si
Here's the deck to my talk for the 23rd ASA Congress which was at The Grand Ballroom of Marriott Hotel. It was an awesome experience and I only had two points:
1) Use social media for good and
2) You have to have authority to use social media influentially.
My company: https://seo-hacker.net
Fight for Yourself: How to Sell Your Ideas and Crush PresentationsDigital Surgeons
Don't let your blood, sweat, and pixels be overlooked, great creative doesn't sell itself.
Every presentation is a story, an opportunity to sell not just your work, but what people actually buy — YOU.
This presentation will walk viewers through three core aspects of winning at any presentation, Confidence, Comprehension, and Conviction.
These concepts, central to your work as a creative professional, are backed by science and bolstered by thoughts from some of the world’s leading creative professionals.
Your brain is capable of incredible healing and constant reshaping. Through a new relationship with your brain you can transform your life. With increased self-awareness and conscious intention, the brain can be taught to reach far beyond its present limitations.
This is a visual excerpt from my book "Super Brain," which I co-authored with Rudolph Tanzi, PhD. To read more, go to: http://www.chopra.com/
Technology Futurist Monty Metzger (http://blog.monty.de/keynote-speaker) speaks about how to master the fourth industrial revolution. The Digital Future will have far more impact — the next 25 years will usher more change than in the previous three centuries. What separates great leaders from the rest, is they have a precise vision of the future. A vision to enable change today.
Who will be leading the Fourth Industrial Revolution? How will our economy depend on data, analytics and AI? How Digital Transformation can boost your business?
Monty’s keynote speeches are for those who want to change things and for those who want embrace the opportunities of the Digital Future.
Book Monty for your conference, workshop or company meeting
http://blog.monty.de/keynote-speaker
The State of Sales & Marketing at the 50 Fastest-Growing B2B CompaniesDrift
Google the phrase sales and marketing advice and you'll be met with more than 90 million results.
With so many different theories, opinions, and strategies on sales and marketing to sort through, it can be hard to separate the good advice from the bad. And when faced with contradictory ideas, who do you believe?
Do you side with the sales and marketing influencer from this company over here who's telling you to do x, or the consultant from that company over there who's telling you to do y?
We recently teamed up with Mattermark to take a different approach to understanding sales and marketing best practices. Instead of simply listening to what companies were saying about sales and marketing, we looked into what companies were actually doing.
And more specifically, we looked at the 50 fastest-growing B2B companies in the U.S. to see what we could learn.
Este informe anual de sostenibilidad de KPMG Venezuela resume sus logros en 2015, con énfasis en servir a clientes, desarrollar el talento de sus empleados y contribuir a la comunidad. KPMG ofrece una variedad de servicios de auditoría, asesoría fiscal y legal con el objetivo de crear valor para sus clientes. La firma también se enfoca en la innovación, la ética, la gestión de riesgos y la calidad para mantener su reputación.
Do you get nervous speaking in public? Learn how to mitigate your fear, from Lecturer Matt Abrahams.
Read "Tips and Techniques for More Confident and Compelling Presentations": stanford.io/Speaking
For ten years or more, China has been a uniquely powerful engine of the global economy, regularly posting high single-figure or even double-digit annual increases in GDP. More recently, growth has slowed, prompting sharp falls in international commodity prices and casting a shadow over the near-term prospects for developed and emerging markets.
What will happen next? Pessimists struggle to see what China can do for an encore after what they say was an extraordinary, one-off period of catching up. Optimists believe that during the next 10 to 15 years, China has the potential to continue to outperform the rest of the world and to take its place as a full-fledged advanced economy (see summary infographic, “What’s next for China?”).
The document provides an overview of a sales mastery workshop that teaches participants how to increase sales and profits. It covers topics like understanding customer needs, presenting solutions, overcoming objections, and gaining commitment. Key aspects of the sales process discussed include investigating customer situations, problems, implications, and needs using SPIN selling questions; demonstrating product capabilities; and presenting the price and benefits in a way that addresses customer concerns.
6 Steps to Sales Mastery: Wake Up & Shape UP your PresentationsSusan Ross
Assumption: Sales is 80% preparation and 20% execution.
Outcomes: Build measurably better relationships: More appointments. More Meetings. More Referrals. More Sales
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
2016 Real Estate Sales Mastery Event - 26th MayCraig Sewing
San Diego Media icon Craig Sewing presented the 2016 Real Estate Sales Mastery Event featuring Tom Ferry and an elite team of industry thought leaders at the San Diego Convention Centre on 26th May 2016.
There are key things that will give you a much better chance at success. While these are well documented in numerous books, articles, and videos - there are still many stakeholders that don't subscribe to some basic truths, like: product decisions should be based on evidence, or having dedicated UX Designers on product teams.
Jeremy will go over his top ten questions to ask any team to see if they're heading toward launching a great product experience.
This presentation was originally given @ Refresh Dallas on 2/12/15
Sales Mastery through understanding the chains of selling (self, product and customers) and leveraging on principles of relationship selling for positive customer experience.
Dr. Rick Goodman provides expert tips and tricks on mastering the art of sales. For more information on sales mastery visit www.rickgoodman.com or schedule a sales training workshop at www.advantagecontinuingeducationseminars.com
This document provides an overview of chapter 8 from a marketing textbook. It covers the topics of products, services, and brands. The key points are:
1) A product is anything that can be offered in a market that might satisfy a need or want. Services are intangible products that don't result in ownership.
2) Products can be classified as consumer products like convenience, shopping, specialty or unsought products, or industrial products like materials, capital goods or supplies.
3) Marketers make decisions about individual products, product lines, and product mixes. They consider quality, features, style, branding, packaging and support services.
4) Building strong brands is important for differentiation and creating
This update on Mergers & Acquisitions, covering the full year of 2016, is based on publicly available information.
For more information: http://www.mckinsey.com/business-functions/strategy-and-corporate-finance/our-insights/m-and-a-2016-deal-makers-catch-their-breath
50 Best Motivational Quotes to Ignite Your Sales DriveHubSpot
This document contains 50 motivational quotes to ignite sales drive. Some of the quotes encourage acting with courage and conviction, never giving up, focusing on goals and continuous improvement, and having a positive attitude and sense of mission. The quotes are attributed to historical figures, authors, and business leaders and aim to provide inspiration to salespeople.
Black Box Thinking - The Surprising Truth About SuccessMatthew Syed
In his new book Black Box Thinking, award winning journalist and best-selling author Matthew Syed shares the surprising truth about success (and why some people never learn from their mistakes).
Covering topics including marginal gains, closed loops, blame culture, the logic of failure and creating a growth culture, Matthew uses gripping case studies, exclusive interviews and really practical takeaways to explain how you can turn failure into success.
Whether developing a new product, honing a core skill or just trying to get a critical decision right, Black Box Thinkers aren't afraid to face up to mistakes. In fact, Black Box Thinkers see failure as the very best way to learn. Rather than denying their mistakes, blaming others or attempting to spin their way out of trouble, these institutions and individuals interrogate errors as part of their future strategy for success.
This is a visual preview of Black Box Thinking. You can pick up a copy of the book at www.mathewsyed.com/blackboxthinking
SpringOwl's 99 Page Presentation On How To Best Turnaround Yahoo!Eric Jackson
On Dec. 13, 2015, SpringOwl released this 99 page presentation on why Yahoo needs substantial change from the status quo and why it would be a mistake to sell the core business now at the lows. We offer our 9 point plan for how to turn around the company and create the most amount of value with the least risk for shareholders (and employees)
The presentation summarizes TRC's business and financial performance. TRC provides engineering, consulting and construction management services to the energy, environmental and infrastructure industries. It has transformed its business through acquisitions, cost reductions and a focus on higher-growth markets. TRC has a diversified revenue base across business segments and clients. It is pursuing organic growth and acquisitions in the utility/power and oil & gas industries. TRC has strengthened its balance sheet and is demonstrating improved financial metrics as it leverages its business model.
This document discusses how marketing and sales can improve collaboration to achieve their shared goal of sustainable profitability. It recommends that the two departments communicate more through regular meetings to understand each other's work and align on goals like defining quality leads. By working together on initiatives like content marketing and lead nurturing, companies can generate more sales-ready leads at a lower cost and increase sales performance metrics.
Long gone are the days when the marketing landscape encompassed only traditional, interruptive methods for engaging
with prospects. Today, leaders are shifting the marketing mix faster as inbound and digital continue to represent a huge
opportunity for driving demand. This recent study shows that global organizations—regardless of size—are integrating
more omni-channel and modern marketing techniques to help drive business forward.
Download this complimentary report to uncover the most challenging obstacles facing inbound marketing success and how SMB and enterprise marketers plan to overcome them in the year ahead. (Research conducted by Ascend2, in partnership with Marketing Advocate.)
This document provides 10 ways to organize and streamline content marketing efforts. It begins by discussing how content marketing has grown in importance but can become disorganized without structure. It then provides examples of how three companies (ReadyTalk, Cvent, and PetRelocation) improved their content marketing using editorial calendars and content management systems. The rest of the document outlines 10 steps to bring order to content marketing, including designating a chief content officer, creating a style guide, developing customer personas, conducting a content audit, creating a content strategy and calendar, and implementing review/publishing processes. The goal is to help organizations of any size improve content marketing in a coordinated, efficient manner.
The Future Of B2B Marketing / By @TheCoolestCoolRoss Simmonds
From RossSimmonds.com - Check it out for great information on B2B Marketing!
Over the last few years, the entire sales and marketing process for B2B and enterprise organizations has shifted. These companies are no longer armed with information that is hidden from the public and sales teams are no longer in the driver seat. Leads and prospects now hold the power as information is more readily available and the increase in competition has resulted in a plentiful supply of choice. Beyond that, technology has completed disrupted the once linear buying process and behaviour of B2B customers and has forced marketers to become more strategic and efficient in their approach. Here are a few trends that I believe are going to redefine marketing in the B2B space over the next few years.
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The 2017 State of B2B Digital Marketing ReportDemandWave
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Lead Generation for Small Business: Experts Weigh In
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7 ESSENTIAL TIPS FOR EFFECTIVE LEAD GENERATION.pptxA2digital
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100 ideas that changed marketing - Collected from HubSpot by eBrand VietnamHai Dongkixot
We are marketers. We do marketing jobs. We live in a world ruled by marketing.
Let's take a look at 100 ideas that changed marketing.
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This document discusses 100 ideas that have changed marketing over time. It provides an overview of the types of content that will be covered in the ebook, including introductory, intermediate, and advanced levels. It explains that the ebook will explore 100 remarkable ideas that have shaped modern marketing practices. Each idea will be accompanied by quotes from marketing professionals providing their perspective on how that idea impacted the industry. The document aims to give readers a sense of the scope and goals of the ebook.
This document discusses how social media can help B2B companies reach more customers online. It notes that over 90% of B2B purchases now have some online component, so companies need more than basic brochure websites. Social media allows for "pull marketing" where customers control when they engage, as opposed to traditional "push marketing". The document provides an overview of social media platforms like LinkedIn, Facebook, and Twitter that B2B companies can use to drive traffic, build relationships, and learn from customers. It stresses developing a social media strategy with measurable goals.
The 2014 Benchmark Report on B2B Content Marketing and Lead GenerationStarfleet Media
The document summarizes the key findings of a research report on B2B content marketing and lead generation. Some of the main findings include:
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- Few companies report being very successful in achieving their content marketing objectives.
- Ebooks, case studies, and third-party research are the most valuable types of content.
- Most content is gated, requiring registration, but some of the most effective content like infographics and case studies are often not gated.
The marketing agency blueprint the handbook for building hybrid pr, seo, cont...MarketingForum
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The marketing services industry is on the cusp of a truly transformational period. The old guard, rooted in tradition and resistant to change, will fall and new leaders will emerge. Hybrid marketing agencies that are more nimble, tech savvy, and collaborative will redefine the industry. Digital services will be engrained into the DNA and blended with traditional methods for integrated campaigns. The depth, versatility, and drive of their talent will be the cornerstones of organizations that pursue a higher purpose. The Marketing Agency Blueprint is a practical and candid guide that presents ten rules for building such a hybrid agency.
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Showcasing your experts to drive brand value and generate leads. In other words, boost brand awareness, brand authority, and learn about the importants of expert content marketing.
Semelhante a The State of Sales & Marketing at the 50 Fastest-Growing B2B Companies (20)
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How to Start Up a Company: A Step-by-Step Guide Starting a company is an exciting adventure that combines creativity, strategy, and hard work. It can seem overwhelming at first, but with the right guidance, anyone can transform a great idea into a successful business. Let's dive into how to start up a company, from the initial spark of an idea to securing funding and launching your startup.
Introduction
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Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...my Pandit
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The State of Sales & Marketing at the 50 Fastest-Growing B2B Companies
1. 5050created by:
in the U.S.
Fastest-Growing
B2B Companies
State of Sales & Marketing
The
at the
2. In July of 2016, Mattermark and Drift teamed up to identify the 50
fastest-growing B2B companies in the U.S. using Mattermark data. By
analyzing these successful companies, we hoped to uncover the sales
and marketing strategies that are most effective for driving growth.This
Report details our findings and offers insight into how you can leverage
them to drive growth in your organization.
created by:
3. State of Sales & Marketing: 50 Fastest-Growing B2B Companies3
How we built the list of the 50 fastest-growing
B2B companies
Data is only useful if it’s easy to access
and highly actionable. That's why we used
Mattermark to search more than 1.5 million
companies to build a rich list of the fastest-
growing businesses in the United States. By
leveraging a key set of data points that we
believed are indicative of business growth,
we whittled results down further to arrive at
the 50 we evaluated for this Report.
The Top 3
1. Upwork
2. WeWork
3. Slack
4. State of Sales & Marketing: 50 Fastest-Growing B2B Companies4
00 Introduction
01 Content
02 Communication
03 Path to Purchase
04 Pricing
05 Final Thoughts
. . . pg 5
. . . pg 8
. . . pg 16
. . . pg 22
. . . pg 30
. . . pg 36
Table of Contents
5. State of Sales & Marketing: 50 Fastest-Growing B2B Companies5
“Theory is splendid
but until put into practice,
it is valueless.”
- James Cash Penney
(founder of J.C. Penney)
Introduction
6. State of Sales & Marketing: 50 Fastest-Growing B2B Companies6
Today’s B2B sales and marketing professionals are bombarded with
tips and tricks about what they should be doing to drive customer and
business growth. And with so many different resources and growth
tactics to choose from, it can be hard to separate the good advice from
the bad.
So, what if instead of relying on the opinions of industry influencers
for your sales and marketing insights--or on the claims of product
evangelists--you could learn directly from what today’s most successful
B2B companies are actually doing?
7. State of Sales & Marketing: 50 Fastest-Growing B2B Companies7
For this report, we relied on a combination of qualitative and
quantitative analysis to create a snapshot of the sales and marketing
tactics most effective for driving growth and success.
Using Mattermark data and evaluating companies based on a profile
of typical growth indicators like employee headcount, funding, social
traction, and web traffic, we’ve created a starting point for evaluating if
the strategies used by these successful businesses could also be applicable
to your company.
8. State of Sales & Marketing: 50 Fastest-Growing B2B Companies8
Content
“Content builds relationships.
Relationships are built on trust.
Trust drives revenue.”
- Andrew Davis
(author of Brandscaping)
9. State of Sales & Marketing: 50 Fastest-Growing B2B Companies9
With the rise of inbound marketing and
content marketing, content has become
the cornerstone of many modern B2B
marketing operations.
Here’s how it typically works: Blogging
drives top-of-the-funnel traffic to a
company’s website. From there, calls-
to-action (CTAs) encourage visitors
to download content (e.g. ebooks,
whitepapers, and templates) so they can
learn more about a particular topic.
This process can be repeated and scaled by
marketing teams to include a wide variety
of tactics at every stage of the funnel, but
the end goal is always the same: to add
value and build relationships that drive
revenue for your business.
The majority of companies we looked at use
content to drive demand and educate their
target audiences.
10. State of Sales & Marketing: 50 Fastest-Growing B2B Companies10
80% (40 out of 50) of the fastest-growing
B2B companies maintain a blog and/or
online publication.
11. State of Sales & Marketing: 50 Fastest-Growing B2B Companies11
44% (22 out of 50) of the fastest-growing
B2B companies offer downloadable content,
like ebooks or whitepapers.
No downloadable content Offer downloadable content
12. State of Sales & Marketing: 50 Fastest-Growing B2B Companies12
Of those 22 high-growth companies that
offer downloadable content, 14 of them
gate this content, which means you have
to fill out a form (or complete some other
task) before you can access it. The other
8 companies leave their content ungated:
You can download it by clicking a button
or link -- no form required.
No downloadable content
Ungated
Gated
Offer downloadable content
28% (14 out of 50) of the fastest-growing
B2B companies use gated content.
16% (8 out of 50) offer ungated content.
13. State of Sales & Marketing: 50 Fastest-Growing B2B Companies13
These differences in content accessibility highlight an important,
ongoing conversation in sales and marketing:
Should required forms and lead capture remain central to what we’re
doing? Or are there other ways we can communicate with prospective
customers once they’ve engaged with our content?
For some companies, forms are being replaced or supplemented with
1:1 messaging, which allows sales and marketing teams to communicate
with website visitors in real-time. (We'll explore 1:1 messaging in more
detail in chapter 2.)
14. State of Sales & Marketing: 50 Fastest-Growing B2B Companies14
Key Takeaways for Your Business:
Content educates people about your
product and your market. Leverage it with
the resources you have at your disposal,
whether that’s through blogging, webinars,
or another type of content that’s uniquely
your own.
Decide whether gating your content --
putting it behind a form -- makes sense for
you. While it may work for some businesses,
there are alternatives to this common
practice.
Scale content as your business grows.
Too many businesses try to do it all at
once. Instead, focus on one content type
and channel at a time. As you grow your
business, scale your content efforts.
15. State of Sales & Marketing: 50 Fastest-Growing B2B Companies15
Communication
“These days, people want to learn
before they buy, be educated
instead of pitched.”
- Brian Clark
(founder of Copyblogger)
16. State of Sales & Marketing: 50 Fastest-Growing B2B Companies16
Based on our research, 80% of the fastest-
growing B2B companies maintain a blog.
And just under half offer downloadable
resources. So there’s no denying that, for
many of these high-growth companies,
content plays a significant role in how
they communicate with customers and
prospects.
But what about the people who engage
with this content and then have questions?
Or the people who don’t want to wait for
someone to email them after filling out a
form? People who want to talk to a real
person right now?
One solution that's emerging is 1:1
messaging, which allows prospects and
customers to have 1:1 conversations
with support reps, sales reps, and other
employees via a "live chat" widget on a
company's website.
Live chat provides an additional channel of
communication for customers and prospects.
17. State of Sales & Marketing: 50 Fastest-Growing B2B Companies17
22% (11 out of 50) of the fastest-growing B2B
companies have a live chat widget on their
website.
18. State of Sales & Marketing: 50 Fastest-Growing B2B Companies18
Of the 11 companies using live chat, 5 are
also using gated content.
Live chat gives companies the ability
to talk to their website visitors 1:1 and
answer their questions in real-time -- as
opposed to making them fill out forms
or talk on the phone. But that’s not to
say that these approaches are mutually
exclusive. Of the 11 companies using live
chat, 5 are also using gated content as a
way to capture leads (2 of the 11 provide
ungated content, and the remaining 4
don’t offer downloadable content).
19. State of Sales & Marketing: 50 Fastest-Growing B2B Companies19
By choosing to display a chat widget
on particular pages, companies can
qualify their traffic and engage with
visitors in meaningful ways. For
example, if you've identified that lots
of prospects are navigating to your
pricing page, but then dropping off
before making a purchase, you could
focus your 1:1 messaging efforts
on that particular page and answer
questions in real-time, potentially
boosting conversion in the process.
Of the 11 companies using live chat, 8 have
it on their homepage. 3 have it appear after
you navigate to a pricing or contact page.
20. State of Sales & Marketing: 50 Fastest-Growing B2B Companies20
Of the 11 companies using live chat, 3 show
photos of the employees you're chatting with.
There’s potential to get even more
personal with customer communication
by showing the actual humans who are
working behind the scenes.
21. State of Sales & Marketing: 50 Fastest-Growing B2B Companies21
Key Takeaways for Your Business:
If content is a gateway, communication
is the key that unlocks the rest of the
customer journey. Use content to start a
conversation and then help usher prospects
to the right outcome.
Leverage real-time chat strategically. 1:1
messaging can prove useful in providing the
right guidance to a prospect or customer
at exactly the right time. Use that to your
advantage.
22. State of Sales & Marketing: 50 Fastest-Growing B2B Companies22
Path to Purchase
“Our jobs as marketers are to
understand how the customer
wants to buy and help them do so.”
- Bryan Eisenberg
(founder & CMO, IdealSpot)
23. State of Sales & Marketing: 50 Fastest-Growing B2B Companies23
The experience prospective customers
have when they land on your website can
be crucial to whether or not they end
up converting. As Slack CEO Stewart
Butterfield once commented:
“... even the best slogans, ads, landing
pages, PR campaigns, etc., will fall down
if they are not supported by the experience
people have when they hit our site, when
they sign up for an account, when they first
begin using the product and when they
start using it day in, day out.”
In analyzing the websites of the 50
fastest-growing B2B companies, we
found two distinct paths that companies
typically try to send potential
customers down. They either direct
people to A) engage with the product
or service in some way, or to B) engage
with a salesperson or other company
representative to learn more.
B2B websites lead people down 1 of 2 paths:
toward a product, or toward a salesperson.
24. State of Sales & Marketing: 50 Fastest-Growing B2B Companies24
62% (31 out of 50) of
websites have primary
CTAs directing people
to the product/service.
38% (19 out of 50)
have primary CTAs
directing people to
talk to Sales.
ProductSales
Primary CTA:
• Get in touch
• Get a demo
• Contact us
• Learn more
• Get started
• Sign up
• Get it now
• Create an account
25. State of Sales & Marketing: 50 Fastest-Growing B2B Companies25
Of course, many of the companies that have product-focused primary
CTAs also have secondary CTAs for talking to Sales. And remember the
11 companies with live chat from the previous chapter? All 11 of those
websites have product-focused CTAs.
The takeaway: It doesn’t have to be one way or the other. Within the 50
fastest-growing B2B companies in the U.S., both tactics are employed.
You can encourage people to discover the value of your product through
having them experience it for themselves, and you can provide them with
an opportunity to talk to a real person if that’s what they want.
Regardless of the path you choose to send people down, make sure that
their first experience is (as Slack's CEO recommended) a positive one.
26. State of Sales & Marketing: 50 Fastest-Growing B2B Companies26
Of the 31 companies that use primary
CTAs to lead prospective customers
directly to the product -- without
making them go through a sales rep
first -- 18 offer some type of free trial
or freemium version of their product.
(The other 13 product-focused
companies let prospects experience
their products through videos, case
studies, self-guided tours and more
before they buy, but there’s no real
access before a purchase is made.)
36% (18 out of 50) of the fastest-growing
B2B companies offer free trials or freemium
versions of their product.
27. State of Sales & Marketing: 50 Fastest-Growing B2B Companies27
A free trial or freemium version of a product can be a driving force
behind a company’s growth. It’s a model that allows prospective
customers to experience first-hand how a product is going to perform,
which reduces the need for canned sales pitches and aggressive tactics.
As Roger Lee of Battery Ventures once wrote:
“Instead of hiring a huge sales force and sending these people out to
convince potential customers to buy your product -- the way Oracle,
SAP, Microsoft, and even Salesforce.com built empires -- a freemium
model is a perpetual motion machine through which your product sells
itself.”
28. State of Sales & Marketing: 50 Fastest-Growing B2B Companies28
7 offer free (time-restricted) trials.
4 offer “free forever” versions
(customers pay for bonus features/
functionality).
4 offer free accounts / free access
to a platform (customers pay for
services).
The remaining 3 each do something
different (for example, one company
gives 500 MB of free storage space).
Of the 18 companies with some free
component to their product ...
Ultimately, a trial or freemium version
of a product can have a huge effect on a
customer’s path to purchase. From a sales
and marketing perspective, you’re essentially
removing a layer from the funnel, as people
can go directly from considering your
product straight to using it.
However, as our research shows, the specific
approaches to free trials and freemium that
companies take vary widely.
29. State of Sales & Marketing: 50 Fastest-Growing B2B Companies29
Key Takeaways for Your Business:
When it comes to getting people to buy,
you don’t need to reinvent the wheel. But
you do have to deliver a positive experience
whether that means prospects talk to a
salesperson before giving it a spin, or start
a trial of your product on their own. Your
potential customer has pain points that
brought them to your site -- help them
solve them rather than offering a “hook”.
Leverage freemium as a “perpetual motion
machine.” Freemium may be a starting
point for many of your users, but build out
your version with the goal of turning those
users into paying customers at a certain
point in time.
30. State of Sales & Marketing: 50 Fastest-Growing B2B Companies30
Pricing
“Make your product easier to
buy than your competition, or
you will find your customers
buying from them, not you.”
- Mark Cuban
(entrepreneur & investor)
31. State of Sales & Marketing: 50 Fastest-Growing B2B Companies31
Research shows that a majority of
prospective customers consider pricing
to be the most important piece of
information a B2B company can show
on its website. But when we look at the
top 50 fastest-growing B2B companies
in the U.S., we find that just 2 in 5
have pricing pages that show actual
prices. (We had to clarify this last
point because one company had a
“pricing page” with no prices -- just
“contact us” CTAs under every product
option.)
40% (20 out of 50) of the fastest-growing
B2B companies make their pricing public.
$ $ $
$ $
32. State of Sales & Marketing: 50 Fastest-Growing B2B Companies32
Of the 20 companies that make their pricing
public, 14 use tiered pricing.
With tiered pricing, a company’s product
or service is offered at multiple price
points, with the more expensive “pro” or
“ enterprise” versions typically offering
more features, functionality, seats, and/
or storage space than the less expensive
“basic” or “standard” versions.
$
$$
$$$
Tier 1 Tier 2 Tier 3
33. State of Sales & Marketing: 50 Fastest-Growing B2B Companies33
Of course, even companies with public
pricing pages don’t necessarily make
all of their pricing public. Of those 14
companies that use tiered pricing, 6
don’t list prices for the enterprise tiers
of their product. Instead, prospective
customers looking for enterprise
pricing have to contact those
companies in order to get a custom
quote.
Of the 14 companies with tiered pricing, 6
have CTAs prompting enterprise customers
to request quotes.
$
$$
Tier 1 Tier 2 Tier 3
34. State of Sales & Marketing: 50 Fastest-Growing B2B Companies34
Why do companies treat selling to the enterprise differently than selling
to everyone else? There are lots of factors, but it usually comes down to
scale. Rolling out a product or service to a massive organization can be a
seriously complex (and expensive) undertaking.
So while being able to make unassisted purchases on a B2B website
is convenient for most, enterprise customers need to be able to talk
through the finer details of your product/service with a real human
before they buy.
35. State of Sales & Marketing: 50 Fastest-Growing B2B Companies35
Key Takeaways for Your Business:
Pricing is important for buyers, but
not quite as important for companies.
A majority of the companies on our list
didn’t have pricing pages on their site, even
though research indicates buyers want
it. Consider A/B testing a pricing page’s
efficacy in driving to a specific outcome.
Keep your pricing simple. If your pricing
structure is unclear or a part of a friction-
filled process, you need to fix it. Remove the
barriers to entry for people who want your
product.
36. State of Sales & Marketing: 50 Fastest-Growing B2B Companies36
Final Thought
“Growth is never by mere chance; it is
the result of forces working together.”
- James Cash Penney
(founder of J.C. Penney)
37. State of Sales & Marketing: 50 Fastest-Growing B2B Companies37
The goal of this Report isn’t to establish new, etched-in-stone B2B sales
and marketing benchmarks, or to prove that one tactic or approach is
superior to another. By sticking to a sample size of just 50 companies
(the fastest-growing ones), we wanted to take a data-driven but
qualitative snapshot of the field and find out what we could learn.
We hope you’ve come away with more insight into what modern B2B
sales and marketing looks like, as well as ideas for how you can accelerate
the growth of your business.
38. State of Sales & Marketing: 50 Fastest-Growing B2B Companies38
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