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Archive for category Sales & Marketing White Papers

The Impact of Direct Dials on Sales Productivity Free white papers, case studies, magazines, and eBooks

Often, the sales reps who fail to hit the phones hard, are the ones wondering how they missed their quota. That said, while hitting the phones, not all sales outreach is created equal. Consider the following:

  • It takes 22 minutes to connect using switchboard numbers, but with direct dials it only takes 5 minutes
  • When dialing a direct dial phone number at the director level, your SDR is 46% more likely to connect  
  • On top of that, when dialing a direct dial number at the VP level, your SDR is 147% more likely to connect

Why read this eBook

Leveraging industry research, this eBook highlights the downstream impact of direct dial phone numbers on sales productivity — empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunity creation, and close more business.

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5 Essential Features of a Prospecting Solution Free white papers, case studies, magazines, and eBooks

As organizations chase new revenue targets in 2019, B2B sales leaders must examine prospecting solutions that proactively help reps identify, connect with, engage, and close qualified buyers faster.

Using DiscoverOrg’s field surveys and exclusive research, third-party industry studies, and analyst briefs, this report aims to help B2B sales leaders understand:

  • How prospecting solutions help maximize sales productivity
  • 5 must-have features to consider while assessing the vendor landscape
  • How to choose the right prospecting solution for your sales team

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Buyer’s Checklist: How to Evaluate B2B Contact Data Provider Free white papers, case studies, magazines, and eBooks

But far too often organizations fail to properly evaluate vendors during the selection process. The result? Headaches and sunk costs.

Download DiscoverOrg’s checklist to learn how to evaluate:

  • A prospective vendor’s data quality & inventory
  • Must-have, essential key features vs. bells & whistles
  • Integrations that ensure the solution fits into your sales process and workflows

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The Write Stuff: How CMO’s Can Use AI To Develop Data-Driven Marketing Creative Free white papers, case studies, magazines, and eBooks

In the modern digital marketing environment, CMOs can closely track engagement and see the results of their campaigns. Data underpins everything they do.  Yet, when it comes to actually developing creative, they are still predominantly relying on gut feeling and guesswork, rather than data science and mathematical certainty. But imagine if this wasn’t the case? What if they could use data-led insights to accurately predict the results of their core marketing messaging before they launch?

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B2B Video — Four Examples of how you could be using it more. Free white papers, case studies, magazines, and eBooks

We’ve been doing  quite a bit of B2B video marketing work of late. The advent of services like promo.com, Ripl and wave.video to name but three, have put regular animated content in the grasp of those with even the most limited of  marketing budgets. These platforms also tend to be mobile friendly, also giving the opportunity to create quality content on the go – perhaps incorporating your own video taken in real time with stock or pre-prepared content that you’ve created before leaving your desk.Your first thought when thinking B2B video might be long “explainer” videos, webcast replays and recorded presentations posted directly to Youtube, but with native video support now available on facebook, twitter and LinkedIn, there are now opportunities to do much more using these kinds of services both quickly and cost effectively.

To get you thinking, here are few examples of different ways you might want to utilise animated content from recent work we’ve been involved with…

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How to Generate the Leads Sales is Demanding Free white papers, case studies, magazines, and eBooks

Today’s demand generation marketers are facing increasing pressure to identify qualified leads for sales that drive growth and revenue for their organization. To meet these goals, they invest in marketing campaigns to catch the attention of their audience, create content to nurture top-of-the-funnel leads, and find new tools that promise to improve their conversion rate. But after spending all this time and money, why are only 42 percent of MQLs accepted by sales?

Well, one of the most common reasons is poor sales and marketing alignment. And while it sounds like an easy problem to fix, it’s actually easier said than done. For many years, demand generation marketers have relied on the MQL (Marketing Qualified Lead) to measure their contribution to sales’ pipeline.

But the problem is, sales has never been measured on MQLs—they’re measured on closed deals and revenue. Not to mention, sales’ criteria for an SQL can look very different from a marketer’s definition of an MQL when teams operate in silos.

That’s why modern marketers are abandoning the MQL, and instead, are working with sales to find out what makes a great lead from their perspective. In this guide, we’ll explore why question-based interaction is changing the game for demand generation marketers, improving sales-marketing alignment, and helping marketers prove their ROI.

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The Payment Management Strategies of Forward-Thinking Merchants Free white papers, case studies, magazines, and eBooks

We know your customer’s experience is directly tied to your payment strategy. Better experiences will equal better conversions. Mobile, e-wallet, fraud prevention and compliance are all top of mind. Where do you start? Learn from 484 of your peers and read:

2018 Payment Management Strategies of Forward Thinking Merchants

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Real Talk on the Digital Workplace Free white papers, case studies, magazines, and eBooks

These days, it seems like everybody is talking about the digital workplace and modern collaboration. With iteration after iteration of chat apps, mobile news streams, employee communities and forums … has anyone built the right solution yet?

If you look at what employees really want, and how they behave, you’ll see that the digital workplace is about much more than checking off boxes in an RFP or delegating technology to IT.

This e-book explores key factors in an organization’s choice for digital workplace technology, and describes how different lines of business should leverage the systems to drive the behavior change that is required for complete success.

Included in this e-book:

  • Getting digital workplace personalization right with good technology and better practices
  • Customization for a modern digital workplace: focus on people, not technology
  • The role of AI in enterprise collaboration
  • The importance of intelligent activity streams that integrate with business applications, like ERP, CRM and HR

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A [CMO’s] Guide to Account-Based Marketing Free white papers, case studies, magazines, and eBooks

Account-Based Marketing (ABM) enables B2B marketers to treat individual accounts as a market in their own right, driving engagement with target companies and best-fit individual buyers.

Focusing on best-fit buyers enables marketers to maximise resources, reduce sales cycle length and improve ROI.

BM activities integrate well with an Inbound Marketing strategy giving organisations an effective way of reaching the best opportunities for long term growth.

What’s in this eBook?

  • What ABM is and how it helps grow businesses
  • Why ABM integrates well with Inbound Marketing
  • Key steps for implementing an effective ABM plan
  • Various methods that can be utilised to target specific businesses and/or individuals
  • How to use LinkedIn for ABM activity
  • Best practices to follow to maximise ABM effectiveness
  • Considerations for technology and tools you need for ABM campaigns
  • Key ABM reporting considerations

 

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How to Scale a Fintech: Strategic Advice from Industry Leaders Free white papers, case studies, magazines, and eBooks

Fintech businesses have made an extraordinary impact in the past five years.

From banking and credit, to trading and insurance, there is a practically endless list of new financial services, all reinventing classic business models or bringing something new to the market.

But how does the next potential fintech unicorn navigate all the challenges of scaling and growth?

To find the answer, we spoke to founders, C-suite executives and other industry visionaries about key strategic aspects of the fintech scaling journey.

We spoke to the likes of Funding Circle, TransferWise, Monzo and more to bring you over 30 actionable quotes on:

  • How to keep delivering a great customer experience at scale
  • How to stay agile when all around you get bloated and slow
  • How to fully embrace the best technology available to enterprise businesses

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