Pointclear

AUGUST 1, 2011

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.

Lead Management 165

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 165

Pipeliner

FEBRUARY 15, 2019

This problem has existed as long as there have been communal workplaces, and it was studied between 2001 and 2002 in an Aspen Institute survey conducted on a group of MBA students. Professional development in sales and marketing has a similarly checkered ethical history. That turns people off. Customers don’t read them anyway.”.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

Igniting Sales Transformation

JULY 18, 2018

help our customers meet the changing market demands). For example, if someone is looking to make a software purchase, they are looking for access to videos that allow them to do their research up front. For example, we asked buyers to respond to the following statement. “If What was the motivation for authoring the book?

Vendor 76

Vendor Software Software Video 76

SalesLoft

JANUARY 31, 2019

Concur, one of the oldest SaaS companies , only moved from selling CD-ROMs and traditional on-premise software licenses to a SaaS model in 2001. It became both economically feasible and technically possible to set up an inside sales team to sell to mid-market and SMB customers. They can be difficult to determine how to impact directly.

Top of Funnel 53

Top of Funnel Face-to-face Software Software 53

Selling Essentials RapidLearning Center

JUNE 14, 2019

Many distributors have a field sales culture in markets where inside sales models may make more sense. For example, improving discovery skills is critical — note that “Discovery” was the second-most urgent skill in our survey. In 2001 77 percent of all training was classroom style. But there’s more to it.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

The ROI Guy

OCTOBER 11, 2010

For marketers, the news is good overall. According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. In the current environment, marketers are still being asked to do-more-with-less, driving a significant change in strategies, campaigns and go-to-market channels.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

The ROI Guy

JULY 23, 2015

These findings directly contradict the findings of CEB and Forrester that b-to-b sales reps’ role and importance are declining due to a disintermediation by B2B marketing and digital resources. In a recent blog article, you point to several B2C examples that could perhaps point the way to what lies ahead for B2B sales reps?

Real Estate 72

Real Estate Sales Enablement B2B B2C 72

OnePageCRM

MARCH 8, 2017

For example, don’t change the adwords campaign as you move through this process. Convertkit uses simple straightforward tiers based on subscriber volume for their email marketing automation platform. Ways to pitch your price to a prospect (Behavioural economics). Restricted features + Premium offerings. Decoy Pricing.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

The ROI Guy

MAY 4, 2006

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? But these growth figures are still a far cry from the pre-bubble burst years of 1999 through 2001, where double digit growth was the norm.

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. of respondents), and peers (28.7%), especially early in the lifecycle.

ROI 40

ROI B2B Social Media Buying Cycle 40

Hubspot Sales

JULY 15, 2020

Not only is it more cost-effective for B2B businesses to focus more on their existing customers, it also provides opportunity for acquiring new high-value customers through referral marketing. With these data points in mind, making your current customers feel valued can be an effective way to impact your bottom line.

Pipeline 130

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 130

Score More Sales

MAY 8, 2011

Gain Ways to Enjoy Prospecting and Donate to Japan. 5 Ways to Have Fun Successfully Prospecting for New Revenues. I guarantee you will get some value from it – if only to remind you of ways you can have more fun, energy, and focus when you prospect. What are the top 3 ways to have fun while prospecting for new business?

Lead Rank 146

Lead Rank Lead Scoring Prospecting Webinar Metrics 146

OnePageCRM

MARCH 8, 2017

For example, don’t change the adwords campaign as you move through this process. Convertkit uses simple straightforward tiers based on subscriber volume for their email marketing automation platform. Ways to pitch your price to a prospect (Behavioural economics). Restricted features + Premium offerings. Decoy Pricing.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Score More Sales

DECEMBER 30, 2011

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. As we wind down the year and look to turning a new leaf, it is time to recognize those who are working to improve the world of B2B selling and marketing – thanking them for what they do and encouraging you to reach out to learn and grow in the coming year.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. Most organizations continue to spend much more on branding and relationship management versus value-based sales and marketing initiatives.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Score More Sales

FEBRUARY 22, 2012

Ardath Albee of Marketing Interactions has written a four-part series called, Capitalize on the Content Marketing Continuum where she talks about the BEF and the very fluid content marketing continuum. Work to gain clarity on creating a formal process once marketing has sent potential leads to sales. Is it clear?

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

Product Management University

MAY 22, 2017

No one in your organization is jumping out of bed everyday totally juiced to help you “become the market leader,” or “become a billion-dollar organization,” or “grow by 30%.” What do my target customers ultimately want to accomplish to be a leader in their market?” I’ve worked with a lot of highly successful organizations since 2001.

Ideal Customer Profile 45

Ideal Customer Profile Customer Marketing Hiring 45

Score More Sales

JUNE 17, 2011

Finding “more probable” prospective customers can be simple but not quite as easy. More probable” prospective customers are those companies and / or individuals MORE likely to do business with you – and do it sooner rather than later. You can prospect and build business from your desk and never leave your office if you wanted to.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

Score More Sales

AUGUST 11, 2011

Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet. We are not marketers, but we know that you need at least one well-done webpage. example: tid = 123.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

Score More Sales

JANUARY 3, 2012

For many years, the “sales explanation industry” has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset who become actual customers. The phrase “nurture marketing” came from this idea.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

Score More Sales

JULY 20, 2011

. __ You don’t know what your value proposition is – how to differentiate yourself/ business. __ You don’t know who your target market is – who is your niche? example: tid = 123. Example: prod = prod1|prod2. Example: cat = cat1|cat2. © Score More Sales 2001 - 2012.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

Score More Sales

JANUARY 5, 2012

Today I interview Nancy Nardin , CEO of Smart Selling Tools, a company that focuses on buyer resources for discovering and assessing the best marketing and sales software available. Be sure to get on the Smart Selling Tools weekly marketing and sales tools digest that goes out to more than 30,000. example: tid = 123.

Top of Funnel 164

Top of Funnel B2B Tools Lead Rank 164

Score More Sales

FEBRUARY 16, 2012

Years ago when I started in B2B sales, there was one way to keep track of customers and prospective customers – writing on lined, yellow note pads and putting these precious notes into manila file folders. For many years they were cost-prohibitive for small and mid-market companies. by Lori Richardson on February 16, 2012.

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

Score More Sales

OCTOBER 20, 2011

The second I clicked through to one of the newly-launched Social Media Mags it hit me like a brick: publishing will never be the same again, and selling /marketing /brand building will be changing even more. Look at sites that will create content for you and with you – no longer do you need your marketing department to do it all.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

Score More Sales

SEPTEMBER 22, 2011

You were working on marketing materials. My only suggestion is that maybe – just maybe, there are one or two obvious prospects you could be talking to NOW – before your database is completed – to get the sales process going? . example: tid = 123. Example: prod = prod1|prod2. Example: cat = cat1|cat2.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

Score More Sales

FEBRUARY 14, 2012

For those who think that follow up to prospective customers is a chore, I would ask if you think it is a chore to go online to your bank account and watch your money grow? Just by focusing on this one aspect of selling - the actions of following up with prospective customers - when done properly - WILL grow revenues.].

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

Score More Sales

JANUARY 17, 2012

If you are working with a lot of prospective companies you’ll forget what you set as a next action and in general, who needs what next to move the sales opportunity forward. Databases of prospective contacts help with your outbound efforts. Are you aware of the research capabilities just in Twitter, for example?

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

Score More Sales

DECEMBER 22, 2011

Others have them because of a specific challenge they are facing: Our Company Has Lost Market Share – A competitor (or competitors) is/are swallowing up our clients (in this scenario competitors are known and it is a fairly clear situation). Sales people and marketers are human. example: tid = 123. Example: prod = prod1|prod2.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

Score More Sales

MAY 2, 2011

Welcome to the 2011 Sales and Marketing Success Conference – in the comfort of your own office or home. This is a monumental project going on at Top Sales World – I’m thrilled to be speaking on Day 4 about having fun prospecting. Next post: Gain Ways to Enjoy Prospecting and Donate to Japan. example: tid = 123.

Lead Rank 132

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 132

Score More Sales

MAY 28, 2011

We love sales – it is the culmination of combining great branding and marketing – clearly getting YOUR message of differentiation and value out to the world – and then asking companies and individuals who really would benefit – to work with you. example: tid = 123. Example: prod = prod1|prod2.

Lead Rank 155

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 155

Score More Sales

FEBRUARY 29, 2012

Without recommending one platform or another specifically, we urge you to have one place where all of your contacts are – prospects, clients, former clients, vendors, and strategic referrers. This second tip – building strategic referrer relationships – works with all mid-market businesses and in every market segment.

CRM 174

CRM Top of Funnel Lead Rank Lead Scoring 174

Score More Sales

JULY 18, 2011

Put a simple plan in place to build customers, prospective customers, and referral partners’ revenues at the same time – and you’ll create a victorious cycle that grows sales. Previous post: Marketers: Should Salespeople ONLY Focus on Closing Sales? example: tid = 123. Example: prod = prod1|prod2.

Lead Rank 173

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 173

Score More Sales

DECEMBER 13, 2011

Community is where you are online, where your market niche is, or your geographic area – depending on the business that you are in. By having this team in place it can totally keep you from using another option to growing business — calling on “cold” contacts, with an aggressive prospecting strategy.

Lead Rank 152

Lead Rank Lead Scoring Referrals Call-back 152

Sales Hacker Training

DECEMBER 8, 2020

If you missed episode 137, check it out here: From Marketer to CEO: The Power of Brand as a Growth Amplifier with Jake Sorofman. It’s all about understanding when people are in market versus in funnel. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:09].

Hiring 119

Hiring Top of Funnel Scale Banking 119

Score More Sales

FEBRUARY 8, 2012

What is in it for a busy sales rep or sales leader who would prefer to spend any administrative time instead being in front of an extra prospect or two? By setting next actions with clients and prospects, you will always have a future with that company. example: tid = 123. Example: prod = prod1|prod2.

Lead Rank 148

Lead Rank Lead Scoring Follow-up CRM 148

Score More Sales

DECEMBER 16, 2011

This allows customer facing employees in such areas as sales, customer support, and marketing to make quick yet informed decisions on everything from cross-selling and up-selling opportunities to target marketing strategies to competitive positioning tactics” – source: Destination CRM . So what is next for CRM?

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172