No More Cold Calling

SEPTEMBER 30, 2011

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply! Broaden Your Perspective/Narrow Your Focus: Is your sales and marketing focus working? How do we sell in this volatile economy?

Referrals 240

Referrals Hiring Decision Maker Social Media 240

Product Management University

MARCH 5, 2024

Strengthen your upstream practices around market and customer knowledge (not to be confused with user knowledge), customer discovery (not to be confused with user and product discovery) and create strategic product roadmaps (not to be confused with feature delivery schedules). An d it doesn’t matter how well the product specs are written.

Lead Rank 40

Lead Rank Lead Scoring Exact Engineering 40

Partners in Excellence

MARCH 22, 2024

It was Spring of 2001. I started as a valuation analyst – building cash flow models, comps, arguing discount rates, trying to figure out what our client’s businesses were worth so we could take them to market. Then a spot opened on the market research team. The dot com meltdown was a few months old. It was selling by numbers.

Call-back 77

Call-back Construction Up-Sell Research 77

SBI Growth

JANUARY 31, 2013

Pinpointing exactly how to communicate your brand message to a target audience can be one of the most perplexing challenges in marketing. Pre-Internet, marketing communications is where messaging mattered most. What we talked about was how new competitive entrants have entered their market space. Guessing at this is nonsense.

Buyer Persona 330

Buyer Persona Demand Generation Agencies Customer Scale 330

Bernadette McClelland

FEBRUARY 18, 2018

In 2001 I left my sales role at Xerox Australia and decided to go out on my own as a speaker – because back then coaching was only for sports professionals and not yet viewed as a method of peak performance for sales professionals. What many don’t know is the type of person she is to those who do know her.

Meeting 294

Meeting B2B Sales Leadership Sports 294

Score More Sales

AUGUST 28, 2014

No more 2001 stuff, please. We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. They pique my curiosity, entice me with an offer to try for free – no credit card required – which also means it is easy to get started.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

Anthony Iannarino

JANUARY 20, 2020

One of the results of globalization, cheap money, the glamorization of entrepreneurship , and low barriers of entry into markets is the increasing number of choices available to businesses and consumers. In many (or most) markets, there is a glut of competitors. The context of sales has changed, and it’s more challenging than ever.

B2B 116

B2B Trends Guarantee Insurance 116

SBI Growth

OCTOBER 6, 2012

This quote says it all: “Marketing is a service- based organization. We do not create marketing for the sake of marketing.”. In a timeless article from AdAge.com, Marty outlines what he considers to be the goals of Marketing: Sell more stuff. Yet he’s a business person first. Marty Homlish, CMO. Make more money.

B2B 306

B2B SAP Customer Transportation 306

Gong.io

JUNE 23, 2022

Both have marketing and sales teams, but Company B’s teams are both 10% better than Company A’s. Company A’s marketing team brings in 1,000 leads, and their sales team closes 20% of them. Company A’s marketing team brings in 1,000 leads, and their sales team closes 20% of them. By the end of 2001, eBay’s market cap was $18.54

Hiring 62

Hiring Scale Engineering Lead Rank 62

Pointclear

JULY 10, 2012

Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. Understanding this can help you pinpoint your marketing investments and generate better than average results. When the GDP is up, the lead rate increases, and vice-versa.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Pipeliner

SEPTEMBER 29, 2020

These failed products are proof: Microsoft’s Office Assistant Clippy was active from 1997 to 2001, resurfaced in 2019 as stickers, and removed again. Ford’s Edsel is a classic example of product failure, to the tune of $400 million, going to development and marketing.

Banking 87

Banking Government Pharmaceuticals Google 87

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. It wasn’t warp-speed market disruption.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

Braveheart Sales

APRIL 20, 2021

It was already tough to do this in some large cities due to security measures that were enacted in 2001, such as guards, visitor monitoring, etc. There is a sizeable segment of workers that will never go back to the office, so the days of drop-in prospecting will be more difficult than ever.

Decision Maker 52

Decision Maker Face-to-face Trade Show Hiring 52

Pipeliner

OCTOBER 18, 2019

In fact, an analysis from McKinsey shows that “long-term firms added $7 billion more in market capitalization on average than other firms between 2001 and 2014.” They reviewed more than 600 companies across the period ranging from 2001 to 2015.

Coaching 72

Coaching Salary Face-to-face Policies 72

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

The ROI Guy

JULY 11, 2011

Surprisingly, CIOs alone have authorized only 5% of IT investments , confirming what many IT sales and marketing professionals already know, that the vast majority of IT purchase approvals involve more stakeholders, as well as significant executive scrutiny. To this end, we recommend the following best practices: 1.

Marketing 89

Marketing ROI Proposal Survey 89

Janek Performance Group

SEPTEMBER 26, 2023

Take, for example, the iconic moment on October 23, 2001, when Steve Jobs introduced the original Apple iPod. This approach differentiated the iPod from its competitors and established a strong emotional connection with consumers, ultimately contributing to its remarkable success in the market.

Maximizer 62

Maximizer Face-to-face Consumer Sales 62

Janek Performance Group

SEPTEMBER 22, 2021

So why do so many sales reps continue to sell like they were in 2001? Second is buyers have more access to information and are better informed about their options, pricing, and available products in the market. The sales process requires it to be integrated with both marketing and customer support.

Hiring 118

Hiring Call-back Training Up-Sell 118

A Sales Guy

DECEMBER 3, 2013

The Dow, S&P 500 are at historic highs and the Nasdaq is at it’s highest since 2001. Content marketing is redefining lead generation, SEO and branding. You need to know if you’re going to partner with marketing and leverage a content marketing strategy and if so, HOW? Insides sales is growing like mad.

Strategy 115

Strategy InsideView Hiring Social Media 115

Chorus.ai

FEBRUARY 7, 2020

In the late 1990s, not long after graduating from the University of British Columbia with a degree in Candian Studies and Social History, Emilia took a job as a marketing manager at Guru.com in San Francisco. In 2001, she joined a Danish firm, GN Netcom, as a global project manager based in Copenhagen.

Customer 118

Customer Automotive Exercises Call-back 118

The Sales Hunter

JANUARY 30, 2012

Guest post Monday brings us Jeff Beals , an award-winning author who helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. What’s your area of self marketing expertise? So, what’s your area of self marketing expertise?

Motivation 155

Motivation Real Estate Hiring Construction 155

Nutshell

JUNE 22, 2020

To be clear, we aren’t suggesting that you quit calling your prospects or give up on email marketing. Just like with email marketing, there are software tools available to make your SMS sales efforts more effective and efficient. EZTexting: EZTexting is a leader in the SMS marketing and sales industry. billion messages.

B2B 123

B2B Closing Campaigns Follow-up 123

Revegy

AUGUST 27, 2020

However, after every recession, the Harvard Business Review, McKinsey, Bain, and other management consultants publish research showing that leading companies leverage economic volatility to move faster, innovate more, and take market share from competitors. “By Who are the specific executives that are excepting value from your solution?

Outsourcing Services 52

Outsourcing Services Lead Rank Lead Scoring Webinar Metrics 52

The ROI Guy

SEPTEMBER 21, 2010

IDC has just completed their annual Tech Marketing Benchmarks Survey, and the news is good for tech marketing teams. The latest survey (completed 9/10) reveals that large technology vendors have increased their marketing budgets by 3.7% The bad news for marketing leaders is that although the 3.7% market spending growth.

Revenue 40

Revenue Marketing Vendor Survey 40

The ROI Guy

JULY 5, 2011

Although Gartner’s predictions bode well for IT vendors, IT buyers have fundamentally and permanently changes since the bursting of the tech bubble in 2001. Changes to IT sales and marketing strategies have been made to help fight frugalnomics, but are still not provocative / outcome -focused enough to meet changing buyer demands.

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

Sales Gravy

NOVEMBER 3, 2011

Events that qualify for crisis management include September 11, 2001, the stock market crashes of 1929 and 1987, a child in the hospital, death and serious illness, A crisis is an event that is urgent and important. Crises require immediate response.

Sales 40

Sales Marketing 40

Cincom Smart Selling

JULY 25, 2017

When product design and planning discussions are taking place, it is up to Marketing to make sure this part of the plan is fully evolved, considered and built into the overall product development process. This vehicle was brought to market in 2001. The following market segments jumped in on year one. Car customizers.

Buyer 59

Buyer Promotion Collateral Social Media 59

Cincom Smart Selling

JULY 25, 2017

When product design and planning discussions are taking place, it is up to Marketing to make sure this part of the plan is fully evolved, considered and built into the overall product development process. This vehicle was brought to market in 2001. The following market segments jumped in on year one. Car customizers.

Buyer 59

Buyer Promotion Collateral Social Media 59

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

MAY 3, 2010

Already a growing trend since the bursting of the tech bubble in 2001, more senior financial IT decision making means that proving the value of proposed projects, and quantifying bottom line impact is more important than ever. More than 74 percent of the respondents were senior financial executives, including CFOs and controllers.

Decision Maker 40

Decision Maker Proposal Marketing Survey 40

Velocify

JUNE 2, 2017

In the classic sci-fi film “2001: A Space Odyssey,” two astronauts find their lives in jeopardy when an onboard ship computer thinks it is smarter than the humans that built it and takes over their space mission. Lenders that can strike a balance between technology and human touch will prosper in this rapidly evolving market.

Closing 45

Closing Scale Film Consumer 45

Selling Essentials RapidLearning Center

JUNE 14, 2019

Many distributors have a field sales culture in markets where inside sales models may make more sense. In 2001 77 percent of all training was classroom style. Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Classroom Style vs. Digital Training.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

The Spiff Blog

SEPTEMBER 16, 2022

Without further ado let’s jump into the latest edition and meet some of our favorite Spiffers: Rachel Cravit, Marketing Content Writer. Rachel is an experienced content writer/marketer, specializing exclusively in B2B SaaS for the past 4 years. She’s excited to join Spiff’s marketing team! What excites you most about your role?

Meeting 75

Meeting Top of Funnel Travel Engineering 75

The ROI Guy

JUNE 11, 2015

SiriusDecisions pointed to comprehensive research of over 1,000 sales and marketing leaders, clearly indicating that these findings were just not true. Despite these advances, not only does the real estate agent exist, but they appear to be more engaged than ever, with 89 percent of buyers retaining an agent, up from 69 percent in 2001.

Real Estate 89

Real Estate B2B Buyer Travel 89

Xactly

JUNE 20, 2018

As the market races to deliver AI products targeted at sales users, it’s just a matter of time – a few years, if not a few months – before AI becomes a trusted part of the sales professional’s daily technology stack, giving useful advice and admonitions throughout the rep’s day.

Data 61

Data Webinar Metrics Compensation Enterprise 61

Partners in Excellence

SEPTEMBER 3, 2016

Chris Palmi sano, Vice President, Global Sales And Marketing, Khorus. I was on the job in September of 2001 when NYC and Washington, D.C. Learned to drive tow motor. 20 years old Electrician in factory. Loved this job. They gave me 60+ hours a week with overtime. The manager was blown away and hired me on the spot.

Chemicals 49

Chemicals Hiring Scale Networking 49

Igniting Sales Transformation

JULY 18, 2018

help our customers meet the changing market demands). had been providing skills training since 2001 and about five years ago, Dan made the decision to lead 2Win! which, by the way was about the time this shift in the market was beginning. What was the motivation for authoring the book? It’s interesting, 2Win!

Vendor 76

Vendor Software Software Video 76